January/February 2022
The Official Magazine of Hardware Association Ireland
STAFF RECRUITMENT & RETENTION IN 2022
www.thehardwarejournal.ie
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ge sa es m the right solution to the customers problem. The students are learning and understanding the work of other parts of the business - how it all fits together, and the teamwork essential for it to work. It confers confidence through knowledge so much so that we may use this as a tagline in future!. Enrolment for the 2022/2023 cohort will be open shortly. Our Spring training programme is also open, with courses filling up fast - so please let Aoife know if you wish to attend. The switch to e-Commerce continues apace. In 2020 70% of Irish consumer spend on the internet went abroad, in 2021 this was 60% - a major improvement but far from where it should be. Every member who has invested in their digital offering has reaped the reward. At present HAI are offering focused courses on improving the understanding of best practice - please see page 41 for courses. Sustainability will be another issue in 2022. In this edition Xtratherm take us through their experience in reducing their carbon footprint, and W&G Baird outline their pledge to go carbon neutral. A gentle nudge from Michael Rowe has encouraged us to publish photos from times past. Steve Collinge looks at his top predictions for 2022 and Thierry Coeman looks at how to prevent consumers abandoning DIY projects. 2022 is shaping up to be another good year in business. Other sectors - Holidays, cars, dining out /events, fashion - that compete with us for the share of the consumers wallet will boom. However, with the resilience it has shown, constant innovation and investment in its people this sector will continue to grow and prosper.
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January/February 2022
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As the year unfolds in some ways it resembles 2021 with pressures on both supply and price increases, yet against a backdrop of a buoyant market. However, there are two profound differences - both the vaccines and their rollout are working and the severity of the virus has diminished. This will instill a feel-good factor and confidence will return to consumers and businesses. According to Dept of Finance the economy is to grow by 5% this year with consumer spending to grow by 7%. Housing completions are set to be 27,000 and starts at 31,000 despite chronic zoning and planning holdups. But “the silent thief of inflation” based mainly on insecure energy supplies looks likely to chip away some of the yield. The Board of HAI have decided to reschedule The Hardware Show to 24th & 25th April. This will give the sector the much needed opportunity to meet and to do business. It will create momentum and drive the sector forward. In 2021 HAI welcomed 32 new members reaching our highest number of members since records began. Another issue that we must contend with is staff recruitment and retention. This is a major challenge for the sector. Unemployment looks set to fall to 5% by year end – practically this is full employment. While it is to be welcomed at a national level and for the individuals concerned it will lessen the pool of potential employees. In this edition we have the “tip sheet” report looking at ideas for staff recruitment and retention. This report was compiled from information gathered from the MSS and HR thought-leader Fredericka Sheppard. The MSS were invaluable, and I would like to thank both them and Fredericka for sharing their experiences and their expertise. This will be a major area of strategic focus for HAI in 2022. Brochures highlighting the bright future for the industry and explaining the benefits of working in hardware and merchanting are with the printers and will be sent to members and to second and third level institutions soon. And HAI will attend Careers Fairs when it is feasible to do so. Upskilling staff will be a key competitive advantage. Kindly sponsored by Octabuild, The Certificate in Hardware, Retail and Merchanting is at the half-way point. We spoke to 38 mentors and students to get their feedback and the results were very encouraging- see full report on page 38. One thing that stands out, from the feedback, is the growth in confidence it instills in participants, especially in the way that they interact with customers. This confidence drives a determination to find
Wishing all a Happy and Prosperous 2022.
Martin Markey Chief Executive Officer - HAI 3
contents FRONT COVER: Staff Recruitment & Retention in 2022.
Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin, D24 C796 t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc
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ISSN 2009-5481
Published by: Hardware Association Ireland Editor: Jim Copeland, editor@hardwareassociation.ie Editorial/Feature Contributor: Aoife Kinsella, Aoife@hardwareassociation.ie Advertising Manager: Jim Copeland, jim@hardwareassociation.ie Design and Production: Stephen Broad, ConceptRoom, stephen@conceptroom.co.uk Printers: GPS Colour Graphics Ltd, Belfast. Distribution: MMS Mailing Services, Dublin.
ADVERTISING ENQUIRIES: To advertise in The Hardware Journal and reach the key decision makers in the industry please contact Jim Copeland at 01-298 0969; email jim@hardwareassociation.ie
© 2022 All editorial contents and all advertisments prepared by the publishers and Hardware Association Ireland HAI can accept no responsibility for the accuracy of contributors’ articles or statements appearing in this publication and any view or opinions expressed are not necessarily those of HAI, save where indicated. No responsibility for loss or distress occasioned to any person acting or refraining from acting as a result of the material in this publication can be accepted by HAI, authors, contributors, editor or publishers. The publication of advertisements does not constitute any endorsement by HAI, authors, contributors, editor or publishers of the products advertised. Readers should take specific advice when dealing with specific situations.
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news 6
Weathershield launch a new and improved formula.
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Kilsaran announce acquisition of Oran Precast.
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Pipelife welcome Midea to the Pipelife family.
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International Hardware Fair Cologne moved to September 2022.
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Xtratherm reduce their Carbon Footprint.
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Etag appoint new Sales Director.
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Wavin launch an online shop for Merchants.
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Glennon Brothers completes acquisition of Balcas.
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New Government website to help SME`s decarbonise.
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Grant and IGBC partner for a more sustainable built environment.
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New Insurance facility exclusive for HAI members from Dolmen & Bellota Tools strengthens their market share in Ireland.
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Varo bring their range of power and hand tools to Ireland.
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In memory of Ronan Brocklesby.
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A Walk Down Memory Lane with some trade images from the past. January/February 2022
regulars 3
A MESSAGE FROM THE CEO Martin Markey introduces the latest issue of The Hardware Journal.
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CORPORATE PARTNERS A look at HAI’s corporate partners and the services they offer.
features 34
STEVE COLLINGE Insight DIY’s Steve Collinge explores What’s in-store for us in 2022?
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A VIEW FROM EUROPE Thierry Coeman reports from Spain on the seven reasons that DIY-ers don`t always finish their projects with assistance from Home Improvement influencer Mari Luz Santander.
business support 46
JUDY GREEN Family Firm Institute (FFI), talks about the importance of learning more about how the families that own companies function and what are the issues confronting multi-generational family enterprises.
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MIKE BYRNE GS1 Ireland, discusses the ever-growing demand for product data from businesses and end users.
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GEORGE ARMSTRONG Scanmatix, advises readers on how to prepare for an effective stocktake.
Directors John Clare and Seamus Ennis say that “the only way is up” following the opening of their upsized and upgraded Balbriggan family store.
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THE HAI CERTIFICATE IN HARDWARE RETAIL AND MERCHANTING Students have their say at the halfway point of their programme.
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SPRING 2022 SCHEDULE HAI’s Virtual Classroom Training Schedule. STAFF RECRUITMENT & RETENTION Tips and advice for 2022.
classified ads 60
profiles 30 STORE PROFILE: EEC HOMEVALUE
training
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COMMERCIAL FEATURES 49 GARDEN & OUTDOOR Trends for 2022, new product launches and innovations that are contributing to continued growth in the Garden & Outdoor category.
A SELECTION OF CLASSIFIED ADS
January/February 2022
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News & Products
WEATHERSHIELD LAUNCHING A NEW AND IMPROVED FORMULA We all know how unpredictable Irish weather can be and that’s why Dulux Weathershield has been designed in Ireland especially with Irish homes in mind. Dulux Weathershield has been a most trusted choice for exterior paints for many years.
a new colour chip laydown to make colour choice even simpler for your customers. Keep an eye out for the launch of the 2022 Weathershield colour card coming to stores early March 2022.
For 2022 Dulux Weathershield will be launching a new and improved formula. All the great properties of its existing formula still remain including ultimate durability, colour retention and fast shower resistance. The new formula also offers improved protection against mould and algae*, ensuring that your customer’s freshly painted home stays cleaner for even longer. This new formula will be available from January 2022 and will have a newly designed livery to support the launch. While Weathershield answers all the functional requirements your customer would expect from an exterior paint, it also offers a beautiful range of colours designed in Ireland and chosen by Dulux`s expert colours consultants with the Irish landscape in mind. The new 2022 Weathershield colour card showcases all these beautiful colours across a range of new photography. Also included in the 2022 colour card are some new additions to the popular bespoke colours range, along with
* Contains a fungicide to inhibit the growth of mould and algae within the paint film and helps it stay looking cleaner for longer. The new formulation is three times more effective than the 2020 formulation.
NEW IMPROVED MOULD AND ALGAE RESISTANCE**
ULTIMATE DURABILITY
Superior Flexibility For All Weather Protection
DEFEND DEFENDYOUR YOUR HOME AGAINST HOME AGAINST MOULD AND MOULD AND ALGAE
ALGAE
Dulux Weathershield is a smooth masonry paint with ultimate durability specially formulated for Irish weather. Now with a new improved formula that helps defend and protect Dulux Weathershield a smooth paintlook with ultimate against mould and algae is growth** for amasonry freshly painted that stays cleaner for longer. durability specially formulated for Irish weather. Now with
a new improved formula that helps defend and protect against mould and algae growth** for a freshly painted look that stays cleaner for longer.
**Contains a fungicide to inhibit the growth of mould and algae within the paint film and helps it stay looking cleaner for longer. Our new formulation is three times more effective than our 2020 formulation.
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January/February 2022
Improved Mould & Algae Protection**
Superior Colour Retention
Fast Shower Resistance
NEW
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News & Products
THE POPULAR COLOURS COLLECTION Fleetwood Paints most requested colour card on the market has got a colour refresh for 2022. The Popular Colours collection is regarded as the holy grail of colour for designers, architects and budding interior enthusiasts new to the sector. Many of the well-known shades transcend the many colour trends of years gone by. The 2022 colour forecast is going to be laden with bold colour choices. There appears to be a shift towards bright and unexpected colours such as Ochre Yellow for a burst of optimism, deep and rich Teal as an edgier alternative to grey or black. Nordic Blush is now the new neutral and provides beautiful contrast with warm neutrals and warm greys in bedrooms and living rooms. Muted grey greens are top on every designer’s checklist for the coming year and Nordic Blush is an important colour that is being used as an all over shade due to its neutral undertone. It’s a very versatile shade and works especially well when paired with murky yellows and chalky whites. The Fleetwood Paints design team have created 11 winning hues to kick start the year. They have five new variations on Blush on the card plus their Brand Ambassadors current favourite Sweet Dreams which is proven to be highly popular in bedrooms when paired with a warm neutral such as Parisian Taupe. Nostalgic and modern grey greens have been introduced in the form of Grey Teal, Greige Green and Wattle Green. This trifecta will sit well with wooden finishes and warm balanced metallics such as Champagne Gold and matt black metals. Inisbofin and Deep Teal have a black base which allows them to
complement any colour from the card and Fleetwood suggest that front doors, cabinets and small intimate spaces will avail of this punch of saturated colour. Brand new Dusty Blue brings some calming energy to interiors and ironically this shade of blue can be used as a grounding colour! Complement this grey based blue with off whites and natural materials for a soft look.The Popular Colour Card is available to order from January 2022.
KILSARAN ANNOUNCE ACQUISITION OF ORAN PRECAST Kilsaran have announced the acquisition of Galway based precast company Oran Precast. Kilsaran Precast will now operate out of two locations, Oranmore in Galway and Kilsaran’s existing facility in Co. Kildare, with the combined production servicing both the Irish and UK markets. Kilsaran commissioned its first Precast plant in early 2021 offering a full-service solution from building design and manufacture through to installation. This acquisition now gives Kilsaran the ability to provide a full complement of precast elements from walls and floors to stairs, columns, and beams. Oran Precast’s current management team will remain and lead the combined business with Derek Duffy becoming the Managing Director of Kilsaran Precast and John Dooley becoming the Commercial Director for the combined entity. David & Derry McKeown, Co-CEO’s of Kilsaran, said “This investment by Kilsaran allows us to provide a complete precast solution for our customers and comes at a time when there is a significant shift in the construction market towards offsite construction. We look forward to working with our new colleagues in Oran Precast as we integrate the two businesses for further growth and investment.” For more information, please visit www.kilsaran.ie
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January/February 2022
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News & Products
MEET THE NEW KID ON THE BLOC! Pipelife Ireland is delighted to welcome Midea to the Pipelife family. The Midea Monobloc Heat Pump is the latest addition to their range of heating solutions and will complement their existing range of Heat Pumps, Underfloor Heating, Smart Controls, Low Temperature Radiators, Heat Recovery Units and Air Conditioning units. A world class operation Established in 1968, Midea is one of the world’s fastest growing companies – ranked number 229 by Forbes Global in 2020 – and a global manufacturer with factories in twelve countries across the world. At the start the company primarily produced products such as Vacuum Cleaners, Cookers, Kettles, Washing Machines and all sorts of kitchen and home appliances. In 1985 they opened their air conditioning business and started making cooling devices. They employ 135,000 people in their air conditioning division where they make 40 million units per year. In Europe one in five air conditioning and heat pump systems are manufactured by Midea. Your customers will probably have come into contact with their products in the past. Quite often they will make the equipment for other manufacturers, so it’s very likely that your customer will have seen or used their products. The brand is now becoming much more high profile in Europe. They are one of the main sponsors for Premiership Football Club Manchester City, which has raised their profile enormously. So watch this space, your customers are going to see a lot more of this brand! Discover Easy Comfort The Midea M Thermal provides an energy efficient solution that delivers space heating and cooling and domestic hot water. It is a complete all-year round, integrated heating system which can replace, or work in synergy with, traditional gas or oil boilers. One of the things that’s really clear when you look at the Midea unit. It is that the engineers have clearly looked at other machines available on the market and have included the best features that were available when making their units. An example of this would be how they have managed to get 16 Kilowatts out of a unit which only has a single fan. This comes down to the design of the fan unit itself with Midea using a scallop shape cut out of the blade. This is done to help increase air flow but also to reduce the noise, hence the Midea unit can boast of being one of the quietest on the market. The Midea unit comes with all the features that your customer would expect, weather compensation, two zone control, legionella protection, quiet modes etc. So, everything that all major brands include in their heat pumps come with the Midea. One of the main advantages with the Midea Unit is that they offer a 10 Year warranty. This really reinforces the quality of the unit and is currently one of the longest guarantees on the market today. Pipelife believe this represents the next generation of heat pumps.
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U
10 Year Warranty - You have to be confident in the quality of your heat pump, if you offer a 10-year warranty
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Wide Operaton Range - Available in single phase capacities of 4 kW - 16 kW, or three phase capacities of 12 kW to 30 kW.
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Domestic hot water and underfloor heating - The M Thermal can provide domestic hot water (up to 55°C) and underfloor heating, improving room comfort.
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Perfect for small spaces - The M Thermal is designed for installation in any type of property, especially homes with limited space. Being a compact system with a single unit installed outdoors means the available space indoors remains unchanged.
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Performance - An A+++ ErP Energy Rating Efficient heating capacity even when at -7°C air temperature. This maintains continuous hot water supply up to 55°C even with outdoor temperatures as low as -20°C.
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Easy installation and maintenance - All functions are achieved with a single outdoor unit, bringing significant cost savings. Furthermore, installation is quicker and easier as there is no need for refrigerant piping. The product is pre-charged at the factory, and has a two-door design for easy access to internal components for easy maintenance.
