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

CORPORATE PARTNER

CASH MANAGEMENT

Brink’s Cash Services

Denise McCarthy 1890 474 000 denise.mccarthy@brinks.com www.brinks.com

CREDIT & FINANCIAL MANAGEMENT

Credit Risk Brokers

James Riordan 01 491 6007 james.riordan@creditriskbrokers.com www.creditriskbrokers.com

JPA Brenson Lawlor

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

LCMS Ltd

Billy Nolan 087 2604625 billy@lcms2.com www.lcms.ie

Contact us today to become a HAI Corporate Partner.

info@hardwareassociation.ie

or phone 01 2980969

ECOMMERCE AND IT SUPPORT

Intact Software

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

.IE

Alan Finneran 01 236 5400 afinneran@weare.ie www.weare.ie

Kerridge Commercial Systems

Noel Burke 087 1405 483 noel.burke@kerridgecs.com www.kerridgecs.com

Monsoon Consulting

Ed Wyeth 01 4750066 ed.wyeth@monsoonconsulting.com www.monsoonconsulting.com

Profile Technology Ltd

Peter McCullagh 071 9162122 petermccullagh@profteck.ie www.profteck.ie

Sales-i

Sam Cannon 0044 121 4891070 scannon@sales-i.com www.sales-i.com

HR SUPPORT PAYMENT SERVICES

TSA Consultants

Tommy Smyth 021 4634154 tommy@tsaconsultants.ie www.tsaconsultants.ie

AIB Merchant Services

Owen Ball 087 7715973 owen.ball@aibms.com www.aibms.com

INSURANCE

Dolmen Insurance Brokers Ltd

John Bourke 01 8022361 info@hardwarestoreinsurance.ie www.hardwarestoreinsurance.ie

NEW

LOGISTICS

Woodland Group

Lee McMullen 01 8111500 lee.mcmullen@woodlandgroup.com www.woodlandgroup.com

RECYCLING SOLUTIONS

European Recycling Platform

Martin Tobin 01 6624040 ireland@erp-recycling.org www.erp-recycling.ie

Mil-tek Total Recycling Solutions

Cliff Power 083 0044858 ireland@mil-tek.com www.mil-tek.com

SHOPFITTERS / RACKING SYSTEMS

MATERIALS HANDLING

Henley Forklift Group Ltd

Chris O`Connor 01 6209200 coconnor@henley.ie www.henley.ie

#WeGetRetail

Why become a HAI Corporate Partner?

By becoming a Corporate Partner, you can link your organisation to the pursuit of excellence and quality in the Hardware, Building Materials & DIY sector. Hardware Association Ireland will help you to promote your company to all key decision makers in the sector with; A listing on the HAI website The use of the widely recognised HAI

Corporate Partner logo and a Corporate

Partnership Certificate A free listing with logo and contact details on The Corporate Partners Page in each issue of The Hardware Journal A preferential member rate for advertising in The Hardware

Journal, plus three free classified advertisements

Preferential rates and early access to event sponsorship and networking opportunities A preferential rate for exhibitor space at The Hardware Show

Positioning your company as a solution-provider for the hardware, building materials and DIY sectors Access to all the latest industry news via regular emails and updates.

Johnston Shopfitters

Shane Brennan 01 4190419 sales@johnston-shopfitters.com www.johnston-shopfitters.com

OHRA Racking Solutions

Ivan Terzic + 41 79 940 5095 info@ohra.de www.ohra.ie

Want to find out more?

Contact us today to become a HAI Corporate Partner

info@hardwareassociation.ie

or phone 01 2980969

Going online grows business for a leading Dublin Builders Providers group

Clondalkin Builders Providers, Newtown Builders Providers, Blackrock Builders Providers and Quality Builders Providers, are merging their stores with their www.Build4Less.ie website, achieving a seamless online service and increased sales. CEO Emma Maye explains how innovation and investment will reap rewards.

The pandemic prompted many businesses to fast forward their online capabilities. This group and its customers benefitted from being ahead of the game. Their acquisition of a website www.Build4Less.ie in 2013 proved to be far-sighted, putting the builders’ providers group in a strong position for remote trading when Covid-19 closed retail outlets. Today, the website is powering further growth, as consumers enjoy a choice of competitive, convenient eCommerce purchasing options. Further developments to Build4Less are in the works to offer enhanced service and value, as CEO Emma Maye outlines.

First steps

The group purchased www.Build4Less.ie after in-depth research into competitors, focusing on the UK market in particular. Our initial question: Do we create a standalone website or operate in conjunction with our stores? The other challenge: build a website from scratch or purchase an existing website? This is where competitor analysis proved valuable. We really admired CMOTrade, a UK online builders’ provider, which operates independently of a store network. The decision was made to purchase an existing website, Build4Less.ie, which was doing good business and getting significant traffic, and take it from strength to strength. At first, Build4Less operated independently of our store network, but relied on Clondalkin Builders Providers for stock and logistics.

Turning point

For several years, this model performed well. The first major turning point came in March 2020 with the lockdown. Store shutdowns generated huge consumer demand to buy building products online. Sales mushroomed by 70% in April and May. “For us, the first lockdown was a real eye-opener as we witnessed a significant increase in sales on our website.

Newtown Builders Providers, Coolock.

This highlighted the potential of the online space and also emphasised the need for a group-wide digital strategy that aligns with the aims of our expanding business.” said Alan Hegarty, Group Managing Director. But, as hardware stores and builders’ providers reopened, online business began to decline. The group`s team decided to bring on board a digital expert to return remote sales to lockdown levels and, more importantly, create a robust digital strategy for our growing company, explains Emma. Joe O Conghaile, with a Masters in Digital Marketing and Data Analytics, fitted the bill. He began by reviewing the group`s data and traffic in comparison with direct competitors. We also studied secondary research from abroad, concentrating on the percentage of sales from home delivery, Click & Collect and ROPO (Research Online Purchase Offline) channels. It was clear that by operating Build4Less as a standalone website, we were missing out on massive sales potential from all these sources. Brand recognition was another key area where we lagged behind the competition. We used software to identify how often ‘Build4Less’ was entered into search engines vs rival brands. The results showed branding needed significant work and the development of a single umbrella brand, which will be announced in the coming months. Brand recognition not only draws more traffic as people search for your business online, but it also fosters trust; so vital in eCommerce. Around this time the group acquired its fourth store, Quality Builders Providers in Ringsend. To incorporate our store network within the website required a full site redesign and links to our stock system. The new format would facilitate the primary purchasing channels.

Click & Collect

We designed the website to show the availability of all products at each store. For example, a customer in the Coolock area can check if the product is in stock at Newtown Builders Providers and purchase it for collection. The website has a direct link to each store’s stock file, to show item quantity and let store staff know when there has been a purchase. We decided that a 1-hour time frame from order placement to readiness for collection would be an excellent and competitive service level.

Research Online, Purchase Offline

Increasingly Irish consumers research online before purchasing offline. So, we wanted to give all Dublin-area visitors to our website the option to browse before coming in-store. This gives customers confidence, before getting into the car or van, that the product they want at the price they want, and in the quantities required, is at the retail store. These buyers also have the opportunity to see, touch and make sure the product is right for the project, and seek advice from knowledgeable store staff. Maybe even buy other items while at the store! It’s the best of both worlds for our shoppers. So we felt positive that providing online product details to customers would help us secure more sales in-store.

Home delivery

Our original Build4Less site relied entirely on our own team of drivers to deliver products. This meant that the cost of delivering large building materials like tonne bags and timber was good value. This was not the case for smaller items like workwear and tools, as all customers were charged a flat delivery rate. Although we were competitive in the building materials space, we were anything but when it came to competing for smaller items against brands such as Screwfix. To ensure a better deal for our customers, we teamed up with a nationwide courier to handle smaller items. So that the website would know when to use our drivers or a courier and how much to charge for delivery, each product was specifically labelled. This change has meant a significant increase in sales for our Sealants & Adhesives and Screws & Fixings categories amongst others.

‘Content is King’

Quality content is essential for building the brand and making a site engaging and appealing to customers. If the information is clear, attractive, informative and easy to access, customers will want to buy and become regular visitors. To ensure great content, we formed strategic partnerships with key suppliers, who are best placed to provide images and product information. At the outset, we held online meetings with these suppliers to discuss our plans and develop a strategy to source products. Joe O Conghaile recalled, “When I started working on website development in the building materials industry in 2017, sometimes a supplier would not even have images of their own products, let alone a description.” “It’s wonderful to see suppliers are now aware that providing product images and key selling points is crucial for merchants. Bostik and B&G Home went above and beyond in providing excellent content. Strengthening relationships with suppliers has been a significant step in our progress.”

Emma Maye, CEO and Alan Hegarty, Group Managing Director.

Search strategy

Researching why and how visitors came to our website informed our search traffic or Search Engine Optimisation (SEO) strategy. In general people found our website by searching for a specific product or a category, such as ‘Building Aggregates’, or ‘Tonne Bag of Hardcore’. But we also discovered that we were missing out on much branded traffic, such as ‘Fleetwood Paint’. We addressed this by creating brand pages for every product, appealing directly to shoppers seeking brands. A primary aim was to encourage more people to seek the name ‘Build4Less’, generating awareness so that visitors would know and trust our brand. A marketing campaign to build brand profile and recognition was devised. We wanted ‘Build4Less’ to be the first site consumers thought of when they began their buying journey by phone or computer. Brand recognition is now tracked daily, with a set target of visitors we expect to view the website. We can see exactly how they arrive, be it via paid advertising, organic search or social media marketing. We also identify the financial value of each channel; “what gets measured, gets managed”. Offline marketing is currently handled at store level. However, as the group grows, this is an area where we will see significant expansion. Sales is what gets us all up each morning. We’ve learned that a website is like any other store in many ways: you need the categories to be well laid out, staff to be knowledgeable and happy, products to be presented correctly, and you need to treat every customer like the most important person in the world. Do this and customers will love you and the search engines will love your website.

Evolving and innovating

Developing Build4Less will be an ongoing project as we continue to invest in and evolve the site in tandem with our own exciting growth plans. The group aims to purchase more stores across Ireland, so the website is an important element in our marketing strategy. Further, the site will make the introduction of each new store to the group more seamless. The new store is easily added to the store locator, with stock levels and selection instantly available to thousands of customers. The website also will enable the group to communicate news of new stores and acquisitions, premises improvements and the latest products, to keep consumers up to date and engaged.

