The Hardware Journal July/August 2020 by The Hardware Journal

July/August 2020

The Official Magazine of Hardware Association Ireland

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July/August 2020

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ge sa es m 12 and 13 for a synopsis of the plan. Underpinning much of the plan is the tried and tested HRI scheme and a smarter application of tax to generate business and employment. On its last outing the HRI scheme generated ¤2.6 billion. At least now we have a new government to which we can make our case and we will be arranging meetings with ministers. We are still in the crosshairs of Brexit. And, as it looked from day one the UK seem minded to go for a no deal either as a negotiating strategy or as an intent. So, the Rebuilding our Future plan and what flows from it will be significant for the sector. Exhibitor registrations for The Hardware Show, www.thehardwareshow.ie, in Citywest in February 2021 are well ahead of schedule. By then protocols will be well established. Spearheading the Trade Show and HAI into 2021 and 2022 will be Michael O’Donohoe, our new Vice President. For a brief introduction to Michael please see page 6. We are delighted to have Michael on board and wish him every success. Later in the year we will have our second regional conference, building on the success of the Dublin conference in February. We are keeping a watching brief on the date and will inform members as soon as a clear decision is made. Elsewhere in this edition we look at McMahons Builders Providers and the reasons for their longevity, and our supplier focus is on Locks & Hardware celebrating 20 years in business. Virtual Training courses will be the order of the day for the immediate future and we have yet again engaged Declan Flood and Susan Madden to develop and deliver our virtual training courses, see page 47.

EO eC th

July/August 2020

m fro

By now we are (mostly) back at work coping with the new normal and sorting out the day to day issues. And reaching this point has required significant efforts on behalf of the entire sector. At face value it has simply made it much more difficult to do business. Employees have had to weather changing working conditions, and for some a nervousness about going back to work- especially for those in customerfacing roles. So, a thank you is important. Fortunately for the sector demand is still strong. Construction is back, albeit slower-paced, and the Irish consumer has a thirst for repairing, maintaining, and improving their homes. No one in the sector that HAI have spoken to in the last few weeks have concerns about demand for building materials, hardware, or gardening products. Market figures for quarter one from Behaviour & Attitudes point to a 5% growth in the value of the sector. This follows a healthy 5% growth for year end 2019 v 2018. Until we have the market figures for quarter two the real impact is pure speculation. Covid-19 was experienced very differently by members - some recording a decline of 90% while others saw an upswing of 25% in their business. More than ever it is critical that the sector has reliable market data to underpin future decisions. We recently surveyed members. As a barometer of sentiment in the sector it highlighted issues of concern and areas that members intend to focus on over the next few months. Over 50 members, both suppliers, merchants and hardware shops shared their views. Thanks to all who participated. Top of mind for members were health and safety issues as well as the impact on turnover. There were also concerns about supply of specific products and credit. E-commerce and an emergent E-commerce economy is very much on member’s minds. Over a quarter of members intend to begin to sell online for the first time and for 83% of members accelerating and scaling up their website will be their main focus. HAI is adapting to this new virtual reality. At time of going to press we will hold our AGM remotely for the first time. In training we held a very successful two-day course on credit control by Zoom. We have also engaged Greg Fry to advise members on scaling up their success in trading on-line and their social media, full details are on page 46. In this edition we have highlighted the main points of our recovery plan - Rebuilding our Future. If you think that you have seen a variation of it you are largely right, this plan builds on an earlier one. However, recently we engaged Professor Ronan Lyons and Colm O’Callaghan and Sinead Lew of PwC to oversee it. It sets out a strategy for government to invest in and to help citizens invest in renovation and retrofitting. It also has recommendations for first time buyers and training - please see pages

The sector has emerged successfully from an unprecedented, and unpredicted period of trial. It has demonstrated huge resilience and an ability to adapt business models. We entered this period strong and we have emerged strong. This dynamism will stand us well to face the challenges ahead.

Martin Markey Chief Executive Officer - HAI

contents FRONT COVER: HAI launch Recovery Plan.

Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc ISSN 2009-5481

Published by: Hardware Association Ireland Editor: Jim Copeland, editor@hardwareassociation.ie Editorial/Feature Contributor: Aoife Kinsella, Aoife@hardwareassociation.ie Advertising Manager: Jim Copeland, jim@hardwareassociation.ie Design and Production: Stephen Broad, ConceptRoom, stephen@conceptroom.co.uk Printers: GPS Colour Graphics Ltd, Belfast.

news 6

Introducing HAI’s new Vice President.

Paul Candon Appointed CEO at United Hardware.

Toolman Ltd gain all-star accreditation.

International Tool Industries Launch new Catalogue.

MEDITE SMARTPLY Partner with Pollinator Plan.

Russell Hobbs Launch Anniversary Kettle.

Concern at Level of Vehicle Related Injuries at Work.

regulars 3

A MESSAGE FROM THE CEO Martin Markey introduces the latest issue of The Hardware Journal.

ADVERTISING ENQUIRIES: To advertise in The Hardware Journal

CORPORATE PARTNERS A look at HAI’s corporate partners and the services they offer.

and reach the key decision makers in the industry please contact Jim Copeland at 01-298 0969; email jim@hardwareassociation.ie

NEW MEMBERS HAI HAI welcomes its newest members.

Distribution: MMS Mailing Services, Dublin.

© 2020 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.

features 12

REBUILDING OUR FUTURE HAI reveals its recommended recovery plan which will help secure the resurgence of the sector.

STEVE COLLINGE Steve considers consumer sentiment in the UK since the lockdown has ended, and reflects on the implications for the home improvement industry.

THE HARDWARE SHOW 2021 70% of exhibitor space sold, and the future of the events industry. July/August 2020

Paint & Decor 34 MESSAGE FROM THE EDITOR Jim Copeland introduces the latest supplement. 35 CIRET Brands that cover all your painting and decorating needs. 36 DULUX PAINTS Empowering customers to make the right choices. 38 ALBANY HOME DÉCOR Padraig McGuinness from Albany Home Décor reveals this year’s hottest garden and home paint trends. 40 UNIBOND New product launch sees No More Nails celebrate 25 years. 42 IDEAL HOME Ideal Home Magazine rounds up the top home décor trends for 2020. 44 EDRA & GHIN The organisers of the Global DIY Summit consider the opportunity for the sector as consumers rediscover the importance of their home.

22 profiles 22 STORE PROFILE: MCMAHONS BUILDERS PROVIDERS Marketing Manager John Byrne talks to The Hardware Journal about the latest milestone in the group’s 190 years of growth and development.

26 SUPPLIER PROFILE: LOCKS AND HARDWARE

General Manager Conor Pitts explains how their expert and proactive approach to evolving building regulations is integral to their successful 20 years in business.

market intelligence 8

BUSINESS INDEX The latest HAI Business Index figures for Q1 2020.

BUSINESS SENTIMENT SURVEY In a recent survey HAI members reveal the impact of Covid-19 on their business and their confidence in the future.

training 46 47

DIGITAL MARKETING CONSULTANCY HAI launches a digital marketing consultancy service with Greg Fry and his colleagues.

26 COMMERCIAL FEATURES 51

A look at the building regulations and supplier innovations that are impacting the sector.

VIRTUAL TRAINING HAI launches a series of virtual classroom workshops for the Autumn.

business support 48

GS1 GLOBAL STANDARDS Sean Dennison considers the importance of global standards in the construction sector.

PAUL ALLEN & ASSOCIATES Communications Consultant Paul Allen offers readers advice on how to stay ahead in the Covid-19 Recovery.

DOLMEN INSURANCE BROKERS John Bourke outlines insurance advice on re-opening your business.

July/August 2020

PLUMBING AND HEATING

64 BUSINESS SYSTEMS A look at the latest software, services, tools and tips that are available to help businesses make their operations more effective and efficient.

classified ads 70

A SELECTION OF CLASSIFIED ADS

News & Products

INTRODUCING HAI’S VICE PRESIDENT Hardware Association Ireland (HAI) is delighted to announce that Michael O’Donohoe, Country Director of Wavin Ireland, has taken up the role of Vice President. Further to this announcement the association is pleased to confirm that Michael will become its President in 2021 and as part of his role will spearhead The Hardware Show, taking place on February 21st and 22nd next year. Well-known and respected in the industry, Michael has been on the board of HAI since early 2017 and he has been Country Director of Wavin for the last six years, having joined the business in 2008. Prior to joining Wavin, Michael worked for nearly 20 years in various domestic and international sales and marketing roles in the Pharmaceutical, Biotech and Food industries. He is looking forward to bringing his extensive experience in the sector to the role and to working with the HAI team, Executive Committee and Members to support the recovery and continued growth of the sector. Aside from his role in HAI, Michael has other links to the construction sector through his chair of both the Building Materials Federation and the Irish Plastic Pipe Manufacturers Association, as well as membership of the Construction Industry Council. Michael has a B.Sc. in Applied Sciences from Trinity College, an M.Sc. in Executive Leadership from the University of Ulster and is also a member of both the Marketing Institute of Ireland and the Institute of Directors. On his appointment as Vice President Michael said “Our industry like the rest of the Irish economy has been damaged by the Coronavirus, but I’m certain that we can overcome this together and play our part in “Rebuilding Our Future”. I look forward to representing the membership of HAI - merchants, suppliers and manufacturers alike – all of whom are the backbone of this country and the local communities in which they operate”.

SUPPLIES OF TIMBER TO BUILD NEW HOMES IN DANGER OF DRYING UP Housebuilding across Ireland could be undermined as backlogs in the State’s forestry licensing and appeals system risks potentially pushing the industry into crisis, endangering timber supplies and up to 12,000 jobs. All forestry activity, from planting to tree felling, must be licensed, but a change to the law in 2017 allowed anyone to appeal felling permits issued in the Republic. Industry figures warn that supplies of timber, needed to build new homes to tackle the housing crisis, could dry up next year as the Department of Agriculture struggles to process licence applications and appeals. The delays have forced State forestry company Coillte, which supplies about 75% of the logs that sawmills need, to cancel auctions. Mike Glennon, joint managing director of Glennon Brothers, said the group had only enough supplies to get to the third quarter of the year. “In October, we will be in trouble,” he warned, adding that the business employed 250 staff and 120 contractors. Mike went on to say that the delays have primarily hit softwood, used

in housebuilding and to make pallets for transporting goods. The Republic’s need for this commodity is continuing to grow, he added. According to Mark McAuley, director of Forest Industries Ireland, the department has about 1,500 licence applications and 350 appeals to process. He said that the Republic faced the prospect of having to import timber next year, even though it actually had “swathes of trees that are waiting to be harvested”. He noted that, along with its home market, the industry also faced the loss of export business – particularly to the UK, where demand for timber is strong. Irish suppliers compete there with European mills, which can easily step in to make up the shortfall and which do not have to deal with the same rules in their countries. The industry advised the Government against introducing legislation that allowed for open appeals in 2017, arguing that EU rules did not require this. Since then it has been in regular talks with the Department of Agriculture about the problem. Source Irish Times July 2020

July/August 2020

News & Products

PAUL CANDON APPOINTED CEO AT UNITED HARDWARE United Hardware Limited (UHL), has appointed Paul Candon as CEO of the Group to drive the growth and development of the Homevalue business and brand. Paul, who has already taken up his position, will work with the board and management team to develop and implement a new strategy aimed at significantly growing the Homevalue brand, driving sales and profitability and enhancing the services and product ranges available to its retailers. Paul most recently served as Ireland CEO of Bunzl, the leading global supplier of non-food consumable products to the foodservice sector, and prior to that as CEO of McCabe’s Pharmacy Group, where he led the development of a strategy and plan to optimise the structures of the business and drive growth and profitability. He has also held several successful senior positions with Topaz Energy Group, Statoil, and Roches Stores. Commenting on the appointment, Shane Felle, Chairman of the Board of UHL said: “We are delighted to get a CEO of Paul’s calibre and experience to take up the role of CEO at this challenging time for our retailers. He is a highly motivated and competent business leader who brings extensive skills and expertise to the role and we look forward to working with him to continue positioning Homevalue as one of Ireland’s leading

indigenous retail brands providing unrivalled services and benefits to members.” Paul Candon said: “I’m very excited about the opportunity to grow the Homevalue brand and to support our retailers to achieve even greater success in the future. The retailers who trade under the Homevalue brand are primarily Irish familyPaul Candon, CEO at United Hardware owned and run businesses, providing a great service and product range to their local communities. As such, I believe there is a tremendous opportunity for us to grow market share and for the Homevalue brand to take its rightful place as one of the premier Irish retail brands operating in Ireland and I look forward to working with the team and our retailers to realise our joint ambitions.” Paul was previously Non-Executive Chairman of United Hardware and has already stepped down from that role to take up the CEO position. Businesses under his leadership have been the recipients of a series of industry awards and accolades including “Deloitte Best Managed Company 2018” for McCabe’s Pharmacy Group. Over 150 hardware, DIY, home & garden, and builders’ merchant stores trade under the Homevalue brand nationwide with combined annual retail sales in excess of ¤450 million and 2,000 employees.

COVID-19 FAST-TRACKS SHIFT FROM CASH TO DIGITAL PAYMENTS The COVID-19 pandemic is fast-tracking the shift from cash to digital payments as well as accelerating the move from branch to online banking according to the latest payments research published recently by Banking & Payments Federation Ireland (BPFI). Outlining the key takeaways from the findings, BPFI Chief Executive Brian Hayes explained: “The transformation in the banking and payments landscape that was already underway is being accelerated by Covid-19 as consumers fast change their behaviour towards technology and move away from traditional banking and payments activities. Our latest payments research which was conducted at the end of April during the lockdown period shows that the current pandemic is undoubtedly fuelling a change in consumers behaviour toward digital payments and online banking and away from branches.” “A total of 92% of all adults have now used contactless July/August 2020

payments. Payments through smartphones are a fast-growing feature of shopping in Ireland particularly among 18-24 year olds who are the biggest adopters of this technology. Many consumers are using their smartphones in shops at least weekly. Some of this behaviour is being driven by hygiene concerns in terms of using contactless, and by necessity in terms of paying online. It ultimately means that we can expect an acceleration in the rate of adoption of these technologies as we move into a post-COVID landscape.” With the increased emphasis on contact-free and online payments due to COVID there has been a sharp drop in cash withdrawals which are less than half of normal levels. www.bpfi.ie/news/covid-19-fast-tracks-shift-cash-digitalpayments-accelerates-move-branch-online-banking/

Market Intelligence

BUSINESS INDEX Q1 2020 RESULTS Note: These figures are a snapshot of the sector from JanuaryMarch 2020, the next quarter’s figures will demonstrate the true impact of Covid-19 closures. 192 member branches are included in the HAI Business Index. In the extraordinary year that is 2020, member firms showed an average 5% increase year on year for Q1 v Q1 2019 - plus 2% January, plus 4% February, and plus 11% in the very unusual month of March. This 5% growth is also highly consistent across all member groups, including urban & rural and single & multiple branch members. At plus 10% v 2019 growth in Leinster (excluding Dublin) was significant. Dublin grew at 3%.

Branches Proﬁled

36% 43%

64% 57%

Rural

Urban

192 149Member Branches included in Index 53%

Number of Employees

42%

29% 35% 18% 23%

How to get involved The more retailers and merchants involved in contributing to the index, the more robust the data. All raw data is kept confidential and never revealed to HAI. If you agree to participate in the monthly business index, you will receive an email from Behaviour and Attitudes, our research partner, once a quarter (usually at the start of the second week), asking for several pieces of information that will form the benchmark survey: U Number of employees; U Location of business; U What type of area your business operates in, i.e. to get an urban/rural split; U Annual sales turnover (less VAT) for your business broken down by month; U Sales turnover per month. Once this benchmark is complete you will only be asked for one piece of information each quarter thereafter, sales turnover per month for the quarter. Please call 01 298 0969 or email martin@hardwareassociation.ie for more information and to participate.

>15

10-15

< 10

Business Location

38% 40 15% 12

18 18%

29% 30% Dublin

Rest of Leinster

18%

16%

Connacht / Ulster

Munster

21%

May

June

14%

2020 8%

+ 2019

Jan

Feb

Mar

April

July

Aug

Oct

Sept

Nov

Dec

Monthly Business Index: % change in revenue from 2019 to 2020

Quarterly 2020 v Q1 MonthlyBusiness BusinessIndex: Index:Q1 YTD 2015 vs 2019 YTD 2014

What our members say Padraic Rogers, Owner Topline Rogers, Ballymote, Co. Sligo “We at Topline Rogers are finding Hardware Association Ireland’s business index a great help to our business. We are finding it great being able to compare our business performance against people in our region with a similar size business, it’s a great help. It helps us plan and project for where our business is going. It’s very timely for our industry, pity it didn’t happen years ago!” Stephen Blewitt, General Manager Agribusiness, Aurivo “The benefits to our business are: 1. With 35 retail outlets spread geographically across eight counties and three provinces, we find the breakdown of regions very useful in the report. 2. To be the best, you need to compare yourself to the industry, and the monthly benchmarks help us decipher the areas we are over or underperforming in versus the industry. 3. The fact it is completely anonymous gives us the confidence to be totally open with the figures we provide.”

5% 28%

+3%

+10%

+4 %

Dublin

Rest of Leinster

Munster

No. Branches

Area

+6% Urban

+4% 4%

+5%

Rural

+6 %

Single Branch

Multi-branch

+5%

Connacht / Ulster

No. Employees

-1%

+6%

<10

10-15

>15

Source: B&AData 2015. collection Data collection from192 149HAI HAI Member branches Source: B&A 2020. from Member Branches.

