The Hardware Journal Jan/Feb 2019

January/February 2019

The Official Magazine of Hardware Association Ireland Business to Business Magazine of the Year 2017

Poised For Presidency New HAI President Sean Moran discusses current issues and the challenges ahead

www.thehardwarejournal.ie

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January/February 2019

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Happy New Year from all of us to all of you! As we enter another year, all the usual economic indicators are positive for the Irish economy – the Consumer Price Index was up in November by 0.6%; GDP was up 0.9% in the third quarter of 2018 and the unemployment rate was down again in November to 5.3% - everything other than the one that we have zero control over, Brexit.

At time of writing we still have no idea what’s going on but are preparing for a worst-case scenario and I would advise all readers to take a look at our Brexit Support section on the Hardware Association website, hardwareassociation.ie for the latest updates on regulatory changes and Government assistance to cushion the impact of our nearest neighbour crashing out of the EU with no agreement in place. In particular, we are alerting members to the Construction Product Regulations and CE markings, you might consider asking your UK suppliers for confirmation that all products will be fully certified and have a full European CE mark where necessary, so the product can continue to be sold in the Irish market.

Most of our energies at this time of year are going into preparing for our biggest event and the largest hardware and building materials trade show in Ireland, The Hardware Show, on at Citywest on Sunday 17th and Monday 18th February. We have put together the Official Show Guide with this

edition to help you plan your visit and to alert you to everything you need to know before you get there to maximise your time.

Don’t forget to stop off at the HAI Member Zone at Stand D15 for a free cuppa, snack and relax, we’d be delighted to see you.

Given that this edition of the magazine has the Show Guide with it we have a condensed main magazine with some reduced but essential reading including News, our usual Store Profile on page 21; Supplier Profile on page 24; an interview with new Association President Sean Moran on page 29; an article from Steve Collinge about what Woodies has been getting right over these past couple of years that have seen its fortunes prosper and an award-winning ad campaign, read all about it on page 26.

Look forward to seeing you at the Show...

Annemarie Harte Chief Executive Officer – HAI

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contents

January/February 2019

The Official Magazine of Hardware Association Ireland Business to Business MAgAzIne OF THe YeAr 2017

Poised For Presidency

YOU NG DY?

Incoming HAI President Sean Moran discusses his journey to the top of his game

January/February 2019

W.RONSEAL.IE

www.thehardwarejournal.ie

Front cover: Poised for Presidency: New HAI President Sean Moran discusses current issues and the challenges ahead.

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

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ISSN 2009-5481

Annemarie Harte Chief Executive, HAI p 01 298 0969 or e annemarie@hardwareassociation.ie

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

news 9

Pipelife launch their latest product in style.

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Portwest’s success compounded with export award.

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Calor unveil groundbreaking green fuel development.

regulars 3

Distribution: MMS Mailing Services, Dublin.

A Message from the CEO Annemarie Harte sets the scene for this exciting issue.

35 New members HAI welcomes its newest members.

ADVERTISING ENQUIRIES: To advertise in The Hardware Journal and reach the key decision makers in the industry please contact Jim Copeland at 01-298 0969; email jim@hardwareassociation.ie

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HARDWARE JOBS HAI’s specialised website can help hire the best staff.

features 26 Woodies Insight Retail Group’s Steve Collinge discusses the rise of Woodies.

© 2019 All editorial contents and all advertisments prepared by the publishers and Hardware Association Ireland HAI can accept no responsibility for the accuracy of contributors’ articles or statements appearing in this publication and any view or opinions expressed are not necessarily those of HAI, save where indicated. No responsibility for loss or distress occasioned to any person acting or refraining from acting as a result of the material in this publication can be accepted by HAI, authors, contributors, editor or publishers. The publication of advertisements does not constitute any endorsement

by HAI, authors, contributors, editor or publishers of the products advertised. Readers should take specific advice when dealing with specific situations.

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29

Interview Incoming HAI President Sean Moran tells his story and ideas for the future.

36

What members think of...pensions Comments on the Government’s Strawman proposal.

January/February 2019

21 profiles 21 STore Profile: smyths

Smyths Homevalue still on the rise after decades of refinement.

24 supplier Profile: INTERNATIONAL TOOL INDUSTRIES

Don O’Toole discusses Monbatt’s latest success story ITI.

market intelligence 20 NI Housing Statistics NI Dept for Communities release updated housing figures for NI.

33 Dwelling Units Latest CSO figures reveal the scoop on planning permissions.

business support

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39 ROS Retail Services Redmond O’Sullivan returns with his next injection of retail prowess.

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TSA Consultants TSA’s Aoife Walsh briefs readers on the latest Employment Bill changes.

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BCA Chartered Accountant Elaine Kiernan discusses Entrepreneur Relief and all things tax.

43 GARDEN & OUTDOOR

training 37

COMMERCIAL FEATURES

spring TRAINING REVIEW A very progressive period for HAI’s training discussed in detail.

The finest garden products for the upcoming summer.

46 CONSTRUCTION TIMBER

The latest on timber regulations and sustainability.

classified ads 49

a selection of classified ads

January/February 2019

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News & Products

Fleetwood Masonry Range Fleetwood will be introducing their new Advanced Eggshell paint at this year’s Hardware Show in February 2019. This is an interior/exterior paint for wood and metal, and can also be used on furniture, PVC pipes and windows, garden furniture and sheds. This year, they will be collaborating with the 2018/2019 All Star Design Leader in upcycling, Aileen Hogan of Shabby.ie to introduce a new colour range in the advanced eggshell finish..

Weather Clad Fleetwood Weather Clad exterior water-based paint has been tested for durability and endurance in their Virginia Factory in Co. Cavan. Painted panels have been left to stand in all types of climatic conditions for up to 25 years, with some being there even longer. Weather Clad has up to 18 years durability due to the Permacryl technology, which contains powerful anti-mould and algae properties that resist the growth of mould and fungus, whilst protecting the surface. These high-performance polymers and durable pigments provide resistance against frost and colour fading/chalking and work towards extending the maintenance of any exterior decorating project. The Weather Clad colour collection has been carefully selected by colour and design experts, with 35 colours chosen to work in perfect harmony with Ireland’s tempestuous landscape. If these colours aren’t suitable, the tinting system will open up a new world of colour.

Weather Guard Xtreme Fleetwood Weather Guard Xtreme is an extremely high quality solvent-based paint that uses an exclusive pliolite resin system that offers long-lasting protection and resistance to moisture and alkali attack.

This coating is much more tolerant to cold or showery weather during application and is suitable for commercial and industrial application.

This product is available in white, black and pastel colours.

Preparation is key; these products will set the surface for an easy day of painting.

Fleetwood fungicidal Wash Used to kill all mould and mildew on masonry surfaces before you paint. This Fungicidal wash protects against regrowth and can be used on paths, driveways, wood and other surfaces.

Stabilising Primer Considered by decorators to be the best stabilising primer on the market, this unique formula binds friable, absorbent and chalking substrates to produce a surface suitable for painting.

Building Control Regulations Amended The Minister of State for Housing, Planning and Local Government, Mr. Damien English T.D. has signed the amended Building Control Regulations 2018, which came into effect on the 17th December 2018. The amendments to the Bill are mainly focused on the area of Disability Application Certificates (DACs). A Working Group on the Reuse of Existing Buildings was established and chaired by the Department of Housing, Planning and Local Government, in order to explore the regulatory procedures that apply for such developments and to recommend ways of streamlining the process of utilising all existing housing stock to its maximum potential. The conclusion after a review was carried out by the Department led to the aforementioned amendments to Building Control Regulations.

Among the amendments made, the article clarifies that a Disability Access Certificate (DAC) is not required for a building used solely to enable inspection, repair or maintenance of fixed plant, building services, or machinery, such as access to roof top air handling units or electric substations.

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Another notable amendment separates the requirements for a DAC from the requirements for a Fire Safety Certificate, and explicitly specifies the buildings or works, which require or do not require a DAC with respect to the requirements of Part M (Access and Use) of the Second Schedule to the Building Regulations. The amendment primarily clarifies the application of Disability Access Certificates to existing buildings when brought back into use. The article outlines the updated classes of buildings or works which will require a DAC. Further enquires about these Amendments should be addressed to Mr. Colm Cahalan, Higher Executive Officer (Tel: 01 888 2386) or to Ms. Claire Manifold, Executive Officer (Tel: 01 888 2893), or alternatively by e-mail to buildingstandards@housing.gov.ie

January/February 2019

News & Products

Grafton Staff Upskilling Huge congratulations to all the recent graduates from Grafton Merchanting RoI, who graduated from both the internal Management Development programme and the Sales Academy programmes.

The graduation ceremony took place recently in Carton House, where graduates received their City and Guilds Accredited Diplomas and Certificates.

Additional awards were also presented to Dermot Groarke, Trevor Murray, Danielle Gayson and Paul Meade on the day for outstanding performance during the programmes. Every success to the graduates in their future career endeavours in the industry.

Grafton Merchanting have put a great emphasis in recent times into the development of their colleagues with both internal and externally accredited programmes running. 2019 should be a big year with the learning and development continuing to expand its offerings to ensure a bright future for Grafton Merchanting RoI and its people.

Lots to come from CKI Carl Kammerling International, a leading supplier of a wide range of quality hand tools, tool storage, power tool accessories and security products, is delighted to be making its return to Ireland’s leading trade show – The Hardware Show in February 2019 – at Stand M20. On show will be an exciting line-up of innovative products from the CK Tools, C.K Magma, Kasp and Avit ranges, together with some unbeatable exclusive show deals on offer.

Showcased on the CKI Stand will be a great range of products, including some brand-new and unseen products, all designed to meet the requirements of everyone from the professional to the DIY enthusiast. This includes the introduction of the new Marine Kasp range of locks, a great range of high-quality, durable padlocks with exceptional weather resistance. Stand activity will also include some

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hands-on demonstrations of a variety of products to highlight their innovative features and benefits.

Visitors to the stand will also be able to learn about the fantastic new CKI Fusion promotion, featuring a superb collection of new product offers, great value range deals and an excellent sell-out package designed to drive sales.

Paul Fallon, Head of Marketing at CKI comments: “At CKI, we’re fully committed to supporting the independent hardware sector in Ireland and our return to the prestigious Hardware Show not only underlines this commitment, but also provides an excellent opportunity to showcase some great brand and product innovations alongside exciting promotional offers. Visitors to the stand will also be able to meet CKI’s new dedicated Irish based sales team, Janet Bourke, John Donovan and Sam Watson.”

January/February 2019

News & Products

Pipelife Launch Ames Day Success Expansion

Continues

Pipelife’s recent launch event saw a very good turnout, with many contractors and key directors of the major merchant groups attending, most of whom had travelled a considerable distance to be there on the day. Upon arrival, everyone enjoyed a hot cup of coffee and a selection of food, and were presented with a Pipelife goody bag.

Ger Healy, Managing Director of Pipelife Ireland and UK began proceedings on the day, where his first point of action was to open the company’s new Renewable Training Centre. Attendees were joined on the day by Gary Horgan, who was the founding member of Quality Plastics back in 1970. A lot has changed since then, and Gary was delighted to attend, reliving some old memories and seeing how far the company has come over the last number of years.

What followed was the big launch event, where Pipelife introduced their new Qual-Pex Plus+ ‘Easy-Lay’ Pipe. Pipelife displayed the benefits of their new product through a series of videos, where attendees got to see the advantages of the new plumbing system against the old Qual-Pex Pipe and other competing pipes.

Later in the evening, attendees headed to Fota Clubhouse for a four-course dinner and were joined by Matt Cooper of Today FM’s ‘The Last Word’, as the after-dinner speaker.

Ger Healy, Managing Director said, “The launch day marks an exciting development for Pipelife Ireland with the introduction of our new Qual-Pex Plus+ ‘Easy-Lay’ Pipe and Renewable Training Centre. Our Qual-Pex Plus+ ‘Easy-Lay’ Pipe is a revolutionary new product that will be available in Irish sizes of ½”, ¾” & 1” in coils and lengths and also in 16mm, 20mm, 26mm and 32mm in a white coil.“ Commenting on recent developments, Padjoe Barry, National Sales Manager at Pipelife said, “These are really exciting times for Pipelife, we have always had a strong focus on providing a great service to all of our customers and the launch of our new Renewable Training Centre will allow us to support them with hands-on product training and installation techniques. Along with the additional sales staff that we are adding to our team for 2019, these are truly exciting times for Pipelife.

January/February 2019

2018 was an extremely exciting year for Ames True Temper with the development of the new Ames UK division along with another two acquisitions to their ever-growing brand portfolio, says Sales and Marketing Director, Niall Nugent.

“The introduction of the La Hacienda brand in 2018, following the acquisition in 2017 not only contributed to a very successful year in terms of financial results, but more strategically, helped us gain traction in channels which we would have found challenging in the past”.

In February 2018, the Ames group made further headway in the UK by acquiring Kelkay Ltd, who are the UK’s largest manufacturer and distributor of landscaping products, including decorative stone, paving, and water features.

Kelkay are unique in many ways and more famous within the industry for offering full merchandising solutions with eye-catching points of sale for most of the categories they promote.

The most recent acquisition by the Ames group was that of the formerly known Anchor Fast Company, now trading as Woodshaw, who are one of the UK’s largest manufacturers of quality timber garden furniture, structures and gazebos.

Niall goes on to say, “Our core business in Ireland continues to be within the category of garden and professional tools, with such brands as Darby and True Temper, and we have no intention of taking our foot off the pedal when it comes to delivering innovation and best-in-class quality”.

“The introduction of the new categories mentioned helps strengthen our position in terms of the products we offer and we look forward to seeing some further additions to the Ames family in the not too distant future”.