B2B and account customers

The next phase is to deliver the same high-level online sales experience to our account customers that we currently provide for website visitors. Services such as viewing how their account stands in real time or ordering essential items to Click & Collect for a job the next day. Bringing four stores together within one website will make it more practical and convenient for customers holding accounts within our retail network who want to access their accounts at a click. We aim to develop this facility over the coming months. This will entail major innovations to the site infrastructure and our stock management software.

Our people

None of this would have be possible without a great team committed to future-proofing the business. These key people are helping the group expand and are guiding the website project in the right direction. Lead customer service agent, Debbie Reynolds, has been the glue that holds Build4Less together since 2013. Debbie handles all orders, customer queries and liaises with our logistics team. Debbie began working with Clondalkin Builders Providers in 2010 and her knowledge of building materials is central to the website’s growth. Joe O Conghaile joined in late 2020, bringing five years’ experience implementing websites for other hardware stores around Ireland. Already Joe has doubled our online sales and now project manages ongoing website improvements and strategy. Getting the products to the customer when you say they’re going to be there is paramount to success, so we are fortunate to have a top end logistics team. It’s never easy dealing with requested delivery dates, especially during a global pandemic bringing multiple delays, but our team in Clondalkin Builders Providers, headed up by Ciara Byrne, takes everything in their stride. Credit is also due to all our store staff involved in sales. Thanks to them, the transition to Click & Collect has been seamless, with orders turned round quickly and efficiently.

Networking

Being part of Ireland’s leading hardware buying group, Topline, is very beneficial from a purchasing perspective. They actively promote our online business as well as our stores. We are prominent members of Hardware Association Ireland and Retail Excellence Ireland. Affiliation with these groups has always been important, but its value was underlined during the pandemic, as these organisations could quickly communicate the latest Government information. Hardware Association Ireland has always championed the online space as crucial to the future of Irish-owned retailers in the hardware industry and other sectors.

Customers can now choose either click’n’collect or home delivery.

Bright future

Build4Less may be a story of technological development, but for me, it’s about people. The enhanced website is bringing the group`s existing excellent customer experience to a new platform, giving all customers an even better standard of service and efficiency.

Bostik Academy is a virtual and physical knowledge centre, which has been carefully created, for professionals, in the Irish construction industry.

At Bostik Academy, you will experience a tailored training programme, that is perfectly matched to your needs and profession.

ON SITE TRAINING

WEBCAST & REMOTE TRAINING

TAILORED TRAINING

PRACTICAL DEMONSTRATION

VIDEO TECHNICAL CENTRE

Bostik Academy represents a ‘state of the art’ remote ‘online’ training hub aswell as a traditional, ‘hands on’ product and product application training centre. In addition, Bostik Academy offers tailored and dedicated training programmes to you and your team. Our experienced trainers will present our full product portfolio, best application methods, key industry recommendations as well as current market insights and updates. Our highly skilled technical team is available to support you in your particular project and your everyday activities. Visit the Bostik Academy on bostik-academy.ie to view our installation videos, ‘How To’ videos and learn more about the training centre.

Wall & Floor

Sealing & Bonding

Waterproofing

Masonry & Building Chemicals

Repair & Assembly

Innovation non-stop at ‘One-Stop’ Prepacked Hardware / Electrical Supplier

For many businesses, Covid and Brexit have been a double whammy. But for Corry’s, challenges have always been springboards for growth and innovation, thanks to an adaptable approach that embraces change. The Hardware Journal speaks to Managing Director, Eugene Dunne about the future of the company and how Corry’s are determined to make the best of Brexit.

Instead of regarding it as an obstacle, the Dublin-based supplier is using Brexit as an opportunity to seek new business and make new connections. From the start, Corry’s have been on the move; continually improving location, product range, services and processes. Being agile and proactive are key to resilience. Eugene explaines that forward thinking ensures their business stays relevant and future-proof. “We are always looking for opportunities and continue to develop extensions to our current range as well as introducing new ranges.” “For example, we see opportunities with the advent of Brexit and the difficulties with suppliers shipping goods from the UK, as the goods in our category have a relatively low unit value.” Eugene observes an increasing trend of buyers looking to partner with suppliers closer to home, yet within the EU. Using Irish suppliers can circumvent long lead times, supply shortages and rising shipping costs. “A growing number of retailers are looking more to Irish suppliers like us who can provide a good service and deliver goods in a timely manner.” Eugene expects to see wholesalers specialise in particular areas of expertise as the marketplace becomes more demanding and regulation more complex. Corry’s provides the ideal mix - specialists in its area, while providing a comprehensive one stop shop when it comes to range and services to the trade and retailers.

Golden location

Starting out as Thomas Corry & Sons in 1945, Corry’s, supplier of prepacked hardware, electrical and general hardware products to the sector, have gone from strength to strength since the establishment in 2007 of the new identity. Over the years, the business has been based in different Dublin sites, constantly expanding to meet customer requirements. In 1997, the company moved from Smithfield to a purpose-built warehouse in Finglas. Ten years on, Corry’s was purchased by the DATAJAN Group and relocated to a new facility in Kingswood Business Park, Dublin 22. Eugene describes their present home as “A modern warehouse in a prime location”, right beside the M7 and ideal for accessibility and dispatching goods. But the major leap forward came when Corry’s consolidated its distribution and was able to supply pre-packed hardware and electrical goods into the Hardware and DIY marketplace. Because the move was successful Corry’s are revamping their warehouse to increase stockholding. Corry’s can now easily facilitate today’s lead times of six months or more.

“Offering pre-packed products was the first step in becoming a trusted ‘one stop shop’ for builders` merchants, DIY stores and Co-ops,” says Eugene. “These innovations and our quest for growth have led us to become one of the top suppliers of pre-packed hardware and pre-packed electrical in the market.” All our products can be viewed on our new website

www.corrys.ie

The total package

Corry’s large warehouse holds a wide selection of pre-packed hardware, field & shed, electrical, fixings & fasteners, cabinet furniture and general hardware supplies. The showroom is a contemporary fresh space to showcase core ranges to the trade, including Phoenix, its main brand. “The Phoenix brand is a trusted and well recognised brand in prepacked hardware and electrical, and our customers have confidence in stocking it as has been proven over time.” New products are also displayed here. This autumn Corry’s are launching a new brand of cable reels and extensions. Corry’s products are paired with a committed and knowledgeable all-round service. “Service is very important to our company. We have sales representatives calling to all our customers on a regular call cycle followed up by a full merchandising service. Our customers are very busy, so we take the hassle factor out of it across our large core range. We strive to be a company that is easy to do business with.” For retailers, the One Stop Shop concept is invaluable. “From advice on what to order, planograms, display stands, in-store merchandising and POS materials, to order taking, stock profiling and merchandising, we try to relieve the buyer of as much stress as possible.” Corry’s went even further by working with a marketing company to improve the packaging; introducing colour coordination to make it easier for the end user to locate products on the stand at the retailer. “From the retail point of view, it was more aesthetically pleasing and easier to scan through.” Eugene has been impressed by the difference packaging innovation makes to sales: “The products themselves may not change, but packaging and presentation is constantly evolving as the consumer becomes more sophisticated and has more choice. Getting the presentation and packaging right can have a hugely positive impact on sales volumes.”

Profitable listening

Eugene notes that many of the developments in products and services are the outcome of close relationships with customers, a diverse market of builders’ merchants, DIY stores and Co-ops. Maintaining good partnerships is crucial to success. “The industry is evolving, and retail stores are streamlining. It is important to have a relationship with your customers and see what their needs are.” “We put customer feedback into action to introduce our pre-packed product ranges. This development came on the back of talking to key customers who had been using several suppliers for this single category.” “Streamlining their business down to just one supplier has worked very well for both our customers and Corry’s. We are doing more business and it has been more convenient for our customers.”

Store layout.

Loyal and local

Eugene cannot praise his employees highly enough. “We are lucky to have long-serving dedicated staff. This has been an important factor in our success.” Corry’s team is made up of 16 employees across Sales, Purchasing, Accounts and Warehousing, including five field staff who provide merchandising services. Corry’s innovation extends to their on-site operations, with all field sales staff using tablets and online ordering while out and about. “This allows them to have visibility of stocks, individual customer accounts, pricing and place orders in real time.” “We have recently hired a new Sales Manager, Ryan McCombe, who will work closely with our customers to ensure their needs are being met.” As many of Corry’s staff live locally - close enough to walk or cycle to work - community is at the heart of company culture. “Corry’s gives back to that community through an annual charity donation. Every Christmas each of the main departments choose a charity and the company donates a cheque to each of them. Most of the charities chosen are locally based.”

Seeing the future

Based on projections for the number of new houses needed to be built in Ireland over the next 10 years to satisfy demand, Eugene and the Corry’s team feel this industry is well placed to benefit. However, he cautions that supply will remain an issue. “Major challenges include our reliance on the Far East as a source of so many products, raw material price increases, shipping and logistical difficulties and the shortage of labour.” Yet Eugene remains confident that the only way is up for Corry’s. “We are constantly looking to expand and grow but in a planned and methodical way. We are acutely aware that excellent service is the cornerstone of Corry’s success and we want to ensure that this is never diluted.” Corry`s future plans include increasing their warehouse to boost their order fulfilment rates. The thriving business also continues to invest in strategic staff hires and training to ensure continued unparalleled customer service.

Trade secrets

When asked about Corry’s USP, Eugene was quick to confirm that “It’s our service and ‘one stop shop’ approach that keeps us ahead”. As for his top tip for suppliers, his advice was clear and succinct: “Listen to your customer and act with integrity in everything you do.”

Going for the gold standard: In conversation with Patrick Goldrick

An exceptional work ethic and commitment to excellence took Mayo-man Patrick Goldrick to the top of the Hardware business in the UK and South Africa. On two continents over five decades, Goldrick was instrumental in transforming the sector. Jim Copeland sat down (virtually!) with now-retired Patrick Goldrick, who described from his home in South Africa a career so extraordinary, that THJ has dedicated two special features to do it justice.

Part Two: Creating a major South African retail brand.

Having reached MD of Distribution at Wickes UK, Pat was eager for a fresh challenge. But he never expected it to come from 6000 miles away!

You got the opportunity to go to Cape Town. That was unbelievable. The organisation, Pepkor, had different brands trading throughout Southern Africa; in food Shoprite, in clothes Pep, and had recently acquired building materials wholesaler Cashbuild. Pepkor had a vision to be the company which would feed, clothe and house the people of Southern Africa and in time, throughout Africa. Pepkor wanted to transform Cashbuild from a wholesaler of building materials in the rural areas into a retail organisation. I had spent all my life in retail and worked successfully in the distribution side too at Wickes. When I got headhunted, I didn’t hesitate to fly out. I’d never dreamt of going to South Africa. I left a scorching London in June 1996, and was surprised to arrive to thunder, lightning and heavy rain in Cape Town. It was their dark, wet, chilly winter. After a few days in Cape Town, I toured the country, exploring stores in rural areas. I also spent time in Johannesburg, which had completely different weather. No rain, 25 degrees during the day but cold at night, so everything was dusty and dry. The stores were an eyeopener. Some didn’t even have toilets, while others had steel windows hanging on trees being used as display racks! I fell in love with the people and the country. I said yes, I’ll come and take the job. I took over the position as Managing Director in August 1996. My wife and two youngest children followed in September. That’s where I stayed until I retired in 2012.