July/August 2020

News & Products

GRAFTON’S REVENUES FALL DUE TO COVID-19 Building and DIY merchants Grafton Group said that group revenue fell by 26% to £810.9m in the five months to the end of May from £1.09 billion the same time last year due to the impact of the Covid-19 pandemic. In a trading statement, the company said shutdown measures in place during April in Ireland and the UK led to a decline in group revenue of 80% in the month, compared to the same month last year. The business fully reopened on May 18th in the first phase of the Government’s roadmap for reopening the country and operated at two thirds of prior year revenue for the month. But the company said the overall level of trading during the short period since reopening, while encouraging, was influenced by a range of factors including pent-up demand and may not be indicative of ongoing activity levels. It noted that demand was largely driven by residential renovation, maintenance and improvement projects with new home build activity expected to remain subdued.”The group remains focused

on appropriately managing its cost base as restrictions ease and trading returns to a more sustainable level,” it stated. Grafton’s Woodie’s business also reopened on May 18th to a surge in demand that saw revenue for the two-week period to the end of the month “comfortably” exceed the level achieved for the full month of May 2019. “Sales of garden furniture, barbecues, shrubs and plants and exterior paint and woodcare products were exceptional, supported by pent up demand and very favourable weather conditions,” Grafton said. The company said that in the absence of a reintroduction of measures to control the spread of the virus, it expects to build on progress recorded in May over the coming months as trading returns. “In view of the continued uncertainty over the impact of Covid-19 on economic and construction activity generally, financial guidance for the year ending 31st December 2020 will remain suspended at this stage,” the company added.

TOOLMAN LTD GAIN ALL-STAR ACCREDITATION Toolman Ltd are delighted to announce they have come through the rigorous process to attain the All-Star standard, to become part of The Register of Irish Business Excellence (TRIBE). TRIBE members are identified publicly by the AllStar insignia, the symbol of Customer Confidence. The three pillars of accreditation are Performance, Trust and Customer Centricity. Each requirement within the three areas must be satisfied to become an All-Star Accredited business. Toolman Ltd are distributors of tools and equipment all over Ireland and beyond. Taking pride in being a provider of quality products and offering a top class after-sales service. They are located less than 10km from Shannon International airport, in close proximity to the M18 inter-urban motorway allowing easy access to the rest of the country. Founder, James McGowan, has 27 years’ experience working in the construction industry on major infrastructure projects and has gained in-depth expertise across several sectors of our industry. They also operate a trade outlet at their Newmarket-on-Fergus site where James is joined by an experienced sales team including his sons, Neil, and Jeff, who are helping to bring the company to the next level. Their website, www.toolman.ie, has proven to be a huge success not only in expanding their customer-base in Ireland and abroad, but also in bringing the convenience of online July/August 2020

Dr Briga Hynes, Kemmy Business School, UL, with Jeff, James and Neil McGowan receiving their accreditation.

ordering to their existing clients. It allows them to easily deliver quality products, special offers and promotions to a wider audience and has greatly enhanced customer awareness of their company, contributing to continuous increases in annual sales in recent years. They have a dedicated, in-house IT expert working full-time on their website to ensure that they always provide the best possible online experience using the latest technologies available. Toolman have a number of high-quality brands available including JCB Clothing and Footwear, COBRA cable reels, Breaker Brand tools and equipment and Chargeur Micro diggers and dumpers. They are continually expanding their range of quality products to allow the company to serve their customers’ best interests. For further information or to place an order please contact Toolman Ltd. Tel +353 61-951120, +353 86-3962626 or email james@toolman.ie, www.toolman.ie 9

HAI Corporate Partners CASH IN TRANSIT RMS Group Services Dan Healy 01 623 3004 dan.healy@rmsgroupservices.com www.rmsgroupservices.com

CREDIT MANAGEMENT, LEGAL AND FINANCIAL Credit Risk Brokers James Riordan 01 491 6007 james.riordan@creditriskbrokers.com www.creditriskbrokers.com

JPA Brenson Lawlor Ian Lawlor 01 668 9760 ian@brensonlawlor.ie www.brensonlawlor.ie

LCMS Ltd Paddy Nolan 045 431 143 sales@lcms.ie www.lcms.ie

The Credit Coach Declan Flood 087 244 7052 declan@icmt.ie www.icmt.ie

ECOMMERCE AND MARKETING SERVICES Monsoon Ed Wyeth 01 475 0066 ed.wyeth@monsoonconsulting.com www.monsoonconsulting.com

IE Domain Registry Alan Finnegan 01 236 5400 afinnegan@iedr.ie www.iedr.ie

Pointy Matt Dockrell 01 513 3323 matt@pointy.com www.pointy.com

HR SUPPORT TSA Consultants Tommy Smyth 021 463 4154 tommy@tsaconsultants.ie www.tsaconsultants.ie

Service Partner Business Partner Corporate Partner July/August 2020

Corporate Partners

IN STORE MUSIC & MEDIA Almotech Media Solutions Mike Lyons 093 60872 mike.lyons@almotech.com www.almotech.com

INSURANCE Dolmen Insurance Brokers Ltd John Bourke 01 802 2381 johnb@dibl.ie www.dolmen-insurance.ie

HSF Health Plan Mia Shephard 1890 451 451 mia.shepherd@hsf.ie www.hsf.ie

Kerridge Commercial Systems (KCS) Carla Bremner 01 545 7100 carla.bremner@kerridgecs.com www.kerridgecs.ie

Profile Technology Ltd Peter McCullagh 071 916 2122 PeterMcCullagh@Profteck.ie www.profteck.ie

LOGISTICS SERVICES Woodland Group Lee McMullen 01 811 1500 lee.mcmullen@woodlandgroup.com www.woodlandgroup.com

PAYMENT SERVICES

Thompson Insurances Shane Hennelly 01 481 7716 shane.hennelly@nti.ie www.nti.ie

IT SUPPORT AND SERVICES CORE Technology Stuart McDonnell 025 41400 stuart.mcdonnell@coretechnology.ie www.coretechnology.ie

Herbst Software Sean Fitzgerald 01 450 9329 sean.fitzgerald@herbst.ie www.herbstsoftware.com

Intact Software Mark McArdle 042 933 1742 mark.mcardle@intactsoftware.com www.intactsoftware.com

July/August 2020

AIB Merchant Services Jonathan Mahon 01 218 2116 jonathan.mahon@aibms.com www.aibms.com

Prommt Adam Ball 01 539 2309 adam.ball@prommt.com www.prommt.com

VEHICLE LEASING Volkswagen Financial Services Ireland Michael Neill 087 781 4770 michael.neill@vwfs.com www.vwfs.ie

Rebuilding Our Future

Rebuilding our future Hardware Association Ireland (HAI) began compiling our recommendations in March. It was clear at the beginning of the Covid-19 pandemic that our sector would suffer and that the true cost would not be known for a long time. However, our “Rebuilding Our Future” plan for Government, synopsised here, will go a long way in securing the resurgence of our sector into the future. In the coming weeks and months Hardware Association Ireland will engage strongly with the new Government in securing support for these proposals which have been developed by the board of HAI. The future of the sector, and the economy in general is far from certain. Not only are we experiencing the aftershocks of Covid-19, the precarious nature of the Brexit talks are threatening economic recovery. Ireland today is in need of economic growth, more and better housing, decisive reductions to our carbon emissions, a fairer deal for first time buyers and more people back at work. There are four key recommendations. The first two focus on upgrading our existing housing stock, the third on supporting those buying a home and the fourth addresses the key area of re-skilling and upskilling the sector. “Rebuilding our Future” aims to restore our economic growth and continue our journey towards making Ireland better for all of us. This document has been reviewed by Dr Ronan Lyons, Assistant Professor of Economics at Trinity College Dublin.

HAI President Sean Moran and Chief Executive Martin Markey at the launch of the HAI recovery plan “REBUILDING OUR FUTURE”. July/August 2020

Rebuilding Our Future

We thank Dr. Lyons for reviewing the report and making a number of helpful suggestions. HAI would also like to thank Colm O’Callaghan and Sinead Lew of PwC for their expert guidance. Recommendation 1 Home Renovation Incentive (HRI) scheme for Renovations U Re-introduce and extend the HRI scheme by 36 months. U Lower the floor of the scheme and increase the ceiling. U Claim tax credit in same year as work completed with claim credited the following year. HAI recommends the Home Renovation Incentive Scheme as the business model to deliver the strategy because: U It works - it has a proven track record U It is a core competence of key Government agencies U It is fast and effective - it lets money flow and flow immediately throughout the economy, and throughout the country. U It will help restore consumer confidence and encourage sensible and local spending U It is labour intensive and will grow employment. U It will make it cheaper for first time buyers to buy and upgrade older houses Recommendation 2 Home Renovation Incentive (HRI) scheme - for Energy Retrofitting of Homes HAI proposes the Home Renovation Incentive scheme as the model to deliver the extensive home energy retrofitting programme required to reduce our carbon emissions and upgrade the housing stock. U

U U

Reduce VAT to 9% on all carbon saving products such as heat pumps, insulation, wood burning stoves (all products as per Energy Saving Credits- Better Energy Homes). Introduce a value-based incentive scheme for retrofitting with similar incentives to the HRI scheme. Adjust the grant system such that it will incentivise households with a C and D rating to attain a B rating. Works to be conducted only by a qualifying contractor who is registered for the scheme and can demonstrate tax compliance and VAT registration. Previously SEAI granted works were practically excluded from the Home Renovation Incentive. To overcome this, we suggest an alignment of both. Introduce measurements (KPIs) and targets for retrofitting activity at local government level. Local Property Tax - lower the LPT for those who carry out an energy retrofit on their property that results in an improvement in the BER rating. Capital Gains Tax on the sale of rental properties. Lessen the capital gains tax on the sale of rental properties from 33% to 20%. This to be applied to those who carry out a retrofit resulting in a BER improvement two years prior to the sale. This will encourage retrofitting, make the property more saleable and help unlock much-needed supply to the housing market. HAI fully endorses St. Vincent DePaul’s recommendation to “Ensure sufficient funding is available to allow Local Authorities to complete the energy retrofitting of social housing stock and set a target of upgrading all existing stock in the next four years. July/August 2020

Cost: allocate ¤50 million for energy upgrades in 2020”. If ever there was a time for this it is now. Encouraging greater energy efficiency in our homes will help restore confidence, inject cash into the economy and create thousands of sustainable green jobs. It will also enhance our energy security by decreasing our dependence on imported fuel. And, it will decrease our carbon footprint. Recommendation 3 Support for those Buying a Home U Continue with the Help to Buy Incentive Scheme. U Include second-hand homes in the Help to Buy Incentive Scheme. U Adjust bank exceptions Typically, banks make exceptions in terms of deposits/income in 20% of cases of mortgage applications. Usually this is used up by quarter 3. U Either increase to 33% to the end of 2021 Or U Have a year-round calculation of exemptions, and not a calendar-year one. This would prevent the ‘spending’ of exemptions by banks in Q1 each year. Recommendation 4 Upskilling the sector and Re-skilling New Employees. It is essential that the industry can respond to changing demands. Up to the onset of Covid-19 growth in the sector was hindered by a shortage of skilled workers. Today, with so many people out of work, there is a potential pool of new workers. A cohort of those currently out of work are unlikely to return to their previous careers, at least in the short to medium term. Some will need to be re-skilled to adapt to the needs of the economy. U

We support the recommendations in the Construction Industry Federation’s report ‘Demand for Skills in Construction’. Despite the positive outlook for construction over the medium to long term, a skills shortage could threaten to derail this. In particular, HAI advocates the establishment of a Construction Skills Forum, to monitor progress and address barriers in the education and training system which are impeding the delivery of the required skilled employees. HAI recommends a double deduction on tax for training for companies who upskill and train staff in renewable and clean energy products.

HAI believes that the recommendations detailed above are a coherent and right 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.

REBUILDING OUR FUTURE

For a full version go to www.hardwareassociation.ie

News & Products

INTERNATIONAL TOOLS LAUNCH CATALOGUE International Tools Ltd have launched their 2020 Benman Hand Tools Catalogue in hard back copy, covering over 7,200 high quality products, at very competitive prices. They also want very much to thank all their loyal customers for their continued support having had great success since the launch of their business two years ago. They hope they have been of great service to their customers in these unprecedented times and that we can all move forward to re-focus our energies in rebuilding our economy together. General Manager Don O`Toole says “I have two quotes I would like to share that will help lift our spirits. The great Chinese philosopher Confucius said “Our greatest glory is not in never falling, but in rising every time we fall” and in the words of Irelands Call “Come the day and come the hour, some will live in song and story, we were born to follow our guiding star and to beat our destiny with glory.” Having this in mind, International Tools Ltd as a company are more determined to stay on track and continue to offer a

first-class service to their long list of customers. The feedback they have received from customers has been very positive and the recognition and compliments for the service they provide has been remarkable. Their Makita Power Tools range has generated great momentum in their business and they have exceeded all of their expectations since their launch of the brand. The excitement builds when you see the new Makita 40volt professional range coming to the market. Annovi Reverberi, AR Blue Clean Pressure Washers, continues to be another successful brand for the company and they have now introduced new models to their range, adding more value, for the stockist. For more information on any of the above, please contact your account manager, or the direct sales line on 047-30650 www.internationaltoolindustries.com

HAI JOIN IASIS ADVISORY COMMITTEE Hardware Association Ireland is delighted to announce that they have accepted an invitation by Irish Agricultural Supply Industry Standards, IASIS, to join the IASIS Advisory Committee. The role and mission statement of IASIS includes

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/ Ê>V iÛiÊiÝVi i ViÊ ÊÌ iÊÌÀ> }Ê vÊÀiÌ> Ê` ÃÌÀ LÕÌ ÀÃÊ thereby facilitating the sustainable distribution and sale of plant protection, animal health and pest control products.

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/ Êi ÃÕÀiÊÃÌ À>}i]ÊÃ> iÃÊ> `Ê` Ã« >ÞÊv>V Ì iÃÊ>ÀiÊ designed and constructed in compliance with relevant statutory requirements and are managed and operated to achieve a high level of protection for workers and for the environment. Of particular relevance and interest to HAI members and the sector in general are the continuing training requirements of the Sustainable Use of Pesticides Directive (SUD). The Directive is designed to enhance the high level of protection achieved through the entire regulatory system for pesticides. Implementation of the SUD relies heavily on the training of the various people involved at all levels of the industry, including Pesticide Advisors, Pesticide Distributors, Professional Users/ Sprayer Operators, and Inspectors of Pesticide Application Equipment. A programme to test all pesticide application equipment is in place.

A Pesticide Distributor (PD) is any person or company who makes a pesticide available on the market, including wholesalers, retailers, vendors and suppliers. All distributors must be appropriately trained and registered with the Department of Agriculture, Food and the Marine (DAFM). A registered distributor (PD) must be available at all times at the point of sale to ensure that adequate information is provided to customers regarding pesticide use and health and environmental risk and safety. To be eligible to register as a Pesticide Distributor (Professional Use Products), an individual must first successfully complete the FETAC Level 5 Handling and Distribution of Pesticides (Code 5N2466) or equivalent. Importantly, in order to maintain DAFM registration, approved Pesticide Distributors (Professional Use Products) will be required to maintain Continuous Professional Education (CPE). All DAFM-registered professional use PDs must provide evidence of compliance with the required CPE on an annual basis. Irish Agricultural Supply Industry Standards (IASIS) have developed a CPE scheme for Pesticide Distributors which is recognised for this purpose by DAFM. Currently CPE for Pesticide Distributors is being delivered online by IASIS and, in workshop format, by training providers,Team LM. July/August 2020

News & Products

MEDITE SMARTPLY PARTNER WITH POLLINATOR PLAN MEDITE SMARTPLY have partnered with the All Ireland Pollinator Plan and created a set of six insect hotels using MEDITE TRICOYA EXTREME (MTX), weather resistant MDF, to help encourage biodiversity across Ireland, especially the falling bee population. Used as nest sites by insects such as solitary bees, insect hotels have come to play an important role in helping local wildlife to thrive, especially in urbanised areas. In city or town environments that lack enough natural space to allow wildlife to prosper, insect hotels can make all the difference. Plus, they are a great learning tool for children! The All-Ireland Pollinator Plan was devised when it became clear that the bee population in Ireland has decreased by one third—a huge amount. This is mainly due to the vast reduction in the availability of food (bee-friendly flowers) and safe nesting sites in most landscapes, which have been taken over by urbanisation. It aims to bring together farmers, gardeners, local authorities, schools and businesses, to create an Ireland where pollinators can survive and thrive. While one hotel has been installed in the grounds of MEDITE SMARTPLY HQ in Kent, one will reside at the MEDITE MDF factory in Clonmel, one at the SMARTPLY factory in Waterford and the final three have been gifted to local Irish schools to encourage awareness of how preserving and creating natural habitats influences biodiversity. MTX is a durable weather resistant MDF panel which can be used in applications once limited to products such as concrete, plastics or metals. It’s guaranteed for up to 50 years outdoors above ground and 25 years below ground. As a sustainably produced product that also contains no added formaldehyde, it was a clear choice for helping to build structures that will eventually be occupied by local wildlife. It’s just one example of MEDITE SMARTPLY’s extensive range of products designed with wellbeing and sustainability in mind. MTX maintains all the design, fixing and machining flexibility of medium density fireboards, making it an ideal choice for this project, which required a malleable material. It can provide designers, landscape architects and carpenters with an entirely new construction material for outdoor applications or projects - even those involving water allowing great design flexibility and endless opportunities for creativity.

40 VOLT POWER TOOLS Now Available

30% FASTER! 40 VOLT POWER TOOLS Now Available

ITI INTERNATIONAL TOOL INDUSTRIES Unit 9, Monaghan Retail Park, Clones Road, Monaghan, Ireland. Tel. 047 30650 www.internationaltoolindustries.com

July/August 2020

Business Sentiment Survey

HAI Business Sentiment Survey June 2020 Hardware Association Ireland (HAI) conducted research amongst its members in June. A survey link was sent to HAI members on Thursday the 18th of June, and telephone interviews were conducted between the 15th and 19th of June.

Have you availed of any of the Governmentâ&#x20AC;&#x2122;s available Covid-19 support schemes and grants (Wage Subsidy, Restart Grant, etc)? - Yes

90%

The analysis was taken from a pool of 24 responding Retailers/Builders Merchants (R/M) and 26 Suppliers/ Distributors (S/D). The aim of this survey was to gauge the impact of the Covid-19 crisis on membersâ&#x20AC;&#x2122; businesses, and their confidence in the future.

80%

Suppliers/Distributors Hardware/Merchants

Executive Summary U

The majority of members (80% R/M and 90% S/D) have availed of a Covid-19 grant or subsidy scheme.

The main business concerns among members in both categories are Health and Safety, Impact on Turnover and Supply Chain Issues.

26% of members who do not have a transactional website are considering getting one. A remarkable 83% plan to upgrade their E-commerce offering.

