The Official Magazine of Hardware Association Ireland July/August 2022 www.thehardwarejournal.ie EMPTY HOMES
FORMULATIONIMPROVEDNEW Protects exterior wood and metal As durable as Dulux Trade solvent-borne 8 years all weather protection High gloss finish with improved gloss retention* *Compared to previous formulation. Visit www.duluxtrade.ie for more information BORN FROM WATER-BASED INNOVATION ULTIMATE DURABILITY
3July/August 2022
In our supplier profile AEF outline how teamwork has powered their success over the last 52 years. In this issue we are showing some of the Business Index Report. Comprised of the sales figures of 35 merchants, co-ops and hardware shops it gives a good view of the marketplace. Last year we included five categories and now with a year’s worth of data to compare with the information is increasingly valuable. Contributors get the full report. And we are always looking for new contributors. Martin Markey Chief Executive Officer - HAI
messagefromtheCEO
With the throng of abilityforgottenofoverthroughcustomersthedoorsthelastcoupleyears,somehaveorlosttheirtosellandtolook after customers. This autumn we have several training courses to enhance sales and customer service. For newer employees we are starting the second year of the Certificate in Hardware and Merchanting. Speaking to both participants and mentors from year one all of them mentioned increased confidence as a major benefit of attending the course. HAI are delighted that Octabuild have again decided to sponsor this Sustainabilitycourse. is increasingly important. With the threat to supply of oil and all that that threat entails driving down costs is critical. On page 41 we see how Wavin have taken the decision to have a fully electric fleet. Also, on page 30 IGBC look at future product labelling that will leave all better informed on the true environmental cost of manufacturing building materials. We also look at the day in the life of a BER assessor.
Over the next few months HAI will have three main areas of focus - Empty Homes Regeneration, Recruitment and Retention and Firstly,Sustainability.wehavemade proposals to Government on Empty Homes Regeneration. If our proposals are acted upon it would be a significant help in easing the housing shortage, lowering our carbon emissions and bringing life back to many of our localities – whether city, town or village. From a commercial perspective each rejuvenated empty home is worth an average €60k plus to a builders merchant. As Ireland misses our targets on new builds, as major retrofitting has yet to take hold and as the consumer markets weaken due to a natural falloff in demand being met - this empty homes sector of the marketplace is and will become increasingly important. We have the key recommendations outlined on page 20 with a link to the main document. We hope that some of our recommendations will be enacted in the Budget, and we are lobbying intensively to progress this. We have engaged a PR company to assist us in this. However, it is a marathon, not a sprint and we will continue to push. Unsurprisingly, in a time of full employment, recruitment and retention of staff is a challenge. Over the last few months HAI have made connections with Third Level colleges. They are a good source of both part time staff and of those looking for a career. Later in the year HAI will be attending a number of Careers Fairs at colleges and we will be asking members to participate with us. It is important that members seeking to recruit make connections with the colleges. On page 55 there is a list of college events and contacts. It was also suggested by Careers Officers in the colleges that there are cost effective ways to get an employer’s name known - by sponsoring a society and/or by scholarships. We will also attend a careers fair focused on those at second level. Anecdotally, we are also hearing stories of declining and sometimes poor customer service in the sector.
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 Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin, D24 C796 t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc © 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. ISSN 2009-5481 4 FRONT COVER: Empty Homes. 40 July/August 2022 contentsnews6 MEDITE SMARTPLY announce an exciting new addition to their MDF range. 12 CHADWICKS GROUP reopen their Bray branch. 13 Mayo Hardware MD wins Shining Star Award. 14 WOLSELEY receive acquisition clearance and appoint a new MD. 15 HAI publish wage rate guides for the sector. 16 GEOCEL relaunch MATE range and support The Lighthouse Club. 20 HAI launches EMPTY HOMES PROPOSAL. 24 OCTABUILD announce shortlist for Builders Merchant Excellence Awards 2022. 25 VARO bring us the next generation of cordless power tools. 26 WAVIN IRELAND introduces new policy on safe driving for staff. 27 BELLOTA introduce their professional tiling tool range. 30 IRISH GREEN BUILDING COUNCIL say why we need EPDs and clearer environmental labelling on all products.
5 58 PLUMBING & HEATING A look at the latest innovative products and industry news. 68 BUSINESS SYSTEMS How eCommerce and Enterprise Resource Planning (ERP) solutions can help businesses face current and future challenges. FEATURESCOMMERCIAL July/August 2022 classified ads 72 A SELECTION OF CLASSIFIED ADS 54trainingAUTUMNTRAINING SCHEDULE HAI outlines its Autumn virtual training schedule for hardware retailers, merchants and suppliers. 55 CAREERS IN HARDWARE A look at HAI’s latest activities in promoting career opportunities in the hardware industry. 56 HAI CERTIFICATE IN HARDWARE RETAIL AND MERCHANTING An interview with a successful student and mentor. 57 HAI CERTIFICATE IN HARDWARE RETAIL AND MERCHANTING Enrolment open for 2022 with Octabuild returning as sponsor. 46 3regularsAMESSAGEFROMTHE CEO Martin Markey introduces the latest issue of The Hardware Journal 8 BUSINESS INDEX Results from Q1 2022 with year-on-year comparisons. 19 HARDWARE ASSOCIATION IRELAND GOLF SOCIETY Results from Ashbourne Golf Club June 2022. 32 CORPORATE PARTNERS A look at HAI’s corporate partners and the services they offer. 34 MEMORY LANE HAI brings you on a pictorial stroll down memory lane. 39featuresBUILDINGENERGYRATING A day in the life of a BER Assessor. 40 ELECTRIC CARS Getting your business driving electric. 48 STEVE COLLINGE Insight DIY’s Steve Collinge outlines `the Importance of the last mile’. 50 LOCAL RETAILING IN THE USA Gina Schafer, co-owner of ‘A Few Cool Hardware Stores’ explains why having a company culture is so important. 52 A VIEW FROM EUROPE Thierry Coeman brings us examples of excellent resilience from France in the face of a challenging marketplace. 42 profiles 42 STORE PROFILE: TOPLINE ARCHERS Tells us to ‘Aim High for Customer Satisfaction’. 46 SUPPLIER PROFILE: AEF Managing Director Tom Finn shares his insights into the energy, commitment and innovation driving 52 years of success.
To find out more about the full MEDITE MDF range, visit: https://mdfosb.com/en/products/medite-mdf
To meet increasing demands, MEDITE SMARTPLY has introduced MEDITE OPTIMA to its innovative MEDITE MDF range. As a market-leading manufacturer of environmentally produced, sustainable engineered wood panels, MEDITE SMARTPLY is committed to evolving speciality and technical products in all markets to provide value added solutions throughout the supply chain.
MEDITE
MEDITE OPTIMA is suitable for interior humid conditions and is manufactured in accordance with EN 622-5.
MEDITE OPTIMA is a specially engineered, higher density moisture resistant MDF panel with superior finishing properties. It is perfect for applications where users need added density, unrivalled machinability and higher surface Designedquality. with increased machinability and smoother surface quality, this innovative new panel is perfect for kitchen and bathroom furniture, architectural mouldings, window boards, flooring and general interior joinery where a high-quality moisture resistant board is required.
WEATHERSHIELDFORMULAIMPROVEDFORTRADE
The NEW Dulux Trade Weathershield Quick Dry Exterior High Gloss provides a beautifully smooth and shiny finish to your customer’s exterior trim that will stay looking good for many years. This new formulation applies very similar to a solvent-borne equivalent but with the benefits of being a water-based product! By using it with the Dulux Trade Weathershield Quick Dry Exterior Flexible Undercoat it allows for better durability and provides a high gloss finish with improved gloss retention. The NEW! improved formulation means it now has an eight year all weather protection!
MEDITENEWANNOUNCESSMARTPLYANEXCITINGADDITIONTOTHEIRMDFRANGE
Ask your Dulux Sales Representative for more information or visit www.duluxtrade.ie
NEW
July/August 2022 News & Products 6
The new product is the result of the company’s continuous evaluation of the marketplace ensuring that all products are relevant to current demands. Over the years, MEDITE SMARTPLY has continuously developed innovative, versatile and sustainable products. These products are suitable for bespoke creations, which showcase the company’s ethos; from its sustainably managed forests through to its commitment to creating products that contribute to healthier buildings. Industry pioneers in the fields of MDF and OSB, the awardwinning brand is renowned for delivering the highest quality products, customer-led innovation and industry leading customer service.
Visit meditemakesitreal.com for more information. Dreamers welcome! Designers and artists with broad imaginations, architects and specifiers across all of the nations, from wardrobes to beds our quality can’t be denied, one of our innovative products can even be used outside. Outdoor kitchens and games, a summerhouse withstands all kinds of weather all the year round. Through the heat of the summer into cold winter chill, still a half century later MEDITE makes it real.
Join the MEDITE MDF community online to receive the latest updates. Upload your project images to be entered into a prize draw. Sign up to receive a free gift.
MEDITE® itmakesreal
July/August 2022 Market Intelligence The Q1 2022 year on year growth of 25% is in comparison to the lockdown impacted Q1 of 2021. Inflation is also having a major impact on increasing turnovers. The year-on-year increase in Q1 is particularly evident among Dublin and Urban members. The Business Index is collecting and analysing data at category level. If members would like to contribute and benefit from category data please contact Martin at 087 2226532 BUSINESS INDEX Q1 2022 RESULTS 8
Market Intelligence July/August 2022 9 J.223663 | HAI | Q1 2022 Index | Jun 202218 Base: All Branches Business index YTD 2021 DIY / Hardware Seasonality - Month on month comparisons* *To facilitate YTD comparisons, baseline used is December 2020 (= 100 %) 100 99 94 116 111 106106 78 67 94 98 111 113 80 76 99 JanFeb MarApr MayJune Jul Aug Sept OctNov Dec 20220212
PERFORMANCE AND SUPPORT - THAT’S OUR WINNING FORMULA GYPROC PLASTERBOARD ON GYPFRAME METAL DELIVERS QUALITY, DURABILITY AND PERFORMANCE. GYPROC TECHNICAL AND SPECIFICATION TEAMS WILL SUPPORT YOUR CONSTRUCTION PROJECTS WITH EXPERT ADVICE, ACCOMPANIED BY AN UNPARALLELED 25 YEAR WARRANTY.1 OFFERING MARKET LEADING SUPPORT SERVICES RecyclingPlasterboardServiceDemonstrationHands-on Team Nationwide Sales Team distributionsupporting Free training on products, systems, building regulations and industry standards Technical Department with expert knowledge on products and systems SpecSure® Gyproc SpecifiDedicatedGuaranteeSystemscationTeam ProjectSure® 25 Year Product and Systems Warranty To use Gyproc Systems on your next project visit Gyproc.ie or contact our Technical Team, ROI: Free Phone: 1800 744480 NI: Free Phone: 0845 3990159 Email: tech.ie@saint-gobain.com.
1 25 year warranty subject to using a complete Gyproc System and in line with the T&C's of the ProjectSure® warranty.
CHADWICKS GROUP’S NEW LOOK SUSTAINABLE BRAY BRANCH
Patrick Atkinson, CEO of Chadwicks Group, Diane McDonald, Branch Manager at Chadwicks Bray, and Eamonn McHugh, Regional Director at Chadwicks are pictured with Charlie Byrne, Retired Branch Manager of Chadwicks Bray, who opened the branch in 1990.
As members of the Irish Green Building Council, Chadwicks Group provides sustainable building solutions to support customers in reducing their environmental impact. Taking steps toward a more sustainable future, Chadwicks Bray has introduced plastic-free internal signage within the branch. In an attempt at moving from an E-BER rating and achieving the highest A-BER rating for the branch, Chadwicks Bray has made significant updates to the branch’s building fabric, as well as installed 50kWp Solar PV panels and introduced a new and improved energy efficient VRF heating system with Heat Recovery Ventilation. The Chadwicks Bray team is also working to support local biodiversity to the standards of the All-Ireland Pollinator Plan, as well as partnering with schools in the area to provide pre-used materials to create dedicated ‘Bug Hotels’ in green spaces throughout the vicinity.
A key feature of the new Bray branch is the Chadwicks ECO Centre, complemented by the team in-store who are on hand to provide guidance on the latest sustainable building products and services. The ECO Centre is complete with the most up-to-date materials for sustainable building needs including insulation, airtightness, ventilation systems, heat pumps and controls, solar energy, and water-saving products.
Chadwicks Group have recently announced the official reopening of its Bray branch. Located at Boghall Road the branch has been entirely refurbished with the ambition of achieving an A3 Building Energy Rating (BER) and offers a new fully accessible store layout and best-in-class products and materials. This announcement forms part of Chadwicks Group’s ongoing nationwide rebrand and upgrade programme which commenced in 2018. While the Chadwicks Bray branch has undergone enhancements, customers can still expect to receive the same expert product advice from the team of 32 highly trained merchanting specialists.
12 July/August 2022 News & Products
Sustainability at the Forefront
Easy Accessibility
The branch has been entirely refurbished to be fully accessible in accordance with Irish Wheelchair Association (IWA) guidelines. As part of an ongoing partnership with IWA which commenced in 2021, Chadwicks Group is implementing best practice inclusion and diversity principles across branches nationwide through the help of IWA’s Disability Awareness Training programme.
A Community-Centred approach New to the Bray branch is the new community hub where customers can meet and catch up in the branch. The hub features a coffee station and a community board and a trade board for information on local tradespeople and initiatives happening locally. To keep customers informed on market trends and industry news, Chadwicks Bray will also host a series of trade-focused mornings. Customers will have the chance to talk to suppliers and discuss new product ranges and materials.
Sustainable Construction
The Fixing Centre Chadwicks Group’s “store within a store” concept has been introduced to the newly opened Bray branch. It provides builders, engineers, and specialist tradespeople with all the tools and materials they may need in one convenient location. With the help of a dedicated team comprised of fixing and tool specialists, the Fixing Centre provides customers with a host of fixing materials including setting chemicals, concrete anchors, nuts, bolts, nails, and fixings, perfectly suited for any trade job.
The branch sports newly introduced showrooms which showcase the latest trends in doors, floors, bathrooms and stoves. The Bray branch now features new product lines such as stair parts, skirting and architrave which are all on display within the showroom, as well as a brand-new design studio where customers can keep up with all the latest trends and innovations. Catering to various tastes and styles, the skilled team of experts are on hand to advise based on customers’ needs and Commentingrequirements.ontherebrand, Diane McDonald, Chadwicks Bray Branch Manager, said: “The team at Chadwicks Bray are delighted to reopen the doors to our customers today. The improvements that have been made will allow customers to enjoy exciting new additions such as the Fixing Centre and the ECO Centre, offering expert advice for any trade job – big or small. We look forward to introducing our customers to the newly refurbished branch, which has been designed with sustainability and community at the core.”
The creation of a newspaper page or piece of artwork was, once a upon a time, a painstaking, laborious task, carried out letter by letter, line by line, block by block. That was the reality back in 1862 for W&G Baird. The Baird brothers were self-made merchants with determination to succeed and subsequently built a thriving print business. In 1870 both brothers realised an opportunity to produce a newspaper as Belfast became industrialised and the population grew exponentially. The Belfast Evening Telegraph, now the Belfast Telegraph, was born. W&G Baird moved to its current site in Antrim and six years later was acquired by Belfast businessman, Roy Ballie, who invested heavily to bring the business into the modern age.
Lorraine Burnell, Managing Director of Joseph Murphy Ballina Ltd & Edel Kenny, President of Network Ireland Mayo. Johnathan Ridgway, Accounts Executive, and Don Hawthorn, Account Manager, at the Irish Print Awards held at the Crowne Plaza Hotel in Dublin, where they picked up the Silver Award for Magazine of the Year 2022.
The high profile ‘Network Ireland Mayo Businesswomen of the Year’ awards took place at the Knockranny House Hotel in Westport in June. These prestigious awards highlight excellence in business where the finalists go on to represent the Mayo Region in the National Finals in October.
Lorraine said on the evening , “I am so humbled and proud to be acknowledged by Network Ireland and I am proud to represent Joseph Murphy Ballina Ltd at the National Awards in October. I have the support of a fantastic team which enables JMBL to bring world class products to our customers. The award is fantastic recognition of a great deal of hard work and determination and I will continue to develop strong partnerships with key retailers and strive to cement JMBL as a strong player in the industry.”
For more information or a quote for your printing needs contact Sam Sharp, +44 (0) 75 8311 9846, or sales@wgbaird.com
HARDWARE MD WINS SHINING STAR AWARD W&G BAIRD BOAST ONE OF THE MOST TECHNOLOGICALLY ADVANCED PRINTING CAPABILITIES IN IRELAND
Lorraine has displayed enormous leadership over the last couple of years as Managing Director of JMBL. The hardware distributor has enjoyed fantastic growth and successes over the past year, achieving AIBF All-Star Accreditation and indeed Lorraine also winning AIBF Mayo Business Woman of the Year 2022. JMBL operating from a purpose built 40,000 ft2 warehouse in Ballina stocks a vast portfolio of products ranges, listing over 4,500 products lines. JMBL lead the way in innovation, by continually developing new product ranges and own brands, such as MOY Agri, Moy Aquapro and much more.
13 News & Products July/August 2022
Lorraine Burnell, Managing Director of Joseph Murphy Ballina Ltd (JMBL) was shortlisted in two categories and went on to win `The Employee Shining Star Award` and will represent Network Ireland Mayo Branch in Galway at the finals. An amazing achievement and recognition of her hard work and dedication as a very successful Hardware Industry leader.
Find out more information and see the vast array of products available on www.josephmurphy.ie
In 2006 the current management team acquired the business and invested over £4 million which saw the latest print and finishing technology installed at W&G Baird’s. The investment provided Baird’s with the chance to produce more brochures, catalogues and books at much higher speeds resulting in efficiencies for the customer.
In 2022, W&G Baird still boast one of the most technologically advanced printing capabilities in Ireland making them an award-winning printer. Many Hardware Association Ireland members and the wider trade sector choose WG Baird for their brochures and other printed material
MAYO
In presenting the award organisers said that “This award recognises Lorraine’s vision for the business as truly inspirational and she is very deserving of this accolade, yet she is quick to emphasise the value of the team around her”.
Mark Lohan, Managing Director, Ireland.
At B&G Home they are taking their business to the next level by investing and further enhancing their online offering. They are committed to providing customers with support for their online activities and platforms. They know the value and increased focus within the digital landscape so enhancing their expertise, support and online assets is key to moving that dial!
B&G ADD TO TEAMMARKETINGTHEIR
14 News & Products July/August 2022
At B&G Home
Wolseley UK recently announced its intention to acquire Heat Merchants and Hevac Ltd., subject to clearance from the Irish Competition and Consumer Protection Commission, which has now been received. Wolseley UK has also announced the appointment of Mark Lohan to the role of Managing Director, Ireland, starting on 15th July. Mark brings extensive experience in the Irish market, specifically around supply chain management, finance, and operational strategy, to the role. He was previously the Managing Director of Brooks, one of the longest established of Ireland’s timber and building supplies businesses. Mark said of the appointment: “I am extremely excited to be joining Wolseley to lead the Heat Merchants, Tubs & Tiles and Hevac businesses. There are lots of opportunities in the Irish market at the moment and, as part of Wolseley, we will be in a very strong position to continue the growth and build on the momentum and financial security that the teams in the businesses have already generated over recent years.”