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News & Products

D. Lynch & Sons Revitalised D. Lynch & Sons Homevalue has officially launched its newly refurbished store in Portumna, Co. Galway. Renewal works began in August this year, but it was phased to allow the store to stay open during the construction. The store was renovated to the highest standards and was unveiled to customers during a recent open weekend. The new store has received a modern fit-out, which delivers a stronger customer experience with greater focus on convenient browsing. It now showcases a wide range of products including a paint centre, an electrical centre, a trade area and a large Christmas display.

The opening event featured several exciting activities, including demonstrations from Colourtrend on kitchen unit upcycling, an expert advice session from Dulux, Colourtrend colour consultations, decorating ginger bread men, meeting the Dulux dog, colour competitions, face-painting and much more! There was quite the party spirit to the occasion, with a surprise visit from Irish Country & Western singer Mike Denver, who performed his classic hits and had everyone up dancing! We can safely say this was a big hit with the locals and the launch proved to be a fantastic few days.

Commenting on the newly refurbished store, Eoin Lynch, D. Lynch & Sons Homevalue said, “We are delighted that the refurbishment to our store is now complete. The main challenge that we encountered as a team was trying to make the store look and feel like a modern retail experience while at the same time respecting and preserving the heritage that we have in our business. It was challenging at times to trade

through the refurbishment but the team here, with the help of some top class local tradesmen, should be really proud of what they have achieved through hard work and perseverance.

We look to the next chapter with renewed optimism and are energised by what we can achieve together.”

Tec7 has big plans for 2019 Contech have some exciting plans for 2019 and will be introducing new products at the 2019 Hardware Show, but it doesn’t stop there. They will continue to work with their colleagues in Europe to develop additional new products to their range. Contech have been awarded the distribution rights for supplying their range in the UK, which will be an exciting project, especially with Brexit looming, and while accepting that it is a challenge, it is one that they are looking forward to.

The company first began supplying the Tec7 product range through small, independent builders merchants across Ireland.

By offering an excellent customer service, they established a strong customer base and as a result, Tec7 has become the No.1 MS Polymer brand throughout Ireland. In addition to this, ESSVE, one of Europe’s largest Suppliers of high quality fixings and fasteners are now available in Ireland and

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the UK and will be distributed by Contech Building Products (Tec7) and BW Hardware.

The Game Changer, Essve are well renowned throughout Europe for their high quality range of fixings & fasteners and more recently, their unique and innovative ESSBOX Case system that is simple, smart and efficient.

Load-Work-Reload, with its tight fitting lid and unique octagonal patterned floor keeping everything in place, the ESSBOX Case allows you to load your daily requirements, do your day’s work and then reload for your next day.

ESSVE fixings & fasteners are supplied in handy stackable tubs and are available in a wide variety of sizes to suit everybody’s requirements.

For more details contact visit us on stands L12 & L14 at the Hardware Show or call Contech Building Products on 01 6292963 or BW Hardware on 01 4513616 January/February 2019

News & Products

Crown Paints summer selection If you’re looking for inspirational colour schemes that deliver the ‘wow-factor’. then Crown Paints’ latest trends provide the perfect answer.

The Colour Influences programme for 2019 features the shades that will shape interior environments in spring and summer this year.

The Crown Paints expert panel have produced three stunning palettes, ‘Immersed,’ ‘Movement’ and ‘Redefined’, and all colours are available in the Crown brand, crafted with over 200 years of knowledge, experience and passion.

Crown Paints Ireland Colour Consultant, Neville Knott, is a member of the Colour Influences panel and has worked to ensure the palettes inspire bold ideas in both home and professional interiors.

Neville said: “Crown Paints’ Colour Influences provide a great

Chalky White, Duck and Teal Matt Emulsion with Midnight Blue Feature Wall Emulsion.

opportunity to get up to speed with the latest trends and forecasts, to bring a creative edge to your decoration.”

The first palette, Immersed, takes its inspiration from one of the basic elements of life: water. The aqua spectrum from Midnight Blue to Light Fog carries a depth of tranquillity that helps us imagine home as the getaway. The Aqua range also helps give a slightly retro 50s mood.

The next, Movement, is inspired by global travel and street culture with a dynamic flow of graphic shapes representing a clear direction. Burnished Grey makes a striking background for bold stamps of colour such as Purple, Teal and Mustard to make this a fun captivating trend.

Finally, Redefined is a forward-looking trend that recreates the new from the old with a clash of chalky pinks and cement greys to provide an impactful trend when used in blocks or grids.

Soft Grey Suede and Grey Suede Textured Emulsion with Scrumptious Feature Wall Emulsion.

Clay White, Soft Ash, Aftershow and Pashmina Matt Emulsion.

Portwest Reach New Heights Leading safety clothing and personal protective equipment (PPE) manufacturers Portwest were announced as Exporter of the Year 2018 at the prestigious Export Industry Awards. The awards took place on Friday 16th November 2018 at a gala event in the Clayton Hotel, Burlington Road, Dublin.

This event recognises the achievements of companies working in the export industry in Ireland. Comedian Mario Rosenstock was MC at the black tie event, which was attended by 600 export industry professionals, representatives from over 25 embassies, diplomats, applicants and awards guests. This is the 18th year of the awards, which are held by The Irish Exporters Association.

“We were both surprised and delighted to win this award”, said Harry Hughes, CEO of Portwest, who accepted the award on behalf of the Westport-based family business, “It represents exceptional hard work and commitment from our excellent staff worldwide”. This tops off a fantastic year for Portwest, where Harry Hughes reached the finals of the Ernst & Young World Entrepreneur of the Year.

Earlier in the evening, Portwest won the Multinational category of the awards, beating industry giants Diageo, Glanbia, Irish Distillers and ABP Food Group as well as Chanelle from Galway. This was a January/February 2019

remarkable achievement in itself, but the icing on the cake was at the end of the ceremony, when Portwest were announced as the overall winners.

Portwest designs, manufactures and distributes personal protective equipment, workwear and outdoor leisurewear sold in more than 130 countries throughout the world. Founded in 1904, the family business is headquartered in Westport, Co. Mayo and run by brothers Cathal, Owen and Harry Hughes. Portwest is the world’s fastest growing safety company and turnover is expected to rise by 25% this year. Portwest currently employs over 3,500 staff worldwide. Recently, Portwest has pursued a strategy of growth through acquisition and have purchased two Australian workwear companies within the last 18 months.

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News & Products

Calor Going Green This year, Calor will launch BioLPG, Ireland’s first renewable gas product, in both 6kg and 11kg patio gas cylinders. These new cylinders will be the first renewable gas products of their kind available on the Irish market.

These cylinder sizes, which are aimed at the outdoor recreation market, have experienced strong growth in recent years, as people begin to make use, more frequently, of their outdoor living space, throughout the year.

After the fantastic summer we enjoyed in 2018, which resulted in strong sales of outdoor cylinders as people took full advantage of their BBQs, the launch of BioLPG for cylinders in 2019 will see even greater focus on this key segment by Calor.

BioLPG cylinders will build on what has already been a successful introduction for BioLPG, following its launch in April 2018. Calor BioLPG is the first commercially available renewable gas for homes and businesses throughout Ireland.

BioLPG is exactly the same product as conventional LPG, but made using 100% renewable sources. Switching to BioLPG reduces greenhouse gas emissions by up to 80%.

Coca Cola, Wyeth and Galway Hooker are counted among a

growing list of companies which have made the switch to BioLPG. BioLPG’s new customer list includes businesses from hotels to retailers and cafés to a Surf school.

In recent months, Calor has switched Fork Lift Truck (FLT) customers from conventional LPG to BioLPG. BioLPG is a popular choice for FLT operators as, unlike petrol-powered equivalents, gaspowered machines can work both indoors and outdoors.

New customers are making the switch to the greener alternative on a daily basis and Calor is firmly on course to achieve our goal, that by 2020, 10% of all Calor gas sold will be BioLPG. For more information on BioLPG visit our stand at The Hardware Show, stand G6.

TIMco TO REVEAL NEW PRODUCTS TIMco, one of Ireland’s largest independent suppliers of screws, fasteners, fixings and power tool accessories, will be unveiling a selection of brand-new product ranges and extensions to their existing ranges at The Hardware Show from the 17th-18th February 2019.

TIMco, located on Stand No: D26, has grown their product range by more than 10% in the last year to include new ironmongery, site protection and security products as well as innovative additions to their established ranges. To detail the new ranges, they will have a team of experts on hand to discuss the various products, their applications as well as how TIMco can support independent merchants across the country.

TIMco will be previewing an Automated External Heart Defibrillator for the first time. It hopes to further highlight the importance of the ongoing ‘Heart Safe’ campaigns across Ireland, as well as making the product readily available to Builders Providers across the country. TIMco will be demonstrating the devices alongside the manufacturer throughout the show.

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TIMco will also be showcasing extensions to a number of existing ranges including the addition of wagon ropes and brick lines to the VETO range as well as a further extension to the new TAURUS range. Also available on the stand will be the Addax X6 range – a range of impact driver bits and associated products capable of use with increasingly powerful tools.

John Mackin, General Manager of TIMco Ireland, commented, “We’ve got a particularly exciting stand this year and a team on hand to discuss our new ranges, packaging and products. TIMco has worked hard to develop its range and reach in order to support independent merchants across Ireland. We look forward to welcoming visitors to our stand.”

TIMco is based in Monaghan, imports and supplies more than 6,500 product lines from around the world to distributors throughout Ireland. The company was established in 1972 and now employs 160+ members of staff from offices in the UK, Ireland and Taiwan.

For more information, visit www.TIMco.ie.

January/February 2019

News & Products

McMahons’ Van-Tastic Donation McMahons Builders Providers have recently donated a van to Le Chéile Africa for use in Kenya. Le Chéile Africa is a non-profit organisation that aims to build healthier lives by enhancing the dignity and quality of life of individuals, families and communities. The organisation commits time, resources, and knowledge in the hope to bring quality healthcare, education and development to impoverished families in Kenya.

One of the original founders, Derry Desmond, has been a valued employee of McMahons Builders Providers for over ten years. Derry’s recent decision to relocate to Kenya in order to give direct organisational assistance to Le Chéile Africa has been greeted with a mixture of sadness and pride by his fellow colleagues in McMahons.

The directors of the business, established in 1830, have decided to support Derry and the non-profit organisation by donating a van to assist in the challenge ahead. “We are tremendously proud of the work already completed by Derry in setting up a medical clinic and have no doubts that the organisation will go from strength to strength. We hope this vehicle will provide opportunities to help the organisation and the communities it serves and we wish Derry every success.”

Mr Desmond says the key to establishing the charity will be engaging the local community to participate in the projects, “Enabling self-sustainability within our health clinics and outreach programmes is essential to enhancing the dignity and quality of life of the people in the communities.”

For more information on the Le Cheìla Africa charity visit their website www.lecheileafrica.org

Healy Keen on Hardware

Our new Hardware Champion – can’t buy this kind of PR!

INCLUDES CUSTOMER WEBSHOP

January/February 2019

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News & Products

2019 Tiling Roadshows Announced The National Tiling Association of Ireland Ltd has announced its schedule and running order for its action-packed 2019 Roadshows. The shows will take place over eight separate dates all across Ireland and the purpose of the training roadshows is to circulate the correct information about products and their usage to staff and end users, so they are fully trained on products they are selling or using to eliminate problems. There will also be up to date information on the British and European Standards and the requirements that need to be followed at the shows.

The Roadshows are to be hosted at the following locations: February 5th - The Ross Hotel - Tralee February 6th - The Greyhound Track - Thurles March 12th - Auburn Lodge Hotel - Ennis March 13th - Dalton Inn - Claremorris April 3rd - Bloomfield Hotel - Mullingar April 4th - Carnbeg Hotel - Dundalk May 1 - Marine Court Hotel - Bangor

The schedule for each show is as follows: INTRODUCTION 6PM NATIONAL TILING ASSOCIATION OF IRELAND LTD (Dominic Ryan) LARSEN / CEMFLOOR Discussing the preparation and tiling of modern day problematic substrates.

QUANTUM Demo on installation of Tile Backer-board and Waterproofing.

DURAL Demo on Durabase WP Matting.

MONTOLIT Demo on Handling and installing Large Format Tiles.

ARDEX/BAL Demo on Large Format Tile Adhesive.

DURAL Demo on CI++Matting.

FILA Demo on sealing and Cleaning Large Format Tiles.

TILEANNA Discussing the Quality of Tiles and how it effects tilers.

From 8pm.

st

May 2nd - Killyhevlin Hotel - Enniskillen

Visit our Exhibitors stands and avail of show special offers and prizes.

Irish retail shining bright Ireland’s retail traffic performance proved to be the best in Europe in Q3 (+0.3% YoY). July and August were particularly busy in stores, with retailers capitalising on tourism and Back to School shopping needs.

According to Merrion Capital economists, retail sales in Ireland were slightly erratic month by month in 2018, however, the “underlying trend is positive” thanks to improved employment levels and higher consumer confidence. Ireland’s economy is expected to record the highest growth in the EU this year, according to the latest forecasts from the European Commission.

Source: Shoppertrak

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January/February 2019

News & Products

Genfitt Sharing Knowledge The 2018 edition of Genfitt’s Knowledge Report was officially launched in the final quarter of the year at KPMG’s Ireland Head Office at Stokes Place in Dublin City Centre. This report identifies performance trends in the Irish Agricultural Sector during 2018 and also looks ahead to how 2019 will potentially shape up.

