The Hardware Journal November/December 2022

FEEL THE MAGIC OF NATURE

Wild Wonder is a glowing upbeat shade that celebrates and reflects the magic of nature. Around it, we’ve created four easy-to-use colour palettes, so you and your customers can refresh your living spaces in any way you choose.

As we say farewell to 2022, according to the latest buzzword in business we are in a VUCA environment – volatile, uncertain, complex, and ambiguous. So, what’s new? Over the last few years we have weathered Brexit and this year we saw Covid receding into (hopefully) the rearview mirror. In some respects we are almost getting used to this permacrisis. However, it still impacts, and we are facing into many headwinds. And, you always have to be wary of predictions - this time last year few would have predicted a major conflict in Europe with energy used as a weapon of war. One manufacturing member that I spoke to has five scenarios for his 2023 budget.

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Most forecasts say that Ireland is in a good economic position to weather these headwinds nonetheless it will be challenging. The Central Bank are forecasting economic growth of 0.5% - so practically no movement.

In August unemployment was at 4.3% - usually economists define full employment as 5%. And savings are at an all-time high. However, consumer confidence is dented by inflation. Our market research partner Behaviour & Attitudes believe that what is undermining confidence in particular is grocery inflation – at 13% in November.

According to the Business Index the value of our market is up 13% for the first six months compared with 2021. Quarter Two is however only showing an increase of 3% - when inflation is taken into account in all likelihood most market sectors have declined compared to last year.

New build homes – housing estates, apartments, and self-build one-off homes account for 40% of the value our marketplace. While demand for newly-build homes remains high and continues to grow, targets will not be met. A combination of inflation in construction costs, general inflation, scarcity of skilled trades professionals and an increase in mortgage rates has pushed prices beyond what many buyers, in particular first-time buyers can afford.

Residential building is slowing and looks set to be slow for at least the first half of 2023. Frustratingly for many first-time buyers the monthly repayments on a mortgage, even at a higher interest rate would still be less than rent.

There is money for housing. For once. We are now in the bizarre situation of local authorities handing back unspent money earmarked for housing to central government.

While the housing situation is complex, there is a choice. During the summer in our pre-Budget Submission – Empty Homes: Unlocking the Opportunity - HAI put forward detailed proposals to help the housing sector. It is a very clear-eyed understanding of

what is required. A number of these proposals have been adopted - there is now a ¤30k grant for a vacant home and a ¤50k grant for a derelict home. As new build is highly unlikely to deliver the required number of homes a switch of focus to a multipronged strategy on housing –one that includes targets for empty homes is required. Now is the time for this. As well as housing people it brings life back to our cities, towns and villages and will be a major step forward in helping to reach our residential energy retrofitting goals. In 2023 HAI will lobby hard to get more of our proposals accepted.

In April this year, after a few false starts we had The Hardware Show, which was a major success. Our training courses were very well attended and The Certificate in Hardware Retail and Merchanting saw its first crop of students graduate and it is now in its second year. HAI are delighted to have the sponsorship of Octabuild which underlines the commitment of Octabuild members to the sector.

By year end 2022 we will have welcomed 20+ new Members and Corporate Partners to HAI.

We also had a successful Study Tour of Belgium and the Netherlands which is featured in this issue. We will plan another Study Tour in 2023.

Also, in this issue we feature the Homevalue and Octabuild Awards and profiles of Haldane Fisher and Soudal.

As we go to press the nomination process is underway to fill two vacancies on the board of HAI. At the turn of the year, we will see the end of Michael O’Donohoe’s Presidency and the beginning of Paul Candon’s. There will be more coverage of this in our January/ February edition. For now, HAI would like to thank Michael for his leadership and dedication and congratulate Paul and wish him luck in his tenure.

I would like to take this opportunity to wish each of you a successful winter and Christmas Trading period and to thank you for your support throughout 2022.

Martin Markey Chief Executive Officer - HAI

contents

FRONT COVER: Winners Celebrated.

Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin, D24 C796 t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc

Published by: Hardware Association Ireland

Editor: Jim Copeland, editor@hardwareassociation.ie

Editorial/Feature Contributor: Aoife Kinsella, Aoife@hardwareassociation.ie

Advertising Manager: Jim Copeland, jim@hardwareassociation.ie

Design and Production: Stephen Broad, ConceptRoom, stephen@conceptroom.co.uk

Printers: GPS Colour Graphics Ltd, Belfast.

Distribution: MMS Mailing Services, Dublin.

ADVERTISING ENQUIRIES:

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

© 2022 All editorial contents and all advertisments prepared by the publishers and Hardware Association Ireland HAI can accept no responsibility for the accuracy of contributors’ articles or statements appearing in this publication and any view or opinions expressed are not necessarily those of HAI, save where indicated. No responsibility for loss or distress occasioned to any person acting or refraining from acting as a result of the material in this publication can be accepted by HAI, authors, contributors, editor or publishers. The publication of advertisements does not constitute any endorsement by HAI, authors, contributors, editor or publishers of the products advertised. Readers should take specific advice when dealing with specific situations.

Brooks Group acquires Kildare Builders Providers.

United Hardware host ‘United in Excellence Awards’ 2022.

Chadwicks Group launches new website.

Haldane Fisher tops in first all-island Octabuild awards for builders merchants.

Frank Casey, South Coast Sales – An Appreciation.

Portwest acquires Westaro in multi-million Euro deal.

Imagination meets innovation in MEDITE MDF.

will rebrand to Unilin in early 2023.

hardware MD winner at Businesswoman of the Year Awards.

from Home 2’ campaign sequel another huge success.

launches Spira Pell condensing wood pellet boiler.

HAI STUDY TOUR A detailed look at HAI’s recent study tour to Belgium and The Netherlands. 48 UK RETAILING: STEVE COLLINGE Steve Collinge looks at how the latest UK consumer trends are suggesting good news for the trade for 2023. 50 LOCAL RETAILING IN THE USA Gina Schaefer, co-owner of ‘A Few Cool Hardware Stores’ details the importance of an exit strategy for any business.

52 A VIEW FROM EUROPE Regular contributor Thierry Coeman explores the future of eCommerce in Europe, while looking at the latest online challenges and opportunities for SMEs.

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STORE PROFILE: HALDANE FISHER

CORPORATE PARTNER WEBINARS Earlier this year HAI Corporate Partners presented a series of business support to HAI members. 54 2022 TRAINING ROUND-UP A look back at HAI’s bumper-packed schedule of training activities in 2022. 55 SPRING 2023 TRAINING HAI launches its Spring 2023 training schedule for hardware retailers, builders merchants and suppliers. 56 CAREERS IN HARDWARE A look at HAI’s latest activities in promoting career opportunities in the hardware industry, including attendance at careers fairs nationwide. 57 HAI CERTIFICATE IN HARDWARE RETAIL AND MERCHANTING As 2022 comes to an end, the second Certificate in Hardware Retail and Merchanting reaches its half-way point.

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NOVATEL Niamh Cullen-O’Reilly from Novatel explains how their telecommunications services can help make digital communications faster, easier and more reliable.

DIGI SYSTEMS Colin Downey explains how their Electronic Shelf Labels (ESL) provide a time-saving and efficient solution to price changes.

60 THE DEMAND RESPONSE ASSOCIATION Siobhán McHugh informs us how large energy users provide flexibility to help decarbonise the grid.

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2022 has been a golden year for Haldane Fisher, winner of multiple accolades including the prestigious Octabuild Award for Excellence at the first all-island awards.

SUPPLIER PROFILE: SOUDAL IRELAND

The Hardware Journal speaks to Managing Director, David Farrell, about how the company has grown from strength to strength each year.

General purpose tools are the most frequently utilised around the globe. 73 FASTENERS AND FIXINGS

The latest news and trends in the fasteners and fixings sector.

DULUX COLOUR OF THE YEAR 2023

- WILD WONDER™

Introducing Dulux Colour of the Year 2023 ‘Wild Wonder’. A glowing, upbeat tone that celebrates and reflects awe inspiring nature. Wild Wonder brings energy, positivity and connection with the natural world into our customer`s living spaces.

With the natural world in its rightful place at the top of the global agenda, Dulux has put nature at the heart of its story. The earth is the source of everything, bringing us solace, inspiration, and a myriad of blueprints for living. The 2023 colour story is about helping people capture the magic of nature.

Dulux Colour Consultant Jane Witter describes the new 2023 colour, ”Nature is the source of everything in our lives and re-evaluating our relationship with the natural world. The name Wild Wonder lends itself to creative expression, the endless possibilities that designing a home and choosing colours presents the inner creative in all of us. Wild Wonder is a positive, natural tone that, by connecting us with the natural world, can help us feel better in our homes. And our lives.” Wild Wonder is at the heart of four new colour stories, so your customers can refresh their living spaces in any way they

choose. For further information please visit www.dulux.ie/ en/dulux-colour-of-the-year-2023

BROOKS GROUP ACQUIRES KILDARE BUILDERS PROVIDERS

Brooks Group has announced the acquisition of Kildare Builders Providers Ltd in Kildare Town. The acquisition brings the Brooks Group network of outlets to nine in seven counties across three provinces. The company, which is one of the leading timber and builders’ merchants in the country, expects turnover to exceed ¤125 million in 2022 and plans to expand further in the next few years, both organically and by acquisition.

Brooks Group has been an institution in the Irish construction industry since its inception in the late 1700’s. It returned to Irish ownership in 2021 when it was purchased by Murdock Builders Merchants.

Brooks Group has grown by developing a product offering in harmony with customer needs and by acquiring businesses that share this customer-focused approach. Brooks Group employs 195 people and already has eight branches in Ireland, including three in Dublin (Bluebell, Glasnevin & Sandyford), one in Wicklow (Bray), one in Cork (Togher), one in Galway (Ballybrit), one in Sligo and one in the Midlands (Tullamore). Commenting on the acquisition, Eddie Kelly, Executive Chairperson of Brooks Group said: “Kildare Builders Providers Ltd is a well-known business in Kildare and surrounding areas since it was founded in 2006 by John Crofton. Together with

his team, John has built a fine business and we are delighted to welcome them to the Brooks Group.”

John Crofton, Founder and Managing Director of Kildare Builders Providers said: “Being part of the Brooks Group will enable us to offer our customers an even greater range of products, services and value.”

Pictured at the announcement of Brooks Group’s acquisition of Kildare Builders Providers are Eddie Kelly (Executive Chairperson – Brooks Group) and John Crofton (Managing Director - Kildare Builders Providers).

Designers and artists with broad imaginations, architects and specifiers across all of the nations, from wardrobes to beds our quality can’t be denied, one of our innovative products can even be used outside. Outdoor kitchens and games, a summerhouse withstands all kinds of weather all the year round.

Visit meditemakesitreal.com for more information. Dreamers welcome!

Through the heat of the summer into cold winter chill, still a half century later MEDITE makes it real.

Join the MEDITE MDF community online to receive the latest updates. Upload your project images to be entered into a prize draw. Sign up to receive a free gift.

UNITED HARDWARE HOST ‘UNITED IN EXCELLENCE AWARDS’ 2022 RECOGNISING EXCEPTIONAL STANDARDS IN THE SECTOR

Hardware and Builders’ Merchant store members of United Hardware from around the country have recently been honoured for achieving exceptional standards in retailing at the third ever ‘United in Excellence Awards’ ceremony, hosted by comedian Mario Rosenstock at the Slieve Russell Hotel, Golf and Country Club in Ballyconnell, Co. Cavan.

EEC Homevalue Balbriggan won the overall and highly coveted award, ‘United in Excellence Store of The Year 2022’, beating competition from over 160 other exceptional stores.

Paul Candon, Group CEO, United Hardware said: “The United in Excellence Awards recognise and celebrate best in class offerings, standards, and customer service across the industry. Our winning members have significantly raised the bar when it comes to excellence in retailing and have proven that they are some of the very best hardware stores in Ireland”.

“The awards come at a particularly interesting time for our sector as we emerge from the challenges posed by the COVID-19 pandemic and as we face into new challenges for the future. The awards present a timely milestone to reflect on our journey since our last awards, and to acknowledge the incredible efforts made by all stores and the hardware sector in responding to and supporting the communities in which they operate throughout the pandemic. Congratulations to all winners and to all who were nominated at this year’s event and thank you to our main sponsors on the night Dulux Paints, Irish Cement, Glennon Brothers, Calor Gas, Mannok, Kilsaran, Xtratherm, Grundfos, and silver sponsors Portwest, Milwaukee & Wavin”.

John Clare and Seamus Ennis, Directors at EEC Homevalue Balbriggan said: “We are delighted to be receiving the award on behalf of the whole team in recognition of all the hard work, dedication, and determination they have put in to ensuring that we continue to grow and meet the expectations of our customers”.

“Our store recently underwent a significant expansion following investment of ¤4m to ensure that EEC Homevalue customers can get everything they need all under one roof, from simple DIY products to full construction supplies and materials, we carry everything for every project. Furthermore, our knowledgeable and friendly staff make customers experiences with EEC Homevalue easy, pleasurable, and affordable, and we’re proud of the impact we can have in improving customer experiences and supporting them with any project, big or small.”

The event involved the presentation of 33 awards over various key business categories such as paint, customer service, light hardware & DIY, merchanting and best regional store. As part of the nomination process, every group member store across the entire network must comply with a strict set of criteria, to ensure that the highest possible standards are continuously upheld. This involves an assessment by Store Operations which also includes an independent mystery shopper audit by an external third party.

On the evening a cheque to the value of over ¤20,000 was presented to United Hardware’s chosen charity, The Peter McVerry Trust.

United in Excellence Store of The Year 2022 - EEC Homevalue. L-R; Paul Candon from United Hardware, Laura Clare, John Clare and Mairead Ennis from EEC Homevalue, Seamus O’Donoghue from Dulux Paints, Seamus Ennis from EEC Homevalue & Eoin McGettigan from United Hardware.

Munster winner: Martin Groome, Xtratherm with Michael O’Driscoll from Bandon Co-Op Homevalue.

Best Regional THE FULL LIST OF NATIONAL WINNERS: United in Excellence Store of The Year 2022 EEC Homevalue Best Regional Store in Munster Bandon Co-op Homevalue Kilbrogan Best Regional Store in Leinster EEC Homevalue Best Regional Store in Connacht P.J Kelly’s Homevalue Best Regional Store in Ulster Donegal Town Hardware Homevalue Best Garden Centre Kean’s Claremorris Guaranteed Irish Advocate of The Year Award Lambert’s Homevalue

Leinster winner: John Clare from EEC Homevalue, Martin Groome from Xtratherm & Seamus Ennis from EEC Homevalue. Best Digital Presence Smyth’s Homevalue Enniscorthy Best Merchanting Store Rooney’s Homevalue Best Customer Service Excellence Nioclas O’Conchubhair Homevalue Best Paint Store Smyth’s Homevalue Enniscorthy Best Light Hardware & DIY Store in Ireland EEC Homevalue Best Heating & Plumbing Store in Ireland Greenline Plumbing

: Martin Groome, Xtratherm with Steven Doherty,

Whittington & Martin McGowan from Donegal Town

Best Garden Centre winner: Alan Donohoe from Kilsaran with James Kean from Kean’s Claremorris.

Guaranteed Irish Advocate of The Year Award winner: Rowena Maher, Guaranteed Irish with Ray McGlynn from Lambert’s Homevalue.

Best Digital Presence: Liam McCaffrey from Mannok, with Betty & Dermot Kavanagh from Smyth’s Homevalue.

Best Merchanting Store overall winner: Mike Glennon from Glennon Brothers, Anne-Marie Rooney & Laura Cassidy from Rooney’s Homevalue.

Customer Service Excellence overall winner Ailish O’Connor, Dermot Hurley, Calor Gas & Nicholas O’Connor, Nioclas O’Conchubhair, Homevalue.

Best Paint Store overall winner: Betty Kavanagh, Seamus O’Donoghue from Dulux Paint & Dermot Kavanagh from Smyth’s Homevalue

Best Light Hardware & DIY Store overall winner: Mario Rosenstock, Host, Seamus Ennis, Declan Cathcart, Irish Cement & Laura Clare from EEC Homevalue.

Best Heating & Plumbing Store overall winner: Ray Purfield from Greenline Plumbing, Lisa Gall from Grundfos & Colm MacMahon from Greenline Plumbing.

BUSINESS INDEX Q2 2022 RESULTS

The YTD June 2022 year on year growth of 13% is in comparison to the lockdown impacted YTD June of 2021.

Inflation is also having a major impact on increasing turnovers.

The year-on-year increase peaks among Dublin and Urban members.

The Business Index is collecting and analysing data at category level.

If members would like to contribute and benefit from category data please contact Martin at 087 2226532

CHADWICKS GROUP LAUNCHES NEW WEBSITE

Chadwicks Group has recently announced the launch of its new retail website Chadwicks.ie. This announcement forms part of a ¤50m investment across the Group, which began in 2018 and includes the digital transformation of the business as well as an ongoing nationwide branch upgrade programme.

Chadwicks.ie features over 10,000 products and materials along with real-time stock information and a choice between one hour click-and-collect or next day delivery for core lines across its 37 branches nationwide.

Designed with its customers in mind, Chadwicks.ie will appeal to tradespeople and DIY enthusiasts, offering flexibility, convenience and the option to check stock while on a job - ultimately helping them save time. A recent survey of tradespeople by Chadwicks found that time pressure is a key pinch point for the trade with 87% wanting time saving solutions and products.

Commenting on the launch of the website, CEO of Chadwicks Group, Patrick Atkinson, said: “The launch of our website marks a significant day in our organisation and the wider construction sector. Traditionally, the construction industry has been slower than other sectors to embrace digital, but at Chadwicks Group we want to provide our

customers with a complete and frictionless purchasing experience across the Chadwicks Group. That’s why we are driving the adoption of digital throughout our organisation and putting significant investment in taking our business online and providing customers with an omnichannel experience.”