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So So Quiet - Engineered to be no noisier than 35db(A) sound pressure level at three metres. The Midea M Thermal range will never bother neighbours.
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R32 Refrigerant - With a global warming potential of 675 (two-thirds less than R410a) R32 is better for the environment.
January/February 2022
THE MIDEA M THERMAL R32 MONOBLOC AIR-TO-WATER HEAT PUMP
A REAL CONTENDER
Discover Easy-Comfort with our New Midea Monobloc Heat Pump which comes with a Market Leading 10 Year Warranty! Another Plus+ Advantage from Pipelife!
Pipelife Ireland Limited, Whites’s Cross, Cork. 1B Damastown Way, Mulhuddart, Dublin 15. T: +353 21 488 4700 F: +353 21 488 4701 E: ireland@pipelife.ie Discover our full range at www.pipelife.ie
News & Products
EISENWARENMESSE - INTERNATIONAL HARDWARE FAIR COLOGNE MOVED TO SEPTEMBER 2022 Organisers have said that a one-time postponement to the Autumn of the EISENWARENMESSE – INTERNATIONAL HARDWARE FAIR COLOGNE, will ensure maximum participation from exhibitors and visitors including vital Asian sales and manufacturing markets. “As one of the world’s leading trade fairs for the hardware industry, the organisers aim is to provide a comprehensive overview of the global market and bring together suppliers and buyers from all over the world. With this in mind, they together with the associations and exhibitors have decided to hold the EISENWARENMESSE – INTERNATIONAL HARDWARE FAIR COLOGNE from 25 to 28 September 2022, instead of the originally scheduled dates of 6 to 9 March 2022,” announced Chief Operating Officer of Koelnmesse, Oliver Frese, in Cologne recently. Since the pandemic situation continues to develop dynamically worldwide, the organisers see this scenario as a win-win for everyone. Exhibitors can plan for September with a longer lead time and look forward to the usual international audience,
including from Asia. Visitors can look forward to a renowned group of participants and an attractive event programme shaped by a high number of exhibiting companies. The decision to postpone the EISENWARENMESSE – INTERNATIONAL HARDWARE FAIR COLOGNE was made independently of the situation of other spring trade fairs in Koelnmesse’s portfolio, which have considerably different exhibitor and visitor structures in some cases. www.koelnmesse.com
WWW.EISENWARENMESSE.COM
WORK HARD! ROCK HARD! EISENWARENMESSE – INTERNATIONAL HARDWARE FAIR Cologne, 25 – 28 September 2022 One-time postponement to the fall
International Business Media Services Ltd., 42 Christchurch Road, Ringwood BH24 1DN Tel. : +44 1425 48 68 30, info@koelnmesse.co.uk
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January/February 2022
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News & Products
XTRATHERM REDUCE ITS CARBON FOOTPRINT Leading insulation products manufacturer, Xtratherm, has partnered with ESB’s Smart Energy Services to significantly reduce its carbon footprint and energy costs by installing a rooftop solar PV array at its Navan facility. The new installation will deliver around 17% of the company’s power needs using ESB’s Smart Energy Services’ ¤75 million fund. The fund is available to help large energy users realise tangible energy savings and make significant carbon emission reductions. Under the agreement Xtratherm will pay for the power generated by the solar array for the next 20 years, while ESB’s Smart Energy Services manages, operates and maintains the asset for that period. And not only does Xtratherm get a supply of clean, green electricity, it also reduces its energy costs. ESB’s solar PV offering addresses the difficulties that many organisations experience in achieving a return on such large infrastructural projects. ESB, working closely with their framework partner Grange Solar, designed a 1MW Solar PV system that would offset Xtratherm’s carbon footprint, have a minimal impact on the company’s business operations, ensure a low construction carbon footprint, deliver lower cost electricity, and pay for itself over the 20-year period of the agreement. “We own and operate the system for 20 years,” explains ESB’s Smart Energy Services commercial contracts manager, Eoghan McMahon. “The client reduces their overall energy costs. It’s a forward-thinking project and it’s great to be supporting a company like Xtratherm.” Xtratherm has always been mindful of its environmental impact, says managing director Barry Rafferty. “We act and invest in ways that reduce environmental harm and improve our effect on communities,” he says. “At the heart of what we do is making buildings better and more thermally efficient. Some years ago, we formalised our response to the climate emergency with a more substantial, target-driven sustainability strategy – encompassing our business, customers, communities, and families.” The Navan project marks a continuation of Xtratherm’s move to clean energy as a key element of its sustainability efforts. “It’s complex and involves not just our work practices but also suppliers, procurement and the communities in which we work and live, it is an exciting project that involves all members of our team,” says Barry. “We are moving to ensure all of our energy is green, also requiring suppliers to be more transparent in their raw materials usage. Our target is to be a zero-carbon operation by 2030.” During the construction, particular attention was paid to the roof area, with a high quality health and safety procedure implemented and a permanent fall arrest system installed for the duration of the 20-year maintenance agreement. ESB will operate and maintain the asset to ensure that the Solar PV array is performing at its optimum capacity for the duration of the term.
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The project will displace 882,800kwh of grid electricity with renewable electricity every year. It will also result in the elimination of the equivalent to 625,625kg of CO2 emissions per year or 12.5 million kg for the 20-year term. A battery storage option and extra solar capacity is being scoped with ESB with a view to installation in 2022. This installation forms part of Xtratherm`s Sustainability Pledge, which is the company`s response to the global environment crisis with a substantial target driven sustainability strategy that includes their business, customers, communities and families. To find out more about Xtratherm`s Sustainability Pledge and how they are collaborating with builders’ merchants to achieve the highest environmental performances visit www.Xtratherm.ie/sustainability
Rooftop solar PV array at the Navan facility.
Barry Rafferty, Managing Director, Xtratherm: “We act and invest in ways that reduce environmental harm and improve our effect on communities.” January/February 2022
News & Products
PROTECTiT SP AND TRADEX JOIN FORCES TO OFFER THEIR INNOVATIVE RANGE ProtectiT SP are delighted to have partnered with Tradex Paint & Décor Supplies as a distributor for their new and exciting range of exceptional priming and finishing products along with their already successful Blockade Shellac Primer. Both ProtectiT SP and Tradex are family run businesses with a combined 90 years` experience in the Hardware, Decor and Builder’s Merchant business. Their products are both innovative and, in some cases, new to the Irish market and allow all yearround sales in both indoor and outdoor categories. The range of products allow retailers achieve exceptional margins with tried and trusted products which have been used by professionals for over 16 years. Included in the range are exceptional priming, finishing, cleaning & sealing products for Tile, Porcelain, Natural Stone and Concrete Paving. This comprehensive range covers all situations both indoor and outdoor and comes with expert backup, including staff
January/February 2022
training to help staff sell these products with confidence. The company’s merchandising for product stands leaves it easy for customers to see what exactly the full range does and a large Social Media presence pushes customer traffic to your store. ProtectiT SP, Managing Director, Mark Kelly says “Our products have been supplied in Ireland since 2005, cleaning & protecting over 1,000,000m2 of horizontal and vertical substrates, including Grafton St. and O`Connell St. in Dublin, the largest single project was the Luas Line extension (2017) 76,000m2. Also on St Patrick’s Bridge, Cork, Ashford Castle, in Mayo and on Local Authority Public Realm Projects throughout the country including Athlone, Navan, Eyre Square Galway, Tralee, Limerick, Sligo, and many more. For further information please phone Rory McMahon on 086 3797795 and visit www.protectitsp.ie / www.tradex.ie
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News & Products
CHADWICKS LENDS ITS SUPPORT TO WATERFORD FAMILY ON DIY SOS: Chadwicks Group is delighted to provide support to the Sheridan family from Waterford City in the upcoming series of DIY: SOS The Big Build Series 2. As the exclusive building materials supplier to the show, Chadwicks will provide a wide range of materials to facilitate a significant refurbishment of the Sheridan’s home to make it fully accessible in just nine days. Products provided will include plumbing materials, doors and floors, insulation, plasterboard, paint supplies, roof windows, steel, timber, hire equipment, hardwood and garden materials. Mother of three, Laura Sheridan, has faced almost insurmountable challenges over the past year. Following a battle with Covid-19 in 2020, Laura was then diagnosed with Stage 3 Hodgkin’s Lymphoma, a form of cancer that directly affects the immune system. As Director of Nursing in Maypark House Nursing Home and former Nurse of the Year, Laura has had to take a leave of absence to undergo aggressive cancer treatment. Despite taking leave for her treatment, the devoted single mother struggles to find time to recuperate while minding her three young children. Laura’s twin boys (5) have autism and have a range of complex sensory and emotional needs. Laura’s utmost priority is to keep her family safe and well and ensure they have a home that caters for their specific needs. The Chadwicks team will be on hand to support presenter Baz Ashmawy and the DIY SOS crew at the Sheridan family home as they aim to transform it to suit the family’s specific needs. Commenting on the partnership is Mark O’Mahony, Branch
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Manager at Chadwicks Waterford; “DIY: SOS The Big Build is an incredible show that helps some of Ireland’s most deserving families and we are proud to be involved in such an inspiring and worthwhile project. Laura’s story really touched us and she has gone up against incredible odds yet remains optimistic and positive about her future. We want to ensure that we create a home for Laura and her three children to enjoy and create unforgettable memories, and we feel very fortunate to be involved. “ Now in its second series, DIY SOS: The Big Build has gained national acclaim for its inspiring renovations for families in need. DIY SOS: The Big Build Series 2 will air on RTÉ in March 2022.
Mark O’Mahony, Branch Manager at Chadwicks Waterford.
ETAG FIXINGS LTD APPOINTS SALES DIRECTOR
him to the Board. We know that he will continue to play a key role in providing and implementing high quality solutions for our clients.” Etag Fixings Ltd have over 50 employees, supplying over 10,000 products from leading construction manufacturers across Ireland and Europe. Since its establishment almost two decades ago, Etag have offered their clients complete solutions for the construction industry through innovative products and premium service.
Etag Fixings Ltd, the specialist construction supply chain company, have an announced the appointment of Dave O’Reilly as Sales Director. The move comes as Etag Ireland further develops their position within the construction industry. Dave was a founding member of the Etag team when it first opened its doors in 2003. Dave has a wealth of experience in sales, and in particular, the fixings market. Dave was promoted to Sales Manager in 2018 and has added a more structured sales approach and continued to develop the sales team. Dave comments, “I am excited to join the Board of Etag Fixings Ltd. It has been fantastic to be a part of the team that has helped Etag become a market leader in construction supply within Ireland. We are continually enhancing our capabilities to meet our client’s requirements.” Dave will continue to lead the sales team and further develop the sales and marketing efforts to meet their goals. Shirley Bowman, Managing Director of Etag Ireland and Etag UK said, “Dave’s contribution to Etag is invaluable and we are excited to welcome
Dave O’Reilly, Sales Director, Etag Fixings Ltd.
January/February 2022
News & Products
ETAG FIXINGS ARE NOW THE SOLE DISTRIBUTOR OF SYMPAFIX Sympafix are a leading manufacturer of fixings and innovative products such as their ISO 200. They are leading the way to providing quality products at competitive prices. Now combined with Etag, their products will be stocked in both Ireland and the UK with constructive calculations for anchors and technical support. From 1st January 2022, Etag will be the sole supplier for all Sympafix products. Shaun Bonner, Etag Group Sales Director states, “Sympafix are a brand that our clients trust. Their product range is excellent and we are delighted to be able to stock the range and distribute to sites across Ireland and the UK. Our partnership will provide our customers with outstanding quality and exceptional customer service while offering an expanded product range with quicker deliveries.” Richard Chick Sympafix UK Sales Manager says, “We are incredibly excited to announce Etag as supply chain partners for Ireland and the U.K. We have worked with Etag closely for a number of years and have always been impressed with the great relationships they have with their clients. We are confident of their ability to distribute our products. This will enable Sympafix to continue and improve our technical support.” For more information on the Sympafix products, contact sales@etagfixings.com or www.etag.ie
January/February 2022
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News & Products
WAVIN CUSTOMER SERVICE TAKES A LEAP FORWARD WITH LAUNCH OF AN ONLINE SHOP FOR MERCHANTS Wavin Ireland has developed an online shopping experience which will further expand its customer service offering for builders’ merchants. It will be rolling out in Q1 this year and will provide merchants with an easy and quick way to manage orders for Wavin products without having to call or email. It can be used at any time that suits the merchants, 24/7 from a desktop or on-thego via mobile. This will greatly enhance their productivity when ordering from Wavin. In addition to offering a quicker and more efficient ordering process, the Wavin Online Shop provides even greater transparency in the ordering process. Products can be ordered by simply inputting the code if known, or by search and select. Very large orders can be processed more speedily via uploading excel sheets with a prefilled option where just the quantity needs to be entered. Prior to checkout any errors are flagged and can be rectified to ensure accurate ordering. Once an order is placed acknowledgement and confirmation delivery emails will be sent. Michael O’Donohoe, Wavin’s Country Director for Ireland said; “The benefits of this online shop for its users are very clear in terms of improving productivity and ease of use. But it brings wider benefits in that it reduces the likelihood of errors in ordering. It also allows users to track their orders and make changes until they are ready to go to the checkout. Options for delivery to a merchant’s branch or direct to a building/ construction site are also available.” The Wavin Online Shop is only available to the merchant trade and not to their customers or to members of the public.
To protect the integrity of the system merchants will be required to first register on the platform. For a limited period, all stockists/branches registering on the platform will receive a “Welcome” discount on their first order of 5% and a 1% ongoing discount. T&Cs apply. Michael O’Donohoe said; “We have endeavoured to make the order processing as simple as possible and to that end the Wavin Online Shop contains a step-by-step guide, a FAQ section and support contact details. It is a five-step journey for the merchant; 1. Login. 2. Search for products. 3. Add products to your cart. 4. Review your cart. 5. Select delivery address and submit order. “We will continue to work with merchants to develop and enhance the online shop in order to continuously improve the user experience. A number of enhancements are already planned for later this year,” he said. Wavin products included in the launch phase of the online shop are Soil & Waste, Plumbing, Rainwater & Sewer. www.wavin.ie/webshop
DISPLAY INNOVATION FROM IRISH ABRASIVES! Irish Abrasives have developed a revolving, swivel-on-wheels, cutting disc display stand that only requires 34 square inches of floor space (that’s less than 1 meter) to display 1,000 cutting and grinding discs on the flat. The innovative unit will be supplied Free of Charge to their customers. This innovation from initial concept through design and manufacturing was three years in the making. Irish Abrasives say that the last time they recall a stand for this type of display being introduced was back in the 70’s – that’s forty years ago and they are rarely if ever used now. Irish Abrasives felt it necessary to develop this type of stand to be used as a safety precaution to prevent `TEAR DROPPING` which can be caused by hanging a disc on a peg, also to free up valuable wall space for retailers and allow for the unit to be moved around the sales floor as appropriate. The company say that all cutting and grinding discs where possible should be displayed ‘on the flat’. For more information, please contact info@irishabrasives.ie or +353 87 2595884, +353 87 1242102, +353 86 8400535, +353 87 2554003. 18
January/February 2022
Are you getting the broadest Insurance Cover at the best available price? Log on to www.hardwarestoreinsurance.ie to arrange an alternative competitive quotation for all your Insurance Needs. www.hardwarestoreinsurance.ie is a Dolmen Insurance brand.