Some common themes to emerge from the report include: • • • •

The Weather and Fodder Issues Labour availability Credit & Finance The uncertainty surrounding Brexit

The guest speaker at the launch event was Aaron Forde, CEO of Aurivo Co-op and Chairman of Ornua. Aaron spoke on the success of Ornua in promoting Irish Dairy Produce overseas and the importance of attaining new markets. Dara Calleary, Mayo TD and deputy leader of Fianna Fail, also spoke to those in attendance on the issues raised in the report especially the looming threat of a no-deal Brexit. https://www.genfitt.ie/Portals/0/Downloads/2018_Genfitt_Knowledge_ Report.pdf

Genfitt Knowledge Report 2018 Speakers - Left - Right: David Meagher (KPMG Partner), Dara Calleary (Fianna Fail TD), Aaron Forde (CEO Aurivo & Chairman ORNUA, Paul Duggan (Chairman), Ronan Egan (Genfitt Director)

Ecocem Carbon Footprint Slashed Ecocem Ireland, a subsidiary of Ecocem Materials, commissioned its production site in Dublin Port in 2003 and commenced supplying the Irish market. In 2014 Ecocem Ireland began exporting to the UK market. Ecocem has worked tirelessly for the past 16 years in advocating changes which would adopt practices for replacing high carbon cement with low carbon alternatives. Their efforts have resulted in a phenomenal saving of 10,000,000 tonnes of carbon emissions.

To put this is context, this equates to: Carbon emissions from: • • •

GGBS presents a simple and effective alternate for the cement and construction sectors to radically reduce their respective carbon footprints.

3.9 million return flights – Dublin to Sydney Electricity generated for 4.5 million homes 1.3 million car trips around the world

The demand for cement is rising across Europe and further afield. The global construction sector uses more than 2 billion tonnes of cement per year. Portland cement, the most widely used cement type in the world accounts for the vast majority of that utilised in concrete production.

This presents an environmental challenge for both the cement and construction sectors going forward as the sector’s carbon footprint becomes an area of focus. Global cement production accounts for 8% of global CO2 emissions. By means of comparison, the aviation industry, which people are generally more familiar with, emits approximately 2% of global emissions.

Traditional cement has a high carbon footprint, approximately 850-900 kg CO2/tonne. This is where Ecocem presents real opportunity for the industry. Ecocem’s GGBS cement has a carbon footprint approximately 95% lower at 32kg/t and can be used as a one-to-one replacement in formulating concrete. This means, that if 50% of portland cement is replaced by Ecocem’s GGBS cement then the carbon footprint of the resulting concrete reduces by approximately 45%. The use of Ecocem’s January/February 2019

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News & Products

Murtaghs Flying High Topline Murtaghs were thrilled to be announced as a finalist for “Best in Retail” at the Meath Business Tourism Awards in November. This comes on the heels of their recent award as a “Top 100 Store” from Retail Excellence Ireland in August this year.

According to their Managing Director, Colin Murtagh; “We’re really thrilled and honoured to receive these awards. We’ve a great team of staff who are committed to giving the very best service to our customers and creating a great experience in our store.

These awards celebrate and pay tribute to the very best businesses. They bring together the top talent in retail and recognise the most innovative retailers, and we are very proud to be named as one of them. We are looking forward to having another great year in 2019”

Burg-Wächter Protecting Homes The new innovative BURGProtect Wireless Home Alarm offers easy-to-install smart security and remote notification via an app for early warning in the event of a break in, fire or flooding. Contrary to popular belief, most burglaries happen during the day whilst the home owner is out, as burglars are keen to avoid confrontation. Homeowners’ desire to keep an eye on their property even when out, combined with the increasing adoption of smart technology, means retailers are ideally placed to make the most of the growing customer demand for smart home alarm and remote monitoring systems.

Lying at the heart of the BURGprotect system, the central control unit with built in sounder, wirelessly connects to up to 200 accessories including movement, contact, smoke, vibration and water sensors as well as external sirens and remote controls. This comprehensive, yet scalable system allows customers to build a tailored solution that matches their needs and can be easily expanded to meet future requirements.

BURGprotect is setup and controlled via the free BURGProtect app, which also offers the convenience of remote access and notifications. A simple scan of a QR code on the accessory is all it takes to add each component to the system.

What sets BURGprotect apart from the competition is the innovative three methods of connecting to the internet via LAN, WiFi and SIM card. Together with the central control unit’s eight hours of battery backup, this ensures that the user is always aware of what is happening at home, even if there is a power cut or loss of broadband connection.

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The Set 2200 starter kit includes Central Control Unit with built in sounder, two wireless magnetic door contacts, a PIR wireless motion sensor and a remote control key fob to arm and disarm the alarm. An outdoor weatherproof siren can be added and provides an additional deterrent, whilst a wall mounted keypad offers a traditional way to arm/disarm the alarm.

Retailers visiting The Hardware Show on February 17th-18th will be able to try BURGprotect out for themselves as the system will feature alongside other traditional and smart security solutions on Burg-Wächter’s stand G18/20.

Nationwide technical and sales support and customised training is available from Burg-Wachter’s dedicated Irish support team of Peter Walsh +353 (0) 83 1306689 and Gerald Graham +44 (0) 7872 399896. www.burg.biz/uk, uksales@burg.biz

January/February 2019

News & Products

JP CORRY ARE DISABILITY AWARE The team at JP Corry recently attended a training session on the use of the JAM Card, which will be implemented across their branches in the new year. The JAM Card allows people with a learning difficulty, autism or communication barrier to tell others they need ‘Just a Minute’ discreetly and easily.

The JAM Card is an initiative from NOW Group, a social enterprise based in Belfast supporting people with learning difficulties and autism into jobs with a future. The card has received much public praise of late, and has even won a ‘Tech for Good’ Award at the UK Social Enterprise Awards, held in London in December.

NOW group outline the benefits of the card to business owners on their website, saying, “As a JAM Card Friendly business, your staff will gain valuable knowledge about how to provide excellent customer service when serving a person with a disability. Your customers will be aware that you are a socially conscious business and have taken the initiative to train your staff in disability etiquette. Your business will also be given priority appearance on the JAM Card app and you will be tagged

as a JAM Card Friendly Business. Your organisation will also be given the opportunity to promote its services and offers to JAM Card app users through the app and its newsletter.”

The card itself is free and can be downloaded to your phone by searching for JAM Card in your app store or if you would like a plastic card, contact admin@nowgroup.org or call 028 9043 6400.

DS SUPPLIES PARTNERS WITH BRUTUS DS Supplies partners with Brutus from Germany to distribute their quality range of Professional Tools and Accessories here in Ireland.

Brutus is part of the QEP group, a progressive company specialising in the flooring market with many recognised brands globally.

Brutus offers a wide range of floor preparation tools, such as Ceramic Tile cutters, Concrete grinders, Power pro mixers, Carbide circular cutters and mixing paddles.

Also in the offering is a range of LED cordless floodlights suitable for outdoor use.

DS Supplies will be responsible for promoting and distributing the Brutus brand to builders merchants, fooring retailers, hire shops and contractors nationwide.

“As we have been in business since 1998 and are celebrating our 20th year anniversary, we are delighted with this new partnership, which will enhance our existing offering to our retail customers”, said Derek Doyle, owner of DS Supplies.

Visit us at the Hardware Show on the 17th and 18th of February 2019 at the Citywest convention centre, Dublin, where they will be exhibiting the collection along with many more innovative flooring and gardening products.

Bona All-in-one Floorcare Here’s a great opportunity to provide your customers with a quick and easy cleaning system for hard floors, with a product that gives you an ongoing revenue stream through re-purchases of a cleaner cartridge! The Bona Spray Mop is designed to provide a professional quality, streak-free clean to wood, stone, tile, laminate and vinyl flooring by using a simple spray on/wipe off method with water-based, odourfree formulations that are safe to use around all the family and pets.

The Spray mop was originally developed by wood floor specialist, Bona, as an optimum method of cleaning wood floors, which is often a challenge for homeowners. Clumsy mops and buckets mean too much water is applied to the January/February 2019

surface and steam cleaners can damage timber. By offering your customers a product with 100 years of wood floor expertise behind its development, you can reassure them they are looking after their precious floors correctly, and that they will look as good as new throughout their lifetime.

The boxed Spray Mop kit includes the mop itself, a full cartridge of cleaner and a washable microfibre cleaning pad.

The 850ml replacement cartridge packs provide an ongoing revenue stream for retailers.

A range of merchandisers is available, including one with a small, 38 x 47cm footprint, to display the complete range of mops, cleaners, polishes, replacement cartridges and pads.

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News & Products

Black Stains be Gone Proud® Paints’ ‘Anti-Mould and Blackspot’ formulation is the company’s latest product innovation, and it’s eliminating mould and blackspot issues for many homeowners, tenants and landlords. With its latest release offering unique benefits like active biocide, acrylic formulation, durability, and 20-year lifespan, Proud® Paints’ product qualities are being noticed nationwide by the trade and end user.

Their exterior smooth masonry paints formulation ensures that exteriors can enjoy a 30-year lifespan, again, with noticeable attributes that make Proud® Paints’ product formulation unique to the market for homeowners living in extreme weather conditions. The key to Proud® Paints successful line-up is their products’ environmentally friendly aspects, long lasting quality and timeless style.

Proud® Paints are a Guaranteed Irish member, promoting an all together better ethos. Their website discusses their products benefits in detail. Visit: proudpaints.com or to become a stockist Tel: 01-6177955.

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Age Action Helping Elderly

95% of people over the age of 75 in Ireland want to remain in their own homes in later life. However, only 25% of people in Ireland today can achieve this - a far lower percentage than in the UK or Europe.

As you get older, mobility naturally decreases and the simple household tasks you once took for granted are now impossible. Age Action’s Care & Repair Programme carries out tens of thousands of free DIY jobs in the home for older people around Ireland every year.

Their volunteers help with the small jobs around the house that, as people get older, they might struggle to do.

This can be as simple as changing a light-bulb, installing a lock, clearing a drain or tacking down a loose floorboard.

However, without support to manage these essential tasks, older people can become vulnerable and at risk of falls, accidents and other risks at home. Sometimes this can leave them with no option other than to go into supported housing, nursing homes or spend extended periods in hospital.

Age Action, the leading charity promoting positive ageing and better policies and services for all older people in Ireland, established Care & Repair in 2007 with the aim of providing older people with the practical and emotional support they need to allow them to remain independent, safe and well in their own homes for as long as they wish.

They also give older people access to a register of reliable tradesmen for the larger jobs that volunteers can’t assist with. The Programme is currently available in 14 counties in Ireland and provided 35,000 DIY jobs, Trade Referrals and Support Visits in 2018.

They receive no statutory funding and this programme relies entirely on donations and fundraising to operate.

Age Action is urgently seeking a corporate sponsor to allow them to continue and develop Care & Repair in 2019. They offer a range of sponsorship opportunities to suit all budgets.

If you are interested in partnering with them, please call Caroline at 01 475 6989 or visit www.ageaction.ie

January/February 2019

News & Products

Cork Plastics Open in Dublin Celebrating 50 years in business this year, Cork Plastics have expanded their markets to the UK and mainland Europe. The opening of the Dublin depot emphasizes the importance and value of the Irish market to Cork Plastics.

The Dublin depot has an extensive range of products including Underground (Sewer) Systems, Watermain Pressure Pipe, MDPE PE80 Pipe, Roofline and Rainwater Systems.

For enquiries and information for Dublin and the greater Dublin area you can contact Ultan Bannon at 0867758402/01-6833550 or call to the depot at Unit 643, Jordanstown Road, Greenogue Business Park, Rathcoole, D24 RX0C.

Driving Sales & CRM with IntelliBrand WASP Technologies Ltd has developed a powerful yet easyto-use IntelliBrand sales platform for DIY distributors. Drawing on many years of experience in the food and drinks industry, WASP worked closely with many DIY distributors to ensure the IntelliBrand 10” tablet solution matches how a typical DIY sales representative works with a customer. WASP maintain that as well as allowing an order to be quickly captured, the solution also gives the salesperson all the information on products and customers that they need in the field.

IntelliBrand includes a webshop option which can easily be added once the IntelliBrand Platform has been deployed, allowing authorised ‘trade-only’ customers access to order as they wish, when a salesperson is not available.

WASP is also experienced in tightly integrating IntelliBrand to all Major Accounting, Customer Relationship Management (CRM) and Enterprise Resource Planning (ERP) systems, further driving efficiency and reducing unnecessary administration. All the expected features are supported, from the powerful digital media sale presenter to new customer prospect recording, surveys, shelf auditing, CRM, photo capture, in-call notes and objectives.

IntelliBrand also includes a full spectrum ‘automated distribution’ reporting suite on all areas of the sales process.

The in-built reporting suite is further enhanced by the addition of Microsoft Power BI option reporting, giving a live view of sales via dashboard reports.

All Bona cleaners are GREENGUARD certified as safe, low emission formulations.

The Bona Floor Care Centre Caring for wood and other hard floors since 1919, Bona offers a range of small footprint floor care centres that feature the famous Bona Spray Mop and guarantee you an ongoing revenue stream through repeat sales of cleaner cartridges!

Come and talk to us at the Spring Fair – from 3 – 7 February 2019, at the NEC, Birmingham, we’re on stand 9K31.

Bona Limited 6 Thornton Chase, Linford Wood, Milton Keynes MK14 6FD Email: liam.walsh@bona.com Liam Walsh Direct line: 07903 230 169 UK offi ce tel: 01908 525 150 www.bona.com

January/February 2019 1264_Bona Irish Hardware Journal Ad v3.indd 1

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03/01/2019 22:59

Market Intelligence

NI Housing Statistics and Projections The Northern Ireland Department for Communities recently released their annual compendium of statistics, which is an interesting insight into the state of the NI housing market, as well as a useful point of reference for the most up-to-date

statistics available in this field. The statistics display some compelling numbers about the growth of the housing and rental sector in Northern Ireland in the past year.

key housing supply indicators 2008-09 to 2016-17

The above table explores some Key Housing Supply Indicators, showing a steady increase in population from 2008 to the present day, along with an undulating number of new dwellings

started in the same period. There has been a decline in new dwellings completed per 1,000 population since 2008, however, these figures have witnessed a steady rise since 2013-14.

northern ireland residential property price index by property type

The above table provides us with an insight into price changes in different dwelling types over various periods. Interestingly, apartment prices fell by 2.1% from the previous quarter, however, over the past 12 months, apartment prices have risen

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by 2.5% in total. Overall, there has been a rise across the board with all dwelling types, most notably in terrace-type dwellings, with a 7.3% price increase from the previous 12 months.