Simon Oakland, CEO Wolseley UK, commented: “I am delighted that Mark will be joining the team. His
Feel free to reach out to either Simon or Michael at B&G Home with any questions or requirements you may have at weborders@bghome.ie
WOLSELEY
Along with Michael Maher, Marketing Manager, they have recently had Simon Malone join the B&G team. Working with Michael and the wider marketing team, Simon has joined as of online and continuing to invest in their digital platform and strategy, Simon and the team are working hard on improving and providing their resources and knowhow to all their customers. Offering digital related packages including high resolution assets, digital flip brochures, and any related eCommerce and digital support they can. Their very own B&G Home website has the latest offering for customers, and they welcome existing and potential new customers to use and take advantage of their online trade portal account. Make life easy by ordering with them online and manage your account anytime, anywhere 24/7!
HOME
their mission is to be the leading supplier of quality home improvement & DIY products while setting the standard in customer care and service excellence. They strive to be recognised by their customers, suppliers and staff as the most successful, sustainable, and innovative company in our market. They are proud to provide a quality range of home products and continually look to innovate their ranges to provide classic and state of the art designs throughout their collections.
Eversheds.CorporatetransactionwereMerchantsintoextendgrowthcontinuesinvaluableIrishexperienceextensiveinthemarketwillbeasWolseleytodriveitsstrategyandthebusinessIreland.”HeatandHevacadvisedonthebyCapNuaFinanceand
UK RECEIVES CLEARANCE FOR THE ACQUISITION OF HEAT MERCHANTS AND HEVAC LIMITED
SONAS have also announced extended service and collection hours to support trade customers to get products to site when they need them. The SONAS customer service team will now be available on the phone from 7.30am to 5.30pm, Monday to Friday. Order collections directly from the warehouse are available between 7am and 6pm, Monday to Friday. Orders placed by 5pm in Dublin continue to be available for free the next working day. Delivery for all other areas, with a few limited exceptions, for orders placed by 1pm are available for the next working day delivery.
The report also presents key trends in employers thoughts on the merits and pitfalls of remote working, with many employers airing their strong opinions on remote working’s impact (positive and negative) on their work culture.
SONAS Bathrooms are delighted to announce that, as part of their commitment to provide the best possible customer experience, they are now extending the opening hours of the showroom.
After receiving feedback from its member retailers/builders merchants, and suppliers/distributors, Hardware Association Ireland (HAI) recently published its Wage Rate Survey results for One2022.ofour key annual surveys, this report covers wage rates in the sector split up by retailer/merchants and distributors/ suppliers, with trends compared to last year’s results. This year HAI also sought data on remote working and employee Thisbenefits.year’s surveys yielded interesting results, with a significant number of employers intending to increase their wages this year, and increases in the wage rates of over 30 role categories regionally. Wages this year appear to account for a comparatively lower percentage of turnover, which could be a result of inflation.
Access to HAI’s Wage Rate Survey results (Retailers/Builders Merchants and Suppliers/Distributors) is exclusively available to HAI members. For more information about this year’s results, or for access to the reports, please contact Aoife at aoife@hardwareassociation.ie
SONAS
BATHROOMS EXTEND SHOWROOM OPENING HOURS HAI PUBLISHES 2022 WAGE RATE SURVEYS
The SONAS National Showroom will now open to public and trade customers on Saturdays from 9am to 1pm as well as also being open 9am to 5pm Monday to Friday. For customers that require assistance of a SONAS Product Expert they are invited to pre-book an appointment on www.sonasbathrooms.com
15 News & Products July/August 2022
The SONAS Bathrooms 5,000 sq. ft showroom; in Ballycoolin, Dublin 15; offers customers the opportunity to see more of the extensive range of stylish and high-quality SONAS products. SONAS offer free consultations (available Monday-Friday) with their team of product experts. SONAS encourage use of this excellent service to help customers to choose their SONAS Forproducts.more information, visit www.sonasbathrooms.com. 103 Northwest Business Park, Ballycoolin, Dublin 15, D15 R883. Call +353 (01) 817 9755 or email info@sonasbathrooms.com
A mainstay of Geocel’s product line up for more than two decades, the primary aim of the comprehensive Mate range is to offer easier product selection for users. Each of the 27 products have been specifically formulated to provide a sealant or adhesive that enables the best possible finish, every time.
In 2021, Geocel relaunched its popular Mate range, including all its Trade Mate, Joiners Mate and Painters Mate products. An extensive portfolio of professional sealants and adhesives, the Mate range was created to provide a go-to solution to tackle every challenge a tradesperson might encounter on site.
www.geocel.co.uk/brands/trade-mate/ and please visit www.geocel.co.uk or contact technical@geocel.co.uk for product or technical support.
For more information on Geocel’s Mate range, please visit:
16 News & Products July/August 2022
“The Lighthouse Club’s work is close to our hearts and in these especially unprecedented times it is our duty to do more,”commented Laura Hettenbach, Senior Trade Brands Campaign Manager at Sherwin Williams. “By raising awareness through our Trade Mate range, we believe we can help reach those who really need the support and lifesaving guidance provided by the charity.”
Further details are available from Colleen Milligan, Lighthouse Regional Ambassador - Ireland, colleen.milligan@lighthouseclub.org, www.lighthouseclub.org
The Trade Mate range encompasses 23 products that are used across general building, plumbing, roofing and glazing applications. Joiners Mate comprises gel and liquid BS EN 204 Class D4 wood adhesives and mitre bond, a two-part instant bonding system. Finally, Painters Mate includes a Flexible Filler acrylic sealant ideal for filling cracks without the need for sanding, and a lightweight Ultra Fine Filler that can be overpainted in just five minutes. Furthermore, two new products have also been introduced to the Trade Mate range - Nail Power and Glazing Putty. An instant grab gap filling adhesive, Trade Mate Nail Power irradicates the need for nails and screws and is suitable for bonding most porous and non-porous surfaces. Trade Mate Glazing Putty is a premium solvent free acrylic, developed for glazing timber and metal frames to provide excellent adhesion and temperature resistance.
GEOCEL’S MATE RANGE SUPPORT THE LIGHTHOUSE CLUB
As part of the Trade Mate relaunch, Geocel has added the Lighthouse Club’s helpline - the brand’s charity of choice for 2021 and 2022 - to the range’s cartridge packaging to raise awareness of its vital services. The Lighthouse Club are a leading charity for providing emotional, physical and financial wellbeing support to the construction community and its families, they offer a confidential 24/7 Construction Industry Helpline and supporting app to help those in need.
® THE DEFINITION OF TrustDEPENDABLEyourmates geocel.co.uk/trademate
For
Highlights to look out for The modular storage solution BUNKER® launched earlier this year with its stunning style and build is designed to make a statement as well as keep cherished tools safe and secure. The Draper D20 20V range continues to expand, with the interchangeable battery system enabling users to combine the same battery/batteries with any of the tools in the series.
Draper Tools is pleased to announce the launch of its 20222024 catalogue, featuring hundreds of new product lines across its wide range of industry sectors. A family firm, the 103-year-old Draper Tools is a brand trusted by industry specialists and the home enthusiast alike. The company’s first ever catalogue was produced in 1961 and hand typed by Joan Draper. Since then, things have come a long way. The company is continually innovating and introducing new lines, new technologies and feature-packed products.
With 968 pages, the 2022-2024 catalogue features over 11,000 lines, and includes over 1,600 newly introduced since the publication of the 2019-2020 catalogue, and over 200 launched within the last six months and marked with the ‘NEW’ icon.
And there are sections dedicated to the latest ‘go to’ for electricians, the new XP1000® range of fully VDE compliant screwdrivers and pliers. Draper Tools is committed to product range development and offering the latest technology, but Draper quality and service remain constant, due to strict quality assurance standards and state-of-the art testing. Plus, all hand tools come with the Draper Tools lifetime warranty, offering customers complete peace of mind. The catalogue is available online at www.drapertools.com and printed copies can be ordered via their b2b website or through your Draper Account Manager.
Peek Polish can be used inside your customers car to remove grime, rust and scratches from the steering wheel, rims, and all chrome surfaces.
PEEK POLISH CLEANS, POLISHES AND PROTECTS
Peek Polish is perfect for cleaning, polishing, and shining all metals. It can safely be used on brass, copper, sterling, stainless steel, nickel, bronze, gold, aluminium, platinum and more. The mild abrasive quality of the cream ensures that it will even remove oxidation. It’s also excellent for fibreglass, plexiglass, perspex, ceramic tile and painted surfaces.
Peek Polish can also be used around the house to restore silverware and jewellery, as well as shine kitchen hobs and appliances. Its special features include the removal of heat discolouration, oxidation, light corrosion, rust, dull spots and stains. Peek polish available in 50ml, 100ml, 100ml blister, 250ml, 250ml liquid, and 1 litre. further information contact the Excellence Main Office Unit 43, Grange Parade, Industrial Estate, www.excellence.ie
This new edition is in a new font making it even easier to read, and the revised design has simplified content. Products are organised across industry and type – from automotive, to electrical, engineering, construction, power tools and accessories, gardening, hand tools, workshop equipment and storage solutions – and brand.
+353 1 8323300
July/August 2022 News & Products 18
DRAPER TOOLS LAUNCHES ITS NEW CATALOGUE 2022-2024
Baldoyle
Dublin 13 D13 Y860.
Golf Society
July/August 2022
Ladies Winner - Brianan Kingham with HAIGS Captain Bob Boxwell.
OVERALL First place James Wallace 39 points handicap 25 Second place John Phelan 38 points handicap 12 BB9 Third Place Martin Rowe 38 points handicap 8 CLASS 1 First place Bob Boxwell 37 points handicap 28 Second place Kieran Burke 36 points handicap 15 CLASS 2 First place Paddy Brady 38 points handicap 25 Second place Paddy O’Leary 36 points handicap 26 CLASS 3 First place William Dixon 37 points handicap 35 Second place Neil Parkes 31 points handicap 28 PAST CAPTAIN’S PRIZE Winner Tim Lodge 35 points handicap 17 LADIES PRIZES First place Brianan Kingham 38 points handicap 22 Second place Kathleen Lynch 32 points handicap 21 VISITORS First place Brendan Lamb 39 points handicap 19 Second place Noel Gorman 33 points handicap 18 Back 9 Dan Lynch 20 points handicap 25 Front 9 Eddie Kelly 20 points handicap 20 RESULTS OF HARDWARE ASSOCIATION IRELAND GOLF SOCIETY CAPTAIN’S DAY 17th June 2022 - Ashbourne Golf Club Sponsored by - Irish Abrasives 19
Overall Winner - James Wallace with Captain Bob Boxwell. Class 1 Winner - Bob Boxwell with Sponsor, Jim Cuddy, Irish Abrasives.
Past Captains Prize Winner - Tim Lodge with Sponsor, Jim Cuddy, Irish Abrasives. Class 2 Winner - Paddy Brady, with Sponsor, Jim Cuddy, Irish Abrasives. Class 3 Winner - William Dixon with Sponsor, Jim Cuddy, Irish Abrasives. A great day was had by all at the Hardware Association Ireland Golf Society Captain’s Day on 17th June 2022 which was held at Captain Bob Boxwell’s club, Ashbourne Golf Club. The event was as usual kindly sponsored by Irish TheAbrasives.weather on the day was very favourable, the course a great test of golf and the staff at the club were very welcoming. Members attending on the day were delighted to be joined by the Lady Captain of Ashbourne Golf Club and Bob’s wife, Helene Boxwell. This was a first for the society where both captains on the day were husband and wife. The next outing is HAIGS President Tom Glancy’s Prize, in Mount Wolseley Golf Club, Tullow, Co. Carlow on Friday July 29th. Members and new members are always welcome to attend, please contact Jim Copeland 087 6671361 for details.
CAPTAIN’S DAY IN ASHBOURNE GOLF CLUB
14 Reduce VAT to 9% on construction services such as BER assessments, for energy efficiency for a two-year period.
Any queries regarding these proposals can be directed to Martin Markey at martin@hardwareassociation.ie.
launches-empty-homes-proposal/hardwareassociation.ie/hardware-association-ireland-https://
10 Prioritise and accelerate SEAI grants for those who have purchased an empty home.
1 Include rejuvenation of empty homes in our housing targets
In recent months Hardware Association Ireland (HAI) has consulted with members and other stakeholders on empty/vacant homes/properties in their areas, the impact of this activity, and the potential solutions and opportunities.
HARDWARE ASSOCIATION IRELAND LAUNCHES EMPTY HOMES PROPOSAL EMPTY HOMES UNLOCKING THE OPPORTUNITY Hardware Association Ireland
5 Waive Capital Gains Tax on empty homes for a two-year period.
7 A one-stop shop “regulatory approvals process” within the local authority was recommended in the Urban Renewal Report of the Joint Committee on Housing, Local Government and Heritage. HAI endorses this recommendation.
3 Link both the Help to Buy and Renovate grant and SEAI grants to the costs of building materials.
From these consultations HAI has published a series of proposals designed to realise the opportunity of Empty Homes.
11 Extend the Accelerated Capital Allowance Scheme for Energy Efficient Equipment (EEE) and provide a tax deduction equal to 100% of the costs incurred on qualifying EEE in the year the expenditure has occurred.
4 Those rejuvenating older houses and those rejuvenating ‘above the shop’ accommodation to be given a choice of incentives
Ireland today needs a fairer deal for first time buyers, more homes, more home ownership, greater population density in our towns and cities, less vacancy and dereliction and decisive reductions to our carbon emissions. We need to reframe our thinking and optimise supply from existing properties. The value proposition for this is clearsighted, it is a smart investment.
The proposals are listed below, and are explained in further detail in the full report, which can be viewed here:
8 Ensure that planning departments in local authorities are properly resourced. Their focus needs to be on housing delivery – both new homes and empty homes.
6 Waive Stamp Duty on empty homes for a two-year period.
9 Task Revenue Commissioners with applying a 6% annual Vacant Property Tax on vacant/derelict properties
15 Lessen the Capital Gains Tax on the sale of rental properties from 33% to 20%.
13 Reduce VAT to 9% on all carbon-saving products such as heat pumps, insulation, stoves (all products as per Energy Saving Credits – Better Energy Homes) for a two-year period.
16 Lower the Local Property Tax for those who carry out an energy retrofit on their property that results in an improvement in the BER rating.
17 Loosen 80% rule on rental of Fair Deal homes
These proposals have been sent to the relevant Government Departments. In the coming weeks and months, we will be engaging strongly with government in securing support for our HAIproposals.believes that these recommendations are a coherent and compelling response to the challenges and opportunities that we face. They are both appropriate and pro-social with a particular relevance for much-needed regeneration throughout the country.
20 News & Products July/August 2022
2 A Help to Buy and Renovate Scheme
12 Fast-track applications to NSAI of bio-based construction materials.
There are many more notable innovations in the OLFA range, including specialist cutters for protective sheeting, multi-purpose saw blades, blade disposal systems and glass scrapers that don’t scratch glass. To become a stockist, call Anthony White, National Sales Manager, on +353 87 381 8356 or email anthony.white@ axusdecor.com Connect on @olfa_ukie
.
The end of the tool features a point that allows striking by hammer, which works well with the included, tough blade. This blade is 0.8mm thick, so it doesn’t get nicked, even when struck against hard materials, such as tiles. Other uses include removing paint, roofing materials, adhesives, vinyl tiles, grout, etc.
21 News & Products July/August 2022
OLFA’s X Design scrapers, available in three sizes, are in a league of their own. These extra-heavy-duty scrapers will take on anything from delicate removal to serious demolition. Axus Decor (who distributes OLFA in Ireland) are so confident in their quality that they offer a lifetime guarantee.
An optional flexible blade (BSF) exists for delicate tasks, such as removing wallpaper. Applying pressure to the BSF flexible blade will cause it to bend, allowing you to scrape at a much shallower angle. Consequently, the blade edge will not dig into the
OLFA X &ULTIMATESCRAPERS:DESIGNPOWERDURABILITY PUSH-SAW AND PULL-SAW IN-ONE olfa.ie LIFTSMASHSTRIPVinyl Impulse hardening greatly increases the blade’s life Electroless Nickel Plating adds durability and corrosion resistance fibreglassreinforceD
aluminium,headstainlesschrome-platedThetools.needingincanworkamountreducingsubstrate,theofrepairrequired.Youswapbladessecondswithoutanyothershaftissteel,theisdie-castandthe wheel to change the blade is nickel-plated. These materials have been selected to maximise durability, resist dirt and scratches, and minimise weight. The handle features OLFA’s famous “X” rubber wraparound; it’s comfortable and prevents slipping, allowing you to apply maximum force with minimal hand fatigue. When the scraper is not in use, cover it with its easy clip-on blade cover to protect your fingers when searching through your tool kit.
The campaign runs across a variety of channels including print and digital trade press ads as well as innovative direct mail including popcorn boxes.
Keystone has always valued its partnership with builders’ merchants and has a proud 30-year history of unwavering support to its merchant partners. ‘Movies from Home 2’ is poised to deliver high-value sales and will undoubtedly show how Keystone’s partnership approach offers huge benefits and adds value to its customers.
Wavin Ireland is expanding its Wavin Sewer range to include large diameter 400mm and 500mm SN8 smooth wall single socketed pipe and ring seal couplers, manufactured to EN1401. This is in response to customer demand from some contractors who see the benefits of using PVC-U pipe as an alternative to concrete pipe including for example, it’s availability in 6m pipe lengths and that it is quicker and easier to handle and install. You can contact your local Wavin sales representative for further information. FROM HOME’ INTRODUCES TO ITS SEWER RANGE
July/August 2022 News & Products 22
‘MOVIES
Running until March 2023, Keystone’s eye-catching and tongue-in-cheek ‘Movies from Home 2’ campaign, has like its predecessor, a simple message for merchants: tell us about live projects in your area and our sales team will help you to secure them.
Following the huge success of its inaugural movie-themed marketing campaign, which ended in June 2021, Keystone Lintels, a leading manufacturer of steel lintels, is delighted to launch ‘Movies from Home 2’ and once again is anticipating it to deliver high-value sales for its merchant customers from local building projects.
The campaign has been designed to engage directly with merchant customers and help generate sales opportunities. It will also help educate merchants on Keystone Lintels’ lead process – all they need is the lead and the dynamic sales teams at Keystone will follow up and pass back any orders to the merchant customer that provided the initial lead, resulting in a direct sale for that branch.
Kris Willis, Ireland Sales Director, Keystone Lintels said: “Our first Movies from Home campaign was created to allow Keystone to work closely with our merchant partners to drive enquiries and sales. The campaign was such a huge success that Keystone has brought it back and now launched Movies from Home 2 in order to continue to secure new Lintel orders and drive turnover for our Irish merchants.”