How did you achieve the Cashbuild transformation?

My role at Cashbuild involved a hell of a lot of responsibility. I was tasked with upgrading the stores from, in some cases, literally cowsheds, and converting the wholesale business into retailers. There were many challenges getting all the stores to a proper standard. From no concrete floors and roofs that leaked, to premises lacking facilities that enabled forklifts to work in very humid and challenging conditions.

At the same time, we needed to build a brand that was affordable and create a store footprint that suited the business. Winning staff confidence, training them and setting standards were fundamental priorities. In the UK, I had worked with the distribution company, TNT, who used ISO 9001 for their quality standard. Because I knew how these benchmarks worked, I wanted to put something similar in place for Cashbuild. All the stores were doing different things and following different protocols. They meant well, but I needed to control quality, so we created our own ISO 9001, ‘The Cashbuild Way’. We didn’t want to frighten people and wanted something that was our own; that our staff could buy into as a company. The Cashbuild Way was rolled out across the entire organisation. However, we went about it differently. For example, we got all the cashiers to tell us how they operated, how they cashed up at night, etc. Then we introduced the best practice in one store, then another, and finally in all the stores in all the regions, then the neighbouring countries. We did the same with forklift drivers. We looked at their maintenance routines, then took the best practices to apply to every store in the company. We also consulted with staff from the customer perspective, asking how they could deliver the best service, working backwards to the beginning of the customer journey. All the data was collected and analysed. That became the process and the basis for our training. We then created champions for each of the processes, which would change and adapt over time. It was always a dynamic system and still evolves today. Staff can input into it; constant development, adaptation and improvement is at the heart of `The Cashbuild Way`.

What was your vision for supplier relationships?

One of the most important things we did was to look after our suppliers. I didn`t want to be adversarial, so we sat down and agreed terms. If we promised to pay in 30 days, then we paid in 30 days. If suppliers said they would deliver a product on time, we held them to that or they paid an equivalent to the margin lost due to the late delivery. We typically gave our suppliers a three-month hard forecast of what we required in advance. A month beforehand, we worked with them on the actual breakdown. We guaranteed to take between 95% and 110% of our forecast on a call-down basis and agreed to pay for it all within terms once they met the delivery times. By being straightforward and transparent, we gave suppliers an insight into how we did business and that gave them confidence in us. My mantra was “better on Cashbuild’s shelves and exposed to customers than hidden in your warehouse”. All products in the business were, and still are today, associated with other products. If you’re selling wood, you need a hammer and nails. When I joined Cashbuild, we only had one supplier of most products including paint and nails. It was vital that the whole range was available to customers. In 2001, we sold 20% of South Africa’s bagged cement and one million litres of paint per week. That puts into perspective the volumes we were dealing with on very low margins of around 19%.

Training and education is important to you.

Very. I left school at age 13 and all my training happened in the workplace with great mentors. It has always mattered a lot. Staff development was another key area for Cashbuild. To expand, we needed staff with skills, especially at store management level. It was not possible to bring in people at operational level from FMCG or the clothing sector, because what we did and sold was very different. When people joined us at entry level, we trained them to be the best they could be at that job and gave them responsibility. They got to understand the products and how and when they were purchased. We also taught our employees to drive a forklift truck. One major cultural difference in South Africa was that our regional geographical areas were tribal. When opening new stores, it was not possible to take staff from one tribal area to manage a store in another tribal area. Racial diversity was very important; the store personnel had to reflect the customer base as much as possible. We promoted from within, moving individuals from entry level to management. This worked very well, especially in rural areas. Having a local former entry-level employee now as Store Manager gave us strong community support and buy-in from the catchment area. Improving the career prospects of young people from the locality was a great brand-building exercise, as well as the right thing to do. A manager’s skillset comprised of every element of the business. Our managers had to understand the Cashbuild processes in detail.

Pat with President Mandela in Soweto.

I believe employee development is essential to a successful business. It`s not always about employing the best brains; hiring individuals who were interested in working in the company, learning, and understanding their community of customers was essential.

What other ways did Cashbuild support staff and communities?

Cashbuild was very innovative. We started Sunday trading in 2000 and had family days, but we never traded on Mother`s Day. Cashbuild employed thousands, many of them mothers, and it was important to me personally that all our employees had the opportunity to see their mothers and mothers see their children, especially on Mother`s Day. We also never needed a union; an achievement with 6,000 employees! We developed a community employment model around our rural stores, working with locals, they bought cement from us, then quarried sand, made blocks, and sold the blocks back to us for re-sale. We even put glass-cutting benches into some of our car parks and yards for customers to buy large sheets of glass and cut to size for their own customers. Local deliveries were made by residents within the area in small pickup trucks or sometimes a `donkey and cart`. By the end of the 2020 financial year, 383 delivery drivers were contracted across the Group’s stores. For this service Cashbuild spent R165.8M. (¤9.8M) I am very proud of Cashbuild’s social responsibilities in supporting schools. Over the past 20 years Cashbuild has donated building materials to each school in the community where a new store opening or refurbishment took place. Access to these materials is strictly controlled by the local Cashbuild store manager, to ensure they are used for the intended school improvement purpose. Since the inception of the programme, Cashbuild has donated materials worth R45.2 million (¤2.7M) to 3,543 schools. As the business grew stronger, we asked shareholders for 10% of their shares to create an employee trust. Twice a year the dividend is divided equally amongst all staff members irrespective of their years of service or role within the organisation. Sharing the profits in this way remains in operation today. Since inception in 2005, the trust has distributed R271 million (¤16 M).

How is retirement suiting you?

Since 2012, I’ve had no involvement in the business except for periodic chats with former colleagues, usually around the annual trading statement and accounts returns, see www.cashbuild.co.za, for further details. I am still a shareholder and retain an interest in Cashbuild from a distance. I am enjoying my retirement travelling with Rosalind and visiting our family. Cashbuild continues to grow profitable market share. The figures at the end of the 2020 Financial Year show revenue was R10.1 billion (¤600 M), profit before tax R394 million (¤23.4 M), store numbers at 318 and 6,213 employees. I have been very fortunate, as Cashbuild has been recognised as one of the best companies to work for in South Africa. I also had the honour of meeting great people along the way, including sharing a stage with the late President Mandela, when sponsoring a school in Soweto. Also, many other wonderful people when opening stores and sponsoring schools. My hardware career went from Joseph Murphy’s in Ballina in 1962 to 50 years of hard but enjoyable labour, including 16 years in South Africa. I still think back to my early years and first mentors, Peter Laing and Gerry Connor, who set me on the right road in the trade we all enjoy today. The lessons they taught have stuck with me throughout and have been key to my success. I always set out to do a good job. Once you do that you are rewarded and can “come to work on Monday”.

What advice would you give to those joining the sector or already established within the sector?

You need to grasp each opportunity and stage in life with both hands. During my career I always wanted to show that it wasn`t what you said, or your educational results, or who you knew; it was what you demonstrated and achieved. You need drive, initiative and determination to do the job properly. It also is vital to be trusted by your colleagues and have integrity in your dealings with your customers and suppliers, especially in a retail business. This is the advice I pass on to anyone entering or wanting to move up in this sector.

Home Retroft - Part Two Works are Underway

In the May / June issue we introduced readers to Shane Kenneally and his new family home in Clonakilty, Co. Cork as he prepared to get started on a major renovation project. In this issue we look at the first four months of his proposed six-month project. All the details below are supplied by Shane.

September 2020:

All the interior is stripped out and all the roof timbers have been treated for woodworm. Upstairs is one big open plan space. Downstairs is nearly fully stripped with just the floor in the hall remaining. Outside is completely transformed as you can see in the images below.

Upstairs before.

Upstairs after.

October – December 2020: Upstairs

All stud work is completed and all the plasterboards are in place. On the external walls Shane and his team including

Ben (his uncle - a carpenter by trade) used a 52.5mm insulated slab, on the ceilings a 29mm insulated slab and on the internal wall a 12.5mm std slab, all slabs were fixed with either stainless mushroom fixings or stainless screws and washers and the heads of the fixers/washers sprayed with a special spray to prevent any corrosion.

Shane explains: “I have seen incidents where the imprint of the washers is visible later on when the skim dries out caused by a reaction to the head of the fixers or washer.”

Most rooms are now plastered with skim coat except the hall as there is more work needed there.

Progress with stud work.

Downstairs

Since all floors were taken up as mentioned, Shane and

Ben removed a further 9” of earth and stones to get the floors down to the required level, a very labour-intensive process involving a kango hammer/shovels/pickaxes and wheelbarrows.

They opted for a concrete sub-floor in the old part of the house as one room already had a concrete subfloor –

According to Shane this took around 112 wheelbarrows of concrete!

Once ready they installed their sub-floor using hardcore and put down radon barriers throughout the entire ground floor (the existing building and new extension).

An area at the rear of the house was dug out for the extension. “We measured out our foundations and dug them at the same time, cut our steel and poured our foundations. Things were shaping up nicely. Once set, I got a local mason to build the dead work.”, says Shane. Time to start the extension, as it was timber frame the wall structure progressed fairly quickly. Within a matter of days Ben had the walls completed, and Shane at this stage was getting excited at the progress: “It was really starting to take shape and nice to see what our doors and big windows looked like.”

Next was the insulation. They put down 100mm in the existing building and 150mm in the new part and 25mm perimeter board around the edges. Once the pipes were laid for the heating, toilets etc the floors were poured.

“It felt like a big step forward to have the floors in. No stopping now!”, says Shane.

Shane opted to go for a warm deck flat roof, meaning a lot of work for Ben. Every firring on top of the joists had to be cut to give a fall from back to front and centre of the roof out to the edges all to ensure adequate drainage. When this was done the next step was to prepare the warm deck roof. A bad spell of weather caused them to hold off the works temporarily as once ready it had to be kept bone dry for the fibreglass layer. Living beside the sea meant the build would be subject to high winds and rain.

Shane and his team took a well-earned break for Christmas (and to celebrate Shane’s son’s fourth birthday!).