John Bourke ACII Direct Dial – 01 8022361 Mobile – 086 8146236 E mail johnb@dibl.ie
Dolmen Insurance Brokers Ltd. is regulated by the Central Bank of Ireland.
News & Products
GLENNON BROTHERS COMPLETES ACQUISITION OF BALCAS Glennon Brothers has now completed its acquisition of Balcas from parent company SHV Energy (LPG) Holding BV. The transaction was subject to approval from both the Competition and Markets Authority (CMA) in the UK, and the Competition and Consumer Protection Commission (CCPC) in Ireland. Balcas was established in Enniskillen, Northern Ireland, in 1962, and consists of two divisions, Balcas Timber and Balcas Energy. Combined, the business has a turnover of c. £108 million and employs 370 people. Balcas Timber incorporates the sawmilling operation in Enniskillen, County Fermanagh, which produces quality sawn timber products for the Fencing & Landscaping, Agricultural, Construction and Pallet & Packaging sectors. In addition, Balcas Energy operates two renewable energy plants at Enniskillen and Invergordon, Scotland, which incorporate CHP (Combined Heat & Power) and the manufacture of Balcas Energy Wood Pellets.
Mike Glennon, Glennon Brothers, commented: “We are delighted to have completed the acquisition of the Balcas business, which will enhance our overall product and service offering, as well as diversifying our route to market via Balcas’ Energy Division.” He went on to say: “This is a significant milestone in Glennon Brothers’ history, which dates back to 1913, and provides our customers with a broader range as well as increased overall production capacity for the future. The acquisition allows us to continue fulfilling our commitment to our customers of offering a one stop shop solution for sawn softwood across the British Isles and Ireland.” Glennon Brothers has been at the forefront of green technology solutions within the sawmilling sector having recently invested in a CHP Plant within its existing facility in Troon in 2016. The addition of two further CHP Plants as part of the Balcas acquisition offer further synergies as well as reinforcing the business’ green credentials and overall commitment to sustainability.
W&G BAIRD BEGIN THEIR CARBON NEUTRAL JOURNEY To mark the crucial COP26 climate crisis talks which took place recently in Glasgow, one of Northern Ireland’s oldest and most respected businesses has launched an initiative to improve its environmental credentials and is encouraging its clients to do the same. Specialist printers W&G Baird, located in Antrim, and a Corporate Partner of HAI, have embarked on a ‘Carbon Neutral Journey,’ and are now proactively pursuing more sustainable production methods, stocks and suppliers.
Baird operates one of the country’s largest sheet-fed print rooms, using the most sophisticated printing technology and finishing equipment available. The company has been providing a high-quality print service for everything from leaflets and business cards to bespoke books, magazines, signage and prospectuses for over a century and a half. For all your print enquires please contact Sam Sharpe, Business Development Manager (Ireland) +44 (0)28 9448 1181, or email sam.sharpe@wgbaird.com.
The 160-year-old print company is making a series of eco pledges for 2022. It also calls on clients to join their journey of sustainable business practices to protect the planet for future generations. Managing Director Patrick Moffett said: “Our journey to go carbon neutral is central to W&G Baird’s business objectives for 2022 and beyond. We have already made a number of changes to improve our carbon output and are calling on customers and suppliers to join us on our Carbon Neutral journey. We want to take people with us on our Carbon Neutral Journey to amplify awareness about sustainability and inspire positive action across the whole industry.” In the last few years, the long-established printers have invested over £4 million in advanced technology. With over 90 employees across two sites in Northern Ireland and Great Britain, W&G
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W&G Baird Sales Director, David Hinds and Graeme Barr, Business Development Manager. January/February 2022
News & Products
NEW WEBSITE TO HELP SMEs DECARBONISE The Tánaiste, and Minister for Enterprise, Trade and Employment, Leo Varadkar TD, and the Minister for the Environment, Climate and Communications, Eamon Ryan TD, have recently launched the Government’s new website to help businesses get started in taking climate action. climatetoolkit4business.gov.ie allows SMEs to input some simple information and get an estimate of their carbon footprint and a personalised action plan to reduce it. Each tailored action plan will include straight-forward, practical instructions and highlights the relevant help that is available from Government, through agencies such as Enterprise Ireland, the Local Enterprise Offices and the Sustainable Energy Authority of Ireland. The Tánaiste Leo Varadkar said “This website, climatetoolkit4business.gov.ie, is a very practical starting point for every business looking to take their first steps to reduce their reliance on fossil fuels and make more sustainable choices. Businesses know that this is important to their customers, their employees, the communities they are in and ultimately the longevity of their business. We are providing a tool that’s easy to use, with manageable understandable steps to take, so that every business can be part of our national effort to reduce emissions. We’re very aware that businesses have a lot on their plate and that some will find
the transition easier than others. The Toolkit also shows what help is available from Government, whether that be financial, educational, training or expertise.” The Tánaiste and Minister Ryan have recorded video messages on the launch announcement and these are available here: youtu.be/7gYzHtXtKW8. Further information is available here: climatetoolkit4business. gov.ie/about with an animated description here https:// youtu.be/_XfpI_zW-3A.
KERRIDGE COMMERCIAL SYSTEMS LTD ACQUIRE RNH SOLUTIONS Kerridge Commercial Systems (KCS), a global distributor of business solutions for the distributive trades, is pleased to announce the acquisition of RNH Solutions. RNH have been a long-standing partner of KCS, distributing Autopart and Merchant software in Ireland and have built a tremendous organisation serving customers mainly in Automotive parts, retail and distribution. RNH deliver their customers a great service and now as part of the KCS organisation, with access to the full range of KCS products and solutions, Kerridge believe that they can help RNH bring even more benefits to its customers. The combined group now services the needs of over 500 customers throughout Ireland from its offices in Dublin. The full team at RNH will become an integral part of KCS Group. Kerridge say that together they can grow significantly in a key strategic market for the KCS Group. Ian Bendelow (Group CEO at KCS) said “As a close and longstanding partner of ours it made perfect sense to bring together the two organisations as we plan to expand our business in the Republic of Ireland. The RNH team have a January/February 2022
great business, they understand their customers and the market intimately and know our products inside out. Mick Forest, Managing Director at RNH commented “Since our inception in 1992, we have steadily built a significant presence in the Irish automotive market and have developed a reputation for delivering top quality service. Joining forces with KCS now enables us to expand our presence, and also brings a wealth of expertise and services that we offer to our customers to really help them drive their business forward.”
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News & Products
SEAI ENCOURAGE HOMEOWNERS TO TAKE STEPS TOWARDS A WARMER AND MORE COMFORTABLE HOME THIS WINTER The Sustainable Energy Authority of Ireland (SEAI) has launched a new campaign to encourage homeowners to invest in home energy upgrades. This will give them a warmer, cosier home, with lower energy bills and significantly reduce their impact on the environment. SEAI provides a range of Government-funded home energy upgrade grants that make sure it is easier than ever before for consumers to improve the comfort of their home. SEAI recommends that homeowners considering a home energy upgrade start with a Building Energy Rating or BER assessment, carried out by a SEAI registered assessor. The assessor will prepare a personalised advisory report for their home, setting out the necessary upgrades to bring it up to a higher BER rating with better energy efficiency and comfort standards. There are a range of Government-funded home energy upgrade grants available through SEAI. These provide up
to 30% of the overall cost of works on a variety of energy upgrades. Homeowners can apply for individual grants for insulation, heating controls, heat pumps and solar panels. The grants are fixed amounts ranging from ¤400 up to ¤6,000 depending on the works to be undertaken and the size of house. SEAI also offers free home energy upgrades to qualifying homeowners in receipt of certain social welfare benefits. Homeowners who invest in a home energy upgrade feel the benefits almost immediately. SEAI have recently launched a new advertising campaign to raise awareness of home energy upgrades and the range of Government funded grants available to homeowners. This will allow them to assess, insulate and add renewable technologies as appropriate to their home. The ‘Discover a New World of Comfort’ campaign is running across TV, radio, print and digital. More information on home energy upgrades is available at: seai.ie/homeenergyupgrade.
GRANT AND IGBC TO PARTNER FOR A MORE SUSTAINABLE BUILT ENVIRONMENT Grant has recently announced a new partnership with the Irish Green Building Council (IGBC), which will see one of the leading home heating solutions companys supporting the IGBC in accelerating the decarbonisation of residential heating. Pat Barry CEO at the Irish Green Building Council said, “Decarbonising our homes is critical to reach carbon neutrality. As it currently stands, the residential sector accounts for about one quarter of the energy used in Ireland. Grant is the first heating company to join our organisation as a partner member and we are looking forward to working with them to support the decarbonisation of our built environment.” Speaking about the partnership Stephen Grant, Founder of Grant, added, “We are delighted to join the Irish Green Building Council, bringing over four decades of knowledge, innovation and expertise in the heating industry. We are committed to the decarbonisation of residential heating and will continue to focus on helping homeowners throughout Ireland reduce their carbon footprint and future-proof their homes.” The Government Climate Action plan requires Ireland to install 600,000 heat pumps by 2030. To make the shift to heat pump technology, Grant is ramping up education of installers, architects, engineers and local authorities, offering free CPDs. Niall Fay, Director at Grant commented, “We look forward to working together with the Irish Green Building Council and fellow members, to educate homeowners and also installers, architects, engineers and local authorities alike, on how to make the shift to renewable. Heat pump technology can deliver
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a fully decarbonised, resource efficient home heating system, whilst also allowing long term cost saving and increased comfort.” Further demonstrating its commitment to education, Grant has recently launched a new Knowledge Hub section on its website. Dedicated to giving homeowners easy access to information and advice to help them make informed decisions when selecting heating technologies to best suit their needs, the Knowledge Hub emphasises the importance of making sustainable home heating choices. For further information visit www.grantengineering.ie
Grant Founder, Stephen Grant (left) and Director, Niall Fay.
January/February 2022
News & Products
NEW INSURANCE FACILITY EXCLUSIVE TO HARDWARE ASSOCIATION IRELAND MEMBERS Dolmen Insurance Brokers are proud to be the approved insurance broker to Hardware Association Ireland (HAI) and corporate partner members of HAI since 2020. They have launched www.hardwarestoreinsurance.ie to facilitate enquiries from HAI members. They are now very pleased to announce a new insurance facility exclusive to Dolmen Insurance Brokers Ltd for HAI members. The facility is in conjunction with their own Dolmen Underwriting department and Everest Underwriting Ltd. The policy is underwritten by Accelerant Insurance Company Europe SA, who are an A rated insurer. While Dolmen are fully aware that the cost of insurance is important to our fellow HAI members, they also know that the level of cover provided has to incorporate the best policy wordings in the market, Accelerant’s policy does just that. In terms of pricing, Accelerant are very competitive and Dolmen have just placed their first case with them achieving a 28%
premium saving for their hardware client. It is Dolmen`s intention to make contact with all HAI members over the coming months but if you would like to register your renewal date with them, you can do so by logging on to www.hardwarestoreinsurance.ie , or by telephone on 01 8022361. Alternatively, you can contact John Bourke directly on 086 8146236. Dolmen are looking forward to doing business with you our colleagues in the hardware and builders` merchant sector. Dolmen Insurance Brokers Ltd. is regulated by the Central Bank of Ireland.
BELLOTA TOOLS STRENGTHENS THEIR MARKET SHARE IN IRELAND Established in 1908 with a presence in 125 countries, Bellota Tools, part of the Venanpri Group, is a globally recognised hand tool and protective equipment manufacturer with plants in nine different countries. This includes Europe’s head office and main manufacturing plant in Bilbao, Northern Spain. Since arriving in Ireland in 2019, Bellota’s business has gone from strength to strength. Gabriel Villate, Export Director of Bellota says “Many Irish retail businesses are increasingly recognising that southern Europe is the direction to go in order to shorten their supply chain. We manufacture many of our own products in Spain and ship to Ireland from Bilbao directly into Dublin offering a speedy delivery schedule for our customers whilst avoiding all Brexit land bridges.” When asked what the key to success for business in general is, Gabriel replied: “There are many keys to success, but in short, businesses can’t go wrong if they talk to their people and listen to their customers and users. We are in a rapidly changing world and it is important to be able to re-invent daily.” Bellota Tools are here to stay. Their commitment is to ensure that the Irish Construction, Hardware & Agricultural sectors have access to the most up to date, cost effective and highperformance tools for the most demanding of users. Bellota will be sharing all their latest innovations, gathered from an extensive heritage and global footprint of top-quality hand tools in each and every publication of The Hardware Journal and on LinkedIn, Facebook and Twitter throughout 2022. January/February 2022
Sales Manager – Les Ashley Les has been with Bellota since its arrival into Ireland in early 2019. He is no stranger to Ireland’s hand tool sector, formerly working as Sales Agent for CK Tools & Abus locks. Les says “I am thrilled to be part of Bellota and I was delighted to discover that many of Bellota’s ranges are unique, providing niche requirements to the construction industry.” For more information, please contact Les at les.ashley@bellota.com or on 087 440 8077. Customer Services and Sales Office is in Wicklow Town, tel: 0404 669 43 / 087 293 1180.
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News & Products
VARO’S ARRIVAL IN IRELAND Varo, with over 60 years of experience in the worldwide distribution of DIY material, offers an extensive range of power tools, garden tools, hand tools, and accessories. House brands include Powerplus, Kreator, and Premion. The Belgium-based company is pleased to be bringing its business to Ireland with Mr. Les Ashley heading up Ireland’s operation. Varo sees the Irish market as an important and strategic one, making it a wonderful addition to its portfolio. Packaging, catalogues, and point of sales material are designed and produced by Varo’s very own graphics team, so designs are consistent, professional, and readily available. Each client is supplied with their own displays, posters, and presentation material. More than 40.000 pallets are permanently kept in stock in a large distribution centre of over 21.000 m², which is located in Belgium. That means Varo can guarantee flexibility, continuous availability, and speedy deliveries to Ireland.
As service is of the utmost importance, Varo has teamed up with a warranty repair agent for both the Republic of Ireland and Northern Ireland. Based in Coleraine, Co. Derry, Tooltech Industrial Equipment Ltd, are known for its excellent customer service. They offer a five day turnaround service. All parts are held here in Ireland with Tooltech. Varo offers a three year warranty on their power tools. Mr. Jeroen Nys, CEO for Varo says: “We look forward to supplying Ireland’s builders merchants and hardware stores with quality tools and equipment at competitive prices.” For further information, contact Les at les.ashley@varo.com or on 087 440 8077. Customer Services and Sales Office is in Wicklow Town, tel: 0404 66943 / 087 293 1180. www.varo.com.