As an added incentive, merchants will have the opportunity to win movie-themed prizes including 65” Sky Glass TVs, home cinema projectors and screens, family cinema tickets and additional spot prizes.
The lead generation partnership message is once more being communicated to merchant partners through a movie-themed campaign, which this time takes inspiration from classic films including the Indiana Jones series of movies, Jaws, Toy Story and The Avengers.
CAMPAIGN SEQUEL LAUNCHED WAVIN
LARGE DIAMETER
And be entered into our Keystone Lintels ‘Movies from Home’ prize draw for the chance to win fantastic prizes including: 65” Sky Glass TV / Home Movie Projector & Screen / Cinema Family Passes with the chance to WIN one or more of our many spot prizes.
Keystone Lintels ‘Movies from Home’ offers branch employees the chance to win fabulous movie prizes to enjoy from the comfort of their very own home. for more details.
FORTUNE
keystonelintels.com/movies
Swing into action with our latest lead generating adventure...
Along
& FORTUNEGLORY & GLORY PRESENTS
Leinster Regional Award
The shortlist has been announced for the Octabuild Builders Merchant Excellence Awards 2022 with 29 builders’ merchants across the island of Ireland now in contention for the four regional, five category awards and the overall Octabuild Builders Merchant Excellence Award.
Haldane Fisher Portadown (Castle Street), Co Armagh
Ganly’s
Patrick Donlon - Brooks Galway
“Over the past three years the sector has shown great ingenuity and leadership in handling these issues whilst at the same time maintaining a strong focus within their local communities.”
The Cope Topline Builders Providers, Dungloe, Co Donegal
Brooks
24 News & Products July/August 2022
In addition, nine staff members have been nominated by builders’ merchants for the Rising Star Award, acknowledging the up-andcoming talent in the industry.
SHORTLIST ANNOUNCED FOR OCTABUILD BUILDERS MERCHANT EXCELLENCE AWARDS 2022
Anthony Smith - Haldane Fisher Portadown (Castle Street), Co Armagh
The Octabuild Awards, which have been recognising excellence in the builder’s merchant trade for over 35 years, has moved to an allisland competition for the first time this year. Builders’ merchants are competing for four Regional Awards - Connacht/Donegal/Monaghan/ Cavan, Leinster, Munster and Northern Ireland, and for five individual award categories: Excellence in Business Management, Excellence in Customer Service, Excellence in Community Outreach, Excellence in Sales & Marketing and Excellence in Sustainable Business.
Speaking on behalf of the eight Octabuild members – Dulux, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, Kingspan Insulation and Wavin Ireland – Octabuild Chairman, Ray Molyneaux said: “It’s important for Octabuild that the Awards highlight to the construction industry the excellence of builder’s merchants. We are delighted with the enthusiastic response to this first all-island awards where merchants from all over the country have put themselves and their teams forward to showcase what’s excellent in the industry.”
Haldane Fisher Newry, Co Down
E in Sales and Marketing Longford, Co Longford
JP
Matt Johnston - Murdock Builders Merchants Ltd Castlereagh, Belfast
The full shortlist is also available at www.octabuild.ie/news/
Lee Dunne - Brooks Bluebell, Dublin 12
Excellence in Customer Service Chadwicks Santry, Dublin 9
Excellence in Business Management Brooks Bluebell, Dublin 12 Chadwicks Coolock, Dublin 17 Chadwicks Gorey, Co Wexford
Patrick Burke - Joyce’s Hardware & Home, Headford, Co Galway
Joyce’s Hardware & Home, Headford, Co Galway
JP Corry Springfield Road, Belfast Murdock Builders Merchants Ltd Newry, Co Down
Laura Cassidy - Rooney’s Homevalue, Kells, Co Meath
Munster Regional Award
The shortlist for the Octabuild Builders Merchant Excellence Awards 2022 is as follows:
Core Builders Providers Clondalkin, Dublin 22 Murdock Builders Merchants Ltd Derry Nioclas O’Conchubhair Teo, Connemara, Costelloe, Co Galway
xcellence
JP Corry Bangor, Co Down Murdock Builders Merchants Ltd Ballymount, Dublin 12 O’Mahony Oranmore, Co Galway Excellence in Sustainable Business Co Galway Chadwicks Co Galway Corry Newry, Co Down O’Mahony Ballymount, Dublin 24 Excellence in Community Outreach Brooks Bluebell, Dublin 12 Chadwicks Thomas Street, Dublin 8
Ganly’s Athlone, Co Roscommon Joyce’s Hardware & Home, Headford, Co Galway
TJ
Chadwicks Bray, Co Wicklow Murdock Builders Merchants Ltd Balbriggan, Co Dublin Rooney’s Homevalue, Kells, Co. Meath TJ O’Mahony Ballymount, Dublin 24
Rooney’s Homevalue, Kells, Co Meath Rising Star Award
Chadwicks Limerick McMahons Builders Providers Limerick Morris Builders Providers Ltd, Waterford Northern Ireland Regional Award
Simon Cummings - JP Corry Dromore, Co Down
Commenting on the quality of the entries, Chair of the Judging Panel, Liam O’Gorman, said: “Reviewing the submissions for the 2022 Octabuild Builders Merchant Excellence Awards has portrayed an evolving landscape wherein the industry responded to a host of unprecedented challenges such as Covid 19, Climate Change, staff retention, health and upskilling along with everchanging product standards and regulations.
Maggie Dillon - JP Corry Robert Guy, Ballymena, Co Antrim
Connacht/Donegal/Monaghan/Cavan Regional Award
The Cope Topline Builders Providers, Dungloe, Co Donegal TJ O’Mahony Oranmore, Co Galway
The Awards presentations will be made on the evening of Thursday, 13th October at the Round Room at the Mansion House in Dublin. All shortlisted merchants will be guests of Octabuild membersDulux, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, Kingspan Insulation and Wavin Ireland - at the Awards ceremony.
Mark Nicholson - Haldane Fisher Newry, Co Down
TJ
For the DIYer looking for cordless, durable and eco-friendly, Varo has developed the Dual Power range: one battery platform, compatible with more than 100 tools. With over 60 years of experience in the worldwide distribution of DIY material, Varo aims to cover the majority of needs in the DIY and garden market.
25 News & Products July/August 2022
The platform consists of two battery types:
• 20 V: a standard battery pack which consists of five li-ion cells. This battery is compatible with all 20 V Dual Power tools.
• 2x20 V: a battery pack with double the amount of cells compared to the 20 V battery pack. In other words, one housing with two battery packs or 2x20 V. The 2x20 V batteries fit all tools, no matter the amperage, and ensure an even longer working time when used on a 20 V tool.
The Dual Power charger was designed to be able to charge all Dual Power batteries, both 20 V and 2x20 V. All batteries and chargers can be acquired separately or as part of a starter kit. Thanks to the universal batteries and charger, there is no need to buy a separate battery for each tool, making this product line the more economical and ecological choice.
contact
In addition to the flexibility that only cordless tools can provide, Dual Power’s range of 100+ power and garden tools opens up endless possibilities to any DIYer or professional.
“Most battery platforms in the market can operate one specific range of tools,” says Jeroen Nys, CEO at Varo, “whereas Dual Power is designed to offer more flexibility and possibilities.”
For further information, contact Les Ashley, les.ashley@varo.com or directly on 087 440 8077 www.varo.com information Les Ashley @
les.ashley@varo.com or directly on 087 440 8077
DUAL POWER: THE NEW GENERATION OF CORDLESS POWER TOOLS TOOLS ONE PLATFORM, TWO RANGES, ENDLESS POSSIBILITIES For further
The format for the congress is threefold:
1. A large exhibition area with stands and information for service providers to the Credit Industry.
Day 2 – Focus on Technology in Credit
Wavin has introduced a new safe driving policy for its staff which includes prohibiting the use of hands-free technology while Michaeldriving.O’Donohoe, Wavin Country Director - Ireland said; “At Wavin, safety is fundamental and part of our DNA, and while the use of a hands-free phone while driving is not illegal in Ireland it is best practice to avoid doing so in terms of safe Indriving.Ireland we have adopted the Distracted Driving Policy introduced throughout the Wavin Group and parent company Orbia. We believe that while using hands-free technology is beneficial and productive for our sales and technical staff who travel regularly in the service of our customers, it can only be used safely when a person has stopped driving.” It is now part of the Wavin health and safety policy to reduce the driving risks its employees face and create by making voice calls while conducting company business.
“It is important that our customers, suppliers and partners are aware of the company policy so that they understand why calls may not be answered immediately,” said Michael.
7 TH WORLD CREDIT CONGRESS
ON THE 11TH & 12 TH OCTOBER 2022
“We are encouraging our stockists to make use of our Merchant Online Shop which provides an easy and quick way to manage orders for Wavin products without having to call or Theemail.Wavin Online Shop can be used at any time that suits the merchant, 24/7 from a desktop or mobile. This will greatly enhance their productivity when ordering from us.”
Day 1 – Focus on Credit Management
The ground rules of the Wavin Distracted Driving Policy to avoid using hands-free when driving include:
• Recording a voicemail greeting that tells callers that the person may be driving and cannot take their call;
2. Break out rooms, workshops, demonstrations around the ground.
“Over the last decade, leading companies have taken decisive steps to eliminate distracted driving risks associated with their businesses. At Wavin we join that effort” said Michael.
The cost is €397 to attend the event and that includes access to all areas, a goodie bag, lunch, coffee, snacks on both days and a drink’s reception at the end of the first day. (discounts are available depending on numbers).
Irish Credit Management Training are delighted to announce they are hosting the 7th World Credit Congress in The Presidential Suite of The Aviva Stadium, Dublin on the 11th & 12th October 2022. It is a unique opportunity to see the world’s leading credit management experts, sharing their knowledge and experience along with cutting edge technology and FinTech companies who will shape the future of credit, not to mention the networking opportunities, workshops and forums that are taking place in association with the congress.
July/August 2022 News & Products 26
Where the attendees can see the latest advances in automation, AI, Conversational AI etc. Both from the main stage and in the breakout rooms. To maximise the footfall the prices are being kept to a minimum.
There will be a number of key-note speakers from Mexico, South Africa, Canada, Malta, the UK and Holland. Also, workshops and forums in Breakout rooms around the stadium.
Stockists can sign up or enquire at wavin.ie/webshop
• Pulling over and parking a vehicle in a safe location if a call must be made or received.
The event is a platform for the exchange of ideas, knowledge, research and a forum for interaction between National and International Credit and Risk Management Professionals together with colleagues involved in all areas of Collections and Accounts Receivable Management. Individual attendance and Group packages are available, https://worldcreditcongress.com/ Over 400 attendees are expected at what will be one of the largest gatherings of senior Credit Professionals from all around the world.
• Planning journeys that include rest stops to check messages and return calls;
For further information contact, Catriona Byrne, Business Development Manager, Irish Credit Management Training, 87 627 3239 IN DUBLIN
WAVIN IRELAND INTRODUCES NEW POLICY ON SAFE DRIVING FOR STAFF
3. The formal Conference with keynote speakers from around the world. It will provide an opportunity for Senior Credit Managers to network and meet new Suppliers to improve their credit processes.
to
Bellota’s business has gone from strength to strength in Ireland. One of Bellota’s largest ranges includes the Professional Tiling Tools. Bellota is now considered as a premium tiling tool manufacturer and supplier within this specialised sector in Ireland.
Les Ashley, Head of Sales for Bellota says “Tiles are getting much bigger, much harder and more difficult to work with. It became evident that professional tilers were increasingly frustrated with the lack of availability of high-quality tiling hand tools, for example suitable diamond drills bits, cutting discs and levelling systems. Les says “Having the right tiling tools and levelling systems meant that we were in the right place at the right time for the professional tiler.”
July/August 2022 News & Products
Bellota now providing enhanced aftersales and merchandising support
For more information contact Les on 087 440 8077 or les.ashley@bellota.com, www.bellota.com BELLOTA TOOLSOUR JOURNEY SO FAR 27 TILING MACHINES AND HAND TOOLS EQUIPPED FOR THE BIGGEST AND HARDEST OF TILES MORE THAN 100 YEARS MANUFACTURING FOR YOU OUR OWN DESIGN, DEVELOPMENT AND MANUFACTURING 4 REGISTERED DESIGNS 4 PATENTS Made in Spain with 100% European materials
To enhance Bellota’s commitment to the market they have recruited an additional three experienced personnel to look after merchandising and after sales service. They cover all 32 counties. This has ensured that all the products a very high specification.
andhavestoresrecognisespossible.merchandisingbestreceivecustomersBellota’stheveryserviceandBellotathatdonotalwaystimeformerchandisingsotheyarehappytohelp out by displaying
The Whiteriver range can be viewed on their website www.wrg.ie and also features in their latest Composite brochure which is available on request or downloadable from the website. Traditional Cladding Teak
28 News & Products July/August 2022
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Decking Advert_2022.indd 17 14/07/2022 15:07:20
The composite decking market is now well established with plenty of choice for both retailers and consumers alike. The selection has grown extensively from basic plain / grooved boards when first introduced, to more aesthetically pleasing wood grain effect designs with a good selection of colours.
The latest offering from composite manufacturers to land on our shores is cladding. As with decking, this is a low maintenance alternative to traditional timber, including cedar and larch. Most systems on the market are easy to install and come complete with hidden fixings for a seamless finish.
Iain says that they are committed to developing this market by creating a unique offering of quality products that are “just that little bit better” with plans for new designs and profiles already in development for the 2023 season.
CLAD ALL OVER Contemporary Cladding - Teak Decking Advert_2022.indd 17 14/07/2022 15:07:20 Contemporary Cladding - Teak
We recently spoke to Iain Wogan, Sales Director for Whiteriver Group who launched a new range of composite cladding at this year’s Hardware Show. Iain said they have been working closely with their composite factories and are now stocking two styles of cladding to complement their popular UltraShield decking: “Traditional” (plain TGV style) and a unique “Contemporary,” modern alternative. Both styles are available in Teak, Walnut and Silver Grey. Iain explained that while composite cladding is relatively new to where it is also known as “siding” and used extensively in all aspects of construction. Whiteriver have tapped into this experienced know-how to bring a range with a proven track record in quality and durability. This cladding is perfect for gardening projects such as covering block work on garden walls, screening off unsightly oil tanks, covering tired gates or giving timber sheds or gazebos a low maintenance upgrade. The material can also be used for single story applications such as garden pods or simply creating a feature wall or porch entrance that will be the envy of the neighbourhood.
Cluide, Dunleer, Co. Louth. / +353 (0) 41 686 1000 / www.wrg.ie / enquiries@wrg.ie Cladd in g W a ll Di s p l a y & A r c hitect's S ample Box IRELAND'S LARGEST DISTRIBUTOR OF COMPOSITE CLADDING Contemporary Cladding 196.5 x 25 x 2700mm / 3600mm Traditional Cladding 142 x 13 x 2700mm / 3600mm
EPDs are Environmental Product Declarations, documents that are created by carrying out a Lifecycle Analysis of a production process. Put simply, they tell you the environmental impact of producing that concrete block, insulation panel or anything else.
WHY WE NEED EPDS AND CLEARER ENVIRONMENTAL LABELLING ON ALL PRODUCTS
If you are a manufacturer, you can begin your EPD journey at EPDIreland.org. EPD Ireland is the national programme for helping manufacturers produce EPDs. Operated by the Irish Green Building Council, it can guide manufacturers through the process and advise on finance available from Enterprise Ireland to support the costs.
30 News & Products July/August 2022
Furthermore, as part of our campaign, over 40 major specifiers of construction products operating in Ireland have already committed to asking for EPDs and giving preference to them wherever possible 2 Traffic lights work Most of us are already familiar with Building Energy Rating (BER) certificates and how they indicate the efficiency performance of a building in use.
Think of the nutrition labelling of food – the EPD is similar, but the information refers to the effect on the environment rather than the effect on you. It would be useful if at least some of the data from EPDs were printed on the packaging to help informed choice - see example below. Many companies choose to produce EPDs to demonstrate their commitment to the green agenda and to differentiate themselves in the marketplace; there are extra credits available for buildings that use materials with EPDs in certification schemes such as LEED, BREEAM and in the forthcoming revision of Ireland’s Home Performance Index, so in some cases, there is a reward for specifiers choosing them.
Where do I find out more about EPDs?
If you are a stockist, we encourage you to ask manufacturers to supply EPDs so your customers can make better informed choices. Ultimately, all markets respond to the demands of clients. Until we see greater regulation, only demand will influence supply.
A voluntary organisation in the UK, the London Energy Transformation Initiative (www.leti.london), has developed a similar certificate for quickly understanding the embodied carbon impact of a building. It demonstrates the emissions that occurred to produce each square metre of the building. If each material carried data from its EPD on its packaging the market could make better informed choice. This would encourage manufacturers to improve production processes to win business and move the market. The scale and impact of our building practices mean this could make a significant contribution to reducing our spiralling greenhouse gas emissions.
Around 11% of all greenhouse gas emissions are caused by the production of building materials. In Ireland, UCD estimates that figure to be closer to 14%1. The products we use today come to us neatly packaged in boxes or on pallets with only the performance information you need to know included –there is no requirement to tell you the environmental impact of Itproduction.isimpossible to look at two steel beams and know which contains recycled steel and which is all virgin material harvested at great energy cost. It is also hard to tell which was produced in a coal fired blast furnace and which came from an electric arc furnace running on renewable energy. The difference these kinds of details make to greenhouse gas emissions is huge yet remains invisible. If that information were disclosed and attached to a product, light would be shone on our industrial practices, and we could begin to address them. It could be done with a QR code, or even a stamp. More information would allow the market to choose less impactful products and therefore influence how products get made. In the absence of this information being a requirement, the Irish Green Building Council (IGBC) recommends you ask manufacturers for it yourself via an EPD.