Labour-intensive process of earth and stones removal.

Progress with concrete being poured. Outdoor after.

Outdoor before.

Up Next:

More work on the extension.

Triple glaze windows are ordered since November but these are impacted because of Covid restrictions.

Finish knocking out some new window openings, close up other ones, move the front door out a few feet and get windows in.

Small but perfectly formed

Written by Steve Collinge - International speaker, thought leader, retail influencer and commentator, MD Insight Retail Group & Executive Editor Insight DIY.

If there’s a couple of things that the last twelve months has taught us, it’s that firstly the Home Improvement industry is more resilient than we thought and that secondly when times are tough, we all focus and invest in what we feel we can control and where we feel most safe and comfortable, our own homes and gardens. But there is something else too. The significant un-forecasted growth in sales and profits experienced by Retailers and Merchants over the last 12 months, coupled with the influx of new, younger consumers into the market has given these businesses a renewed bold confidence. Add to that the likely longer-term benefit from the significant amount of savings that are being accumulated and the limited ways that this money can be spent and you have the perfect ingredients for an explosion of retail ideas, concepts, experiments and trials. Certainly, the UK retailers seem to have an interest and ambition in trying new things and to experiment with new store formats and new categories that pre-Covid would have probably been filed away as ‘too risky for now’. Their focus is currently on opening new, much smaller format stores than those that we’re become used to. The thinking behind this is obvious. You no longer need a large big-box store to offer the entire range. A smaller store, coupled with leading edge click’n’collect services and the ability to get any one of 30,000 products to the customer on a next day basis, means the ideal store is now much smaller. This opens the opportunity to drop new stores into high-streets and other high footfall areas where traditionally only the independent hardware retailers existed. The catchment areas for these inner city or urban stores are also quite different. You tend to have far more consumers renting, fewer properties have gardens and as a result the product mix needs thinking through very carefully. Across the globe, COVID-19 has had a devastating impact on retailers and other service businesses, many of whom have closed, resulting in a glut of commercial properties becoming available, many of them located on high-streets. In the UK, currently one in seven retail shops are empty and the British Retail Consortium (BRC) warns of a “tsunami” of further closures. The LDC-BRC vacancy monitor showed that in Q1 2021, vacancy rates had climbed to 14.1%, marking three years of increasing vacancy rates. With the moratorium on retail evictions in the UK now extended until March 2022, the BRC has warned that 65% of retailers could face legal action after this date, which could precipitate a wave of further vacancies from businesses that have to date accrued a total of £2.9 billion in unpaid rents, predominantly during forced closures in lockdown. The opportunity for retailers who have successfully weathered the storm, such as Home and Garden businesses is now significant.There are some examples of these smaller format stores that have opened in the last 12 months and here’s a few of them.

B&Q Express Stores Wandsworth & Tooting

In May, B&Q opened the doors to two brand new ‘express’ format stores on the same day, located in Wandsworth and Tooting, South London. The new high street location and smaller format stores offer customers all the usual home improvement essentials with over 4,500 stocked products in each location. Both stores offer a range of paint as well as tools, hardware and other DIY essentials across décor, electrical, plumbing and cleaning. Customers also have the option to access 30,000 additional products via diy.com, where they can place an order for home delivery or Click & Collect.

These two new smaller format stores are part of B&Q’s new store opening strategy, reflecting customer expectations for speed and convenience. The opening of the Tooting and Wandsworth stores bring B&Q’s total number of new stores to 11 since January 2020. The new stores are open seven days a week: Monday-Saturday 7am-8pm, and on Sunday 10am-4pm.

B&Q inside Asda Supermarket – Dagenham & Sheffield

In December 2020, B&Q also began a trial of compact B&Q stores inside four Asda food superstores, the first two inside Asda stores in Dagenham and Sheffield.

The 200-300sqm concessions give customers the chance to shop a broad range of B&Q products in-store or place an order via their website for home delivery or Click & Collect. The B&Q trial concessions in Asda stores offer a range of paint (including paint mixing) as well as tools, hardware and other DIY essentials. Customers are also able to shop B&Q’s full range at diy.com and order selected items online for collection from the B&Q concessions. The trial makes it easier for customers to access a broader range

of DIY essentials in more convenient locations and complete many different shopping activities in a single trip. Chris Bargate, Director of Business Development, B&Q, commented: “We believe in testing small formats and are committed to trialling new initiatives. We’re delighted to be trialling with Asda to test a more convenient way for customers to access our range of home improvement products and services. Our customers are continuing to adapt and change to new ways of living and shopping and this is just one way in which we’re responding by getting closer to customers and making it easier for them to improve their homes.

Homebase Decorate – Walton on Thames

Homebase, the third largest Home & Garden retailer in the UK, has ramped up the rollout of its small-format stores with the opening of three new format high street shops in Walton-on-Thames, Surrey. In a show of its belief in the future of the British high street, Homebase has added a Kitchens by Homebase to an existing Bathstore showroom and taken on neighbouring units which include a DECORATE by Homebase paint store and the retailer’s first small-format Homebase store, offering a range of home and garden essentials. The DECORATE by Homebase store offers everything needed for decorating projects, including paints from brands such as Dulux, Farrow & Ball, Crown, ELLE Decoration and Craig & Rose. It also features areas in-store to allow customers to work with the Homebase team to trial different colours next to one another, as well as map out what their new living room or bedroom might look like with furniture and home accessories from Homebase. Over the coming months, these spaces will be used for workshops and events with experts to help the local community make light work of their home improvement projects. Also available are all the essentials’ customers need, from lightbulbs and screws to bird care products for their gardens, with more than 2,500 products available in a small-format Homebase next door.

The Homebase mini store next to Decorate

It will also offer ‘Order and Collect’, making it even easier for customers to buy products from Homebase’s full range of over 35,000 products either online for pick up in-store within the hour or order in-store for home delivery. CEO of Homebase, Damian McGloughlin said: “We understand the importance of customer experience both in-store and online and we’re really excited to be bringing our inspiration, style and advice to the high street. We’re listening to the local community to make sure we can provide them with the products they’re looking for to complete any home or garden improvement project.”

Little Dobbies – Edinburgh

The UK’s leading garden centre retailer, Dobbies, has also been experimenting with smaller formats and has opened its first city centre location named “Little Dobbies”. The new store is based in central Edinburgh and joins the Dobbies’ network of 69 much larger garden centres across the UK. Little Dobbies’ offering is horticulturally focused with what Dobbies describes as convenience gardening products, complemented by houseplants and pots, homewares, gifts and seasonal ranges. There is also a takeaway coffee shop with hot and cold drinks, sweet baked goods and an outdoor seating area.

The new format has clearly been successful as they’ve recently opened a further store in Bristol and committed to opening two more in London. Shortly after the opening Graeme Jenkins, CEO at Dobbies, said: “This is an exciting new venture for our team, as we expand our little dobbies offering into Bristol. The store features gardening essentials for urban residents and showcases some of the extensive ranges available at our larger stores and online at dobbies.com.

Conclusion

With the consistent growth in sales and new customers continuing to pour into the Home and Garden market, it’s a perfect time for retailers to experiment with new formats. In my view, we can no longer rely on customers driving to out of town stores, it’s time for retailers and merchants to move their brands closer to the larger populations. Giving (often younger) customers in city locations the opportunity to access our brands conveniently through both stocked lines and a much larger range of products through an effective click’n’collect offering is a brilliant way to build brand loyalty. The new formats you’ve seen in this article are innovative examples of retailers taking the very best of what they do and packaging it in small, but perfectly formed, city centre locations.

Advertise your job vacancy with Hardware Jobs

Hardware Jobs (www.hardwarejobs.ie) is HAI’s hardware industry-specific job board website, which gives hardware retailers, merchants and suppliers the platform they need to reach out to ideal candidates for their roles.

Why advertise with Hardware Jobs?

No more going through generic recruitment agencies Targets those interested in entering or upskilling through the hardware industry Find candidates for highly specific job openings Weekly promotion of vacant jobs through HAI’s social media activity

Register your business for 2021 now

€80 (HAI Member) €100 (Non-Member)

Unlimited job postings Dashboard access to monitor and filter applications Access to a growing pool of candidates who you can contact directly Added publicity through HAI’s social media.

The Container Mirage in Europe

How European retailers and suppliers are coping with the next crisis.

Thierry Coeman shares with us more than three decades of experience in the international Home Improvement Sector. He was the chairman of the Belgian DIY Association, a unique organisation which brought together retailers, independants and manufacturers much like Hardware Association Ireland. He works with a network of European and Worldwide Stakeholders to share best practice while seeking innovation in the art of facilitating the common interest focussing on customers’ needs.He is the author of the essay ‘Hammertime’, a provocative vision on the future of the Home Improvement store.

As the pandemic barely seems to be behind us, a new crisis already has appeared and unfortunately it cannot be solved with any type of vaccination. The major supply shortages, everywhere in Europe, are jeopardising the entire supply chain, both in the DIY / Home Improvement industry and in the Trade Sector. What are the causes that have led to this paralysing situation? Thierry Coeman has spoken to several of his European colleagues who are also confronted with these unforseen problems, and they have shared their experiences to date, and their outlook for the future.

“Not everybody can solve this crisis by hiring its own containership” says Bart Bouwen, chief purchasing manager for Hubo Group in Belgium. “We cannot be compared to Home Depot, but the fact is that we soon will be facing a situation where we won’t have everything under control anymore and that is unheard of in our history: we must and we will seek solutions because our very first concern and duty remains to satisfy our customers’ needs. In particular

supplies of steel, glass and timber are becoming crucial as our customers are undertaking major renovation projects in their kitchens and bathrooms. We must make sure not to disappoint them or, in a worse case scenario, to guide them to alternatives”. To be honest, this situation is quite frustrating because no one has come up with a rapid or tailor made solution. The price structure of a product or product line for instance, cannot only be related to raw materials, as steel for example may only represent one component of the products composition. So, I expect more transparency in the negotiation with suppliers in order to better understand and master the complexity of the problem”. We are looking forward in the future to operating a totally reshaped partnership model with our suppliers based on a mutual understanding and analysis of the products composition and its price structure. That type of transparency sounds like a revolution, but it is my belief a new business culture with this unique vision is essential”.

Innovation and collaboration to overcome the shortages

“To understand why these shortages have occurred, one needs to realise some of what is going on in China. The Government is encouraging the local population to build sustainable houses, equiped with solar panels which are tremendously subsidised. As a result of this situation, supplies of glass for example, are under pressure affecting the manufacturing of shower cubicle units”, argues Thierry Lelong, CEO of LG Industries, with headquarters in the North of France, who supplies Adeo (Leroy Merlin, Bricoman) and Kingfisher (Castorama).