What are your main business concerns as a result of the Covid-19 pandemic and its restrictions? All Respondents on a scale of 1-6 Health & Safety

5.3

Turnover

4.4

Supply Chain

E-commerce and Website Development are main focuses among members who plan to rejuvenate activities in the future. See page 46 for assistance with E-commerce and your website.

3.9

Credit Mgt

3.2

Costs

Members are largely confident about the recovery of the sector into the future.

Staff

2.8 2.1

July/August 2020

Business Sentiment Survey E Commerce- Capability- Current and Plans - Can you sell from your website? All Respondents

12% 26%

Yes - Already in operation pre pandemic Yes - New functionality introduced, since Covid

4% No - But Planning on implementing No - Have no plans in introducing

58%

Looking to the future, what activities will you focus on to support the rejuveination of business activity?

83%

eCommerce and Website Development

50%

Training and Development

43%

Advertising (online and/or print)

21%

Trade shows and other events

Other

How confident are you about the recovery of the hardware sector over the next 6 to 12 months?

10%

Very confident

44%

Confident Unsure

22%

Concerned

22%

Very concerned

Hardware Association Ireland have developed a set of recommendations called â&#x20AC;&#x153;Rebuilding our Futureâ&#x20AC;&#x153;, see a synopsis on pages 12 & 13. This has been sent to the new Government and will be followed up on over the coming weeks and months. These could go a long way in securing the resurgence of our sector into the future. For the full document go to www.hardwareassociation.ie July/August 2020

News & Products

RUSSELL HOBBS LAUNCH ANNIVERSARY KETTLE Russell Hobbs has launched a special edition K65 anniversary model to celebrate 65 years of the world’s first automatic shut-off kettle. This stunning reimagining of its iconic groundbreaking kettle will be available to buy in exclusively selected retail partners from 20th July. In 1955 Russell Hobbs created a kettle that revolutionised the way people enjoy tea and coffee. Fast forward more than 60 years and the brand is now one of the most recognisable and leading household names selling a huge range of high-quality household appliances. Throughout the last 65 years Russell Hobbs has continued innovating and producing award-winning products that make everyday life easier, and the latest launch is a nod to one innovation that changed the world. The stunning new kettle is modelled on the original K-series and includes instantly recognisable features like a brushed stainless-steel finish, the same distinctive body shape and sleek black handle with a red on/off button, making it the perfect option for retro and modern kitchens alike. The new K65 kettle has been updated to meet the demands of modern life, with a slim 360 power base, a perfect pour spout and fast

boil technology - boiling one cup in under 40 seconds and saving 69% of energy in the process. Russell Hobbs Marketing Manager, Dominic Lewis, commented: “We’re really excited to honour the incredible innovation that put Russell Hobbs on the map and changed the way people drink tea and coffee around the world. The automatic shut-off kettle is an invention most of us couldn’t live without and we see this as a fitting tribute 65 years on”. The K65 will be available in a classic brushed stainless steel, embossed with the Russell Hobbs logo and a unique serial number. For further information please contact John Scanlon on 086 8128451, John.Scanlon@eu.spectrumbrands.com

TOOLMAN.IE AGENTS FOR

ENAR Concrete Vibrators

JCB Clothing & Footwear

Cobra Cable Reels

Pipe Chamfers

Tools & Equipment

Micro Diggers & Dumpers

TO ORDER PLEASE CONTACT:

T: 061 951120 18

M: 086 3962626

E: sales@toolman.ie July/August 2020

New members

HAI IS DELIGHTED TO WELCOME ITS NEWEST MEMBERS Basta Wholesale Oakfield Industrial Estate, Ninth Lock Road, Clondalkin, Dublin 12 Contact: David Farrell Email: dfarrell@bastawholesale.com Phone: 01 902 7047 Category: Distributor/Supplier (Ironmongery/Locks) Glenside Hardware Ballybofey, Lifford, Co. Donegal Contact: Paddy Gallen Email: glensidestores@gmail.com Phone: 074 917 5050 Category: Builders Merchant/Hardware/DIY Partel 17 Claregalway Corporate Park, Claregalway, Co. Galway Contact: Hugh Whiriskey Email: sales@partel.ie Phone: 0818 333 355 Category: Distributor/Supplier (Building Materials/Insulation/ Plaster/Insulation/Renewable Products/Roofing Products)

Clane Providers 80 Millicent Rd, Millicent, Clane, Co. Kildare Contact: Denis Oâ&#x20AC;&#x2122;Connell Email: info@claneproviders.com Phone: 045 868 632 Category: Builders Merchant/Hardware/DIY Kennedys Home and Garden Church Street, Ballyconnell, Co. Cavan Contact: Martin Kennedy Email: martin@kennedysballyconnell.ie Phone: 049 952 7944 Category: Hardware/DIY/Homewares/Garden Toolman.ie The Trading Park, Monument Cross, Newmarket on Fergus, Co. Clare Contact: James McGowan Email: james@toolman.ie Phone: 061 951 120 Category: Distributor/Supplier Tools

Membership built for you How can HAI Membership help you?

merchant, supplier or manufacturing business thriving. Protecting You: - Employment Law & HR - Health & Safety - Hardware retail & builders merchant insurance

Moving You Forward: - Trade Journal - Trade Show and Conference - Study Tours - E-learning and online training resource - Sector specific classroom training - Industry specific recruitment solution and job board website - Industry specific online retailing advice - Hardware retail and builders merchant management development - Supplier B2B sales management training - Business Index of net retail sales

Become aa member Become member To become a HAI member and to avail of any of the above

services visit hardwareassociation.ie or call on 01 298 0969

hardwareassociation.ie

July/August 2020

News & Products

EU-OSHA HEALTHY WORKPLACES CAMPAIGN 2020/22 The EU-OSHA Healthy Workplaces Campaigns play a key role in raising awareness of occupational safety and health matters throughout Europe. The message of these campaigns is clear - safety and health at work is everyone’s concern, it is good for you, it is good for business. Under the theme of “Healthy Workplaces Lighten the Load”, the upcoming 2020/22 campaign focuses on Musculoskeletal Disorders (MSDs) such as injuries affecting muscles, tendons, ligaments etc. Millions of workers across Europe suffer from work related MSDs. About three in every five workers in the European Union report MSD complaints, based on data from the sixth European Working Conditions Survey. This campaign is not only about increasing awareness of work-related MSDs and their negative impact on individuals, businesses, and society, but also aims to promote collaboration and working together to ensure that effective preventive measures are taken to tackle MSDs. Although MSDs are preventable, they remain the most common work-related health problem in Europe. This is cause for concern not only because of their effects on the health of individual workers, but also because of their detrimental impact on businesses and national economies. They often occur in combination with other health problems. This inevitably reduces individuals’ quality of life and capacity to work. If you are an international or European company or organisation with a presence across several EU Member States, you could qualify to get involved as an official campaign partner. The campaign will be officially launched later this year, but you can begin thinking about how MSDs affect your workforce now. Lots of information is available on the HSA website, or visit the EU-OSHA campaign website.

TRAVIS PERKINS TO CUT 2,500 JOBS AND CLOSE 165 BRANCHES Travis Perkins has announced plans to cut 2,500 jobs around 9% of its workforce - because of the pandemic. The UK builders merchant said job losses would result from the closure of around 165 of its branches, reducing the number of outlets by about 8%, plus job cuts within its distribution, administration, and sales functions. In a statement, the company said closures “will be concentrated in the merchant businesses, in particular the Travis Perkins General Merchant outlets”. It added that smaller branches where social distancing is hard or impossible to implement are those most likely to close, with lower-margin outlets, where “profitability will be eroded” by reduced trading volumes, also targeted. In its 2019 annual figures, the group’s merchant outlets were responsible for 67%of revenue and 72% of profit, with retail and tool-hire outlets contributing the rest. “It is evident that the UK is facing a recession, and this will have a corresponding impact on the demand for building 20

materials during 2020 and 2021,” the statement added. The Travis Perkins group shut around two-thirds of its merchant branches and about half of its plumbing and heating outlets at the start of lockdown. It began a phased re-opening from 20th April and in its recent trading update it said weekly volume had recovered to around 85-90% of 2019 levels, up from around 60% in May. However, it said some parts of its business had been slower to bounce back than others, with merchant and plumbing & heating businesses at about 80% of 2019 volumes, with marked regional variation. “Plumbing & heating is recovering more slowly as a greater proportion of plumbing work requires tradesmen to work in people’s homes,” it added. Source: www.constructionnews.co.uk/financial/travis-perkins-to-cut2500-jobs-and-close-165-branches-15-06-2020/

July/August 2020

News & Products

CONCERN AT LEVEL OF VEHICLE RELATED INJURIES AT WORK Vehicles continue to be the single biggest cause of deaths in Irish workplaces. On average, vehicles are involved in almost half of all work-related deaths reported to the HSA each year. In response, the HSA has developed a series of vehicle risk management resources to highlight the importance of managing vehicle related risks in the workplace. Business owners and vehicle operators can learn the key steps to keeping people safe in, on and around vehicles at work by visiting the HSA vehicle risk management portal. Also a new series of videos focusing on forklift safety, load securing and workplace transport, are available on the HSA YouTube channel. The HSA YouTube channel also features a new training video on safe load securing of plant and machinery for road transport developed in conjunction with the Construction Industry Federation.

Operated Lift Trucks: Operator Training and Supplementary Guidance. This COP is currently undergoing revision as part of the Authority’s 2020 legislation update program. The COP outlines that persons shall not work, nor be required to work, on, at or with any machine unless they have been fully instructed as to the dangers arising in connection therewith and the precautions to be observed, and has received sufficient training in work at the machine. The training of lift truck operators may be broken down into three stages:

Focus on forklift training requirements Employers, because of national measures to prevent the spread of COVID-19, may find it challenging to source training courses or competent persons to provide the required training in the current circumstances. Requirements relating to Rider Operated Lift Trucks [ROLT] training are provided in the Code of Practice (COP) for Rider-

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>Ã VÊÌÀ> }ÊqÊÌ iÊL>Ã VÊÃ ÃÊ> `Ê Ü i`}iÊÀiµÕ Ài`Êv ÀÊ safe operation. -«iV wVÊ LÊÌÀ> }ÊqÊ Ü i`}iÊ vÊÜ À « >ViÊ and experience of any special needs and handling attachments. > >À Ã>Ì ÊÌÀ> }ÊqÊ «iÀ>Ì Ê ÊÌ iÊ LÊÕ `iÀÊV ÃiÊ supervision.

The Code of Practice advises only on basic training of lift truck operators and there is no specific legal requirement to provide periodic or refresher training after set intervals. More information is available from www.hsa.ie

IRISH COMPANIES URGED TO CONTINUE TO PREPARE FOR BREXIT The HSA continues to urge all Irish companies to continue their preparations for Brexit and examine its impacts on their business. The UK left the European Union on January 31st, 2020 and a transition period now applies until at least December 31st, 2020. Until that date, EU legislation will continue to apply in the UK, and the UK will also remain part of the EU’s Single Market and Customs Union. For products placed on the Irish market from the UK to the end of the transition period, EU legislation will apply, and Irish companies may then have new, or additional, obligations to comply with. Businesses involved with chemicals, machinery and transportable pressure equipment will be particular affected, in addition to those companies using UK-based notified bodies to carry out conformity assessments and inspections. With respect to accreditation, as UK notified bodies will no longer be recognised after Brexit, any Irish company using July/August 2020

a UK notified body to carry out conformity assessments or inspections will have to use an EU-27 notified body. Support and Advice The HSA is providing advice to Irish companies on all Brexitrelated matters. Any company seeking assistance should visit their website www.hsa.ie/brexit or email their at wcu@ hsa.ie. For queries specifically elated to chemicals, please email their Chemicals Helpdesk at chemicals@hsa.ie. ECHA, the European Chemicals Agency, has detailed advice on its website at https://echa.europa.eu/uk-withdrawal-fromthe-eu. Companies are also encouraged to visit the Government’s Getting Ireland Brexit Ready web pages for further information.

Store Profile

Taking pride in Portarlington The Hardware Journal talks to John Byrne, Marketing Manager at McMahons Builders Providers about the latest milestone in the group’s 190 years of growth and development; the new-look Portarlington branch. It’s a triumph of transformation at McMahons Builders Providers Portarlington store; boasting gleaming new showrooms in Bathrooms, Doors & Floors, a shopper-friendly layout and an even bigger range of products for the builder, DIY enthusiast and homeowner. ‘More than ever, we’re a one stop shop, after carrying out extensive refurbishments to create an environment that is welcoming and promotes customer browsing,’ says John Byrne, McMahons Marketing Manager. ‘Backed of course by our renowned expertise and service.’ With 13 thriving branches across the island of Ireland, McMahons has much to look forward to. But the company takes particular pride in its long history of serving the building industry. From humble beginnings in Limerick in the 1830s, McMahons has become one of the largest timber suppliers in the country. McMahons continues to widened its focus to include all building materials used by the construction industry. While celebrating 190 years in business this year, the group has its sights set on the future. The Portarlington store development is an important part of that vision.

One Stop Portarlington Shop In 2007 McMahons moved their busy Portarlington branch lock, stock and barrel across town to an extensive brand-new site at Riverside Commercial Park. Since then the store has gone from strength to strength. To maximise the potential and enhance the customer experience, it benefited from a major makeover in 2020. Today’s new-look store has been designed to deliver an all-under-one roof offer with an extensive product line-up encompassing building materials, plumbing & heating, timber & sheeting, insulation, painting & decorating, doors & floors, bathrooms, garden, outdoor and much more. As John explains, ‘The layout is defined by category to ensure ease of search. For example, our Doors & Floors showroom contains all the accessories a carpenter needs to complete his job.’ Branch Manager Kevin Farrell, takes particular pride in his role and the successful refurbishment: ‘Since taking up this position almost two years ago, I have been focused on the renovation of the branch. I am delighted that our new showrooms are finished and the feedback from customers has July/August 2020

Store Profile

(L-R) Paddy Bryan, Tom Healy, Kevin Farrell (Manager) and Richie Porter.

been fantastic. We’re planning an open day to bring together our suppliers and customers to celebrate in style.’ ‘Because the Portarlington store is centrally located between our branches in Dublin and Limerick, we can service our customers no matter where their construction is based. And our growing number of retail customers appreciate the spacious showrooms, friendly service and sound advice. These new showrooms allow customers to touch and feel the products while giving them inspiration for their own homes.’

Quality Irish Products McMahons, as a nationwide group, takes every opportunity to celebrate its Irish heritage; a commitment made clear in its business partnerships. ‘As a 100% Irish-owned business, we strive to partner with local and Irish manufacturers where possible,’ John confirms. Quality is equally important. ‘We are fully dedicated to delivering quality and expertise for customers visiting our store, providing assurance of top-quality products, great value and expert advice, ably assisted by our friendly and knowledgeable staff.’

Customer Centric and Beyond Central to the McMahons ethos is the belief that customer relations are fundamental in a close-knit sector of tradesmen and builders. The group is committed to maintaining and managing strong relationships throughout the year. ‘We are constantly tracking our performance and performing listening exercises to enable us to make improvements in our interactions with customers,’ John says. The Portarlington changes were informed by customer needs and preferences. And, notes John, ‘We have expanded our product range to focus on our DIY customers as well as our Trade customer, based on what consumers want now.’ McMahons have also developed innovative processes to streamline every stage of the customer journey, from initial shopper interest, product selection and advice through to accounting procedures and delivery of orders. When it comes to any of the group’s new developments, whether online or in-branch, every decision is based on an indepth understanding of customer expectations. These insights are analysed and applied by John and his team to design July/August 2020

platforms and store enhancements which deliver exceptional communication channels and shopping experiences. According to John, ‘We call this ‘going beyond customer centricity’; where the customer has total confidence in McMahons to fulfil our promises. This enables the customer to fully concentrate on his building work.’ The McMahon’s team were delighted to see their community efforts and contributions within the sector acknowledged, when they were named Munster Regional finalists in the Octabuild Awards 2019.

People First Great people make it all possible. McMahons group employs 200 valued staff across its branches, with ten employees running the Portarlington store. To ensure high standards and support the hardworking team, area managers, IT and marketing visit regularly. ‘The calibre of expert staff we employ is what sets us apart from the competition,’ John affirms. And this excellence hasn’t gone unnoticed, with Sales Assistant Richie Porter, who has been in the Portarlington store for 16 years, winning the Midlands 103 Customer Service award in 2018. A major asset is the sales reps team, many with over 20 years’ experience in the building trade, delivering advice and service before, during and after construction. A knowledgeable voice at the end of the phone is vital to their customers.

Store Profile

To keep expertise up to date and consistently outstanding, management invests in training and development programmes, such as organising training days and supplier visits that each employee can attend. These are especially valuable when new products and lines are launched. Adds John, ‘Our sales team take this further by targeting suppliers/product ranges that they feel can benefit from promotion and awareness’.

Delivering Through Digital It’s not just branches McMahons are transforming. The group also made a smart investment in its ecommerce/online strategy to reach multiple stakeholders across its business, from customers to suppliers, through social media engagement. This digital upgrade has brought significant improvements in online revenues, mobile traffic, online customer registrations, visual representation of inventory, mobile transactions and online quote requests. Notes John, ‘The past 18 months have seen the McMahons website and social media strategy develop to enable us to leverage our in-branch expert knowledge. More than simply creating a place where customers can view and buy products, we have built communication tools that offer a menu of valueadded tasks that our customers are delighted with.’ A redeveloped website, launched in February 2018 with the mobile user in mind, provides easy communication for customers seeking advice or a product. The platform has generated multiple benefits for the group and its customers. All products available in-store now feature on the website, along with a simple, efficient ordering system. Access to useful information on the entire product range is easy and fast; time-saving convenience for both McMahons own operations and their customers, as John explains.

‘We have access to the e-catalogues of our suppliers providing a streamlined ordering of tens of thousands of products. This allows us to promptly supply the customer with prices and detailed data sheets of every product from our own system, removing the need to wait for suppliers to answer calls and requests.’

Community Spirit For McMahons, being connected and service-orientated also extends to the community. The group supports numerous outreach efforts nationwide, partnering with organisations local to all 13 branches. None of this would have been possible without McMahons employees, whose engagement, collaboration and insights were instrumental to the introduction of the McMahons in the Community CSR programme. Guided by the valuable local knowledge within their team, McMahon’s has been able to support community events and be actively involved. As a result the group now enjoys a bigger and better presence at many local events and has further developed its financial support for community sports teams.