1 environment-in-ireland_v3/www.igbc.ie/resources/whole-life-carbon-in-construction-and-the-built2 EPD Campaign - Irish Green Building Council (igbc.ie)
For the full article on why this is so important and examples of the carbon impact of some common building products please visit www.igbc.ie/why-EPD
With almost 90 years’ experience in Ireland we have developed a deep sense of understanding of the roofing requirements for the Irish market. Cedral slates are the strongest slates on the market and have been tried, trusted and tested on thousands of homes and buildings throughout the country. We are the only Irish manufactured slate, designed and guaranteed for Irish weather conditions. Based in Co. Kildare, we are proud to be members of the Guaranteed Irish House movement and support local jobs, products and services. Our commitment to continual innovation, sustainability and ever-improving standards ensure you get access to the best products and services giving you complete peace of mind when you choose Cedral. more at cedral.ie Tel: +353 (0)59 863 1316 Email: info.ireland@cedral.world AT CEDRAL WE ARE ON A MISSION TO BUILD BEAUTIFULMOREWORLDS
CORPORATEPARTNER HAI Corporate Partners CASH MANAGEMENTBrink’sCash Services Denise McCarthy 1890 474 denise.mccarthy@brinks.com000 www.brinks.com CREDIT & FINANCIAL MANAGEMENT Credit Risk Brokers James Riordan 01 491 james.riordan@creditriskbrokers.com6007 www.creditriskbrokers.com JPA Brenson Lawlor Ian Lawlor 01 668 ian@brensonlawlor.ie9760 www.brensonlawlor.ie LCMS Ltd Billy Nolan 087 billy@lcms2.com2604625 www.lcms.ie Zero Tax Property Stephen Holmes 01 info@ztp.ie4584770 www.zerotaxproperty.ie ECOMMERCE AND IT SUPPORT Agility Software Ltd David Malcolm 01 253 david@agility-software.com0282 www.agility-software.com Intact Software Mark Gurney 042 933 mark.gurney@intactsoftware.com1742 www.intactsoftware.com .IE Alan Finneran 01 236 afinneran@weare.ie5400 www.weare.ie Kerridge Commercial Systems Noel Burke 087 1405 noel.burke@kerridgecs.com483 www.kerridgecs.com Magico Orla Cooney 065 ocooney@magico.com6864580 www.magico.com Monsoon Consulting Ed Wyeth 01 ed.wyeth@monsoonconsulting.com4750066 www.monsoonconsulting.com Sales-i Sam Cannon 0044 121 scannon@sales-i.com4891070 www.sales-i.com 32 July/August 2022
HAI Corporate Partners 33July/August 2022 HR SUPPORT TSA Consultants Tommy Smyth 021 tommy@tsaconsultants.ie4634154 www.tsaconsultants.ie INSURANCE Dolmen Insurance Brokers Ltd John Bourke 01 info@hardwarestoreinsurance.ie8022361 www.hardwarestoreinsurance.ie O’Leary Insurance Group David Lombard 021 dlombard@oli.ie4730005 www.olearyinsurance.ie LOGISTICS Woodland Group Lee McMullen 01 lee.mcmullen@woodlandgroup.com8111500 www.woodlandgroup.com MATERIALS HANDLINGHenleyForklift Group Ltd Mark Kenny 01 sales@henley.ie6209200 www.henley.ie PAYMENT SERVICESAIBMerchant Services Owen Ball 087 owen.ball@aibms.com7715973 www.aibms.com BOI Payment Acceptance Eamonn Kelly 1800 806 partners@boipa.com298 www.boipa.com PRINT MANAGEMENTW&GBaird Sam Sharpe +44 (0) 75 8311 sales@wgbaird.com9846 www.wgbaird.com RECYCLING SOLUTIONSEuropeanRecycling Platform Martin Tobin 01 ireland@erp-recycling.org6624040 www.erp-recycling.ie Mil-tek Total Recycling Solutions Cliff Power 083 ireland@mil-tek.com0044858 www.mil-tek.com SHOPFITTERS / RACKING SYSTEMS Johnston Shopfitters Shane Brennan 01 sales@johnston-shopfitters.com4190419 www.johnston-shopfitters.com OHRA Racking Solutions Seamus Coyle + 44 28 8224 coyle@ohra.de7858 www.ohra.ie Storefit Shopfitters Limited Eamonn Brien 021 eamonn.brien@storefit.com4344544 www.storefit.com #WeGetRetail Want to find out more? Contact us today to become a HAI Corporate Partner info@hardwareassociation.ie or phone 01 2980969 NEW
The Department of Enterprise and Employment introduced the Protection of Young Persons (Employment) Bill 1996. Minister Eithne Fitzgerald TD, stated that it was about protecting young people when they are moving from full-time education into the world of work.
Please contact us with any ideas for content but don’t send any original images until we agree same.
E jim@hardwareassociation.ie T 087 6671361
Also, in Co. Offaly a new bathroom showroom called ‘Bathroom Village’ has just been opened by one of the most successful plumbing and heating companies in the midlands Walsh Brothers of Killeigh.
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A strollmemorydownlane...
There was news that debit cards are on the way and that with a moderate investment in technology there will be long-term payback in the reduction of documentation and cash handling instore and savings in time spent lodging cash. Hardware Association Ireland also produced a 10-step guide for retailers carrying cash to their bank.
In this issue we are featuring some pages from Irish Hardware Magazine. In particular, from the June 1996 issue, 26 years ago - published by Jemma Publications for many years, it was the forerunner of The Hardware Journal.
Deputy Mary O`Rourke, TD, launched the new Hardware Association Ireland, Advanced Building Materials Manuals for the trade. Many representatives from the trade attended including then President Jimmy Donoghue from Granard. Hardware Association Ireland also made a submission to a government white paper being prepared on training, particularly vocational training. The Association stressed to Minister Richard Bruton, TD, that the function of the white paper should be to affirm and encourage trainers, not to devalue those who have encouraged sectoral training over many decades without any state support.
In general trade news Corbett`s Hardware Store in Galway has been sold to an undisclosed buyer. The site was formerly a timber yard and shed buildings which were reconstructed following a fire in 1971.
New Hardware stores have recently opened in Killybegs and Ardara in Donegal. The Killybeg`s store, owned jointly by Gerard McGill and John Craig, main business will be ship`s chandlery and marine hardware. In Ardara owners Colm & Therese Campbell will be offering a comprehensive range of hardware, DIY, building materials and animal feed. Builders’ providers and hardware stores in Co. Offaly are expecting to benefit from two new hotels beginning construction in Tullamore. Both businesses have signalled their intention of using local suppliers where possible.
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A customer who has given consent for you to contact them in invaluable – use it, and recruit, recruit, recruit. Make it worthwhile Make sure the content is strong, relevant, builds relationships and drives action and sales. Make it personal – you have the data Use data to segment and personalise, giving you more control of what communications go to whom, and make the communication more targeted.
AB COMMERCE SUMMITSESSION 3: LOYALTY & RETENTION
36 News & Products July/August 2022
Paul Montwill, CEO and technical architect of AB Commerce, took to the stage to discuss the importance of using the conversion funnel to get repeat business, reminding delegates that personalisation is key to this.
Nail that subject line You want the email to be opened. Make sure the subject line is short, descriptive and compliant. Make use of emojis if they’re right for your brand, and if personalising, check your data! Test, and test again Send a real test to a real person – another pair of eyes to check content is ok, and don’t forget to test on mobile – make sure it renders ok.
The session was wrapped up by a Panel of Integration Partners featuring Humm, Klaviyo, Trust Pilot, Segmentify and Chatify discussing how their technology and services could help Retailers achieve Retention & Loyalty.
“In the modern retail environment, customer shopping is in-store, online and via social media”, said Paul, highlighting the omnichannel approach retailers should be making to their customer Paulrelationships.recommended
In the third and final part of our feature of the AB Commerce Summit, which took place in Co. Laois earlier this year, we look at the final discussions of the day, which covered the final stages of the conversion funnel: Loyalty and Retention.
At the end of the event delegates were welcomed to visit the exhibition space, which was a hive of activity with stands representing Magico’s partners including Segmentify, Humm, Elavon, Trustpilot, Chatify, Celebros, AIB Merchant Services, Wave OMS and Klaviyo.
Kerry Barnes, Partnership Manager at Klaviyo, concluded the discussion on the use of Email Marketing in customer retention and loyalty. She pointed out how effective use of data can help retailers build powerful customer segments, personalise communications, and divert attention to specific brands and topics.
Kerry reminded delegates that segmentation is also a useful way of reactivating inactive segments (contacts/customers who haven’t been engaging). She concluded by reminding delegates of the importance of email list cleaning – keeping your contact list updated.
merging together instore and online teams, getting them to integrate and collaborate, ensuring synchronicity with messaging.
Breige Grogan, senior eCommerce advisor at Magico, presented her five quick tips for an effective email marketing strategy: An email in the hand is very valuable
Piltown’s ‘Taking Charge of our Digital Future’ entry was shortlisted in two categories (Digital Business and Digital Changemaker) for its work in building, promoting, and managing the village’s high-speed network. The judging panel commended Piltown for the manner in which the local community had fully embraced the project with landowners granting access to land and volunteers working to lay more than 6km of cables, training as fibre optic technicians and providing crucial expertise pro bono. Piltown is believed to be Ireland’s first community owned and managed FTTP ‘fibre to the premises’ network and has resulted in the creation of a local digital hub and community centre that serves 37 groups in the area. The team behind the project believe that its success could be replicated in other towns and communities through shared experience and learnings. Throughout the competition, which was launched earlier this year, the judging panel looked for digitally motivated community projects and leaders who demonstrated digital thinking to creatively problem-solve and develop innovative ideas that improve and enhance towns and communities. This year’s winners and finalists cover the full spectrum, including those who are early in their digital journey as well as established, sophisticated projects.
Piltown in Co Kilkenny has been announced as the overall winner of the 2022 .IE Digital Town Awards for its ‘Taking Charge of our Digital Future’ project. As well as taking home the overall award, Piltown was also announced as the winner of the Digital Business category winning a total prize of €19,000. Chair of the judging panel Joan Mulvihill commended Piltown’s win commenting that “The community of Piltown showed extraordinary resolve and determination in putting their town on the digital map. In total, there was a prize fund of €100,000 across seven award categories including three special awards recognising a digital changemaker, a digital rising star, and a digital local hero.
Commenting on the announcement, Oonagh McCutcheon, National Director of the .IE Digital Town Programme, said: “At .IE, we congratulate all our winners, runners up and commended entries and are delighted to be able to honour and recognise their great achievements. Our judging panel was particularly impressed by Piltown, where the entire community stepped up and took matters into their own hands with transformative results.
The list of category winners and runners up includes:
Now in its second year, the .IE Digital Town Awards honour local town projects and people that are using digital innovation, technologies, and digital-first thinking for the betterment of towns, citizens, and services in the community.
PILTOWN IS THE WINNER OF .IE DIGITAL TOWN AWARDS 2022
The .IE Digital Town Awards, announced by .IE in 2021 as part of its overall .IE Digital Town programme, is part of four-year €1 million investment initiative focused on digital enhancement and digital technology adoption in Ireland’s towns.
13 counties had one or more finalists including Cavan, Clare, Cork, Donegal, Dublin, Galway, Kildare, Kilkenny, Kerry, Limerick, Mayo, Roscommon, and Sligo. Projects were shortlisted in the categories of digital education, digital tourism, community digital as well as digital business, while three special prizes honouring individuals and communities making significant difference to the digital betterment in local towns were also awarded under the categories of digital rising star, digital changemaker and digital local hero.
The Piltown Team; Minister Damien English, Minister of State for Business, Employment and Retail at the Department of Enterprise, Trade and Employment; Oonagh McCutcheon, National Director .IE Digital Town Programme; David Curtin, CEO .IE
Overall winner: Piltown, Taking Charge of our Digital Future (Prize: €10,000) Community Digital, sponsored by Western Development Commission Winner - Crumlin: Connecting Crumlin’s Community. (Prize: €9,000) Runner up - Limerick: Tiny Little Histories. (Prize: €5,000) Digital Education Winner - Sligo: Online Learning Project Manager. (Prize: €9,000) Runner up - Murroe: Scoutus Interruptus: How Digital Technology Helped Keep Us Scouting Through the Time of Covid. (Prize: €5,000) Digital Tourism, sponsored by AIB Merchant Services Winner - Gleann Cholm Cille: Building a digital cultural infrastructure for our community. (Prize: €9,000) Runner up - Ballyvaughan: Linking the physical and digital worlds via interactive signage. (Prize: €5,000) Digital Business, sponsored by Vodafone Winner - Piltown: Taking Charge of our Digital Future. (Prize: €9,000) Runner up - Westport: Where no Westport business gets left behind. (Prize: €5,000) Digital Rising Star Winner - Cootehill: St. Patrick’s Day celebration. (Prize: €8,500) Digital Changemaker, sponsored by Connected Hubs Winner - Roscommon Town: Roscommon Rapid Response Team. (Prize: €8,500) Digital Local Hero Eoin Costello, Dún Laoghaire Town. (Prize: €3,000)
37 News & Products July/August 2022
This innovation in recruitment from Uppercross Enterprises Limited fits very well with Hardware Association Ireland’s own recruitment initiative. A ‘Join Our Team’ recruitment poster is available to members, in two sizes, designed for use at a trade counter or point of sale instore. The poster is also available digitally so that members can download adding their company details in the space provided to customise the vacancy as appropriate.
The event ran as an “Open Recruitment Evening” where potential candidates were invited to meet with UEL’s recruitment and management team between 4-7pm.
The new positions are due to the continued expansion and growth across the Uppercross Group (that includes Niko Bathrooms), who recently announced their partnership with leading industry brands Myson and Carron Bathrooms as new additions to the Group’s product range.
Uppercross Enterprises Limited (UEL) hosted an open recruitment event on the 14th June, as part of a drive to fill a number of positions including warehouse pickers, forklift drivers, warehouse supervisors and warehouse managers.
Applicants had the option to send their CV ahead of the event, however the focus was very much put on the ‘process’ that not only facilitated walk-in applicants but ‘condensed’ the traditional recruitment steps into one evening. This resulted in successful candidates reaching the final offer stage of the recruitment process a lot earlier. The event was supported by a heavy-hitting marketing & comms campaign that featured across press, radio and social media platforms in the build-up to the event. This proved a key factor in contributing to the hugely successful turnout of applicants on the evening.
Paul Thompson, Managing Director said “One of the biggest challenges with recruitment in the current climate is getting through the whole process quick enough to present a job offer. The recruitment evening allowed us to condense the whole process from potentially two weeks to under an hour. With such a brilliant response to our marketing campaign we are delighted to have recruited seven new team members on the night and really strong candidates for the more senior positions. In addition, we got lots of positive feedback from candidates, in particular towards the warehouse tour we organised.”
38 News & Products July/August 2022
UEL HOST OPEN RECRUITMENT EVENT AS PART OF WAREHOUSE RECRUITMENT DRIVE
With decades of experience in the industry, Gerard is now sharing his advice to homeowners via his website www.saveenergy.ie Here visitors can find transparent details of his services, how a BER is calculated, how homeowners can improve their BER, and why a BER is needed.
Consultative Role Despite the challenges, Gerard loves his role, thriving on the more challenging properties, the chance to meet all swathes of society, and the procedure and rhythm that his duties provide. “It was pointed out to me recently that I work from the left of a property to the right, which I never realised!.”
Gerard uses a bespoke software called DEAP (Dwelling Energy Assessment Procedure), which automatically calculates the energy losses for the dwelling which is delivered as a BER Energy rating.
“The current default measurement for solar PV panels is a production of 60 watts per square metre, however this is an old calculation, with modern panels now five times less expensive, and producing up to 200 watts/sqm. If I don’t have the right data and due evidence to back up this wattage, I will have to use the older, default measurements, which is unfair on the property owner.”
How to become a BER Assessor
The role of a BER Assessor is a highly visual one, with photos and meticulous documentation required by the SEAI. This, of course, varies from property to property.
The role of a BER Assessor is highly accountable, with regular audits and a strict penalty point system in place. Gerard reiterates the importance of good, strong evidence, and a strong eye for detail, to avoid any risks.
Gerard Coyne has been registered as a Building Energy Rating (BER) Assessor since 2009, performing the role in his spare time while working in the Building Controls Industry, until he went full-time in late 2019, using his experience to assess over 1000 properties.
Another challenge Gerard notes is the limitations of some of the measurements, or “defaults,” which are the basis of his calculations. One such example is solar panels, Gerard explains:
Day-to-day During a BER Assessment Gerard considers different aspects of a home such as: • type of heating systems • whether the home is properly insulated or not • the quality of the windows • the home’s space and volume • the heat-emitters • and other energy-saving measures.
“I’ve had to talk clients out of using material or completing a job that will either hinder them in the long run. I always ask, “What is the purpose of putting that there?,” and that question can save a client thousands of Euros.”
“I assessed a simple three-bedroomed semi-detached house, from which I submitted 45 photos as evidence. On the other hand, I recently assessed a more challenging property which had three separate heat pumps and a large extension, so more calculations and assessment were needed. This resulted in 1.1 gigabytes of data, including photos, specification sheets and calculations, being sent to the SEAI.”
There is a high demand for BER Assessors nationwide, with over 20 open vacancies on www.indeed.ie, www.irishjobs.ie and other sites. Full training is provided on all processes.
The calculation process also considers the number of people who are likely to occupy a building, and the score is based on the average number of occupants in buildings of a similar capacity and size, leaving Gerard several variables to consider.
Gerard operates with the interests of his clients in mind, with his role gradually becoming a consultative one. Whether it’s a provisional BER Assessment of a new build, calculated by the property plans, (which he strongly recommends to anyone starting a self-build), or of an existing property, extension or retrofitting works, he always considers what’s best for the client.
For more information about the requirements of a BER Assessment, visit www.saveenergy.ie or contact Gerard Coyne at info@saveenergy.ie
BER Feature 39
Gerard Coyne - A Day in the Life of a BER Assessor
Advice for homeowners
Challenges Managing expectations is a big challenge for BER Assessors, as Gerard explains: “In its early days, the role of a BER Assessor was seen as a boxticking exercise, something that had to be done for the sale or rental of a property.” Gerard explained. This changed considerably with the introduction of SEAI retrofit grants, which require BER assessments to be signed off. “This puts a lot of pressure on a BER Assessor,” he continued, as it requires them to manage the expectations of homeowners, sellers, and other parties waiting for mortgage drawdowns or grants. “Some people think it’s a waste of time, others are scared of it!”
July/August 2022
Aoife Kinsella recently spoke to Gerard Coyne to get a day-in-the-life perspective of his role as a BER Assessor.
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The aim of this trial is to promote and encourage the electrification of the commercial fleet in Ireland. This trial will afford businesses the opportunity to test an EV free of charge for a minimum period of three months. Its purpose is to show, through real world evidence, the benefits, savings, suitability, and viability of EVs in a commercial setting.
Those taking part will also be offered a free charging unit to be installed at their premises. SEAI will cover 80% of the cost of installation up to a maximum of €1,000. This charge point will remain in place after the trial. As part of the trial SEAI will record analytical data from both the vehicle and the charge point during the trial only.
Other EV benefits for business SEAI understands that the initial cost of purchasing an EV is higher than a petrol or diesel alternative, but when you consider the total cost of ownership of the vehicle EVs more often than not will save you money over the lifespan of the vehicle.
Get your business driving electric Electric Cars
New Government supports from SEAI to help businesses drive electric.
With the rising cost of fuel at the pump, now is an excellent time to consider an electric alternative for your business transport needs. New Government supports have just been launched to help make the switch easier.
July/August 2022
How does the trial work?
Taking part in this trial will give businesses an opportunity to experience EV driving without having any upfront capital costs.
This trial is open to all businesses including SMEs, large industry, and the public sector. Interested parties can apply online at www.seai.ie/evcommercialfleettrials and complete a short application form. SEAI will review all applications against a set of criteria. If successful, the business will be offered either an M1 passenger vehicle or N1 light commercial vehicle / van for a minimum period of three months. There is a maximum of 200 slots available and the applications will be reviewed on a first come first served basis.
Businesses can avail of a new EV Commercial Fleet Trial which was launched on 21st July 2022 as part of the Zero Emission Vehicles Ireland office. This office will oversee Ireland’s transition to zero emission vehicles.
