The Hardware Journal January/February 2025

Inspiring exterior colours

Bring new life to your home with Dulux Weathershield, Ireland’s leading exterior paint.

new colours

Long lasting and with unbeatable coverage, Dulux Weathershield has been designed to complement Ireland’s natural light and landscape and now, with three new colours, there are even more shades to make your home shine.

Visit weathershield.ie and dulux.ie for more handy colour schemes, tips and inspiration.

If you're not happy with the colour, coverage or nish... we'll replace it. That's a promise.

Dulux, Weathershield, Cuprinol, Garden Shades, Let's Chat Colour, Let’s Colour, the Dulux dog and the distinctive colour names are trade marks of the AkzoNobel group. © AkzoNobel 2025.

INISHEER WHITE

BLACKPOOL GREY

BALTIMORE

Message from the CEO Message from the CEO

There is an old saying that - “Everybody complains about the weather, but nobody does anything about it.” When we were planning this issue a few weeks back we decided to look at the impacts of climate change. What does this changing weather mean for hardware stores, builders’ merchants and building material suppliers? As we go to press several parts of the country do not have electricity from the impacts of storm Eowyn. Our infrastructure has taken a battering, and thousands of homes are without power and heating. With expected changes in climate whether it makes sense to be solely reliant on electricity for heating needs to be questioned. Electrifying the power source has been the strategic intent of government policy for some time. While we can foster some level of resilience by having better-insulated homes, ironically due to a changing climate the inconvenient truth is that we need to have other energy options open.

The market is showing little or no growth. Our Business Index figures show no growth in the first nine months of 2024, and this is largely evidenced by the results of some of the bigger players. On the new built portion of our marketplace the figures for newly built homes are very disappointing. At 30,330 this is 2,200 units - 7% less than in 2023. Bearing in mind we have a backlog of 100,000 units, this is a mountain to climb. This year industry experts estimate that the number of new builds will reach 36,500 and rise to 38/39,000 in 2026. Between rejuvenating empty homes and creating incentives for above the shop properties this could add another 40,000 units to the figure - perhaps as many as 8,000 per year. For the last few years there were 5,500 single one off houses built in the country - in the mid-nineties this was 12,500. Now is the time for the state to take the shackles off and let people build. Rules on density make sense when demand and supply match, but when we are 100,000 units behind where we need to be it excludes tens of thousands from home ownership.

In terms of opportunities for the sector, empty homes and above the shops will result in extra business, as will energy upgrades of existing homes. As mentioned, opening up regulations on building single one-off homes will also help. And we need to see a more business-friendly attitude in government to reduce spiraling costs of doing business. Another concern is the shortage of trades professionals. With new Ministers now in place HAI will be lobbying hard for these issues.

On 3rd April we will host The Hardware Conference www.thehardwareconference.ie with a very compelling line up of speakers. Later in the year we are planning a study tour to Scandinavia.

We would like to welcome two new board members to HAI. Maryanne Quigley of Wallace’s Homevalue and Niall Fay of Grant Engineering. We will profile the new board in the next issue.

In the current edition we have several compelling thought-leading articles on many issues. Mathias Lönneker, one of our speakers at The Hardware Conference, on page 46, outlines his experience that customer centricity is the key to business success, and he gives us a view of the future of construction and the Stark Group. Mike McDole, on page 56, outlines the sales process and the importance of knowing your own competitive advantages.

Looking forward to seeing you at The Hardware Conference at the Heritage Hotel on April 3rd. Book early, as we are expecting a good turnout, and we are offering early bird and volume discounts.

Martin Markey Chief Executive Officer - HAI

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 O’Reilly, Aoife@hardwareassociation.ie

Advertising Manager: Jim Copeland, jim@hardwareassociation.ie

Design and Production: Marty Maguire, minus 6, minus_6@icloud.com

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

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

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

features

43 A VIEW FROM EUROPE: Thierry Coeman makes the case for the importance of DIY trade fairs and why they remain essential for establishing connections.