A Trusted Name Asked to summarise McMahons achievements, activities and commitments over a very busy year, and the last 190, John says it all stems from the company’s core mission: ‘To serve our customers by providing consistent and reliable delivery of products, quotations and professional advice’. A commitment that should stand the test of time.

July/August 2020

Supplier Profile

Locks and Hardware has iron-clad commitment to excellence As Locks and Hardware marks an impressive 20 years in business, General Manager Conor Pitts explains how their expert and proactive approach to evolving building regulations is integral to success. 2020 has been unprecedented for business and society alike. But for architectural ironmongery distributor Locks and Hardware, this is a landmark year of pride and reflection as the business celebrates two decades of trading, innovation and growth. From the start, the key to this thriving company has been the unmatched knowledge and adherence to ever-changing building regulations; staying up to date, stocking the right products and keeping their customers right. According to General Manager Conor Pitts, ensuring compliance is the company’s top priority and Unique Selling Point. But Locks and Hardware goes further; producing intelligent solutions that meet even the most stringent requirements. “This is where we can help builders’ merchants win more ironmongery site contracts.” Helping customers navigate the latest regulations is just one of the ways in which Locks and Hardware goes the extra mile.

Double the services Locks and Hardware comprises two solutions, Ironmongery and Retail Solutions, both based at their Dublin premises, which, located in Ballymount, offers fast access to the M50. Each of the divisions has a dedicated showroom. The Retail Solutions showroom demonstrates the breadth of ideas Locks and Hardware can offer for stores, not just products, but advice, design and layout inspiration from a specialist staff. As Conor explains, “The retail showroom allows us to show retailers what we could have their shop looking like.”An attractive, easy to shop environment makes a positive impact on sales. “The Ironmongery showroom also allows us to support retailers, as

their customers can come here to view our entire range, which is very comprehensive. Our retail customers do not have to feel limited by the available space within their shops,” Conor states.

Trusted brand partners Locks and Hardware enjoys a strong relationship with their suppliers. This includes sister company Carlisle Brass, a UK market leader for Architectural Ironmongery, of which Locks and Hardware is the sole distributor in Ireland. The firm also supplies ASSA Abloy, Union, Exidor, Stormguard, Frisco, Alubox, Mila, Allegion, Rothley, Codelocks, Iseo and many more quality names. These relationships are essential to their supply chain says Conor. “We hold over 3000 stock-keeping units at any time. This is required to provide what we call the complete ironmongery solution and prompt delivery. Good partnerships allow us to cover 99% of what we are asked for.”

Spec savers Among their service offerings for builders merchants; a full specification service, where commercial building plans are reviewed by the firm’s qualified spec team and every ironmongery specification is fed through the specification software. This service was introduced in 2017 and Conor is delighted with its success. “It has proven to be a huge benefit to builders providers, as our spec support allows them to quote for business they might not have previously been in the running for.” Investment in spec software and knowhow exemplifies the culture July/August 2020

Supplier Profile

At a recent trade show - From left to right: Karen Tedman, Paul Webb, Oleh Syrotyuk.

of innovation at Locks and Hardware. “We are always trying to innovate our products, our range and the way our products are displayed,” notes Conor.

Listening and innovating Some of the best ideas come from listening to customers. So Conor and his team strongly encourage collaboration with their retail and merchanting customers who have influenced and inspired innovative retail solutions. In 2017, following a suggestion from a merchant, Locks and Hardware launched a commercial door pack which contained all the basics required for a commercial door. Today there are many different brands of commercial door packs on the market These include the mortice door knob pack which Locks and Hardware launched in 2018, again the result of customer feedback, which revealed that retailers were not comfortable selling knobs because of the accessories required. “It has gone extremely well and we hope to add to this range in the future” said Conor. Regulatory changes also fuel innovation. The company has made significant investments in their product range to meet the most current codes. For example, Locks and Hardware introduced their Eurospec twolever lock (CE Marked and fire door rated) to all their Ultimate Door Packs, ensuring that all products are building regulations compliant. Conor says this product upgrade is part of the company’s mission to provide total solutions for customers. “We hope to give the builders merchants peace of mind that when they sell our product, they can be confident it meets all building regulations requirements for new build and refurb/replacement work.”

Milestones Recent changes in the business explain the company’s dynamism and forward-looking ethos. Founded in 2000, Locks and Hardware was acquired by the Arran Isle Group in 2007, along with sister company Carlisle Brass which was acquired the previous year. 2015 then saw the business taken over by a new management team, led by General Manager Conor Pitts. Conor believes the secret to a healthy business is “a positive culture with the emphasis on customer service”. The management team are guided by this mantra; demonstrated by their enthusiastic commitment to training and development and product and industry knowledge.

A top team The team of 20 staff have a wealth of experience and many are long-standing employees. With 18 years working with Locks and Hardware, Internal Sales Manager Neil Byrne is the longest serving July/August 2020

At the Hardware Show in 2019 - From left to right: Frank Byrne, Pat O Donovan, Paul Webb, Conor Pitts.

team member. This specialist knowledge is critical to profitability. The staff have the expertise to closely monitor their figures and assess the right products to offer at the right time. “It’s not about selling a product; it’s about selling the right product for the market and that only comes with experience.” He confirms that every individual on their team is recognised and valued for the essential roles they play. Conor also took time to praise one of their newest hires, Oleh Syrotyuk, who joined the company this year as a sales representative under the tutelage of his Manager Pat O’Donovan. “Oleh has thrived and is contributing to our business daily. His grasp of architectural ironmongery is exceptional and his attention to detail from a retail perspective is second to none,” commented Pat, who added that this was a sentiment shared by the entire Locks and Hardware team.

Knowledge base Oleh, along with another colleague, will be starting his Ironmongery education course this September with the Guild of Architectural Ironmongery, which highlights the importance Locks and Hardware place on training and development. A further two staff members have already received their Ironmongery Diplomas following three years of study, while other employees completed the certificate in Architectural Ironmongery and five people have the Foundation in Hardware qualification. Employees are also taking role-related courses and IT training. Since the management change in 2015, the focus on training for all staff has gone from strength to strength. For Conor, expertise is everything, driving business growth and exceptional customer service. “I want Locks and Hardware to be seen as the best in every area: best people, best product, best range, best point of sale, best IT systems, and best educated.” No better foundation for the future, so Locks and Hardware has many reasons to feel confident. Looking ahead, Conor and his experienced, enthusiastic team will continue to commit to constant development, using their combined industry knowledge, adherence to regulations and unique partnerships to keep success going strong.

Top Tip Conor’s Number One piece of advice for builders merchants who want to ensure they are selling door packs that meet the building regulations: “Always ask your supplier for a copy of their locks and hinges DOP certificate which should be on their brand’s website. From an architectural Ironmongery perspective, a DOP will be required for locks, hinges, closers and panic hardware in all new build.”

Steve Collinge

Has the Home Improvement Consumer changed post lockdown? Steve Collinge , MD at Insight Retail Group, considers the question of consumer sentiment in the UK since the lockdown has ended, and reflects on the implications for the home improvement industry. We have all been affected by the unprecedented developments of the last four months. Day by day we are discovering just how lockdown has changed our buying behaviour and habits in a way that we could never have expected. With the lockdown period forcing us all to spend probably more time at home than ever before and with spare money in our pockets that isn’t now being spent on travel, eating out or new clothes, our attention has quickly turned to how we can improve our homes and our gardens. This is no surprise, as our homes have become central to every aspect of our lives. For many of us they’ve become the work-place, the switch off from the workplace, the restaurant, the place of safety and security from a new scary world, an outdoor space and the only place where we can socialise with our family and friends. Forced to look at the rooms that needed decorating, the bathrooms that needed updating and the overgrown gardens, during lock-down we quickly sprang into action and buoyed by the best Easter weather for a generation, we dusted off our paint brushes and began working through our extensive job lists. But there was a problem; and the irony here is almost painful. At a point when we had once again gained a real appetite to improve our homes and gardens, the very businesses able to provide us with the products necessary to satisfy our newfound cravings, were closed. Not only that, but the retailers and merchants who had held-back their digital investment over the last ten years, thinking ‘that internet thing will never take off’, were faced with a deluge of unprecedented online demand that almost swept away their websites, customer service teams and delivery vehicles!

This huge increase in demand was confirmed by research conducted by the insurance company Aviva, who interviewed more than 2,000 UK residents in May 2020 – six weeks into lockdown – regarding their current behaviours and future goals. Selected findings were then compared with a similar Aviva survey carried out in December 2019. The research revealed:-

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85% of residents had undertaken home improvement activities during the lockdown period, with decluttering proving most popular, a task carried out by more than half the population (56%). Gardening came a very close second, with 52% of residents testing out their green fingers. While more than a quarter (26%) had used the time for home decorating.

Now that we at least appear to be in control of the disease, has the Home Improvement and Gardening consumer actually changed? If so, is this change just for a limited period, until things return to some kind of normality or is this change more permanent. The last of these questions is of course critically important to us, because it has the potential to change everything.

The switch to online Research commissioned recently by Visa showed that nine in ten UK consumers (89%) purchased products online during the period when the lockdown restrictions were in place, with a huge 31% of those consumers purchasing something online for the first time. July/August 2020

Steve Collinge

Despite 54% of those surveyed saying they have cut back on non-essential spending, Home Décor was at the top of many online shopping lists, with over a third (36%) of Britons purchasing DIY ‘essentials’, plants, furniture or home furnishings during the lockdown. As restrictions on non-essential retail begin to lift, the research reveals that many of our new shopping habits will be here to stay, with two fifths (41%) shopping online more frequently and the majority (74%) of those saying they will continue to do so.

The role of the store I’ve talked about this before and the reality is that a large proportion of the Home Improvement and Gardening products that we sell, don’t really need a store at all. Where the products are a simple repeat purchase or they’re entirely functional, where there just needs to be a decision made between different brands and price options, then buying online is simpler, easier, quicker and almost all the time cheaper. Faced with that level of competition, the argument that the consumer needs to jump into their car, drive 5-10kms, walk 5,000 steps around a huge warehouse, with limited service and then queue up to pay for the privilege, before using their own petrol to drive home, seems rather weak.

However, our appetite for DIY is not waning Now that the stores are open again, our newly found desire to update our homes and gardens just isn’t waning. On 17th June Kingfisher PLC published their full year results and within the annual report, shared some interested statistics on the last six weeks including like for like sales across their various formats, located in the UK/Ireland, France, Poland and Romania. Across the UK and Ireland, six weeks after lockdown, their like for like sales are continuing to increase. This data below from Google Trends shows the number of searches recorded across Ireland for the words Paint (blue line), Tiles (yellow line) and Wallpaper (red line) for the period 1st January 2020 to the date of writing this article. The growth in searches for Paint around the end of March is significant and even more significant is how sustained this interest was.

July/August 2020

Newly Found Project Confidence One of the most interesting impacts of the virus is our newlyfound confidence in taking on Home Improvement tasks. Google searches relating to DIY tasks have doubled this year and with the absence of the usual tradespeople to complete the nonessential tasks, consumers have not been put off from taking on the tasks themselves. When you dig a bit deeper, you find that most interestingly, you uncover that this newly-found confidence is being driven by the younger consumers, those who traditionally were the least confident to take on tasks at home. With no option to visit stores, the younger age group were busy accessing online help including YouTube tutorials or family and friends. Whilst the majority of the older generation still retain the skills necessary to complete the majority of basic tasks, a third of those between 24-34 needed help to tackle even the most basic of home improvement projects. There’s nothing quite like a successful project completion to breed confidence and that’s exactly what’s happening with the younger consumers. Whether the lockdown period will singlehandedly halt the relentless shift from DIY to Do It For Me, I don’t think so, but slow it down, more than likely.

Conclusion The increase in time spent at home and the growing importance of our homes as a multi-functional space will, I’m sure, lead to further expenditure and investment in DIY and Garden products in the years to come, and the growing DIY confidence of the younger generation bodes well for the future of the industry. However, the accessibility of online transactions means that a large proportion of this additional expenditure is likely to find its way there. Retail outlets are going to have to work much harder in the years to come and it will be essential for store owners to find new and compelling reasons as to why consumers should venture outside and spend their money in a physical store. 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 on Twitter.

Hardware Show

Have you booked your Stand? Preparations are well underway for the safe and successful staging of The Hardware Show 2021, www.thehardwareshow.ie, running from February 21st - February 22nd at Citywest. With over 70% of stand space already allocated, the 2021 event is set not only to be a sell out show, but also a unique opportunity to leave behind the Zoom and Skype calls, and actually meet with suppliers and customers face to face once more in a safe atmosphere. As the world comes to terms with COVID-19 every part of our daily lives has been affected. Events were one of the first sectors to close in March of this year, and after a six-month absence, we are now seeing the emergence of trade shows in Asia followed by a September re-opening in Europe. Governments around the world, and in particular in the power houses, of the events industry such as Germany, Spain, Korea, and China, have made the case for reopening trade shows based on their real economic importance to SME’s. It is estimated that over ¤81.6 billion in exhibitor sales has been lost over the last four months with leading exhibitions either cancelling or postponing to the Autumn.

The Irish Exhibition Organisers Association (The IEOA) has also lobbied Government to consider the economic importance of trade events and the support and opportunities they offer 1000’s of Irish SME’s. The industry body has drafted detailed protocols and guidelines for exhibitors and visitors to follow before, during and after their visit. The future of events such as The Hardware Show could include mandatory pre-registration, thermal checking on arrival, the wearing of face masks, wider aisles and more open spaces, coupled with a greater general awareness on behalf of all involved including ( venue, stand builders, exhibitors, etc ) of their responsibilities to their staff and the show visitors. More information can be found on www.ieoa.ie and The Hardware Show website, www.thehardwareshow.ie, who along with their event partners, Eventhaus are at the forefront in developing these safe practices. A glance at the current list of exhibitors for next year`s Hardware Show underlines the obvious importance of this event and all that it offers. With limited stand space available already, we urge you to reserve your stand today. For more information contact Margaret Andreucetti Margaret.andreucetti@eventhaus.ie or call mobile 086 0554181, www.thehardwareshow.ie.

Exhibitors already signed up to attend: U U U U U U U U U U U U U U U U U U U U U U U U U U 30

Ames True Temper Arc Building Products Ashtown Trading B&G Bolle Safety Ireland Bolton Adhesives Botament Systembaustoffe - MC-Building Chemicals Bostik Bryko Build Box Calor Gas Canadia Flooring Cardboutique.ie Classic Hardware CPL Fuels Ireland Ltd Credit Risk Brokers Crown Paints Dargan Tools DEFE Flood Barriers DFE Ltd. Dosco Draper Tools DS Supplies Ltd Dulux Jefferson Professional Tools & Equipment EEC Timber Products

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Elite Fence Fleetwood Paints Flogas Glennon Brothers Gold Crop Henkel Ireland Dist. Herron & Son Hightower Painting Hultafors Group Ireland Hygeia Group Limited Instantor Intact International Tool Industries Irish Cement Irish International Trading Corporation Irish Wire Products I S Varian Kärcher Ltd (Ireland) Kilsaran International Larsen Building Products Laydex Building Solutions Locks & Hardware Mascot International OHRA Packing Systems O’Neill Wholesale Origo Paul Small Wallcoverings Ltd

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Portwest Power Providers Ltd. PVC Fabrication Rawlplug Ireland Ltd. Rhino Distribution Ronseal Ireland Saint-Gobain Construction Products Ireland Solvall Ltd. Stafford Fuels Sterling Safety Workwear Ltd. Tec7 - Contech Building Products Toolbank Ireland Tucks Fasteners & Fixing TW Clarke Ltd. United Hardware Uppercross Enterprises Ltd. Vendek Ltd. T/A Powerline VF Corporation Wavin Westaro Hosing Limited Westland Horticulture Whiteriver Group Wood Mouldings Xtratherm

July/August 2020

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REQUEST FOR TENDER

Tools and Hardware Framework For Public Sector Bodies In July 2020 we are advertising a new framework for the supply of Tools and Hardware to the Irish Public Sector. In order for your business to compete for a contract, please ensure that your business is registered on eTenders.gov.ie and that your CPV codes are up to date so that you can review the tender details and submit an application.

Is your business registered on eTenders?

go to eTenders.gov.ie to ensure your business is ready Shaping the future of public procurement

Paint & Home Décor

PAINT & HOME DÉCOR TRENDS 2020

Paint & Home Décor

e g a s s A me

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The fourth annual edition of The Hardware Journal’s Paint & Home Décor Supplement, despite being delayed by the Covid-19 situation, seeks to bring you inspiration, news, products, and trends for 2020. With the new appreciation from consumers of the value of their home, it is even more important now than ever before that we understand what home means to our customers. In this supplement you will discover from the organisers of the Global DIY - Summit 2020, currently postponed, just how we as humans are hot wired to the idea of safety & security being synonymous with our home. Whether that is seeing our home as our shelter, our castle, our nest, our showroom, or a reflection of our self. It all adds up to us being in the home business and our responsibility to help our customers improve, create, and love their home space. Well known and respected bible of all things interior, Ideal Home Magazine, gives us some key insights into what our customers may be thinking of when they cross our thresholds. From the abstract to structured simplicity, from comfort to eclectic glamour and the influences of the far east, customers have a wide opinion of what suits them, we just need to offer support and guidance when necessary, for everyone to benefit from the interaction. Giving a unique national perspective, Albany Home Décor share their collective knowledge on positive trends so far in this very unusual Spring / Summer season. While weather being a perennial determinator of early season business it almost paled into insignificance with the Covid-19 situation. The numbers of people being at home led to noticeable micro trends where certain professions not being able to work utilised their disposable income on paint and gardening. This gave an initial boost to interior coatings and later because of improving weather the emphasis shifted to the exterior. Trends and decisions in these categories continue to be influenced by product innovation, individual creativity, and inspirational projects shared on social media, TV, and magazines. Dulux Paints have been very busy over recent months focusing on the changing and challenging retail paint landscape.