TACKLE IT WITH THOMPSON’S

Technical Services Chemist at Thompson’s, Chris Fletcher recommends some key waterproofing products to call upon this winter. As the harsh weather hits, there are some preventative measures worth suggesting to customers to protect their homes from damage, particularly those that live in areas susceptible to extreme weather. Thompson’s Water Seal, for example, uses a unique micro silicone emulsion to stop water penetration and freeze-thaw damage in brick, concrete and stone. It is most commonly used on buildings and other structures, such as low garden walls and especially on surfaces that are exposed to hard driving rain, which can cause damp and mould – and lead to significant structural damage if left untreated. You can recommend your customer to apply as follows, firstly use a stiff wire brush to remove any loose debris such as dust, moss and cement. Then, apply using a brush or roller. Use at full strength - do not dilute. If applying onto a wall, work in one metre sections from the bottom upwards and the whole wall should be treated, not just isolated areas. Once an area is fully saturated, move onto the next section and ensure the mortar lines are also coated. As soon as the first coat has soaked in, the second coat can be applied. Flat roofs are another area at risk of water penetration.

To guard against this, advise your customer to seek out flexible products that can move with the natural movement of the roof, such as Thompson’s 10 Year Roof Seal. Its combination of acrylic polymers, fillers and pigments outperforms most standard bitumen paint and the fast-acting formula is rainproof in just six hours.

Again, advise application as follows, give the surface a decent scrub with a stiff bristle brush to remove any dust or dirt - and repair any structural faults. Cut open any old felt blisters and make sure any ponding water is dry, before securing the felt with tacks. Fill any cracks and level any depressions in the roofing felt.

On cold, damp days drying and re-coat times will take longer, so for best results, use Thompson’s 10 Year Roof Seal on a dry day above 10C. Apply using a brush, roller or soft broom in long, smooth strokes. Then wait six hours before putting on a second coat.

When it comes to preventing rain damage, Thompson’s has the answer. For further details on the wide range of waterproofing products visit:

www.thompsonsweatherproofing.co.uk/waterproofing

Patrick Atkinson CEO of Chadwicks Group.

For over 40 years, Thompson’s has been paving the way when it comes to water-based waterproofing products – and was the first to develop water-based water seals. Advances in water-based technology mean the Thompson’s range of products can deliver the tough, long-lasting protection needed for a professional finish.

For more info visit thompsonsweatherproofing.co.uk

NEWRY COMPANY TOPS IN FIRST ALL-ISLAND AWARDS FOR BUILDERS MERCHANTS

Haldane Fisher Newry has won the overall Octabuild Award for Excellence 2022 at the first-ever all-island Octabuild Builders Merchant Excellence Awards. The company also won the Northern Ireland Regional Award. Other winners came from Dublin, Galway, Longford, Louth, Meath and Waterford. The Octabuild Builders Merchant Excellence Awards ceremony was held on Thursday 13th October at a gala event in the Round Room at the Mansion House in Dublin. It was attended by over 300 guests including shortlisted merchants and representatives of the builders merchant trade from across the country. The event was hosted by the eight Octabuild members, Dulux, Etex, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, Kingspan Insulation and Wavin

Guest of honour at the awards was Michael McGrath TD, Minister for Public Expenditure and Reform Congratulating all the winners the Minister said: “I would like to congratulate all the finalists and winners at this year’s awards, particularly Haldane Fisher Newry who won the overall Octabuild Award for Excellence 2022. This is the first year the awards were held on an all-island basis and I want to commend the organisers and Octabuild Chairperson, Ray Molyneaux, for such a great event. These are a unique set of awards designed to promote excellence within the Irish builders

merchants industry and highlight the importance of the industry to the wider construction and building sector.”

Since these prestigious awards were first introduced in 1986, this is the first year they have been held on an all-island basis. Previously awards were held in Ireland and Northern Ireland on alternate years.

This year builders merchants competed for four Regional Awards, five Individual Category Awards and a Rising Star Award, which acknowledged up-and-coming talent in the industry.

Octabuild Chairperson, Ray Molyneaux said: “It’s important for Octabuild that the Awards highlight to the building and construction industry the excellence of Irish builders merchants amidst its ever-changing landscape. Congratulations to all finalists and winners from all over the country who represented absolute excellence in the industry.”

In total eleven awards were presented at the awards ceremony as well as the Octabuild Lifetime Achievement Award, which was presented to Brian Wogan, Dunleer Hardware, Dunleer, Co Louth.

Chairperson, Ray Molyneaux with Octabuild Award for Excellence winner, Haldane Fisher, Newry. (l-r) Mark Nicholson, Chris Bagnall, Ray Molyneaux, Gary Cranney, Brian McCauley, Patrick Craven, Sean Cleary.

THE LIST OF WINNERS:

Octabuild Award for Excellence 2022: Haldane Fisher, Newry, Co Down

Northern Ireland Regional Award: Haldane Fisher, Newry, Co Down

Connacht/Donegal/Monaghan/Cavan Regional Award: Joyce’s Hardware & Home, Galway

Leinster Regional Award: Rooney’s Homevalue, Kells, Co Meath

Munster Regional Award: Morris Builders Providers Ltd, Waterford

Excellence in Business Management Award: Chadwicks Coolock Dublin

Excellence in Customer Service Award: Nioclás Ó Conchubhair Teo Homevalue, Connemara, Co Galway

Excellence in Sales & Marketing Award: Ganly’s Longford

Excellence in Sustainable Business Award: Brooks Timber & Building Supplies Ltd, Galway

Excellence in Community Outreach: Chadwicks Thomas Street, Dublin 8

Rising Star Award: Laura Cassidy, Rooney’s Homevalue, Kells, Co Meath

Octabuild Lifetime Achievement Award: Brian Wogan, Dunleer Hardware, Dunleer, Co Louth

November/December 2022

The Octabuild Lifetime Achievement Award was presented to Brian Wogan (l-r ) Michael O’Donohoe, President of Hardware Association Ireland, Ray Molyneaux, Octabuild Chairperson, Brian Wogan and guest of honour, Michael McGrath, TD, Minister for Public Expenditure and Reform.

Octabuild Chairperson, Ray Molyneaux with Rising Star winner, Laura Cassidy, Rooney’s Homevalue, Kells.

Octabuild chairperson, Ray Molyneaux presenting the Octabuild Connacht/ Donegal/Monaghan/Cavan Regional Award 2022 to Dearbhaile Joyce, Joyce’s Hardware & Home.

Pictured at The Octabuild Builders Merchant Excellence Awards 2022 is guest of honour, Michael McGrath, TD, Minister for Public Expenditure and Reform with Octabuild Chairperson, Ray Molyneaux and all nine Rising Star finalists (l-r) Simon Cummings, JP Corry Dromore, Patrick Burke, Joyce’s Hardware & Home, Anthony Smith, Haldane Fisher Portadown (Castle Street), Patrick Donlon, Brooks Timber & Building Supplies Ltd, Galway, Laura Cassidy, Rooney’s Homevalue, Kells, Matt Johnston, Murdock Builders Merchants Ltd Castlereagh, Maggie Dillon, JP Corry Robert Guy, Lee Dunne, Brooks Timber & Building Supplies Ltd, Bluebell and Mark Nicholson, Haldane Fisher Newry.

Octabuild chairperson, Ray Molyneaux presenting the Octabuild Leinster Regional Award 2022 to Brendan Rooney, Rooney’s Homevalue, Kells.

Octabuild chairperson, Ray Molyneaux presenting the Octabuild Munster Regional Award 2022 to Seamus Reynolds, Morris Builders Providers Ltd., Waterford.

Chairperson, Ray Molyneaux presenting the Octabuild Northern Ireland Regional Award 2022 to Gary Cranney, Haldane Fisher, Newry.

Octabuild Chairperson, Ray Molyneaux presenting the Octabuild Excellence in Business Management Award 2022 to Orla Griffith and Peter Caulfield, Chadwicks Coolock, Dublin 17.

Octabuild chairperson, Ray Molyneaux presenting the Octabuild Excellence in Customer Service Award 2022 to Nicholas O’Connor, Nioclás Ó Conchubhair Teo Homevalue Galway.

Octabuild chairperson, Ray Molyneaux presenting the Octabuild Excellence in Sales & Marketing Award 2022 to Brian Ganly, Ganly’s Longford.

Octabuild chairperson, Ray Molyneaux presenting the Octabuild Excellence in Sustainable Business Award 2022 to Liam Brady, Brooks Timber & Building Supplies Galway.

Octabuild chairperson, Ray Molyneaux presenting the Octabuild Excellence in Community Outreach Award 2022 to Mark Cleary, Chadwicks Thomas Street, Dublin 8.

FRANK CASEY, SOUTH COAST SALESAN APPRECIATION

Born in Millstreet, Co. Cork in 1946, Frank started his professional career as an electrican with Avonmore Electrical, winding motors and carrying out general electrical work all over the country. He moved to America for a number of years where he worked on building sites as an electrician before coming home to set up his first business in Limerick, selling and rewinding motors. He eventually settled back in Cork with his family. The business specialised in the installation and repair of water pumps.

Frank was always on the look out for products to supply to local hardware stores and co-ops. In 1990 he discovered a gap in the market for the supply of an effective plastic pipe fitting. After some research he found a suitable product made by Philmac in Australia and after making contact with them, a distribution agreement was established.

Frank and his wife Catherine set up South Coast Sales in 1990 to distribute the Philmac range. Initially the business was run from the garage at his home in Farran, Co Cork, the kitchen table being their office. Frank, along with his family, demonstrated regularly to farmers at agricultural shows nationwide. In 1992 South Coast Sales exhibited for the first time at The National Ploughing Championships in Carrigtwohill, Co Cork. From then and at every event since, Frank`s demonstrations behind his water tank displaying Philmac were so enthralling that he always had a crowd of spectators watching while he dazzled them with both his knowledge and wit.

Frank truly revolutionised water supply in farms in Ireland by introducing Philmac. The introduction of which meant, the farmer could carry out their own water supply maintenance rather than having to call in a Plumber. Philmac is now a go to water fitting choice for councils, builders, plumbers and farmers. Such was his knowledge of the water industry, Frank was invited to visit Australia on a number of occasions over the years to help with the development of new products. Over time new products and lines were added by South Coast

Elliott Burke, Executive General Manager of Philmac Australia with Derry Casey, Managing Director, South Coast Sales and Catherine Casey, wife of Frank Casey at the presentation of the portrait of Frank, at South Coast Sales Offices, Cork.

to their business. Since its foundation, they have moved three times to larger premises within the Doughcloyne Industrial Estate, Wilton Currently South Coast Sales employs 46 people and stocks over 2,500 product lines, in its new purpose built 40,000sq ft premises, which is a long way from its humble beginnings in the garage in Farran.

On Frank’s passing in late August 2021, Philmac contacted the Casey family saying they wanted to honour Frank`s contribution to the success of Philmac by offering to name one of their Adelaide meeting rooms after Frank. They also arranged to have a specially commissioned portrait of Frank.

Elliott Burke, the Executive General Manager of Philmac Australia, travelled to Ireland in September to visit the South Coast Sales stand at this year’s National Ploughing Championships and to present the completed portrait to Frank’s family.

Frank`s dedication to finding quality products and passion for providing the highest level of customer service has carried through from the early beginnings of South Coast Sales, and the entire team remains committed to continuing his legacy.

Hardware retailers and customers about how they have helped in a community. They are reviewed and selected by a team at Ace Hardware’s Corporate office. Ace discover Heartware stories in a number of other ways - from hearing about them from customers directly as well as through social media, local news coverage and Ace’s corporate field staff.

Given the season that’s in it, our colleagues in the USA, Ace Hardware, have a nice initiative going on for some time now. They believe everyone has a story to tell. Acts of amazing moments, where an individual or a community bond over shared strength and determination. These stories happen in big cities and small towns across America, each day. Even in hardware stores.

Heartware Stories are good news stories submitted by Ace

Ace encourage their retailers and customers to submit these stories by tagging them on Facebook, Twitter or Instagram using #HeartwareStories. Or by sending in a letter to their HQ. Ace Hardware has over 5,000 stores around the world with the majority of those stores independently owned and operated by local entrepreneurs in the USA.

You can view some of these heart-warming Heartware stories by visiting www.acehardware.com/heartwarestories Photos and videos can also be viewed searching

#HeartwareStories

PORTWEST ACQUIRES WESTARO IN MULTI MILLION EURO DEAL

Charles Hughes the Irish division of Portwest, the Mayo based international workwear clothing and personal protective equipment manufacturer has acquired Westaro Hosing Ltd, the Irish workwear and safety company in a multi-million-euro deal. The acquisition of Westaro is the first Irish investment of this type for Portwest.

Portwest is one of the fastest growing workwear companies in the world. Founded in Westport, Co. Mayo in 1904, the company is run by the Hughes family, headed up by brothers Cathal, Harry and Owen. Portwest currently employs over 4,500 people worldwide, has sales in over 130 countries, warehousing facilities in Ireland, UK, Poland, Dubai, Australia, and the USA and four fully owned factories in Asia and Africa.

Portwest Ireland CEO, Rachel Davoren commented, “We look forward to working with Vincent Kenny and the team at Westaro over the coming years, we are excited about expanding and enhancing our offering to our customer base in Ireland, especially working with great brands such as Flexothane and Dunlop with whom Westaro have a longestablished relationship. We will retain the talent from the company ensuring a smooth and seamless transition with both companies operating independently until 2024. We will also be looking to invest in Westaro’s offering in the form of

marketing and instore displays to build on the success they have achieved to date. It is an exciting time for customers of both brands as we seek to enhance the offering to customers in the Irish Market.”

TAKE YOUR CUSTOMER SERVICE OFFERING TO NEW HEIGHTS

Sales order processing plays a critical role in the customer satisfaction process. From the moment a customer places an order to the point where the goods are handed over or delivered, it should appear like a seamless process. However, much must occur behind the scenes to create that impression. Everything should happen quickly and efficiently, from placing the order to picking the inventory, sorting the items, and packing and delivering the goods. Every business that sources, stocks, services, or sells goods must get this right, or they risk losing customers and falling behind the curve. A business operation runs better if it integrates its core functions through one ERP (or business management) system. One such system means the business can take on a seamless and holistic approach rather than operating with each step in the process running independently. The latter approach can create errors, duplication of work, inefficiencies and much more. And the net result is reduced profit margins.

By contrast, the right software can make this entire sales process hassle-free. Moreover, an excellent industry-specific business management system - such as Kerridge Commercial

Systems’ ERP solution K8 - caters for the unique needs of the building supplies industry, helping them to streamline operations and improve customer service.

Here’s how a good order processing system can help your business:

transactions correctly

If you’d like to learn more about how the innovative solutions from KCS improve the sales process, visit www.kerridgecs.ie

(L-R) Cathal Hughes, Chairman, Portwest, Vincent Kenny, Director, Westaro, Rachel Davoren, Managing Director, Portwest Ireland and Owen Hughes, Director, Portwest.

There are many reasons why sustainable timber is a popular building material. As well as effectively capturing and storing carbon, being a naturally renewable material, and providing good insulation, timber is highly versatile. Timber is quick and easy to work with, allowing builders and fabricators to create imaginative projects and install them in the way the clients wish. MEDITE SMARTPLY has continuously developed innovative, versatile and sustainable products, which are suitable for bespoke creations, and showcase the company’s ethos; from its sustainably managed forests through to its commitment to creating products that contribute to healthier buildings. The versatile MEDITE MDF range has 11 different families of MDF products and over 400 possible specifications. Specialist MDF panels include MEDITE MR, a moisture resistant MDF panel designed for use in humid conditions, MEDITE TRICOYA EXTREME (MTX), a ground-breaking construction material guaranteed for 50 years above ground and 25 years below ground, and MEDITE OPTIMA – a new, premium, higher density moisture resistant MDF panel with superior finishing properties.

MEDITE MDF panels are created using finely milled pine and spruce, which are pressed together to make them flat and smooth without any inconsistencies. This achieves an even and uniform finish – perfect for flawless spray painting and veneering. It makes MDF panels a popular choice for interior fitouts, refurbishment, furniture, cabinetry and a multitude of other domestic and commercial applications.

The MDF range is FSC certified and is CARB phase 2 compliant. This gives fabricators and designers greater piece of mind when choosing more sustainable products for their designs and creations. The members only MEDITE MDF community site is a great source of inspiration demonstrating the endless possibilities of the MDF products. Those who join the exclusive community can share work, gain inspiration, and win prizes that will enable the user to build bigger and better with MDF.

Sign up and receive a free gift: www.meditemakesitreal.com To learn more about the full MEDITE MDF range visit: https://mdfosb.com/en

XTRATHERM WILL REBRAND TO UNILIN IN EARLY 2023

Xtratherm, a leading manufacturer of insulation products, has announced a new name for the company by adopting the UNILIN brand from early 2023. Already part of the Unilin Group since 2016, this change of name marks a pivotal step on the journey towards a more positive future for the benefit of the company’s extensive merchant customer base.

For over 30 years, Xtratherm has proudly served the Irish construction industry with an extensive range of insulation solutions backed up by a very strong technical support team. Upon announcing this latest development, Managing Director, Barry Rafferty commented: “It is my pleasure to introduce this evolution to Unilin Insulation in Ireland and the UK markets. This change of name to Unilin Insulation, already a leading brand in the European construction market, is one that will both reinforce our position within the industry and our offering to our customers.”

The Unilin Group forms part of the US stock-exchange listed company Mohawk Industries, a worldwide market leader in the construction sector.

In terms of the impact for customers, Barry commented ‘Our commitment to our merchant partners is stronger than ever, and by strengthening our position as Unilin Insulation, we will bolster

these alliances with increased security of supply, reinforcing our offering and further improving on our customer experiences. Our ethos of “More than Insulation” is shared across the Unilin brand and at every touchpoint of our business, our commitment to go beyond standard practice is further enhanced. We recognise the significant role our merchant partners will play in delivering this change of name to the market and our partnership approach will ensure they have our full support in implementing this change.’