KEYSTONE LINTELS AWARDED HEAVYSIDE SUPPLIER OF THE YEAR 2021 Keystone Lintels, one of the UK and Ireland’s leading manufacturers of steel lintels, is delighted to have been awarded ‘Heavyside Supplier of the Year’ at the Builders Merchant Journal Awards 2021 in recognition of its outstanding customer service. The awards recognise brands, builders’ merchants and individuals that are making a difference to the sector and are chosen by merchant industry professionals working within it. Commenting on the award, Chris Hemmington-Green, Sales Director for Keystone Lintels commented: “This is a fantastic achievement and a great celebration of the robust and engaging partnership between the Keystone Lintels team and our merchant customers. We are delighted that our industry leading customer service has once again been recognised with this prestigious award. This is a great way to end the year and we are looking forward to continuing to set the standard for customer service in 2022.” Keystone supports merchants with innovative ranges of products which solve problems for the builder and deliver more opportunity, added value and margin for merchants. For further information please visit www.keystonelintels.com.
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From left to right: Gabby Logan, Sean Og Coyle (Keystone Group Director), Hayley Lowry (Marketing Director), Nick Oates (Managing Director at National Buying Group). January/February 2022
News & Products
IN MEMORY OF RONAN BROCKLESBY 1930-2022 Ronan moved from England to Ireland at the age of 16 and from a very young age wanted to run his own business. Ironically, it was this determination to be his own boss that won him his first job in Coras Trachtala, promoting exports to America. In the job interview he was asked where he saw himself in five years’ time and with typical candour told the interviewer “Well not here. I’ll definitely be running my own business by then.” It turned out this was exactly the get-up-and-go type candidate that they were looking for and promptly offered him the position. However, true to his word he set up his own business within the five-year period, establishing Curust Industries Ltd. In late 1950’s Ireland chemical solvents such as White Spirits and Turpentine were measured out by hand in stores which was messy, cumbersome and inefficient. His genius was to understand that the public would pay more for the convenience of buying these products in standard size pre-packed bottles. Having a good idea and converting it into a viable business are two different things. Ronan set about designing and building the very first mechanised bottle-filling line for these products in Ireland. He branded these products with his father’s name Douglas, and within a few short years Douglas White Spirits, Turpentine, Brush Cleaner and a half dozen other products were being sold in every hardware store in Ireland. The business flourished through the 1960’s and 70’s and in 1977 the hardware shop Weirs of Baggot Street was added to the empire. He loved business and always claimed to look forward to Mondays. He will be most fondly remembered by some for the annual quantity rebate lunch which he hosted every year in top restaurants around Dublin. This brought together the leading lights of the hardware industry at the time and rapidly became a must-go-to event. This proved so popular that he later added a Cork equivalent. Fortuitously it enabled him to combine his passion for food with his love of business. Curust Industries Ltd continues to sell the Douglas Range of Paints, Accessories and Solvents throughout Ireland. In addition to Douglas, the company now sells a wide range of security products under the Tessi brand – named after Douglas’s wife! Ronan will be sadly missed by all who knew him and especially his children Grace, David, Richard and Maeve and his 10 grandchildren. May he rest in peace.
Click. Order. Delivered. Wavin’s new online shop for merchants Quickly and easily order your Wavin products anytime, anywhere, for delivery into branch or direct to site. Also receive 5% off your first order and 1% off ongoing orders* To register or find out more visit: wavin.ie/webshop
5
%
Welcome Discount*
*Terms and Conditions apply.
RB January/February 2022
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n w o d l l o A s tr . . . e n a l y memor A presentation dinner for Joseph McCaul, Carlow, in 1943 to commemorate his dedicated work in founding Hardware Association Ireland and a new Trade Paper, Hardware & Allied Trader (HAT) later to become Irish Hardware Magazine and subsequently The Hardware Journal. The presentation itself was a hand-crafted illuminated address by a heraldic artist of the time. The Group in the picture were from left to right, Frederick L Jackson, Athy (President 1943 - 1949), T. Pearse Crowley, Hardware Association Secretary, John Staveley, Honorary Treasurer Hardware Association with guest of honour Joseph McCaul and JJ Mullen, Dublin.
Seven Presidents were in attendance at the opening of the new Hardware Association Ireland premises in Dundrum in 1984. Left to Right – Liam Keller, Ballinasloe (1977-1978), Frank Egan (1950 -1958 & 1967), Billy Hurley, Limerick (1981- 1982), Charlie Harris, Dublin (1983 -1984), Peter O`Brien, Dublin (1963 -1964), Fergus McKinley (1962), and Charlie Wilson, Dublin (1968 -1970).
Peter O`Brien (P.E O`Brien) presenting a Silver Claw Hammer on behalf of Stanley Tools to be used as a gavel for Hardware Association Ireland meetings, to President Eric Sutton in 1961 (The Hammer is still in use today!). Those also in attendance include from left to right - Charley Staveley (Hon treasurer), Peter O`Brien (President 1963 -1964), JJ Mallon, Wexford, Fergus McKinley (President 1962), John Mangan, Edenderry, Eric Sutton (President 1959-1961) AE Bradford, Dublin, John Hall ,Dublin, Terry Spillane, (Secretary General), Oliver Plunkett, seated are John Gordon, Ranelagh & Eddie Sreenan, Lenehans of Dublin.
Hardware Association Ireland guests at the 1978 Social Weekend in The Great Southern Hotel, Killarney.
We as an industry have always appreciated the value of community and friendship within our trade. This has been very evident in recent months when challenges have been to the fore. We have in the past 100 years gone through national independence, civil war, world war, financial/banking depression, boom & bust, climate uncertainty and now a global pandemic.
the business from which you, your family and colleagues now benefit. We have started you off with some images from the Hardware Association office. So why not stroll with us down memory lane. Please contact us with any ideas for content but don’t send any original images until we agree same.
Those who went before us also faced difficult challenges but kept moving forward.
With thanks to Michael Rowe, Topline Rowes, Castlecomer for his original suggestion.
We would like to offer you our readers these pages to remember in pictures and text your past family members or business colleagues who were instrumental in starting
E jim@hardwareassociation.ie T 087 6671361
HAI Corporate Partners
C O R P O R AT E PA R T N E R
CASH MANAGEMENT Brink’s Cash Services Denise McCarthy 1890 474 000 denise.mccarthy@brinks.com www.brinks.com
CREDIT & FINANCIAL MANAGEMENT Credit Risk Brokers James Riordan 01 491 6007 james.riordan@creditriskbrokers.com www.creditriskbrokers.com JPA Brenson Lawlor Ian Lawlor 01 668 9760 ian@brensonlawlor.ie www.brensonlawlor.ie LCMS Ltd Billy Nolan 087 2604625 billy@lcms2.com www.lcms.ie
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Zero Tax Property Stephen Holmes 01 4584770 info@ztp.ie www.zerotaxproperty.ie
ECOMMERCE AND IT SUPPORT Agility Software Ltd David Malcolm +353 (0) 1253 0282 david@agility-software.com www.agility-software.com Intact Software Mark Gurney 042 933 1742 mark.gurney@intactsoftware.com www.intactsoftware.com .IE Alan Finneran 01 236 5400 afinneran@weare.ie www.weare.ie Kerridge Commercial Systems Noel Burke 087 1405 483 noel.burke@kerridgecs.com www.kerridgecs.com Magico Orla Cooney 065 6864580 ocooney@magico.com www.magico.com Monsoon Consulting Ed Wyeth 01 4750066 ed.wyeth@monsoonconsulting.com www.monsoonconsulting.com Sales-i Sam Cannon 0044 121 4891070 scannon@sales-i.com www.sales-i.com
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January/February 2022
HAI Corporate Partners HR SUPPORT
PAYMENT SERVICES TSA Consultants Tommy Smyth 021 4634154 tommy@tsaconsultants.ie www.tsaconsultants.ie
AIB Merchant Services Owen Ball 087 7715973 owen.ball@aibms.com www.aibms.com
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BOI Payment Acceptance Eamonn Kelly 1800 806 298 partners@boipa.com www.boipa.com
INSURANCE Dolmen Insurance Brokers Ltd John Bourke 01 8022361 info@hardwarestoreinsurance.ie www.hardwarestoreinsurance.ie
PRINT MANAGEMENT W&G Baird Sam Sharpe +44 (0) 75 8311 9846 sales@wgbaird.com www.wgbaird.com
LOGISTICS Woodland Group Lee McMullen 01 8111500 lee.mcmullen@woodlandgroup.com www.woodlandgroup.com
RECYCLING SOLUTIONS European Recycling Platform Martin Tobin 01 6624040 ireland@erp-recycling.org www.erp-recycling.ie
MATERIALS HANDLING Henley Forklift Group Ltd Mark Kenny 01 6209200 sales@henley.ie www.henley.ie
Why become a HAI Corporate Partner? By becoming a Corporate Partner, you can link your organisation to the pursuit of excellence and quality in the Hardware, Building Materials & DIY sector.
U A preferential member rate for advertising in The Hardware Journal, plus three free classified advertisements
Hardware Association Ireland will help you to promote your company to all key decision makers in the sector with;
U Preferential rates and early access to event sponsorship and networking opportunities
U A listing on the HAI website U The use of the widely recognised HAI Corporate Partner logo and a Corporate Partnership Certificate U A free listing with logo and contact details on The Corporate Partners Page in each issue of The Hardware Journal
U A preferential rate for exhibitor space at The Hardware Show U Positioning your company as a solution-provider for the hardware, building materials and DIY sectors U Access to all the latest industry news via regular emails and updates.
January/February 2022
Mil-tek Total Recycling Solutions Cliff Power 083 0044858 ireland@mil-tek.com www.mil-tek.com
SHOPFITTERS / RACKING SYSTEMS
tRetail
#WeGe
Johnston Shopfitters Shane Brennan 01 4190419 sales@johnston-shopfitters.com www.johnston-shopfitters.com OHRA Racking Solutions Seamus Coyle + 44 28 8224 7858 coyle@ohra.de www.ohra.ie
Want to find out more? Contact us today to become a HAI Corporate Partner info@hardwareassociation.ie or phone 01 2980969 29
Store Profile
Operation Transformation for EEC Homevalue A new look store is bringing added trade for Balbriggan family EEC Homevalue, following a ¤3.5 million investment. The Hardware Journal dropped in for a chat with directors John Clare and Seamus Ennis. The only way is up for well-known DIY, Homeware and Building Materials store EEC Homevalue, Balbriggan, following the opening of their upsized and upgraded store. In 2021 the store doubled in scale, thanks to an extensive expansion from 20,000sq feet to 40,000sq feet, together with major refurbishment throughout. October marked the official launch of the revamped premises. The public were welcomed into the store through a gleaming and impressive brand-new front entrance. To add to the celebratory mood, EEC Homevalue unveiled a magical, life-sized Winter Wonderland, complete with Christmas train, and a tempting array of decorations, just in time for Christmas. Shoppers could also relax at the new Blueberry Hill Café, after a busy day getting into the festive spirit and checking out all that the updated store has to offer.
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Furthermore, the expansion has created 15 new jobs and helped the team extend their product and service range to now include even more Garden & Lifestyle products, Doors & Floors, Homewares, Bathroom, Paint and much more, all in an attractive, well organised and easy to shop layout. As Director John Clare explains, “customers can expect the focus on service and value for money that they have come to know us for”. “Now shoppers can also enjoy improved access in terms of layout and range, with everything they need all under one roof, from simple DIY products to full construction supplies and materials. We carry everything for every project.” “Our huge range of products and our knowledgeable, friendly staff make your experience with EEC Homevalue easy, pleasurable and affordable.”
From humble beginnings
Investing in Balbriggan
John, Seamus and their entire team are proud of how far the store has come in such a short time.
The ¤3.5 million investment will enable EEC Homevalue to further support the local community and surrounding areas with their extensive range of quality hardware, homeware products and building materials.
EEC Homevalue was established in 1998 in a small shop on Quay Street, Balbriggan and quickly developed a reputation in North County Dublin for its focus on exceptional customer service and January/February 2022
Store Profile
Floors and Doors display.
Garden Centre.
delivering the best in building materials, hardware, homewares, paint, and bathroom to the local community, professional tradespeople and DIY enthusiasts.
Ask the expert
Before long the growing business had moved to a new purposebuilt premises at Stephenstown Industrial Park, its current home. “The site is ideal because it is so close to the M50,” John says. He adds that, throughout rapid growth and change, the store remains true to its ethos, as set out on the company website: “As a family run business, we have built our foundations on being reliable to our local builders as well as our standard customers, providing all home necessities and listening to what our customers want.” “These are words our team live by,” affirms John, “and the reason for our success”.
The store boasts in-house experts across all aspects of home building and maintenance. EEC Homevalue can deliver an exceptional level of customer service and advice on the spot. 65 full-time and part-time employees make up an impressive resource of invaluable product knowledge. This know-how, coupled with a focus on service gives customers the support and attention they seek and deserve. “Every department has its resident specialists. And one third of our team have over ten years’ experience with us,” John is proud to admit. This loyalty is testament to EEC Homevalue’s commitment to its people.
Getting the word out
The joy of shopping The store offers impressive, welcoming displays of key product categories, with abundant signage and branding throughout to make it as easy as possible for customers to browse and find what they need. John believes it’s the wide and growing range of consistently stocked products that builds successful customer relations. “We carry all leading brands of DIY and building materials; keeping a ready supply of in-demand products is a mainstay of our business strategy. If we don’t have it in stock, we’ll do our best to get it for you.”
EEC’s marketing team have always been quick to identify and enter new markets, wasting no time in seizing the opportunities offered by social media and online sales. Their impressive website www.eechardware.ie is stylish, contemporary, visually appealing and very easy to navigate. Categories are clearly and attractively presented, including Building Materials, DIY products, Gardening Products, Homewares, Paint, Workwear and Bathroom. Like the store itself, the website has everything the tradesperson, DIYer or homeowner needs in one place!
This is just one of the ways in which the EEC Homevalue team go the extra mile for their customers.
The website also features a careers page with regularly updated opportunities.
“Repeat customers are key,” John confirms. “Inviting, listening to and taking on board their feedback is vital. Wherever possible, we will act on it, as their input drives change and improvements.” So not just a more user-friendly experience, but an emphasis on the value offers customers want too.
EEC Homevalue is also promoted regularly on social media, through its Facebook and Instagram pages. Followers receive announcements of instore sales, capitalising on seasonal campaigns like Christmas, Halloween, Easter and Valentine’s Day. Social media is also the perfect platform to unveil new product launches with photos, videos and messages from John and the team.
“And with an on-site café,” adds John, “shoppers really do have everything they need under one roof.”
EEC Homevalue now has thousands of followers on each page.
January/February 2022
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Store Profile
With every posting receiving many comments and replies, it’s clear that this two-way communication is a rewarding way to connect with customers and community.
Keep smiling
Over the years, this online presence has grown exponentially; another achievement John, Seamus and the team take pride in.
With growing demands for housing and home improvements, they see the market remaining strong. By maintaining their top-quality customer service and flexibility to meet customer requirements, be it products, service or advice, John believes a bright future is ahead.
Winning associations EEC Homevalue is delighted to be part of United Hardware, the DIY and hardware group which supplies and operates the Homevalue retail brand in Ireland. United Hardware has over 150 Builders Merchants, DIY and Home & Garden stores employing over 2000 people. As a member of the Homevalue network, together with Hardware Association Ireland, EEC Homevalue value their links with likeminded businesses striving for and achieving success and with the associations that represent and support them.
Secrets to success When asked what he considers the secrets to the store’s success, John’s answer was succinct.