Their focus is firmly on empowering consumers to make the right decisions before they step into a store and provide guidance and support for all of their retail and trade customers. It is hard to believe that the main competitor to nails and screws, the grab adhesive, in the shape of brand leader UniBond`s `No More Nails’ made its first appearance 25 years ago. The new iteration of the product boasts the ability to stick all materials - in all conditions. New All Materials No More Nails, allows consumers to move beyond the merely functional tasks to opt for a chance to be unique and to personalise their home décor in their own way. One of Europe`s leading manufacturers and suppliers of painting and decorating tools Ciret Ltd bring you an array of brands that they promise will cover all your painting needs. With products for both trade and consumers they have innovative, high quality equipment that will increase work efficiency, reduce cost, and produce consistently great results. As you will have seen in earlier issues of this publication, HAI consumer DIY research reported that 61% of Irish consumers plan to renovate their home this year. This may have been fast tracked by the Covid-19 situation, but there is still an opportunity to give your customers options for that overseas holiday budget that is now on hold. Also, international speaker and influencer Steve Collinge in his article on Pages 28 & 29, states that the enforced increase in time spent in our homes and the importance of same as evidenced by the EDRA/GHIN analysis on pages 44 & 45, gives all in the sector and this category in particular many reasons for optimism. The challenges should not make us lose sight of the key role our retailers, suppliers and manufacturers play in helping customers enjoy their home.

Jim Copeland Editor – The Hardware Journal

July/August 2020

Paint & Home Décor

Brands that cover all your painting & decorating needs Ciret is one of Europe’s leading manufacturers and suppliers of painting and decorating tools. They provide industry professionals and DIY customers with innovative, highquality equipment, that can increase work efficiency, reduce cost, and produce consistently great results, regardless of experience. Their trusted brands have everything your customer will need for their interior and exterior decorating projects. ROTA offers a wide selection of roller sleeve fabrics and frames that allow for the best performance and finish with different paints on a variety of surfaces. Kana’s paint brush range features natural and synthetic bristle brushes, along with innovative 2 in 1 combination brushes such as the Kana Tank, which has a natural “inner tank” for loading woodstains and varnishes surrounded by a synthetic bristle “coat” for a smooth finish. Masq is the go-to brand for all masking requirements, covering both masking films and tapes. They have created a tape collection that is suitable for every surface, from rougher outdoor facades like brick walls to the most sensitive areas including textured wallpaper or freshly painted walls. Excellent preparation tools and quality surface protection from Prep ensures that work areas are prepared properly prior to painting and damage to furniture, floors or other surfaces is avoided. Also, for an easy, stress-free wallpapering experience encourage your customer to use Beeline’s carefully formulated adhesives. From ready-mixed lightweight or heavy grades through to specialist overlap and repair adhesives, Beeline covers it all.

Along with Ciret`s own brands, they supply the premium Trimaco product range, offering personal and jobsite protection, and wall filler solutions from Red Devil. Ciret take pride in providing professional, reliable, and efficient products to their customers. They regularly review, test, and design their tools to ensure the highest standards and that customer expectations are exceeded. Ciret Ltd, www.ciret.co.uk Email: sales@ciret.co.uk Tel: +44 (0) 2392 457450

“Europe‘s leading painting tool manufacturer” www.ciret.co.uk

July/August 2020

sales@ciret.co.uk

+44 (0) 2392 457450

Paint & Home Décor

Dulux empowering consumers to make the right decisions Dulux Paints Ireland has been busy over the past few months focusing on the changing landscape of the paint business in Ireland. With consumer shopping patterns changing for the foreseeable future, Dulux has placed increased focus on empowering consumers to make the right decisions, so that when they step into store, they are equipped to make the right colour and product choice. With consumers turning to Dulux for advice on their colour and product journey, leading industry colour expert Cora Collins has been on hand to lend advice to enable them to deliver on their home improvement projects. The Dulux ‘How To’ IGTV Series is getting huge engagement, with Colour more sessions being scheduled Inspiration GUID E 2020 throughout the summer. A shade The introduction of the new Jazz smarter up your home simplified retail colour card featuring the Dulux core range of colours across key finishes in both a ready mix and colour mixing format is also working to help shoppers on their paint choice journey.

Optimised for both phone and tablet, the new app has been updated to include 1,200 colours and more colour schemes to bring your customers along their colour journey. The new app will be advertised on TV along with the Dulux Easycare range on a four week run across RTE and Virgin Media from mid-July.

SET A DARING TONE FOR A NEW DECADE

OUR ALL NEW COLO UR GUIDE MAKES LIFE EASY

STAY IN VOGUE WITH 3 NEW EASYCARE COLOURS

The eagerly awaited arrival of the Moda Collection refresh is set to hit stores this August and features a whole host of new colour combinations and fresh tones as well as the ever-popular staples with homeowners. The Moda range helps make colour selection that much easier by presenting five curated capsule paint collections. Each Moda palette has been curated using a family of five colours, some of which are statement, some neutral, all of which work beautifully together and make your customers decisions easier.

Atlantic Dune Collection

Pure Chemistry Collection

The Dulux Visualizer continues to perform exceptionally well for customers enabling them to make better decisions by trialing colour in their own homes prior to entry in store.

Dulux Exteriors including Weathershield, Cuprinol and Hammerite has seen great uplift from this year’s SuperGarden Sponsorship which held a strong captive audience up by 30% this year. More than ever, consumers are investing in their garden for the summer months. When it comes to a garden that is as colourful as it is cared for, the Dulux woodcare range delivers with two expert formulas in Cuprinol Garden Shades and Cuprinol five Year Ducksback. New to the exteriors woodcare range, Dulux Trade Exterior Quick Dry Woodstain Colour Mixing Bases are now also available. This range offers a quick drying water-based solution which delivers long lasting protection for exterior wood (doors, windows, and other joinery). With an increased focus on the exterior of their homes, your customers will also benefit from the new Weathershield 500ml Tester pot which is now available. This tester pot can be used to mix any of the 32 Bespoke Weathershield Colour Mixing Colours from the Weathershield Colour card. The Dulux Academy continues to thrive, and Dulux are committed to helping your teams with queries and with continued support for training even if this needs to be a remote option for the moment. This month the Academy has gone digital in the form of the ‘Academy Live’ and Dulux completed the Weathershield 500ml first sessions for decorator courses in June. Tester Pot. Those looking for support or more information on the Dulux Academy can contact them directly on DuluxAcademyIreland@akzonobel.com. Retailers looking for support can contact their Dulux Sales Representative or the Dulux Technical Advice Centre on 021 422 0222.

July/August 2020

Paint & Home Décor

Trendwatch - The Garden Colour Movement Padraic McGuinness, Group Development Manager for Albany Home Décor, with branches nationwide, talks to The Hardware Journal about the latest industry trends and products in the Paint and Home Décor Sector. Despite the negative impact of Coronavirus on retailing and consumer behaviour there are some positive stories and trends from the world of home décor in Spring / Summer 2020. With the combination of home isolation, and the long spell of very favourable weather, the opportunity and trend towards home decorating has been the big positive story so far, this year. From a trading perspective, 2020 started very slow and flat due mainly to the very poor weather in January to mid-March but picked up steadily for the few weeks prior to the March lockdown. A noticeable micro trend in this pick-up was from customers in the teaching profession who were among the first to be affected by the Covid-19 restrictions and lockdown. We at Albany Home Décor saw a pattern emerge around St Patrick’s weekend when it was clear that teachers and students were going to be at home for an extended period of time. This was largely interior painting at first but a gradual shift to exterior coatings followed as the weather improved, marking an earlier than normal run on this activity. Within the context of lockdown and restricted trading, Albany Stores were closed throughout April except for emergency orders or essential products in certain circumstances. However, there was an unprecedented level of demand for exterior paint through online and phone queries. Since reopening in a restricted trading format, Albany has witnessed this trend towards outdoor painting and garden projects on a much greater level than previous years. The demand for woodcare products, masonry paint, roof paint, and other exterior products has hit unprecedented levels and all at a time when the industry was least capable of responding to it, with production and supply chains in lockdown throughout April and operating on a social distancing basis since reopening.

products such as Blackfriars, Rustoleum, Woodoc and Sikkens. There is also a wide range of trim paints available in 1,000’s of colours and finishes from flat matts to high gloss. However, the satin and eggshell look continues to grow in popularity with consumers.

The big colour movers and shakers for Albany Home Décor this summer 2020 are: 1. Pinks are currently huge for front doors and even patio furniture. Especially muted pinks with shades like Memory Lane from the Albany Design Collection, or Setting Plaster from Farrow & Ball, and Secret Shell from Little Greene. 2. Muted tones of green are also making waves this summer for example Winslade, from the Albany range and Huntsman from Colourtrend, or Green Smoke from Farrow & Ball, and Hedge Green from the Fleetwood Prestige range. 3. Vibrant yellows and mustards are breaking the colour confidence barriers with the likes of Mister David from Little Green and French Mustard from Colourtrend. 4. Greys and Blues still function as old reliables in the garden too. Dark greys like Templar Grey from Colourtrend, Wolf Grey from Albany or Mole’s Breath from Farrow & Ball are strong anchors for fences, trellises, and gates. Aqua blues like Cambourne from Albany or even Parma Grey from Farrow & Ball are still providing a neutral role against the greenery and terracotta of many outdoor spaces.

Trends & Products Outdoor colour application continues to be the big trend in décor and outdoor living. Strong and bold colours are more likely to be found on front doors, patio furniture, ceramic pots and iron down pipes or railings, than neutrals or natural woodstains, and all to great effect. This trend is fuelled by creativity, product innovation and inspirational projects, shared through Instagram, Pinterest, and other social media platforms. The garden colour movement has also been enhanced by TV shows around the home improvement or extension theme. It reflects our customer`s desire for colour in their spaces and the enjoyment of their outdoors. Our customers are increasingly viewing their garden and outdoor spaces as extension of their living spaces. This trend has been growing each year in terms of the product mix and choice but also the boldness of colour application in the great outdoors. Albany have a long track record of stocking leading woodcare brands like Sadolin, Cuprinol, Ronseal, Rustins, as well as some more specialised

Padraic McGuinness. July/August 2020

Summer time Inspiration..

Nobody does Decor better Stores Nationwide

albany.ie

Paint & Home Décor

25 years of No More Nails in Ireland! The launch of UniBond No More Nails injected life into the static adhesive market in the late 1990s by creating a grab adhesive for DIYers eliminating the need for nails and screws. No More Nails quickly became a house-hold name with multiple national television advertising campaigns. 25 years later and No More Nails remains the brand-leader and the wingman to DIYers across the country!

No More Nails Launches `NEW All Materials` 2020 sees the market-wide launch of the most versatile No More Nails yet! No More Nails All Materials boasts the ability to do just that, stick All Materials in All Conditions. The straight-talking range has four variants: Interior & Exterior, Crystal Clear, Heavy Objects and Quick Drying, all underpin the All Materials in All Conditions promise. All Materials breaks down traditional barriers and gives your customers the confidence to take on their next project - making the Instagram dream a reality!

Dare To Do It Your Way with UniBond No More Nails Until now grab adhesives have focussed on functional tasks like hanging skirting boards and shelving. Now shoppers are looking for uniqueness and personalisation in their homes and creating something with their hands that they can be proud of. Whether it’s building a skateboard ramp at the weekend, adding a herb garden on their kitchen wall or even creating an exciting play area for cats in their living room, No More Nails is there to be the wingman of every creator and doer. For more information contact Henkel’s Dublin office on 01 4046438 or Crevan Byrne 086 3894276, or John Kinnane 086 1732301.

July/August 2020

Paint & Home Décor

Home decor trends 2020 The key looks for updating interiors - Ideal Home Magazine round-up the top design trends they say your customers will be looking out for in 2020 to stay ahead of the curve. Whilst ‘trends’ change and evolve, they do so at different paces some are popular for years rather than merely a season. Take the Nordic trend, it has been with us for years now and yet continues to surprise and delight. But there are also key colours that become the big thing for decorating our homes. Many of our key trends for 2020 offer new ways to update an existing decor. This means your customers don’t have to redecorate their whole home to be on song with the latest styles. There’s no escaping trends. Whether you live by them or feel totally unaffected, from popular paint shades to furniture choices, everything designed for our homes is influenced by a wider trend. Ideal Home Magazine have seen the previews from the high street and beyond; and there is plenty to look forward to! They have rounded up the top home decor trends to look out for, to help give homes a refresh for 2020.

Trend 1 - Abstract Energy This is the fun, free-spirited interiors trend that takes inspiration from abstract expressionist artwork. With bold geometrics, handdrawn sketches and playful blocks of colour, this look is all about expressing personality in our homes. The purpose is to evoke emotion and create a mood – and that, it certainly does. Bold patterns and punchy colours lend a more playful approach to styling a decor. As with the expressionist art movement this trend celebrates the imperfection and fluidity of hand-drawn forms – line drawings play a key focus within this look.

The colour palette This is where colour comes into the forefront. This trend allows you to be bold with colours, even with combinations – try burnished red with navy or mustard with mauve. Where to use it In any room you want to make a statement. Translating from canvas this trend is best represented flat on cushions, duvet covers, statement rugs and wallpaper designs.

Trend 2 - Structured Simplicity Evolving from the Nordic Retreat trend of 2019 this look is a stripped back style. The purpose is to create a calm, comfy, chilled-out space to relax in – it’s all about making our homes a safe, inviting space to rest and regenerate. Has grey had its day? The new neutrals are warming, as we look to create a calm yet uplifting space to retreat to from the outside world. Trade bold and bright for soft and neutral and go for paredback pieces and considered choices. This element of more thoughtful home choices comes from the trend for being aware of sustainability. Where to use it This look works in any setting, whether it’s a rustic kitchen or a small modern bathroom, but it’s especially at home in a living room or bedroom, paired with a dark accent colour. When to choose it When your customer likes simple, understated style and honest, unfussy pieces but still wants a home that feels relaxed and comfortable rather than overly minimalist. You’re drawn to crafted, artisan style, raw materials and unrefined finishes and prefer to invest in quality pieces rather than quick-fix buys. Textures and tactile qualities are taking the place of bold colours for adding interest.

The colour palette Shift away from cool grey, with more yellow based neutrals. Embrace warm neutrals, from oatmeal and natural buff. Beige makes a comeback as the perfect base colour to build upon.

Trend 3 - Honest Comforts Layer up comforting cushions, throws, knits and faux furs to make any space feel instantly inviting. This approach will see your customer through the winter and still light enough to see their home fashionably dressed ready for Spring 2021. July/August 2020

Paint & Home Décor

The colour palette The emphasis on natural pigments remains at the root of this trend. Go for a mix of cool blues and greys teamed with accents of warmer pinks and browns. This organic colour palette can be complemented by washed teals and mossy greens, that are easy to work into a relaxed, neutral scheme. Comforting textures, soft colours and decorative details are key for textiles and bedding this season. Think quilted throws and bedspreads in washed linens and tactile weaves, and thick woollen blankets with decorative fringing, tassels and trims.

For this look Deco meets mid-century with a collection of mix-andmatch accent chairs, paired with statement sideboards, cocktail cabinets, bar carts and tables in burnished brass and glossy marble. Velvet is reigning strong throughout the next few seasons, especially when it comes to furnishings. With tactile qualities in favour this look is jazzed with piping, tassels and fringing.

When to choose it When your customers’ home is their haven. A personal sanctuary that they enjoy, that they don’t treat as a showpiece and nothing is reserved for best. Furniture feels comfortable and inviting with comfortable sink-into sofas and hearty tables to gather around. They like a low-maintenance look with weathered woods, faded tones and time-worn finishes. Where to use it This homely look is perfect for places with character, whether it’s a period property or a country cottage, this style sits well in combination with parquet flooring, exposed beams and bare brick. Style with a mix of vintage and new home buys to add charm.

Trend 4. Eclectic Glamour A move on from Retro Revival last season, this is 2020’s bold, confident and sassy take on the glamour trend. Taking it up a notch this reimagined trend is a grown-up look that channels thirties sophisticated elegance with a little sexy Seventies-style opulence thrown in. Here shapely furniture with rounded curves and fluid shapes takes centre stage within this elegant theme. Think 1920s elegant occasional chairs with the scalloped shell-like backs and soft edges.

Trend 5 - Japandi There’s been a strong Japanese design element running as an undercurrent through interior collections over the past few seasons. Textile retailers have presented customers with collections bursting with rich silk textures, graceful bird motifs, stylised oriental prints and structured furniture shapes. A mash-up of elegant Japanese minimalism and rustic Scandinavian simplicity, Japandi is a hybrid trend bringing together the best of these two much-loved styles. This trend is the one for your customer if their home is their sanctuary and they take a less-is-more approach with uncluttered spaces, clean lines and a calm, subdued colour palette. The colour palette Keep the colour palette soft. Embrace calming tones of pale blue, muted green, light grey and pink with accents of richer shades, such as teal, indigo, rust, emerald and black. For furniture mix pale, blonde Scandi woods with Japanese-style black and dark woods to bring depth. Where to use it This pared-back look will work in any room. Choosing quality over quantity will give small spaces room to breathe. While the busy patterns and statement dark pieces work just as well in larger rooms and open-plan spaces. Combining the mindfulness elements of Scandinavian hygge and the Japanese theory of ‘wabi-sabi’ this trend finds effortless beauty in the simple things.

The colour palette Pick rich tones for key pieces, such as royal blue or ruby, mixed with warmer tones of ochre, rose and bronze. Layer on the bling with lashings of metallic touches – think gleaming gold, burnished copper, brushed brass and bronze. Where to use it Any room where your customer wants to make a real style statement, because this trend is not one for the faint of heart. They can show their flamboyant side with a glam cocktail trolley in the living room, an extravagant wallpaper in the dining room, and plush textiles in dusky tones and a characterful accent chair in the bedroom. July/August 2020

Paint & Home Décor

Rediscovering Your Home in a Pandemic EDRA & GHIN organisers of the Global DIY-Summit, have provided some food for thought about how our trade sector may be perceived by consumers and providing us with a unique opportunity. What is DIY to consumers? Is it about fixing a roof, painting a bedroom, or mowing the lawn? On the surface at least. It helps them perform very concrete actions that are necessary for the upkeep and safety of their home. After all, the DIY industry is sometimes called “the pharmacy of the home”. But it is not just about that, it cannot be. Our fast pace of life has arguably made us all lose sight of the much greater purpose it serves helping to improve, create, and love our home. Home improvement appears to be an innate activity for mankind. Evidence for this can be found in the fact that it is rooted throughout human history: going as far back as prehistorical times, even cavemen felt the need to take care of their “homes”.