The focus on sustainability - an integral part of the Xtratherm operation - is stronger than ever. Sustainability is a core focus across the Unilin Group and our change to Unilin Insulation allows the company to deliver more on innovation, investment, supply and operations in the collective effort to protect our planet. This commitment to sustainability is supported with core values of partnership, technical support and education which together will help carve out a robust future for the construction industry across the UK and Ireland.

For more information on Unilin Insulation, please visit www.unilininsulation.ie

GLENNON BROTHERS & WARRIORS FOR HUMANITY COME TOGETHER

Glennon Brothers are proud to support Warriors For Humanity who are on a mission to plant one million trees in East Africa. Longford GAA Captain Mickey Quinn has teamed up with Warriors For Humanity, Self Help Africa, and the GPA for the launch of the Plant For The Planet Games, which took place in Kenya from the 19th - 27th of November. The historic games are the brainchild of Warriors For Humanity founder and former Galway dual player Alan Kerins and will feature 50 male and female Inter-County Gaelic Games players from all four codes. The aim of Warriors For Humanity is the planting of one million trees to provide food, income, shelter, and tools for communities affected by climate change. It also aims for 31,250 tonnes of carbon to be removed. In addition to playing, the players planted trees and working closely with Self Help Africa and Brighter Communities Worldwide to help improve the environment Worldwide. Mickey Quinn and the 49 other participants took to the field for a challenge match at Nairobi Rugby Club, the first time an Inter-County game will be played in Kenya. The trip involved representatives of all GAA sports: Football, Hurling, Camogie, and Ladies’ Football.

Warriors For Humanity founder Alan Kerins said “It is incredible to have fifty Warriors For Humanity signed up, each one committing to raise funds in support of what is one of the biggest challenges of our lifetime, that of climate change. This campaign, from which some of the world’s most vulnerable

communities will benefit, will leave a lasting legacy in more ways than one, improving the quality of living both in the present day and for future generations.” Mike and Pat Glennon in supporting this very worthwhile initiative wished Mickey Quinn and the other Warriors for Humanity all the best in achieving their goal and thank them on behalf of everyone at Glennon Brothers for making the world a better place.

JD ROBERTS LAUNCHES REBRAND

JD Roberts Ltd. has unveiled its rebranding after more than three decades in the Irish construction industry.

JD Roberts imports one of the world’s oldest slates, Blue Diamond and Ultra Diamond Slates, which are predominantly used in the west of Ireland on residential projects due to their unique finish and durability in the harsh Irish climate.

The rebranding occurs at a pivotal moment in the company’s growth, which is now managed by the second generation of the Roberts family, brother and sister Jack Roberts, and Angelique O’Connell.

The rebranding is the first of its kind for this long-standing importer, which was founded more than 30 years ago. Adopting a research-based strategy, the rebranding began in early 2022, which included interviewing clients, partners, and suppliers as well as analysing user journeys to create a brand that would resonate with both existing and new customers.

As a result, the rebranding comprises three essential components. A new brand identity, image, and visual system. A new website and digital experience for JD Roberts customers. A new strategy for marketing the Blue Diamond and Ultra Diamond products to builder`s merchants and end users across Ireland.

“This has been an extraordinary internal effort, and I am confident that it will serve as a significant catalyst for change and also propel

us and our partners well beyond 2022. The rebrand is also a mark of our growth over the last 30 years and a new identity that we hope will resonate with people going forward, as much as the old one did because of the work of my father” added Jack Roberts, Managing Director.

Continuing Jack added “We have partnered with our suppliers for over 30 years and have developed long-lasting, secure relationships with them, which has resulted in the continued growth of our product. We hope to build on this and introduce new product lines in coming years to continue this success.”

To find out more about the rebrand visit www.jdrobertsltd.com

L-R. Pat Glennon, Joint Managing Director, Glennon Brothers, Mickey Quinn, Longford GAA Captain and Mike Glennon, Joint Managing Director, Glennon Brothers.

Jack Roberts, Managing Director, JD Roberts Ltd.

Thousands attend Men`s Sheds each week. Each has the ethos of ‘mutual respect, companionship and community.’ In Ballinteer, their key aims are encouragement, fellowship and actively combatting isolation. They have members from Ballinteer, Churchtown, Dundrum, Milltown, Knocklyon and Rathfarnham, all in the Rathdown area.

The new shed on Stonemasons Way in Ballinteer, has been up and running for a couple of months, supervised by Dun Laoghaire Rathdown County Council. Its cost, and those costs for security, fixtures, furniture, decor - including Irish Water for connection and supply, must be funded by the members themselves.

A full range of activities is underway - hobby work, group trips, exercise classes, entertainment, including songs and recitation events, are all in hand. Two new strong work benches have been set up for woodwork and metalwork projects. The Hardware and Building Merchants sector gave welcome support. Thanks especially go to BW Hardware, Brooks Group and Dulux Paints. Supporters are announced and recognised at meetings. Being seniors, they also want to pay back to society. Recently they raised ¤1,400 for their local Hospice. Their community outreach and charity activities include collecting for good causes, holding coffee mornings, and providing neighbourhood traffic

control during Marlay Park concerts and community events. Shed Member Jim Goulding - former Secretary General of Hardware Association Ireland - says “It is remarkable to watch a new member, once a stranger, become a valued friend over a period of weeks, as they get involved and share their lifetime of experiences.” Maturity and fellowship go hand in hand, he says, encouraging a broader perspective on, and acceptance of life.

PLUGGING IN TO GREENER POWER

When Combilift was established in 1998, the world was quite a different place. Only 9% of households had access to the internet for example, and in the world of industrial vehicles, diesel power was considered to offer the best performance in demanding working conditions. Times have changed, and the growing demand for electric powered vehicles and equipment has been fuelled by shifting public attitudes and more stringent legislation. This has put pressure on manufacturers and companies in a wide variety of industry sectors to look at switching to an electric fleet. Switching to electric power can bring benefits for the environment, your workforce, your neighbours and your balance sheet. This is now a more attractive option than it was previously and is down to improved battery performance and technology. This enables ever increasing lift capacities and longer run times per charge. The latest generation of electric trucks are also versatile and can work indoors and out, reducing the overall number of forklifts required and consequently the carbon footprint – as well as operational costs and outlay for insurance, maintenance and so on. So, what is good for the planet can also be good for your business. Talking of finances: the initial cost of an electric truck may be somewhat higher than a diesel model, but over a truck’s lifetime the total cost of ownership (TCO) can be better, especially with the sharp rise in the cost of diesel fuel since early 2022. An electric fleet obviously improves air quality on site and

reduces the potential risks that pollution can cause to employees, visitors and customers alike. Noise pollution is often an underestimated threat to human health, wildlife and environmental quality, and more and more companies are aiming to quieten down their operations by using electric trucks. As electric powered trucks do not have traditional combustion engines or hydraulic transmissions, there is no need to check and top up engine fluids or lubricants. This results in longer intervals between services, for cost savings as well as convenience. Combilift has also incorporated some innovative developments into the latest generation of its electric models, one of these being its unique Electronic Traction Control system which guarantees optimum truck performance in all weather conditions.

Combilift’s CEO and Co-Founder Martin McVicar: “We made our first electric C-Series multidirectional truck 18 years ago, and as we continue to expand our range of electric powered products, we now have electric power as an option in all truck models. In the last year alone, we added four new electric models to our portfolio, and more than 60% of the trucks that come off the production lines in Monaghan are now electric. More and more of our customers are opting for electric power in line with their commitment to sustainability.”

www.combilift.com

Lorraine Burnell MD of Joseph Murphy Ballina Ltd (JMBL) won in the National Employee Shining Star category at the annual Conference and Businesswoman of the Year Awards at Galway’s Salthill Hotel on Friday 7th October. A 300-strong audience attended the gala event which was hosted by Irish broadcaster and writer Mary Kennedy. A total of 350 applicants put their names forward for this year’s awards through 14 regional branches of Network Ireland. A hectic season of selection events across the country in recent months resulted in the selection of 71 finalists going forward to the event.

There were only eight category winners announced on the night and Lorraine Burnell of JMBL, representing the Mayo Branch was one of them; bringing home the “Employee Shining Star Award”. An amazing achievement and recognition of her hard work and dedication as a very successful Hardware Industry leader. Lorraine has displayed enormous leadership over the last couple of years as Managing Director of JMBL. The hardware distributor has enjoyed fantastic growth and successes over the past year, achieving AIBF All-Star Accreditation and with Lorraine also winning AIBF Mayo Business Woman of the Year 2022. JMBL operates from a purpose built 40,000 ft2 warehouse in Ballina and stock a vast portfolio of products ranges, listing over 4,500 products lines. Lorraine leads the way in innovation, continually developing new product ranges and own brands, such as MOY Agri, Moy Aquapro and many more.

MAYO HARDWARE MD WINNER AT BUSINESSWOMAN OF THE YEAR AWARDS MARKETPLACES - A DRIVING FORCE FOR GROWTH

Today’s consumers have come to expect multiple options for buying the same product – in store, on your e-Commerce website and on online marketplaces. If you’re not familiar with online marketplace selling, it’s where you can sell your goods and connect with customers on an e-Commerce platform such as Amazon, eBay, Shopify, ManoMano etc.

So, even if you already have a thriving online store, uploading your products to select e-Commerce marketplaces is an excellent way to expand your reach. And for businesses who don’t have a website, marketplaces offer an easy way to gain online visibility and an additional sales stream. However, juggling multiple marketplace portals, updating product information, and managing orders can quickly become a time-consuming obstacle to growth.

Find out more information and see the vast array of products available on www.josephmurphy.ie

So, while online marketplaces have emerged as a powerful means of increasing revenue and driving business development, the key to success is leveraging the right technologies to support the business model. Integration with your business management software is crucial. It will simplify and automate the flow of order, product and inventory data into and out of your marketplaces.

With Intact, they integrate with the Syncfinity Marketplace Management solution. It connects, integrates and synchronises data to and from your Intact system and marketplace channel(s) in real-time. Everything is managed within your Intact system, increasing accuracy, protecting your margin and enabling you to provide a superior customer service. To learn more about the Intact/Syncfinity integration, contact them on 042-933175 or visit www.intactsoftware.com

Lorraine Burnell, Managing Director at Joseph Murphy Ballina Ltd and Joanne Costello, McKenna Creative – Award Sponsor.

‘MOVIES FROM HOME 2’ CAMPAIGN SEQUEL ANOTHER HUGE SUCCESS

A follow-up to the hugely lucrative movie-themed marketing campaign from Keystone Lintels, a leading Ireland and UK manufacturer of steel lintels, is proving to be just as successful at delivering high-value sales for its merchant customers from local building projects, and over 70 of them have won fabulous prizes so far.

Keystone’s eye-catching and tongue-in-cheek ‘Movies from Home 2’ campaign, which launched in May 2022 and is running until March 2023, has a simple message for merchants: tell Keystone about live projects in your area and their sales team will help you to secure them. Like its predecessor, the campaign continues to win fans and supporters with many merchants securing new orders, boosting turnover and winning moviethemed prizes.

Merchants agreed that it is the focus on securing sales in partnership that has really paid dividends with Paul Roche of Chadwick`s Wexford saying: “The Movies from Home campaign is a great incentive to generate more sales and interaction between merchants and suppliers. We give the leads to Pat at Keystone and he chases them down. Not only that, you also win prizes, as I did myself and had a great night out at the cinema. Thanks Keystone and keep up the great work.”

Jack Crowley of Cork Builders Providers added: “The Movies from Home 2” campaign is a really good idea. Ring Keystone Lintels with leads and they take it from there, doing a really professional job. Our customers love dealing with the Keystone engineers and the fact you get to win nice prizes every month is a great incentive to send as many leads as possible.”

Chris Hemmington-Green, Sales Director, Keystone & IG Lintels said: “We are delighted that the “Movies from Home 2” campaign is proving to just as successful second time around with so many merchants winning sales and boosting their turnover. Once again it has demonstrated what we can all achieve when we foster a culture of working together. We look forward to more leads and more winners.”

For more information on the Movies from Home 2 and to share leads go to https://keystonelintels.com/movies/

INDOOR PLANTS ARE AT THE HELM OF HYGEIA’S NATURE SAFE RANGE FOR SPRING 2023

Nature Safe is a range of natural, organic and sustainable garden care products created and distributed by Galway based Hygeia. Launched in 2019, the range has a combination of plant and lawn feeds as well as natural pest repellants. The development team at Hygeia analysed the market and could see there was a demand for natural options for indoor plants, or rather the houseplant enthusiast.

“It makes perfect sense that consumers would want to use a natural feed for the plants in their homes, on plants that are so closely located to them, their family and their pets.” says John Byrne, CEO of Hygeia. Adapting to that market demand, Hygeia will be launching Nature Safe Indoor plant feed along with Nature Safe Indoor Orchid Feed in Spring 2023.

Both products come in a 250ml bottle format that you simply pump on to the base of the plant and add water. From a sustainability perspective they pack a punch. The bottles used are made with recycled plastic and the seaweed used in the Nature Safe range is hand harvested along the pristine Connemara coastline. Once harvested the extract is obtained by using the most natural cold press process with no heat or chemicals added. The range will be expanding even further next year, so keep an eye out. To learn more about the range and Hygeia, visit www.hygeia.ie or get in touch by emailing enquiries@hygeia.ie. You can also check them out on social media on Instagram @hygeia_ group and Facebook @HygeiaGroup.

Jack Crowley, Cork Builders Providers.

Paul Roche, Chadwick’s Wexford.

WAVIN ONLINE SHOP CUSTOMER BASE CONTINUES TO GROW

Declan Conlon - Sales Manager for Wavin Ireland says, “A welcome discount on the first order of 5% and a 1% ongoing discount is currently available for all stockists/branches registering on the platform. Additional features planned for the next update include the use of PDFs and the availability of stock indicators. Our expectation for 2023 is that even more merchants will be taking advantage of this online ordering facility.”

The Wavin Online Shop is only available for the merchant trade and the ranges offered are Soil & Waste, Plumbing, Rainwater, Sewer and Duct. Registering is easy via wavin.ie/webshop or by contacting their Wavin sales representative.

Wavin is supporting the Guaranteed Irish first climate action initiative

Wavin Ireland is supporting the Guaranteed Irish (GI) Forest project, which is a new biodiversity initiative that aims to encourage climate action engagement and increase biodiversity.

In addition to Wavin the project is also supported by other GI members Cedral (Etex Ireland), Homevalue, King Koil and Kingscourt Brick.

Since it went live earlier this year the Wavin Online Shop has continued to attract new customers among builders merchants. The Wavin online shopping experience also continues to further expand its customer service offering. Merchants using the service are finding that their ordering process is now more streamlined, more efficient and faster. Additional features added recently include the availability of CSV upload and order history.

Some of those merchants have spoken about the benefits the Wavin Online Shop brings to their businesses.

“Ordering via Wavin’s online shop ensures our orders are accurate, saves time over placing order via the phone and gives us enhanced order management. Signing up was easy and our Wavin sales representative was available to help.” Joe O’Reilly of Lambert Homevalue.

“The online shop allows us to quickly and easily order stock when we need it or check via the history our past orders. If we are not sure of a product code or just want to see what products are in a range - the browse catalogue function is extremely useful to find product photos, descriptions and other data.” Stephen Brenner from Morris’s Builders Providers. The CSV upload function allows us to seamlessly transfer orders from our system into the Wavin online shop. With the discount for online orders, this has quickly become our preferred ordering method.” Sharon O’Loughlin - Dublin Providers Ltd.

Declan Conlon, Sales Manager at Wavin Ireland, said, “As sustainability is at the heart of Wavin’s purpose, we are delighted to play our part in this transformational change. As a member of Guaranteed Irish, we have made a three-year commitment to the planting of the Guaranteed Irish Forest. This 14-hectare forest will be planted with native Irish trees and managed by Nature Trust - a new body established through Coillte and Forestry Partners.”

Declan Conlon, Sales Manager, Wavin Ireland (right) and Patrick Cantwell, Guaranteed Irish.

Despite the cost-of-living crisis, the Irish public is gearing up for a big Christmas this year, with a third planning more family gatherings. So, getting the house in order and looking its best will be top of the list - which is good news for the hardware sector.

People are starting Christmas planning early, to spread the cost over months, so it is more important than ever that all retailers and brands put their ‘best foot forward’ and get out of the blocks early - to appeal to consumers, differentiate themselves and stand out in this hugely competitive market.

One of the best ways to do this is through excellent in-store brand execution, high visibility, and expert stock management. CPM (part of the Omnicom Group) is Ireland’s longest established and largest Field Marketing Agency and works with leading international brands across the Island of Ireland to increase sales for clients - by devising and implementing integrated sales solutions that work and increase profitability. While CPM employees work across most industry sectors including hardware, the CPM brand is not always visible in the marketplace as CPM employees usually wear the uniforms of

their client brands, as they work hand in glove with them to achieve their objectives. Their team fully immerse themselves in their clients’ brands so their partnerships with their clients are critical to them and their success as they work seamlessly with them in long term strategic partnerships. The CPM focus is on solving their client’s problems, with creative and innovative traditional and digital solutions to increase their sales, help improve productivity and ultimately profitabilityensuring that CPM people become their clients’ best people. Scalability is also important; especially at crunch times of the year and CPM’s strength in numbers, (across both permanent and tactical staff) enables them to take a ‘blitz approach’ allowing brands have that scalability when they most need it.

Want to know more and how CPM could help you accelerate your business performance? Contact CPM Ireland at +353(1)7080300 or sales@cpmire.com or visit our website www.cpmire.com/contact-us.

MEET THE NEW KID ON THE BLOC!

Pipelife Ireland is delighted to welcome Midea to the Pipelife family. The Midea Monobloc Heat Pump is the latest addition to their range of heating solutions and will complement their existing range of Heat Pumps, Underfloor Heating, Smart Controls, Low Temperature Radiators, Heat Recovery Units and Air Conditioning units.