44 INDUSTRY INTERVIEW: Former Sonas Bathrooms CEO Dermot Usher reflects on his time with his family’s business, and what inspired him to achieve his childhood dream with Cork City FC.

46 MATHIAS LÖNNEKER: Group Chief Strategy Officer of STARK Group, Mathias Lönneker explores the role of digitalisation in the evolving Construction Industry.

48 GS1 IRELAND: GS1's Digital Link Demonstrator highlights the benefits of using GS1 standards and QR codes in construction projects.

56 LUMBER USA: Mike McDole outlines how to optimise your sales and know your competitive advantage.

38 HAI CERTIFICATE: The latest in the HAI Certificate in Hardware Retail & Merchanting in partnership with Octabuild.

39 HAI TRAINING: HAI’s Spring training is well underway with more courses to come in Selling Skills, Customer Service and Merchandising – all tailored to the needs of the sector.

business support

50 PROCURE.IE Dean Rock shares how Procure.ie empowers businesses to save and succeed.

51 STUDIOFORTY9 Brad Kearns advises readers on when to consider an eCommerce platform migration.

52 TACTICAL TALENT RECRUITMENT Iseult McLoughlin reveals the latest recruitment insights for the Irish hardware sector, including how to unlock the value of KBB expertise.

53 LEANBPI John Shanahan explores how Artificial Intelligence (AI) is transforming how SMEs work.

54 ATLANTIC ENERGY CONSULTANTS Kevin Carey breaks down the latest grant supports available for homeowners, farmers and businesses

55 SEACHANGE Eamonn Condell offers readers advice on how to protect their business and minimise risks of wrongful arrest.

&

The latest industry news and product developments in the sector, including sustainable solutions for driveway drainage, the complete solution for your customer’s roofline, rainwater, window and cladding system and market leading access junctions delivering best in class results.

& OUTDOOR

This issue features new Spring launches from leading garden manufacturers and suppliers introducing their new ranges and remanufactured & sustainable products which are set to grow sales in 2025. Included are Spring preparation essentials, a new Copper-oil treatment facility in Cavan, a new App to make order placing easier and the best sellers for the garden season ahead.

DULUX EXTERIORS 2025: INSPIRING CHANGE AND TRANSFORMATION

Dulux Exteriors is thrilled to unveil its plans for 2025, showcasing its commitment to inspiring consumers and empowering retailers. From high-profile campaigns to exciting product innovations, this year is set to bring bold new opportunities for transforming homes and gardens.

The Weathershield Advantage on TV

Building on its strong performance in recent years, the Weathershield Advantage campaign returns in 2025, stronger than ever. Launching the first week of April, the campaign will deliver a high-impact presence across TV, digital, and social platforms throughout the summer. This always-on strategy will emphasise Weathershield’s renowned quality and innovation in colour and durability, inspiring consumers to transform their exteriors while driving category growth.

Super Garden 2025

Dulux Exteriors is proud to continue its sponsorship of the top-rated RTÉ garden transformation show Super Garden. This partnership perfectly highlights the Dulux Exteriors portfolio, Weathershield, Hammerite and Cuprinol and its versatile proposition, “a paint for every surface.” The show will inspire homeowners to embrace their exterior projects this season.

New Weathershield Colours

Exciting updates to the Weathershield range include a refresh of the Masonry Ready Mix line, with three new contemporary shades - Baltimore, Inisheer White, and Blackpool Grey. Additionally, six bespoke Front Door Colours will debut, offering homeowners even more choices to personalise their spaces. These updates will start to roll out in early March.

Cuprinol: Celebrating Outdoor Spaces

Cuprinol’s new campaign, There’s More to Life Outdoors, will inspire consumers to reimagine their gardens and outdoor spaces. Activated through digital media, the campaign highlights the value of outdoor living.

Hammerite: Protecting and Transforming Metal

Hammerite Ultima, a groundbreaking water-based paint launched in 2023, continues to redefine metal protection. With direct-to-rust application and a 12-year durability, it’s the ultimate solution for adding both colour and protection to metal surfaces.