(1) First home improvement project in the history of humanity?

But why is it so essential to us? In Maslow’s Hierarchy of Needs, his psychological theory establishes a hierarchy of people’s needs, ranging from physiological needs like food and water to more psychological needs like self-esteem. Maslow argues that needs lower down in the hierarchy must be satisfied before individuals can attend to needs higher up. Taking a closer look, you will realise how omnipresent and essential a home is to fulfil these needs. Here are a few examples.

(2) Maslow’s Hierarchy of Needs

Maslow’s Hierarchy of Needs 1)

Physiological needs: we all need a home to find refuge from inclement weather conditions and to rest. Your home is your shelter. Safety needs: we all need a home to protect ourselves from many forms of aggression, be it physical (e.g. disease as proven during the lockdown) or psychological (feeling of security to have a roof over one’s head). Your home is your castle.

Belongingness and love needs: we all need a home to create privacy and intimacy with our loved ones. Your home is your nest.

Self-esteem needs: we all need a home as a demonstration of our personal success in our eyes and in the eyes of others. Your home is your showroom.

Self-fulfilment needs: we all need a home to express our uniqueness. It is an outlet for our creativity. Your home is you.

July/August 2020

Paint & Home Décor

Yet, despite our home being so essential to meet these needs, somehow, we lost sight of its importance to us. But the COVID-19 outbreak, the social distancing measures and lockdown that followed changed this. It helped us rethink what home really means to us.

How a killer virus made us rediscover our home Remember what happened on March 11th? The World Health Organisation declared COVID-19 a pandemic. This announcement marked the beginning of a series of worldwide decisions to stay at home to slow down the spread of the virus. On April 2nd almost half of humanity was in lockdown (3), only going outdoors for essential needs like shopping for food or medical appointments.

But what is the role of the home improvement industry in all this? Helping you bring your customers DIY projects to life is the sole purpose of the home improvement industry. To achieve this, we provide a wide and personalised range of quality products as well as high-end customer service. More and more stores are also helping people acquire and develop DIY skills by arranging workshops for customers to tackle the general loss of skills amongst the population. But DIY is also going through difficult times, the sector is responding to the challenges brought about by sustainability, as well as the increasing digitalisation of our society. In this respect, the lack of level playing field with online marketplaces such as Amazon and Alibaba are a major concern.

In our globalised world where economies are so intertwined, the lockdowns and social distancing measures have triggered a drastic change. Particularly, the economic recession and resulting unemployment that could follow, will have an impact on people’s lives. As people’s financial situation may deteriorate, carrying out DIY projects could be a more affordable option. Becoming a DIYer could be an option.

Despite home improvement being recognized as “essential retail” in almost all countries, the COVID-19 outbreak has brought about a great deal of strain on our sector, which has had to implement new hygiene standards to protect our customers and employees. An illustration of our industry’s key role is the increasing number of tax incentives by some Governments for energy-saving DIY projects.

Finding ourselves under lockdown has also brought something less expected with it by making us rediscover our home’s intrinsic value and the need to look after it. Our home stopped being simply a place where we sleep and relax between social activities and appeared to be more to us as it really is, the keystone to fulfil our needs.

But these challenges will not make us lose sight of the key role that DIY companies play in helping your customer improve, create, and love their home. Aware of our mission, we remain in constant evolution to meet consumers’ expectations and desires and we will continue to do so.

This rediscovery has triggered in us the desire to take greater care of our homes, whether by mending the tap that has been leaking for the past months, repainting the bedroom in your favourite colour, shampooing the carpet, building the treehouse that your kids harassed you about, putting a family picture up on the wall, creating your Eden on your balcony, or turning the jungle of your garden into a vegetable patch.

EDRA/GHIN is the voice of home improvement retailers globally. Today EDRA/GHIN represents 214 home improvement companies operating over 32,000 stores in 74 countries.

Adding to this, lockdown forced us to cancel journeys and outdoor activities. It also saved us time from commuting, leaving us with more time to devote to our homes and carry out needed DIY projects. We are also experiencing a new situation, for many being at work now means working from home, your home may need an office in the future!

1 *Prehistoric paintings from the Lascaux cave (France, circa 17,000 years BC). 2 *Abraham Maslow was a 20th century American psychologist. 3 *Euronews: Coronavirus: Half of humanity now on lockdown as 90 countries

But home improvement is not just about performing manual tasks. It is also the opportunity to acquire and solidify skills that will strengthen self-esteem. While our mental well-being was challenged by self-isolation, DIY projects did and could support us through this difficult time ahead. How accomplished we all feel when we make something with our own hands! Even more importantly, when deprived of outdoor activities where we can express ourselves, taking care of our homes offers an outlet for creativity. How fulfilling it is to express your personality and build a home that reflects who you are! July/August 2020

call for confinement.

The 8th Global DIY-Summit will be held from 9th - 11th June 2021 in Copenhagen. www.diysummit.org

Training

Talk to our Digital Marketing and eCommerce Experts Under the shadow of Covid-19 the importance of eCommerce and Digital Marketing has become all apparent in our sector, with businesses being forced to rapidly adjust their operations to keep their customers supplied with essential products and to keep connected with their community.

By availing of this service, you will get a one-hour slot to pick the brains of some of the Digital arena’s top experts, and get immediate help and advice in challenges such as: U

Setting up/improving your ecommerce channel on your website

Improving social media communications

Now as the economy and the sector begins to recover, it is time to look ahead to sustaining and maximising this new way of conducting business. In the HAI survey results on pages 16 & 17, 83% of members said that they would focus on E-commerce and website development in the future.

Improving website and SEO performance

Email Marketing

Video Marketing

HAI has collaborated with social media consultant Greg Fry and his colleagues to launch a one-on-one digital marketing consultancy virtual call service for the hardware industry.

Cost per one-hour session is ¤80, and your chosen consultant will have your details in advance of the call to give you the optimum benefit of the allotted time.

The Consultants:

Greg Fry Greg is one of Ireland’s top thought leaders in the Social Media space in Ireland and an experienced digital marketer, consultant, and trainer with a real passion for Social Media. He has 12+ years’ experience delivering bespoke Digital Marketing & Social Media training and consultancy to government organisations, multinationals, and SMEs. He has delivered several training programmes for HAI in recent years and spoke at the HAI conference in Citywest in February to great acclaim. Greg can help you with: UÊ `ÛiÀÌ Ã } UÊ - V > Ê> `Ê } Ì> Ê-ÌÀ>Ìi}Þ UÊ } Ì> Ê6 `i UÊ } Ì> Ê >À iÌ }Ê/ Ã UÊ ÃÌ> ÌÊ iÃÃ>} }

Elish Bul Elish Bul has been helping businesses, brands and organisations grow through Content Strategy & Creation, Copywriting, Social Media & Community Management, and general B2B & Brand Marketing across offline and online media. Elish can help you with: UÊ À>« VÃÊ> `Ê À> ` } UÊ > Ê >À iÌ } UÊ ÃÌ>}À> UÊ >ViL

Niall Devitt Niall Devitt has worked as a Digital and Social Media consultant, manager and trainer and delivered training and workshops for the National College of Ireland, Enterprise Ireland, Local Enterprise Offices, the Sales Institute, SureSkills and others. Niall can help you with: UÊ 7iLÃ ÌiÊ «Ì Ã>Ì UÊ i iÀVi UÊ ,i ÌiÊ7 À } UÊ i`

Eileen McCabe Eileen McCabe is an experienced digital consultant and marketer with specific experience building and developing social media communities. She also has extensive social media management, online advertising, and digital strategy consultation expertise. Eileen can help you with: UÊ /Ü ÌÌiÀ UÊ >ViL UÊ Õ ÌÞÊ > >}i i Ì UÊ } Ì> Ê >À iÌ }Ê/ Ã

If you are in need of some emergency Digital Marketing support and would like a book a call with one of our experts then email Aoife@hardwareassociation.ie or call 01-2980969 or more information.

July/August 2020

Training

Virtual Training Courses To help those who are looking to revitalise their skills and to change/update how they interact with their customers HAI have launched a number of virtual workshops, with one completed already with great success. Credit Control: From Start to Finish Declan Flood’s Credit Control workshop was delivered via Zoom over two half-day sessions in June to a cohort of credit controllers, accounts receivable assistants and branch managers who were looking for tips, advice and strategies on how to manage their credit accounts and develop an efficient and effective credit policy. This was particularly effective for those with outstanding debts on re-opening following lockdown. Some positive feedback was received including “I thought the course was very good and very relevant. Declan has years of experience in credit control and it was great to hear about this.” Declan’s workshop will be taking place again this October. Duration: Two half-day sessions Dates: 13th, 15th October Cost Per Attendee: HAI Member: ¤210, Non-Member: ¤270 Sales Training Susan Madden is making a welcomed return to HAI to deliver her masterclasses (virtually) in B2B Sales Management for Field Sales and Retail Selling Skills for hardware retailers and builders` merchants. B2B Sales Management Duration: Two Days Dates: 17th September, 8th October Cost per attendee: HAI Member: ¤420, Non-Member: ¤470 The main aim of the B2B Sales Management course is to equip national and territory sales managers with the required management skills to coach and achieve sales target delivery, through the effective use of various sales channels such as telesales campaigns, field sales, trade shows, etc.

July/August 2020

Learning Outcomes: By the end of this course attendees will be able to demonstrate knowledge of the sales process, distinguish between coaching and mentoring, and revise revenue goals and SMART objectives using SMART planning tools. Consultative Selling Skills for Hardware Retailers/Builders Merchants Duration: One Day Date: 30th September Cost per Attendee: HAI Member: ¤210, Non-Member: ¤270 The Consultative Selling Skills course aims to equip participants with the necessary knowledge, skills and attitude to deliver excellence in customer service in order to maximise every selling opportunity with your customer. Learning Outcomes: Attendees will be able to effectively explain and demonstrate the best practice in all stages in the customer journey, from initial greetings, to matching needs to products, to handling objections and closing the final sale. Susan’s courses will be delivered online via virtual classroom, using demonstration, individual and group exercises, and discussions, along with participant practice to reinforce learning.

Group booking discounts are available. For more information or to book places please contact Aoife Kinsella at aoife@hardwareassociation.ie or call 01 2980969.

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The importance of GS1 global standards in the construction sector

SEAN DENNISON GS1 Ireland

The construction sector has been undergoing a slow digital transformation for several years. This is now accelerating due to several factors. While stakeholders are compelled to embrace these changes, they can also make a virtue out of a necessity by utilising them to improve their own processes. GS1 standards for identifying, capturing, sharing and using data about products, locations, assets and shipments are key enablers for many of these transformations. Over the course of this series of articles we will examine the challenges faced by the sector and show how GS1 standards are part of the solution. The Digitalisation of Construction has been long overdue: the sector operates on thin margins and has a low level of utilisation of technology. While a lot of sophisticated equipment and advanced software applications are available, many processes are manual and, where they are not, the value of automation is reduced by a severe lack of interoperability between stakeholders’ systems. The advent of Building Information Modelling (BIM) enables building designs to be created with proprietary, three-dimensional models. However, this rich data is lost to other disciplines and subsequent stages in the construction process because interoperable standards for the identification of products and locations are not used. Labour and skills shortages are influencing how structures are built. Modern methods of construction (MMC), including offsite and modular construction, are utilising techniques and processes developed in the manufacturing sector. In parallel with this, tasks which require skills which are now becoming difficult to find, are being performed offsite (e.g. installation of services) or automated (e.g. estimating quantities, procuring and ordering products). Catastrophic events such as the Grenfell Tower tragedy in the UK have shocked authorities and regulators there, and elsewhere, into examining practices in construction. This is leading to more emphasis on traceability of the products and systems used in construction. The European Green Deal announced by the EU Commission last December (as one of their top priorities) will drive legislation to ensure that products can be identified, traced, and reused in construction. Reduction in waste and reuse of materials many years after the building is constructed is dependent on persistent identification and secure storage of data. A keener focus on operating costs (which will be several times the capital cost) means that operators will want more sophisticated 48

asset management and building performance monitoring. Unique identification of maintainable assets, building sensors and locations within a building become critical to providing this granularity. COVID-19 – three years of organisational technological change happened in just three months. The threat of COVID-like events, if not the actual events themselves, will be with us for some time. The shift to online has happened – even for small organisations – and there will be no going back. Furthermore, there is little time to take stock and consolidate the changes already made: organisations need to build on what they have already done so that online is part of the new landscape. Along with the above factors, there are the business-asusual pressures from competitors (including disruptors and marketplaces) and the drive for process improvement – all of which require solutions. The good news is that many of the solutions to these challenges already exist and are being used in construction elsewhere and in other sectors. In future articles we will look at what organisations are doing and how standards bodies are facilitating digitalisation. We will look at how companies can make a virtue out of a necessity and create real business benefits for themselves as part of this process. Seán Dennison is Head of Industry Engagement and Technical Standards at GS1 Ireland. He has over 30 years’ experience in the Construction, IT, Food Manufacturing & Distribution, Retail & Wholesale FMCG and Forecourt Retail sectors. About GS1 GS1 is a neutral, not-for-profit, standards development organisation, best known for providing a system of unique numbers, data carriers (e.g. barcodes) and information sharing standards relevant to products, relationships, assets, locations, services and processes. GS1 standards improve the efficiency, safety and visibility of supply chains across physical and digital channels in 25 sectors including Retail Food and Grocery, Hardware & DIY, Transport and Logistics, Healthcare as well as Construction. The GS1 system of standards is the most widely used supply chain standards system in the world. July/August 2020

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There is always fresh cheese in the mousetrap PAUL ALLEN Paul Allen & Associates

Communications Consultant Paul Allen, Managing Director of Public Relations firm Paul Allen & Associates, gives advice on how to stay ahead in the Covid-19 Recovery.

Now that our upside-down world is beginning to slowly right itself, it is a good time to reflect on what we have been through in the last few months. When we look back at the inconceivable challenges we have faced in the business and retail world, we see that we never really knew what the word ‘impossible’ meant. At Paul Allen & Associates, we have an often repeated saying; ‘’if we are faced with an obstacle, we either go around it, over it, under it, or straight through it.’’ It is essential now that the sector ups its game. Go out and embrace the new marketplace. We all have to work harder, but smarter to capture the attention of the public. If I can share one example, the recently launched Kilkenny Design ‘Rise Up’ campaign, which sees businesses from all sectors rise up, capture attention and engage proactively with their audience. Now is the time to examine every aspect of your business and how it interacts with its customers. The key question; ‘’Can you do more?’’ and as former USA President Barrack Obama said, “Is feidir linn” (Yes, we can)’’ Simple things really do work. Within your own team, someone must be good at social media. They should start, with your oversight and encouragement, setting up YouTube channels where experienced staff can give weekly demonstrations on handy hints, colour trends, how to solve basic problems and new items that are arriving in. Social media can be daunting for beginners, but we all need to get over the fear of looking silly online to highlight your expertise and knowledge. Let’s face it, you and your team know how things work. It’s time to continually tell people this over and over again. We also need to look at our stores and ask the killer questions; What does this look like to a new customer? Are items easy to find? Is it a friendly place to be? Are staff on hand to help? In business, we all need to have the mindset that we need to be constantly improving and looking to do things better. The first priority must be to ensure customers that your store is clean, safe and has strict protocols visibly in place. A happy staff member should be at the door, reassuring and welcoming people in. The simple things make all the difference, e.g. saying to customers ‘’we have some hand sanitiser for you just inside the door’’ while smiling, rather than ‘’you must sanitise your hands immediately.’’ This underpins the values of your business and the respect you have for your staff and new customers. One strong tip we would recommend this month is that every business avails of the ¤1 million direct mail campaign by An

July/August 2020

Post. This is free advertising straight to people’s home and is simply and easily done. The initiative is on a first come, first served basis. Looking back at the last four months, we see that nothing is impossible when impossible means failure. The past four months have been tough, but now is not the time to relax and hope things get back to normal. We like to look at today’s world as the ‘new temporary’ rather than the ‘new normal’. As we settle back into the new temporary, everything is up for grabs. The only way to get ahead and keep business moving is to embrace the changes Covid-19 has forced on us and make the most of the situation. Certainly, getting back into the business world, it is they who shout loudest get a foothold in their market. Now is not the time to scale back on marketing or communications spend, or to cancel plans to introduce new product lines relating to energy efficiency. We must be mindful that the world is changing. The next Government may be introducing a major retrofitting scheme, and we must be prepared for this. The new retailer/outlet needs to realise that they need to have greater engagement with the customer, develop novel concepts and try and win over those who want to be thought of and cared for. The unique selling point of many retailers in this sector is knowledge, ‘’information is power’’. I would hope that you take away from this piece the need to get out there, be bold, interact and win the customer’s confidence. Always remember, you have the secret sauce; the knowledge to help the hard pressed customer to get the right tool for the job. The businesses that are able to display this knowledge and experience, communicate it to the customer and combine it with good sales craft will help energise their entire business. In the post-Covid world we also need to think about how retail outlets can maintain a sense of friendliness, welcome their customers and make the customer feel safe. We need to plan for the many days ahead. In doing this, all of us in business need to step up our game, communicate better and strive for excellence in customer service. Prioritising long term engagement with customers of all kinds is vital to success as are stores that illustrate and reinforce good value for money or develop a loyalty programme. Always remember the early bird catches the worm, but it is the second mouse that gets the cheese.

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Opening your Business safely during the Covid-19 Crisis As the Covid-19 crisis took a grip of the country, many businesses suspended some or all of their insurance cover. Now that restrictions are being lifted and the economy starts to reopen, it is essential that you tell your broker or insurer that you have re-commenced trading and ensure your full policy cover is in force. A key element of any insurance programme is the emphasis on health and safety. Therefore, it is imperative that as your business re-opens, employers and business owners have key responsibilities to both their staff and advise customers visiting their premises. These responsibilities may include: U

Developing and documenting a Covid-19 response plan. This should be overseen by an appointed person to ensure that you comply with the Return to Work Safety Protocol. Consider Covid-19 risks for your business and when doing so consider that risk and how it applies to staff, customers, and visitors. You should prepare a risk assessment and update your safety statement to factor in these new procedures and controls that you have put in place. Implement risk control and safety measures. Enforce social distancing, supply hand sanitisers and wipes, ensure staff have the relevant personal protection equipment (PPE). It is also imperative that used PPE and other equipment is disposed of safely in appropriate containers. Put up appropriate signage highlighting social distancing and the need to use the sanitiser and wash hands regularly. Staff need to be very mindful of this and encouraged to wash their hands every 30 minutes, at least. All areas in your premises should be regularly cleaned in line with Covid-19 risk control procedures, including stock and materials as appropriate. These could have been handled by someone who contracted the virus. Be aware that your staff may contract the virus at any time so ensure that you can quickly identify and isolate any such cases. You should also have staff complete a prereturn to work form. This can be found at www.hsa.ie.