Midea are one of the world’s best-known manufacturers of HVAC Products. In 2018 Forbes Global named Midea as the world’s 253rd largest business as a result of $40bn sales. With a European market share of over 20%, Midea now manufacture 1 in every 5 air conditioning systems sold into Europe, and in 2019, HVAC total global sales output reached over 40 million systems. Midea are so confident in their products reliability that they are offering the industry’s first 10 Year Warranty. This is a game changer!

Discover Easy Comfort

The Midea M Thermal is an integrated system that provides space heating and cooling as well as domestic hot water. It offers a complete, all-year-round solution which can remove the need for traditional gas or oil boilers, or work together with them. A compact solution where a single unit is installed on the outside of the property, taking up no space inside and can be used alongside an existing heating solution. The heat pump is connected to the indoor heating system simply by laying two heat insulated pipes and the electric connection cables under the ground.

The Midea M Thermal Monobloc air-to-water heat pump systems are available in single phase capacities of 4 kW16 kW, or three phase capacities of 12 kW to 30 kW.

Michael Geary, Technical Sales Manager with Pipelife commented - “One of the things that’s really clear when you look at the Midea unit is that the engineers have clearly looked at other machines available on the market and what the best features were when they made this unit. An example of this would be how they have managed to get 16 Kilowatts out of a unit that only has a single fan. This comes down to the design of the fan unit itself with Midea making a scallop shape cut out of the blade and this is done to help increase air flow and also to keep the noise down, hence the Midea unit can boast that it is one of the quietest on the market today”

Michael continued - “The Midea unit comes with all the features that you’d expect, weather compensation, two zone control, legionella protection, quiet modes etc. So, everything that all major brands include in their heat pumps come with this as well. The biggest advantage we see with the Midea Unit is the fact that they offer a 10 Year warranty. This really reinforces the quality of the unit and is currently the longest guarantee on the market today! For us we think this represents the next generation of heat pumps”.

For further information contact Pipelife at 021 4884700 / ireland@pipelife.com and www.pipelife.ie

STUDY TOUR BELGIUM

10 stores were selected and visited (six in Belgium & four in The Netherlands). The selected stores reflected best practice and innovation in both markets where Home Improvement, Hardware, Trade and Garden Centres operate. In each store visit, the group were offered a brief introduction by the management and were able to avail of a guided tour around most formats where questions were welcomed and answered willingly by our hosts for between 30 - 45 minutes. Our guide was regular contributor to The Hardware Journal, Theirry Coeman.

Day One began with BRICO PlanIt in Ternat, Belgium.

BRICO www.brico.be

Brico is the market leader in Belgium owned by Maxeda www.maxedadiygroup.com (a French Private Equity Company), the largest DIY retailer in the Benelux with 339 stores, both owned and franchised. They operate three formats in Belgium.

Brico PlanIt: 14 + 1 Brico Depot Store + 10.000m²

Brico DIY: 45 own + 79 franchised + 5.000m²

Brico City: 14 + 350m²

These stores are mainly focused on ‘Home Improvement’ with a strong decoration category. Many participants commented on the clear signage in a range of sizes and colours. Also, that staff members noticibly acknowledged customers as they passed by which was very impressive. An interesting feature was that the store’s fencing offering was inside and not in the yard. They have a similar climate to Ireland and obviously feel that the fencing will be more appealing if not exposed to the elements for long periods of time.

Store representatives explained that the Government in Belgium, like some other European countries, have a scheme in place whereby employers can incentivise their employees with an Eco product voucher for employees and customers which are redeemed against specific energy saving products in store.

DE KINDER, Independent Store www.dekinder.be

Our second store visit was to De Kinder. Approx. 30% of the Belgian sector is still operated by independents, most of them are family owned. De Kinder is one of the better examples of hardware stores which understand perfectly well the blending of DIY and Trade. This store is operated by the third-generation team of brother, Hans & sister, Leen De Kinder, after a recent handing over by their parents. They have 35 employees with a turnover of ¤16m. Their mainly trade offering is excellently demonstrated by chunky merchandising and trade product being highlighted throughout. It operates on three floors with a lift and holds about ¤4m worth of stock. They also offer a repair workshop where machines are repaired on site. Their technicians also carry out repairs at the customer’s premises for example on larger compressors. They also provide changing rooms for their workwear section. The company are members of ASAMCO, a B2B buying group with 65 members.

HUBO BELGIUM www.hubo.be

Then on to Hubo, the major challenger to Brico with 158 stores and a turnover of ¤678m. They are performing extremely well, especially during the last decade as it doubled the number of stores and turnover. This store in Willebroek is one of Hubo’s new hybrid format stores with both their classic hardware store operating on average on a 2,000 - 3,000m² format and their new format Plafomat format of 4,000m2, side by side but with separate entrances. It occupies a solid second place in

The HAI Study Tour to Belgium & The Netherlands was a great success with many compliments from enthusiastic participants. The focus was on ‘Best of Class ‘stores in DIY, Trade and Garden.

- THE NETHERLANDS OCTOBER 18-21st 2022

the DIY sector with a market share of 33% and has become a household name over the years. Hubo focuses on the DIY market with an extensive and high-quality range of branded products. The range of shops each has about 25,000 DIY SKU’s and related items for in and around the house. Hubo has a varied customer base of do-it-yourselfers, in which both the occasional hobbyist and the ambitious and driven do-it-yourselfer can be found. Their accessibility is ideal as they target just a 5km catchment area and are located just outside the centre of towns, along major approach roads and have a large parking area. Hubo has been a member of Bricoalliance purchasing group since 2016. They also operate the ‘Garden oh Green brand’ store format, www.ohgreen.be/ with 12 stores averaging 6,000m2 and a turnover of ¤77m.

Hubo’s new Plafomat stores, www.plafomat.be/nl/, are currently five Builders Merchant type stores and have opened with an average size of 4,000m2 and turnover of ¤5m. They are aimed at professionals from the construction industry with an extensive range of building materials, hardware and tools. Plafomat guarantees a quick quotation and delivery, their employees are specifically trained with reliable and up-to-date knowledge of construction products. Hubo’s average margin is 38% with the Plafomat margin at 30% and a 35% margin where both stores operate together. Hubo have on average 30,000 SKUs instore with a basic, extra and plus product offering. They have 56% of their customers using their B2C loyalty card with an order and collection option and a free two hour van rental (¤250 deposit) for customers with that necessity. A welcome lunch was provided by our hosts which was gratefully received.

GARDEN CENTER VAN UYTSEL https://vanuytsel.be

Probably one of Europe’s best examples of a dynamic and modern Garden Centre and one of its largest. This huge store (20.000m²) is operated by the family Van Uytsel, South of Antwerp and offers a unique product range of plants, flowers, and garden accessories. Family owned and now in its second generation they have expanded from a very modest footprint to the large store that exists today. With a huge dedication to layout, merchandising and stock rotation they have many events throughout the year to encourage and inspire their customer base. They also offer cut flowers for customers. They are very active on social media including Facebook and Instagram where their range of plants and flowers are displayed to great effect in encouraging instore visits.

After an overnight in Antwerp the group moved on to Tilbury near the city of Breda in The Netherlands where there were four store locations quite close to each other and offered an excellent view of the Dutch market.

PRAXIS www.praxis.nl

Praxis is the Dutch brand of Maxeda and was our first stop on Day Two with 190 stores (147 owned & 43 franchised), Praxis is a leading DIY brand in the Netherlands and caters for the needs of both experienced and new DIY enthusiastic customers with over 40,000 SKUs on average in store. The average floor surface is 3,500m2

Our visit began with a presentation by Eric & Denis who opened by explaining the term ‘phygital’, a hybrid of ‘physical’ store and ‘digital’ sales which is being trialled in 10 stores.

The ‘Phygital‘ concept is designed to offer the best customer experience by connecting the physical instore environment with the digital online experience. Believing there is a ‘maker’ in everyone their ‘for the makers’ website seeks to improve the skill level of their customers with the availability of online workshops and How-to videos.

The objective of the phygital concept is to improve the revenue per sq. metre, sales by linear meter, improved stock rotation and increased ticket size.

Planograms are optimised in store to reflect what was needed immediately when the customer arrives instore and what can be ordered and made available within a day or two. Their marketing concentrated on making the store a destination of choice with middle-aisles reduced giving additional space to the areas that needed this space such as seasonal Garden, Lifestyle and Christmas

In store configurator terminals are available which allow customers to interactively choose specific product categories with an immersive instore shopping experience via a screen. Ideal for products with multiple, customisable formats including Bathroom Products and Doors. Configurators allow customers to fine tune a purchase to their precise specifications and review before making a purchase.

There is also a focus on sustainability and eco products as can be seen by the mass display of rolls of insulation at the entrances and other energy saving products highlighted around the store. Praxis also promote The Netherlands

KARWEI www.karwei.nl

Karwei is an Intergamma, www.intergamma.nl, owned store chain with 134 stores which along with its betterknown GAMMA Store format operates 166 DIY stores in the Netherlands and 88 in Belgium. They have been the number one in store numbers in the DIY market in Holland for some time and are in the top 15 in Europe.

Karwei, a high-end DIY-Decoration store concept (+ 3,000m2) was next on our route. They offer a softer option with a selection of DIY & Furnishing and they focus on trends and carefully coordinated ranges. Their collection of curtains, floors, paint, lighting, wallpaper, furniture, and home accessories offer the consumer more of a homeware and gift choice.

HORNBACH www.hornbach.de

The busiest store we visited over the two days was Hornbach. A family-owned German company (50% ownership), modelled on Home Depot in the USA. It has 169 Stores in nine countries with 18 in Holland and a turnover in 2021 ¤5.8b. Their average store targets ¤3,000 per sq. metre of space with a 13% margin. The Breda Store visited is 20,000m2 with a approx. ¤50m annual turnover, 2,300 customers daily on average, a ¤54 average ticket spend and ¤10m product in Stock with 200 employee equivalents. Cement is their biggest single selling product (33,000 bags in the 8 weeks before we arrived). Their Customer Profile is 85% Homeowners & 15% Contractors with 10/12% online. They are currently rolling out their new Flooring concept store in Kerkrade, which is 6,000m2. Hornbach have on average 40,000 SKU’s in store & 120,000 online. They run an ‘Everyday low price ‘pricing strategy with no discounts and offer a ‘Profi Service’ for contractors where amongst other advantages they can shop cashless and pay in the following month. Their employees can also shop with a limit set by the contractor individually.

GAMMA www.gamma.be

GAMMA is the largest franchise formula of Intergamma. GAMMA focusses on building and construction. They promote having expert staff available with a paint specialist present in every store. The GAMMA website has more than 30,000 items in their web shop with extensive product information, decision aids, step-by-step plans, how-to videos and a stock checker. They offer a GAMMA Handyman service where customers can arrange to have the right professional do the job for them. They work with a wide network of professional and external parties.

BOUWMAAT www.bouwmaat.nl

Bouwmaat is very much a successful Builders Merchant B2B store with merchandising and imagery to support same. With 50 branches throughout the Netherlands Bouwmaat focusses on the professional in construction, renovation and maintenance.

Bouwmaat’s categories include wood, sanitary installations, electrical goods and all other building materials with 12,000 SKUs. It is considered one of the leading building materials dealers in the Netherlands. The company has now moved to a multichannel strategy that allows all customers to purchase products online, www.bouwmaat.nl. This strategy relies on optimised processes and product information management software that feeds up-to-date and well-organised information on all products, from a single source to all of the different sales channels. Their opening hours from 7.00am displays their customer base focus with store sizes from 4,000m2 to 8,000m2

BRICO CITY STORES www.maxedadiygroup.com

These are centre city shops in a convenience store layout of between 350m2 and 1,000m2, offering the customer products for smaller jobs and maintenance. They promote foot and bicycle travel with opening hours to suit city centre footfall.

Government sponsored Eco product voucher cards which allow for the purchase of Eco products by citizens to the value of ¤60.

The Victoria Ultra model is the latest product in the FARHO® range. It is a unique electric radiator that is stylish, efficient, and easy to operate and install, combining high technology performance with easy controllability.

A new large touch screen makes operation easier than any other heater on the market. Watts per panel has also been INCREASED TO 165W, making the Victoria Ultra smaller than other models, which means it takes up less wall space.

GRANT LAUNCHES SPIRA PELL CONDENSING WOOD PELLET BOILER

Leading heating technology manufacturer Grant has unveiled its newest highly sustainable heating technology – the Grant Spira Pell condensing wood pellet boiler. This ultra-high efficiency wood pellet boiler is one of the most innovative and sustainable boiler designs on the market today and offers a cost-effective, low carbon heat source for homeowners.

The units utilise indigenous wood pellets to offer a truly environmentally friendly heating solution. The Spira Pell range is made using high grade steel and stainless steel, with the same simplicity of operation of any boiler type and is available in outputs from 5kW to 33kW. The model is easily installed and offers optimal control with an easy-to-use touch screen which provides clear and accurate information on the systems daily operations.

will include some new and improved features including a universal hopper, rapid ignition and user-friendly digital display and is a great alternative to biofuel, for those who want to go completely ‘green’.

However, it’s important to keep in mind that like all heating technologies certain solutions are more suitable for some properties over others. Given the high space requirement needed for a Spira Pell boiler model compared with conventional fossil fuel boilers, small urban properties are highly unlikely to be able to accommodate a larger biomass boiler, hopper and buffer vessel. Therefore, these property types are better suited to other renewable heating technologies, like the Grant A+++ Aerona3 R32 air to water air source heat pump.

Commenting on the launch of the new Grant Spira Pell, Founder Stephen Grant said, “The Grant Spira Pell model is powered using wood pellets which are one of the ‘greenest’ fuel sources on the market today. Compared to fossil fuel heat source options, wood pellets provide a more cost-effective and eco-friendly option for homeowners. With the spike in the cost of living and fuel prices, the launch of the Spira Pell model further reflects our commitment to understanding the current home heating landscape and the needs of our homeowners.”

The original Spira was launched in 2011 and was the world’s first condensing wood pellet boiler. The new Spira Pell model

For over 45 years, Grant has continued to advance its range of highly efficient heating technologies to help future-proof properties for their changing heating needs. The focus on sustainability is a priority for the company along with helping homeowners throughout Ireland and further afield on their journey to achieving de-carbonisation.

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

Think Heating. Think Grant.

Founder Stephen Grant with the Spira Pell Boiler.

Aerona3 R32 air to water air source heat pump.

CASH MANAGEMENT

Brink’s Cash Services

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

CREDIT & FINANCIAL MANAGEMENT

Credit Risk Brokers

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

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

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

Zero Tax Property Stephen Holmes 01 4584770 info@ztp.ie www.zerotaxproperty.ie

Agility Software Ltd

David Malcolm 01 253 0282 david@agility-software.com www.agility-software.com

Core Tech Geraldine Quinlan Burke 025 41400 geraldine.quinlan@coretechnology.ie www.coretechnology.ie

Want to find out more? Contact us today to become a HAI Corporate Partner info@hardwareassociation.ie or phone 01 2980969

Intact Software

Mark Gurney 042 933 1742 mark.gurney@intactsoftware.com www.intactsoftware.com

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

Kerridge Commercial Systems Elaine Snuggs 01 5457100 elaine.snuggs@kerridgecs.com www.kerridgecs.com

Magico Orla Cooney 065 6864580 ocooney@magico.com www.magico.com

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

FIELD SALES & MARKETING

CPM Ireland Anne Kelly 01 7080300 akelly@cpmire.com www.cpmire.com

REL Field Marketing

Paula Lawlor 046 93758 plawlor@relfm.ie www.relfm.ie

Sales-i Ros McGill +44 345 508 7355 rmcgill@sales-i.com www.sales-i.com

HR SUPPORT

PRINT MANAGEMENT

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

W&G Baird Sam Sharpe +44 (0) 75 8311 9846 sales@wgbaird.com www.wgbaird.com

INSURANCE

RECYCLING SOLUTIONS

O’Leary Insurance Group David Lombard 021 4730005 dlombard@oli.ie www.olearyinsurances.ie

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

SECURITY SYSTEMS

LOGISTICS

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

MATERIALS HANDLING

Combilift Anthony Rooney 047 80500 anthony.rooney@combilift.com www.combilift.com

Henley Forklift Group Ltd Mark Kenny 01 6209200 sales@henley.ie www.henley.ie

PAYMENT SERVICES

AIB Merchant Services Owen Ball 087 7715973 owen.ball@aibms.com www.aibms.com

BOI Payment Acceptance Eamonn Kelly 1800 806 298 partners@boipa.com www.boipa.com

MyNET Security Jack Raeburn 062-69112 jack@mynet.ie www.mynet.ie

SHOPFITTERS / RACKING SYSTEMS

#WeGetRetail

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

OHRA Racking Solutions Seamus Coyle + 44 28 8224 7858 coyle@ohra.de www.ohra.ie

Storefit Shopfitters Limited Eamonn Brien 021 4344544 eamonn.brien@storefit.com www.storefit.com

STOCKTAKING

Scanmatix Alex O`Brien 089 2514005 alex@scanmatix.com www.scanmatix.com

TELECOMMUNICATIONS SALES & INSTALLATIONS

Novatel Communications Ltd. Niamh Cullen O’Reilly 022 23440 niamh@novatel.ie www.novatel.ie

Corporate Partners Webinars

The 30-minute webinars, which were hosted via Zoom on the 11th and 12th of October, covered key topics such as eCommerce, Pension advice, Cash Handling, Onsite Security, Stock Management, Supply Chain Management, Recruitment and HR Support, Printing Services and Warehouse Management.

These webinars gave HAI’s Corporate Partners a chance to introduce their solutions to member retailers, builders merchants, suppliers and manufacturers who may be facing a particular challenge, or are looking for more efficient ways to conduct business.

The Corporate Partners and the details of their webinars are listed below, and recordings of all 12 webinars are available for HAI members to access on The Hardware Education Hub (www.hardware-educationhub.ie).