Positive brand image Company vehicles play a part in your brand image. So, moving to electric vehicles can offer a strong message to your customers. An electric vehicle shows your organisation’s commitment to reducing energy consumption and helping the environment.
The company have a clear ambition to lead the industry in sustainability by 2025 and as part of this they have a clear commitment to help reduce emissions in the built environment. In line with government targets, they aim to be Carbon Net Zero by 2050. Their car fleet globally will be 100% sustainable by 2025.
Lower costs
• VRT relief is available for fully electric vehicles with a price of up to €50,000.
Electric Cars July/August 2022 41
• Commitment to using a minimum of 30% recycled plastic in all packaging by April 2022.
Other incentives include
• Reduced tolls for EVs – save 50% on tolls. Save 75% on M50 toll during off peak times. This is capped at €1,000 per year for goods/commercial vehicles.
• Accelerated Capital Allowance – this is a tax scheme that promotes investment in energy efficient equipment on SEAI’s Triple E register. Cars and charging equipment come under this programme. You can claim back some of the capital cost of a new EV in year of the purchase.
• Manufacturing sites running on 100% renewable energy.
The servicing/maintenance costs will be less as there is a substantially lower number of moving parts in an EV when compared with a petrol or diesel vehicle.
• Reducing carbon in their products, manufacture and distribution.
Grants and supports A grant of €3,800 is available towards the purchase of an N1 vehicle. An EV dealer will apply for this on behalf of the business and pass this reduction onto the customer. Check out the variety of vehicles available and compare their running costs on www.seai.ie/drivingelectric
WAVIN IRELAND UNVEIL NEW EV FLEET
The fuel costs on an EV are significantly lower, up to and beyond 80% annually, which can really save money. Save even more when you recharge your vehicles on night rate electricity tariffs. This ensures you maximise the savings with electricity rates close to half of a standard daytime rate.
Now is the time to consider going electric. Find out more at www.seai.ie Wavin Ireland were very proud recently to unveil its new fleet of fully electric vehicles for their commercial Sales Team. The move to EVs is a key component of their corporate sustainability objectives and an integral part of Wavin’s purpose of Building Healthy Sustainable Environments.
• Moving towards a fully electric car fleet.
• 40% of forklift fleet using Bio LPG.
• Transporting products in the most sustainable way.
• Managing the full life cycle of products with around 30% of products currently manufactured from recycled material.
• There is currently 0% Benefit in Kind on the first €50,000 of an EV. This will reduce over the next few years to 2025.
Wavin have a commitment to -
The Archers family knows a thing or two about adapting quickly in tough times and using the experience to drive change and growth. This is evidenced in more recent years by extensive redevelopment of their Castlebar store and yard infrastructure, coupled with ongoing improvements to their flagship store in Ballina. Archers are primed for future challenges.
Flagship, Ballina store
The 2-storey 32,000sq ft premises is the complete home and garden superstore. A dedicated Building and Plumbing Trade Centre area (4,500sq ft), extensive showroom displays of Electrical Appliances, Bathrooms and Tiles, Stoves, Fireplaces and Doors and Floors (13,000sq ft), plus Paint, Decorating and Homewares (12,000sq ft), and an attractive Garden Centre (2,500sq ft).
Archers aims high for customer satisfaction
Store Profile
Built from trees
The Kiltimagh timber sustained the company through the war, with the surplus sent by rail to other importers. It was also used to rebuild Pearse Street and was still in perfect condition when the site was redeveloped in 2007.
Archers Ballina represents four generations in the business; 110 years of resilience, innovation and going the extra mile.
The Mayo superstore began as timber specialists, and wood retains special significance for the family. Born in Tyrone in 1875, Thomas Archer was apprenticed to a Dublin builder’s merchants and timber importers. By 1912, he had established his own outlet in Ballina’s Haymarket, taking over an existing business. The store flourished; initially managed by son-in-law William Michael, later by grandsons Denis and David Michael. Today Archer’s great grandsons, Garret and William represent the fourth generation of the family to be involved in the business.
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In 1928 Archers relocated to Pearse Street, the town centre premises included a sawmill and joinery shop, both extensively fire-damaged in 1941. Fire and a stop to Scandinavian timber imports during WWII did not deter the family. They purchased a forest near Kiltimagh and began timber production. To power the sawmill, a steam traction engine was sourced in Tipperary and driven to Mayo by William Michael assisted by Dr. B. Ashton, Dean of Killala, a noted steam enthusiast. Top road speed was 4mph!
The sawmills and timber division eventually moved to Bachelor’s Walk and from there to Archers current site on Bunree Road in 1975. The growing builder’s merchant trade also transferred to the new location in 1981. Relocation of the entire business was complete when the paint, homewares and gardening departments followed in 1999; the year of a total rebuild, creating one of the largest modern multi-department home stores West of the Shannon. In 2014 Archers acquired a Castlebar Agri Feed and Supplies business. And last year: “have now developed our entire Yard and Stores infrastructure, culminating in the launch of our new look Home and Garden shop,” says Senan Monaghan CEO.
“We provide opportunities to upskill in areas specific to their current or developing role. From Merchandising to Stock Control, Credit Control and Digital Marketing; the industryspecific courses bring real benefits.”
Equally important, the networking and learning from sharing Recently,experiences.Archers joined the Retail Skillnets Apprenticeship programme to prepare leaders and managers for the future.
Store Profile
Targeted suppliers “Wherever possible we source Irish-produced goods. Most of our main building materials suppliers are Irish and include Gypsum, Kingspan, Wavin and Irish Cement. Dulux, Portwest and Merlyn Showers are Irish success stories in other categories.”
Having gone the extra mile to stay in business, Archers culture is rooted in going the extra mile for a diverse customer base, which includes building/plumbing contractors, professional tradespeople, self-builders, homeowners, DIYers, hobby gardeners and farmers.
Training takes priority. “We use our considerable internal resources to mentor less experienced staff in developing product knowledge and an in-depth understanding of our customer service procedures.”
Archers ‘extra mile’ covers specialist services like timber treatment, steel cutting and bending, to special-ordering non-stock items for customers to ensure they complete their project in the manner and to the finish they desire.
43July/August 2022
“…and your employees!”
“We add value to customers’ product choices through expert advice in areas such as sustainability and energy efficiency,” Senan explains, adding that sound guidance can entail managing expectations.
Also on site, a dedicated store and yard providing a bespoke service for Agri and Fuel products (2,000sq ft). Says Senan, “We are constantly refreshing our retail showrooms to incorporate the latest in technology, fashion and design”.
All activities are supported by a dedicated admin team who liaise with customers, suppliers and non-resale service providers to facilitate streamlined operations.
Listening and improving “We’re always reviewing and fine-tuning our processes, everconscious of our different customer types and their varying expectations, knowledge and needs.”
“We are very proud that, thanks to the long-serving nature of our staff, our values have passed down through generations. But we recognise the changing landscape regarding employee longevity. This is the objective of our investment in our people, to provide opportunities for upskilling and a career pathway.”
“We listen to our customers and employees, formally and informally, to take in their views and ideas. By being more aware, we get it right more often than not.”
“That is when relationships come to the fore. Cultivate a trusting collaborative relationship and you have an industry partner that will support you when it comes to adapting to the challenges of industry change.”
The team consists of knowledgeable Sales Department staff in Agri Feed and Supplies, Building Materials, Home and Garden, Bathroom & Tiles, Doors & Flooring and Electrical Appliances all guiding, advising and serving customers, whilst working with its delivery planning and fulfilment teams to meet customer expectations.
International brands will always be important in categories such as Electrical Appliances. Customers can find all leading brands including Samsung, LG, Electrolux, Zanussi, Whirlpool and many Strong,more.authentic relationships with suppliers is key. “Never more valuable than when times are challenging. Having weathered so much over the past 20+ years, it often feels like the only certainty is future uncertainty,” Senan maintains.
“Look after your customers…”
Externally, staff take part in Hardware Association Ireland training courses, online and in-person.
Central to the company’s customer-focussed culture are its 75 strong team. Excellent people and service are hallmarks of doing business with Archers.
Social media works for younger audiences, especially beneficial when there is a bigger story. For a heavily-promoted 3-day anniversary sale, “we posted archive images of staff and premises over the 110 years we’ve been trading. This ‘human’ content gets excellent engagement.”
Product quality, value and a trusted relationship form the foundations of well-seasoned partnerships, Senan affirms.
“All very positive as it highlighted the strengths and points of difference of our offering, along with areas for improvement. These we’ve addressed through team discussion and some additional investment in resources to reach even higher standards.”
Good communications helps manage change too. “We consult with staff at all stages of introducing new processes, listen to concerns and make adjustments, as required.”
Building in customer loyalty
“The pandemic was the catalyst to develop our online presence and invest in our capability to sell online and enhance our digital marketing.” “We now use digital to drive people to an online shopping experience or direct to our store. We still believe in-person interaction means more to the customer, especially where expert advice is required and relevant questions can be asked to ensure optimum outcomes.”
Supplier content is valuable too; quality, informative, interesting solution-based posts. Viewers like useful DIY projects, such as painting a door; putting up shelving, or learning about the people or story behind a product.
Every platform constantly drives traffic to the website, which, in addition to generating sales, is a very useful ‘shop window’ to research options before phoning or visiting the store.
Archers are members of the Amalgamated Hardware (Topline brand) and Expert Electrical buying groups.
“Membership of both offers access to leading brands of Building Materials, Plumbing, Hardware and Electrical appliance suppliers at competitive prices. Their dedicated marketing functions help us promote our offerings at key times.”
“The Guaranteed Irish brand really appealed to our sense of where we’ve come from and the communities we serve. The brand is going from strength to strength and we look forward to developing our engagement.”
“Covid shone a spotlight on our place in the community, about the vital service we provide to such a wide population base.
“At the outset, price and value can seem paramount, but to retain long-term business we find product quality, sound advice and committed support are key to cementing the relationship.”
Will innovative thinking also help Archers see off the threat of off-site construction? “It’s getting more prevalent. Seen as safer, cleaner and quicker, it’s a potential rival to the traditional builders merchant. Off-site could eat into our volume, as ‘production-line’ construction outfits do direct deals with suppliers for volume of building materials.”
Supplying materials for necessary construction, family farms, homes takes on extra importance at such times.”, Senan Hencestates. Archers’ USP and Top Tip in one: provide customers with best quality materials sourced by and sold by knowledgeable, helpful staff.
Targeted innovation
44 Store Profile
Networking with other independent group members has also built lasting relationships and enabled knowledge sharing.
Having survived fire, war, multiple moves, pandemic, Celtic tiger boom and bust, Brexit and much more, Archers will go the extra mile and come out ahead.
Power in numbers
July/August 2022
In 2018, Archers engaged a market research company to get ‘warts and all’ feedback from the marketplace; insights from customer categories regarding their experience of doing business with Archers.
“We focus as much as possible on Irish stories as part of our commitment to the Guaranteed Irish brand. “
Reaching out to customers
Local roots With so many local staff, Archers are heavily invested in community. Contributing widely to local sports clubs, Agri shows, school and charity fund-raisers and much more.
Because Archers has a broad customer range, the company uses multiple media channels, with great results. Local advertising on radio and print media remains very effective for Trade, Agri and Senior customers.
This process, together with Covid and other challenges, has spurred innovation.
WE ARE INNOVATORSTHE FIND OUT www.rockwool.com/uk/NyRockMORE NyRock® technology has arrived
Since taking the helm in 2020, Tom has ushered in new developments and expansion across many areas of the business and looks forward to keeping up the momentum.
“We have seen increasing demand in recent years from our customers for more flexibility and availability of stocks,” says Tom. “Resellers expect us as distributors to have the stock they need when they need it.”
Powered by teamwork
“We have always prided ourselves on going the extra mile. It is this customer-focused approach that has meant our customer base have been ultra-loyal in the past and continue to be today.”
Fifty years a-growing Founded in the early 1970s, AEF Limited began life as Auto Engineering Factors in Dromartin. Since then, the expanding firm has moved location and in 2008, they bought four purpose-built units in Kingswood Business Park.
As Tom explains: “We take pride in aligning and partnering ourselves with high quality, globally renowned brands like Alvenius, Cat, Irwin Hilmor, JOBOX, Metabo, FLEX, RIDGID, Signet, Oerlikon, Eclipse and WASK/Crane.”
AEF, based in Kingswood Business Park, South County Dublin are nationwide suppliers of Construction, Engineering and Industrial products. Now Hardware goods have joined the line-up. This upbeat assessment from Managing Director Tom Finn says it all: “Like all companies today, the supply-chain and pandemic have been a challenge for us. But with the support of customers and supply partners, and above all, our fantastic team, we have come through it.”
Delivering for customers
AEF’s nationwide distribution network, using their own vans, ensures all customers receive a next day delivery service, with many customers in the Dublin area receiving a same day Prompt,delivery. reliable delivery is yet another way in which the team can demonstrate their full commitment to excellence in customer service.
AEF’s Managing Director, Tom Finn, shares his insights into the energy, commitment and innovation driving 52 years of success.
Supplier Profile
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“Over the last 10 years our growth has been bolstered by our inhouse expertise, our service and repair facilities and our exceptional staff championing key brands.”
July/August 2022
“We are always open to new ranges, areas and innovations. When it comes to innovation, especially when it enhances service to our loyal customers and potential new customers, we regard ourselves as ‘early adopters’”. The latest examples include the introduction of a new AEF B2B website this summer, enabling customers to order 24/7, check invoicing quotations and stock availability.
Optimism is in the air at AEF, as the dynamic company sets its sights on further growth and innovation after over fifty years in business.
In recent years, AEF has expanded even further by moving into the promising hardware sector and tailoring their product offering specifically for that market. This growth has given AEF greater scope to meet the high expectations of their customers.
The firm is also rolling out new sales rep software. And AEF have introduced a streamlined finance package to reduce the manual input into vendor invoicing and payments. All designed to improve efficiency and communications.
While AEF’s customer base are primarily Merchants and Engineering resellers, the company also hold national tenders with big groups such as Gas Networks, Dublin Bus, Bus Eireann and Boliden Tara Mines.
Futureproofing To stay relevant in such a fast-moving industry, Tom’s number one rule is to not be complacent.
The company’s current premises stands at an impressive 12,000sq ft, including a warehouse, a 2,000sq ft office and Lastshowrooms.year,AEF doubled its pallet space and added 1,500sq ft of mezzanine floor area, giving Tom and his team extra capacity to deliver services to their diverse customer base. Services include inhouse servicing and repair. This additional floorspace also helps the team improve stockholding of a wide range of products for the construction, engineering and industrial markets, and include hardware Strongsupplies.supplier partnerships are central to offering the trusted products AEF customers want.
In the last three years, key retirements prompted structural changes to the management team. AEF now has four department heads: David MacNeaney, Finance Director, Ray Timmins, Head of Sales, Eoin Moore, Digital & IT Transformation Manager and Joe Furey, Head of Buying. As MD, Tom`s own role includes involvement in every facet of the business from marketing, buying, HR, finance and of course sales.
“Our suppliers expect us to keep our product knowledge updated. Covid made that more difficult, but like most other companies we just had to adapt and do it through different Themediums.”teamlearns from its customers too. Customer feedback (positive and negative) is regularly shared, so staff are kept aware and can adapt.
“I believe the market is getting more savvy, both end-users and the retailers. This means information is needed to help them make the decisions easier. The brands that supply that in an easily accessible format will win.”
Top Tips and success secrets
Tom’s top tips are: “Ensure your culture is strong, that your staff feel valuable and empowered. I think this keeps them engaged, loyal and an advocate for the business. This helps with staff retention and recruitment and filters out to the customer Asexperience.”forAEF’s secrets to success, Tom says “it’s a combination of staff culture, knowledge of the sector, never being complacent, and having products and brands that customers feel add value to their business.”
AEF also nurture their long-standing industry relationships, including with Hardware Association Ireland. “We work with HAI and find the supports and tools they provide invaluable. Especially for SMEs like us.”
Supplier Profile July/August 2022
Fast forward
47
“The barriers for the hardware sector are no different to others; the market uncertainty, supply chain issues etc. We pride ourselves on having what customers want and we do that by ensuring we stock as much as possible of the range in the brands we represent.”
“I do believe that sometimes as a sector we talk ourselves into decline. There are headwinds on both a global and domestic level. But headwinds for some are tailwinds for others.”
Tom and his team’s primary ambition is to keep growing. “We have been developing new areas with new product ranges over the last 18 months and will continue to do so. We are always looking at opportunities for growth both organically and through potential acquisitions.”
Teamwork wins AEF boasts a 24-strong loyal team, all with an in-depth knowledge of their products and customer base, which Tom says cannot be bought or underestimated. With an average tenure of 12.5 years (nine staff having been with the business over 25 years), this wealth of product knowledge and experience has been at the heart of, and testament to, AEF’s culture of constant growth and evolution. Training has always been critical, but Covid prompted AEF to adapt their approach, with online training now regularly used.
Tom highlights the importance of information and transparency in customer relations.
Reaching out AEF has undergone a major brand revamp since Tom joined the Atbusiness.thesame time, the company also began engaging with their customer base through different media – Instagram, email marketing and LinkedIn. Tom and his team plan to expand on these communications in coming months.
“We are partnering with social media influencers that help us show the brands in the best light possible. Going further, we work with these influencers to help the stockists of the ranges we supply to develop their own brand.”
There will be ongoing challenges, but Tom believes AEF’s ongoing commitment to innovation and growth will help them prevail, now and in the future.
“I have always been very open to technology and how it can make your business more efficient. That is why we are investing in this now, to cut out manual administration wherever possible so that staff can perform their roles more effectively.”
Recycle, repair, rethink “Focus on what we can influence,” is how Tom sums up the AEF approach to Sustainabilitysustainability.hasbecome a major concern for business and society alike and AEF promotes it in their operations through the use of recycled pallets and boxes, and as members of WEEE, recycling any electrical components and batteries that are beyond “Byrepair.offering an in-house repair service, we aim to encourage our customers to repair power tools before deciding to replace them,” Tom states.
To remain competitive, retailers and merchants in the Home Improvement Industry need to find new and innovative ways to improve efficiency, at the same time as meeting those customer demands. This makes the Last Mile delivery one of the most important focus areas for companies in our industry.
It also happens to be the most expensive leg of the entire journey that goods take from being manufactured to reach their ultimate destination. But despite the costs, with so many competitors offering free or low-cost shipping, companies simply cannot afford to not be in this race. According to a recent article from the US, Last Mile shipping can account for as much as 53% of the total shipment cost and companies typically absorb around 25% of this cost themselves. As a result, businesses have begun racing to develop new technologies and experimental supply chain models to increase parcel volume, expedite deliveries, and delight customers - all while trying to cut their costs. With the established benchmark being Amazon Prime, who else is innovating in this space and what are the most innovative businesses in the UK doing about getting their products to customers faster?
Insight DIY’s Steve Collinge discusses how companies are being more creative with the final stages of the delivery process, including using new technologies and supply chain models to be more competitive and memorable.