“In that complex situation, we had no other option than to drastically modify our sourcing: we worked out a partnership plan with a couple of fellow manufacturers located in Southern Europe, who previously actually were competitors, and managed to offer our key clients and customers an adapted solution. As a result, together with these three other manufacturers we managed to create new synergies in order to meet our supply shortage demands with the six million units which were originally sourced out of the Shangai area”.

Dries Bauwens, CEO of Asamco, a Belgian Buying Alliance for more than 65 independent stores and trading businesses says “The shortage of raw materials has totally modified our modus operandi in purchasing as we now are obliged to ‘book’ our production needs instead of forecasting our sales expectations”.

“The same situation is occuring regarding the shortage of timber. Disruption in supplies from the USA combined with the impact of Brexit, has led to pressure on imports from the Nordics. Now it’s a free-for-all: just imagine that the price of OSB and MDF has more than doubled within less than 15 months”.

Jeroen Lauwers, CEO of Deli-Home, market leader in timber supply in The Netherlands and Belgium comments that timber is a strategic pillar for retailers, independants and traders. The supply chain is empty, there is no more buffer stock. So, to survive we need to reinvent ourselves. We developed a complete new strategy to become the ‘digital carpenter’ where the focus is now orientated on the end consumer at home who orders either online or instore. Today, our service agreement with retailers extends the store to where we provide home installations and services, combining B2C and B2B”, concludes Jeroen.

Investments in tough times

“As a matter of fact, we discovered quite soon what was going on and anticipated the immense shortage of raw materials”, says Edwin Lips, managing director of Garden Trade International, Benelux market leader in fencing supplies with the well known Giardino brand. “We bought huge amounts of stock previous to the first lockdown and managed to maintain our high standards of service and delivery levels. We invested in a broad omnichannel strategy in order to supply online customers. Indeed, we embraced both business models and surprisingly now can share this expertise with our retail partners”.

Is Europe the Utopia?

No one has a crystal ball, but one thing remains obvious: this crisis cannot be solved within months as all the business lines need to be re-opened. This will require at least one year. Meanwhile, numerous retailers and suppliers have shifted their sourcing back to Europe. Is that the better option in a world that demands more sustainability in the supply chain? Is the footprint of a truck, driving from the East of Turkey all the way to Flanders comparable to the footprint of one of these containers on a cargo ship, even when stuck in the Suez Canal?

The best will survive and players already engaging in a new transparent supply chain process will show others what may happen on the horizon. Will it be an image of the future or a mirage?

Virtual Classroom Training Schedule

HAI is pleased to launch its Autumn 2021 virtual classroom training schedule, with half-day workshops in topics including Credit Control, Selling Skills for hardware retailers/builders merchants and suppliers/ distributors, digital marketing and more.

Due to ongoing uncertainty of the lifting of restrictions, all courses for the remainder of 2021 will take place via Zoom.

Date Course Title Tutor Course Duration* Cost (HAI Member) Cost (Non-Member)

September 8th Credit Control: Basic Collections Declan Flood Half Day ¤120** ¤150**

September 9th Advanced Credit Control Declan Flood Half Day ¤120** ¤150**

September 14th Creating an Selling Environment In-store Terry Harmer Half Day ¤120 ¤150

September 22nd Consultative Selling Skills (Suppliers) Terry Harmer Half Day ¤120

October 5th Stock Control

October 13th Digital Marketing and Social Media Keith Harford Half Day ¤120

Greg Fry Half Day ¤120 ¤150

¤150

¤150

October 20th Merchandising Essentials Keith Harford Half Day ¤120 ¤150

* 9.30am - 12.30pm ** For anyone who wishes to attend both

Credit Control workshops, you can avail of the full-day rate of ¤210 (HAI

Member) or ¤270 (Non-Member).

For more information about all our courses visit www.hardwareassociation.ie/training-and-development.

To book places or for queries about any of our upcoming training courses please contact Aoife Kinsella at aoife@hardwareassociation.ie or call 01 2980969.

Hardware Association Ireland Certifcate in Hardware Retail and Merchanting

As the sector evolves it will require more people with problem solving skills. Hardware Association Ireland (HAI) is pleased to officially launch its Certificate in Hardware Retail and Merchanting, a new certificate programme for new employees in hardware retail/builders merchanting.

The mentor-based programme, will commence in September. It will comprise nine modules over nine months and is designed to instruct employees new to hardware retail and merchanting on all facets of the role in a structured format with tutors who have advanced experience in the sector.

This foundation course will give students an understanding of working in a hardware retail store / builders merchant. It will enable them to contribute to the business of their employer, gain an understanding of their role, and build their career in the sector. It will also enhance the employers ability to attract and retain talented employees.

The modules covered in this programme include:

Personal Development:

Including Selling Skills and Customer Service

Finance for Non-Financials:

Basic instore finances and Credit Control

In-store Operations:

Stock Control and Merchandising

In-store Promotion:

Digital Marketing and Social Media

Management Development: Team Work and Team-Building This programme also includes a number of Product Knowledge tutorials, where tutors will provide key product information on sectors such as Heating and Plumbing, Building Materials, Paint and Decor and General DIY Products.

Cost: ¤1,350 per student

For more information about how to enrol* your employees, contact aoife@hardwareassociation.ie or call 01 2980969.

* Enrolment to the first cohort of the HAI Certificate will be exclusively available to HAI members only until further notice.

CERTIFICATE

HARDWARE RETAIL AND MERCHANTING

A practical guide to going online

Orla Cooney covered the fact that eCommerce will continue to gain momentum in 2021 and beyond in the May/June issue. Here, she gives a practical guide to going online. Many Irish retailers are increasingly recognising that online shopping is here to stay. Many are considering going online for the first time, or upgrading their current online store.

ORLA COONEY

General Manager, Magico.com

Where to start?

This Guide to ‘Getting Online’ takes you through the key steps to successfully launch and grow your online store. Key Ingredients An eCommerce partner / agency, experienced in the Hardware

Industry to lead you through each step of the process A high quality, off the shelf eCommerce platform, compatible with your business that integrates with ERP/ePos and delivers dual B2C/

B2B functionality A catalogue complete with product imagery and descriptions A reliable and experienced payment gateway partner Access to a professional graphic design resource (internal or outsourced) Effective and timely order fulfilment and delivery A transparent and efficient Delivery & Returns framework Excellent customer service skills Digital & Social Marketing expertise (inhouse or outsourced)

Stage 1: Get Live Fast

Aim to ‘go live’ and launch your web offering with 1,000-2,000 products, over an initial 10-12 week timeframe. Internal Champion Assign internal personnel that are dedicated to this project. An internal champion is vital to its success! Choose an eCommerce Agency & Platform Research suitable eCommerce partners / agencies and platforms, with Hardware Industry experience in the Irish market. ERP/ePos Integration Identify an eCommerce platform that integrates with your ERP/ePos, thereby controlling your price and stock updates. The ability to manage stock and pricing effectively, gives you the confidence to increase your online sales capacity. Dual B2C/B2B capabilities Choose an eCommerce platform that provides off the shelf dual B2C/ B2B functionality. Future-proofing your business with a flexible B2C /B2C platform avoids costly custom development going forward. Choose a Payment Gateway Provider Choose a payment gateway provider that will deliver on your online customers’ expectations. Product Catalogue Imagery & Descriptions Compiling a catalogue and sourcing high quality product imagery, and userfriendly product descriptions can be incredibly time consuming. Research and examine options carefully. Graphic Design Ensure that the eCommerce platform selected delivers on responsive and impactful design, without the need for extensive technical knowledge. A professional graphic design resource ensures a professional looking website. Most online stores can be managed by an internal, part-time resource or outsourced from an external provider. Delivery Strategy Consider your delivery / shipping options (in-store pick up, courier, post, own transport etc) and what best suits your business.

Stage 2: Launch & Grow

Engage with specialist Digital and Social Media platforms to support and develop your growth strategy. Expand your product catalogue and determine which niche products should be added to your online inventory. Paid Advertising Dependent on your Internal Champion’s level of experience, contemplate the engagement of a Digital Marketing agency to manage your Paid Advertising e.g., Google Ads, Facebook Business and Amazon/Google Shopping etc. Organic Growth Optimise organic growth potential by implementing an email marketing, social media, and SEO (Search Engine Optimisation) strategy. Expand Catalogue Extend and diversify your virtual product offering. Take customer feedback and requests into account during the selection process. Excel at Order Fulfilment Fulfilling orders in a timely manner must be a top priority - it encourages customers to make repeat orders. Similarly, ensure that your Delivery & Returns conditions are competitive and in line with industry peers.

Stage 3: Long Term Growth

Actively focus on the ongoing promotion of your site and diversify your online offering further. Superior Customer Service Review your customer service framework and determine how to go that extra mile to secure repeat custom. Active Promotion of your Site Consistently develop your paid and organic digital marketing activities and strategies in a long-term framework, by devising a 12-month digital marketing plan. Enhance your online store offering Maximise the utilisation of additional plugins, to highlight your online offering. These tools could include Product Reviews, Personalisation, Intelligent Search, Online Chat and Order Management, among others. Your eCommerce agency partner should steer you through this journey. There is a misconception that going online is costly and complex, but with the right eCommerce platform and service providers, and the support of internal resources it presents a profitable opportunity. Orla Cooney is contactable at magico.com

KEVIN COGHLAN

Paint Retail Consultant

Painting & Decorating In-Store events

Painting and decorating is a project where most of your customers will give it a try. Sure what could go wrong? If it needs another coat, so what? If they don’t like the colour sure it’s not the end of the world, and they feel that they can paint it again if necessary.

It’s easy to say that, but not without downsides. Another can of paint may cost ¤60 - ¤100 adding further costs to the project. It may take another two coats to cover, which drags the job out causing more delays, more of their time and longer in getting their house/room back in action.

Most people I have met during my career did not like painting and decorating. They found it incredibly boring, very messy, frustrating, and at the end of all their hard work, whether it’s a room or a piece of furniture, it never looked that great. People forget that painting and decorating is a four-year apprenticeship-based trade and it’s not quite as simple as it sounds. There are many techniques, finishes and applications, and it takes a lot of practice.

From my experiences in talking to people about painting and I have spoken to a lot of people, many have had some sort of bad painting experiences such as:

Can’t get a straight line at the ceiling and or skirting. Can’t clean the brushes and rollers out properly after painting. Paint splatter all over the floor, furniture, face and hair Paint runs on woodwork. Can see all the deep brushstrokes on woodwork. Can’t achieve a uniform finish. Shadow spots keep reappearing on wall after painting. Paint won’t dry or takes an age to dry. Etc. etc. etc.