Despite inflation, John and Seamus are optimistic about the future and look ahead with confidence.
Summing up his advice for other businesses facing an unpredictable future, John quipped: “Keep your staff and customers smiling!” For now, John and Seamus are excited about the transformed store and the benefits it brings to their loyal customers. And they are busy extending a warm welcome far and wide. “We’re delighted to invite new customers to discover our newlook store and eager to see how our loyal customers get on, as we continuously look to improve their shopping experience and support them with their DIY and homeware needs.”
“Product knowledge, value for money, prompt deliveries, and building good customer relations.” John and Seamus with their dedicated team have achieved these and then some, as they continue to work to meet and exceed customer expectations. “At the same time, like everyone in this sector, we are having to navigate ongoing challenges, such as the dramatic price increases of products.” 32
January/February 2022
MAKING THE DIFFERENCE Where deep knowledge meets product innovation you’ll find that the Gyproc experience really makes the difference.
Find out more at
Gyproc.ie/mtd
Steve Collinge
What’s in-store for us in 2022? Written by Steve Collinge - International Speaker, Thought Leader, 2022 Top Retail Influencer, MD Insight Retail Group & Executive Editor Insight DIY. There’s no doubt that the last two years have been a rollercoaster for the Global Home Improvement Industry. Whether it was managing our way through enforced store and branch closures during lockdown or dealing with unprecedented customer demand and subsequent supply chain challenges, it has been one significant challenge after another. And now, as this article goes to print at the end of January 2022, we appear to be heading towards the final phase of the pandemic. I have chosen my words carefully, as we’ve all experienced too many false-dawns since we were first introduced to COVID-19. If we believe and hope to expect a more stable period for our industry, what are the trends that have emerged in the UK, from this dramatic period in our history and what do I believe is now in-store for us in 2022?
and the incidence of consumers buying goods online weekly or more frequently had doubled since the onset of the pandemic. The main reasons consumers gave for buying online were better prices (61%); the convenience of delivery (57%); and a better range of products available online (55%).
Further online growth Whilst stores and branches were closed, it is was no surprise that online sales accelerated to unprecedented levels, but has that growth been maintained since they re-opened? Pre-Covid the online share of total retail sales in the UK peaked at around 20% in January 2020 and this rapidly accelerated to 32.8% in May during the first lockdown, peaking again at 37.7% in January 2021 and then settling down to between 26-30% during the final quarter of 2021. Covid has taught us several key lessons. As retailers and merchants, we’ve learnt the importance of investing in our websites, having a well-executed click’n’collect option for consumers and a supply chain that can cope with delivering to customers how, when and where they want it. As consumers, we’ve learnt that we can buy almost anything online including paint and it doesn’t arrive having spilled everywhere! We’ve learnt that quite often the range, prices, quality, and service online not only match the physical shopping experience it beats it. In a report published by ComReg and reported in The Irish Times in June 2021, The survey found there had been “a surge” in online buying over the past year due to the Covid-19 pandemic
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When asked about their future online shopping habits, most consumers expected their e-Commerce activity to remain at the same level or increase in the next 12 months, whilst e-Commerce sellers also expected online sales to remain high over the next year and they predict further growth in the medium term. For SMEs selling online, seven in 10 expect an increase in demand for online buying in the next three years. Most consumers expect to keep shopping online after pandemic - www.irishtimes.com/business/retail-and-services/ most-consumers-expect-to-keep-shopping-online-afterpandemic-1.4584382 Our combined experiences of the last two years point clearly in one direction, the growth in the percentage of online retail sales is going to continue. Where it will eventually level-off, is very difficult to say, but whilst buying online offers the tempting proposition of lower prices, greater convenience and wider choice, we need to plan for consistent growth for some years to come. January/February 2022
Steve Collinge
The Widest Online Range Towards the end of last year in the UK, it became obvious that two very distinct and opposing strategies were beginning to emerge across the established retailers. When it came to the management of bricks’n’mortar stores, it was all about range reduction and simplification, driving efficiencies through supplier consolidation and in-store stock reduction. However, several retailers having learnt from the last two years, are taking a very different approach when it comes to the management of their online offer. Here it’s a contrasting strategy, where the focus is on competing head-to-head with Amazon, eBay and Wayfair and offering the broadest range possible, often supported through a Drop-Ship service from an extended supplier base. Screwfix is a good example of a retailer set on a very different path, choosing to dramatically expand their website, committing to add at least 30,000 new lines to its online offer before the end of 2022, virtually opening the doors to a flood of new products and suppliers. With some retailers warehouses bursting at the seams in the UK, it would be impossible to take a significant number of completely new suppliers and thousands of products into an existing supply chain. The administration burden alone for the supply management teams would make this objective impossible to achieve. However, in recent months I’ve become aware of a company called Virtualstock, one of a new generation of supply chain and procurement solution providers. In simple terms, invited suppliers provide their product range, sku and stock data to Virtualstock, who’s SaaS platforms then integrates seamlessly with the retailers or merchants own systems. This enables the retailer to offer a significantly increased online range, with all orders taken shared back through the platform to suppliers who drop-ship directly to consumers homes or trade locations, with everything monitored and controlled on behalf of the retailer via a dashboard. Virtualstock is used extensively in the retail sector in the UK to provide extended online range solutions via dropship and is the catalyst behind the range extension plans of Screwfix and B&Q. Other clients include Harvey Norman, Argos/Sainsbury’s, Curry’s, Robert Dyas and John Lewis Partnership, the latter who claim that between 60-70% of their total sales are now generated online. I’ve always accepted the adage that there are only two ways to grow a retail business – acquire new customers, which is costly and difficult or sell more products to your existing customers, those who already visit your stores and websites and like your brand. A wider online range means more online customers and more sales and these are sales without any risk of stock management. Without doubt there is now a race developing between the largest, established players, a race to expand their online offer and become the market leader in a far wider range of product categories. In 2022 and beyond, I expect to see more retailers joining this race, partnering with companies like Virtualstock or launching their own marketplaces to ensure that they can claim to have ‘the widest range’.
The ‘Digital First’ Store It still surprises me when I see Home Improvement retailers regularly replacing and throwing away cardboard promotional, pricing and point of sale materials when promotions end or ranges change. When you take the time to notice it, the amount January/February 2022
of cardboard and paper that’s used and disposed of on a regular basis by our retail stores and merchant branches is considerable. In these days of corporate sustainability strategies and carbon reduction, I just can’t believe that retailers and merchants have not seen this as low hanging fruit and made the decision to replace all this cardboard and paper with digital labelling and screens. And for those of you who are thinking, it’s all ok because we use recycled cardboard, it’s not. Just think of the process that the cardboard point of sale goes through. Firstly, there’s the design, the printing, the packaging of the item for delivery to every single store, the transport costs, the unwrapping, the positioning in store and then finally 4-8 weeks later the disposal of the materials in a skip to yet again be collected and disposed of. When you do the maths, the cost in man hours and handling alone make it a very questionable investment.
I’m convinced that in 2022 many retailers and merchants will be waking up to the unnecessary waste that they create and begin testing and trialling the alternatives. With relatively limited up-front investment, retailers can now take advantage of the wide range of high-quality digital screens that are available. Not only do they look so much better than their cardboard ancestors, in research with consumers, they are far more effective in communicating the message and closing the sale and that’s before you consider the benefits to the environment and less staff hours due to handing in-store. Let’s also not forget one of the key benefits in that all the screens can be updated centrally at the same time with just one click on a mouse. Home Improvement retailers, merchants and garden centres have been very slow to adopt this form of new technology, whereas consumers are now used to seeing these screens everywhere, McDonald’s restaurants, cafes, other retail outlets and even bus stops. I believe 2022 will be the year when companies to throw away their last piece of cardboard and embrace digital for good. Let’s hope we all experience a more stable period for our industry in 2022, giving us the much-needed time to consider and embrace the trends and changes that will impact our industry as the year progresses. Without doubt we will see further online growth in the Home Improvement sector, and in my view an increasing number of retailers will join the race to dramatically expand their online offer, whilst in store, let’s hope we see the digital opportunity being embraced like never before.
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A View From Europe
Seven reasons why DIY-ers drop out DIY-ers don’t always finish their jobs. A study from Spain by Home Improvement Influencer Mari Luz Santander and ManoMano identifies seven big reasons why this is the case. Mari Luz was willing to share the information with Thierry Coeman for The Hardware Journal. Collaboration between ManoMano and BricoyDeco Home Improvement Influencer Mari Luz Santander launched her own online communication platform BricoyDeco ten years ago, www.bricoydeco.com, also more recently her own channel on Youtube, www.youtube.com/watch?v=EoAOJFED7A. The dynamic Spanish computer engineer from Valencia is obsessed with DIY and continuously creates valuable content for a broad target group of DIYers (from hardcore DIY to high-end decoration and design). Mari Luz stands out for her approach and mastery of numerous DIY tasks: everything she publishes has been tested by her own hands first. Mari Luz Santander is also closely involved in the communication team of ManoMano - the internationally-known French e-Commerce operator also active in Spain - for whom she acts as an adviser. As part of this collaboration, Mari Luz compiled her experiences in a working document - entitled ‘Los 7 Errores de Bricolaje Mas Habituales’ (THE SEVEN MOST COMMON INHIBITING FACTORS IN A DIY PROJECT) which explains why Spanish DIY-ers do not always manage to complete their projects.
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The Seven most common inhibiting factors in a DIY project The ManoMano study clearly shows that DIY remains booming in Spain: 40% of respondents confirm that their expenditure on DIY projects will continue to increase and even rise, as soon as the pandemic allows it again. However, it was also noted that not every DIY adventure goes smoothly, let alone to the very end! And there are usually reasons for this. Mari Luz Santander examined the subject in depth, from dream to execution. This resulted in the seven reasons for failure when undertaking a DIY task / project. 1. Not calling on a professional There are quite a few jobs that require knowledge, experience and even expertise. In many cases, projects are tackled rashly until the moment that you literally need a professional, for example, when structural changes need to be made to the building (knocking down partition walls or ceilings, replacing pipes or electrical wiring, installing a shower cubicle, carrying out renovations at great heights: installing roof windows, January/February 2022
A View From Europe
replacing roof tiles etc.). Lesson one: remain humble and request additional help when necessary! 2. Lack of planning Rash work can mean that no homework has been done beforehand, more specifically with regard to the choice of materials and the appropriate work equipment. Proper “homework” consists of four parts: task description and planning; appropriate materials; suitable tools and budgeting. The most frequent obstacles still remain: not paying attention to the instructions for use of the equipment; running out of a battery charge during drilling; using the wrong parts (unsuitable plug or anchor). Lesson two: don’t put the cart before the horse! 3. Safety above all else It still seems obvious and yet so many enthusiastic DIY-ers still make mistakes here: while home appears to be a safe haven, the risk factor, even with relatively simple jobs, can be reduced further with extra safety and protective equipment such as safety glasses, safety shoes, a filter mask, a helmet and the best work clothing available. Research shows that the majority of DIY accidents occur during the (inappropriate) use of a ladder. Lesson three: always have safety equipment in the budget to protect yourself! 4. Cheap is expensive DIY-ers usually start from the well-considered motive of saving costs and that is understandable. However, with experience, the same DIY-er will soon come to the conclusion why a specific drill costs twice as much as the one that was advertised in a retail shop that usually does not sell DIY equipment! Whoever makes the mistake of buying cheap material usually buys twice, bad material leads to bad results. The best value for money is still bought with advice and instore. Lesson four: those who make the mistake of using cheap equipment usually buy twice! 5. Seek more knowledge Quite a few DIY-ers turn out to be stubborn. They persevere to the bitter end, even if they hit a wall. And yet there are plenty of platforms available with advice: a DIY TV channel, Home Improvement Magazines, a testimonial demonstration on Social Media. Every DIY project deserves respect; you should try to perfect skills by gaining extra knowledge and expertise by calling in some outside digital help. Lesson five: go online and learn from others via numerous channels!
Major conclusions DIY remains one of the most beneficial leisure activities available transforming your customer’s house into a home. The essence of DIY! At the end of this interview, Mari Luz Santander recommends retailers and suppliers to convert weaknesses into strengths “If you are unable to compete on product or price differentiation, then focus entirely on the service proposition whilst communicating on the solutions provided by your store / team”. “This seems rather obvious, but underpin this business model with demonstrations instore, through online tutorials and testimonials. And be aware that both retailers and manufacturers can mutually support each other”, she points out. “Previous to their shopping trip, customers are focused on one major question: who can assist me in solving my problem and how? During that search, customers seek instructive content that they can trust and that can automatically lead them to your store. However, attracting the customer is just the first stage in improving their interaction with your store. Keeping them satisfied and guiding them through the implementation of the solution will contribute to their loyalty and turn them into reliable lifelong customers”. The key to success requires investments: U Hire the appropriate expertise instore U Conduct regular and different home improvement courses in your store, U Offer online training via YouTube, in which content can be generated without interruption and which can be consulted again and again U Be present on social networks in order to enhance your visibility and connection with your audience. U Make use of the tools that manufacturers offer (tutorials, product demonstrations, etc.). The major challenge and opportunity is to create a large DIY community who interacts instore and online, with DIY experts operating instore and DIY influencers who have an audience and a respected position in the sector. All together this enhances the DIY fun and trust.
6. Accuracy To measure is to know! This rule applies doubly to DIY. Before you start drilling, fixing or sawing, check and measure twice, even three times. DIY is usually precision work and it is this aspect that leads to better results and not just for the novice. Lesson six: who goes slow, goes far! 7. Enjoyment The mother of all virtues. Take your time and interrupt the task now and then not only to take a break but also to enjoy your work of art. Lesson seven: DIY is fun and must be shared with others! January/February 2022
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Training
HAI Certificate in Hardware Retail and Merchanting Students and Mentors have their say At the half-way point of the inaugural HAI Certificate in Hardware Retail and Merchanting, our students and their mentors have their say on their experience to date. The mentor-based programme commenced in September 2021 with over 20 students. Modules have been conducted via interactive workshops on Zoom.
Now that they have settled into the course we asked the students and their mentors for their feedback on their experience to date: Below is a snapshot of that feedback.
Modules completed to date included Communications Essentials, Selling Skills, Customer Service, Instore Finances, Credit Control, Stock Control and Merchandising, with Digital Marketing and Management Skills up next. The tutors in the Certificate come with years of experience in the hardware sector and have been demonstrating the key strategies the students should know through discussion, role-play, and breakout sessions.
The Students
After each module, the students are given weekly and monthly assignments where they self-assess what they have learned and document how they will apply that learning in the workplace. The students’ mentors are also heavily engaged at this stage, working closely with their students to monitor their progress in the workplace. Students have also received masterclasses in key product areas, gaining an understanding of how to approach some key FAQs they might face from customers, with Kevin Coghlan presenting on Paint & Décor, Michael Minchin from Glennon Brothers on Timber and Niall Nugent from Ames True Temper presenting on Garden & Outdoor products.