The full report is available on www.communities-ni.gov.uk January/February 2019

Store Profile

Smyth’s: An Enniscorthy Hit In this issue of The Hardware Journal : Editor Adam Byrne visited Smyth’s Homevalue of Enniscorthy to check-in with owners Dermot and Betty Kavanagh after a recent store expansion.

Situated on Enniscorthy’s Rafter Street at the heart of the town, Smyth’s Homevalue is a store steeped in history. It’s been in the Kavanagh family since 1979, when current owner Dermot Kavanagh’s parents acquired the premises. Dermot and his wife Betty later took the reigns in 1990, and proceeded to further develop the bustling business. The whole family has worked with the store in one way or another, with each of the pair’s five children having spent time employed there also, which represents the central role that Smyth’s plays within the Kavanagh family.

From the outside, Smyth’s appears as any other shop on Rafter Street; decorative, quaint and befitting of Enniscorthy’s rich character. Entering the store reveals a far more complex operation than could ever be imagined from the exterior. The remarkable amount of space inside is but one of the hidden charms that Smyth’s has to offer. The premises comprises of various levels and different buildings that surround the original store, all of which were incrementally acquired by the family.

This, in Dermot’s words, took the store “From a traditional hardware outlet to a department store with six clearly defined departments now in place”. Inside, the store is busy, with arrays of eye-catching products speckled far and wide.

January/February 2019

The store has recently undergone a considerable expansion, where an extra 5,000 sq. ft. was added on to the existing space, bringing the store to a total of 16,000 sq. ft. The new development was unveiled on the 15th of July 2018, and has been a resounding success since. Dermot said that “since the expansion, more and more tradespeople are beginning to take note of the range of paints we have to offer. They no longer have to travel long distances to get the same products.”

Access to the store is available through multiple entrances and the store has the benefit of a 200-space car park on its doorstep.

Smyth’s bears an untold sense of familiarity, which, accompanied by a homely atmosphere, draws customers in and invites them to stay. There’s an untranslatable Dutch term known as ‘gezelligheid’, often used to describe an intangible, cosy, and sociable atmosphere, which, can be safely used here to describe Smyth’s Homevalue. The recent installation of a coffee machine on the shop floor, albeit a minor inclusion, has proven as a catalyst for customers to feel at ease and spend more time relaxing and browsing in-store. “We want Smyth’s to be a destination store; something along the lines of the Avoca of hardware”, Dermot said. The family’s ethos is visible 21

Store Profile

throughout the shop floor, with both tradespeople and DIY customers engaging with staff and not appearing rushed to leave.

The store is multi-faceted to say the least. There’s a creative use of space throughout the store, which houses a product selection ranging from cookware to white goods, tools of all types, lighting, garden and an award-winning paint section, which recently took the ‘Best Paint Store in Ireland’ award at the 2018 ‘United in Excellence’ awards. The paint department covers a large area of the upper-section of the store, with a ‘colour hub’ paint mixing area and a colour consultation area both acting as focal points of the department. Despite the seismic selection of products, the entire store maintains an airy and spacious feel. The lighting section is alive with layers of lamps and a warm walkway of bulbs leading to nostalgic photographs on the way down the stairs, giving a further sense of history to the building.

Dermot describes himself as a people person, and it’s easy to see why. As he exhibited the store, he greeted and chatted with patrons, handling customer queries with admirable fluidity. His friendly approach to all who enter the store is demonstrative of the passion he has for his business, which is certainly favourable, as Betty describes their work as “a 24/7 job” for them both.

Dermot and Betty place a high value on their staff. They currently employ 15 team members, some of whom have been part of the company for 40 years and others for several decades. The low staff turnover in Smyth’s is a testament 22

to the owners’ conscientiousness towards their team and towards in-store working relationships. Despite the expansion of the business, Dermot and Betty still take a hands-on role, often covering lunch shifts in the store. They emphasised the importance of being out on the shop floor, interacting closely with staff and addressing many customers on a first-name basis, which patrons place huge value on. The pair have passed the majority of the day-to-day store-running duties over to the manager Keith Sludds, which, they say, “is mutually beneficial”, affording learning opportunities to staff and freeing themselves up to spend more time on business development.

Betty mentioned that her experienced staff play a central role in ensuring that all customer questions are answered correctly and that the best possible service level is achieved all the time.

The store is carefully planned, with customer engagement as a priority. This means that the space is designed “so that customers will meet face-to-face with a member of staff when entering the store” and a seamless journey unfolds from department to department. This layout of the store underwent various incarnations, according to Dermot, who said that he “tore up several plans on the way to finding the one that worked best”. It’s refreshing to see that after all their time in charge of the store, Dermot and Betty still keep their finger on the pulse of the business, “constantly tweaking things” and never becoming complacent; an undeniable secret to their success as a family business.

The journey through the store itself tells a story, taking the customer from old to new, or vice versa, depending on the January/February 2019

Store Profile

entry point to the building. The Rafter Street side of the store is effectively the ‘old’ part of the shop, with a vintage shopfront that reflects the history of the store, while the Lymington Road entrance at the rear shows off the modern and polished exterior. This fusion of old and new is executed with excellence, preserving the store’s traditional heritage, while projecting the message that Smyth’s means business.

Smyth’s is a member of the United Hardware group and Dermot was quick to mention the pivotal influence of United Hardware in the company’s continued growth. Dermot said that their design expertise, ongoing support and business guidance has been an invaluable asset in Smyths’ expansion process. Betty said that utilising the help of United Hardware alongside her and Dermot’s extensive experience has been an incentive to keep things fresh and avoid stagnation in the business. It’s difficult to argue with the results that the store presents, with several awards won last year, including South East Radio’s ‘Best Hardware Store of 2018’ and a runner-up slot in Wexford Chamber’s ‘Best Family Run Business’.

Another facet of the business comes in the form of the classes that they offer. Betty offers sugar paste and cookery classes

January/February 2019

in a purpose-built upstairs classroom area known as ‘The Cook Shop’. There’s a fascinating display of detailed cake designs on the approach to the classroom, some of which are awardwinning and can only be described as artistic. The provision of classes is not only demonstrative of the community element of the store that Dermot and Betty value so highly, but also of the intelligent business minds of the pair, who say that the cookery classes can also influence the sale of cookware in the store.

As well as this, the pair have worked closely with upcycling expert, ‘The Revamp Tramp’ to provide instructional classes on upcycling furniture, which has also proven beneficial for sales in the area of decorative materials.

In terms of online presence, the store is well represented and active across various social media platforms, providing regular product and store updates. In accompaniment to this the Smyths operates a comprehensive website whereby all of their products can be purchased online and delivered nationwide. The store is open from 9am to 6pm Monday to Saturday, closing Sundays.

A fascinating store, run by real people who are passionate about their work. The future is limitless for Smyth’s Homevalue Enniscorthy.

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Supplier Supplier Profile & Store Profiles

Fully Charged With Ambition In this issue of The Hardware Journal, we spoke to Don O’Toole, General Manager of Monbatt, to find out more about the group’s new business venture, International Tool Industries.

International Tool Industries is the latest business in a long line of successful ventures by the founder of Monbatt Ltd, Gary Larkin. Monbatt Ltd is a wholesale automotive battery specialist located near Monaghan Town. The company was founded by Gary in 1996, who remains the company’s MD to the present day. Gary worked in his father’s automotive electrical company when he was in his late teens, and through his time learning the trade, Gary was very aware of how many car batteries were being sold to his father Tom’s customers. Taking note of a highly demanded product in the market, Gary put a very quick business plan together and shared his idea with Tom. Of course, as any father would say, Tom exclaimed “You’re mad!”.

Gary was a single operator, a first generation business at the time of his launch, and with the support of some friends, he brought in his first consignment of batteries. His only customer at the time was his father, but that wasn’t for long, as he put a visually enticing display of his stock on his van and travelled around neighbouring counties, introducing his products and services to other businesses. His determination and efforts proved fruitful, and in no time, he was selling more and more product nationwide.

21 years after its foundation, Monbatt now employs 22 members of staff, consisting of a general manager, a financial controller, an accounts team and five salesmen on the road nationwide to promote their products. In accompaniment to this, Monbatt also has a telesales department, taking care of all customer needs and complementing a full back-office staff, who manage goods in and goods out.

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During the success over the last number of years, Monbatt reached their first ¤10M turnover in 2018 and this was achieved through what General Manager Don O’Toole describes as “sheer determination and plenty of hard work from all the staff.” Continuing, Don said, “it’s a credit to everyone employed in the company.”

Due to the ongoing success Gary was experiencing, eight years ago, he decided to take over his father’s small car parts business in Monaghan town, as he had a vision of the potential this business had. In order to give the business a flying-start, Gary brought in another family member to partner in the business for the first five years. Together, they named the business ‘Car Parts Distribution (CPD)’, and with the knowledge of where to source products internationally, they set out on their journey to build what has now become an ¤8.5M business, wholesaling new motor parts to the industry nationwide.

“In support of running a successful business, it is important to have a very user friendly software, that will manage your day to day administration. We have been using MAM software in our business for the last six years, supplied by RNH Solutions Dublin. Since integrating this software in our tool business, we remain confident we have made the right decision and knowing the back-up from the IT team is very professional and proactive at all times, gives us peace of mind”, said Don O’Toole After rebranding the company to ‘Comline Ireland’, they now employ 60 people throughout their whole operation, from top January/February 2019

Supplier Profile

management, right through to administrators and warehouse operatives. This proves as another success story for Gary and his team, and sets the scene for the formation of International Tool Industries (ITI).

International Tool Industries Last year, Gary decided it was time to refocus and look for new business opportunities, and after studying a couple of different options, it was internally agreed to diversify and concentrate on a product range that was not dissimilar the current offerings of the group’s different companies, but was still directed at a new market for them, the hardware and builder’s providers market.

Commenting on the recent expansion into the hardware and builder’s providers market, Don O’Toole said, “we were fortunate enough to make contact with a very specialised tool manufacturer and wholesaler in Greece, known as F.F Group Tool Industries. This company has more than forty years experience in the industry throughout Europe. They had been selling a range of products directly into Ireland for the last couple of years, but couldn’t develop any sales growth, due to the logistics of moving products. One would say, we were in the right place at the right time!”

“After spending some time researching the brands and quality offered by F.F Group Tool Industries and having received some feedback from the market and those who had previously made some purchases, we decided to organise a formal visit to meet the owners of the company, to appreciate the business model they have created, through family generations. Now a ¤40million turnover in Europe, we saw the potential for Ireland and the we couldn’t have chosen a better partner”, Don said.

Once the formalities were over and contracts signed, the company wasted no time in setting up a new distribution and business centre in Monaghan, to service their customers nationwide with such benefits as next-day delivery. Having a catalogue of 5,500 Stock Keeping Units, ITI are confident that they have the market covered. ITI’s offerings currently consist

of four key brands; Benman for the professional tradesman, F.F Group tools for a high quality tool range, Morris painting accessories and a “fabulous” range of Hugo locks.

Don O’Toole is confident about the products ITI supplies, saying, “Not only do we have and promote a quality product, we also have very competitive prices, to suit all markets.

We have over 150 satisfied customers currently buying our products, since opening our doors in early September 2018 and still more active enquiries are being received on a daily basis.”

“Since our commencement of business, we now employ three very highly experienced account managers that have extensive knowledge of this industry. Bill Carey (formerly Sharp Distributors) looking after Munster, John Cuffe (formerly Bosch Power Tools and Draper Tools) looking after Connaught and John O’Brien, a veteran of the Irish tool industry (formerly Tucks O’Brien) looking after Leinster”, said Don. It’s clear that ITI have a ready-for-action approach to the stock that they supply. Their warehouse is packed high-and-wide with shelves that are bulging with stock ready for distribution at any given moment, which they recognise as an important element for any successful distributor.

ITI maintains an ongoing monitoring process of the products that they supply, as told by Operations Manager, Matthew McCrudden, who was preparing to travel to Athens to visit F.F Group on the day we spoke. ITI is currently located in Monaghan Retail Park, just minutes from the town centre, making it easily accessible both to potential customers and to main transport links around the country.

“We now have a great team around us and have set the foundation for a great future, for International Tool Industries.

We are very excited about 2019 and look forward to developing our sales and relationships with many existing and new customers”, according to Don. ITI will be attending The Hardware Show 2019 in Citywest in February at stand no. J28-H26-H28. ITI’s website is available at www.internationaltoolindustries.ie

If you have a story to tell as a supplier or manufacturer in the Irish market, please contact Annemarie on 01 298 0969 or annemarie@hardwareassociation.ie

for more information.

January/February 2019

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Woodies

What are Woodie’s doing so right?

Steve Collinge of Insight Retail Group sheds light on the successes of a household name in Irish DIY. It’s not all that long ago that Woodie’s, along with many home improvement retailers and merchants were struggling just to survive. Ten years on from the financial crisis and in a year when Woodie’s have celebrated their 30th anniversary, the business is rapidly becoming the shining star of the Grafton stable, delivering consistent double-digit growth. But are they just riding the wave of the positive economic cycle that’s pushed Ireland to the very top of the list for GDP growth in Europe, or can the credit for their success really go to the management team that took over the business in 2013?

History Woodie’s began its life in 1988 with its first store in Walkinstown under the guise of ‘Pay Less DIY’, and only a year later, the retailer was snapped-up by the Grafton Group and rebranded as Woodie’s DIY. During the mid-1990s and through to the mid 2000s, as our love for DIY grew, the business entered a phase of rapid expansion, reaching an estate which today boasts 37 stores; 15 of which were originally Atlantic Homeware, prior to the acquisition of that business from administration in 2005.