I believe many people would like to have a go at painting for themselves, as hiring a good professional painter can be expensive. They find they have more time on their hands now if working from home, and therefore there is a chance they will use this extra time to tackle some of the long over-due painting jobs around the home.

Issues people encounter whilst painting can be avoided by empowering people with the correct information and knowledge of what is needed to complete the job. I’m a great believer in running in-store `painting and decorating experience classes’. Teaching people not necessarily how to paint but educating them on the tools of the trade and the difference between all the brands qualities. Such experience classes can include: Explaining how to use certain tools? In what situations you would use them? Why there are so many choices? Why some similar looking items are twice the price? Where you start painting in a room? Ceilings, walls, and trim, which is the right order for painting? Why there is a need for sanding? Why cleaning is so important? Finishes and all the various sheen levels available and where to use them. Eco friendly paints and the advantages of same for the environment

This is valuable information for your customer and there are so many product areas you can concentrate your in-store demos on such as;

Masking tapes - regular, safe release, UV resistant. Brushes - Synthetic versus Pure bristle. Roller sleeves - Microfiber, Synthetic, Mohair, Woven. Dust sheets - Permeable and non-permeable. Roller frames - Easy roll, threaded, roller sets. Primers - So many different types. Fillers and caulking.

And many more

It’s all very well your customer looking up YouTube or similar to learn about paint, finishes, applications and tools. You as the local expert have the great advantage and huge opportunity to demonstrate to them, by personal invitation or social media, the extensive knowledge available in your store and the range of products that are all readily available. These events could be as quick as 30 minutes every Saturday morning or once a month or could be held after hours on the premises by booking an appointment. Invite your local painter or decorator to do a master class on furniture restoration or wallpapering, they will get business out of this exercise too. You could complement the sessions with a cup of tea or coffee, it’s a great opportunity to get to know your customer, and for them to get to know you. You can impress them with your team`s wealth of knowledge and professionalism, offering the potential of making customers for life. Kevin is contactable at kevincoghlan2011@gmail.com / 086 8181473.

Eco Fee Modulation for Packaging

Why is it necessary and what does it mean for Businesses?

BRIAN WALSH

Packaging Technologist, Repak

The EU Circular Economy Package

In 2015 the European Union launched its vision for a Circular Economy in Europe, where resources continue to add value for as long as possible and where virgin material usage and the generation of non-recyclable waste are both minimised. Within this vision, all products are designed at the production stage to be suitable for reuse and high-quality recycling.

In order to support this transition to a Circular Economy, the European Union updated a number of existing directives and introduced new directives in 2018 and 2019 in the form of:

An updated Waste Framework Directive An updated Packaging & Packaging Waste Directive The new Single Use Plastics Directive

Net Necessary Cost & Eco Fee Modulation

The Waste Framework Directive was transposed into Irish Law in 2020 and states that producers must pay 80% of the Net Necessary Costs of recovering packaging waste. These costs include operational costs such as the collection, treatment / processing and management of packaging materials and are higher for packaging that cannot be recycled. The overriding principle is to bring about packaging design changes that make materials recyclable and reusable.

Repak is already well advanced in implementing net necessary cost and eco fee modulation for materials. Plastic packaging comes into effect from 1st July 2021 with all other materials implemented by 1st January 2023 as per the Waste Framework Directive requirements.

What does this mean for Hardware Companies?

There are a number of key points to note within these directives that impact on how Repak Members must report the plastic they place on the Irish market.

1. We must understand and separate plastic packaging placed on the market that can be recycled at present from material that cannot be recycled. 2. Due to net necessary cost, producer fees will be higher for packaging that is not recycled. 3. The type of plastic packaging waste is an important factor in whether or not it can be recycled, and this must also take that into account in the reporting structure.

These considerations have resulted in a new statistical reporting structure and fee structure for plastic packaging and composite packaging. For more information on this please see https://

repak.ie/images/uploads/downloads/Member_Eco-Fee_ Modulation_March_Update_2021.pdf

Packaging Recycling Targets

In 2020, the Irish Government transposed the new Packaging & Packaging Waste Directive into Irish Law. This legislation sets out new recycling targets for all packaging with 65% to be achieved by 2025 and 70% by 2030. However one of the most challenging targets for Ireland will be to meet the plastic packaging recycling rates.

According to the most up to date EPA data 2018, Ireland achieves a 31% recycling rate for plastic packaging which exceeds the previous target of 22.5%. However, Ireland will need to achieve a plastic packaging recycling rate of 50% by 2025 and 55% by 2030. To achieve the 2025 target for plastics, additional funding will be required to increase recycling rates by an additional 4% per annum up to 2025.

https://www.epa.ie/our-services/monitoring--assessment/ waste/national-waste-statistics/packaging/

Repak Resources

If you require information on what these changes mean for your business, please do not hesitate to get in touch with our membership department at membership@repak.ie or call us on 01 467 0190.

Wavin launches innovative noise reduction system ideal for multi-occupancy buildings

A new innovative wastewater system designed to outperform all other systems on the market in terms of reducing noise levels has been launched by Wavin. Wavin AS+ is the ideal solution for tackling noise pollution in multi-occupancy developments, such as apartments, hotels, hospitals, nursing homes, libraries and offices. It is manufactured using mineral reinforced polypropylene material which prevents noise from escaping. “The highquality nature of the material and specially developed soundabsorbing brackets are perfect for small and large installations. This premium low-noise drainage system ticks all the boxes of noise reduction and cost-effectiveness and is designed to benefit specifiers, installers and occupants,’ said John McPeake, Technical Sales Manager at Wavin Ireland. A very important consideration when specifying products and materials for homes and particularly for multi-occupancy properties is awareness that noise pollution can significantly impact the comfort and wellbeing of building occupants. A physical piping system along with the bracketing system can have a major influence on the noise levels generated from wastewater discharges. The new innovative Wavin AS+ and bracket system along with its SoundCheck tool provides a comprehensive solution for controlling noise levels. It offers some of the most impressive reductions in wastewater noise available in the market and with the Wavin AS+ bracketing system, a Db rating of less than 10Db can be achieved (Fraunhofer Institute of Building Physics test report 2019). Combining Wavin AS+ with a considered approach to the layout of the whole system, means that specifiers can effectively minimise the discharge noise from wastewater creating a more relaxing and productive environment for all occupants. For installers the Push-Fit system for quick and easy installation makes it more efficient than cast iron systems and using the Wavin AS+ system will ensure that projects are able to meet current and future acoustic regulations from the outset. Wavin also provides the support to accurately predict the noise levels of any soil and waste installation with the Wavin SoundCheck Tool. This tool has been developed by a specialist acoustic engineering company and measures more than ten variables, covering both airborne and structure-borne sound. The Wavin BIM Revit package for Wavin AS+ (FREE to download) with integrated intelligence facilitates fast and efficient design, providing 100% accurate representation of the way the piping system will actually be installed along with a fully integrated bill of materials for accurate costing and minimising wastage. For more information about Wavin AS+, visit wavin.ie/as-plus Wavin have also updated its DeepLine semi-elliptical guttering range, with a new, sleek ‘anthracite grey’ (RAL 7016) addition. The product matches the increasingly popular colour scheme being used for external windows and doors across Ireland. The development of the new profiled gutter follows a substantial rise in demand for products from Wavin’s rainwater solutions. Wavin’s DeepLine semi-elliptical systems have been engineered to handle more rainwater than similar sized systems, all from a unique hydrodynamic outlet. The specialist seal technology also provides a completely secure, watertight fixture which allows flexibility for thermal expansion on hotter days. DeepLine products are also easy to install as the ‘Flexiclip’ seal jointing mechanism makes it simple to connect gutter units to fittings with an expansion line and stopper, ensuring a reliable and efficient installation every time. To further enhance the look of the guttering systems, these fittings have been engineered with concealed sockets to hide roughly cut downpipe ends, meaning DeepLine now offers the highest levels of practicality and reliability, while blending into existing design aesthetics. To find out more about Wavin’s new DeepLine range and its anthracite grey addition, visit the Wavin website at www.wavin.ie

Pipelife Ireland launches new Home Heating Solutions website

Pipelife is a leading Irish designer and supplier of thousands of Home Heating solutions each year. The Pipelife team work with everyone including homeowners, builders’ merchants, contractors, architects & consulting engineers across the country. Projects range from residential homes, offices, hospitals, nursing homes, to warehouses, car showrooms and other commercial and industrial buildings. Drawing on their 50 years of manufacturing experience from their production plant in Cork, Pipelife has been to the forefront in developing innovative products for many years. In this range is included their Qual-PEX Eco Pipe and Pipelife Eco Underfloor Heating, engineered with energy conservation and wastewater renewal in mind. Pipelife has recently launched a new Home Heating Solutions website, www.pipelifeeco.ie, that outlines all the different heating options available to heat a home within the marketplace. The website explains in detailed 3D videos the different types of heating systems in the simplest way possible so homeowners can make the most informed decision about the type of system that will work best for their needs. Padjoe Barry, National Sales Manager, commented “This is something that we have been working on for the last few months. Building a house can be quite daunting and within that the heating system that is chosen for a home is one of the most important investment decisions a homeowner will make. Heating a home represents the largest annual running cost your customer will have in ensuring their family’s comfort over many years. The heating system they choose and the supplier they choose to provide it are decisions that will impact on them for decades to come.” The purpose of the website is to give homeowners and installers a point of reference that they can research to learn about the different heating systems available, the pitfalls to watch out for and the quality of all the components to be used in their proposed heating solution. This allows Pipelife to recommend a heating solution. All these components are critical to the heating systems long and successful operation. As underfloor heating is now one of the most common methods of heating homes in Ireland today it is important to note that the most critical component of an underfloor heating system is the pipework that will be buried in the concrete floor of your customer’s home. Once installed this pipework will be encased and inaccessible for the lifetime of the home. Any problems associated with this pipework would entail the floor being dug up causing massive disruption for the family. It is critical that all components used, but especially the pipework, are top quality and fully backed by reputable manufacturers. Pipelife is the only supplier that manufactures its own specialised underfloor heating pipe in Ireland. They offer their Guaranteed Irish Qual-Pex Plus+ ‘Easy-Lay’ Multilayer Pipe with a 50-year guarantee! The nationwide Pipelife Eco team of experienced design and technical service engineers always provides complete support to installers to ensure successful completion of Pipelife ECO projects. Padjoe continued, “These are certainly exciting times for Pipelife. While covid has had an impact on many businesses including our own we have continued to invest in and expand our business. We have recently opened our new Distribution and Training Centre in Dublin which has proven to be very popular. We are also expanding our manufacturing process at our factory in Cork installing a new pipe production line to meet the demand for our Qual-Pex Plus+ ‘Easy-Lay’ pipe. We will also have some new faces joining the Pipelife team in the coming months as well as some new product lines being launched soon. All of this coupled with the launch of this new website really puts us in a strong position both for the rest of 2021 but also going into 2022!”