Q: What have you learned from the course? “It’s working really well for me. I’ve learned a lot. Selling, the importance of being confident, learning more about stock and finding out the best product for a customer – asking them questions.” “It’s hard to pinpoint one thing because I’ve learned so much! After the Selling Skills workshop I suggested introducing instore signage to promote one of our offers, and sales significantly increased on that product in just a few weeks! I’m much more confident in my role now.” “The proper way of dealing with customers. Earlier I would have let on that I knew something. Now if I don’t know I will tell customers that I don’t know, and I will go and ask a colleague and get back to them. I only give discounts where they are applicable, the business has to make money.” “When you are starting off it is hard for the mentor. At first it was a bit awkward for me to ask about credit management - to ask to see the debtors list.” “How to talk to customers, my confidence is growing. Now I am not standing back anymore.” “To be more confident with customers. And the product sections - the one on timber by Glennon Brothers was great - I am much more familiar with it now.”
CERTIFICATE HARDWARE RETAIL AND MERCHANTING 38
“To be honest, from what I was like from the beginning to now I’m much more confident. I have a better understanding of different areas and more focus. I’m doing other bits of more specific training throughout, but this course is giving me an across-the-board view of the different areas (of hardware retail), giving me a better understanding of the opportunities, I have to grow into in my role.” January/February 2022
Training
“I was worried at first about it being online, but I am finding it really good, and really engaging. I’m really enjoying it so far!”
Q: On a scale of 1-10 how likely would you be to recommend the Certificate to one of your colleagues
“Mark up is different to margin! It gives you confidence in dealing with customers, how to approach customers. I am more clear and more confident. If I don’t know something I will say this to the customer and go and ask one of my colleagues. The customer sees this as a good thing, in the past I would have seen this as a weakness, but customers like it when you do that. If you just guess, you haven’t a leg to stand on. There are so many sides to the business that I did not know about.”
Net Promotor Score* of 81. This is very high, and most respondents scored it 9 or 10 out of 10.
“The course is clear but not too detailed. It gives you time. It is going well; the product modules are very helpful. The recording is useful to keep track.” “For me it is an introduction, a clear insight into behind the scenes. The info is good, and they are some of the best teachers that you could get. They are very good, and the language is clear and easy to understand.” “I am picking up aspects of every part of the business, it will help improve my understanding of the business. Some of the courses are short and that is good.” “I have taken a lot from the course and have found it very interesting; it covers every aspect of hardware so you will always be learning.” “My understanding in credit and financial management has improved greatly and my personal development has also improved especially in communication and customer serviceoverall this has improved my selling capability.” “I am new to hardware. I enjoyed the customer service module, and the product knowledge sections. The credit control was very interesting - I see it in a different light now.” “How to deal with customers in a correct manner. I have learned what goes on behind the scenes - like in accounts. It has really opened my eyes to the depth of the job and what goes on behind the scenes.” “For someone starting off it gives you a great insight into how a shop operates from start to finish. I have a better understanding of credit.” “I have learned a lot from each module so far on the course that I can put to use in my everyday work. Especially in the Credit Control end of things where I would not have had much experience.”
* NPS is a measurement of satisfaction.
The Mentors Q: How is your student doing? “I see a marked improvement in a lot of his performance, such as stock, he’s asking a lot more, asking how various people got to where they are. Now he is seeing more of a long-term perspective in his role. He is seeing other angles like purchasing, stock control, sales. It’s not just the bricks and mortar understanding that he once had. Customer Service - he’s realised he may have backed away before and got someone else to deal with an enquiry, but now he’s more willing to deal with enquiries himself. He’s more customer focused.” “He’s greatly improving from the start of the course, with his techniques, he was pretty quiet at first and is much more confident now.” “My experience so far on the course has been excellent and I have no faults to give it.” “All feedback from her is great and she is really enjoying it and growing from it.” “He has come out of his shell, and he is more confident in what he is selling. That is important to me. He has come on well, and now he will approach customers.” “He is doing very well and enjoying it. It is an extra string to his bow. Also, it is good to get a chance to sit down with him and talk, it gives us a reason for that.” “He is doing very well. One challenge is how to apply some of the knowledge that he has gained. I am giving him some context on how to apply it day to day. For this he has to spend a few hours with me. It is a great programme; all areas are relevant. It will broaden his horizons. It shows him that we have invested in him. It is good for staff retention.” “He is doing great, really enjoying it, he is very interested in it. He is progressing really well especially from a customer relations viewpoint.” “He is doing well and is very enthusiastic about it.”
“I am extremely happy with all aspects of the course so far. Aoife is very helpful, and all the tutors have been fantastic and very helpful with any questions after sessions if needed.”
January/February 2022
“Excellent, my student has years of experience, but this type of training has really helped her in understanding more of the running of the store.”
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Training
Q: On a scale of 1-10 how likely would you be to recommend the Certificate to one of your colleagues
“Mentoring is important for someone who has been promoted, I had a mentor. You need to invest in staff and training.”
NPS Score of 78. This is very high, and most respondents scored it 9 or 10 out of 10.
“I would recommend that the mentor is the line manager of the student.” “Only negative is the fact that it’s online.”
Q: On a scale of 1-10 how likely would you be to recommend mentoring to one of your colleagues?
Upcoming Modules:
NPS Score of 67.
U
In-store Operations: Stock Control and Merchandising
“I think the mentoring is vital. It has given me an opportunity to sit down with my student and discuss opportunities with him on where he would like to grow/develop, such as shadowing others, etc. The process helps me define a path and structure for his career.”
U
In-store Promotion: Digital Marketing and Social Media
U
Management Development: Team Work and Team-Building
“I would recommend - Depending on the person themselves, you’d want to have experience to be a mentor. The process helped me by reminding me of some of the techniques and processes that I might have forgotten about over the years.” “You do have to make time for your student - I don’t want it to be a box-ticking exercise. I want to make sure she benefits from it. I don’t want people taking work home with them. I would prefer her to take the time to really process the learning. I take elements of it and test her on it occasionally.”
For more information about this certificate and to enrol your employee for 2022/2023, please contact aoife@hardwareassociation.ie or call 01 2980969.
Proudly Sponsored by Octabuild HAI is pleased to have Octabuild as the official sponsor of the HAI Certificate in Hardware Retail and Merchanting 2020/2021. As a group of major Irish building material suppliers - Dulux Paints Ireland, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, Kingspan Insulation and Wavin Ireland - Octabuild is committed to promoting the benefits of high quality, Irish manufactured products for the building, construction, and DIY sectors.
Octabuild Chairman, Ray Molyneaux of Irish Cement said: “Octabuild is delighted to sponsor the HAI Certificate in Hardware Retail and Merchanting. Partnership and consultation have always been a feature of Octabuild’s relationship with the merchant trade and we see this programme as adding significant value in the development of skills and expertise in the industry. We look forward to seeing how participants progress over the coming months.”
OCTABUILD MEMBERS
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January/February 2022
Training
Virtual Classroom Training Schedule Our Spring 2022 virtual training schedule is well underway with half-day workshops having taken place covering Credit Control, Selling Skills and Customer Service for hardware retailers/builders merchants. Date
Course Title
Tutor
Course Duration
Cost (HAI Member)
Cost (Non-Member)
March 2nd
Performance Managing the Sales Team
Terry Harmer
Half Day
¤120
¤150
March 9th
Stock Control
Keith Harford
Half Day
¤120
¤150
March 23rd
Merchandising Essentials
Keith Harford
Half Day
¤120
¤150
NEW FOR 2022 – Digital Marketing Mini Workshops HAI has collaborated with Digital Marketing expert Greg Fry to launch a series of mini Digital Marketing workshops, covering a series of topics including graphic design, social media advertising, website optimisation and email marketing.
Previous workshops that took place earlier this year were: 26th January - How to use Canva to market your Hardware business - How to create engaging images and video for your social media posts, blogs and email campaigns.
These Zoom-based hour and a half-long workshops are highly interactive, and attendee participation is strongly encouraged to enhance learning and understanding of the tools demonstrated. Upcoming workshops are listed below:
1st February - How to create a Facebook and Instagram ad campaign - How to create Facebook and Instagram ads that generate results.
1st March - Optimising your website and blog for search engines and humans - How to get your website seen online.
8th February - How to set up and run a Google Ad campaign - How to set up and manage a Google Ad account.
6th April - How to unlock the power of Email Marketing. Creating E-Shots on Mailchimp - How to use Mailchimp to create compelling email marketing campaigns.
If you are interested in any of the above workshops and would like more information, please contact Aoife at aoife@hardwareassociation.ie.
Cost per attendee per workshop is ¤50 (HAI Members) or ¤70 for non-members.
For more information about all our courses visit www.hardwareassociation.ie/training-and-development. To book places or for queries about any of our upcoming training courses please contact Aoife Kinsella at aoife@hardwareassociation.ie or call 01 2980969. January/February 2022
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Recruitment & Retention
Staff recruitment & retention In recent months, a major area of concern to HAI members has been that of staff. This concern is for all career stages – recruitment, retention, and succession. Access to, and the cost of attracting and keeping talent has come to the fore of issues confronting members. Compounding this is the challenge of engaging and motivating staff who are not on site. The Membership Services Subcommittee (MSS) have held two meetings specifically focused on the issue. This report is largely the conclusions of these think-ins. HAI also had a very successful webinar on the topic with Fredericka Sheppard of Voltedge, www.voltedge.ie. Fredericka is a thought leader in the subject and her advice is sought by many prestigious brand names. A recording of the webinar is available on www.hardware-educationhub.ie. Email aoife@hardwareassociation.ie for access.
The main challenge identified in the survey is an overall shortage of candidates for roles. In this, while it is cold comfort, most sectors are experiencing a similar difficulty. Practically full employment is predicted by year end and this will compound the challenge. Demand for higher wages and the perception that there are higher wages to be had is the next biggest challenge. For some the hardware sector is not seen as an attractive career. Some respondents mentioned that anyone who wants a job has one. The Pandemic Unemployment Payment (PUP) was only mentioned a couple of times as a disincentive to candidates. The roles that members are trying to fill are varied - 43%+ are in customerfacing roles, 27% are in the yard/stores. The other 30% of vacancies are varied in both seniority and scope. This sector that has a strong customer service culture and employees imbued with it. Losing staff and operating below strength in any area puts pressure on a business. A shortage of staff in customer facing roles can be particularly dangerous as it makes it difficult to build and maintain relationships with customers. Anecdotally there is much ‘poaching’ of staff from others in the sector. The high skill set, and knowledge base required in merchanting probably lends itself to this. It is critical to have well trained and motivated staff. Your people are a highly important asset - are you getting the best from them? And there is a high correlation between motivated staff and satisfied customers.
Fredericka Sheppard, Voltedge.
Recruitment
The contribution of the MSS and Fredericka has been invaluable in putting these ideas together. HAI recently conducted a snapshot survey of members experience and intentions on staffing issues. Much of this echoed the findings of our Wage Survey earlier in the year. Almost 80% of respondents have vacancies, and many have multiple vacancies. And 80% will be looking for staff in the next six months.
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It is always important to ideally have a pipeline and to recruit the most promising candidates. Successful businesses must first sell the job to potential candidates and also to employees.
What channels to use to promote the role? Employee Referral Scheme - very popular. People only recommend those that they would feel comfortable working with. A finder’s fee is an important gesture - only paid after the candidate completes the probationary period. January/February 2022
Recruitment & Retention
In store advertising - Every store has many customers and potential candidates passing through their doors every day – advertise your vacancy here. Social Media - video clips - some are already doing this with Christmas ads, and Facebook is a highly successful promotional channel for many. Local Press/Radio - don’t be too specific on language – 3-5 years’ experience etc. www.hardwarejobs.ie - gets 2,400 views and 800 social media impressions per month. Recruitment Agencies - especially if a role is complex with few potential candidates. Treat people well during the recruitment process, many will have 2-3 job offers so how they have been treated will influence their decision on which employer to choose. Also, it is important to acknowledge the receipt of CVs and let candidates know the process. The recruitment process reflects your image and reputation.
To whom to promote the role Obviously, this depends on the nature of the role and the skillset required. So, as well as the typical pool of potential candidates perhaps those mentioned following are worth consideration. (ex) Tradespeople - Hard to get at present, even the “retired” ones. There will always be some who no longer want to work on a cold, wet building site with irregular hours. In hardware/ merchanting they are starting with a good knowledge base and they have credibility. Older People - This seems to work for many merchants in the UK. Post-primary students - From the MSS meetings it seems that there is no longer a queue for summer jobs for secondary school pupils. In Quarter 1 2022 HAI will be rolling out a marketing campaign to career guidance teachers in second level schools with a particular message for both transition year students and those in Leaving Certificate who are not intending to go to third level. College students for part-time/summer/holiday - again in Q1 2022 HAI will be rolling out a campaign to third level institutions, community colleges and vocational colleges. The focus will be on those with construction and architecture courses. The lure to students is that experience working in a hardware shop/merchant will give them an understanding of the products at a practical level and this will help them advance in their chosen career. Many younger people have a genuine and heart felt interest in sustainability. Promote your strategy on this, and if you haven’t got one, or it needs to be improved perhaps make this part of their role. Other Sectors - Both factories and hospitality have very unsociable hours. Currently in hospitality there is chronic job insecurity due to Covid. Diversity - the success of many businesses is down to the hard work of many people who have come from abroad to make their homes here. And customers like to do business with those that they can communicate with- both in terms of nationality and gender.
January/February 2022
Retention What to offer - Financial Incentives Increase wages - In government surveys of wage rates, retail is above that of hospitality. Within our sector rates vary considerably, but in the main they are comparable to and in many cases better than most other retail sectors. Soundings from MSS members would indicate that many members are now paying wages above those outlined in the Wage Survey from earlier in the year. In some cases, other sectors were luring staff by offering increases that could not be matched. For example, experienced staff on ¤33k were offered ¤42k to jump ship. All costs of running a business have increased - from energy hikes to installing perspex screens to running extra shifts to safeguard against Covid. Increasing wages has a knock-on effect - if one staff member is given an increase it will spiral, and other staff will be looking for similar. Status is important, employees need to have their chest out - to be proud of what they do - it is important how people feel in their jobs. Wages are a part of this, and it is important to pay good wages. Offer Bonuses - The MSS concluded that in their experience what works best is a basic salary and a generous bonus. As one member stated, “If companies are not paying a bonus in good times, they deserve what they get.” The bonus should be linked to the performance of the business. Bonuses by their nature incentivise and can be withdrawn at a time of a downturn in business. From the experience of 2008/09 it is preferable to reduce or withdraw a bonus in contrast to cutting basic salaries which is toxic. Bonuses need to be innovative. A bonus is the single most valuable tool in changing people’s behaviour. People work harder and with a purpose. Quarterly bonuses, paid after each quarter have a teambuilding benefit. It can also have a binding factor – encouraging staff to stay. If they leave they forfeit the bonus. The activity improvement for the bonus can change each quarter. Quarterly bonuses are better than an annual one as the timeframe in annual ones may be too long and if it looks unlikely to be achieved staff can be discouraged. Also, for sales reps’, gross profit and money collection can also be the target. Incentivise staff by bonuses rather than increases in wages. Clearly link bonuses to the performance of the business and pay quarterly. Share Options - It has worked in some US and UK companies. Generally, not seen as an idea that would work well in Ireland, especially as it may make it difficult to sell the business. Staff Discounts - Some companies in the sector as an incentive, offer a staff discount - typically cost price + 5% + vat. It could be as much as 20% discount. This can be a major attraction for staff, at little real cost or at neutral cost to the business. Offer attractive staff discounts.