Thirty years on and Woodie’s is not just a survivor; it is now the leading Home Improvement retailer in the country by some distance, and as their 2018 anniversary celebrations draw to a close, we examine exactly what the company has done to achieve such exceptional growth in sales and profits. But first, let’s look at the numbers.

At the end of their most recent financial year (y.e. 31st December 2017), turnover had reached ¤200m, up from ¤174m in the full year of 2016; a 14.8% increase (7.4% constant currency basis). Operating Profit was up a stunning

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53% from ¤8.1m to ¤12.4m and their Operating Margin rose from 4.7% to an enviable 6.2%. At the most recent Grafton Trading Update on 13th November 2018, Woodies had continued to perform with total revenue growth up a shade under 10% for the ten-month period.

With revenue of ¤200m, Woodie’s accounts for less than 7% of Grafton’s ¤3bn group turnover. You would easily be forgiven for thinking that Grafton would choose to invest their funds elsewhere, namely in the remaining 93% of their business which focuses on trade, but that certainly hasn’t been the case.

January/February 2019

Woodies

The company will tell you that the strong performance is down to the positive response from customers to the transformation programme implemented in recent years.

The objective of the programme being “to build a business for the future, designed to meet the evolving needs of customers, whilst recognising the unique heritage of Woodies in the Irish retail market”.

Fine words, but what have they actually done and is it really any different to the transformation programmes we’re seeing and hearing about at B&Q’s owner, ‘Kingfisher’, or any of the other global Home Improvement retailers, who are trying to find their way in this increasingly competitive and digitally focused retail world?

The business tells us that the sales increase has been driven by a healthy rise in both the number of customer transactions and an increase in average transaction values.

So what steps have they taken and are they achieving their stated objective to ‘build a business for the future’?

Repositioning of the brand The change which we believe has had the greatest positive impact on the business is the repositioning of the Woodie’s brand. The new for 2018 “We’re all Homemakers” banner reflects the broad, universal appeal that they believe differentiates Woodie’s in the Irish retail market.

With an objective to further distinguish Woodie’s from its main competitors, Homebase and B&Q, the company focused on improving each and every customer’s in-store experience. Carrickmines in Dublin was the first concept store where Woodie’s developed their new vision and where they developed a new visual style for their point of sale, providing continuity to the customers eye as they browsed the store.

Previously described by MD Declan Ronayne as an ‘Apple’ inspired campaign, designed to ‘put some love and emotion into the business’, the company has introduced much softer, more approachable features to its stores, with female shoppers as the key target. Gone is the high ‘warehouse’ style racking, which is a major feature of their leading competitor B&Q, and in its place, lower shelving and new signage. Even its entrance and exit signs have been replaced with the words ‘Hello’ and ‘Goodbye’.

By the end of 2018, Woodies will have completed its own successful makeover, upgrading 27 of their 37 stores. Four stores were upgraded in the first half of the year and a further three upgrades during the second half.

January/February 2019

The results of the upgrade programme have been excellent with increased revenue relative to comparable stores, improved merchandising and a much more positive customer experience supported by the deployment of more colleagues in specific areas to provide customers with advice and assistance.

Range Management The retailer is already are one of the leading destinations for paint sales in the country, but also sell goods in all of the main Home Improvement categories, including decorative, DIY, power tools, hand tools, housewares, plumbing accessories, ironmongery and gardening. The business has worked closely with suppliers to improve its product offerings and to deliver greater choice and better value for its customers. Seasonal ranges including garden furniture, barbecues, gardening equipment, plants and exterior decorative products have all performed particularly strongly, whilst Christmas trees and decorations have become a critical part of the Woodie’s offering. Extended product ranges and initiatives, such as their move into selling kitchens and bathrooms has also delivered incremental growth.

Digital Investment Woodie’s have invested in their online presence, allowing customers the convenience to shop at any time using the direct delivery service, or to click-and-collect from their stores. This has been enhanced with a new website, resulting in a doubling of online revenue. Social media also continues to be an integral part of Woodie’s ongoing 27

Woodies

marketing strategy, with almost 100,000 Facebook likes, 8,000 Twitter followers and over 11,000 monthly views on Pinterest. This effective use of social media has enabled, Woodie’s to engage directly with customers outside of the stores, whilst gaining valuable insights into their shopping habits and preferences.

Investment in Colleagues As well as the repositioning of the brand, the changes introduced to its in-store experience and the digital investment, Woodie’s has worked hard and invested in improving relations with their 1,400 members of staff.

Quoting statistics collated by research firm, ‘Great Place to Work’, in 2014, only 39% of Woodie’s workforce said the DIY chain was a great place to work, and that figure jumped to 65% last year.

To achieve the increase, the company has invested in an employee recognition service called ‘Kudos’, which allows managers and peers to give colleagues a pat on the back using a WhatsApp-style platform.

Woodie’s has also worked hard to retain its ‘Great Place to Work’ status, and almost one third of colleagues completed accredited educational programmes, which have helped to deliver a market-leading service and a positive shopping experience for customers. As part of this, the company brought a roadshow bus to each of its stores to teach workers about different products on the shop floor.

In Conclusion There’s no doubt Woodie’s has and will continue to benefit from growing consumer confidence and increased employment. However, the strategy and the steps taken by the new management team since 2013 have clearly moved the business forward. Their focus on differentiating the brand from competitors, improving the shopping experience, investing wisely in their digital presence, and all backed up with a well-trained and engaged team has without question delivered a business well positioned for the future, and one which much larger competitors would do well to learn from.

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January/February 2019

Interview

Intro.

Paragraph

Sean Moran: Poised for Presidency In this edition of The Hardware Journal, we checked in with HPC Group’s Sean Moran to speak about his new role as HAI President.

For those who aren’t familiar with you, could you give us a little bit about your background, and your journey to where you are now?

I am CEO and majority shareholder of the HPC Group. HPC currently has fourteen trading units around the country, employing 250 people, and operates such trading brands as T J O’Mahonys, C+D Providers, PH Ross, Commons Hardware and McCarthys Hardware.

I have held a variety of roles in my career to date, most of which were with businesses in or associated with the construction industry and supply of building and DIY materials. I am a qualified accountant (FCCA) but I moved away from pure financial roles earlier in my career as I always had a preference for more commercial, general management and leadership roles.

I spent twelve years with a company called Stone Developments, part of the Sisk group of companies, where originally, I was Financial Controller of their Irish and UK operations before being appointed Managing Director in 1995.

I first became involved in the builders’ merchant sector in 2001 when I was appointed Managing Director of the McMahon Group. There I was responsible for the group’s builders’ merchant business, including four trading units in Northern Ireland.

January/February 2019

The current leg of my journey began in 2005 when I joined Moritz Holdings, a large house building and property holding/development company, as Managing Director of Moritz Trading. There, I ran the builders’ merchant division and was responsible for implementing an ambitious diversification and growth strategy. As part of this, we acquired a number of leading independent builders’ providers businesses on the east coast including Commons Hardware, T J O’Mahonys and C+D Providers.

The severe downturn in the economy and construction industry led to NAMA taking over a significant portion of Moritz Holdings loans and in 2012, as part of a group restructuring, I led the management team, which included the current HPC Managing Director Dennis O’Connor, in a buyout of the trading business.

Following the buyout and restructuring, we have grown the business substantially by a combination of acquisitions and new branch openings and HPC is now firmly established as one of the leading players in the builders’ merchant and DIY sector in Ireland.

What drew you to the Presidential role and how will you approach your term as HAI President?

I have been an executive board member of the Association for the past four years and have held the role of Treasurer 29

Interview

for the last two years. I think that continuity is very important for an association such as the HAI and having worked closely with the outgoing president, Kieran Burke and the CEO of the HAI, Annemarie Harte, and also the Executive Committee for the past few years, I suppose I became the person somewhat next in line to move up and take on the role. Having a sensible succession plan in place is vital in any organisation and it is important to keep refreshing the Executive Committee and ensure we bring through new ideas and remain relevant for all our members in what continues to be a challenging environment for the sector. In this regard, I think two years is the optimum term for the role of president of the association, particularly when members have already served on the Executive Committee.

I am really looking forward to my term as president, where I hope to successfully build on the excellent work of Kieran and other past presidents. I intend to fully commit to the role and work closely with the Executive Committee and provide relevant and active support to the CEO, Annemarie, and her team. As I’m sure every past president has said, I hope the association is in (further) improved shape when my term as president is over in two years’ time!

How strongly do you feel the Irish merchanting and hardware sector is doing overall and from your experience, do you feel that there is a contrast between rural and urban demand and performance?

I think the sector is doing reasonably well. 2018 was a bit of a strange year, where activity levels perhaps were not quite as strong as many predicted and the year was impacted somewhat by a number of economic factors, not least of which is our inability to effectively tackle the housing crisis and the ongoing Brexit saga, the uncertainty surrounding which continues to weigh heavily on Irish economic sentiment.

Obviously, the sector is in a much better place than it was in the period 2008 to 2013 and continues its recovery on the back of significantly improved economic conditions.

Businesses based in the larger population centres and, in particular, the greater Dublin area have recovered much faster and continue to witness larger growth rates than their rural counterparts. However, the overall economy would benefit from a better balance in the Urban/Rural recovery and fairly immediate initiatives are now required to deliver projects designed to generate sustainable regeneration in towns and rural communities around the country.

stage we are probably all agreed that whatever shape or form Brexit takes, it will not be good news for Ireland. We will have to deal with whatever negative effects there are from this. It is impossible to plan for something where the outcome is unknown!

Closer to home, the biggest issue I think we face as an economy and an industry is the housing crisis and the urgent requirement to close the gap between supply and demand. In my view, despite the overall improvement in the economy, the residential construction market remains somewhat dysfunctional and it will be some time yet before we see an effective resolution. Affordability, or lack of it, and the availability of finance are, I believe, at the heart of the issue here.

The Central Bank remains fairly intent on maintaining and enforcing its mortgage rules governing the amount available to borrow against the purchase of a house and this, coupled with ongoing high levels of personal taxation makes it very difficult and, in many cases impossible, for young people to afford to buy a home of their own.

However, despite this, the demand is there and, we need to be building 35,000 new homes per annum before we catch up with that demand. This year, estimates suggest 17,000 to 18,000 new homes will be completed, so a considerable gap still remains.

The Brexit deadline is fast approaching. What are your main concerns for Irish business in the event of an unfavourable outcome? Besides Brexit, is there anything else that you feel requires economic consideration in the coming years from a business standpoint?

Every news story for the past two years has carried some form of report or provided some update on Brexit. At this

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January/February 2019

Interview

From your position of expertise, how do you assess the outlook for the Irish economy as a whole in the short to medium term?

Given the challenges that it faced, I think the Irish economy has performed extraordinarily well over the past number of years and all the statistics show it continues to outperform all other European economies. GDP growth is in the region of 7.4% for 2018 and unemployment has now fallen to 5.3%. While the rate of growth is likely to moderate this year, unemployment will continue to fall further towards the previous record low of 3.9%. In addition, we now have a record number of people employed in Ireland at 2,265,000.

What do you believe are some of the most important services offered by the HAI and what changes, if any, do you plan to implement in your new role?

The HAI is somewhat of a unique organisation focusing on the entire hardware and builders’ merchant sector, representing the interests of hardware stores, DIY retailers, builders’ merchants and the suppliers to the sector – manufacturers and importers/distributors.

In recent years, the HAI has both grown and refined the services it offers to members. These Include: • Market Intelligence – The HAI Business Index The HAI Business Index was developed to provide more accurate and reliable information on our sector and, in particular, sales information. The credibility of the information and the overall service is totally reliant on members’ input. The more members that participate in the index, the more reliable and accurate the information is. This will remain an important service of the HAI going forward.

• Training and Development The association has built a reputation for providing relevant training across a wide range of disciplines for its members. 2018 was a particularly successful year for the association in this regard and all courses were delivered in a professional and very cost effective manner for members.

• Careers Portal – Hardwarejobs.ie The launch of the new careers portal, hardwarejobs. ie, in 2018 was a very significant development for the association and has been very well received by the members. This portal provides a service to members where they can post any available job vacancies.

• The Hardware Journal The bi-monthly publication is the official magazine of the association and it is an excellent publication full of informative articles and details on a wide range of issues relevant to the sector. Following changes made in 2018 the design and production of the magazine is now entirely under the control of the association and is managed by Annemarie and her team.

January/February 2019

• Business Support The association is focused on and committed to adding value to its members’ business. In this regard it has partnered with a number of service providers and advisors and can arrange access to all these for members, if and when required.

• Representing and Lobbying Over the years the HAI has been very successful in representing the sector and lobbying government.

The Hardware and Builders’ merchant sector needs to maintain a very loud voice and in order for it to continue to be effective in lobbying government, individual members need to remain engaged with the HAI. My role as President will be, in conjunction with the Executive Committee, to offer support and guidance, where appropriate, to the CEO and her team to ensure the association remains relevant for all its members and that it responds effectively to the needs of those members.

How do you rate the importance of the HAI as an engagement and networking tool, and what’s your opinion on the importance of networking in this industry, particularly in relation to how you utilise it in your own business?

All the events run by the HAI afford its members the opportunity to engage and network with other members and share experiences and opinions on trading and a wide range of topics. The feedback the association gets has been very consistent in this regard in that all members value this networking very highly.

In the HPC Group, we place significant importance on networking and engaging with other members of the association. We regularly avail of the services the association provides and support all the events it runs. No single business has the monopoly on good ideas or the best way to manage aspects of a business, and we have found that networking has provided us with some great insights into how others view the business and respond to challenges.

What do you think will be the most important driver of change in the industry in the next few years?