Last mile delivery refers to the very last step of the delivery process when a parcel is moved from a transportation hub, whether that’s a distribution centre or store to its final destination, which could be a consumer`s home, a retail outlet or a collection locker.
Consumer buying behaviours and expectations of businesses have changed significantly over the last ten years, particularly when it comes to purchasing Home and Garden products online. Today, most consumers expect home delivery to be fast and free and they are often unaware of the supply chain challenges, the high-cost and the impact on sustainability.
Following the success of this model, during 2021 Wickes reconfigured 50 of their highest-volume Home Delivery and Click and Collect fulfilment stores to create 50,000 square feet of additional storage space without affecting store ranges or compromising the store format. Many of these initiatives are already being rolled out across their business. Kingfisher followed a similar path with their UK and French stores and at a recent ‘Teach In’ event, they shared a presentation
on Speed and Convenience and how their store-based model achieves faster and lower cost last mile fulfilment. The chart below explains how they’ve moved from 58% of online orders being picked from store to 89% this year, all of which means they can offer customers a wider range and faster Last Mile delivery. Collecting from store not only has the benefit of faster availability, but Kingfisher discovered that many of their customers prefer to collect their orders from store (87% of online orders across Kingfisher are now click’n’collect), as they often have other purchases to make. This has a dramatic positive impact on the cost of the Last Mile, saving Kingfisher millions of pounds and delivering speed and convenience to their customers at the same time.
Screwfix Sprint In August 2021, Screwfix launched Screwfix Sprint, a new 60-minute delivery service, exclusively available through their Screwfix app. Less than twelve months later and with over 9,500 products available for delivery, Screwfix Sprint is now available across 275 stores and reaches 40% of the UK population with the aim to reach even more tradespeople. Whether they need a tool or multiple items, with no minimum spend and a set fee of £5 per delivery, the company says that customers can easily purchase the product they need via the Screwfix app and get it delivered straight to their location within 60 minutes.
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The importance of the Last Mile Steve Collinge
Wickes & B&Q The pandemic, store closures and lockdowns forced the leading Home Improvement retailers to revisit their supply chains and to make some rapid, game-changing decisions. As lockdown demand during Spring 2020 pushed their existing supply chains to breaking point, one of the key decisions they made, was to move to a store fulfilment model. No longer relying on a central point to ship online customer orders direct to homes, Wickes began using couriers and transport companies to collect orders from stores and deliver to local customers.
Rowsvehicles.of newly manufactured Amazon Prime Ford E-Transit electric delivery vans ready to be shipped to deliver products with less emissions.
49July/August 2022
The Self-Driving delivery robot
Many retailers are focusing their efforts on reducing packaging as well as moving to electric vehicles. Amazon has long been looking for ways to reduce costs and improve the efficiency of its delivery operation, particularly in terms of ‘Last Mile’ deliveries to customers in cities. Switching to electric vans cuts fuel costs and ensures Amazon vehicles are not affected by low emissions zones increasingly being established by many cities.
Conclusion Whether Trade or Retail, there’s no doubt that in the last two years, the Last Mile Delivery has become one of the most important battlegrounds for the leading Home Improvement retailers and merchants. To keep pace, companies are being forced to change their supply chains, invest in new technology and test and learn about new ways of getting products to their customers. As the market continues to soften, how many of these businesses will continue to be able to invest and offer these free services at the significant cost to both their bottom line and the environment, will be very interesting to see.
Going Electric When you think about it from a Sustainability perspective, most current examples of Last Mile delivery have a negative impact on our planet. Replacing consumer visits to stores with thousands of vehicles up and down the country delivering one or two items to our homes. These items then wrapped in multiple layers of cardboard and other packaging is a significant backward step and is conveniently ignored by some retailers when they discuss their Sustainability Strategy and plans to achieve Net Zero Emissions by The2030.solution?
Steve Collinge
Steve Collinge is an international speaker, influencer, retail commentator and is Managing Director of Insight Retail Group Ltd and executive editor of Insight DIY. You can follow Steve on LinkedIn and Twitter.
To check if Sprint is available in an area, the customer just has to turn on their location services, select delivery address, add the products to their basket, and check out that the order will be delivered in 60 minutes. This development seriously raises the bar for the Last Mile delivery within the trade market and means Screwfix can delivery faster than Amazon and almost any of their competitors.
Last mile doesn’t of course only refer to deliveries to consumers, in the trade market Travis Perkins have recently invested in a new fleet of 26-tonne trucks, designed to support the Group’s ambitious carbon reduction target. The fleet will run on the latest Euro VI Step E diesel engine technology – engineered to reduce emissions and help save fuel without compromising performance – and with the capability to run on Hydrotreated Vegetable Oil (HVO).
Launched in 2014 by Skype co-founders, Ahti Heinla and Janus Friis, Starship Technologies operates in several cities across the world and completes tens of thousands of autonomous deliveries every day. Starship robots are advanced autonomous devices that can carry items over short distances. Their delivery platform enables a new era of instant delivery that works around the customers schedule at much lower costs with parcels, groceries and food delivered directly from local stores. Once ordered the robots’ entire journey and location can be monitored on a Insmartphone.2018,they launched in the UK in partnership with the Co-op, initially in the city of Milton Keynes and have since extended their coverage to the counties of Northampton, Cambridgeshire and TheBedfordshire.entiredelivery platform is both energy and cost efficient and can be used for a large variety of tasks. Starship’s robots are powered by zero carbon electricity, with an average delivery consuming as little energy as boiling a kettle to make just one cup of tea. Not something I can see working all that well for the Home and Garden industry, but in comparison to more traditional delivery services, for groceries, packages and food, deliveries can be made at a fraction of the cost.
The Starship autonomous vehicles outside a Co-op in Milton Keynes.
The latest investment from Travis Perkins in a fleet of low emission delivery
Local Retailing in the USA
Be a Good Neighbour gives even the most inexperienced applicants the ability to talk about a time they did something helpful for someone. We once hired a fourteen-year-old who had never worked a day in his life. His face lit up when asked this question because he had an elderly neighbour he helped out
50 July/August 2022
Onceoccasionally.on-boarded, a teammate may one day be provided with a coaching or counselling session because they aren`t performing up to the manager`s expectations. This provides another opportunity for the core values to sneak into their daily life. For example, a teammate providing poor customer service may have to do with them not communicating respectfully therefore giving the manager a guideline for this conversation.
Part I: Where do you start? In 2005 we gathered a small group of our associates and young leaders together and asked them to share all of the things that were right with our company. For roughly twenty minutes the group shouted phrases like “We’re nice!”, “We give good service!”, “We’re convenient!”. I scribbled each phrase as fast as I could on a white board and tried to accurately capture the sentiment of each participant. My role as the leader in this exercise was to write and listen. I very purposely didn’t say anything because I didn’t want to direct the conversation or intimidate a participant. I didn’t think this was a top-down exercise but one that needed buy in and creation from the bottom up and side to side.
Part II: Now what? After we hit pause on the shouting, we debated each phrase, determined which words or phrases were more agreed upon and refined them into what ultimately became the nine core values we try to live by to this day.
Yes, you read that correctly. Even a gang has a culture. I learned that phrase from a book I read years ago called “Tattoos on the Heart” by Father Gregory Boyle. Father G, as he’s affectionately called, started a non-profit organisation in Los Angeles, California, called Homeboy Industries that has served thousands of former gang members over the years. It has become a go-to book for me when I need inspiration or just want to read about some incredible people. You might be wondering what gangs have to do with hardware? Perhaps it was my naivety, but up until I read this book, I really thought “corporate culture” was always a positive thing. Father G’s wisdom made me wonder though – “How does an organisation grow a solid and healthy corporate culture?” I didn’t think of my small hardware business as something “corporate” so was this even necessary for us? And more importantly, who has time to think about it! The response, I eventually learned, is careful and thoughtful planning. It does not matter how small your business is, nurturing a healthy workplace with a strong culture can only encourage active participation by your teammates which should in turn grow your bottom line.
Even gangs have a culture
Part III: Bring them to life! Of course, shouting out and writing down what you want your values to be is the easy part. It is on-going and consistent usage that embeds them into your organisation until they have a life of their own. We don’t just hang posters with the values in our break rooms, we really try to make them part of the day-to-day. To make ours stick we infused the values throughout our policies and procedures starting with our interview process. One of our values, Always Grow & Share, gives an applicant the opportunity to tell us about something he or she has learned and then taught to someone else. Even the youngest applicants such as a high school student can tell us about something they’ve learned and shared in school and therefore have a good interview.
51July/August 2022 Local Retailing in the USA
Part VI: Playing to your core strengths helps build a positive customer experience The bottom line is this, as business owners or managers we can’t leave our corporate culture development to chance. With thoughtfulness and planning it is possible to create the workplace we want – and one where people will happily come to work. And when the team is “happy”, the store feels happy. I don’t use that word “happy” lightly either. Customers know it and have a better shopping experience which in turn should put more money to your bottom line.
Gina Schaefer is an ACE Retailer and coowner of ‘A Few Cool Hardware Stores’ with her husband Marc and now her employees. They currently have 14 locations that range from 4,000 to 13,000 square feet. They have expanded from Washington, DC into Baltimore, Silver Spring, Maryland and Alexandria, Virginia. They have about 250 employees and will add 50-80 more over the summer. Of the 14 stores they purchased four and built the rest from scratch. Their revenue average is approximately $3.5 Million (€3.3 Million) per Thelocation.company is currently transferring ownership of its stores to their employees through an Employee Stock Ownership Plan (ESOP). Within the next couple of years the staff will have full ownership of the company.GinaSchaefer co-owner of A Few Cool Hardware Stores.
A smile equates to a great customer experience in many customers minds. Teammates are always willing to help. Teammates are engaged without constant supervision.
Part V: Culture = Growth Hopefully all that sounds straightforward, and it certainly can be, especially when the team are all working in the same place. One tidy corner hardware store where the boss sees the whole team face-to-face every day is manageable. But our values really earned their weight when we took the leap and grew to thirteen locations in several cities. This happened quickly for us but because we had our value system documented, it didn’t matter if location number four was an hour’s drive away. We had a foundation of shared commonalities that allowed us to focus on what we do best –selling products and providing great customer service. We began a practice of promoting from within from our very first expansion. A dedicated and enthusiastic cashier was tapped to manage our second location across town, and we sent her there with a playbook for success that included how to treat her new team and their customers. It was fast and furious with lots of opportunity for promotions and mess ups. But our managers heading off to new addresses could create a new unique location with a strong footing underneath.
Part IV: Encouraging feedback Quarterly check-ins and annual employee engagement surveys have replaced our annual review process and these two exercises round out how we infuse our core values into daily life. Several years ago, we added “Stay Interviews” to our roster of information gathering. Each quarter we ask the same two or three questions, to a different group of teammates with the hope of determining why they haven’t left us for other places of Theseemployment.written interviews are not anonymous. As CEO, I want to follow up with each respondent if a response leaves me with more questions or if I am concerned or am intrigued by a suggestion that was given. Big companies wait until someone leaves to ask them why they are leaving – an exit interview. I want to know why they are still here. In a few cases, I’ve learned that a teammate is afraid to leave – a lack of confidence or concern that a manager will be upset if they hear of future goals or dreams. These are great conversation starters.
There is no doubt that a customer service job can be challenging, but we know that if we continue to support a strong and healthy culture, our customers will be able to feel it the minute they walk in the door. What we may lack in technical skills like plumbing or electrical, we can make up for with strong service skills, getting the customer to the solution they need through research, videos or asking others on our team. Be a Good Neighbour goes a long, long way.
52 July/August 2022 A View from Europe
The current harmonised inflation rate in Europe (HICP Europe), the index that measures the average consumption of goods and services, is now 8.5%. On average, this means that there are peaks such as in Belgium (9.93%), the Netherlands (10.17%), Spain (10.2%) and the UK (9.03%). Such figures have not occurred in the last 40 years.
The new appointed general manager for ITM Group, David Collas, immediately shared a strong message, when times get tough, it seems more than appropriate to make investments to attract and surprise customers.
The NCE concept will be available in several formats and will, in a first stage, redefine the positioning of the Bricomarché and Bricorama store brands in response to renewed consumer ITMexpectations.Equipement de la Maison, the Home Improvement division of the Mousquetaires Group (four store brands: Bricomarché, Bricorama, Batkot, Bricocash), is reinventing itself with its new NCE concept, which will be deployed in three formats, putting the focus on new services and innovative solutions, adapted to each trading area.
The new store concept of Bricomarché Bricomarché (market share of 14% - total turnover of €3.4 billion) opted for Serres-Castets, a location on the outskirts of the city of Pau (close to the airport), in order to set up this concept store format that may well serve as a leading model for the GSB (Grande Superficie de Bricolage - Big DIY surface store) of the Managementfuture.
The entrance hall immediately catches the eye with its particularly broad structure giving customers a panoramic view over the central interior space of 2,400m², which is divided into several sections: ‘Ici on jardine’ (here we garden) - ‘Ici on bricole’ (here we DIY) - ‘Ici on décore’ (here we decorate) -‘Ici on aménage’ (here we install) - ‘Ici on batti’ (here we build) - ‘Ici on nettoie’ (here we clean). These sections form a dynamic link for a logical project orientation in the customer’s mind based on the belief that the focus is first put on providing ideas and then offering the means and solutions (from project orientation to project support). The painting and decoration sections are the beating heart of the store. You can hardly miss it, also thanks to the interplay of a striking colour wall and the small subsidiary aisles that are arranged in an attractive, symmetrical manner, with eye-catching aisle gondolas. Last but not least: in this store, brands are in the driver’s seat in an era where retailers might rather prefer to Monthly inflation data in Western Europe is not particularly encouraging, and all the more so for the DIY sector.
Unfortunately, several financial experts are not predicting much improvement in the coming months: inflation will continue to climb in the short term. From Spain to Germany, retailers are complaining about the footfall and the price ticket spending per customer. The reasons for this includes consumers anticipating their energy bills, which will soon be available. With the traditional holiday period in Europe approaching for many, the domestic DIY budget is being reconsidered because priorities need to be set. Priorities for the dream projects for various home improvement versus the dreams to Repeatedtravel? promotional campaigns are therefore no longer the most appropriate tactic to attract customers to the DIY store. On the contrary, such campaigns not only jeopardise the margins - they cause even more reluctance because people feel cheated week after week. On the pathway of the pandemic recovery and the challenges of the current geopolitical situation in Europe, how can retailers and suppliers exit this negative spiral?
Resilience as a lever to face the current economic situation
A leading network of local and independent retailers, ITM Equipement de la Maison, is launching its NCE concept, “New Customer Experience”. This omnichannel concept, with new innovative services and a focus on personalised support, aims to inspire, guide and accompany customers towards the final implementation of their projects.
Excellent example of resilience in France
Bricomarche in the outskirts of Pau, France.
One answer to this key question is to surprise customers during each store visit, with the knowledge that, on average in Europe, customers visit DIY stores less than six times a year. Are retailers and suppliers demonstrating resilience? In this hopefully post pandemic era, France’s number three retail DIY chain Bricomarché, www.bricomarche.com, part of the ITM Group, demonstrates its resilience by resolutely investing in a renewed store concept for a fully focussed customer experience.
represented by Aurore and Franck Primon beamed with pride at the opening two months ago of this pioneering concept of over 3,800m² with which ‘The Musketeers’ have surprised not only its customers, but for sure also its competitors.
Disruption starts with the refusal to undergo a crisis. Retailers and suppliers should both reinvent their future whilst accepting that customer-centricity will determine who will survive or go under in the next crisis. As a final consideration, even though these French case studies illustrate how resilient DIY retailing needs to be, they both invite retailers to put more emphasis on providing extended service instore and that consideration opens the path to renewed collaboration between retailers and suppliers.
Bricorama Orgeval offers showrooms, project areas, partnerships with craftsmen, a space dedicated to sharing know-how called La Fabrique, made-to-measure decoration and support for energy renovation projects with their partner Cosynergy.
The store concept also includes an attractive 600m² half-open outdoor structure.
Pilot store for larger formats
Resilience: a perfect cocktail for renewed collaboration
It’s encouraging to see how some retailers remain resilient in times of general consumer reluctance while dynamics are in motion which for sure will have a huge influence on the way DIY retail will recover from all these crises.
Earlier this year, west of Paris, ITM also opened a pilot store for its larger formats: Bricorama, in the city of Orgeval, equipped with the NCE concept on a total surface close to 10.000m², with an unprecedented range of services.
Both stores in Pau and Orgeval require an increase in skills; by definition, teams need to be trained, more than ever before, in handyman competences and services in order to meet the expectations of the new modes of DIY activity. The online business obviously remains an important part of this new concept. It is illustrated by the availability of digital tools that allow the customer, at any time, to project themselves from the sofa into the DIY store.
It responds to the new consumption patterns of customers who need both proximity and omnichannel availability. For that reason, the staff are equipped with mobiles and notebooks, a digital support that especially younger customers appreciate.
position private labels: quite encouring to experience.
A striking feature of the store signage is the personal style of address that can be read on the eco-friendly panels (reusable cardboard): ‘My garden, My bathroom’; and above all the humorous messages such as the floor marking in the decoration department ‘Watch out, freshly painted...’ It sounds rather naive, but that is certainly not the case: the shopping experience is quite funny, communicative, interactive and very informative. There is no doubt that this atypical signage puts a lot of smiles on customer`s faces. Not afraid of the market leaders
53July/August 2022 A View from Europe
This large format outlet in Orgeval, mainly targets “project customers”, while the Bricomarché store concept, has been designed to meet all the needs of customers for the maintenance and improvement of their homes.
The new concept challenges the Bricorama employees to develop their skills, be more versatile and take on renewed advisory roles.
Bricorama Entrance in Orgeval, west of Paris. Bricorama Plumbing Deptartment. Bricomarche Garden Centre Display.
Both Bricomarche in Pau and Bricorama in Orgeval are more than inspiring for all European retailers and suppliers in search of the pathway to halt the effect of that negative spiral of inflation. This is a great opportunity for suppliers to propose collaborative models to accelerate this process of knowledge and skills transfer instore, for instance by organising workshops for employees and for customers. Some standards and rules may remain for ever. This said, several parameters, including climate change - which affects the classic product offer in gardening e.g. - invite us to leave the classic paths and to consider revolutionary out-of-the box thinking.
Store signage with a touch of humour
The store reception area is a service point that offers an extended range of services (click & collect, home delivery, home fitting, DIY workshops, home assistance, car rental, etc.). Among the concept’s innovations, a ‘guide advisor’ at the entrance directs customers according to their project, supported by digital customer services (3D projects, advice on sustainable DIY, search screens,) to facilitate the purchasing process and make it efficient. With the new large format NCE concept, everything has been designed to facilitate the accessibility of the total product range, with almost 60,000 references (SKUs) available - and all the services customers need to carry out their project and make it a success.
This pilot store in Pau, partly thanks to the smart insights of Laurent Pussat, Director of Customer Experience, demonatrates that they are ready for all future competition.