Offer a better work/life balance to candidates Since the onset of Covid-19 all business are dealing with staff attrition and burnout. We have all read stories of the “great resignation” - people having epiphanies with regard to their lifestyles. Emotional health is critical - with the current cloud of negativity many people want to work less hours and many others want to work from home.The work/life balance is increasingly important to people.
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Recruitment & Retention
MSS members cited examples of how offering remote/hybrid working had worked for them in attracting and retaining staff. When sought and when feasible - offer remote/hybrid working - it can have a positive impact on staff morale and promoting it increases the pool and quality of potential candidates for jobs. Saturday and Sunday working can always be a challenge to get right. They have to be properly remunerated and to have a fair rota system. MSS concluded that it is important to look at what sells the job in hardware and builders’ merchants to people. From interviews that members have conducted - in many instances it is the working hours - the fact that there are no late nights can be important - in contrast to hospitality and factory work. Sell the benefits of working in hardware - more familyfriendly hours than hospitality and factory work.
What to offer - Career Advancement It was also mentioned that moving people around different branches as applicable, can be seen as a positive thing to do. It can create excitement and a feel-good factor. Graduate programmes work well and these should be outlined in your job advertisements as well as including HAI brochures. Upskilling is crucial. If staff are not trained, how are they expected to do their job properly? - “If you don’t train them, don’t blame them.” HAI offers The Certificate in Hardware Retail and Merchanting and a suite of training modules each spring and autumn that are bespoke to the sector. Members who are serious about upskilling their staff should avail of these courses. Training should be viewed as an investment. To work best it needs to be repeated and embedded as part of an employee’s career. The first few weeks of an employee’s experience with a company is critical as to whether they will make a decision to stay or to leave. Have a positive induction and a mentoring scheme in place for new staff. Offer more autonomy - Status is important, employees need to be trusted and given responsibility Stress that employees typically get to manage a dept - much more quickly than they would in the supermarket sector. Also, they may have more autonomy on how that dept is managed and merchandised - than they would in a supermarket.
Communication and engagement with staff Studies have shown that there is a strong connection between engagement and retention of staff. It is important to have good communication with staff, without it rumour will fill the gap. Performance management, reviews of performance and a structured means of staff feedback are important. In a straw poll on the recent Fredericka Sheppard webinar, it emerged that about 50% of participants had these procedures in place. Which means that 50% didn’t! Constructive feedback is important as it motivates, and it lets staff know the priorities of the business.
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What to offer - Reward and Recognition Award and celebrate staff achievements and milestones - Haldane Fisher are a good example of a company who are adept at awarding and celebrating staff on social media. Form a social committee - so that staff have an input/ ownership of social and recognition programmes Health Services - Offer health checks to staff for goodwill they show that the employer is concerned about their staff, and they typically cost about ¤20 per person. Also, Peninsula offer confidential advice (Employee Assist Programme) as part of a programme for staff and HSF Health Plan offer very cost-effective health insurance. Sometimes uptake on these services can be slow - 10% in year one, but 25% in year two. And it shows that the company cares for its staff. Gifts as thank you - Hampers as recognition of good work done - they cost about ¤60 and they generate good will. Awards scheme - after five years an extra day annual leave. Breakfast Rolls - end of month. Store of the Year - voted by peers - staff take great pride in this, and it gives a huge amount of peer recognition. Wall of Achievements - works well. And finally, rewards can become expectations, so it is important to be innovative. And from experience Birthday cakes are awkward - someone can be forgotten, and others prefer to keep their birthdays to themselves! Lastly (and if all else fails!) - Having some people exit can be a good thing. It can be a positive both for them and their employer. It can just be time for some to move on.
HAI have decided to offer Hardware Jobs free to members. In February we have marketing literature which will focus on the advantages of a career in the sector. We will send this to third and second level colleges and also community welfare officers and when feasible we will attend career fairs.
January/February 2022
Advertise your job vacancy with Hardware Jobs Hardware Jobs (www.hardwarejobs.ie) is HAI’s hardware industry-specific job board website, which gives hardware retailers, merchants and suppliers the platform they need to reach out to ideal candidates for their roles.
Why advertise with Hardware Jobs?
No more going through generic recruitment agencies Targets those interested in entering or upskilling through the hardware industry Find candidates for highly specific job openings Weekly promotion of vacant jobs through HAI’s social media activity
Register your business for 2022 now Free of Charge (HAI Member) €100 (Non-Member)
Unlimited job postings Dashboard access to monitor and filter applications Access to a growing pool of candidates who you can contact directly Added publicity through HAI’s social media.
To find out more and to avail of our member-exclusive offer please contact Aoife Kinsella at aoife@hardwareassociation.ie or call 01 2980969.
Business Support IN PARTNERSHIP WITH
Family Business Education - who needs it! Trade associations like Hardware Association Ireland are well-known for the educational opportunities they provide their membership. A quick review of The Hardware Journal confirms that it has covered many relevant issues from a variety of perspectives since its founding in 2012. There is, however, one aspect of professional education that is not often specifically addressed by trade association publications. And that is the importance of learning more about how the families that own the companies function and what are the issues confronting multi-generational family enterprises. With 50-90% of the world’s economy being driven by familyowned business, knowing more about the challenges the family faces can be as important as knowing the key issues of the industry itself. This is hardly news since families have been in business for most of recorded history. What has changed is in the last 30 years is that there is now a distinct field of knowledge and practice for owners, advisors, and researchers in the family enterprise field. And here is where the Family Firm Institute (FFI) and its Global Education Network (GEN) can be useful. Brief History of FFI (www.ffi.org) Founded in 1986, the Family Firm Institute is driven by its mission to be the most influential global network of thought leaders in the family enterprise field. For more than thirty years, FFI has been engaged in educating, connecting, and inspiring the field of family enterprise, regardless of profession, industry, or geography. It has done this through research, public awareness, and education. GEN (Global Education Network) Certificate program The FFI Global Education Network (GEN) is the most trusted and globally recognised provider of family enterprise professional education in the world. Through unparalleled interaction with the internationally renowned faculty, thought leaders, and a global network of other specialists, FFI GEN students hone their thinking and develop their skills to better serve their clients, their businesses, and further the field of family enterprise. FFI GEN Certificates in Family Business Advising, and Family Wealth Advising are the product of more than 30 years of practice and research in the field. Here are some key features. U Access 24/7 Upon enrolling, students get immediate access to curated content and resources, along with a global network of fellow students and faculty. FFI GEN courses have been designed
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JUDY GREEN President, Family Firm Institute (FFI)
for busy professionals to allow you to work through the program at your own pace over a one-year period. U
Next Generation of Online Learning FFI GEN’s revolutionary online learning environment is different from the traditional “talking-heads” model of online courses. Course webinars feature live classroom discussions allowing you to see, interact with, and learn from both the instructors and peers from across the globe. The core certificate consists of three online courses with curated required reading and quizzes. They conclude with a three-hour capstone online webinar.
U
Connect to a Powerful Network Beyond the outstanding course curriculum taught by luminaries in the family enterprise field, FFI GEN Certificate Program participants can elect to be paired with a professional mentor, attend FFI signature events, and benefit from FFI membership and more.
And then... there’s Boston in October! But… if you can’t enroll in the GEN program -- or especially if you can -- please come to Boston in October to join in the 2022 conference “Family Enterprise and the Fourth Economy: Internal and External Pressures to Change and Adapt.” More information and registration details are at www.ffi.org.
Testimonial from Stan Buckley, Managing Director, FSW Coatings Ltd As a non family member, I have worked in family businesses for the last forty years and have always wanted to understand the different dynamics at play between business, family, and ownership. Most of the courses offered could only be undertaken when accompanied by family members as a group. In 2019, I enrolled with the FFI on the Advanced Certificate in Family Business Advising course. This course is suitable for family members and non-family executives. The course is mostly virtual, with attendance at an annual seminar session. The content is very practical and supported by a vast data base of articles and great lecturers and teaching aids. It is an excellent route to understanding a Family Business.
January/February 2022
Business Support IN PARTNERSHIP WITH
MIKE BYRNE CEO, GS1 Ireland
Using data to help build consumer trust in products From construction and heavy engineering to consumer goods and healthcare, there is an ever-growing demand for product data from businesses and end users.
Like never before, trust in manufacturers and brand-owners will be driven by their ability to answer questions such as: “What product is this? Where did it come from? What is it made of? Can I repurpose or recycle it?” Questions which can be answered with the support of GS1 standards for product identification, attribute management and data sharing.
global industry for DIY home improvement retailing has also experienced notable growth during the COVID-19 pandemic. Such growth highlights the critical importance of digitisation of logistics in the sector and the need for the connected supply chain to better define terms and types related to products and materials.
Product identification and traceability This year marks the 50th anniversary of the original GS1 identification standard; the Global Trade Item Number (GTIN). It has become a cornerstone for product identification and traceability in over 20 sectors and its continuing use is testament to the longevity of GS1 standards as interoperable, globally unique, persistent identifiers.
Industry applications In construction, the unique identification of objects and locations as part of Building Information Modelling (BIM), provides for efficiency both in the build phase and in facilities management. Inventory management is significantly enhanced since products and parts can be easily identified, especially for Maintenance, Repair and Operations (MRO). By encoding a GS1 Serialised GTIN into a barcode on a label or RFID tag, all trading partners can verify the authenticity of the part and exchange data on its attributes and MRO performance.
Today, GS1 standards provide the identification of “things” for the digital factory. As component parts and raw materials are transformed into finished goods, the standards support machine-to-machine communication for automating crosscompany and intralogistics processes. The GS1 system of standards is designed to overcome the limitations of using a company, organisation or sector-specific interface and are designed for use in any industry or trade sector. Assigned at point of origin, they uniquely identify all aspects of the manufacturing process, including upstream materials, products, or their individual parts as they are transported and transformed along the supply chain. This is especially critical as factories transform from manual to digitally driven processes with the Industrial Internet of Things (IIoT).
As part of a global standards organisation, GS1 Ireland is here to help businesses extract value from the use of standards, to drive greater efficiency, cost effectiveness and digital transformation within their organisations. Adopting GS1 standards provides many ways for manufacturers and brandowners to achieve their business priorities while laying the foundation for digital processes today and in the future. For further information visit www.gs1ie.org.
Many industries, including Construction Home Improvement and DIY are adopting global terms such as Digital Twins or Industry 4.0 – these are adding new dimensions to how data is collected, managed, and optimised. New business models, improved processes, and more efficient ways of working are an expected outcome of these developments. These terms are driving a new generation of thinking – providing new opportunities to boost productivity, reduce waste and add new layers of transparency through entire digital supply chains. The January/February 2022
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Business Support IN PARTNERSHIP WITH
How to prepare for an effective stocktake in 12 easy steps
GEORGE ARMSTRONG CEO, Scanmatix
In the first of a series of articles, George Armstrong, CEO at Scanmatix, advises The Hardware Journal readers on how to prepare for an effective stocktake. Did you know that from our experience, about 60% of the time retail inventory is not accurate? That means you are in danger of not selling something you have or tying up money in stock you don’t need. Either way it’s not good for business.
7. Decide on the type of count you need. Items like paint should always be single scanned, where every barcode on each tin is captured. Items like screws, nails and fixings can be scanned once and then a quantity entered.
So, rather than considering stocktaking as a necessary evil, think of it as a great opportunity to tighten up your stock control and contribute to the profitability of your business.
8. Prepare the stock. All products should be stacked neatly and clearly visible. If you have stock items hidden behind others, they are going to be missed and cause counting errors.
But before you start counting, you need to thoroughly prepare.
9. Decide what to include. How will you manage deliveries, returns, damages, credits, deposits, out-of-date stock, sale or return items?
1. Plan the date and time. Pick a day that isn’t too busy and avoid delivery days. Consider starting early in the morning before trading starts or stocktaking in the evening after close. Don’t pick a date just because your accountant wants it! 2. Decide who is going to complete the stocktake. Do you have your own equipment and team? Or do you need equipment or professional support? 3. As you approach your stocktake date, run stock down. Don’t open full boxes from the stockroom unless necessary and hold any large deliveries until after the stocktake. 4. Make sure all items are scanning at your till. Assign Product look Up’s (PLU’s) to any items that need them and ensure codes and prices are allocated to all stock, particularly in the yard or any loose items stored in bins. 5. If outsourcing your count, export your product file to your stocktake provider who will perform the stocktake. Remember that any new products and codes you add after exporting the file will not scan during the stocktake. 6. Make sure all barcodes are accessible. Items held off-site should be listed for entry or scanned in advance. Ensure all items to be counted are in the stocktaking area (extensively check every area of your shop/site).
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10. Schedule sufficient staffing. You need to make sure that your usual retailing is not affected. Who will ensure the accuracy of your team’s counts? If you’re using an external company, you’ll need someone to assist and to perform rechecks to make sure their counts are accurate. 11. Batch all areas of stock just before the stocktake starts. Every bay of stock should be given a numbered area label. These labels should run sequentially. 12. Don’t move stock around during the count. If you bring stock from the stockroom to the shop floor during a stocktake, it could end up being counted twice or not counted at all. These preparation steps should apply to most retailers but I know that every business is unique so it’s up to you to decide how you want to stocktake, what is included, what reports you want to see afterwards and whether you want to do it yourself or get professional support. This latter might seem like a costly option, but it can end up saving you money. In our next article I’ll cover how to deliver an effective and efficient stocktake. In the meantime, if you’d like to discuss your stocktake requirements with Scanmatix, one of Ireland’s leading multidisciplinary inventory management companies, please get in touch at 01-554 7359, info@scanmatix.com. January/February 2022
COMMERCIAL FEATURE
Top garden and outdoor trends 2022 For some of the biggest trends in gardening for 2022 – including plants, garden design, landscaping, and indoor gardening – UK magazine House Beautiful, www.housebeautiful.com enlisted the help of expert horticulture groups and garden centres. Here are some of those trends. If 2021 was the period of experimental gardening, some of the biggest garden trends to emerge in 2022 will include a return to bolder, colourful planting choices, natural wildlife gardens, mini grow-houses, and the concept of all-weather gardening, all of which ties into two common themes this year – wellbeing and sustainability. Here are some trends to discuss with your customers. Jewel-Coloured Gardens Experimenting with colour is one of the most exciting things about creating a planting palette for a new garden, with daring and bold colours of reds, oranges and purples set to prove popular in 2022, the Royal Horticultural Society (RHS) predicts. Rewilding The immersive, natural, wildlife garden will be big in 2022 but it hasn’t always been viewed as a must-have design element. Upcycling and rewilding can be misleading in terms of aesthetics and for most customers a garden’s aesthetic is a priority. Contemporary water features Water features will be a big focus in 2022 as they are always a most popular decorative feature, selling in the UK in conjunction with solar lights, statues and outdoor mirrors. They’re set to stay on trend throughout 2022, with more modern designs becoming the focus. The Return of bird baths Water features made a splash at the Chelsea Flower Show, and the bird bath is now making a return to British gardens, new styles and designs have reimagined the humble bird bath. January/February 2022
Low Carbon Gardens Garden designers are saying that the movement towards good environmental schemes, supporting wildlife, and reducing our carbon footprint has been driven by a greater awareness of the current climate situation and this will continue. The RHS say a response to the carbon footprint of shop bought flowers will see people grow their own with edibles and flowers sharing space on the veg patch. Growing your own Not a surprising trend, but the grow your own movement will continue to gain momentum in 2022. From wanting to educate children about where food comes from, to the desire to have local organic vegetables grown sustainably, there are myriad of reasons why gardeners are choosing to grow their own. All-weather gardening The RHS gardening advice on how to enhance gardening at each end of the growing season is proving to be particularly popular. All-weather gardening is currently of great interest as the increase in sales of gazebos and shelters during lockdown and subsequent shortages of garden furniture suggest this will continue. In the House Beautiful 2021 Big Gardening Poll, 56% of readers told them that they intend to use their garden all-year round, even in winter. And in the last two years especially, households have been transforming their gardens (however big or small) into cosy outdoor living rooms with separate zones to dine, entertain and relax. Fast-track gardens With a return to the office, time spent tending the garden is feeling the squeeze. As a result, labour-saving activities and products that offer speedy results are on the rise, predicts the RHS. Perfect for the low maintenance garden, these include everything from growing kits to pre-planted baskets and troughs, self-watering pots, and battery-powered pruners. These tools provide more opportunity to sit back and enjoy the garden with all-weather outdoor socialising set to continue. www.housebeautiful.com/uk/garden/a38516814/gardentrends/.