In the years ahead, one important driver of change in our sector will be technology. Our sector has always been seen as quite traditional with more conventional methods of operating and is, perhaps, less dynamic than many other industries. This has begun to change, as many businesses react to developments in online shopping and changes in consumer behaviour. In addition, many businesses are engaging with and availing of the latest technologies in an attempt to streamline many processes, eliminate all paper in processing transactions and interacting with customer accounts and achieve much-needed efficiencies.

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Our Publication Wholly owned, managed and published by Hardware Association Ireland (HAI).

All levels of the supply chain represented, including national and international companies, multi-branch chains and smaller independent hardware businesses within our membership ranks.

What You Get When You Advertise in The Hardware Journal A circulation incorporating owner-managers, senior buyers and key decision-makers across the entire sector.

Quality of the business, feature and technical articles in The Hardware Journal – coupled with the up-to-date news and product information – sets it apart.

Regular supplements showcasing quality trade and lifestyle imagery as well as inspirational editorial.

A publication delivered on time, every time!

An identical online version, with current and all back-issues permanently accessible (www.thehardwarejournal.ie).

Downloadable in seconds and accessed in page-turner format, with hyperlinks to take you from article to relevant web page at the click of a button.

Targeted & Relevant Circulation Highly targeted and relevant readership.

Interconnectivity of readers and Hardware Association Ireland provides unparalleled networking opportunities.

The Hardware Journal has no equal, as it is the official publication of Hardware Association Ireland (HAI).

Support Reinvested Your support of The Hardware Journal allows Hardware Association Ireland to invest in increased services and benefits for members and the sector: Effective representation Education Market intelligence Networking opportunities such as The Hardware Conference and The Hardware Show

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32 32

Contact Jim Copeland by calling 01 2980969 or by emailing jim@hardwareassociation.ie today to book your double-page spread, a unique opportunity not to be missed.

January/February 2019

MarketSection Intelligence Title

Intro.

Paragraph

Dwelling units approved up 52.2% In the second quarter of 2018, planning permissions were granted for 6,777 dwelling units, compared with 4,453 units for the same period in 2017, an increase of 52.2%.

The second quarter figures also show that:

Planning Permissions - year to date 2018

• Of the total permissions for dwelling units granted in the second quarter of 2018, 4,951 were houses and 1,826 were apartments (3,630 houses and 823 apartments in 2017).

This shows an increase of 36.4% in the number of houses, as well as a significant increase in the number of apartment units of 122% on the same quarter in 2017.

• Total floor area planned in Q2 2018 was 1,857,000m². Of this, 54% was for new dwellings, 33% for other new constructions and 14% for extensions. The total floor area planned increased by 27.5% in comparison with the second quarter of 2017 (1,456,000m² in Q2 2017).

• One-off houses accounted for 26.6% (1,315) of all new houses granted planning permission in this quarter (where there were 4,951 houses in total). This sector experienced 5% growth on the same period in 2017.

January/February 2019

33

Market Intelligence

HOUSE TYPE BY QUARTER (No. of UNITS)

DWELLINGS by region (floor area planned ‘000m2)

There has been a strong overall increase in floor area planned of 51% compared to the first half of 2017.

Dublin, the Midlands and the South West are especially strong in terms of percentage growth. The Mid East, while lower in percentage growth, remains strong in floor area planned.

BUILDINGS FOR Agriculture (Jan - Jun 2018)

It can be seen from the table on the left that 770 permissions were granted for agricultural buildings in the first six months of 2018, an increase of 5% on 2017. 559,000m² of floor area was granted permission compared to 448,000m² in the previous year, which is a positive increase of 25%. commercial & industrial buildings (Jan - Jun 2018)

The table on the left shows that the total number of permissions granted for new construction and extensions for commercial or industrial use has increased by 7% when compared to the previous year. The floor area planned is up by 27% overall and up by 42% in new construction. health, education & social buildings (Jan - Jun 2018)

The table on the left shows that in the first half of 2018 the total number of permissions for new construction and extension/alteration to buildings for health, education and social use has remained the same as 2017 with 621 permissions in total. Total floor area planned, however, has declined by 28%.

Thanks to Claire Kelly from Tegral for providing this information.

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January/February 2019

New Members

HAI IS DELIGHTED TO WELCOME ITS NEWEST MEMBERS Barleystone Paving Taghart South, Shercock, Co. Cavan Ph: 042 967 5992 Contact: Chris O`Reilly Business: Paving Manufacturer

Supermike Ltd Weavers Row, Clonsilla, Dublin 15 Ph: 01 821 1286 Contact: Christy Whelan Business: Builders Merchants

Mascot Workwear International Ltd 29 Earlsfort Terrace, Dublin 2 Ph: 087 900 6647 Contact: Ed Sweeney Business: Workwear Manufacturer

Albany Claremorris Lakeside Retail Park, Claremorris, County Mayo Ph: 094 936 2077 Contact: Walter Doherty Business: Paint Retailer

Discount DIY Unit 1B, North Road, Finglas, Dublin 11 Ph: 01 864 2000 Contact: Jeff Gallagher Business: Builders Merchants – DIY Hardware – Garden – Homewares

Vendek Ltd - T/A Powerline Unit C5 Southcity Business Park, Whitestown Way, Tallaght, Dublin 24 Ph: 01 452 4101 Contact: Mark Lester Business: Lighting Distributor

Membership built for you How can HAI Membership help you?

merchant, supplier or manufacturing business thriving.

Protecting You: - Employment Law & HR - Health & Safety - Hardware retail & builders merchant insurance

Managing Your Money: - Card processing rates and Electronic Point of Sale (ePOS) - Debt collection advisory service - Credit insurance and credit risk management support Cutting Your Costs: - License-free music Moving You Forward: - Trade Journal - Trade Show and Conference - Study Tours - E-learning and online training resource - Sector specific classroom training - Industry specific recruitment solution and job board website - Industry specific online retailing advice - Hardware retail and builders merchant management development - Supplier B2B sales management training - Business Index of net retail sales

Become a member To become a HAI member and to avail of any of the above services visit hardwareassociation.ie or call on 01 298 0969

hardwareassociation.ie

January/February 2019

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Pension scheme

What members think about...pensions HAI recently made a submission to the Government’s call for feedback on the Strawman document on the auto-enrolment pension scheme due to be introduced from next year. Below are some of the comments and concerns received from members about the proposed scheme: • •

• •

•

•

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Entry to the scheme should be dependent on minimum time served by an employee.

Consider returning to VAT rate of 21%, increased in 2011 during the recession, to mitigate new cost of scheme to employers.

The State should increase its contribution to ¤2 to every ¤3 contributed by the member instead of ¤1.

Resurrect the employer statutory redundancy rebate to offset the inclusion of contributions to this scheme being included in any future redundancies.

Multiples that hire lots of part-time staff in large retail units that earn under ¤20k per annum will have a distinct competitive advantage compared to local SMEs as they will have armies of part-time workers who will earn under the threshold. It’s much harder for an SME to hire staff in such a manner especially in rural areas as there isn’t the critical mass of potential employees as in urban centres from which to hire said staff. Consider contributions on all earnings.

If contributions are rising to 6% over six years, will this become the new minimum contribution an employer must make if an employee is not enrolled in this scheme?

•

•

• •

•

If a company already has its own pension scheme in place, will the employee still have the right to choose this scheme, or opt-in to the new scheme?

Will the employer still be considered a trustee of a scheme provided under this proposal and have the same responsibilities as if they had put the scheme in place currently? If not the employer, who will act as trustee?

Will the government contribution be available to private pension schemes?

Why is there an upper limit of ¤75,000? This limit will reduce the benefit to those earning over that figure. Will an employer be forced to put their own pension scheme in place for employees earning over ¤75k?

Is there a cast-iron guarantee that the State pension will still exist following the introduction of this scheme?

The consensus across the membership is that this is yet another financial burden on SMEs, the backbone of the economy, who can least afford it. The cost of doing business in Ireland continues to rise and remedial action needs to be taken in other areas including insurance fraud and the level of employers’ PRSI contributions in order to reduce the impact of yet another financial contribution expected to be footed by the employer.

Full details of the Strawman document can be found at www.welfare.ie

January/February 2019

Training

HAI Classroom Training Spring 2019 This January, HAI kicked off its new Spring classroom training schedule with a wide selection of its most popular courses, all tailored specifically to the needs of hardware retailers, merchants, agri-businesses and suppliers.

In our last edition, we looked back on some of our Autumn courses. With our Spring courses underway (see our timetable on the next page), we’ve provided a review of the rest of our Autumn schedule here.

new to a supervisory role in the hardware sector looking to optimise and perfect their leadership style. Over the two days, the trainer Noel Davidson used group-based exercises and discussions to reinforce learning and help participants discover how they can make a difference.

By the end of the course, participants left with a new understanding of their own personal leadership style and how they can motivate others and build stronger teams.

“Brilliant course, well delivered and very educational, brilliant supervisor” “Good standard throughout the day, I really enjoyed it” “Really enjoyed this session, learned a lot about myself” Leadership and Communication Skills is coming back to HAI on February 28th and March 14th.

New Course: Merchandising Techniques One of our newest courses, Merchandising Techniques, welcomed a full house of hardware store owners and retail managers to a highly interactive workshop, which examined how clever merchandising can make a huge difference in the hardware industry. The morning was spent looking at the theory behind merchandising, like traffic flow, feature displays and using space effectively. The afternoon was spent putting the theory into practice, by looking at some industry examples of good merchandising, with some before and after comparisons showing just how big a difference a few small changes can make to a store display.

“The course host, Keith Harford was excellent, and I found his insight very helpful. The day flowed seamlessly, and the workshop format was enjoyable” - Derek Deasy, Hultafors Group Merchandising Techniques is coming back to HAI on April 2nd.

Performance Managing the Sales Team Back by popular demand, Terry Harmer’s one-day sales management workshop saw another full classroom of hardware retailers looking to get the best performance out of their sales teams. Participants explored helpful management models and strategies for effectively setting sales goals, communicating and delegating more efficiently, and dealing with poor performance.

At the end of the day all participants left with the frameworks and skills needed to more effectively manage their sales teams toward meeting their respective goals.

“Very helpful and informative” Performance Managing the Sales Team is coming back to HAI on March 26th.

Creating a Selling Environment In-Store Our last workshop of 2018 welcomed back Terry Harmer who delivered his sales training workshop for hardware retailers, agri-retailers and builders merchants. Terry used in-class exercises and discussions (where participants got to enjoy a neutral environment where they could network and share their own experiences good and bad) to reinforce learning.

At the end of the day all participants left equipped with the skills and knowledge needed to optimise every selling opportunity, from initial greeting with a customer in-store to closing the final sale.

“I found the course very beneficial and a great way of increasing sales and communication with customers” Creating a Selling Environment is coming back to HAI on April 3rd.

New Course: Leadership and Communication Skills Also new to the HAI classroom, Leadership and Communication Skills is a two-day course designed for anyone January/February 2019

For more information about any of our courses or to book places please contact Aoife Kinsella at aoife@hardwareassociation.ie or call 01 298 0969.

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Training

Spring 2019 Classroom Training Schedule All courses will take place at HAI’s offices in Blackchurch Business Park, conveniently located off Junction 5 of the Naas Road (N7) in Rathcoole, Co. Dublin.

Date

Course Title

Tutor

Course Duration

Cost (HAI Member)

Cost (Non-Member)

February 7th

Stock Control

Keith Harford

1 Day

¤210

¤270

February 28th

Leadership and

Noel Davidson

2 Days

¤450

¤500

March 14

Communication Skills

March 6th

Customer Service

Terry Harmer

1 Day

¤210

¤270

Greg Fry

1 Day

¤210

¤270

Terry Harmer

1 Day

¤210

¤270

Terry Harmer

1 Day

¤210

¤270

th

Excellence March 7th

Digital Marketing and Social Media

March 13th

Consultative Selling Skills: Supplier

March 26th

Performance Managing the Sales Team

April 2nd

Merchandising Techniques

Keith Harford

1 Day

¤210

¤270

April 3rd

Creating a Selling

Terry Harmer

1 Day

¤210

¤270

Environment In-Store

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.

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January/February 2019

Business Support In Partnership with

ROS Retail on rejuvenation Redmond O’Sullivan of ROS Retail Services explains how to prepare your store for a re-vamp , the “nuts and bolts” of how the process works from moving shelves to keeping the business open while doing the work.

Organisation and layout in hardware stores is necessary.

Attractive displays and well merchandised shelving allow customers to find what they need quickly, and it also ensures that they’re likely to return in the future. Just like any building, hardware stores and the spaces within require occasional updating to remain relevant and attractive to customers. With the right layout, shelving, and product displays, a business can expand its retail space without having to move location or invest in costly renovations.

Here are some tips that can help you revamp your store to bring in customers and boost your profits, while keeping your business open during the process:

Update your Lighting: Lighting is a crucial element in a modern store – it allows customers easily navigate through your store and allows them to adequately see your merchandise. Accent lighting can be used to highlight your display areas and task lighting used at counters. Consider updating to LED lightbulbs. Their long operating life and lower running costs will provide a return on investment and generate energy savings in the long term.

Consider your Flooring: When replacing your flooring, consider sustainability and durability of the chosen floor covering especially in high traffic areas. The retailer also needs to comply with his/her duties under the Safety, Health and Welfare at Work Act 2005 to provide a safe working environment for employees, so choose materials with certified slip resistance. Replacing the flooring in your store can be completed with minimal disruption to your trading time. Our gondola moving system will enable you to move all your loaded shelving and display units, without the need to de-merchandise, move, restock and re-fit your shelves, saving you time and ultimately additional costs. This system could also be used to transform your entire store layout overnight to optimise space or prepare for seasonal stock changes.

January/February 2019

Redmond O’Sullivan, ROS Retail Services

Shelving is key: Shelving is the most important aspect of an organised store.