Walfrid Private

“Unlock the Power of Your Pension”

Richard Collins from Walfrid Private (Zero Tax Property) presents a helpful webinar on how to invest in property through your pension, detailing the various tax reliefs business owners should avail of, and how to manage finances and funding effectively for a more comfortable retirement.

Magico

“Unlocking your Online Potential”

Orla Cooney from Magico is joined by Colin Murtagh from Topline Murtagh’s for an insightful presentation and discussion on a hardware retailer’s eCommerce journey. Orla gives practical advice on how Magico can help retailers with their eCommerce services, while Colin details his eCommerce journey as a retailer, and how it helped his business grow.

Intact Software

“Empower Your People from the Ground Up”

Darren Gray, Intact Sales Consultant, highlights how an organisation can empower its team from the ground up with the right business software in place. He details how Intact’s Business Management software gives businesses more visibility and control from a management level, with multiple applications including stock management, finance and eCommerce.

Brinks Cash Services

“The Future of Cash-Handling and Automation”

Denise McCarthy from Brinks Cash Services presents their automated cash collection and handling services, designed to streamline cash-handling and to make it more cost-efficient for all customers in the Retail sector, and highlights how automation can reduce both risk and hassle for retailers.

MyNet Security

“Protect your Premises and Assets with Pro-Active Security”

Jack Raeburn and Darren Hogan from MyNet Security cover the importance of Early Intervention in on-site security, reminding business owners of the potential shortfalls that could put their premises at risk.

In October Hardware Association Ireland (HAI) hosted two days of webinars presented by some of its Corporate Partners, who showcased their Business Support services to HAI members, with the aim to support and advise them on key challenges affecting their business.

O’Leary Insurance (OLI) Group

“Hardware/Builders Providers Insurance Scheme”

In this very complex and hardening market, O’Leary Insurance Group have launched an exclusive hardware retailer and builders merchant insurance scheme which offers competitive pricing with the correct covers. In this webinar the OLI team detail their offering, and remind business owners of the different types of cover they should avail of to stay protected.

Scanmatix

“The Hybrid Approach to Stocktaking”

George Armstrong from Scanmatix covers the hybrid approach to stocktaking, looking at the potential limitations of the traditional approach, and introduces digital solutions that can help businesses maximise their stocktaking efficiencies and costs.

Woodland Group

“Cementing your Supply Chain with Woodland Group”

Kevin Brady from Woodland Group, supply chain and logistics experts, offers his latest supply chain update to members, detailing supply chain challenges and solutions relating to supply chain carbon reporting, alternative sourcing options for continuity of supply, customs clearance and digital supply chain solutions.

Monsoon Consulting

“Thinking about eCommerce for your Hardware Supply/Distribution Business”

With the digital economy the new normal in all aspects of our lives, Bharat Sharma and Alastair Brodie from Monsoon Consulting explore how suppliers and distributors can take advantage and transform their business to leverage eCommerce opportunities.

To contact any of our Corporate Partners about their services, visit page 38.

For more information or to access the recordings of any of the above webinars, contact aoife@hardwareassociation.ie

TSA Consultants

“HR and Employment Law Update – Autumn 2022”

Tommy Smyth of Tom Smyth & Associates provides an update on both new and upcoming legislation including Sick Pay from January 2023, Pension Planning for January 2024, Minimum Wage and Living Wage plans, Transparent and Predictable Working Conditions legislation, 2022 Annual Leave plans and Christmas & HR.

W&G

Baird “Improving Your Printing Capabilities”

W&G Baird specialise in providing a professional, yet personalised print service with no job too big or too small. The team highlights how they can provide businesses with the expertise and advice in everything from leaflets and business cards through to bespoke books, magazines and prospectuses to make the most of your next print project.

Combilift “Utilising Your Warehouse Space to Maximise your Returns”

Combilift’s Anthony Rooney gives a masterclass in maximising the costliest, yet often overlooked area of any hardware operation – space, and elaborates on monetising storage space to uncover lost revenue, yard/ warehouse layout optimisation to realise cost-savings, and how to stay ahead of ever-increasing safety challenges within hardware logistics.

Haldane Fisher celebrate a year of wins

2022 has been a golden year for Haldane Fisher, winner of multiple accolades including the prestigious Octabuild Award for Excellence at the first all-island awards.

Take a bow, Haldane Fisher. This leading independent supplier to the Irish and UK construction industry has been hailed best of the best in 2022.

The Newry-based Group scooped the coveted overall Octabuild Award for Excellence at the inaugural all-island Octabuild Builders Merchant Excellence Awards; plus the Northern Ireland Regional Award. And the kudos keep coming: Builders Merchants Federation Training Company of the Year. Highly Commended at the Irish eComm Awards for DIY, Home, Furniture and Interior Design eCommerce Website of the Year. Shortlisted for BMA Builders Merchant of the year (6-20 branches). And Plumbmaster, being just recently awarded the prestigious Merchant Award for Customer Commitment at the Plumbing and Heating Awards 2022.

“The prizes and profile will boost awareness and confidence among customers and industry partners,” says Gary Cranney, Newry branch manager. “Winning benefits staff morale, demonstrating that their good work is recognised on a bigger stage and they’re making a contribution.”

Across all areas, from brands to efficiency to customer engagement, Haldane Fisher stays ahead of the trends. Now they’re reaping the rewards.

Has it all

Serving both trade and public for building and home improvement, Haldane’s vast range can supply everything required.

Customers from large contractors to tradesmen, self-builders, DIYers and homeowners will find building materials, timber and sheeting, roof trusses and materials, lighting, painting and decorating. Also a Dulux decorating centre, doors, floors, ironmongery, garages, bathroom supplies, plumbing and heating. Even Aga cookers.

Haldane Fisher are well served by 20 branches across GB and Northern Ireland.

The business has grown organically and through acquisition since its foundation in 1946 by Bob Haldane in a yard beside Newry Canal. Yet it still retains the high levels of personal service associated with a family-run business.

The Newry branch is the headquarters and flagship store, located near the A1 linking Dublin and Belfast. The 14-acre site incorporates a state-of-the-art sawmill, roof truss factory, door reprocessing factory, plumbing and heating department, building materials warehouses and business operations.

Quality line-up

Haldane partner with multiple suppliers, stocking brands such as: Hormann, Velux, Brett Martin, Xtratherm, Keystone, Breedon, Gyproc, and Isover.

“This year we welcomed HSS Hire to Newry, enabling customers to quickly and easily access a wide range of equipment and tools,” Gary explains.

In recent years Haldane Group added new divisions: GE Robinson, Plumbmaster, Prowood, Key Hardware and Bathline, spurring business expansion. Sales in the Newry branch alone have increased 100% over the last decade.

People-centric

Diverse customers, but one priority, “to get everything in one place at an affordable, competitive price, with friendly service by knowledgeable staff.”

Gary has praise for his 200-strong Newry team. “We go the extra mile; demonstrated by excellent customer care from experts passionate about ensuring the best possible experience.” Because “the key factor in our growth has been the skill and commitment of our people,” developing and valuing employees forms an integral part of the business. Leading by example is key.

“We embed our family values into everything we do. We pride ourselves on putting the customer first and treating them with dignity and respect. We structure the business and conduct our trade with integrity, honesty and fairness.” These values are based on a strong heritage. The fourthgeneration enterprise is a family affair, with Ian Haldane (Group Managing Director) and David Haldane (Managing Director), the founder’s grandsons, actively involved.

Gary believes in the importance of being approachable. “I walk the whole site from top to bottom every morning, so I’m aware of everything going on.”

Health and safety matters. But equally vital, continuous team development. “We’re proud to invest in our colleagues. We have a large percentage of long-serving employees, many with over 25 years’ service.”

The Group offers opportunities for internal and external training across diverse disciplines. The introduction of the Haldane Group Academy online training portal delivers learning for all staff.

As a member of the Builders Merchants Federation, training is available across all branches at the start of an employee’s career.

“Skills are further nurtured through our Talent Development Programme which identifies aptitude, then steers an employee to prospects that match their abilities and maximise their potential.”

Also on offer: a Level 5 Diploma Accountancy, foundation degrees in cloud computing, data analytics and security for industry, also in digital marketing, advertising, and communication.

Futureproofing

Competition aside, the current challenges are the cost-of-living crisis and the price of materials. Balancing this out, “the many opportunities ahead for the Group regarding further expansion throughout Ireland and the UK.” The company seizes these opportunities through innovation and diversification. Such as entering new markets: door re-processing and specialist hardwoods with Prowood, while Key Hardware signals a move into specialist light hardware and ironmongery.

Haldane also got a head start on e-Commerce, developing their site prior to Covid and launching as the pandemic began, ahead of many competitors. “Ongoing research into the market, people, products and what’s trending ensures the company stays current and in line with customer needs and competitor actions,” explains Gary.

Responding to customer feedback, Haldane is on a journey to becoming completely digitised which will bring numerous benefits for the company and customers regarding sustainability and accessibility.

The Group also employed a Visual Merchandiser who works directly with every branch manager to ensure stock is attractively displayed, motivating purchases.

Floor plans and planograms standardise all branches, and regular meetings with managers provide insight into trends and address merchandising needs.

Tech solutions

With research and innovation paramount for efficiency and development, technology plays a huge role. Projects such as electronic proof of delivery (ePOD) technology, and digital signature capture bring enhanced visibility of actions in real time, reducing customer queries.

The roll-out of a new communications system enables far more effective management through reporting and action plans, quicker response times, overflow capabilities and Saturday support in a ‘work from home’ capacity.

Links from the ERP System to the website now ensure staff can view the latest information on all products at a click.

Introducing Sales Dashboards of core KPIs, such as live quotations, customer queries and low stock volumes, confirms task completion.

Plumbmaster Counter.

Trade Counter.

Targeting climate change

“For some time, we’ve realised customers are looking more closely at the environmental impact of our business,” notes Gary. In 2020/2021, the Group signed up to The Carbon Pledge to reduce output by at least 30%. “We looked at all areas of operations, from upgrading office and warehouse lighting to better energy efficiency. Starting with simple things which gave instant gains, such as rainwater harvesting for our timber treatment plant. A vehicle management system now measures ‘idling’ times.”

“We also monitored electricity use, particularly in highconsumption areas like manufacturing, to identify the most economic runs for each machine. Coordinating the length and timing of each run reduced the overall kWh’s consumed.”

In that first year, Haldane saved fuel equivalent to 70 tonnes of Co2e. At the same time, through colour coding skips and teamwork, the business slashed the volume of waste going to landfill.

“We’re continuing our journey towards net zero through measures such as installing solar panels throughout the Newry site and changing fleet policy.” Introducing hybrid cars and specifying lower Co2 fleet cars, Haldane cut their average Co2 per vehicle from 130g/km a few years ago to 65 g/km. Almost 25% of the NI fleet are full EVs. The EV transformation will encompass the forklift fleet and diesel counterbalance trucks, with side loaders and all company vans to follow. To help make the switch, electric charging points are onsite.

Over the past two years, the Group has been on track to meet the carbon target.

Working in partnership with Business in the Community, Haldane Fisher have BS8555 Environmental accreditation and achieved gold status in their NI Environmental Benchmarking Awards 2019. When sourcing, green credentials are essential. Supply chains are under constant review to confirm they fulfill industry sustainability standards. All timber products must meet PEFC or FSC compliance. And Haldane collaborate with Nipak to measure and manage packaging waste.

Growth plan

As Gary observes, “more than ever, customers seek high quality, good value products. Having always believed quality, price and service are essential pillars, we’re well-placed for the future.” This ethos, together with recent innovations, come under the banner of Haldane Fisher’s three-year strategic growth plan:

Building together, for a more sustainable future.

Building together to help our customers and staff grow. Building together to maximise our suppliers’ exposure to the market.

Building together for a sustainable future. The plan targets six areas: operational excellence, organic and external growth, people, digitisation, sustainability and financial returns.

Peak profile

Marketing the Group is all about maximising customer engagement. To promote both brand and products, the marketing team combines digital and traditional media. 48-sheet billboards are strategically placed around store sites and in high footfall areas. Company news regularly appears in

Haldane Fisher’s extensive yard at Newry.

the local press.

“Boasting a following of 33,000 across all our social media platforms, we’re focused on growing that audience considerably,” says Gary.

“We’ve found incentive-based competitions on platforms including Facebook and Twitter to be effective and popular. But our core strategy is to target the right information to the right customer.”

“So we’ll be tracking 2023 social media trends and insights to increase reach and drive traffic to the Haldane Group webpages, www.haldane-fisher.com, which provides customers and colleagues with information about the company, products and services”.

In addition, the Group uses databases to share product news and promotions via email marketing channels. For customers and suppliers who like their information on paper, a bi-monthly newsletter, TradeZone, is available in-store or online. All communications through all channels dovetail seamlessly. “We constantly refresh content with seasonal promotions, meet the team, staff training days, education and product spotlights.”

Events and road shows are important and frequent. The 2022 calendar featured a garden design day with Tobermore, a team up with Tec7 for a trade event across all NI branches and a Draper Tools demo.

Proudly local

In Newry, Haldane Fisher support many local community and charity groups and use locally sourced and supplied vehicles, products and building materials wherever possible. “Company and staff go above and beyond to raise funds,” says Gary.

Industry links

As affiliates of the Builders Merchants Federation, the Group promotes industry standards through training, education and adherence to legislation. Haldane are members of Fortis, one of the UK’s leading independent mixed merchant buying groups.

USP

“Our people are what makes us so successful. It’s incredibly important they know they’re valued; an integral part of our business and the Haldane family,” Gary affirms.

Top tips: Look after your people and they’ll look after you. Stay ahead of the market, identify change before it happens and adapt.

A BRAND NEW LOOK. SAME GREAT PLASTER.

The Gyproc Plaster range has had a makeover, with fantastic new packaging, making selecting the right product even easier.

View our full Plaster range at www.gyproc.ie

Soudal are building long-lasting relationships with their customers

Soudal Ireland has been in operation since 2019. Previously known as Seal Systems, Soudal has grown each year from strength to strength. Located in Blanchardstown, Dublin 15, the company has a small but effective team that continues to grow.

The Hardware Journal speaks to Managing Director, David Farrell, who notes the resilience of the team during challenging times: “Like many others Covid was a challenging time, however, we persevered and began to grow our customer base.”, David continues, “As Soudal is a family-owned business building long-lasting relationships with all our customers is a priority for our company. We truly value our customers and are proud of the relationships we build.”

Products

Soudal supplies to both retail and professional users and have a wide variety of products. “We excel at innovation and unique products at Soudal with ranges designed with ease of use in mind.”, says David, who further explains their products and their suitability to the sector: “Lines such as our patented Genius Gun and Easy Sealants make DIY a dream. While products such as Silirub sealant and SWS Foam offer outstanding quality and performance for our professional users. We offer every type of product for every type of job. From expanding foams, sealants, adhesives, and more.” Soudal have a showroom at their offices, where their highly trained sales team can talk customers through all the ins

and outs of all products. As some of the team were with the previous company which distributed Soudal products they have been working with Soudal products for over 20 years and can offer expert advice. This expertise and industry knowledge has helped the company increase its scale, and its products can now be found in most national retailers including Woodies nationwide.

Another important value at Soudal is sustainability and innovation. “We believe in building the future sustainably and have created ways of adapting our products to make them more sustainable.”, explains David, “To do this we have developed several solvent-free product families such as T-Rex Adhesive. These water-based formulas are just as high quality and durable as any other Soudal product while being less harmful to people and the environment. Many of our products are also EC1 + certified, including our parquet adhesives, silicones, hmx sealants, and numerous hybrid adhesives.”. While ranges such as their Fix All and Flooring Adhesive also come in 75% PCR (post-consumer recycled material) packaging and cartridges these are just a few of the ways Soudal are working towards a greener future.

“We have an amazing team with vast knowledge of the industry.”, praises David. Soudal have recently expanded their team which they hope to continue to do in the future. David believes that Soudal’s trained and friendly staff are the company’s biggest asset. “Three of our team members have been working with Soudal for over 20 years and are still adapting and learning with each new innovative product. Our team is known to be the friendly can-do type and will solve any problem”.

Among our current team are three long-standing employees, Jackie Garvey, Soudal’s head of finance, who has been with the company 23 years and “always comes to work with a huge smile”. Glenn Williams is Soudal’s Sales manager who has been selling Soudal products for 23 years, and who, according to David, “has the most knowledge on all the Soudal products and the industry as he has always loved the building industry.”, supporting the team with his product knowledge and sharing his passion for the company.

Gavin O’Toole, Soudal’s warehouse and production manager has been with Soudal for 22 years. Gavin manages all stock in and out including deliveries and stock management. Gavin says about his time - “Every day is different even after 22 years, although our growth over the past three years has been amazing to see. We truly believe in the products and what we can offer and love to see the results from happy customers who we have been in business with for many years. We have a great team, and we are so happy to see Soudal Ireland getting the recognition it deserves. Here’s to 22 more years with Soudal, I hope we continue to grow and I’m glad to be a part of it”.

The Soudal team is proud of reaching amazing new heights this year, with a 30% increase from last year. “This year we really pushed to get our brand out there and increase our customer base.”, explains David, “This has been a key part of our success this year and it was a team effort from the warehouse to sales to finance, working together to achieve this goal.” David went on to note that the quality of their products also have a large part to play in their growth:” We have pride in knowing that our products are of the highest standard and that we have a wide range to choose from.”

Brand Awareness

Over the last three years the team have had to overcome a lot of barriers, one main one being low brand awareness. “Although Soudal had built up long-lasting relationships when it was the previous company, these customers were all professional end users, and we had no retail presence and low brand awareness.”, says David, who went on to explain that the team shifted focus to using demo mornings and showcases to get customers interested in their products. “We also invested in branding and creating a clear brand message.”. “We also focus on our merchandising thanks to our great sales team, who always keep every store immaculately merchandised and fully stocked.”, praises David.