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COMMERCIAL FEATURE
Ames True Temper create must-haves for your customer’s garden “After experiencing the biggest year in the history of our business in 2020, it was somewhat of an eye-opener to see the surge in demand continue into 2021”, says Niall Nugent, Sales and Marketing Director at Ames True Temper. The Cork based company, which is part of the Ames global group, has seen significant growth in business over the past four years since introducing several new group brands. These include La Hacienda, Kelkay, Woodshaw and most recently, Apta. Niall goes on to say, “Significant growth in our core category of lawn and garden tools with brands such as Darby and True Temper, coupled with a greater awareness of ‘Outdoor Living’ has certainly helped propel our business forward”. Outdoor heating, including Firepits, Chimeneas and Electric Heaters have continued to prove to be a must- have when it comes to creating a garden of which to be proud. The launch of the ‘Plant Avenue’ range of garden pots and planters in 2020 was a great springboard to the acquisition of the UK based Apta pottery business in late 2020. Niall explains, “To accommodate the handling of the range of Apta pots for 2022, we have made a significant investment in the opening of a new warehouse on-site. This gives us an additional 32,000 sq ft, which contributes to the overall facility at Whites Cross in Cork, having warehouse space of 66,000 sq ft. This is in addition to an outdoor storage area for categories including bagged aggregates, totaling another four acres. As retailers continue to focus on streamlining their supplier base, Ames True Temper focus hard on simplifying the supply chain process for their customers by offering a wide range of categories at direct supplier costs, with best in class POS solutions, 95%+ stock availability, next day delivery and a complete merchandising service. The saying “`Our best days lie ahead` is very much true in relation to our business, considering what we have created and our ambitious plans for the future” concludes Niall. For further information contact +353 21 4302433, sales@truetemper.ie.
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January/February 2022
SOME THINGS JUST BELONG TOGETHER! Ames True Temper Whites Cross, Cork, Rep of Ireland Tel: 00353 21 4302433 | Email: sales@truetemper.ie
COMMERCIAL FEATURE
The outdoor VAC for heroes Kärcher have enhanced its range of Wet and Dry Vacuum Cleaners for work around the house. They don’t believe in just using the right tool for the right job. They believe in using the perfect tool for the perfect job! Their Wet and Dry Vacuum Cleaners are specifically designed for cleaning cars, sheds, garages, gardens and other tasks that are too tough for your indoor vacuum. The powerful suction makes light work of the toughest jobs from dust and debris to mud and gravel. Kärcher`s Wet and Dry Vacuum Cleaners are designed to pick up large amounts of dirt in the shortest possible time. A particular advantage over other vacuums is the option of being able to vacuum dry dirt alongside damp or wet dirt and liquids. Additional benefits with the new models include excellent cleaning performance, improved energy efficiency and increased efficiency of the built-in filter. There is also improved storage for tools and securing options for the suction hose or floor nozzle, ensuring it is convenient to handle. The robust, compact design makes it easy to use and store away. Be an outdoor hero and protect your indoor vacuum by getting one of Kärcher`s Wet and Dry Vacuums. For further information on stocking Kärcher’s Wet & Dry Vacuum cleaners please contact the Kärcher Ireland sales office by email sales.support@ ie.karcher.com or phone 01-4097777.
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January/February 2022
THE OUTDOOR VAC FOR OUTDOOR HEROES. Kärcher doesn’t believe in just using the right tool for the right job. We believe in using the perfect tool for the perfect job. Our Wet and Dry vacuum cleaners are specifically designed for cars, sheds, garages, gardens and other tasks too tough for your indoor vacuum. www.karcher.ie/outdoorvac For further information: Email: sales.support@ie.karcher.com Phone: 01-4097777 Kärcher Ireland, Unit 3 Redcow Retail Centre, Robinhood Road, Ballymount, Dublin 22, D22 PY03.
COMMERCIAL FEATURE
The lighest BPA hose you’ll ever use Irish International Trading Corporation, IITC, are exclusive distributors of ‘’Idroeasy’’ garden hoses in Ireland. There are two main hoses in the range - It’s Light & It’s Magic.
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Both hose options are sold in visually pleasing display boxes that can be stacked four high. www.idroeasy.com. Idroeasy It’s Light is the lightest BPA hose your customer will ever use! The It’s Light ‘’Armadillo’’ hose is innovative, super light, anti-kink and made in Italy. It is made with nontoxic, food grade, first quality materials. Its unique features include anti-kink, and an anti-torsion (anti-twisting) patented structure, half the weight of traditional PVC hose. Compatible with all the usual hose fittings, the coil pack contains the It’s Light Garden hose and two quick connectors. UÊ UÊ UÊ UÊ UÊ UÊ
For further information please contact, Irish International Trading Company, Cork 021 4705800 / Naas 045 888300, email info@iitc.ie or visit www.iitc.ie.
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It’s Magic is not a regular garden hose set. Its Magic is that it’s an expandable garden hose that stretches up to three times its original length with water pressure. Maximum extension is reached after a couple of uses. It’s Magic Soft ultra-light is light and provided with a special kink and torsion resistant structure. It is completely nontoxic, manufactured with food grade, virgin materials. It doesn’t release any pollutants in the water flow. The hose pack is provided assembled with two Idroeasy quick connectors, an eight function nozzle with six different water jets and is compatible with all the usual watering accessories.
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January/February 2022
NEW GENERATION GARDEN HOSES - 100% RECyClAblE
ANTI-KINK & ANTI-TORSION STRUCTURE
3 X lIGHTER THAN TRADITIONAl HOSES
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For further information contact IITC:
t: Cork: 021 4705800 Naas: 045 888300 E: info@iitc.ie W: www.iitc.ie
VISIT US AT STAND E14
COMMERCIAL FEATURE
DS Supplies launch their Rattan Screening DS Supplies expands their gardening range for 2022 with the launch of Greenfx Rattan screening. The screening is UV resistant and perfect for privacy screening on railings, gates, apartment balconies and is suitable for indoor & outdoor use. It is easy to fix using cable ties, staples or nails etc. DS Supplies will also launch their new range of Greenfx garden lawn edgings in assorted colours & finishes including log roll and rattan effect. These garden edgings are flexible with a clip lock system and are quick & easy to install. They are manufactured in the EU, colour fast, frost proof and are recyclable. Accompanying this range there will be garden pegs available suitable for fixing fabric weed barriers, geo textiles, artificial grass, irrigation lines and lawn edging. Sizes available 100mm, 125mm, 160mm, 200mm, 225mm. For more information please contact, DS Supplies Ltd. on 01 4011 666, email info@dssupplies.com or visit www.dssupplies.com
Rattan nn Cedar Brown
Slate Grey
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a Made in the EU
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Forest Green
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Contact Us: 01 4011 666 info@dssupplies.com
January/February 2022
YOUR GARDEN IS IN SAFE HANDS
TM
Exclusively Available from Keypoint: www.keypoint.ie | sales@keypoint.ie | +353 1 885 30 30
COMMERCIAL FEATURE
Are you stocking the best sellers? Whelehan Gardening stock Evergreen’s full range of bestselling products including the newly launched Clear Range of natural home and garden pest control products and the Miracle-Gro® Nourish & Protect Range*. They also support retailers in developing their online presence and provide product training to staff through Evergreen’s trade website which is home to their asset library and award-winning online training academy.
products. The Evergreen Academy is freely available to all customers who register on the trade website and provides;
Evergreen Online
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Evergreen’s trade website is the go-to destination for retailers to source all the latest Evergreen product information for the 2022 season: U Product Data: Download the latest product information, pack images, logos, barcodes and safety data sheets U Media Downloads: Find our latest product videos, trade catalogues, brand logos and press releases
Evergreen Academy Evergreen’s trade website is also home to the Evergreen Academy, their online training hub is designed to help retail staff improve their category and product knowledge, enabling them to feel more confident about selling garden care
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Training modules covering the key garden care categories and sustainability Over 100 short training videos to increase product knowledge Staff receive certificates for each training module successfully completed Education infographics to ensure staff feel confident selling gardening products
Sign up today! Simply register online at www.evergreentrade.co.uk Enter your details and access will be granted by the Evergreen team. For all other enquiries, please contact Whelehan Gardening: Phone: 01 4688 900 or E-Mail: orders@tpwhelehan.ie *Use plant protection products safely. Always read the label and product information before use. Miracle-Gro® is a registered trademark of OMS Investments and is used under license from OMS Investments.
January/February 2022
COMMERCIAL FEATURE
Garden Fertilisers & Chemical The Whelehan Gardening team have provided a Seasonal Store Set-Up Check-List for 2022. U
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Set up early! Keen gardeners will buy the products they know they will need, as soon as they see them on sale, even as early as the beginning of February; as soon as we get the first mild day of the year, they will be out in their gardens, tidying and cleaning up and getting their gardens ready for the season ahead. Early, pre-season displays of moss and algae control products especially, (such as Patio Magic, MossOff, etc.), will see immediate extra sales if displays are prominent and offers are clearly displayed. Identify and highlight the various categories and subcategories within the Fertilisers & Chemicals displays. Plant Feeding, Lawncare, Weed Control, Pest & Disease Control products should be merchandised by category to avoid consumer confusion. Maximise use of Point-Of-Sale material to help identify the above categories. Special Offer signage is essential and should be checked regularly – there is no point doing a Special Offer if the consumer does not know about it.
January/February 2022
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Off-shelf displays of key gardening products in hightraffic areas of your store will massively increase impulse purchases. Free standing display units of volume lines can result in 50%-60% extra growth in sales and can be used to create a dedicated “Special Promotion” display area in your store. Remember that consumers are not always looking for the cheapest product; offering promotions and good value with branded products will grow turnover and drive cash margin growth. Value-Added, “Extra Free” packs, offered by suppliers of the key branded products, are a great way to encourage consumers to spend a little extra while maintaining retail margins. TV and Multi-Media advertising of the key brands will drive consumer awareness of new and existing branded products; ensure that you do not miss out on potential extra business by not having the advertised products in stock.
Please contact Whelehan Gardening for Planograms which can be tailored to individual space requirements , 01 4688 900 or orders@tpwhelehan.ie.
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Save time, money and reduce risk by having Brinks Cash Services collect your lodgements directly from your store Our Services include: • Low Cost Cash Processing fees- make significant savings on bank charges • Secure Cash/Cheque Collections directly from your premises • Free Delivery of Coin/Note floats with collections • Full range of smart safe-end to end solutions supplied
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Classified Ads If you are reading this, your customers are too, in every issue!
Offering exceptional value in advertising
Revised Deadlines for The Hardware Show Guide 2022
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March/April
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To advertise to key decision makers in the industry, contact Jim Copeland at 01-298 0969 or email jim@hardwareassociation.ie Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication. 60
January/February 2022
Classified Ads Accountants and Business advisers The hardware sector specialists - nationwide Nobody knows the hardware sector better than us. We are the nationwide leaders in the sector. We specialise in maximising your business profits. We advise on buying and selling hardware companies. We are experts on tax and succession planning. We excel at tax efficient hardware business restructuring and we provide efficient compliance services. And we’re only a phone call away Call Ian Lawlor or Michael O’Leary today. T: 01 – 6689760 E: ian@brensonlawlor.ie E: Michaeloleary@brensonlawlor.ie JPA Brenson Lawlor, Donnybrook, Dublin 4
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Contact us +353 (0) 1 545 7100 info.ie@kerridgecs.com www.kerridgecs.ie
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087 6671361 jim@hardwareassociation.ie
Your business. Your way.
To advertise to key decision makers in the industry, contact Jim Copeland at 01-298 0969 or email jim@hardwareassociation.ie Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication. January/February 2022
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IR E LAN D 'S LE AD IN G E C OM M E R C E A GE N C Y
Your HR Business Partner Since 1991, Tom Smyth & Associates has assisted employers in Ireland meet their Human Resources objectives. Both Irish and International employers across the country trust us to support their HR, IR, Employment Law and Health & Safety functions. 61 Midleton Road, Midleton, Co. Cork. Phone +353 21 463 4154
www.tsaconsultants.ie Email info@tsaconsultants.ie
LCMS offer end to end Credit & Debt Management designed to increase cash-flow within businesses.
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CONTACT ocooney@magico.com | www.magico.com
To advertise to key decision makers in the industry, contact Jim Copeland at 01-298 0969 or email jim@hardwareassociation.ie Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication. 62
January/February 2022
WOODCARE
EXTRA PLUS VINYL MATT
ALSO AVAILABLE IN
SOFT SHEEN
DECORATORS CHOICE FOR OVER 35 YEARS IDEAL FOR NEW BUILDS EXCELLENT TOUCH UP
EXCELLENT COVERAGE
MAINTAINS CLASS O FLAME RETARDANCE*
For more information ask your local Fleetwood account manager or call 049-854 7209 Fleetwood Paints, Virginia, Co. Cavan. Fleetwood.ie Available 1ltr, 2.5ltr, 5ltr, 10ltr and 17.5ltr
THE HOME OF THE ORANGE DISC
WE LIKE TO INNOVATE, NOT COPY NO MORE TEAR DROPPING The stand only takes up 34’’ square (less than one meter), it swivels on wheels and is six foot tall with the capacity to display 1000 discs. The stock items on the stand are: SQ1 115 230 300 350
SQ2 115 230 300 350
SQ3 115 230 300 350
Due to the resin bonding in cutting and grinding discs, it is essential that discs should not be hung on a peg, as it can causes TEAR DROPPING resulting in the disc vibrating which could render it dangerous to use. This is a precautionary measure.
21 Western Parkway Business Centre Lower Ballymount Road Walkinstown, Dublin 12 Eircode D12VX60
info@irishabrasives
www.irishabrasives.ie
Sales +353 87 2595884 / 87 1242102 / 86 8400535 / 87 2554003