Take stock of what shelving you actually have on the shop floor and stored in the stock rooms. You could be surprised how much shelving you actually have lying around. If on a tight budget, simply purchasing new shelving for gondola ends and replacing data strips will give the impression of upgraded displays. Evaluate the shelving heights on the shop floor – select a preferred “top-shelf” height, and replicate this throughout the store, where possible. This will give clean lines and uniformity to your retail space. Prioritise mid-height shelving -the probability of sales increases when your product is located in direct customer sight-lines. When re-merchandising, minimise the “gaps” between the products and shelf positioning – you can’t sell fresh air!

Décor and Design: Repainting your store, can be a great way to brighten your retail space and highlight your store’s image and brand. Changing your décor on a regular basis also attracts customers, and showcases your products and display areas.

Another very important part of your revamp is your signage.

Customers prefer a store that is easy to navigate. Overhead directional signage could be used to achieve this. Don’t ignore the exterior of your store – well-designed exterior signage, lighting and window displays will attract new customers. A deep clean of your store, including windows, shelving and flooring is a cost effective way to give your retail space a fresh new appearance, that customers will notice.

With so much competition in the hardware industry, it’s key to keep your store attractive to customers and well designed.

The longer you neglect your store’s appearance, the quicker it appears dated. To minimise disruption to your business, consider outsourcing your revamp to relevant companies, and discuss your revamp requirements with your hardware buying group and suppliers, as supports may be available.

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Business Support In Partnership with

The New Employment (Miscellaneous Provisions) Bill 2017 Aoife Walsh of TSA Consultants gives The Hardware Journal readers a briefing on the latest changes to the Employment Bill set to come into place in March 2019.

The new Employment (Miscellaneous Provisions) Bill 2017, when introduced, will affect many employers, particularly those in the retail, tourism, hospitality, fast food and catering sectors who may have a requirement for flexible general operative style roles in their team.

In December 2018 it was confirmed that the provisions of the bill would indeed become law as of March 1st 2019.

Unions are lauding the new legislation, employers claim it is draconian and criminalises employers. Lawyers, depending on which ones you listen to, claim there are loopholes that unscrupulous employers can exploit which renders aspects of the legislation pointless.

Terms and Conditions Within five days of commencement, the new bill imposes new obligations on the employer to present certain terms and conditions of employment to a new employee within 5 days of their commencement with possible penalisations of up to ¤5000 in fines or imprisonment of up to 12 months for employers who do not comply. Put simply, if you forget to give a new starter certain written terms of employment within five days you could be prosecuted as a criminal over it.

The statement of terms will be required to contain; • The full name of employer and employee.

• Address of employer.

• Expected duration of the contract if applicable.

• The rate of pay, pay reference period and method of calculation.

• The number of hours which the employer reasonably expects the employee to work – per normal working day and per normal working week.

Currently, the employer has eight weeks under employment legislation to give an expanded statement of terms and conditions, or contract of employment. Obviously, employers are going to have to find a fool-proof system of ensuring they meet this five-day deadline from March 1st 2019.

Banded Hours This legislation also introduces the implementation of banded hours contracts, which will reflect the average hours actually worked over a ‘reference period’ of 12 months. Irrespective of what an employer’s contract says with regard to an employee’s hours, their custom and practice over the most recent 12 months can supersede this and an employee can claim to be placed in the relevant one of eight different bands of weekly guaranteed hours (e.g. 3-6, 6-11, 11-16, etc). Employers and Managers who prepare rosters will have to be made aware of this to ensure they are comfortable with the roster they are providing and the downstream consequences of same.

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Aoife Walsh TSA Consultants

Zero Hour Contracts Zero-hour contracts will be prohibited except for genuine casual work, emergencies or short-term relief absence. Where an employee is required to be available for a certain number of hours each week, and, if and when the employer requires the employee to be available, the hours shall be greater than zero.

If an employee on a zero-hour contract is not requested by the employer to work the contracted hours within any given week, they are entitled to pay from the employer of either 15 hours or 25% of the hours stated on the contract, whichever is the lesser.

The employee will be entitled to a minimum payment of three times the national minimum hourly rate of pay as stated by the National Minimum Wage Act unless the employee is put on a period of layoff or the employee themselves are not available due to sickness/injury leave.

Further protection The new legislation proposes that employees will have protection against penalisation from an employer if they are found to have; invoked their rights as an employee, having in good faith opposed by lawful means an act that is unlawful, give evidence in any proceedings or give notice to do any of the above. This amendment does not apply to the Protected Disclosures Act 2014. Penalisation in this amendment refers to; • The suspension, lay-off or dismissal, or threat of any of the previously mentioned, • Demotion or loss of opportunity for promotion.

• The transfer of duties, change of location of place of work, reduction in wages or change in working hours.

• Imposition or the administering of any discipline, reprimand or other penalty (including financial penalty, and coercion or intimidation.)

Commentary This is a new piece of employment legislation that is going to have a real impact on many employers. This will be particularly true if employers do not proactively seek advice and consider the content of the law and make subtle changes to their day to day HR management to minimise the likely effects.

This will not have the same fanfare that GDPR did in 2018, but for small and medium Irish employers, this legislation has the potential to criminalise them for quite simple HR housekeeping failings and this is a cause for concern especially in a period where Brexit and other political factors are distracting in other ways.

If HAI members have any queries on this legislation, or indeed any aspects of their HR or Employment Law needs, please contact our office at any stage on 021 4634154.

January/February 2019

Business Support In Partnership with

Selling Your Business - can entrepreneur relief help reduce your tax bill?

Chartered Accountant Elaine Kiernan analyses the operation of Entrepreneur Relief and the tax benefits of the relief when selling your business.

With confidence being restored in the business economy in recent times, there is more appetite for business owners to consider exiting their business and more opportunity to implement this exit efficiently from a taxation perspective. The role of taxation is crucial in supporting entrepreneurs and taxation measures are key when making decisions to exit a business.

Entrepreneur Relief is a relief from Capital Gains Tax (CGT) which is available to individuals who dispose of qualifying business assets. While originally introduced by Finance (No. 2) Act 2013, it was fundamentally amended

by Finance Act 2015 and updated by subsequent Finance Acts. In its current form, the relief reduces the rate of CGT 33% to 10% in respect of disposals of qualifying assets on or after 1 January 2017 for gains of up to a lifetime limit of ¤1 million. Therefore, there is a maximum tax saving of ¤230,000.

Broadly, the relief is available to shares held by an individual in a trading company and assets owned by a sole trader which are used by them in their trade.

The relief also applies to goodwill, subject to certain restrictions.

As with all tax reliefs, there are a number of conditions to be satisfied for the relief to apply. In summary, the assets disposed of must be chargeable business assets which an individual has owned for a continuous period of three years in the five years immediately prior to the disposal of those assets. A 5% ownership requirement is necessary where the individual is disposing of shares in a company.

In addition, proof of active engagement with the company must be shown. Specifically, the individual is required to have spent not less than 50% of his or her time in the service of the company in a managerial or technical capacity and must have has served in that capacity for a continuous period of three years in the five years immediately prior to the disposal of the assets.

Shares, securities or other assets held as investments, the holding of development land, the development or letting of land and assets owned personally outside the company will not qualify for the relief.

While the relief is restricted in certain respects, there are a number of positives to the relief which should be

January/February 2019

Elaine Kiernan, BCA

highlighted. There is no territorial limit on the relief and it can therefore apply to qualifying assets held outside of Ireland.

Any period during which an individual owned shares or was a director or employee of a company that was eligible for CGT restructuring relief can be included for the purpose of determining if the three-year ownership and director or employee requirements are met.

Subject to meeting the relevant conditions, the relief can also apply to a company buyback of shares, company liquidations and partnership assets.

Entrepreneur Relief and Retirement Relief can apply simultaneously to the same transaction where the individual making the disposal is aged 55 or over. Detailed consideration of the technical interaction between both reliefs should be reviewed in advance of entering a transaction to sell your business.

While this relief is a welcome addition to the tax laws of Ireland, it is hoped that the relief will become more closely aligned with the UK regime where the lifetime cap is currently ÂŁ10 million. The attractiveness of entrepreneur relief in Ireland is expected to increase in upcoming budgets and the introduction of any enhancements to the relief will be welcomed by individuals who are considering initiating an exit from their business in future years.

The importance of an exit strategy for an individual considering selling or winding up their business cannot be underestimated and particular regard should be had to the potential availability of Entrepreneur Relief which could substantially reduce the amount of tax payable on exit from the business.

Please consult your own financial / tax advisor in advance of entering any legally binding transaction to dispose of your business.

Elaine Kiernan Elaine Kiernan is a Chartered Accountant and a member of the Irish Tax Institute. Elaine specialises in personal taxes and succession planning.

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Business Support In Partnership with

The importance of having Liability Insurance Cover and prevention is better than cure.

John Bourke of NTI/Thompson explains the importance of Liability Insurance Cover to THJ readers.

Claim costs in Ireland are very high versus other jurisdictions in the EU, and a third party claim could cripple a business that does not have insurance cover. Even if a claim is not valid or needs to be defended, a business can still incur considerable costs.

Any business that employs staff, allows the public on to their premises or sells tangible products need the following cover; • Employers Liability • Public Liability • Products Liability I will go in to these areas individually.

1. Employers Liability The definition of an employee is very broad but basically any person working with the business is deemed to be employed by the insured under a contract of service or apprenticeship.

This includes volunteers, persons on work experience and even sub contractors and persons supplied by them.

The standard limit of indemnity for Employers Liability insurance is ¤13,000,000 any one incident and unlimited in any one period of insurance.

The standard form of Employers Liability policy charges a premium based on wages expenditure though some policies, known as package policies, include the cover automatically.

2. Public Liability This cover provides protection in respect of a legal liability incurred following injury to a third party and/or damage to their property. Most policies will factor in “work away” risks such as collection and delivery and additional services a retailer may provide such as the fitting of floor coverings or installation of electrical equipment.

An important extension of cover is the inclusion of wrongful arrest or defamation following an incorrect accusation of shoplifting or detention. This is quite a common occurrence and most insurers provide the cover automatically. Readers should check their policy and if cover is not provided, it should be requested. On occasions, third parties have staged what appears to be an act of larceny but when challenged have rid themselves of the item that had been taken, and they duly sue the shop proprietor.

It is very important to note that a customer should not be stopped, even if theft is suspected, until they have gone past the last point where they could pay i.e. they must be exiting the premises or be outside.

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JOHN BOURKE NTI/Thompson

3. Products Liability This cover is an extension of the Public Liability policy and provides indemnity in respect of legal liability incurred following injury to a third party and/or damage to their property arising out of a defect in goods sold or supplied. A perfect example would be a grocer selling stock that is beyond its sell by date which resulted in a third party being ill.

The limit of indemnity will be the same as the limit under the public liability section but, unlike public liability, is restricted to that amount in any one period of insurance.

In the case of HAI members, most items sold are proprietary and branded with no interference by the retailer. However, if a customer is injured using a defective item sold to him or her, the solicitor’s first port of call will be the retailer whose insurer will deal with the claim by defending it or by settling it and seeking recovery from the retailer’s suppliers.

That gives a brief overview of the liability insurance available, however, even with cover, prevention is better than cure and I list below some simple steps which can help present third party claims; • Comply with all health and safety legislation and regulations • Identify potential hazards both to members of the public and to staff and also identify controls and improvements that can be implemented to reduce risk • Ensure all employees are fully trained in the use of equipment related to their job • Provide manual handling training for all staff • Provide personal protective equipment • Check work areas and shop aisles for trip hazards such as discarded boxes, stock falling from shelves etc.

• Have a clear procedure in place for dealing with spillages • Keep all hazardous machinery away from unauthorised personnel and members of the public • Ensure stock on shelves is secure and that any items likely to cause injury are well out of the reach of children • Maintain flooring and floor coverings in good condition, thus reducing the likelihood of trips and falls. On wet days have mats at the door and well inside the premises to avoid people slipping because of wet shoes.

• Have staff aware of inherent dangers to themselves, their colleagues and members of the public and encourage them to take remedial action when they see an obstacle in an aisle, a wet floor or some other potential hazard.

Having liability insurance is vital for any business, but doing everything possible to avoid claims is very important.

Ensure you have adequate liability cover by contacting your insurer or broker and reflect on the work that is carried out at your business and ensure the cover you have is sufficient to meet your needs.

January/February 2019

COMMERCIAL FEATURE

Intro.

Paragraph

Garden & Outdoor During a build or just day-to-day, it’s easy for consumers to overlook the design and layout of their garden, either due to budgetary or time restrictions. It’s common for us all to forget that a garden can act as the show-piece of a home, or it can just as easily turn into an outdoor storage space and an eyesore with just a few months of neglect.

In our last edition of The Hardware Journal, we published a survey showing that 34% of those surveyed had planned Garden or Outdoor renovations in the coming year. This provides us with a promising outlook for the Garden and Outdoor market, which is good news for Irish service providers in this sector, as well as consumers, given the selection of products available to them.

The beauty of carrying out work on the garden area is that it can involve as much or as little effort as desired. From greenfingered gardening enthusiasts to exotic plant providers, home pavers to stone engravers or decking and patio specialists, there’s an endless supply of excellent Irish providers and products to fit the job at hand. If it’s a low-maintenance, modern, stone-based garden or a foliage-rich horticultural haven that customers desire, the pages of The Hardware Journal undoubtedly have the person or company for the job.

With the range of choice that’s now available to consumers across a wide spectrum of price-points in the Garden and

January/February 2019

Outdoor sector, it’s not difficult to see how the ‘paralysis of analysis’ can affect a customer’s decision-making process. In this part of our commercial features section, we will highlight some of the leading manufacturers and companies behind beautiful, attractive gardens and outdoor spaces to take the guesswork out of what’s best for your customers.