July/August 2022 Training HAI is pleased to launch its Autumn 2022 virtual classroom training schedule, with half-day workshops in topics including Credit Control, Selling Skills for hardware retailers/builders merchants, suppliers and distributors. Virtual Classroom Training Schedule Date Course Title Trainer Location DurationCourse (HAICost Member) (Non-Member)Cost Sept 6th Credit Control – Basic Collections Declan Flood Virtual Half Day €120* €150* Sept 7th Creating a EnvironmentSellingIn-store Terry Harmer Virtual Half Day €120 €150 Sept 8th Advanced Credit Control Declan Flood Virtual Half Day €120* €150* Sept 14th Customer ExcellenceService Terry Harmer Virtual Half Day €120 €150 Oct 6th Digital Marketing and Social Media Greg Fry Virtual Half Day €120 €150 Oct 18th Consultative Selling Skills (Suppliers) Terry Harmer Virtual Half Day €120 €150 Nov 1st Leadership Communicationand Skills Noel Davidson Virtual Half Day €120 €150 Nov 3rd Stock Control Keith Harford Virtual Half Day €120 €150 Nov 9th Merchandising Essentials Keith Harford Virtual Half Day €120 €150 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 * For anyone who wishes to attend both Credit Control workshops, you can avail of the full-day rate of €210 (HAI Member) or €270 (Non-Member). 54
HAI members can advertise vacancies and publish a company profile at no cost on www.hardwarejobs.ie, giving them an additional platform to promote vacancies via HAI’s social media channels.
Display HAI’s Careers in Hardware brochure on your trade/sales counter This brochure will help guide skilled jobseekers, students and graduates looking for advice on how to find new career opportunities, while promoting the benefits of choosing a career path in the Thissector.brochure is available in printed and digital format, if you would like copies for your business please email templatewithAdvertiseaoife@hardwareassociation.ieyourvacanciesinstoreourrecruitmentposter
Get involved in local Careers Fairs This Autumn has a busy schedule of university careers fairs taking place nationwide, where employers are invited to exhibit and talk to students about career opportunities in the industry. HAI will be getting involved in these careers fairs, and welcome members to contact them about participating. Here is a list of some upcoming careers fairs: 15/09/2022 - World Skills Live - RDS, Dublin 17/09/2022 - Jobs Expo Ireland - Leisureland Event Hall, Galway 29/09/2022 - UL Autumn Career Fair - University of Limerick October - Sligo Careers Fair - Atlantic Technological University 3/10/2022 - UCD Science, Engineering & Technology Fair 11/10/2022 - DkIT Careers & Industry Fair - Dundalk 16/10/2022 - MTU Careers Fair - Cork Campus 16/10/2022 - Trinity Science & Engineering Fair - Trinity College, Dublin Advertise your vacancies on www.hardwarejobs.ie
In the last issue of The Hardware Journal, we gave readers a quick update on some of HAI’s recent activities dedicated to promoting career opportunities in the industry. In this issue, we go into more detail, and advise employers in the industry how to get involved and what they should be doing to engage jobseekers.
July/August
55
Careers in Hardware Careers in Hardware 2022
As part of HAI’s dialogue with careers experts nationwide, we have generated the following checklist for employers: Contact your local university/third level institution’s Career Office Universities nationwide regularly engage with employers across all industries via their Careers offices and faculties, working with them to promote career opportunities through initiatives such as “Meet the Employer” presentations, work placement programmes, website profiles, and email communications. Contact your local university today to get your organisation involved. HAI has relevent details of the right people to contact, for further information contact aoife@hardwareassociation.ieAdvicefromUCDCareersOffice to Employers Nicola Fortune, Career and Skills Consultant at the University College Dublin (UCD) Careers Office has the following advice for employers: “The UCD Careers Network works with employers in several ways to raise their organisation’s profile on campus - including providing a free vacancy portal where you can advertise part time and summer jobs, as well as internships and graduate opportunities. We are always happy to have a chat with employers who would like to find out more about how they can best engage with our students, whether in person through events such as recruitment fairs and skills workshops, or online via our social media channels. We can also advise on the wide range of other ways to work with the university, including through our dedicated Internship Managers or directly with relevant student societies. To start the conversation about how best to connect with our students, you can contact us at careers@ucd.ie”
A poster has been produced for HAI members to promote career opportunities in their stores and Ifbusinesses.youwould like a copy of this poster to display in your store to promote your job opportunities to visitors, then email aoife@hardwareassociation.ie
If you are an employer, and have any vacancies you would like to promote, contact aoife@hardwareassociation.ie today about advertising your vacancies on www.hardwarejobs.ie Careerswww.hardwarejobs.ieinthe hardware/ building materials industry.
Earlier this year at the inaugural HAI Certificate, two students received high-achieving awards for their participation in the programme. This issue we talk to Jamie O’Mahony from Walsh’s Homevalue, who was crowned “High Achieving Student”, and his mentor, about their experience and their motivations.
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HAI Certificate Interview with Student and Mentor
Training July/August 2022
What advice would you have for another employee, or a peer, who is considering involvement in the HAI Certificate as a student or mentor in the future? I would advise them to sign up immediately and assure them that the work and effort will be well worth it.
Student: Jamie O’Mahony, Sales Assistant at Walsh’s Homevalue Hardware. How did you find your experience in the HAI Certificate in Hardware Retail and Merchanting? The HAI Certificate has helped me a lot in my everyday job. I have learned a lot of small things I was doing wrong and expanded my knowledge on things I thought I was confident in. I have learned all types of skills like how listening to a customer and doing as little talking as possible can provide a better customer service. I also have learned a lot about how having stock levels right, consistent and easy to access provides a much more efficient way of working. Describe your reaction to winning your recent student award in the HAI Certificate in Hardware Retail and Merchanting I was genuinely surprised but happy. I was not expecting to receive this award as my class was full of strong students. When I got back to work everyone was happy for me, customers, and colleagues alike. Receiving the award and participating in the course has been a key highlight of my career so far, as it has boosted my confidence and shown me if you work hard enough the results pay off. This is going to drive me forward and keep pushing myself to be the best I can in my career. What were the main ‘career decision’ milestones in your life so far? One of my main career decisions was realising retail and working with people was a job for me as I get great satisfaction out of helping people and providing them with a solution to their problem. My subjects in school (Construction and Engineering) gave me an interest in the hardware sector and helped me easily adapt to the many different aspects of the sector.
Has Jamie improved/grown in his skills/confidence over the course of the Certificate? If so, please explain.
In my opinion to do this job, an interest in proving high customer service and an interest in expanding knowledge is a must because there is a lot of information in this sector that you need to know.
For more information about the HAI Certificate in Hardware Retail and Merchanting, contact Aoife at aoife@hardwareassociation.ie or call 01 2980969
John Walsh and Jamie O’Mahony with Jamie’s Award.
What do you really like about your job? I like the knowledge I have obtained from working here. Learning from both staff and customers has helped me in my everyday job in work and at home jobs e.g., how to plumb a tap. The help I give to customers, seeing their appreciation, and seeing them come back through the doors knowing I will help them again really motivates me to be the best I can. Knowing that I am relied upon is a big achievement.
What advice would you give to someone considering a role similar to yours? I think this job is very undervalued and should be considered a sought-after job.
I have been very impressed with how Jamie has progressed and developed over the duration of the course. He has gained an overall understanding of the business, grown in confidence and his skills dealing with customers has improved substantially.
What advice would you give to a peer considering enrolling in the HAI Certificate in Hardware Retail and Merchanting? Do it. It doesn’t matter how little or how much you know; this course will help you find all the places where you can improve so you can become an overall better employee. Use the course to your best ability, take what they’re saying and apply It to your work, and you’ll see how much you’ve improved.
Mentor: John Walsh, Managing Director – Walsh’s Homevalue HowHardware.important, in your opinion, is it for a manager/ supervisor to take on a mentorship role with their employees in their development? I feel it is a very important aspect as it helps employees feel they are supported and have an open line of communication no matter how simple the question.
HAI Certificate Back for
2022/2023
Product Knowledge In addition to the core modules, https://hardwareassociation. ie/enrolment-for-2022-2023-hai-certificate-in-hardware-retailand-merchanting-is-now-open/, the students will also attend a number of Product Knowledge modules, delivered by industry suppliers, including Octabuild member companies, who will share their expertise and products/industry knowledge in their respective sectors. A popular and engaging part of the course for students, the modules will explore a wide range of areas in building materials, details of which to be announced.
July/August 2022 Training 57
Octabuild back as sponsor for 2022/2023
Hardware Association Ireland (HAI) is pleased to launch its Certificate in Hardware Retail and Merchanting, a mentor-based development programme for new employees in hardware retail/ builders merchanting, for the second year.
CERTIFICATE HARDWARE RETAIL AND MERCHANTING
The nine-month programme will commence with an in-person introductory session in late August with modules starting in TheSeptember.courseis designed to equip those new to the sector, and those without formal training, with a knowledge and skills base that will enable them to contribute to the business of their employer. It will also help employees build a career in the sector. After successfully completing the programme all 2021/2022 students and mentors reported growth in their confidence in their role, whether it’s in interacting with customers and answering their questions or making suggestions on operations and instore promotions. It was this Confidence Through Knowledge that contributed to the students’ success. Here is some of the feedback from students over the course of the programme: “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.”
“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.”
HAI are delighted to announce that Octabuild returns as sponsor of the HAI Certificate in Hardware Retail and Merchanting for a second year. HAI are pleased to work with the group and its members, Irish building material suppliers – Dulux Paints Ireland, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, Kingspan Insulation and Wavin Ireland – in commitmenttheirto promoting the benefits of high quality, Irish manufactured products for the building, construction and DIY sectors.
Speaking on behalf of the eight Octabuild companies, Ray Molyneaux, Chair, Octabuild said: “We have been hugely impressed by the quality and enthusiasm of both lecturers and participants in the first year of the HAI Certificate in Hardware Retail and Merchanting and look forward very much to seeing this again in the coming year. Octabuild recognises the importance of the HAI Certificate in attracting and retaining talent in the industry. These students represent the future of the hardware industry and bring with them great expectation. We must work hard to support and encourage them in their endeavours.”
HAI looks forward to working with Octabuild in sharing their Product Knowledge and experience with students in the coming year. 2022/2023 Enrolment is now OPEN If you have an employee or employees who are new to hardware retail/merchanting, and are looking for formalised training in the area to help refine their skills for the future of their career, contact Aoife at aoife@hardwareassociation.ie or call 01 2980969 about enrolling your team today. After its highly successful inaugural year, the HAI Certificate in Hardware Retail and Merchanting is back with enrolment open and Octabuild returning as sponsors.
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2. Remodelling to create a “forever home” Tying into the increased interest in aging-in-place design, and in light of the housing market’s current state, homeowners of all ages seek to turn their current homes into “forever homes” and are looking to implement renovations that can extend the life of their residences.
According to Plumber Magazine in the UK, remaining relevant and adding specific value for your customers by staying on top of significant trends is driving the marketplace.
This would also be true for the Irish market. The current housing situation is causing many people to stay in their current homes, instead of moving. For builders and plumbers merchants that means there are a few trends to keep an eye on as homeowners look to make their current residences “forever homes.”
Call
PVC Fabrications adds to its range of “retail ready” PE water piping systems
1. Baby boomer interest in aging-in-place design
3. Creating a spa-like atmosphere
Five plumbing trends to know in 2022-23
Gripmax “Hydrodare” Low Density pipe Gripmax Hydrodare Pipes are for the installation of water networks where greater flexibility is sought in the pipe material. Gripmax Hydrodare pipe is easy to work with and does not “fight back” when being handled. It is manufactured with the highest quality virgin LDPE Materials. Why do Gripmax only use the Virgin LDPE? Simply put, premium raw materials are required in order to maximise the internal bore smoothness, which minimises water turbulence and in turn increases flow rates to the maximum. Easy to uncoil and lay, Gripmax Hydrodare allows for efficient and practical use. All Gripmax Hydrodare pipes are clearly marked with colour coded stickers and barcodes to avoid confusion between NG & HG pipes. Available in 25m, 50m & 150m coils, it saves on labour and wastage in store, while increasing overall metre sales.
A critical shift in the residential plumbing space has been the extraordinary supply shortages the industry faces. One way to increase time efficiency while navigating these challenges is to opt for a system approach versus a component approach. For example, a Quick Drain complete shower solution is an example of a shower system that saves time. The integrated PVC drain, combined with pre-sloped shower panels and waterproofing accessories, represents a total shower solution for promoting effective and efficient drainage. It can be installed in as little as one day.
According to Seniorliving.org, aging-in-place means a person making a conscious decision to stay in their home for as long as they can with the comforts that are important to them. As the population ages, especially the baby boomer generation, we will see an increasing demand for accessibility in the bathroom.
Many homeowners have found new ways to use the bathroom to enhance well-being and manage stress in the wake of the pandemic and being stuck at home.
COMMERCIAL FEATURE 58 July/August 2022
Additional market factors to consider are macro trends such as sustainability, water quality and smart-home technology.
4. Time-efficient products to help keep up with demand
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Here are five trends from the UK to know in 2022-23:
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5. New technologies and macro trends
METRIX “BLUE” MDPE 80: Blue MDPE 80 is independently certified to the international & Irish standard EN 12201. Premium PE80 materials feature, high impact strength, high notch resistance, high abrasion resistance, good chemical resistance & corrosion resistance.
Uses of Gripmax Hydrodare includeWater distribution for town, rural & irrigation projects Mains for urban water supply Cold water plumbing reticulation Household water connections from the main supply PVC Fabrications now for more info 021 4885881 There are free mobile retail displays stands available (T&Cs apply). www.pvcfabrications.ie
The arrival of the Carron range brings immediate innovation to the Niko Showroom with the launch of the Carron Editions+ range. This is a new level in bath design that brings together innovation and the latest trends, with an exclusive new +Matt Finish a unique feature that takes acrylic baths to the next level.
The stunning Sienna Bath with The +Matt Finish is now a statement piece at the Niko Bathrooms Showroom and it’s stunning design is described as “smooth, warm and incredibly tactile”. The +Matt Finish option is a game-changer for the world of bathing and bathroom design. The reliable and practical benefits of acrylic are teamed with a sumptuous finish that has up to now only been available with ceramics and pottery. Carron’s +Matt Finish Baths bring a whole new world of bathroom options and décor choices. High end furniture, and cutting-edge brassware will team perfectly with this design
Sienna Bath
with +Matt Finish.
For more
Quality & Innovation When it comes to quality there is no compromise with a Carron Bath. Manufactured with CARRONITETM, that is Carron Bathrooms’ unique, market leading finishing system featuring a range of benefits for the consumer and the environment. These include, increased strength, the ability to keep water levels warmer for longer (so no need to top it up) and peace of mind with a 30-year guarantee. Carronite baths are the professional choice for plumbers and fitters because of their consistent quality and custom-fit baseboards that are cut to size for each Carronite model and applied before the finish is applied.
Whenstatement.speaking about the new partnership James McMorrine, Managing Director, Carron Bathrooms said “From our initial conversations with Niko Bathrooms, it became apparent that our goals were completely aligned in terms of product, design, innovation and service. We are delighted to see the Carron Baths Range taking pride of place in this beautiful state-of-the art showroom and we look forward to working with the Niko Bathrooms Teams on the forthcoming launch of Carron Baths to their customers across the Republic of Ireland.”
COMMERCIAL FEATURE 60 July/August 2022
contact sales@nikobathrooms.ie or contact your
www.nikobathrooms.ie T:
Niko Bathrooms unveil exciting new collaboration with Carron Bathrooms at Dublin showroom
Keep an eye out for more exciting events that will be happening in the Niko Bathrooms Showroom over the coming months as part of the Carron Baths Launch Campaign. information Niko Bathrooms Area Manager. +353 (0)1 400 0000
Email showroom@nikobathrooms.ie
Niko Bathrooms is one of Ireland’s leading suppliers of market leading bathroom products (and part of the Uppercross Group). They continue to ‘inspire’ and innovate at their Dublin Showroom with the unveiling of the Carron Bathrooms Baths Range. The launch marks the announcement of their new partnership as sole distributor for the full range of Carron Baths making it available to Retailers, Builders Merchants, Plumbing Merchants and Bathroom Showrooms across the Republic of Ireland from the 1st August 2022.
Paul Thompson, Niko Bathrooms Managing Director says “We pride ourselves on partnering with brands that are the best in their category and also align with our company values. So, when the opportunity presented itself for us to collaborate with Carron Bathrooms, we knew immediately it was the perfect partnership and that Carron Baths are a natural addition to our range, with a strong focus on design and quality and a proud brand history. Our new distribution agreement will ensure that Carron Baths will be stocked on the ground in Dublin and readily available to our customers via our distribution centre in the Broomhill Complex, Tallaght. Carron are the UK’s market leading manufacturer of acrylic baths. Based in Falkirk, Scotland, they have a manufacturing heritage dating back over 260 years. All baths are designed, manufactured and quality-assured exclusively in the Carron factory. The product portfolio includes an enviable range of rectangular, freestanding and showerbaths as well as a range of shower screens, panels and accessories. Carron’s unique triple-layer reinforcement ‘Carronite’ system is the plumber and fitters’ choice and boasts a 30 year manufacturer’s warranty.
brought to you by t: 01 400 0000 e: nikobathrooms.ieDublinBroomhillUnitsales@nikobathrooms.ie5BroomhillBusinessComplex,Road,Tallaght,24,D24X270 The Carron Baths Range is available from NIKO Bathrooms. Want to plan a showroom visit to view the Carron Baths range? Contact your Niko Bathrooms area sales manager to organise the booking. PROUD DISTRIBUTORS OF IN THE REPUBLIC OF IRELAND NIKO Bathrooms are proud distributors of the Carron Baths Range across the Republic of Ireland. Carron Baths are handfinished to the highest quality and the complete range includes panelswithShowerbaths,FreestandingRectangular,andcoupledshowerscreens,andaccessories. The unique reinforcementtriple-layer‘Carronite’ system that can be selected for any Carron Bath is the plumber and fitters’ choice and boasts a 30 year manufacturer’s warranty.
Pipelife’s guarantee on the Qual-Pex Plus+ ‘Easy-Crimp’ System against manufacturing defects is a minimum of 50 years. The guarantee remains valid, provided that the pipe and fittings are installed as per the company’s recommended installation guidelines and that the products installed were not damaged before, during or after installation.
• Tooling up for the Qual-PEX Crimp System is inexpensive.
The Benefits of the Qual-PEX Crimp System.
• No Expensive tooling
• Availability of manufacture’s reps as required.
• No problems associated with mixing and matching systems.
The airforce grade annealed aluminium protective metal sleeve is precisely attached to each fitting during production and is designed to provide a unique metal reinforced leak free joint. The polymer fittings are made from a high-performance thermoplastic and can withstand high temperatures as well as being corrosion resistant. The secure water-tight seal is made when the Qual-Pex Plus+ ‘Easy-Lay’ pipe is compressed onto the body of the Qual-Pex Plus+ ‘Easy-Crimp’ fitting. The “air force grade” aluminium holds that seal permanently. This seal eliminates any contact between water and metal which has been the focus of problems in the past. The Qual-Pex Plus+ ‘Easy-Lay’ pipe and the Qual-Pex Plus+ ‘Easy-Crimp’ fittings are completely corrosion resistant.