For more information visit www.weathershield.ie, www.cuprinol.ie and www.hammerite.ie

‘UNITED IN EXCELLENCE AWARDS’ HOSTED BY UNITED HARDWARE ANNOUNCE 2024 WINNERS

Hardware and builders merchant stores from around the country have been honoured for achieving exceptional standards in retailing at United Hardware’s annual ‘United in Excellence Awards’ ceremony 2024. The awards ceremony, which celebrated an exceptional year for United Hardware members, was hosted by Irish Mentalist, Keith Barry, at an event held at Lyrath Estate, Co. Kilkenny.

The overall winner of the 2024 United In Excellence Store of the Year Award, was Kean’s Homevalue, Claremorris, Co. Mayo. The Claremorris store won the overall and highly coveted award, beating competition from over 200 other exceptional stores in the process. Kean’s is a family-owned retail business which has served the Claremorris community for over 230 years. The store has recently undergone an expansion following significant investment to offer an even broader range of products and services to the Claremorris community.

Paul Candon, Group CEO of United Hardware, commented on the awards: “The United in Excellence Awards recognise and celebrate outstanding standards and customer service across the hardware industry. I extend my sincere congratulations to all the winners and nominees for their accomplishments, particularly this year’s overall winner, Kean’s Homevalue. They have made significant investments in their store standards, demonstrating an unwavering commitment to excellence, which makes them truly deserving of this accolade. All our awardees have set new benchmarks in retailing excellence and have proven themselves to be the premier hardware stores in Ireland. I would also like to extend my gratitude to our headline sponsor for the evening Unilin Insulation, and our gold sponsors Velux, ECC Timber, Dulux Paint, Glennon Brothers, Instantor & Flair, Kilsaran, Einhell, Sonas Bathrooms, Irish Cement and Brett Martin.”

The event involved the presentation of 35 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 United Hardware’s Store Operations which also includes an independent mystery shopper audit by an external third party.

The full list of national Overall Award winners are:

Best Regional Store Munster Flynn’s Homevalue

Best Regional Store Leinster Wallace’s Homevalue

Best Regional Store Connacht Kean’s Homevalue

Best Regional Store Ulster Donegal Town Hardware Homevalue

Best Garden Centre Kean’s Homevalue

Guaranteed Irish Advocate of the Year T.O’Higgin’s Homevalue

Best Online Presence Sheehan’s Homevalue

Best Marketing Initiative IBS Homevalue Kilcoole

United In Excellence Store of the Year Kean’s Homevalue

Homevalue is one of Ireland’s leading DIY, Hardware, and Homeware groups with a network of over 90 Guaranteed Irish accredited stores nationwide that are committed to providing the best range of products at the lowest price. Whether building, repairing, improving, furnishing, or decorating, Homevalue has got you covered.

Homeowners, DIY enthusiasts and professional tradespeople alike know that Homevalue means real value and real expertise.

Kean’s Homevalue, Claremorris receiving their ‘United in Excellence

Store of The Year Award.’ Pictured (L-R) is MC, Keith Barry, Paul Candon CEO United Hardware, Mark & Patricia Kean, Siobhan Crowe and James Kean with Martin Groom, Unilin Insulation, James & Sinead Kean from Kean’s Homevalue alongside Eoin McGettigan, United Hardware.

Best Regional Store Munster - Flynn’s Homevalue (Pictured L-R is  Keith Barry, Paul Flynn from Flynn’s Homevalue with Glenn Goodman from Brett Martin).

Best Regional Store Connacht - Kean’s Homevalue (Pictured L-R is Keith Barry, Siobhan Crowe, Sinead & James Kean with Glenn Goodman from Brett Martin alongside Patricia & James Kean from Kean’s Homevalue).

Best Garden Centre - Kean’s Homevalue (Pictured L-R is Keith Barry, Mark Kean, Siobhan Crowe, James Kean with Brian Collins from Kilsaran alongside Patricia & James Kean from Kean’s Homevalue).

Best Online Presence - Sheehan’s Homevalue (Pictured L-R is Keith Barry, Alan Hogan & Paul Sheahan from Sheahan’s Homevalue with Ray Molyneaux from Irish Cement).