The team are very active on social media platforms such as LinkedIn and Facebook. “Here we like to show products’ key features, introduce our team and share helpful content with tips and tricks.”, explains marketing executive Amy McShane, “We also have monthly emails out to our customers with promotions and new launches. We have big plans for 2023 so be sure to keep an eye on our social media.”

USP

The team’s hard work over recent years have helped to get the company to the position to cater to both professional users and its retail DIY consumers. “Our DIY ranges offer easy applications, in smaller sizes for small jobs, and are userfriendly.”, David continues, “Our professional range offers larger sizes such as our eco-friendly foil sausages for large jobs and cannot be beaten on quality and price.”

“Our USP is that we offer amazing service at every touchpoint.”, explains David, “You are guaranteed to get through to one of our friendly and well-trained staff to chat about the products. Once an order is in, you can expect fast and easy delivery. And most of all when using our product, you can expect top-quality and long-lasting results.”

For further information contact enquiries.ireland@soudal.com and www.soudal.ie

The Big Squeeze?

I’m not so sure…

It’s tough and it’s only going to get tougher, as the Cost-of-Living Crisis bites further into consumer spending and retailers are rocked by the triple headwinds of inflation, labour shortages and supply chain challenges. Whether we like it or not, Home and Garden expenditure is a discretionary purchase for consumers and with the choice of updating your home or spending money on having a great Christmas or taking another much-needed holiday, I think we all know what’s going to win that battle. But despite these challenges including the recent political uncertainty in the UK, as we look towards 2023, for the established bricks’n’mortar retailers and merchants I don’t believe the picture is looking quite so gloomy as we might think.

Demand for Trade remains strong Firstly, let’s look at Trade, where demand remains strong. At the recent Wickes Interim Results presentation in September, CEO David Wood advised that their Trade pipelines were still looking healthy, with 1 in 4 of their trade customers having a pipeline of over 12 months and with almost 60% having a pipeline of over three months. This was broadly unchanged when compared to a similar piece of research from earlier in 2022. Moreover, despite the growing economic challenges, two thirds of tradespeople have not seen any jobs cancelled or postponed. So, for those retailers and merchants with a strong trade business, it looks like 2023 may not be a disaster after all. When it comes to consumer demand, although Wickes accepts there is evidence of a scaling-back of some projects as the cost-of-living crisis deepens, their survey suggested only 1 in 10 projects were being cancelled. In fact, their research indicated

that engagement in DIY remains high, with 90% of households currently engaged in a project. Unsurprisingly indoor projects are the most popular.

Significant Household Savings

There could also be a clue here in the savings that have been accumulated by households during the last two years of Covid. According to the latest Office of National Stastics (ONS) figures (published in September 2022), UK Households still have £42bn of savings in their accounts. Except for the Covid years 2020 and 2021, that is the highest amount of savings since the data was first collected in 1963.

Source: Office of National Statistics

Although the political and economic uncertainty is leading to lower consumer confidence and in some cases, people holding onto their savings, it’s certainly not the time to batten-down-thehatches and move into survival mode. On the contrary, now is the time for retailers to convince consumers with a combination of inspirational projects and affordability that it is a good time to invest in their homes, with the knowledge that whatever they do to their homes is likely to add value long term.

The coming e-Pocalypse

In addition to the strong trade market and consumer savings, there’s another reason to be positive if you’re a retailer or merchant with a nationwide store network. It appears that despite the extreme disruption of Covid, as we leave the pandemic in our rear-view mirror, it’s not quite had the long-lasting impact on the retail landscape that we were all expecting. I’m sure at one point, we all thought Covid had played long-term into the hands of the growing e-commerce businesses. With consumers all stuck at home and buying online, this resulted in two years of unexpected sales, profits and share gains for them. And this all happened as their established bricks’n’mortar competitors battled with numerous lockdowns, social distancing and supply chain disruption. Although online sales in the UK as a proportion of total retail sales jumped to a maximum of 37% during lockdown (it was at just 20% in January 2020); post-Covid, this has slipped back to only 24%. This follows a similar trend that was occurring preCovid, indicating that the Pandemic has had no lasting impact on e-commerce sales whatsoever.

more conveniently than waiting for a home delivery. This shift has not escaped the influential, US based research firm Forrester, who recently published their annual Retail Predictions for 2023. Under the title ‘Bold shifts in retail models will be the salve for uncertain times’ they recognise the fact that as 2022 comes to an end, the headwinds including inflation, labour shortages and supply chain challenges are dominating the retail landscape.

One of their five key predictions for 2023 is described as ‘Retail’s e-pocalypse’ referring to the Big Squeeze facing the medium to large Pure-play e-commerce retailers. Startingly, they go on to say that mid to large size pure-play retailers have no choice but to choose at least one of the following strategic options: -

1. Open their own physical stores.

2. Expand wholesale partnerships with other retailers.

3. Create shop in shop locations.

4. Close their virtual doors.

We’ve already started to see moves in this direction in the UK, with a successful online retailer AO.com partnering with Homebase. AO has signed an initial five-year term agreement with Homebase to supply, install and recycle appliances, whilst Homebase has agreed to purchase all their major domestic appliances and audio-visual equipment exclusively from AO. The agreement provides Homebase customers access to the whole AO range at AO’s “internet” pricing, and to AO’s logistics, including to AO’s recycling scheme - it feels like a perfect match.

Source: Office of National Statistics

But the impact on ‘store-less’ e-commerce retailers is even greater. With the escalating costs of new customer acquisition, the necessary stock investment and the requirement to compete with faster and more efficient last mile deliveries, their already small margins are being squeezed further. It’s now almost impossible for e-commerce retailers to compete with the established, digital savvy, physical store retailers in the Home Improvement sector. Even next day or same day delivery from sellers on Amazon or eBay cannot match the rapid onehour delivery or 30 minute click’n’collect offerings from retailers such as B&Q, Screwfix and Wickes.

This is a fundamental shift, caused by these established retailers investing heavily in their supply chains to cope with lockdown demand. More importantly also, the growing realisation that stores are no longer a fixed-cost drain on their resources, but in fact are the all-important point of difference. That means customers can get hold of the products they need faster and far

Summary

We can’t hide from the challenges of inflation and the impact of the cost-of-living increase on consumers but the established retailers and merchants with a network of stores, should not be fearing 2023 in the same way as other industries. The ongoing demand for trade, the opportunity created by the large reservoir of consumer savings and the ability to now out-play and out-gun online competition for the first time, puts these businesses in a strong, strategic position for 2023 and beyond.

Collinge is an international speaker, influencer, retail commentator and is Managing Director of Insight Retail Group Ltd and executive editor of Insight DIY. You can follow Steve on LinkedIn and Twitter.

Steve

Knowing when it’s time to leave

It seemed so odd to me that almost as soon as I started growing my business, people began asking what my exit strategy was. I was 31 years old when our first location opened, and retirement was the farthest thing from my mind. Before I could even contemplate leaving, I had to master key cutting and paint making and the uses of tens of thousands of items on our sales floor. I hadn’t grown up doing any of those things and it seemed nothing was going to come naturally. As it turns out, starting to think about succession early on is a healthy course of action for all business owners for several reasons that began to make sense to me as we grew.

Having an end in mind necessitates focusing on the financial health of the business. Optimising an exit strategy is infinitely easier when the books are in order. Sellers are asked to produce tax documentation, balance sheets, projections and possibly dozens of other types of reports so why not have them easily accessible throughout the life of the business?

If you’re always looking for exit opportunities, you’ll be alert when the right one presents itself. So often business owners wait until they have to sell or are impatient to sell and then they have to go looking for the successor. If we’re open to opportunities, something might come along that makes the decision far easier, and if we’ve kept the financials in order, the rest could just fall into place. This is really important at this point in history because there are so many business owners at or near retirement age. I know of several young owners who keep prospective lists of stores they want to buy, always at hand for the right opportunity. Conversely, when I purchased a 97-year-old store in 2015, it was obvious that the owner had kept me on his retirement plan list. I had never met him, but he had great insight as to how we run our business based on articles he had read about us over the years.

Selling costs time and money.

Knowing what is involved in selling a business can be tricky. There are all the legal and bank requirements and paperwork; a litany of I’s to dot and T’s to cross before you get to the finish line. I am always shocked at how long negotiations and transitions take, despite having gone through the process four or five times. If you do your homework all along, this process should be less mysterious. We have had to use attorneys, bankers, business brokers and a host of other services to make deals happen. None of these requirements should sneak up on you. I read a story once about a retailer who locked up his shop in the middle of the night without any notice. He couldn’t bear the

thought of telling anyone that he wanted to close so rather than try and sell the business, he walked away. To me, this is the saddest thing that can happen to a community focused business. Not only did the gentlemen miss out on capitalising decades of hard work but his town lost its only hardware store.

When it came time for me to begin my exit, I wanted to make sure that my teammates and customers were all taken care of – meaning, that the jobs remained in our communities and there would still be welcoming places to shop for hardware needs. This meant exploring all of the options to create a smooth and successful transition for everyone and in order to do that, I needed to know who the stakeholders were.

My team – when we started growing in 2005, job creation was a favorite by-product to me. I wanted to employ hundreds of people and create places where they could build a career if that’s what they wanted. We weren’t just selling stuff; we were building a family.

Our neighbours – we built our business with communities in mind. We picked new locations based on their strong desire to support locally owned businesses so the thought of ensuring they could still shop at a local hardware store was of utmost importance.

Ownership – my husband Marc and I spent 20 years building a successful hardware business and we wanted to make sure we could maximise our return and leave our baby in good hands. We had secured and paid off millions of dollars in loans over the years. We like to joke that “there are no tears in hardware” but our reward for two decades of blood, sweat and tears needed to feel equitable to us as stakeholders too.

There are several options to consider for your transition:

Family Members

Because the hardware industry is often multi-generational, the first option for a successful transition could be a family member. I’ve seen this work well and not so well over the years. In fact, I could probably write an entire column about those stories. Planning for a family transition should include an educational path, leadership training, and experience in multiple facets of the business for the heir apparent. A good friend of mine put his son through college then shipped him off to work in other hardware stores before selling him the family business. He wanted to make sure his son had experienced how others lead and run their stores and that he was truly able to take on the challenge.

Gina Schaefer co-owner of A Few Cool Hardware Stores.

Local Retailing in the USA

Teammates

If you don’t have family members to leave the business to, the first option might be a team member. Does a young leader stand out or seem interested in owning the whole thing? Could any of the team afford to buy it?

In these cases, a strong banking relationship could help with the transition, or you could finance the sale yourself if you wanted to. This not only facilitates the sale but could ensure that you are earning additional revenue for years down the road as your buyer pays you back with interest.

Business Entities or Others

Selling to another hardware store owner or someone in the community is also a possibility although vetting these options can be tricky. On one hand you need someone who can afford the purchase, but on the other, you need someone who won’t upset your culture and could smoothly step into ownership shoes. Will the community respond positively? Will your team be receptive to the new owner in a way that won’t be disruptive? These are just a few questions to ask yourself.

There is also the possibility of selling to an investment company. In the U.S. Private Equity (PE) firms have money to burn and many are interested in the retail sector. They typically only consider retailers who have reached a threshold of revenue that is appealing to them and they’ll hold on to the business for five to seven years before putting it back up for sale. Oftentimes assets are stripped away to earn the PE owner more money, expenses are slashed, and the family-owned aspect diminishes significantly. If we believe that businesses go through the cycle of life, much like human beings, then I want mine to be in an infinity loop. As the founder, this is the business I dreamed about growing for years and imagining it going away was unfathomable. Nearly two decades after opening that first location, I found myself standing at the head of a conference room staring out at 38 of my teammates on August 3rd, 2021. I was ready to announce the next part of the journey, and how I intended to continue the loop. My hands were shaking uncharacteristically, my heart beating at 100 miles an hour. I had jotted some notes down as I had so many things I wanted to remember to say, I was sure I would forget something. My head and my heart were full. We were about to make the announcement that had been years in the making.

Most people think of an exit strategy as The End as opposed to a new beginning for the business. Even the phrase exit strategy evokes a sense of sayonara or see ya, wouldn’t wanna be ya. When I opened Logan Hardware in 2003, I hadn’t counted on becoming so attached to my team or this industry. But I was. After exploring several options over the years, we ultimately decided to sell our business to our teammates in what is called in the U.S. an Employee Stock Ownership Exchange or ESOP. There are similar schemes I am sure in Ireland and this one is regulated by the U.S. Department of Labour and still fairly uncommon.

In order to begin the transaction, we secured a loan from our bank that was used to buy the business from us which will be paid off by the profits of the company. A professional valuation occurs every year thereafter and the profits are distributed into the accounts of the owners.

Anticipated benefits include easier recruiting, higher retention rates, a smooth transition out of the business for myself and Marc and an on-going hardware store for the community – a winwin for all the stakeholders.

The bottom line is this – We owe it to ourselves to start thinking about our succession from the moment we open our doors for business. It doesn’t matter if you won’t be ready to retire for several decades, thoughtful planning and a careful consideration of your options could ultimately help make the transition run smoothly and be beneficial to everyone.

Sometime around 2016 one of my teammates came to me and said, “You know Gina, this place is known as `Recovery Hardware` in the community”. That little phrase jumpstarted a book by the same name that tells so many beautiful stories of the people that helped grow our business. If you’d like to read more about them, you can order the book by searching for ‘Recovery Hardware’ by Gina Schaefer at Waterstones.com

Logan store. Takoma storefront.

View from Europe

The future of e-Commerce in Europe

Online challenges and opportunities for SME’s.

Which online strategy matches the expectations of the typical European shopper?

This key question sums up the concerns of countless retailers and independent store owners in Western Europe. For a myriad of retail organisations, e-Commerce is and remains a tough exercise and a delicate process. The reasons for this are well known. On the one hand, every online business ensures crystal-clear and transparent communication with consumers; on the other hand, the slightest mistake is relentlessly punished. And that does not complete the difficulty.

Those who have jumped on the booming online business trade during the pandemic have mostly had a lucrative track record. Just as physical retail has evolved tremendously in terms of technology over the past few years - e.g. self-scanning or electronic labelling, e-Commerce also keeps up with these technological advances, e.g. with mobile commerce. However, with the challenging economic outlook in Europe, we are facing a pivotal moment as no one can rely on those growth curves anymore. On the contrary, the consumer’s sizable buying behaviour during the lockdowns has ebbed away in the very short term, and not just because of reduced purchasing power. Every trader is trying, in whatever way possible, to still get a slice of the pie. And that is quite understandable and yet it is a risky venture to plunge into online business now, unprepared. E-commerce is a trade like any other business and by definition requires a well thought out business plan, underpinned by consumer research.

At the request of Mollie, a Dutch payment solution system provider, the British marketing agency Coleman Parkes conducted a survey of 3,000 European consumers during this summer 2022 in the Netherlands, Belgium, Germany, Austria, France and the UK asking about their online shopping behaviour and expectations.

Data and knowledge : indispensable keys to decision-making Although online shopping behaviour has clearly changed in the post-pandemic era, 35% of all 3,000 respondents (500 surveys per country) - across all living and income categories - reported shopping online more often than before the pandemic.

What is more, 48% of all those surveyed say they will buy as much online in the next 12 months as they do now, generally focusing on the well-known international giants including Amazon, eBay, Zalando, ManoMano or Bol.com. And this while almost 40% confirm that they will shop directly via the brand’s website. A third of Europeans use search engines to find the desired product online and a quarter of them invest the necessary time to consult comparison sites. The key to best respond to the expectations of the online shopper starts with mastering customer behaviour.

A View from Europe

What impact will the economic situation have on e-Commerce?

Almost 80% of Europeans surveyed are of the opinion that significant savings have to be made on online purchasing over the next 12 months. It is abundantly clear that consumers show a cautious attitude when spending both their household budgets and those for leisure activities. The impending winter, coupled with the threat of increased energy bills combine to form a sword of Damocles on upcoming or delayed purchase decisions. It may sound ominous, nevertheless there are plenty of opportunities to be seized in e-Commerce and more specifically in click & collect services. Exactly as we saw with our own eyes during the recent HAI study tour in Belgium and the Netherlands, we now live in a ‘phygital’ era (Physical & Digital).

Digital Darwinism

For the average online retailer, the challenges are considerable. What levers can still be pulled to persuade consumers to make purchases, however limited? The research clearly shows that e-Commerce is not limited to offering a wide range of items, regardless of the product category (fashion, sports, electronics, home improvement, cosmetics, medical care). Online business has become a holistic, virtual retail process.

The Mollie survey reveals that European online shoppers still value high technology the most during digital shopping. As many as 78% of them emphasise the need for a smooth and efficient payment method as well as delivery times and free return facilities. However, when technology and consumer behaviour together evolve faster than merchants have the ability to adapt, a lot of investment will be required.

The pitfalls for e-Commerce

For a quarter of Europeans, price remains the decisive factor when buying online. And yet a significant and substantial amount, at ¤4.5 bn, is left in digital shopping carts. Identical frustrations are distilled from the survey across the continent: 61% of Europeans give up online when extra high shipping costs or taxes suddenly appear, an unsafe payment method is experienced (54%), as well as negative reviews.

Seven action points for a successful online strategy From this European study, we can conclude the following:

Provide the online shopper with the necessary symbols that familiarise them with the range of payment methods available early during the customer journey;

Refine the check-out flow to reduce the steps while maximising the sales process;

Offer efficient shipping options including drop shipment, click & collect and pick-up points;

Foresee a benchmark strategy to remain competitive against off-line retailers;

Communicate the offer of free shipping from the beginning of the customer journey to increase conversions;

Display security badges on your webshop and work with a reliable payment partner offering advanced payment security;

Especially for international online sales, propose trusted and local payment methods and explain them in the local language.

Also online, the customer remains king Customer loyalty is still the strongest binder in the relationship between commerce and the end user, whether in the physical, digital or phygital world. This is precisely why it is essential to constantly share customer experiences. Refer to customer testimonials and experiences and mention these together with the product catalogues. Share your loyalty scores provided by review sites such as Trustpilot.