January/February 2019

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COMMERCIAL FEATURE

Ronseal guaranteed to get your garden spring ready Breathe life into the garden with Ronseal’s colourful Garden Paint Transform your garden with bright oranges, cool blues and golden yellows using Ronseal Garden Paint. With 24 shades to choose from, this versatile paint can be used on everything from wood, brick and terracotta to metal. Rainproof in just one hour, your outdoor space will be bursting with bold colour in no time.

Revive tired decking with Ronseal Decking Rescue Paint Have the winter months left your decking grey and tired? Don’t worry, it’s nothing that a lick of Ronseal Decking Rescue Paint can’t take care of. Restore your decking to its former glory with this easy to use product that allows you to fill and repair any small cracks, lock down splinters and cover tired grey wood. With a choice of ten

popular colours – including Willow, White Wash and English Oak - it gets the job done and is touch dry within just 90 minutes, leaving you plenty of time left for relaxing.

Freshen up the fence with Ronseal Fence Life Plus.

Ronseal’s Fence Life Plus makes treating all kinds of wooden surfaces a doddle. It can be applied to rough sawn or smooth and planed wood, making it an ideal choice for sheds, fences and everything in-between.

It’s perfect for the ever-changing weather too offering the ultimate, unbeatable protection against snow, rain, frost and sun. Application couldn’t be easier. Brush or spray on to dry or damp wood, adding two coats to rough surfaces or three to planed areas, for a smooth and even covering that will maintain its colour all year round.

Flogas Gaslight cylinders - the lighter way to enjoy your Garden BBQ Flogas Gaslight allows you to fire-up your barbecue in no time at all and the instant clean heat delivered by a Flogas Gaslight cylinder is as controllable as a gas hob. Wow your guests with an array of mouth-watering recipes cooked in a lot less time than with a charcoal BBQ! Whether it’s the finest cuts of meat, exotic homemade vegetarian kebabs or working with whatever is in your fridge, there’s no better way to experience the great outdoors than firing up your Flogas Gaslight powered BBQ for some alfresco dining with your friends and family.

The stylish and lightweight Flogas Gaslight cylinders are the smartest way to enjoy your spring and summer outdoor activities this year. Available in 5Kg and 10Kg sizes, not only are they about half the weight of the traditional steel cylinders, the semi-translucent exterior allows you to see exactly how much gas you have left. No more running out of gas when your local shop is closed.

Lightweight, portable and rustproof, Flogas Gaslight cylinders are as safe as steel and won’t leave rust marks on patios or decks.

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BBQ and Garden Parties Keep the party going - ‘never’ run out of gas with Flogas Gaslight’s visible gas level.

We all love to entertain but often outdoor parties end up indoors! A patio heater powered by Flogas Gaslight is a great way to keep the party outdoors even in Autumn. Lightweight and portable, Flogas Gaslight is the perfect choice for your outdoor heating appliances.

Call us anytime and discover how much Flogas can change your life for the better. Contact the Flogas Customer Service team on 041-9831041 or find your local stockist at www. flogas.ie/gaslight.

January/February 2019

COMMERCIAL FEATURE

It’s not just a garden…Love life in the outdoors Spring is knocking on the door and it’s time to get garden-ready.

The new improved Cuprinol Garden Shades formula now offers 6-year protection for not only wood but, terracotta, brick and stone as well.

Think about your garden as the fifth room - It’s not just a garden; it’s an extra room with four walls without a roof which is the perfect place to relax, socialise, work and play. Love your garden in the same way you love your interiors – treating your outside space as an extension of your home - as a fifth room.

Being garden ready for the good weather requires just a little inspiration and lick of paint.

With 90 colours available to be mixed in the Cuprinol Garden Shades range, there’s a perfect colour for everybody, so whether you like nature’s neutrals, like greens and blues, or natures bright colours like mango and pinks to add a pop of colour, you can get the perfect shade to enhance your garden.

New for 2019, we have 3 new ready mixed Garden Shades

colours; Cool Marble, Pebble Trail and Cornflower. These colours all feature hints of grey and blue undertones, which are proving very popular colours for gardens, adding a real sense of sophistication and elegance to outdoor spaces.

Expanding the colour offering even further, we also have 5 new colours being added to the Garden Shades colour mixing offering – Fresh Lilac, Alpine Emerald, Forest Violet, Tranquil Water and Nordic Tide.

The Future for Scotts is Evergreen!

Much more than just a name change, the transformation of Scotts into Evergreen Garden Care is the big news for the garden industry.

With ambitious plans for growth in all areas of the business, including some exciting new products, Evergreen Garden Care is a company very much on a mission. Boasting an enviable portfolio of some of the garden industry’s best loved and most powerful brands such as Miracle-Gro®, Tomorite, Evergreen, Roseclear, Weedol and Roundup®.

Evergreen Garden Care’s new managing director, Mark Portman, has big plans for the brands. “This is not only an exciting moment but a pivotal one in the history of Evergreen Garden Care,” commented Mark. “We have great people, fantastic consumer brands and untapped potential to change the face of the garden care category. I am looking forward to working with customers to develop joint strategies and drive category growth within their business.”

One of the most interesting results of the creation of Evergreen Garden Care is the merger of Evergreen®, the market leader in lawn fertiliser, with the powerful Miracle-Gro® brand. The move combines the forces of two of the most trusted and instantly recognisable brands on the market and promises to set the new industry standard for lawn treatment and lawn seeds.

There are developments being made to the Roundup® portfolio of products too, with a new no glyphosate* product range set to launch later this year. Roundup® Speed Ultra still has the benefits of being tough on weeds, and delivers

January/February 2019

visible results within one hour of application, allowing replanting next day. Whilst continuing to support its extensive range of highly effective glyphosate products, Evergreen Garden Care believes that Roundup® Speed Ultra is a direct result of the need to diversify its weed-killer offering, providing a wider choice for both retailers and consumers alike.

Whelehan Gardening will continue their long and successful relationship with Evergreen Garden Care to distribute their products in the Irish market and look forward to growing the business further in 2019.

Contact Whelehan Gardening at 01 4688 900; Email orders to: orders@tpwhelehan.ie. For more product information visit www.lovethegarden.com.

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COMMERCIAL FEATURE

Construction Timber The EU Timber Regulation Illegal logging The EU Timber Regulation plays an important role in the fight against illegal logging. Illegal logging is a global problem with damaging consequences economically, environmentally and socially. Deforestation, climate change, land conflicts and corruption are among its associated impacts.

The Regulation has been in force since March 2013 and is implemented throughout the EU. The Department of Agriculture, Food and the Marine plays an important role in tackling global illegal logging through its application of the EU Timber Regulation (given effect in Ireland by Statutory Instrument No. 316 of 2014).

The EU market The purpose of the EU Timber Regulation (or EUTR as it is also known) is to ensure that only legal timber and timber products are placed on the EU market. Operators in Ireland who place such products on the market for the first time (whether from domestic or international sources) are required to comply with the Regulation. Traders who sell or buy timber or timber products commercially within the EU are also subject to some EUTR requirements.

The EU Timber Regulation places the obligation of ensuring product legality upon the ‘Operator’. Operators are individuals or entities who are first placers of timber and timber products on the Irish or EU market. Companies and individuals who import such products from outside the EU into Ireland for commercial purposes have specific obligations in relation to due diligence and placing of products on the market.

Product scope The product range covered by the EUTR is extensive and covers almost all timber and timber products (including paper

46

products). There are a small number of exceptions including recycled products and printed papers.

Examples of products to which the Regulation applies include: furniture, flooring, pulp and paper, sawn wood, wood in the rough, fuel wood, particle board, veneers, plywood, builders’ joinery, and soft furnishings which contain timber such as wooden frames etc.

Due diligence Particularly noteworthy is the requirement that Operators must make use of a robust Due Diligence System to ensure that the timber product is legal, based on the laws of the country of harvest. It is an offence for Operators to fail to make use of such a Due Diligence System. In addition, placing timber that is not legal on the EU market is prohibited. Authorised Officers of the Department of Agriculture, Food and the Marine carry out EUTR-compliance checks on Operators and Traders in Ireland.

If your business is involved in importing or first placing product on the Irish market which contains a timber element/ component then it is likely that the EUTR and its Due Diligence requirements apply to you. Operators and Traders have obligations to undertake in order to be EUTR compliant and to avoid the sanctions which are provided for under Statutory Instrument No 316 of 2014.

Further information is available from EUTR@agriculture.gov.ie and from the websites of the Department of Agriculture, Food and the Marine and the European Commission. http://www.agriculture.gov.ie/forestservice/eutrflegt/ http://ec.europa.eu/environment/forests/timber_ regulation.htm http://www.irishstatutebook.ie January/February 2019

COMMERCIAL FEATURE

How sustainable is that timber?

– William Merivale, National Secretary, PEFC Ireland Wood is one of the most remarkable and versatile materials in the world, and unlike most industrial raw materials, it is potentially infinitely renewable. Provided it is sourced from sustainably managed forests it has a minimal carbon footprint, and when used in construction, its thermal insulation properties result in buildings with a very low-energy demand. Today, recent developments in engineered timber allow even large scale and high-rise projects to be built entirely of wood rather than concrete and steel, with significant and measurable benefits to the lives of those who live and work in them. Wood is the concrete of the future.

Forests are of course, essential for the health of the planet, playing a crucial role in mitigating climate change and providing vital ecosystem services. Growing trees sequesters carbon, and that carbon is locked up for the lifetime of the products we make. But in a world where deforestation and the illegal timber trade continue to represent some of the great challenges of our time, how can we be sure that those products we consume are not adding to the problem?

A new trade association for the forestry and timber industries, Forest Industries Ireland (FII), sees recent launch FII is a new business sector within Ibec, the national business organisation. The new association has 22 member companies from across the island of Ireland, which comprise the full span of the forestry supply chain. Currently, forest cover’s 11% of Ireland land area, 49% of which is privately owned The forest sector currently supports 12,000 rural jobs that are spread throughout every region of the country.

“FII is placing timber and forestry at the heart of Ireland’s rural economy. With a combined turnover of over ¤800 million, the industry is a major player in the rural and national economies,” Brian Murphy, the inaugural chairperson of FII and CEO of Enniskillen-based timber processor Balcas, said.

January/February 2019

The answer lies in forest certification and there are two internationally recognised certification systems, the Forest Stewardship Council (FSC) and the Programme for the Endorsement of Forest Certification (PEFC), that provide assurances of responsible practices in the forest and, through chain of custody certification, the means to track the flow of wood throughout the supply chain from certified forest to final product. Certificates are awarded independently by accredited certification bodies and the audit process includes the required checks to ensure due diligence has been exercised.

As the world’s largest forest certification system, PEFC is at the forefront of ensuring that the wood products we buy have been sustainably produced and our message is that wood is good. We should all use more wood, not less, provided it has been certified.

For more details and to learn about how to obtain chain of custody certification contact PEFC Ireland at www.pefc.ie or email william@pefc.ie FII is predicting major growth in the coming years. It estimates a doubling of the industry’s turnover to ¤1.6 billion by 2035. It also expects the creation of an additional 6,000 rural jobs on top of the 12,000 already in the industry. It also predicts that timber output from Irish forests is set to double between now and 2035, which will double industry output.

Brexit worries 83% of Ireland’s forest product exports are destined for the UK. Speaking today, Murphy said that “Brexit is a source of anxiety because the important part of trade is that we continue to move products smoothly across borders”. However, in a statement announcing the launch of FII, Murphy said that they are “confident that the industry will prosper in the long-term, even with Brexit”.

Coillte CEO Fergal Leamy added that from the company’s perspective, they “would be concerned about Brexit”.

“However, we’ve been working on this now for two years in terms of preparedness. We have taken steps in terms of taking warehouse space in the UK,” Leamy added.

We’re very well prepared as an industry. I think we’ve put an awful lot of effort into this.

Generally speaking, preparations are being made at British, Irish and European level for a no-deal Brexit, in case an agreement is not reached ahead of the official withdrawal date of 29 March.

Source: TheJournal.ie

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COMMERCIAL FEATURE

ECC Timber Products Suppliers of quality timber products to Construction, Fencing and Packaging Markets.

ECC Timber, which is based in Co. Galway, is one of Irelands leading suppliers of quality timber products for the Construction, Fencing and Packaging markets in Ireland and the UK. ECC was established in 1992

by PJ Fahy, and has proven to be one of the most progressive businesses in the timber industry, growing annual production volumes from 20,000m3 in 1992 to over 500,000m3 today.

ECC’s focus on customer requirements, continuous improvement and investment in the future has seen the Fahy family push forwards with ambitious plans and a 5-year capital investment program, which is currently in its second year.

ECC Timber products recently announced the commissioning of a new state-of-the-art 8.5MW biomass boiler. Commenting on future plans, Managing Director Daryl Fahy said that “satisfying the increasing requirements of our customers will continue to drive our capital programs in terms of plant, equipment and personnel. Our team is ready to build on our good name for quality products and service”.

To ensure the needs of the market and our customers, ECC prides itself on being at the forefront of new product development and innovation. With the highly successful launch of their 15-year warrantied UC4 fencing range in 2016, ECC has further increased their product range with the introduction of Canadian Lumber Standard (CLS), innovative T&G, and an extended range of fencing products.

Currently ECC Timber Products are the only Irish saw mill possessing both FSC and PEFC certification, catering for their customers Chain of Custody demands.

Managing customer expectations is vital to the company’s success, and this is driven by their sales team, which is led by John Diskin in Ireland and Martin Oxley in the UK. Commenting on the product range, Martin Oxley said “By adding to our construction and fencing product portfolio, it has further enhanced our position as a key supplier to the UK market and everything being produced at the one site enables us to successfully offer a one-stop-shop service to our customer base.”

With increased activity levels evident on the domestic market in Ireland, John Diskin said “ECC`s commitment to service, quality and innovation has led to us becoming one of the largest suppliers of Construction, Fencing and Pallet materials in Ireland and the UK”.

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January/February 2019

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