JOHN BOURKE Chartered Insurance Broker Dolmen Insurance Brokers Ltd

Provide appropriate induction training for your staff with an emphasis on public health guidelines. This should include how employees respond if they develop symptoms, and the protocols in place to deal with Covid -19. Detail your response plan and risk assessments and controls. Employees should sign off that they have received and understand the training provided.

With premises closed, Legionnaires Disease is a risk. Put in place measures to ensure water systems are safely flushed clean. PPE should be provided to staff carrying out this work.

A regular cleaning plan should be carried out, particularly in common areas and touchpoints e.g. toilets, washrooms, kitchens, door handles, handrails etc.

Business owners should have in place a documented record of all safety actions as evidence of workplace compliance with health and safety advice and protocols.

Your employers and public liability policies will protect you if a claim for injury to employees or members of the public is brought against you but it is the policyholders responsibility to act â&#x20AC;&#x153;as though they are uninsuredâ&#x20AC;? and minimise risk at all times, hence our highlighting the above measures. All insurers are amending their policies and inserting Covid-19 exclusions which will be effective from your renewal date, in fact some of you reading this may have renewed your policy with such exclusions already in place. We recommend that you discuss the impact of these changes with your broker or insurer and ensure you fully understand how they will affect your insurance cover.

John Bourke ACII Dolmen Insurance Brokers Ltd 01-8022381 / 086 8146 236 johnb@dibl.ie www.dolmen-insurance.ie July/August 2020

COMMERCIAL FEATURE

On Trend Kitchen Taps from Uppercross The kitchen is the heart of the home, so people want them to look fantastic. Especially as they spend so long cooking, eating and being social in them. So, to give consumers what they want, it is vital that developers, installers, and merchants keep on-top with the latest kitchen design trends. Whether that is for a showstopping new build, a full refit, or a quick uplift.

Bold blacks Black has been making an appearance as a key kitchen trend for a few years now, with black fixings, tiles and walls having the power to add impact instantly. And, while muted colours will always be popular, there has been a definite shift away from low key rooms to heavier, bolder black tones. However, rather than high-gloss 1980s black vibes, people want sophisticated, dark designs and industrial, inky kitchens. These new black taps provide a modern, distinctive look that adds a real infusion of style that will instantly stand out in any room. And, for people who love a dark interior but want something a bit different, gun metal taps offer a beautiful, stylish finish.

Marvellous metallics Copper, Bronze and other metallics can help to warm up a black kitchen. You can be sure that they will add, for your customer, an instant talking point. Metallic hues are warming, with reflective surfaces that bounce light around kitchens. And today, contemporary metallic fittings are hugely popular with people who want to create an elegant and affluent look. Hardware, Splashbacks, Accessories, Fittings and Taps can all add to this aesthetic. Crucially, the Uppercross range of stunning metallics can be used in both modern and traditional designs. The range of coloured taps include: Chrome: A classic, best-selling finish that adds sophistication to any room. Brushed nickel: A subtle, soft-looking tap, with a slightly brushed semi-satin finish. Antique brass: A timeless finish that adds warmth and class to kitchens.

July/August 2020

Copper: A contemporary feature finish that brings a warm glow to the home.

Nordic simplicity As we have seen in the Paint and Home DĂŠcor Supplement earlier in this publication, Nordic design has been big for a few years now, with a love of white interiors never falling out of fashion. White taps provide a clean, fresh finish with a timeless appeal. However, for people who want to bring some hygge into their homes, combining black or metallic taps with white units and worktops can also deliver a real wow-factor.

Add impact! Sophisticated taps and quality fittings can be used to create a sleek, contemporary kitchen. Offering a stunning range that reflects differing lifestyles, Uppercross have a tap to suit any taste.

Energy-efficient features A commitment to style and substance is reflected in this latest range of Pegler taps and they also use the most advanced technology available. This means they meet the highest quality and eco-efficiency standards. Some of the functionality and energy saving you can expect from this range includes the Cold/ Open system, it does not mix hot and cold water. So, it saves on the amount of hot water used. To increase the temperature of the water, you simply turn the handle to the required position. With stop movement functionality, SuperFix taps are set in place and prevented from moving when in use. With EasyFix tap functionality, taps can be installed by hand, without any tools - they quickly and easily save water and money with an aerator and flow straightener for use with high or low water pressure. Providing flexibility of water direction Chef taps, boast a pull-out spout that looks great and is smooth and robust to use. For further information call Uppercross on 01 4000 000, email sales@uel.ie or contact your local sales representative.

COMMERCIAL FEATURE

Pipelife Ireland opens New Distribution and Training Centre in Dublin Pipelife Ireland is delighted to announce the opening of their new state of the art 20,000 sq. ft distribution centre at Unit 1B, Damastown Way, Mulhuddart, Dublin 15. The purpose of the new distribution centre is to service regional demand for their products within Dublin and surrounding areas. The opening of this new distribution centre will help Pipelife offer an exceptional level of service both to Dublin and the greater Leinster area along with Northern Ireland and will result in greater efficiencies to their customers. Padjoe Barry, National Sales Manager, commented – “These are really exciting times for Pipelife. We have always had a strong focus on providing a great service to all our customers and the launch of our new distribution centre will allow us to support them with a greater level of service than they are already experiencing. This new facility will enable us to ensure prompt delivery to our customers. We also believe the location is ideal, with access to the M50 only a short drive away, we can take advantage of the transport system. These advantages will enhance our ability to ship efficiently to more locations and provide customers with the products they need, when they need them.” Pipelife will be stocking their full product range including their market leading Qual-Pex Plus+ ‘Easy-Lay’ Pipe & ‘Easy-Crimp’ fittings, Heat Pumps, Underfloor Heating, M.D.P.E. Pipe and much more. Plus, with new product

ranges due to come on-line in the coming months this really is a game changer. There are also further plans to incorporate a new state of the art training centre at their new premises in Dublin. However, with the current Covid-19 crisis still ongoing, they won`t be in a position to start operating training days until it is safe to do. When Pipelife are able to run these training days, it will allow them to offer extensive product and hands-on training to their customers. The courses will be free to attend and will be led by members of their Technical Team, who have a wealth of practical knowledge and installation practices. It will also feature a detailed video tour of the Pipelife manufacturing facility where visitors are given the opportunity to see first-hand where Pipelife products are designed and produced. These free courses will be available to installers, service engineers, plumbers, merchants, architects, local authorities and BER Assessors. By offering a valuable insight into each of their heating technologies, those who attend the courses will be equipped with the best product knowledge and installation techniques, ensuring that all customers are fully satisfied. Pipelife Ireland are certainly planning for the future and looking forward to better days ahead!

July/August 2020

… N E P O E WE’R

PIPELIFE IRELAND’S New Dublin Distribution Depot

Fast and Reliable Delivery to suit you Another game changer from Pipelife! Full product range in stock and ready to go • • • • • • •

Underfloor Heating Systems Air to Water Heat Pumps Qual-Pex Plus+ ‘Easy-Lay’ Pipe Qual-Pex Plus+ ‘Easy-Crimp’ Fittings PVC Fittings M.D.P.E, Low Density Polyethylene Pipe, Ducting And much more

Our New Distribution Centre Address – 1B Damastown Way Mulhuddart Dublin 15

COMMERCIAL FEATURE

Latest innovation sewer pipe from Wavin “It’s pipe Jim, but not as we know it!” Michael O’Donohoe, Country Director with Wavin Ireland, describes their latest innovation in PVC Sewer Pipe to editor of The Hardware Journal, Jim Copeland. Using that Star Trek theme, Wavin are proud to explain their market-leading development in the Next Generation of pipe in this category. It’s useful first to understand some of the history which dates back to 1977 when a provisional specification for Sewer Pipe for use “on all works assisted by loans, grants or subsidies” was issued by the then Department of Local Government. The specification, which became known as “LG77” stipulated 100% virgin PVC with a minimum wall thickness for the respective pipe diameters, e.g. 2.6mm for 110mm (4”) diameter sewer pipe. “LG77” never became a national standard but quickly got adopted as the industry norm. The Irish Building Standards Part H, Table 7, first published in 1991 and the updated 2010 edition, current lists the standards for “Materials for below ground gravity drainage”. Table 7 listed the relevant Irish and British National Standards and since 1999 the relevant European Standards: EN1401- pipe made from 100% virgin PVC and EN13476 - structured wall pipe using Recycled PVC and/ or Foam Core Technology. All the National and European standards stipulated a minimum wall thickness for the respective pipe diameters based on the respective cross-sectional stiffness classes SN2, SN4 and SN8. For example, the 110mm (4”) sewer pipe cross-sectional stiffness classes SN4 or SN8 with the minimum wall thickness of 3.2mm: (not 2.6mm as per LG77). Note LG77 has never been mentioned anywhere in the Irish Building Regulations and is not listed in Part H, Table 7. Manufacturers requirements and approaches to standards and certification have been brought into sharp focus with the introduction of the Construction Products Regulations (CPR) in 2010 and the Building Control Amendment Regulations (BCAR) in April 2014. The latter requires manufacturers and suppliers to issue the appropriate certificate showing conformance to the regulations. As EN1401 and EN13476 are not Harmonised European Standards, Sewer Pipe cannot be CE Marked, however manufacturers can “self-declare” conformity based on 54

their tests and records. Wavin Ireland takes the view that independent certification is vitally important in the context of quality assurance and has third party certification for all its Sewer Pipe and fittings from bodies such as the National Standards Authority of Ireland and the British Standards Institute. The establishment of Irish Water with responsibility for all public sewers and the introduction of their “Code of Practice for Wastewater Infrastructure” first published in December 2016 (revised December 2017) brought a major change to standards in Sewer Pipe in Ireland. It quickly became apparent that any pipework not meeting the Irish Water specified standards would be rejected, resulting in project delays and costly replacement of non-compliant drainage. The Irish Water specification requires the use of Sewer Pipe manufactured to EN1401 or EN13476 with SN8 cross sectional stiffness class. “To keep life simple as we know it Jim”, Wavin Ireland offers two ranges of independently certified PVC Sewer Pipe: WavSpec SN4 for Building Regulations & BCAR Compliance and WavSpec SN8, for Irish Water Compliance. To promote and lead to a new industry norm Wavin Ireland earlier this year finally said good bye to LG77 with the unilateral withdrawal of the “WavTec” 110mm (4”) 2.6mm sewer pipe from the portfolio, and instead standardised on the 110mm (4”) 3.2mm WavSpec SN4, and importantly at the lower price point. So it really isn’t just “a length of Wavin” or just plain “Sewer Pipe”, but if it is manufactured and supplied by Wavin Ireland, you can rest assured that it’s made and independently certified to the appropriate standards in Ireland. To discuss further with your local Account Manager, call Wavin Ireland on 01-8020200. “Beam me up now Jim!”. July/August 2020

Mistakes in foul sewer compliance wonâ&#x20AC;&#x2122;t stay buried Contact Wavin Ireland for all of your requirements for sewer pipe compliance for Irish Water, BCAR and Part H Regulations

Wavin Ireland Ltd. Dublin Road, Balbriggan, Co. Dublin K32 K840 Call Customer Service on 01-8020200

www.wavin.ie

COMMERCIAL FEATURE

Tucson Pumps Ltd takes the Spotlight When Sanbra Fyffe launched the Tucson brand back in 2005 they always believed this brand would one day take centre stage. Fifteen years later, and the Tucson range of Circulating Pumps and Cold-Water Booster Pumps has become one of the most popular and trusted brands in the domestic pump market in Ireland and the UK today. “This is an exciting time for all involved in our business” stated Brian Murphy, Chairman of Tucson Pumps Ltd, “we believe the Tucson Pumps brand will continue to grow from strength to strength particularly given our commitment in listening to our customers and continuing to invest in innovation and product development.”

models with a 6 Meter Head bronze body also available. These models provide a modulating pump feature with an easy, quick connect/disconnect electrical terminal which most installers request. The Tucson Circulating Pumps range of products carry a 36-month warranty giving both the installer and homeowner peace of mind. The Tucson Cold Water Booster Pump family of products include the SBP90 Stainless Steel bodied Pump. The SBP90 provides an impressive 37-meter maximum head of pressure with a maximum flow rate of 55 Litres per minute displacement from its induction induced 370 Watt motor. Additionally, the Tucson SBP 100 model provides an impressive 33-meter maximum head of pressure with a maximum flow rate of 80 Litres per minute displacement from its induction induced 550 Watt motor. The Tucson Cold Water Booster Pump range achieve the requirements of most domestic and light commercial pressurised cold-water pumping applications and are widely popular particularly due to their reliability and competitive price. Tucson Pumps are available from all plumbing, heating and builders’ merchants trade counters. T: +353 18426255 E: sales@tucsonpumps.ie W: www.tucsonpumps.ie

Brian Murphy, Chairman with Noel Conroy, Managing Director.

Managing Director, Noel Conroy explained that there will be many new products coming to market during 2020 and 2021. He went on to say “The Tucson Brand has become the product of choice for many plumbers and installers both nationally and internationally due to the products distinct and innovative easy install, design and operating features. The Tucson Pumps characteristics of affordability, reliability and durability even under the most difficult conditions, combined with the Tucson brands extensive service and generous warranty terms have been a key factor in gaining the support of plumbing stockists and installers alike”. The energy efficient Tucson Circulating Pumps range, which are ErP compliant, include 5, 6 and 8 Meter Head

July/August 2020

Cold Water Booster Pumps

Energy Efficient Circulating Pumps

Tucson Pumps Ltd Instantor Works Santry Avenue Dublin D09 K160

Tel: +353 (0) 1 842 6255 Email: sales@tucsonpumps.ie www.tucsonpumps.ie

COMMERCIAL FEATURE

Grant continues to lead the way Heating technology manufacturer Grant continues to lead the way in Ireland’s plumbing and heating industry with its highly efficient, reliable, and innovative heating solutions. Grant’s Uflex Underfloor Heating System offers properties an unobtrusive, highly efficient heating solution. High efficiency and sustainability as key factors in the design of today’s heating systems. Grant’s Uflex underfloor heating system is becoming the heat emitter of choice, due to its ability to work well with sustainable main heat sources like the Grant Aerona3 R32 air source heat pump and its suitability for new builds and retrofits. The Grant Uflex underfloor heating system is an unobtrusive heat source, as it is embedded within the floor construction, and offers convenient and highly efficient heating. An ideal heating solution for both new build and deep retrofit properties, the pipework which can come in PERT and ALUPERT, is positioned and clipped into place using Grant’s tracking and staple system once the flooring’s insulation and membrane has been fitted. After this a flow screed is laid over the top and allowed to fully dry before heat is introduced. With a drying time of up to thirty days, Uflex can be fitted as part of the floor’s assembly process, therefore causing no delays in construction. When purchased, a set of line drawings will be provided with the Uflex system. The system has a stainless-steel manifold and includes the supply of a self-adhesive edging strip which is located around the surrounds of the area in which the screed is laid. This strip also comes with a unique ‘skirt’ design which provides an overhang which curves alongside the wall. This edging strip not only contains and seals the screed, it also serves to reduce heat loss where the floor meets the walls and allows for the expansion of the floor. As the system is designed for continuous operation with heat being supplied through the screed all day, this also means that the screed acts as a thermal store. All of Grant’s heating technologies have been designed to work together to ensure maximum efficiencies in both residential and larger scale commercial properties. The efficiency of the Uflex system is excelled when paired with a heat source like the A+++ Aerona3 R32 air source heat pump. This is because both systems can run at lower temperatures which enables substantial savings to be made on the property’s electricity bills. In addition to the Uflex system’s mechanical components such as pipework and manifolds, Grant also supplies the necessary controls to operate the underfloor heating system as efficiently as possible with the touch of a button. The Heatmiser 230V controls can be set to provide different room temperatures and different time intervals on individual heating zones, with a wireless option also available.

It is this technical insight and careful combination of the Uflex system along with a suitable main heat source, supporting technologies and smart controls by the team at Grant which ensures the heating solution is bespoke to the property, bringing it into a new class of efficiency. Ensuring a fully integrated heating system, Grant offers those working on new build or retrofit properties a free of charge home heating design service. This service involves full room by room heat loss calculations, in line with SR:50 guidelines, on assessment of new build or retrofit house plans. This is followed by the specification of the main heat source best suited for the property and identification of appropriate supporting technologies including hot water storage and heat emitters. Think Heating. Think Grant. Visit www.grant.eu for more information on Grant’s range of innovative heating solutions. Follow Grant on Facebook and Twitter @GrantIRL or Instagram @Grant_IRL. How your customers can avail of Grant’s Home Heating Design Service 1. Send planning drawings, a contact number and preferred heat emitters to heatpump@grantengineering.ie 2. A member of the Grant team will be in touch to discuss requirements. 3. Customers will receive full property specifications with recommended products all available from Grant

July/August 2020

Think Heat Pumps. Think Grant.