Last but not least, having the best price, coupled with excellent service, will always be the key issue to get the customer back to your webshop. Constantly monitor the price situation, think, act and remain local in all aspects of communication and ensure great service by using chatbots, fast response times and phone assistance when required. The key learning from this survey and the action plan are quite simple: Retail remains for ever detail, including online. Understand customer buying behaviour and foster good relationships with the phygital consumer. Wishing you the very best and season’s greetings.

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

Thierry Coeman.

HAI Training and Development round-up 2022

2022 saw HAI’s first full year of its half-day, fully virtual workshops. Due to member and peer feedback the team opted to keep training online to accommodate the changing landscape of doing business, giving attendees more flexibility to manage their career development.

HAI 2022 Training in Numbers

Training Attendees 161 Half-Day Sessions 17

Most Popular Workshops (by attendee):

Digital Marketing: 58 Merchandising: 26 Stock Control: 25

Virtual Classroom Training:

Our Spring and Autumn 2022 training schedules saw two series of half-day Zoom-based, highly interactive, workshops designed to update employees in their skills and strategies. This included the return of Leadership and Communication Skills after a two-year hiatus. The full list of workshops covered this year is below:

Credit Control Customer Service

Digital Marketing & Social Media Leadership and Communication Skills Merchandising Techniques

Sales – for Retailers and Builders Merchants (customerfacing)

Sales – for Suppliers/Distributors (B2B) Stock Control

Digital Marketing Mini-Workshops:

Due to high demand among members for Digital Marketing support in specific areas, we launched a series of five mini digital Marketing workshops, all presented by Greg Fry. These highly interactive hour and 30-minute-long webinars covered key marketing and social media tools:

Canva – How to use the graphic design service

Email Marketing – Using Mailchimp for effective marketing SEO – How to boost your search engine optimisation Facebook and Instagram Advertising

Google Ads

HAI Certificate in Hardware Retail and Merchanting: June 2022 saw the graduation of the first 20 students of the HAI Certificate in Hardware Retail and Merchanting. In September HAI launched the programme for a second year. The mentor-based programme is designed for employees in hardware retail/builders merchanting looking to develop their skills and confidence in their role, along with their career prospects. Another cohort of students are actively enrolled, and are progressing in their learnings in topics including Sales, Customer Service, Basic Instore Finances and Stock Control.

You can read more about this on Page 57

Company-Specific Virtual Training: If your organisation is looking for company-specific training we have a number of instructors available to deliver tailored workshops for your team in topics including Stock Control, Sales, Customer Service, Credit Control, and more!

eLearning – Hardware Education Hub: As always, the Hardware Education Hub, our e-learning portal, is available to HAI members on www.hardwareeducationhub.ie for access to a suite of modules in topics including:

Social Media Fundamentals IT and Desktop Skills Personal Skills Commercial Skills

We look forward to welcoming back participants to our virtual classroom in 2022. You can find our Spring 2023 Schedule on page 55.

For queries

any

our training opportunities please contact Aoife Kinsella at aoife@hardwareassociation.ie or call 01 2980969

Careers in Hardware

Hardware

Jobs at National University Careers Fairs

In recent months HAI attended a number of local and national Careers Fairs for 2nd and 3rd level students, graduates and jobseekers, talking to them about career opportunities –whether they’re looking for part-time work to complement their studies, for work placements or for long-term career opportunities.

Every student who visited the stand was advised on the longterm career paths that the industry offers, whether starting in entry-level in retail/merchanting or supply/distribution/ manufacturing.

These events were ideal opportunities to meet suitable candidates for work experience, part-time or full-time roles, and many students over the events showed great interest in the viability of a career in the sector. Here are the details of our recent Careers Fairs activity:

UL Autumn Careers Fair: HAI was joined by the team from McMahons Builders Providers at September’s University of Limerick Careers Fair, where students, whether in 1st, 2nd or 3rd year looking for career ideas or internships, or final year students, were seeking advice on what to do next in their career

UCD Science, Engineering and Technology Careers Fair:

The UCD Careers Fair was another highly successful day, with students studying Engineering, Construction Studies, and even Data Analysis, asking about career opportunities in the industry.

Munster Technological University (MTU) Careers Fair: The MTU Careers Fair saw thousands of students interested in work placement, part-time and graduate opportunities, and HAI was delighted to be joined by David Heavin from Cork Builders Providers who got to talk to students about their latest career opportunities with their newly launched Solar Panel PV department.

SETU Waterford Built Environment Careers Fair: HAI was pleased to welcome the HR and Operations managers from Morris’ Builders Providers (Waterford) at the recent South East Technological University (SETU) Waterford Careers Fair, which specialised in career opportunities in the Built Environment. The Morris`s team were delighted to chat with students about their upcoming career opportunities, and they saw the day as a great chance to match their vacancies with enthusiastic and skilled candidates.

With Spring Careers Fairs to be announced nationwide we welcome employers to join us at future events, to have a chance to talk to visiting students and careers officers about careers, graduate programmes, work experience or other initiatives. Contact aoife@hardwareassociation.ie to get involved.

If you are an employer, and have any vacancies you would like to promote, contact aoife@hardwareassociation.ie today about advertising your vacancies on www.hardwarejobs.ie

A look at HAI’s recent activities as part of its Careers in Hardware campaign, including its participation in the World Skills Ireland Careers and Skills fair in Dublin.

Aoife Kinsella at the UCD Science, Engineering & Technology Fair.

Morris’s Builders Providers & DIY at the SETU Careers Fair: (L-R) Seamus Reynolds - Chief Executive, Laura Power - HR Manager, and Liam MoranOperations Manager.

HAI Certifcate in Hardware Retail & Merchanting

CERTIFICATE

HARDWARE RETAIL AND MERCHANTING

Sponsored by Octabuild for a second year, the nine-month long mentor-based programme is designed to equip those new to the hardware retail/builders merchanting sector, and those in need of more structured training, with a knowledge and skills base that will enable them to contribute to the business of their employer. It will also help employees build a career in the sector.

After having already completed modules in Communication Skills, Selling Skills and Customer Service, the students have successfully completed the Personal Development section of the programme.

In November and December they completed the Credit and Financial Management section by successfully completing the Basic Finances and Credit Control modules, both presented by Declan Flood of Irish Credit Management Training.

Octabuild Members sharing their Product Knowledge In addition to their learning modules, they also completed Product Knowledge modules presented by Octabuild members, having most recently attended a highly detailed Insulation Products module by Kingspan Insulation and a very informative session on both Roofing and Timber Products presented by Etex and Glennon Brothers.

HAI is delighted to be working with Octabuild and its members (Dulux, Etex, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, Kingspan, and Wavin) to deliver a series of Product Knowledge modules, giving students a fully rounded view perspective of the industry.

Here is the full list of topics covered:

Paint & Décor – Dulux Paints

Heating Products – Grant Engineering Insulation Products – Kingspan Insulation

Roof and Timber Products – Etex and Glennon Brothers Plumbing Products – Wavin Ireland Cement Products – Irish Cement Fasteners & Fixings - tbc Garden Products - tbc

Hand and Power Tools - tbc

Octabuild Chairman Ray Molyneaux comments on the group’s involvement this year: “Octabuild is delighted to sponsor the HAI Certificate in Hardware Retail and Merchanting for the second year running. We very much appreciate the importance of growing talent in the merchant trade, which offers significant opportunities, and value the knowledge that this programme offers to participants. We look forward to sharing our own expertise in industry specific product knowledge modules for participants and working with them as they progress through the programme.”

For more information about the HAI Certificate in Hardware Retail and Merchanting contact Aoife at aoife@hardwareassociation.ie or call 01 2980969

With 2022 coming to an end, the second Certificate in Hardware Retail and Merchanting reaches its half-way point.

Novatel - making digital communications faster, easier and more reliable

Many modern homes and commercial buildings are built in a way to ensure that they are extra insulated, and reinforced, and this creates huge problems when it comes to mobile phone signals. Dead zones, shaky coverage and unreliability are some of the major problems that are now commonly encountered. This problem also extends to buildings that are constructed with metal or cladding, have thick stone walls or concrete.

In all of the above situations the signal that is broadcast from your local cell tower simply will not permeate inside to reach your mobile phone, costing you time and money with missed or dropped calls and frustrating data connection drop offs.

Advanced Mobile Phone Repeater technology from Stella Doradus provides crystal clear voice calls and reliable mobile data solutions to small or large areas where phone signals are currently either weak or non-existent indoors. Licensed Repeater Systems solves these problems by capturing even the weakest of signals outdoor, adding amplification and redistributing the signal to whatever area you desire, instantly making your communication problems a thing of the past.

In addition to perfect call quality, why not solve your internet problems today? Stop waiting for your fibre connection, you don’t need it!

No business can thrive without a proper internet connection. Simple productivity tasks like getting into a Zoom call and being able to listen and see everyone on such call, downloading the latest product catalogue of your supplier, accessing your cloudbased File, ERP or CRM systems, or simply loading a webpage, should not be something you worry about. This is not, however, what’s happening in so many regions in our country, and we keep daydreaming of a fibre service that is offered to our door. Do we really need to keep on waiting? Do we really need a fibre connection to run our business?

The evolution and proliferation of LTE/5G has made it that, today, in Ireland, there’s a 99% coverage of 4G networks – considering the three main providers. This coverage is, however, street coverage. Often, we’re on a Whatsapp call while driving or walking on the street, and the minute we entre a building, the quality of our call just drops – or the call itself drops. Like standard calls as previously discussed this is because the LTE/5G signal has a hard time going through the structure of our buildings (bricks, concrete, iron, and wood, amongst others). We as business owners/decision makers or private users are led to disregard LTE/5G as a solution to our office/home internet needs.

But think again: when was the last time your mobile phone didn’t have LTE/5G connection when you were on the street? Is it really that unreliable or are we missing something?

LTE/5G has numerous benefits when compared to all existing internet access options. The first one, the most important one and the one we tend to overlook the most: it’s there! It is that simple. Outside your building, you can pick up a good quality LTE/5G signal. Compared to any other internet connection alternative, LTE/5G has by far the easiest and quickest deployment of all: no wiring and no waiting. It has a way bigger coverage than any wired access alternative and, again, it’s there. You just need to pick it up with the right equipment and, most probably, you will get better speeds than with your phone.

Secondly, it’s super reliable. Again, when was the last time your cell phone’s outdoor LTE connection was “down”? The redundant nature of LTE/5G, with multiple towers, makes it more reliable than wired broadband which is prone to physical errors, or satellite which can be affected by weather. Most locations are served by multiple cell towers, which means if a cell tower goes down, networks will remain up and running.

Thirdly, speeds offered are more than sufficient to tackle all your needs. Do you really need those 500Mbps you saw on that TV ad? For 99% of us, the answer is no. But even if you do, LTE/5G will get you there. LTE offers, today, typical download speeds between 20 and 200Mbps – probably the speeds you need. However, 5G is blowing those numbers away, with speeds ranging from 200 to 700Mbps – yes, in Ireland (329Mbps download speed, 16km away from the cell tower)!

Finally, “But National Broadband Ireland have promised the fibre will be here in the next six months, what do I do then?”. Solve your problem today to save time and money.

LTE/5G is the key to unlock fast internet access today. The only thing that is needed is to do it right. With the right router, the right outdoor Poynting antenna, and the right Teltonika cellular router. It’s this simple. Why wait? Contact Novatel today and let us guide you to a solution that will keep you talking and keep you connected.

Novatel Communications Approved Distributor for ComReg approved Stella Doradus, Poynting & Teltonika Cellular Equipment.

www.novatel.ie

NIAMH CULLEN O’REILLY CEO, Novatel

COLIN DOWNEY National Accounts Manager Digi Systems

Digi Systems offer Pricing Display Solutions

While the food retail sector seemed like the logical place to continue to focus, the increasing complexities of managing largesize warehouses and non-food retail stores are driving demand for solutions to the fast-paced changes currently affecting the hardware and building materials sector.

Over recent months for many reasons the frequency of price changes has increased substantially. Where prices may have changed annually, now they are fluctuating weekly if not daily due to supply and demand. With staff shortages and the timeconsuming task of changing paper labels frequently, Digi ESLs are an obvious solution to the problems encountered by this sector.

With the introduction of Digi ESLs, companies can react immediately to market changes and the ability to match or alter, as appropriate, to competitors’ prices in near real-time. Automating the pricing process frees up crucial time to work on other value-adding processes including stocking critical products, and providing customers with efficient service.

Digi ESLs give customers access to the correct price and best promotions in real-time as well as product information. They eliminate pricing errors and while avoiding customer complaints is important, so too is avoiding accidental undercharging. ESLs have an immediate impact on store operations and profitability, giving

you the ability to change over 3000+ prices centrally per hour, and importantly learn about customer behaviour, price/volume and build a better pricing engine to drive profits.

Digi manages the entire ESL installation from concept to realisation, they customise the system to each store operation both technically and practically and can integrate with your current POS systems. There is a custom fit for each business, whether you have one location or wish to centralise prices across multiple stores.

Digi will project manage the entire installation including liaising with third parties, site surveys, and the installation of infrastructure. An important key to achieving confidence in the ESL system is staff training, which is also provided for the store, nationwide on-the-ground, phone and remote support.

As the system is customisable, you can choose multiple designs including multi-buy offers, Local or in-store offers, Was & Now offers, etc. You can also choose customisable frames to highlight promotions or product ranges.

For further information please contact Colin Downey, National Account Manager, Digi Systems, 087 7596417, colin@digi.ie, www.digi.ie

Digi Systems had been incredibly successful with Electronic Shelf Labels (ESL) in the retail food sector, supplying, installing, and managing over 2.5 million electronic labels, in over 470 locations, since entering the Irish market in 2017.

Demand Response - how can large energy users provide fexibility to help decarbonise the grid?

What next after energy efficiency?

Many businesses have already optimised “how much” electricity they use, employing energy efficient equipment, and improving processes to minimise energy usage. In addition to energy efficiency gains, many businesses can also provide services to the power system by shifting usage away from peak times and being flexible about “when” and “where” they use electricity. Flexibility is an extremely valuable service to the power system as Ireland moves to even higher levels of renewable energy penetration on the grid. Renewable energy sources such as wind and solar are variable, so balancing their output with fast responding flexible demand at industrial and commercial sites helps to balance the power system.

How can industrial customers play a role?

Demand response aggregators are companies that enable specific electricity loads and assets on customer sites to become part of the power system. They offer an aggregated response from multiple customer sites to provide balancing and stabilisation services to the electricity grid.

Aggregated demand response from hundreds of industrial sites across the country creates a series of “virtual power plants”. These can be used to deliver the power system services and capacity in the same way as conventional generation, such as gas and coal-fired power stations.

The local actions of individual commercial and industrial electricity customers can have a massively positive impact on our national decarbonisation objectives. They will help to secure electricity supplies by giving flexibility to the power system and providing essential system services to operate with higher levels of renewables.

Providing power system flexibility

When balancing the grid, reducing electricity consumption has the same effect as increasing generation. It uses the underlying

capability of existing customer resources, minimising the need for additional infrastructure.

If your commercial or industrial business has onsite back-up generation or equipment that can have its electricity consumption reduced for brief periods, then demand response could be a viable opportunity for you. Suitable non-critical equipment may include air conditioning, ventilation, electric heating, water chillers, fans, pumps, refrigeration units and other interruptible loads.

Through demand response, industrial customers can not only contribute to decarbonisation but can earn revenue for providing services to the power system while doing so.

Getting over the “fear factor” and making a real difference It sounds like an obvious choice for many businesses, but there can be a “fear factor” in doing something that seems quite complex. Demand response is a sophisticated service, but aggregators are experts at assessing the opportunity and partnering with customers to enable participation.

Demand response is a real opportunity to do something that makes a difference in helping Ireland to get additional renewable generation on the power system. Often energy users have already gone through an energy efficiency journey and feel they have exhausted all avenues, however demand response is a complementary service that can deliver real benefit.

About

The Demand Response Association of Ireland (DRAI) is a trade association that represents companies providing grid services from demand and embedded generation response across hundreds of industrial and commercial customer sites throughout the island of Ireland.

Find out more at: https://thedrai.ie/ or www.linkedin.com/ company/dra-ireland/

SIOBHÁN McHUGH Chief Executive Officer, The Demand Response Association of Ireland

Industrial and commercial electricity users are acutely aware of the need for processes and equipment to be energy efficient. However, many don’t know there are other steps they can take to actively help to decarbonise the electricity grid and support security of supply, while earning revenue.

General-purpose tools are the most frequently utilised around the globe

The strongest factor credited for this growth is the booming construction, automotive, shipbuilding, and manufacturing industries. The increasing usage of hand tools in the aerospace sector and by DIY enthusiasts for a diversity of applications, such as hammering, drilling, and sawing, is driving the industry growth.

Owing to their versatility, general-purpose tools are the most frequently utilised around the globe. They are fairly simple to use and need no special skills. Because of these factors, these implements held the largest market share, of about 67%, in the year 2021.

Cutting tool usage will grow at the highest hand tools market compound annual growth rate (CAGR) of about 5%, in the years to come. Saws, knives & blades, chisels & files, and

cable & wire cutting tools are utilised in a number of industries, including automotive, construction, aerospace, and electronics. Their augmenting usage for carpentry, furniture, and DIY purposes will drive their procurement in the future.

Construction had the largest share in the year 2021, among industrial end users. With the increasing population and fast urbanisation, the requirement for commercial and residential facilities is increasing, which, in line, drives the demand for hand tools. Likewise, the increase in upkeep and construction activities has been a key driver for the usage of hand tools around the world.