For more information and to talk to the Pipelife team call them on 021 488 4700 or e-mail ireland@pipelife.com and check out their website www.pipelifeeco.ie

Grant’s Integrated Heating Packages are helping to improve effciencies in Irish New Builds

With high efficiency a top priority for one of Ireland’s leading heating manufacturers, Grant has developed a series of Integrated Heating Packages for New Builds to ensure a fully sustainable, complete heating solution for the property owner.

Not only are these bespoke heating packages beneficial to the property owner, but they are also helping those in the trade save time and hassle in specifying and installing the heating system. This is because Grant has kept the installer in mind when developing its heating technologies with many products pre-plumbed, pre-wired and known for their easy installation process. In addition, Grant’s team of technical specialists will also take the time to size and specify the full heating system for a new build property as part of the company’s free of charge heating design service.

Dedicated to ensuring a simple process for the builder or installer, Grant’s technical specialists will also work closely with those involved in building the property to provide help and assurance in terms of compliance. Therefore, those in the trade can feel assured that each new build package has been professionally designed to maximise efficiencies, achieve Part L compliance of the Building Regulations and future proof the property. Grant’s integrated heating packages feature a range of sustainable heating technologies, carefully combined to maximise efficiencies within each individual property, which will help to deliver long-term financial and carbon savings. Each heating package will include a main heat source like the Grant Aerona3 R32 air to water air source heat pump, a hot water storage unit from the manufacturer’s range and heat emitters, whether they be underfloor heating, radiators or both. There is also an option to include smart heating controls within each integrated heating package.

Commenting on Grant’s new Integrated Heating Packages for New Builds, Keith Scully, a member of the Grant technical team said, “Having worked with those in the construction trade for many years advising on the most suitable Grant heating technologies for a wide range of building projects, we are delighted to now be able to offer a full heating solution, our Integrated Heating Packages for New Builds. Our R&D team has worked hard to ensure that the Grant heating technologies included within each heating package will work together to enable property developers and owners to avail of high efficiency, low-cost heating systems.”

A typical Grant Integrated Heating Package may include: A Grant Aerona3 R32 air to water air source heat pump A Grant Integrated Unit or Grant Pre-plumbed cylinder Grant Afinia aluminium radiators Grant Uflex underfloor heating Grant Uflex 230V Heatmiser Neo Stats

Visit www.grant.eu for more information on Grant’s Integrated Heating Packages for New Builds and range of innovative heating solutions. Follow Grant on Facebook and Twitter @GrantIRL or Instagram @Grant_IRL.

Think Heating. Think Grant.

Cover all your heating & plumbing stocking needs

UEL, the long established, Irish owned leading supplier to the trade and retail sector for heating and plumbing products continues to offer the best solutions, product offering and customer support to the Irish market.

UEL supplies a wide range of Italian made multilayer fittings by the market leader Emmeti, the preferred choice by project/building specifiers.

Rifeng, the global leader in Piping systems, is also featured on the vast array of products supplied by UEL. Rifeng Multilayer offer instant leakage detection during pressure testing in case of inadequate pressing and is fully CE certified.

UEL’s product offering also covers the needs of the domestic, commercial, and industrial markets with the AgriFlow family of products that help the flow of waters between different pipe gauges, metric and/or imperial, and is easily installed by hand and quick to deploy, it is already the favourite solution among domestic, commercial, and agricultural projects.

The designer heating range from Niko Heating is continuously in demand by Interior Designers, Contractors and Homeowners. Together with the full range of matching radiator valves and pipe sleeves they are guaranteed to feature on most interior design trends next year and are already proven to be the trendsetter among interior designer and commercial fit out projects.

Another Italian made quality product line represented by UEL for the Irish market is the quality range of radiators from IMAS.

UEL offers an easy to navigate catalogue, containing over 4000 product lines in a comprehensive brochure known as the encyclopedia of plumbing for trade customers and maintenance managers. Download, read or request yours on UEL’s website.

For more information, brochures, prices, and support visit www.uel.ie, email sales@uel.ie or call 01 4000000.

KeyliteConnect® brings smart home technology to Keylite Roof Windows

Keylite Roof Windows (Keylite), has launched its new range of smart roof windows, blinds and technology, allowing homeowners to control daylight and ventilation in their home via smart devices. The new KeyliteConnect® product range aims to transform the way your customers can experience natural light and ventilation in their homes by utilising smart home technology. With the KeyliteConnect® app and KeyliteConnect® hub, your customers, and homeowners in general, are able to monitor and engage with their smart app-enabled Electric and Solar Roof Windows and Blinds from anywhere in the world. This allows users to operate one or multiple applications at once, set pretimed actions such as airing the building for a certain duration, or automatically lower blinds in the evening. To provide peace of mind for those days where you just can’t predict the weather, the smart rain sensor will automatically close windows in the event of a downpour, even when homeowners are away. If they leave home and forget to close their windows, one tap of a button closes all their windows on the KeyliteConnect® app. By switching roof windows to the trickle ventilation position, fresh air is able to enter the property while ensuring the building’s safety is not compromised, as windows remain in the fully locked position. The KeyliteConnect® app enabled Solar Powered Roof Windows and Blinds are powered completely by solar energy, with no requirement for mains electricity. By harvesting solar energy, the roof windows retain power in the window’s battery system, enabling operation day and night. Installation of the technology is made as easy as possible for endusers. The straight-forward set-up procedure within the app allows your customers to pair windows and create personalised settings for each room or individual operational needs. The KeyliteConnect® hub can be purchased after the installation of an app enabled Keylite Electric or Solar Roof Window making it an ideal product for a smarter home. The KeyliteConnect® hub is the heart to controlling the app enabled Keylite Electric and Solar Roof Windows and Blinds. Once connected to Wi-Fi, the hub ensures only those chosen can operate the applications remotely via the KeyliteConnect® app. Colin Wells, Head of Technical at Keylite Roof Windows, comments: “Keylite has always been at the forefront of innovation, and we are extremely proud of this latest product development. With over 15 million ‘smart homes’ in the UK and Ireland, it’s clear that the need and desire for smart technology is prevalent amongst consumers. “KeyliteConnect® technology gives homeowners total control over their Roof Windows and Blinds – controlling as and when their property needs daylight and natural ventilation and providing peace of mind that their property is secured whilst they’re away.” For more information on Keylite Roof Windows and its KeyliteConnect® range, visit www.keyliteroofwindows.com/ connect, call 01283 200 158 or email info@keyliteuk.com.

Keylite have also just launched a new Special Agent campaign, offering merchants the opportunity to learn and win through its exclusive online Merchant Training Portal, Keylite Academy. Running until November 2021, merchants must complete the Academy to be in for a chance to win special agent gadgets. Once the mission is deemed successful, ‘Agents’ are entered into a monthly prize draw. The Keylite Academy was created with merchants in mind, ensuring vital product training continued throughout the pandemic. Merchants can gain a deeper understanding and exclusive insight into Keylite’s unique and award-winning products and services, providing extra support when it comes to speaking to customers about Keylite’s range in order to boost sales and provide strong upselling opportunities. As the Keylite Academy is based online, participants can access the training modules at a time and place to suit, for maximum convenience. To get started, visit keyliteacademy.com/login/.

For more information on Keylite Roof Windows and the Special Agent mission, visit www.keyliteroofwindows.com/ keylitemission, call 01283 200 158 or email info@keyliteuk.com.

Gyproc OneCoat Plaster

The new Gyproc OneCoat plaster is a gypsum based lightweight plaster that’s easier to spread and less physically demanding than other systems leading to greater speed of use, reduced working time and improving performance on site. Gyproc OneCoat also provides a high quality, durable finish with a single application, saving time and labour costs whilst improving the quality of indoor air by removing formaldehyde from the air.

When applied to masonry walls Gyproc OneCoat can provide a significant contribution to the overall airtightness performance strategy of a building. Test results undertaken in a INAB accredited laboratory demonstrated that the application of 10mm Gyproc OneCoat over 100mm Irish manufactured concrete blocks, laid on edge, offered an air permeability performance of 0.028m3/h.m2 (50pa). As an added benefit, the Activ’Air technology removes formaldehyde from the indoor air improving the air and climate in your home.

When hand mixing Gyproc OneCoat, for optimum results, mixing should be carried out with an 1800watt mechanical drill. For machine application, Gyproc OneCoat plaster works well with most electrical spraying machines. Gyproc OneCoat plaster is applied directly to blockwork and can be built out to a minimum depth of 10mm, up to 15mm in single application. It can be built out to a depth of 13mm for Party Walls to meet Building Regulations for acoustic performance. If required, Gyproc OneCoat can be built out to a maximum depth of 25mm (for more details please see Product Data Sheet at www.gyproc.ie).

This new one coat plaster speeds up the plastering process – no need to wait for a Sand & Cement undercoat to dry/ set before applying a finish coat. Gyproc OneCoat is a single plaster application, and with a four to five hour setting time, you can have your walls finished in one day.

ISOVER Polterm Max Plus

ISOVER Polterm Max Plus is a 1200 x 600mm stone wool insulation slab with a black glass veil on the external face. The resilient slabs will provide thermal and acoustic insulation within ventilated rainscreen cladding and over cladding systems. The stone wool insulation is non-combustible, achieving the best attainable A1 Euroclass classification according to EN 13501-1 and is suitable for use in constructions below and above 18 metres in height.

ISOVER Polterm Max Plus contains a water repellent additive to protect against moisture ingress and has been granted an Agrément Certificate by the BBA.

With a thermal conductivity of 0.035 W/mk, Isover POLTERM MAX PLUS provides excellent thermal performance and will help reduce the heat loss within the building envelope. ISOVER Polterm Max Plus will also help improve the acoustic performance of the external envelope, reducing unwanted external noise such as weather, traffic and other noise generating activities. It is supplied fully palletised in weatherproof packaging for outside storage and where possible should be covered up with cladding on an advancing front as the work on site proceeds. If you have a requirement for detailed U-Value calculations, please contact their Technical Team ROI 1800 744 480 and for NI 0845 399 0159 or visit www.isover.ie/polterm

AIB Merchant Services is your business partner

The movement of money sits at the core of every business, and is the starting point for everything from cashflow, to inventory, to employee management and more. An effective business system is made up of individual elements that helps the business achieve its goals. It’s never been more important to streamline these elements and make more time for the things that really matter; like growing your business. As businesses emerge from the pandemic, many have found gaps in their operations, and a good business system can be the key to their recovery. AIB Merchant Services (AIBMS) is your business partner, with a connected ecosystem of features and integrations that make managing your business as smooth as it can be.