COMMERCIAL FEATURE

Congratulations to Calpeda Pumps Originators of the Aquarius Tank System, Calpeda Pumps Ireland are celebrating 21 years and looking forward to at least another two decades of providing a full range of customised pump solutions for domestic, commercial, industrial and specialist applications. Set up by Managing Director, Graham Fay, the Calpeda range of products is extensive. There is also a team in Calpeda Pumps Ireland with engineering excellence, innovation, and cutting-edge system design support. Every project is seen as bespoke and thus needing its own specific solution. This attention to detail has sustained the companyâ&#x20AC;&#x2122;s success and growth since its formation and seen it deliver specific and customised pump solutions across the relevant sectors. Calpeda Pumps Ireland are part of the Italian pump giant Calpeda SPA and utilise all the strengths and benefits of this industry-leading multinational. This is enhanced by its own inhouse expertise providing specialist solutions to address local requirements. The service provided includes design advice and technical support, as well as guidance on appropriate products in the context of the overall system and the projectâ&#x20AC;&#x2122;s application needs. While providing a full range of pumps to cater for domestic, commercial, industrial and specialist applications, an emphasis on providing engineered pump solutions for specific projects has led to many pioneering innovations. As new industry regulation and requirements become mandatory the evolving marketplace makes adaption and adoption of these new changes essential. Calpeda Pumps Ireland`s unique Aquarius self-contained, integrated pump and water storage solution continues to set the industry standard that other players in the sector are now emulating. Equally as important as the correct product is the delivery of the solution. Being adaptable and reactive to the current need is essential and Calpeda Pumpsâ&#x20AC;&#x2122; eagerness to listen and apply its experience and knowledge to deliver a best in class service experience is crucial. Calpeda Pumps (Ireland) will devise an engineering-led solution to any application or requirement bringing energy-efficiency, regulation compliance, cost-effectiveness, and delivering optimum performance throughout the extended life of the project. Every tank is manufactured from non-toxic, high density polyethylene and certified for use with drinking water. All the materials used are non-corrodible and are UV, mould, algae, and lichen resistant. Every tank is fully pressure tested and certified prior to dispatch. All carry the `Guaranteed Irish` symbol evidencing their commitment to the Irish economy, and come with a two-year guarantee.

Being part of the internationally renowned Calpeda SPA adds another string to the bow. Allowing complete access to an extensive range of products and all the other resources of the Italian pump giant that has a global market reach, and is committed to research, design and manufacture of innovative pumping products and systems. The portfolio is extensive and includes solutions for domestic applications, industrial fields, groundwater, wastewater, and sewage applications, for civil plants, building services, agriculture and irrigation applications, swimming pools and spa baths. Calpeda Pumps Ireland has a very strong corporate social responsibility and community ethic. This mirrors the Calpeda SPA`s DNA, and is applied at local level in every country in which it operates, especially emerging nations, where it partners with Governments and NGOs to apply the benefits of innovative pumping technology to solve local water-related problems. It is these combined strengths that have allowed Calpeda Pumps Ireland to become such a dominant force in the Irish marketplace and which will continue to guarantee its growth and development over the years and decades to come. Further information is available from Calpeda Pumps Ireland, 01 8612200, E-Mail info@calpedaireland.com, www.ie.calpeda.com

July/August 2020

2-YEAR WARRANTY

Calpeda Aquarius® Tank System Features and Benefits ■ Very quiet operation (48DB) ■ Ideal in areas where mains pressure is low or inconsistent ■ Certified for use with drinking water ■ Over 30 different pump options ■ Jacketed motor technology ■ Dry-run protection built in as standard ■ Pressures up to 12 Bar and flow of 183 litres/minute ■ Forty different water tank size options (100lt to 2000lt) ■ Pressure control options ■ Outlet drain connections of 11/4” and 1” fitted as standard ■ Tanks can be inter-connected for larger storage capacities ■ All units fully leak and pressure-tested, and certified

“Calpeda Aquarius is designed to meet the demand for a selfcontained, integrated pump and water storage solution.” Calpeda Pumps Ireland Ltd Unit 5 Old Quarry Campus Northwest Business Park Phase 3 Blanchardstown, D15 Y4EK Tel: 01- 861 2200; email: info@calpedaireland.com

www.ie.calpeda.com

COMMERCIAL FEATURE

Team effort keeps business supply lines flowing during lockdown As Covid-19 plunged the plumbing, heating and agricultural industries into unprecedented depths of uncertainty, South Coast Sales had already taken steps to reassure customers that their supply chain and service levels would be unaffected. While each of these essential industries adapted to rapidly changing, hugely challenging and highly unusual circumstances, their requirements and demands nevertheless remained unchanged. Amid the coronavirus chaos, South Coast Sales MD Derry Casey recognised the need to maintain a ‘business as usual’ approach as “essential”. Adapting to change The family business moved quickly to implement measures to safeguard their staff while ensuring smooth continuity of business. A six-day week was introduced, with teams working rotating shifts to keep client stock levels healthy and allow them to meet, and even exceed, customer demand. Derry explained: “While many plumbing suppliers endured the hardship of a forced reduction in operations due to Covid-19, demand for supplies nevertheless remained high. In particular, increased farming activity and the need for improved water supplies to livestock - due to the prolonged dry spell - resulted in a surge in demand. Many farmers made efforts to improve their systems by installing larger pipe and Philmac fittings.” “We simply had to modify the way we work, just like hundreds of other companies around the country. Almost all businesses were greatly impacted, but we were determined to minimise the effects on our customers by keeping supply lines open and maintaining the highest levels of customer service” added Derry. “12-hour shift patterns were introduced, together with weekend working, daily temperature checks, social distancing measures and remote working wherever possible. Although our reps were off the road, they were still on the phones and incoming call

rates soared. We made sure calls never went unanswered and that customers received their deliveries on time all over Ireland.” Next Day Delivery As the Covid-19 grip tightened between March and June, the team made a resolution to safeguard their impressive reliability record on deliveries. Derry stated: “From Kerry to Donegal our next day delivery rate barely flinched. We also maintained our stock Derry Casey, MD at South Coast Sales. fulfilment and order accuracy rates for our customers throughout the country. I would like to acknowledge every one of our staff for contributing to the tremendous team effort in providing the highest standards of service during what was a testing period for all. We have always been committed to maintaining long-term and stable relationships with our customers. Our dedication to working hard and our commitment to helping our customers achieve their goals have been consistent since the start. Although it has been a tough time for all, I’m very proud that we have been able to adhere to these values during these incredibly difficult times.” The strength and values of the family business started in 1990 were never as apparent as they were during recent months. July/August 2020

T U O W NO

Full Product Catalogue

A comprehensive range of top quality products for plumbing, heating and agriculture BRASS FITTINGS

021 434 6143 www.southcoastsales.com

COMMERCIAL FEATURE

Top 10 tools to work smarter and grow faster In todayâ&#x20AC;&#x2122;s innovative digital world, professionals and businesses can benefit enormously from the vast array of online tools at our disposal, boosting efficiency and productivity. However, most businesses are not getting the maximum benefit from these tools as there are so many options to choose from, it can be difficult to know where to begin and which ones to use. Many people in business are faced with practical obstacles, such as lack of time to invest in integrating the tools and a lack of information around which ones might be effective and efficient for them. Oonagh McCutcheon from IE Domain Registry gives The Hardware Journal her Top Ten. Cost is always an important factor. As a business owner or manager, you might feel that you cannot afford to invest in cutting-edge tech solutions, with budgets already strained. The good news is that many tools have free options available, as well as options to upgrade to premium packages with more advanced features. With a little research itâ&#x20AC;&#x2122;s not so difficult to figure out which tools might work best for each specific business, taking the sector, business size and requirements into account. The long-term rewards for integrating these tools can be huge, often saving time and money, as well as driving business growth.

While larger companies may need advanced and costly tech solutions to serve functions such as marketing, sales, customer service and internal operations, SMEs can take advantage of many similar solutions at low cost to fit within their budget. This applies in both B2B and B2C environments. Oonagh has selected some of the best options to make up the IE Domain Registry top 10 tools to work smarter and grow faster. While this is by no means an exhaustive list, they believe this is a selection of practical, popular, and proven tools. More detailed information is available at www.iedr.ie/ top-10-tools-to-work-smarter-and-grow-faster/. July/August 2020

COMMERCIAL FEATURE

Dropbox

Google Calendar and Google Hangouts

If you need to share large files or documents with customers or suppliers, Dropbox is an excellent solution. Email platforms have size limits for attaching documents, and Dropbox allows you to send and share files quickly by digital means. Dropbox has computer apps for Microsoft Windows, Apple macOS and Linux computers, as well as mobile apps for smartphones and tablets. You can also automatically upload photos or videos from a range of devices. It offers the option of a free account (with a file storage limit), while Dropbox Business offers more advanced features and unlimited file space, for a monthly fee.

Many office-based professionals plan their days and weeks using their Google Calendar, setting meetings, and blocking off time for individual tasks and projects. Aside from personal scheduling, it’s a quick and easy way to set up meetings, allowing you to send invitations to colleagues or clients. It also allows you to include the meeting location and add a description of the meeting or agenda.

Slack Slack is a great tool for team collaboration, which operates like a large chat room for a whole team. It can largely replace email as the team’s main method of communication and information sharing. Its workspaces allow communications to be organised by topic and private groups, for sharing information and files in one place.

Canva If you need to create visual content such as social media graphics, presentations, posters and other assets, Canva is a brilliant graphic design tool. It has an extensive range of beautiful-looking templates for business flyers, brochures, business cards, logos, posters, infographics, and more. Strong presentation and visual identity are vital in business, and with Canva you can really elevate the visual side of your brand at little or no cost.

Asana Team members often need to work on one part of a larger project and a tool to manage an overall project is Asana. This very practical tool helps teams to manage projects and tasks within one platform. It is designed to improve teamwork and streamlines work management, therefore helping to boost efficiency. Teams can create projects, assign work to colleagues, specify deadlines, and send messages about tasks directly in the system.

Zendesk Zendesk is a great platform for helping a business to connect with customers on any channel, including phone, chat, email, and social media. The cloud-based customer support platform unifies customer interactions in one simple platform, tracking support requests and answering questions from customers quickly.

Mailchimp Email is a key marketing channel for many businesses, as it’s a great way of connecting with your customer base, bring them information, news and offers. Mailchimp is an excellent email marketing tool – a popular option with large and small companies alike. It facilitates and manages digital communication and marketing with clients and customers, providing well designed campaigns and powerful data analysis.

DocuSign DocuSign allows professionals and organisations to manage agreements and contracts electronically. The service offers eSignature, a quick way to sign electronically on various devices. Speed is an essential factor here, with digital agreements cutting out the delay of physically posting and returning documents. Apart from saving workload (printing, scanning, and mailing documents etc.), it ensures deals get over the line and is very convenient.

Doodle Poll We all know the difficulty of scheduling a meeting where multiple people need to be involved. It can result in endless emails and phone calls to arrange a time to suit everyone. This is where Doodle Poll comes in. The organiser simply sends a list of time and date options to all parties, who then indicate what suits them. In conclusion, digital tools really can be your ‘invisible employee’, saving time and money, as well as growing customer numbers and loyalty. Customers today want seamless convenience so it’s important for SMEs to be able to offer it to them. If a business can leverage tools to work smarter, the time invested to introduce and integrate will be paid back many times over. The customer experience can also be improved, boosting brand, reputation, and revenue. Clever use of digital tools can streamline and improve efficiency within a business, while also freeing up much-needed time for you to concentrate on other important areas of the business.

Hootsuite Hootsuite is a social media management platform where digital marketers can manage multiple social media channels and tools. It brings great organisation and structure to this process, so it’s a real time-saver. Hootsuite supports social network integrations for Twitter, Facebook, Instagram, LinkedIn, Google+ and YouTube. July/August 2020

Hootsuite

COMMERCIAL FEATURE

Monsoon launch market leading online solution Monsoon Consulting are proud to announce the launch of “Apex ‘’ a new, innovative, and leading B2B accelerator solution designed specifically for the hardware and DIY industry. With over 15 years of experience working with organisations such as Woodies, Topline and Heat Merchants, Monsoon Consulting are now excited to launch their new market-leading “Apex” B2B accelerator solution. Combining the power of Magento’s “Commerce Cloud” platform and supported by Enterprise Ireland, Apex will provide a best in class industry solution to help get businesses online & trading quickly and successfully. With an attractive suite of features pre-built and ready to use, along with a rapid deployment window, Apex aims to help get businesses online within six to eight weeks. Commenting on the release of Apex, Monsoon Consulting CEO, Bharat Sharma said, “For many years we have been at the forefront of B2B eCommerce and have immersed ourselves in all the features businesses both need and demand to run their online operation. We recognised that it can be a daunting and expensive

investment to enter the world of B2B eCommerce and transform one’s business from a traditional process to a more digitally focused one. Apex addresses this with express go-to-market capabilities, flexible commercial & investment options and a wealth of pre-built features. Apex promises to elevate your business online quickly and easily”. Monsoon have already successfully launched a new B2B eCommerce site for Heat Merchants (www.heatmerchants.ie). This solution has allowed Heat Merchants to present a full digital display of all products in the company’s catalogue facilitating a new business model for real-time B2B ordering for their business customers. For Topline (www.topline.ie), Monsoon Consulting created an online platform combining B2B eCommerce and intelligent communications to support the business model operated by the Topline Support Centre for its nationwide network of members. For more information please contact Alastair Brodie, Alastair.brodie@monsoonconsulting.com, +353 (0) 1 475 0066 www.monsoonconsulting.com/apex

Get in touch for more information

alastair.brodie@monsoonconsulting.com | +353 (0)1 4750066

or to speak to one of our apex team

www.monsoonconsulting.com/apex

July/August 2020

COMMERCIAL FEATURE

COVID-19 & Online The recent COVID-19 pandemic has accelerated the trend towards online shopping and there is no sign of that trend slowing down. Both B2B and B2C Merchants who do not have a suitable online offering have suffered in the short term but this will extend to the medium and long term. Online often appears to mean only one thing; an E-commerce site, but that is not always the most suitable choice for merchants and there are other options out there.

So, there are lots of options out there and the key thing is to select the right one for you and your customers. However, whatever option you choose, itâ&#x20AC;&#x2122;s key that it integrates seamlessly with your business software solution to ensure online transactions are processed and managed smoothly. To find out more about Intact and the range of options we have to support your need to get online, please get in contact at intactsoftware.com

At Intact we offer our customers three online avenues: 1.

Intact Cliqx e-Account: a website where your customers can securely log-in to fully manage and pay their account online, thereby reducing reliance on back office staff

Intact Cliqx e-Trade: an extension of the e-Account solution that also enables your B2B customers to order products online with pricing aligned to the customer pricing set in your Intact Software system.

Intact Cliqx e-Commerce: a full B2B/B2C e-commerce site â&#x20AC;&#x201C; an online extension of your merchant store

July/August 2020

COMMERCIAL FEATURE

Five key sales takeaways for construction teams right now With COVID-19 putting commercial relationships in the Irish building trade under immense strain, sales teams need to be on the front foot to keep their order books ticking over, says John Downes, Construction Industry Specialist at Sales enablement software developer, Sales-i. 1. Think flexibly As operators across the construction supply chain feel the fall-out from the crisis, there has never been a greater onus on working flexibly and collaboratively. This is particularly important for SME`s, who rely on a constant revenue stream to survive as well as larger distributors who typically live off tight margins. Of course, this philosophy relies on all links in the chain playing their part. This means accepting basic business provisions, such as product availability, delivery times and dates, now need to be considered differently. There are many options for suppliers looking to go the extra mile to work collaboratively, such as providing ad-hoc warehousing arrangements etc.

2. Reconsider payment terms With firms still uncertain about future orders, a pragmatic approach to managing the numbers is important. Consider practical measures like extending payment terms, granting payment ‘holidays’ and creating tailored payment plans to keep goods moving and customers on board.

3. ‘Sell’ smarter Being customer-centric and fostering contacts is a given for sales professionals but today’s unique circumstances call for a fresh approach. That means shunning the ‘sell’ altogether, in favour of strategies that nurture existing customer relationships. The most forward-thinking sales professionals are going as far as revisiting previous interactions with customers to analyse trends and draw insights. This is particularly relevant in larger sales operations where many staff have been furloughed and customer relationship management may have been passed on to a new salesperson.

4. Be data-driven With webinars and remote working now a regular feature of commercial life, the crisis has already brought home the benefits of harnessing technology. In the construction sector, where product lines can run into the many hundreds, buyers are typically awash with sales data, yet often don’t capture it effectively to derive meaningful insights. With so many sales operations running at a slower pace, this presents an opportunity for individuals to deep dive into their client’s data.

5. Plan for uncertainty When an economic bounce might occur is the question on everyone’s lips. But with such little certainty on the horizon, planning accordingly can seem near impossible. Given that many materials, fixtures and appliances used in construction are either imported or contain components from abroad, particularly China, considerations around availability and stocking will undoubtedly be important. As such, building product manufacturers and distributors should consider their product mix and how flexible they could become in a period of unpredictable demand. If increased sales from existing customers is something that would work for your business, contact John Downes jdownes@sales-i.com at Sales-i to discuss how their sales enablement product can help. www.sales-i.com

July/August 2020

COMMERCIAL FEATURE

Profile Technology has the complete software package Profile Technology is a leading supplier of specialised business management software for hardware stores, builder’s providers, and wholesalers. Profile has been providing specialist business systems in Ireland and the UK for over 40 years. The system is a complete package for any business, being developed, sold and supported exclusively by the Profile team of business and IT experts. Each customer is treated individually with the system moulded and customised around their needs. The knowledge and experience of hundreds of customers is incorporated by Profile into the system. This is passed on and shared with new clients who add their ideas which are then included into the system. This means there is synergy between Profile and all its customers, and all parties benefit from each other. Profile designs their system with each individual customer’s needs in mind, from the POS to back office, they have it all in this integrated package. Specialist features are designed for various product types such as timber, paint, tiles, batch control etc. There are other unique attributes including handheld technology readily available.

Profile Technology can provide your business with the ideal management solution that can save you and your business time and money. It gives you an immediate advantage over competitors through improvements in customer service and increased efficiency. To have a personalised service from a company who can be reached easily and queries solved right away, is not only a competitive advantage, it is an essential tool in the current fast moving business environment, where time is money. To enhance your business with Profile, freephone ROI: 1890 701 701 UK: 0800 0390 269 or email: sales@profteck.ie

Treacy’s Homevalue, Thomastown.

Maddens, Dunshaughlin.

POS

Freefone: UK: 0800 0390 269 Freefone: ROI: 1800 701 701 E: sales@profteck.ie www.profteck.ie

Profile Business Management System

POS

One integrated system from POS to back office available on PC, mobile, handheld or tablet July/August 2020

Classified Ads July/August 2020

The Official Magazine of Hardware Association Ireland

Enhanced advertising opportunity for your business The Hardware Journal Classified Ads

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Classified Ads

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JIm 087 6671361

To advertise to key decision makers in the industry, contact Jim Copeland at 01-298 0969 or email jim@hardwareassociation.ie Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication. 70

July/August 2020

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July/August 2020

The Official Magazine of Hardware Association Ireland

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July/August 2020

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