S.A.F.E. : Sleek, Affordable, Fast, Efficient.
• No battery charging required.
Since Pipelife was established in 1970 it has been committed to producing quality plastic goods for the construction, agriculture and plumbing sectors. Drawing on almost 50 years of manufacturing experience from its production plant in Cork, Pipelife has been to the forefront in developing innovative products and has been an industry leader for many years. Quality and innovation continues to define the company’s philosophy and this is reflected in the range of products and systems that it manufactures to this day.
• No confusion over jaw profiles and wall diameter etc.
• No issue fitting in studwork: Much smaller and neater.
• As your company expands, tooling up is inexpensive.
• No joint preparation required – FAST.
• No difficulty pulling through joists.
QUAL-PEX connection
• 50 Year Guarantee.
The sleek light weight Qual-Pex Plus+ Clamp Tool has been designed to make the seal with minimum effort from the installer. Gone are the days of tool belts, spanners, sealer, inserts, hacksaws, solder, gas torches, big bulky expensive battery-operated tools reamers etc. All you need is a Qual-Pex Cutters and the Qual-Pex Plus+ clamp tool. The Qual-Pex Plus+ Clamp tool is ideal for working overhead due to its light weight and the ability to get into awkward spaces will surprise you.
• No fitting required in base as per conduit shoe v compression elbow on copper.
Pipelife`s extensive range of quality ‘Easy-Crimp’ fittings have complete compatibility with their Qual-Pex Plus+ ‘Easy-Lay’ pipe.
• Speed of use.
• Simple, controlled and accurate joint – every time.
Plus+ ‘Easy-Crimp’ System - make the quality
• No working with heavy press machines on site all day.
• No risk of nut loosening behind stud wall compression elbow v Qual-PEX crimp System.
The Qual-Pex Plus+ ‘Easy-Crimp’ system is a unique system designed specifically for the Irish market. The Qual-PEX Plus+ ‘Easy-Crimp’ system is supplied in Irish sizes of ½”, ¾” & 1” for use with Qual-Pex Plus+ ‘Easy-Lay’ pipe. The Qual-Pex Plus+ ‘Easy-Crimp’ system requires no expensive tooling, no reaming of the joint prior to fitting; no pipe inserts and gives an incredibly secure joint. The system is designed for optimal installation speed, ease of use, joint security, and competitiveness. Because it is Irish sized the system is ideal for use in retrofit applications and is fully compatible with existing Irish size pipe and fittings systems. For new builds this system is unbeatable for installation speed.
COMMERCIAL FEATURE 62 July/August 2022
The Qual-Pex Plus+ ‘Easy-Crimp’ fittings are the professional’s choice due to the right materials being used for the job, the rings don’t fall off, no O-rings, pipe inserts or pipe de burring required and no slide just crimp and move on.
• No water/metal contact. Completely corrosion resistant.
A Q uality C &onnection Day after day, on job after job, Our Qual-Pex Plus+ Easy-Lay Pipe & ‘Easy-Crimp’ System is the fastest, most reliable, most durable in the industry. With thousands of systems installed nationwide giving professionals the highest level of confidence in the Qual-Pex Plus+ System. Plus, it all comes with our unmatched 50-year guarantee! WWW.PIPELIFE.IE • T: 021 484700 • E: IRELAND@PIPELIFE.COM Get the Plus+ Advantage with our Qual-Pex Plus+ Easy-Lay Pipe + ‘Easy-Crimp’ Fittings 1970-2020 1970-20201970-2020 50 years of Proud Irish1970-2020Manufacturing
Today, Nerrad Tools is as determined as ever to supply a range of hand tools, constructed to the highest standards that ultimately make the engineer more productive. The company has expanded the portfolio to more than 150 products and has seen tremendous growth throughout England, Scotland and Wales. As a result of increasing enquiries, Nerrad Tools have now launched their products in NerradIreland.Tools General Manager, Andrew Moore says “We are delighted to have launched our products in Ireland as we have a wide variety of hand tools that the plumbing and heating engineer is going to love, coupled with a strong brand presence that looks great in store. Our focus has always been on how we build consumer demand for a great quality product, and then support our customers with both technical and marketing support in order to create the same buzz at the counter.”
COMMERCIAL FEATURE 64 July/August 2022
The flagship product for Nerrad is the industry renowned Tapex Kit. Using advanced tap wrench technology, this 18-piece kit is unique to Nerrad, and has been designed to reduce time and effort on every job. Comprising 18 components, the Tapex kit has all the sizes needed to remove and install bathroom and kitchen taps, including unique “sockets within a socket” designed to fit all known sizes of ½” and ¾” back and supply nuts. With a multitude of adjustable and fixed extensions, ratchet handles and universal joints it is perfect for access when working in tight spaces and helps get to those hard-to-reach taps. With a lifetime warranty, the Tapex kit is a must have item for anyone that works on bathroom or kitchen taps.
Carl Kammerling International, owner of a number of high-quality brands including CK Tools and Kasp Security, who shared the vision of developing a leading plumbing tool brand, acquired 100% of the company, and the goals have remained the same.
Designed by Plumbers!
for Plumbers,
Nerrad Tools was founded in 2010 by a heating and plumbing engineer, with a vision to supply the industry with a range of professional hand tools that save time, require less effort and make the life of an engineer easier. In 2018
“These are exciting times for our business due to the huge growth and popularity of the Nerrad brand amongst the professional trades people across England Scotland and Wales. As a result of increased enquiries, said General Manager, Andrew Moore. For more information or to speak to a member of our sales or email
COMMERCIAL FEATURE 65
prominent
Also in the range is Nerrad’s uniquely designed blow torch, “The Firejet.” This has a number of key features and benefits which makes it one of the market leading blowtorches in the UK. With the easy clean serviceable diffuser, the nozzle can be stripped down to give instant access so that the diffuser can be removed, cleaned and reassembled. The nozzle design minimises thermal conductivity for safer handling and reduces injury and damage to the user or surrounding areas. With a non-corroding brass cylinder connection, this assures there are no stripped threads when removing or attaching the industry standard CGA600 bottles. With all these enhanced features the Firejet offers the user greater levels of reliability and safety.
00 44 1758 704 724
Since 2010, Nerrad Tools have been gaining popularity in the UK, creating a premium range which ultimately makes life easier for the plumbing and heating engineer. We are pleased to announce the arrival of our products in Ireland.
INNOWcs@nerradlimited.com.AVAILABLEIRELAND!CMYCYMYCMYMCK 2022_Nerrad Irish Advert.pdf 1 21/06/2022 10:08
HomeBoost will boost the incoming mains water flow to 12L/min, it’s quiet, easy to install and complies with the water fitting regulations.
Designed to boost the water flow to a single outlet to at least 7L/min, TapBoost is incredibly quiet and its inline design with robust brass fittings makes it easy to install. It improves the water flow to bathroom, kitchen or garden taps, toilet cisterns, dishwashers or washing machines.
The range features the new product, TapBoost. TapBoost is an inline booster pump which is ideal when only one outlet is suffering with poor water flow and installing a whole house pump feels like overkill.
For more information call MT Agencies Ireland Ltd on 01 8643363 or email sales@mtagencies.ie
Boost the water to a single outlet or the whole house!
Salamander Pumps, distributed in Ireland by MT Agencies Ireland Ltd, has a range of inline pumps that provide an easy-to-install, quiet and compact solution to boosting water flow to a single outlet or the whole house.
Also featured in the range is HomeBoost. This powerful inline pump is perfect for homes with a combi boiler where the water performance is weak across multiple outlets.
COMMERCIAL FEATURE 66 July/August 2022
BOOST YOUR WATER FLOW Visit www.tapboost.co.uk
Coupled with the technological and flexible solution for businesses is its speed to market. Apex’s goal is to accelerate the project launch and aim to get your business online within three months. Added to this are the flexible and attractive costs options to help with the initial investment.
What is an ERP system?
Consulting have over 20 years’ experience and a HQ in Ireland. They have continued to help many companies in the hardware & construction industry navigate the eCommerce world to make sense of the new digital economy and ensure all businesses are making the most of all available technologies (eCommerce, Product, Payment, Marketing Automation) - both for their internal operational efficiencies and customer service engagements. Having successfully worked with Woodies, Topline, Heat Merchants, Tubs & Tiles as well as other key brands including Sysco, Uniphar, CMS Distribution and the Central Bank of Ireland, Monsoon has a wide array of solutions to help all organisations. With their “Apex’’ Software, they offer a go to market ready eCommerce software solution, specifically tailored for the Hardware & Construction industry. This provides key value for companies with pre-built, industry relevant out of the box features & functionalities. It then helps transform their operations to a fully fledged, multi-channel B2B eCommerce proposition with a market leading competitive edge.
Enterprise resource planning (ERP) refers to a type of software that organisations use to manage day-to-day business activities such as accounting, procurement, project management, risk management and compliance, and supply chain operations. A complete ERP suite also includes enterprise performance management, software that helps plan, budget, predict, and report on an organisation’s financial results.
ERP systems tie together a multitude of business processes and enable the flow of data between them. By collecting an organisation’s shared transactional data from multiple sources, ERP systems eliminate data duplication and provide data integrity. ERP systems are critical for managing thousands of businesses of all sizes and in all industries. To these companies, ERP is as indispensable as the electricity that keeps the lights on. How can these solutions manage organisations day-to-day business activities? These systems are complete, integrated platforms, either on-premises or in the cloud, managing all aspects of a production-based or distribution business. The systems support all aspects of financial management, human resources, supply chain management, and manufacturing with your core accounting function.
The hardware industry is in the process of turning ever more to digital and eCommerce channels in order to sustain and maintain existing business. As the industry progresses, the challenge now is to capitalise on the digital transformation in order to manage the new and future economic winds of Monsoonadversity.
For more information on how Monsoon Consulting can help your business online, please get in touch with alastair.brodie@monsoonconsulting.com or call +353 (0)1 4750066
For more information on their Enterprise Magento Acceleration product, “Apex” or to organise a demonstration, please visit www.monsoonconsulting.com/apex
Monsoon Consulting (www.monsoonconsulting.com) are Ireland’s only Adobe Gold Solution Partner, focusing on delivering best in class B2B and B2C eCommerce solutions.
COMMERCIAL FEATURE 68 July/August 2022
In light of all the recent challenges faced, industries are looking for ways to reduce costs, whilst still maximising sales revenue and customer engagement. Monsoon Consulting have launched a new B2B eCommerce platform solution specifically designed for the hardware industry.
Apex comes with “Trade-ready” mobile optimised and fast creative themes with a wealth of B2B features including; requisition lists, self-service, customer segmentation, client notifications, enhanced security and user admin permissions.
B2B eCommerce & business support with Monsoon Consulting
ERP systems will also provide transparency into your complete business process by tracking all aspects of production, logistics, and financials. These integrated systems act as a business’s central hub for end-to-end workflow and data, allowing a variety of departments to access.
The ‘One-Off’ Challenge
The choice is to: (a) Tell the customer that it is not a product we sell, thus encouraging them to go elsewhere (b) Source the product for the customer which encourages loyalty but creates overheads for sales, goods inwards and administration teams.
COMMERCIAL FEATURE 69July/August 2022
CORETech, one of the leading providers to Hardware and Agri Retailers and Distributors in Ireland, have solutions in place which will efficiently combine the sales and purchase process for one off purchases.
The overhead for individual product creation and administration for special orders is eliminated. Wallaces Homevalue Hardware in Wellington Bridge, Wexford – a CORETech Partner for over 15 years - recently bolted this functionality into their EPOS configuration. Head of Purchasing, Maryanne Quigley, says “My initial scepticism didn’t last long as CORESpecials® has become a function that we find hugely beneficial. Its clarity has allowed us save time when tracking customers special orders and has made our process for specials so much more efficient and accurate … for both us and our CORETechcustomers.”continually innovate and extend their solution offerings. With 40 years experience in understanding business challenges and collaborating with their customer partners they have continued to be at the forefront of Hardware and Agri Retail trading.
If you are facing challenges in your business that can be resolved with innovative and user-friendly solutions, please contact CORETech for a free consultation.
In business, customer service is key and sometimes these customers require products that are not part of the standard product range.
Form more information, visit www.coretechnology.ie, or email to info@coretechnology.ie or call (025) 41400
By capturing the information at the time of enquiry, the CORESpecials® seamlessly creates Purchase Requisitions or Orders, manages goods inwards and customer despatch or collection all from one screen. Specials stock can be monitored and managed to ensure that it gets to the customer without undue delay or confusion.
The keynote presentation by James Mitchell, highlighted the acceleration of digital transformation as key to improving performance and customer service and to creating sustainable working practices. ERP Workflow has traditionally been controlled by paper. With the introduction of its mobile apps reducing internal waste of paper and customer paper trails, KCS are providing its customers with the tools to take the technology to the job, not the job to the technology.
“Thisapplications.isanexciting time for our business in Ireland, and with continued investment in the company we aim to capitalise on our successes and build a platform for future growth. The new identity for RNH will act as a catalyst for further progress towards our strategic vision,”said James Mitchell, Managing Director UK & Ireland. “Unifying under a common brand reaffirms how integral the team and product portfolio are to the future of a business we are proud to be part of. “KCS acquired RNH Solutions in November 2021.
Following its recent acquisition by Kerridge Commercial Systems, RNH Solutions will rebrand to MAM Software. The move brings its hardware automotive operations in Ireland and the UK under one unified brand to more accurately reflect its position as a leading provider of business management software solutions for the automotive aftermarket.
RNH Solutions rebrands to MAM Software
Renowned for its innovative and flexible approach, MAM Software provides dedicated product groups for Ireland and the UK aftermarkets. It focuses on improving the efficiency and profitability of companies with complex supply chains via the use of specialised software and services.
The new brand identity, which will be rolled out over the coming weeks and months, brings RNH in line with the distinctive style of the wider KCS group. MAM’s logo includes KCS’ magenta diamond design; the four lines at the centre represent the cornerstones of the Kerridge Commercial Systems brand - sourcing, stocking, selling and servicing. These cornerstones are what it strives to do to assist its customer base to be excellent in, ensuring it gives them competitive advantage.
Kerridge Commercial Systems demonstrated its latest innovative products to delegates at its Konnect Ireland event
Delegates on the day were introduced to KCS Partners, Jason Bradshaw from Phocas Business Intelligence, who demonstrated how to make the existing data in each of the KCS’ ERP system’s easy to access, understand and act on with Phocas, which allows users to turn insights into real intelligence. And Lewis Elliot from Paymentsense who explained the benefits of integrating cards payments directly into K8 and Autopart.
The rebrand will also include a new website which will communicate the business benefits of MAM’s solutions and encapsulate its total offering, including many business
COMMERCIAL FEATURE 70 July/August 2022
In May, Kerridge Commercial Systems, a global provider of ERP solutions, welcomed over 85 delegates to its Konnect Ireland customer conference. Held at the Clayton Hotel in Dublin, the event was attended by companies from the Distributive Trades, Automotive and Rental markets and demonstrated the enthusiasm users of its software have for learning and updating themselves on current versions and options in the KCS software Conferenceportfolio.delegates, including companies that were new to the software as well as those who have been using it for years, were invited to discover how the latest technology can help improve business performance, from mobile apps and cloud computing to the latest developments and product road maps.
“With over 620 customers in Ireland across our core markets, it’s really great to be able to share what we have been working on for the last few years, what products and innovations are coming down the line and importantly what direction we are going in. It is so important to be able to share this with our customers and Konnect is the perfect platform to do this” explained James Mitchell, UK & Ireland Managing Director.
Blue Rock Systems Managing Director, George Troullis and Intact CEO, Justin Lawless announce Intact acquisition which will boost customer resources and support growth ambitions in Ireland and the UK.
Blue Rock Systems already implement and support Intact developed systems across a network of UK trade customers. They have also successfully developed complementary products including e-Commerce, POD scanning and on-line auctioning, to expand the solution on offer. The company specialises in the same target verticals as Intact, primarily merchants and distribution.
The announcement was made recently by Intact CEO, Justin Lawless, who said that the move will strengthen Intact’s market share across the target verticals in which it operates and will bolster the company’s talent pool to support ambitious growth plans for Ireland, the UK and global markets.
COMMERCIAL FEATURE July/August 2022 71
Intact in UK expansion with acquisition of Southampton software business
In February this year, Intact invested in a new, expanded state-of-the-art UK headquarters in Hemel Hempstead, in the Greater London area. Blue Rock is Intact’s second software business acquisition in England. In 2016 the software company acquired Ramtac, another of its UK VAR partners, (value added resellers), which has facilitated market expansion.
Intact, the Dundalk and Hemel Hempstead based provider of software and technology solutions to the merchant and distribution sector, has acquired a UK-based software house, Blue Rock Systems. The Southampton business has been reselling, implementing and supporting Intact ERP systems (enterprise resource planning) for over 16 years.
“The acquisition of Blue Rock Systems is part of Intact’s strategy to become the leading provider of ERP and business software solutions in the merchant and distribution sector. This important development adds to our strong customer base and involves a team of highly skilled individuals, with deep software industry expertise, who will enhance customer service and support our growth plans.”
“Blue Rock Systems grew revenue 30% last year, returning double digit profit growth. Its 43 staff and senior management are all vastly experienced in the software industry and, working collaboratively as part of Intact, will add immense value to our product and service offering.”
The UK software business was formed in March 2005 by Managing Director, George Troullis, Sales Director, Glen Jewell, and Lance Norton, the company Commercial Director. George Troullis will oversee the business incorporation, complementing the Intact senior leadership team. This will facilitate collaborative integration of the company’s people, processes, systems and cultures, ensuring a seamless transition to Intact for more than 150 customers of BRS UK.
Intact’s annual turnover, currently in the region of €17 million, has grown over 500% in the last ten years, with more than 60% growth anticipated in the coming year. The desire to expand the world-class team at Intact, by strengthening it with an influx of high-performing people, was a key driver for the acquisition, CEO, Justin Lawless said.
Intact’s historic profits facilitated the self-funded multi-millionpound acquisition, without the requirement for outside investment. Blue Rock Systems’ full team has been retained as part of the acquisition deal, which will see Intact employee numbers increase from 200 to 243 staff across Ireland and the UK. The UK company recorded robust revenue and profit growth in recent years, aligned with excellent customer and employee retention rates, Justin Lawless adds.
Grant Thornton, the Dublin-based professional services firm, and legal firm, Flint Bishop, advised on the Blue Rock Systems deal and strategy.
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Bostik Academy represents a ‘state of the art’ remote ‘online’ training hub aswell as a traditional, ‘hands on’ product and product application training centre. In addition, Bostik Academy offers tailored and dedicated training programmes to you and your team. Our experienced trainers will present our full product portfolio, best application methods, key industry recommendations as well as current market insights and updates. Our highly skilled technical team is available to support you in your particular project and your everyday activities.