Taking Payment

Clover is a payment solution that’s built for busy businesses. The large customer friendly interface makes taking payments simple and frictionless, but there’s more. Clover also provides real-time dashboard reporting so you can see exactly how your business is doing, anytime, anywhere. It can be your full Point of Sale, simply take payment, or it can be integrated with another existing till system (Clover mini and Flex as payment terminals only)*. Other features include Google Pay and Apple Pay, unparalleled employee access controls, gift card processing, and simple to implement loyalty solutions. The last 18 months have increased the need for businesses to expand the channels through which they take payment, and this need for flexibility looks set to continue. AIB Merchant Services offers an extensive suite of solutions that help businesses to trade online and from afar, with AIBMS’ Authipay. Along with integrating payments to your website with Authipay, you can use its facilities to generate one-time payment links or take payment over the phone in a secure and compliant way.

Online Payment Solutions

Authipay online platform gives you a safe, secure, and simple way to accept online payments, with easy set-up and smooth integration. It is a powerful payment gateway that provides your business with a seamless integration to the AIBMS platform, creating a single, streamlined solution for payment acceptance and acquiring services. Through the Authipay online platform you will have the ability to allow your customers to purchase directly from your eCommerce website, accept payments over the phone (MOTO) and send secure payment links to customers remotely, making it simple for your business to receive payment for goods or services provided. Plus, the bonus of receiving those funds into your bank account next day as standard, helping you to improve your cashflow efficiencies for your business.

Connecting your ecosystem

AIBMS make it easy to connect other business management tools which simplify everything from avoiding double-entry of data to effectively managing your inventory across multiple sales channels. Here are just a few:

Commerce Sync Makes it simple to pull sales data through to accounting solutions such as Xero and QuickBooks, avoiding the need for manual data entry, and saving time in the process.

Inventory Management by Shopventory Along with accounting integrations, this solution syncs your inventory between Clover and web platforms such as Big Commerce, WooCommerce and Shopify, so you always have an accurate view of your business and its inventory position.

Aptimyz Helps with managing complex and variable inventory and comprehensive customer and inventory reporting.

Prommt For sending payment requests by SMS or email, Prommt offers an unparalleled way to personalise payment request, ensuring you get paid as swiftly as possible.

Understanding your customers

The more you know about your business and its customers, the more you can effectively plan for the future. But knowing your customers isn’t always straight forward. AIB Merchant Services gives you an unparalleled level of insight into your customers spending trends, where they come from and how far they travel to your store, along with useful comparisons against groups of businesses that are similar to yours. This can help you to make better, more informed decisions about your business.

To find out more about how your business can benefit from a partner like AIB Merchant Services, go to www.aibms.com or contact Owen Ball at Owen.Ball@aibms.com

Complete control of your rebates

Rebates are a huge part of any merchant or wholesale business and managing them has always been a challenge, especially if you are using outdated software that isn’t aligned to your industry. Often complicated, many merchants return to what they know or how they have always dealt with them. This can lead to missed opportunities to achieve better margins and the difficultly of dealing with the administrative burden involved. The establishment of a thorough rebate structure and management system could mean the difference between a profit or loss. Up to 4% of potential revenue typically goes unclaimed.

Rebate Management & Your Business Software

Managing rebates in Excel can lead to an increase in human error, lack of transparency and double data entry; it’s a slippery slope. Modern business software designed for the merchant and wholesale industry offers pre-built functionality and flexibility to support complex rebate rules or even bring in group results to give a more realistic rebate value. It will also allow you to capture and represent the different rebates that span the industry, from guaranteed percentage/amount to flat, tiered, or incremental.

Your business software should enable you to;

Define what, how much and when you can claim and pay your rebates. Easily track and claim money due from suppliers and money out to customers in a timely manner. Ensure product costings and any related reports reflect rebate discounts. Easily access full historical traceability for all rebates Automatic rebate accrual to your general ledger Rebate recalculation when thresholds are crossed. Potential rebates calculated on every purchase order and delivery line. This level of visibility and control ensures rebate terms are fully adhered to minimising profit leakage or rebate disputes. Your business software also helps you proactively manage your rebates. Rebate management involves easy tracking of progress, pro-active notification of rebates due and where threshold boundaries are close. The administrative savings here are huge if effective rebate management is alive and well in your business. To find out more visit intactsoftware.com

Monsoon Consulting continue to drive and maximise the success of Heat Merchants Group’s B2B eCommerce site

Ever since its launch in early 2020 and even more so throughout the pandemic, Monsoon Consulting have been driving the new B2B site for leading heating, plumbing, and renewable energy company “Heat Merchants Group”. Heat Merchants Group is a wholly Irish owned company trading as Heat Merchants and Tubs & Tiles. The group has 32 Heat Merchants branches and 12 Tubs & Tiles showrooms. Heat Merchants supplies a comprehensive portfolio of heating, plumbing and renewable energy solutions for both domestic and commercial projects. The company also provides technical support services to customers including heating system design and specification, commissioning, ancillary certification, aftersale service, and installer training. The sole objective of this project has been to allow Heat Merchants to present a full digital display of all projects in the company’s catalogue and with facilitating a new business model for real-time B2B ordering for their network of suppliers and business customers. The new site takes advantage of all the key features & functionalities available in the Adobe Commerce suite, along with some deep and bespoke integrations with a number of key third parties systems to ensure the online operation is both live in real-time and fully coordinated with the whole business. Users can intelligently search and find their local branch (via a Google Integrated Branch Locator), engage with customer services via a live webchat area and access a wealth of company information through their own unique account section within the site.

In addition, Monsoon have delivered the following essential core features:

Live pricing Live Stock Availability Checker Click and Collect functionality Custom reports of ‘My Transactions’ Shipping method selector on the Cart Google integrated Branch locator

For more information on the site or how Monsoon Consulting can help your business, please go to

www.monsoonconsulting.com

Using your ERP to manage stock more effciently

Effective and controlled stock management lies at the heart of any successful builders’ merchant and hardware business. After all, the difference between having too much stock and too little can prove financially, logistically and reputationally damaging for a company – so taking steps to prevent this happening makes sound business sense.

Having an Enterprise Resource Planning (ERP), a process used by companies to manage and integrate the important parts of their businesses, in place that’s specifically designed for the hardware industry is critical. After all, you need software that understands the way in which you operate, and offers the functionality you need to stock more efficiently and effectively.

How stock management software can help your business

Maintaining strong profit margins is one of the first steps towards achieving business success. Customer prices should be based, and closely linked, to purchase prices so you can ensure you are always in profit.

To achieve this, you ideally need an ERP solution that will automate this process on your behalf. Electronically uploading prices from suppliers gives you an up-to-date picture of how much items cost in the fast-moving hardware market. In some cases, it might make practical sense to source stock at the point at which you are creating a quotation. Stay ahead of the competition and let your ERP software do this for you – make sure you’ve got the goods those all-important customers need, exactly when they are needed.

Your ERP should allow you to gain full visibility of your business and track stock movements, transfers and availability in an instant – giving you the time and flexibility you need to take corrective action, as and when it’s required.

K8: Your answer to more effective stock control

K8 from Kerridge Commercial Systems (KCS) has been developed by those who know your industry best and provides all the tools you need to source effectively, stock efficiently, sell profitably and service competitively.

For more information, visit www.kerridgecs.com. Alternatively, contact Noel Burke by phone on +353 (0) 87 1405483, +353 (0) 1 545 7100 or via email at Noel.Burke@kerridgecs.com.

Classifed Ads

July/August 2021

The Official Magazine of Hardware Association Ireland

Enhanced advertising opportunity for your business

The Hardware Journal Classified Ads

SPECIALIST CREDIT INSURANCE BROKERS FOR YOUR SECTOR

Do you have Credit Insurance? If so, do you need an expert to simplify things?

At no extra cost, Credit Risk Brokers will help HAI members get better value from their trade credit insurance.

If not, contact us anyway to avail of a free debtor book review & risk assessment.

CONTACT JAMES RIORDAN 00353-86 6019200 james.riordan@creditriskbrokers.com

www.creditriskbrokers.com

Save time, money and reduce risk by having Brinks Cash Services collect your lodgements directly from your store

Our Services include:

• Low Cost Cash Processing fees- make significant savings on bank charges • Secure Cash/Cheque Collections directly from your premises • Free Delivery of Coin/Note floats with collections • Full range of smart safe-end to end solutions supplied

Avail of a brand new Afnity Deal for HAI members

For further information contact Brinks Cash Services Ireland Denise McCarthy T: 087 7614 656 E: Denise.Mccarthy@Brinks.com

Classified Ads

If you are reading this, your customer is too, in every issue! Please contact Jim 087 6671361

THIS SIZE AD 50mm (h) x 55mm (w) €1,050 for six editions

Draught Excluders PVC & Aluminium Angles Tile & Bath Trims Floor Edges Step Nosings NEW 40mm Slotted Angle

11A Greencastle Parade, Clonshaugh, Dublin 17 T: 01 8470134 E: hycraft@eircom.net

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.

Classifed Ads

Accountants and Business advisers The hardware sector specialists - nationwide

Nobody knows the hardware sector better than us. We are the nationwide leaders in the sector. We specialise in maximising your business profits.

We advise on buying and selling hardware companies. We are experts on tax and succession planning. We excel at tax efficient hardware business restructuring and we provide efficient compliance services.

And we’re only a phone call away Call Ian Lawlor or Michael O’Leary today.

T: 01 – 6689760 E: ian@brensonlawlor.ie E: Michaeloleary@brensonlawlor.ie JPA Brenson Lawlor, Donnybrook, Dublin 4

Award winning sales software that allows you to take control of your business.

Trusted by HAI partners, sales-i drives revenue & increases your profit by delivering sales opportunities to any device in the office or on the road.

Contact

scannon@sales-i.com www.sales-i.com

Sept/Oct Issue

News & Product Features

Commercial Features: - Building Materials Supplement - Workwear - Flooring - Fuel

For more information contact Jim Copeland

087 6671361

jim@hardwareassociation.ie

Complete business management solutions

Fully integrated Cloud-based software,to help you grow your business.

Contact us +353 (0) 1 545 7100 info.ie@kerridgecs.com www.kerridgecs.ie

Your business. Your way.

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