Source: https://www.prnewswire.com/news-releases/ hand-tools-market-to-surpass-usd-31-884-million-by-2030-says-ps-intelligence-301620513.html

Toolbank Ireland, using their industry experience and knowhow, have expanded their initial range of opening price point Olympia Power Tools. This includes an additional 23 models, including a broader range of corded machines, plus their NEW X20S™ 20V range. Perfect for the budget-conscious first-time user or occasional DIYer, this compact range of must-have corded and cordless power tools has been carefully selected to cover most DIY jobs around the home. Olympia Power Tools make modern user-friendly designs that are easy to use. So, whether it’s drilling, sawing, or sanding, your customers can achieve the best possible results every time. There is also a Two Year No-Quibble Guarantee.

The X20S™ 20V range includes a choice of battery sizes and charger options to suit different power tools and different applications. A 4.0Ah X20S™ battery is best for heavy applications, such as grinding and sawing, giving your customer all the power they need to get the job done. The 1.5Ah or 2.0 Ah batteries are ideal for lighter applications such as drilling. To keep batteries fully charged, the X20S™ 20V range includes a 1-hour fast charger and a standard

3–5-hour charger. X20S™ batteries and chargers are 100% compatible with all tools in the X20S™ 20V range. For further information please contact, Toolbank Ireland, 24 Magna Drive, Magna Business Park, Citywest, Dublin D24FNYO, Ireland. Call +353 1 467 7000 or email irishsales@toolbank.ie or visit www.toolbank.ie

Bellota Tools invest a further

4 million into state of the art robotic technology

The Spanish company Bellota Tools has invested another ¤4 million into a new forge press for its Legazpi plant in Spain allowing the company to double their production of forged tools in response to the growing global demand.

Iñaki Esain, Manufacturing Director, says the new machinery comes with important advantages. Firstly, it will allow Bellota to double its production capacity, while allowing them to produce more sustainable tools with higher levels of energy efficiency. In addition, the new machinery is in line with circular economy principles, since it will also reduce the percentage of surplus steel during the process by around 13%. It will also reduce the consumption of raw materials, since it will require less metal to manufacture the tools, and it will lessen electricity consumption during the manufacturing process by reducing the number of strikes necessary to shape the tool. In fact, this new machine will improve energy efficiency and reduce energy consumption by around 20%! This will also result in an improvement in work safety standards by eliminating one of the repetitive mechanical steps that occurs during the manufacturing process.

All this is possible thanks to the incorporation of a 700 ton press, five robots, a new induction furnace and five polishing and finish machines. From a labour point of view, the new machines allow certain mechanical works to be reduced, resulting in greater safety and ergonomics for the worker. In addition, the new line enables a substantial increase in productivity (by providing greater flexibility through short production runs and quick tooling changes, introducing industry

4.0 fundamentals: predictive maintenance, consistency in quality, etc.). All this represents an important conceptual change to be able to manufacture in a more flexible, competitive way and with higher quality, safety and sustainability standards.

How will this benefit Ireland specifically?

Les Ashley, Head of Sales for Ireland & UK says, “Bellota’s investment will help increase output, which will bring our stock availability levels up to 98%. It will also raise the bar again by improving quality whilst keeping our prices extremely competitive in these uncertain times.”

For more information or if you would like to meet to discuss the range, please contact Les Ashley on 087 440 8077 or email les.ashley@bellota.com, www.bellota.com

Bellota would like to thank all our customers, and wish them a very merry Christmas.

Good luck with the Christmas seasonal business. Most of all, enjoy your family time and we look forward to being of service to you in 2023.

CAT Power ToolsSuccess in being different

One of the main challenges facing the hardware sector in Ireland, is ‘standing out from the crowd.’ Offering something that is new, innovative, and exclusive to your customer base is a challenge. Over recent years AEF have brought on experienced team members who have faced these challenges. At AEF they provide the perfect solution, offering a comprehensive range of premium branded products which are regionally exclusive*. Their partnership approach with their customers promotes their engagement in the CAT brand and ensures success in store. Caterpillar is one of the world’s most recognisable brands and is synonymous with quality and innovation. Globally the Caterpillar licensed ranges account for over half of the global sales of the Caterpillar business ($6billion +). For AEF partnering with them was an easy decision to make and one they are excited about. AEF having been in business for over 52 years believe that they understand the Irish market well and the expectations of their customers.

AEF believe their go-to-market strategy for Caterpillar provides security for the retailer in their area and makes them a destination store for Caterpillar products. Their team are passionate about ensuring they provide the best service to their customers. This approach has proven successful since they launched in July, with 17 partners now on board.

Currently AEF stock nine categories in the Caterpillar ranges: Professional Power Tools, Site Storage Boxes, Tool Bags, Wheelbarrows, Welders, Gloves, Power Washers (electric), Torches and Construction Tools. In 2023, they have more exciting launches with five new areas coming online. These will complement what they already have available and bolster the physical presence in store and brand awareness.

If you are interested in becoming a CAT partner, please contact them today onsales@aef.ie www.aef.ie

*terms and conditions apply

The D20 Cordless Power Tool range from Draper Tools

Introducing the new D20 series of cordless power tools from Draper Tools. The impressive range features a convenient multi-tool battery system - where one interchangeable battery system powers every tool in the range. Eliminating the hazards of tangled cables and the need for accessible power sockets, the D20 range is well-suited to trade users, featuring high-quality cordless power tools that are ideal for a variety of tasks on the job, in the workshop, in the garden or home. Whether your customers need an impact driver or wrench, a drill for masonry or wood-working, a saw for timber or branches, even a pressure washer or nailer/stapler, the range boasts an impressive performance and some very handy features. Most of the D20 range features a brushless motor for improved performance and durability and there’s a range of battery sizes and charger options available too.

The D20 series includes some fantastic tool kits that are ideal for everyday tasks. These include the D20 Fix ‘N’ Go Kit, which features a brushless combi drill, brushless impact driver, D20 twin port USB adaptor, 2 x 2.0Ah batteries, charger and an impact screwdriver bit set. This handy kit comes stored in a 440mm hard bottom tool bag for easy transportation and storage. Also set to be popular is the 8-Piece D20 Workshop Kit. This kit comes with a brushless combi drill, brushless impact wrench, brushless 115mm grinder, D20 Flexi inspection lamp, 3.0Ah battery and 4.0Ah battery, charger, durable storage case and a tin of ten metal cutting discs.

With over a century of history and heritage, numerous award-winning products and 5-star rated customer service, Draper Tools is a brand you and your customers can trust. To date, the Draper product range includes over 10,000 lines, so whatever the trade or task, you’ll find a huge choice of quality tools available. www.drapertools.com

Dual Power: fexible, powerful, cordless

For the DIYer looking for cordless, durable and eco-friendly products, Varo has developed the Dual Power range: one battery platform, compatible with more than 100 tools. Additionally, many of their Dual Power tools are equipped with a brushless motor, which means more power and durability. It also minimizes vibrations and ensures less time to spend on maintenance.

The platform consists of two battery types: tools

the amperage, and ensures an even longer working time when used on a 20 V tool.

The Dual Power charger was designed to be able to charge all Dual Power batteries, both 20 V and 2x20 V. Varo offers Dual Power starter kits containing one or more tools as well as one or two of the universal batteries and a charger. If you already own Dual Power equipment, all Dual Power batteries, chargers and tools can also be acquired separately. Thanks to these universal batteries and charger, there is no need to buy a separate battery for each tool, making Dual Power the more economical and ecological choice.

Cordless Pruner Saw Autumn weather means heavy winds and having to remove large branches that may have broken off. Use the POWDPG7572 Cordless Dual Power pruner saw to cut them into smaller, more easy-to-manage pieces. Thanks to its compact design, your customer can wield this pruner saw with just one hand. It makes the work go faster, it also provides the necessary working comfort and freedom of movement. Easily

manoeuvre the machine in narrow, hard-to-reach areas, e.g., in between branches or bushes.

The premium quality bar is 100mm in length and fitted with a sturdy chain with 14 teeth. At a sawing speed of 6,7 m/s, your customer can effortlessly cut through all kinds of wood. Ideal for pruning small branches and other fine sawing.

To guarantee your safety, the saw comes with a protective cover for the chain and bar, a hexagon wrench to adjust the chain tension, as well as an empty 20ml bottle for oil.

For further information, please contact Les Ashley, les.ashley@varo.com or directly on 087 440 8077

International Tool Industries present the SKIL Power Tool Range

Now entering their fifth year in business, International Tool Industries’ (ITI) journey has been very successful, but this year has had its challenges to say the least according to Don O`Toole, General Manager. “Even though the revenue stream has been very positive for 2022 and sales were steady, it most certainly doesn’t reflect on how busy the industry was last year, during very buoyant times”.

Constantly looking for new opportunities and new products to add to their portfolio, ITI launched the SKIL Power Tool range almost nine months ago, a brand that is synonymous for almost 100 years, within the construction industry and with DIY tradespeople. The famous Skilsaw was one of the first electric powered saws ever produced as an alternative to the conventional hand saw. The Skilsaw or otherwise known as a circular saw, revolutionised the industry for professional carpenters, with less labour time and energy lost and efficiencies in time improved.

As time went on since the SKIL saw was launched, many more power tools were invented, designed and manufactured for decades to follow. Now they have a full complement of power tools available in the range from 240v machines to a 20volt battery platform. They also have a ‘One battery fits all

program’ to include an extensive range of garden powered products. SKIL are exceling at re-entering the market seeking to reclaim their share of an ever-expanding industry.

International Tool Industries are the sole distributor in Ireland for this prestigious brand and are looking forward to developing this range of products in 2023. The good news is, SKIL are launching their New XP (Extreme Power) tool range in the spring of 2023, with brushless motors, longer run times on a 20v battery platform at very competitive pricing points for both professional and DIY enthusiasts.

For more information on the SKIL Power Tool range, visit the ITI website or contact your local account manager, to provide you with an up-to-date catalogue.

www.internationaltoolindustries.com, Tel. 047 30650 (Sales Office).

BLUE STEEL IMPACT BITS

Manufactured

Featuring

include Related Products, Out of Stock Alternatives as well as Back in Stock Dates and a unique Stock Watch Function which provides customers with an ‘alert’ when the selected product returns to stock.

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Fiskars® Gardening & Pro Tools

At Fiskars, they believe in the art – and science – of creating and enjoying your own outdoor haven. That’s why they take a holistic approach to develop tools that reflect hours of immersive study, research, and validation, resulting in a range of tools that seek to outperform the competition and feel like a natural extension of the body.

Fiskars cultivating tools are intuitively designed to help your customer plant, nurture and harvest what they love. Their gardening accessories include kneeling pads and tool organisers to help make your customer’s time in the garden more enjoyable and efficient. Fiskar’s powerful and durable hedge shears, loppers, and pruners feature smart technologies that maximise your customer`s power. Razor-sharp teeth on their saws let your customer make short work of thick branches, while their shears and snips gives your customer the dexterity and precision that they need for delicate cutting of flowers and other produce.

Their rugged shovels and digging tools are designed with robust connections and ergonomic features to help reduce pressure on the users back and hands. Tree pruners make it easy to cut branches up high, while their collection of durable rakes allows for easy clean up.

more power, while hardware tools equipped with PowerGear® technology boast leverage-enhancing gears to give the user more power – especially during the toughest part of the cut –for easier cuts through sheet metal, plastic pipes, ductwork and more.

Pro Tools

Designed to outperform, outlast and reduce negative impact on the body, Fiskars Pro tools do more than “get the job done;” they work for the user. Fiskars hardware shears and snips feature everything from aviation snips to pipe cutters, bolt cutters, and utility snips armed with various technologies; all designed for tough, relentless cuts. PowerArc™ blades are intelligently curved to alter the angle between blades for 40%

For intense demolition tasks, the Fiskars collection of sledgehammers and wrecking bars feature IsoCore™, a patented technology that absorbs more shock and vibration, reducing muscle fatigue and joint pain. Wedge-faced sledge and club hammers offer five times more destructive power, while their framing and finishing IsoCore™ Hammers keep every strike effective, controlled, and comfortable for major framing jobs and small interior tasks.

All Fiskars® Pro tools are built to last and backed by a full lifetime warranty.

For more information visit their showrooms in Waterford or to become a stockist contact; Fiskars Group, WWRD Ireland LTD, The Atrium / Suite 17, Maritana Gate, Waterford, X91 KAOC, www.fiskarsgroup.com

Contact Pat Keane, Republic of Ireland area sales manager, Tel 086 7796386, patrick.keane@fiskars.com Or David Armstrong, Northern Ireland area sales manager +44 (0) 7968 520219, david.armstrong@fiskars.com

Global industrial fasteners market: growth drivers

During the forecast period of 2023-2033, the global industrial fasteners market is expected to reach an estimated value of US$ 120b (¤116b) by 2033 by expanding at a Compound Annual Growth Rate (CAGR) of 5%. The market further generated a revenue of US$ 80b (¤77.5b) in the year 2022. Major key factors propelling the growth of industrial fasteners market worldwide are the growing medical industry and growing need of medical equipment including ventilators, monitoring devices, respiratory devices and others. The growth of the global industrial fasteners market can majorly be attributed to the collaboration and acquisition taking place among the prominent players of the market. The market

growth can also be attributed to higher demand of automobiles worldwide. From April 2021 to March 2022, a total of 22,900,200 vehicles were produced, compared to 22,650,600 units from April 2020 to April 2021. (Including passenger vehicles, commercial vehicles, three wheelers, two wheelers, and quadricycles).

Read more: www.digitaljournal.com/pr/industrialfasteners-market-to-expand-at-a-cagr-of-5-assessment-forthe-driving-factors-size-revenue-segments-expansiondemand-and-opportunities-during-20232033#ixzz7kKPTsybE

You’d be NUTS to go anywhere else!

Tucks Fasteners and Fixings offer ETA approved fixings where appropriate and their products are offered in a variety of innovative display options including boxed, loose stock in drop down bins with bespoke customer labels and their recent introduction of Forgefix trade bags. All options are colour coded to help your customer ‘shop the shop’ and locate the products they need efficiently and effectively. All orders received before 10.00 am from Dublin will be delivered the same day – now that’s what they call service! All country orders received before 4.00pm will be despatched same day for delivery throughout the 32 counties. Orders can be placed

through their B2B site www.tucksfasteners.ie, direct with your sales representative or by signing up to their innovative Vendor Managed Inventory (VMI) program. All of this is backed up with some of the most knowledgeable & friendly staff in the business. You’d be NUTS to go anywhere else!

For more information please contact, Tucks Fasteners & Fixings, Unit 10, Century Business Park, St. Margaret’s Road, Finglas, Dublin 11 tel. +353 1 884 5100, fax +353 1 864 8344, sales@tucksfasteners.ie, www.tucksfasteners.ie

John Murphy (Castlerea)

- A one stop shop

John Murphy (Castlerea) Ltd offer a one stop shop specialising in Fasteners and Fixings and also servicing customers with several other branded categories. These include Heller Drill Bits, Alphachem wood preserver, wire netting, builders metal work, abrasives, chain & rope, tee hinges, gate hangers, toilet seats, hand tools, algae remover, garden accessories and tools along with other hardware items. They have worked hard over the past year on their supply chain. Anti-Dumping legislation which imposed duty of 86.5% on certain fixings from China, has been one of the big challenges. While it still remains in place they have protected their customers from much of the impact of the duty and they are starting to see more stability coming into the supply chain generally. The company are currently working on various innovative storage solutions for their customers. This particularly applies where space is tight and customers want to maximise the sales value of the space they have.

Tools & Wire Netting

John Murphy (Castlerea) Ltd also offer in store stands to support the display of their Allgrip Tools and Wire Netting ranges. The wire netting range includes galvanised and PVC coated welded mesh and galvanised wire netting and tying wire. Allgrip tools cover Agri, Construction and Garden sectors. Allgrip planograns are now offered on tee hinges, padbolts and gate hanger ranges.

In addition to Allgrip, John Murphy (Castlerea) Ltd also represent serveral other leading brands. These include Paslode, Senco, Thorsmann, Plasplugs, RapierStar Screws, Conmetall, PC Henderson, AllinOne Algae remover, Don Quichotee Steel Nails, Thunderbolts, Bonus Bags, Unifix, Cromar/Alphachem, Barretine, Exitex, Sigma, Flexovit and Mikalor Hose Clips.

All enquiries can be sent to your local sales representative or emailed directly to info@jmcallgrip.ie. John Murphy (Castlerea) Ltd wish all of their customers a Happy Christmas and successful New Year.

Within the Allgrip Fasteners and Fixings range the company offer a full range of wire nails and staples. These are sold in 1kg, 2.5kg, 5 kg and 20kg formats. The larger sizes are now sold in tubs with handles which makes it more convenient for customers.

Heller Range

Their Heller Range has stock of over 1,000 items including Drill bits, chisels, cutting blades and diamond discs. German quality gives this range an extra edge in the mind of consumers. John Murphy (Castlerea) Ltd are currently offering special deals for new stand installations in stores and these planograms can be tailored to suit individual store requirements

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Accountants and Business advisers

The hardware sector specialists - nationwide

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

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

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

T: 01 – 6689760

E: ian@brensonlawlor.ie

E: Michaeloleary@brensonlawlor.ie

JPA Brenson Lawlor, Donnybrook, Dublin 4

Trusted by HAI partners, sales-i drives revenue & increases your profit by delivering sales opportunities to any device in the office or on the road. Contact Ros McGill rmcgill@sales-i.com www.sales-i.com

HR

For long lasting thermal and acoustic performance, and the highest levels of fire resistance†, choose ROCKWOOL. Now available in λ 32.

†

* FIW (German test and research institute), Durability Project Mineral Wool, 2016.

Both products achieve Euroclass A1 non-combustible reaction to fire classification.

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

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

Bostik Academy represents a ‘state of the art’ remote ‘online’ training hub aswell as a traditional, ‘hands on’ product and product application training centre. In addition, Bostik Academy offers tailored and dedicated training programmes to you and your team.

Our experienced trainers will present our full product portfolio, best application methods, key industry recommendations as well as current market insights and updates. Our highly skilled technical team is available to support you in your particular project and your everyday activities.

Visit the Bostik Academy on bostik-academy.ie to view our installation videos, ‘How To’ videos and learn more about the training centre.