Best Regional Store Leinster - Wallace’s Homevalue (Pictured L-R is Keith Barry, Ruairi Harpur, Ciara Roche, Sarah Delaney, Maryanne Quigley & Joseph Wallace from Wallace’s Homevalue alongside Glenn Goodman from Brett Martin).

Best Regional Store Ulster – Donegal Town Hardware Homevalue (Pictured L-R is Keith Barry, Gerard McGowan with Glenn Goodman from Brett Martin alongside Lee Whittington from Donegal Town Hardware Homevalue).

Guaranteed Irish Advocate of the Year - T. O’Higgin’s Homevalue (Pictured L-R is Keith Barry, Paul O’Shaughnessy from T. O’Higgin’s Homevalue with Rowena Maher from Guaranteed Irish).

Best Marketing Initiative - IBS Homevalue Kilcoole (Pictured L-R is Keith Barry, Karen Gaffney from IBS Homevalue Kilcoole with Martin Glynn from DIY Academy, Dwayne Holt, David Macken alongside Andy Richards from Einhell).

TIME TO ADAPT?

As is evidenced by recent storms, the weather in Ireland has become warmer and wetter. And it is very changeable. Storms seem to have become more frequent and more damaging – at least at a local level. While we do not have the devastation of wildfires, we are getting storm damage and flooding much more often.

Almost every few weeks we hear of areas of storm damage and flooding. Photographs taken with drone technology capture the destructive scale of flood and storm devastation.

During the height of the Celtic Tiger - in some areas flood plains were built upon, so there is an existing number of homes that are always going to be vulnerable.

Before and during the Christmas period we experienced major swings in temperature. We saw temperatures fluctuate between minus six to plus eight degrees - a swing of 14 degrees. While Ireland has always had changeable weather it is getting more unpredictable. The weather patterns of the four seasons are not what they used to be. Instead of four fairly distinct seasons, it seems that we have a very short winter and summer and a much longer spring and autumn. Most weather forecasters say that the country has become warmer and wetter - and that this trend will continue. In the main they are of the opinion that we will largely have to adapt our homes and businesses to this.

In early December, the Feale River in Kerry burst its banks and flooded 85 houses in Listowel (see image below and on following page). Many of these homes were very badly flooded with up to two feet of water and the occupants had to pack up their belongings and move. A tall order at any time, but even more difficult in the midst of a housing crisis. In order to become liveable again many of these houses will need to be stripped back to a builder’s finish costing their owners €100,000 to €150,000. And the occupants may not be able to return for months. Badly affected houses cannot be sold, and insurance may be difficult to obtain.

The flooding in Kerry was caused by a mix of unusual weather and a lack of preparedness. Snow was melted by very intense and heavy rains and the ensuing torrent caused the water level to rise and the river to burst its banks. The effects could have been at least mitigated had parts of the river been dredged but locals say this had not been done for a number of years.

Youghal is more used to flooding. In Youghal, some houses have risen their doors and many have put in either homemade or customised flood defences.

From an insurance viewpoint, the news is very sobering. The insurance companies are going by geocoding. This determines insurance cover and puts it into three categories - claims covered, excluded, or included with an increase in excess.

Image by John Kelliher.

In parts of Cork City - flood cover is not offered as flooding there is considered to be a probability, rather than a possibility. So, what are the implications for the hardware and merchanting sector? What products do we need to stock, or stock more of for us to help customers and local authorities and civil powers in times of a weather crisis?

Products to prevent flooding

In the main this is the preserve of the local authorities – to ensure that flood defences such as flood barriers are in place and working and that drains and gullies are clear. One merchant spoken to takes it upon himself to clear the drains near him, as he maintains that the local authority simply do not have the personnel to do it.

Unsurprisingly sandbags are important, and it is essential to have an adequate amount and perhaps even a bagging machine on premises. Signage is also key to help during a flood.

After the flood/storm

For those who have to start almost from scratch - those at a builder’s finish - hardware shops and merchants will already have most of the requisite products. There is an increase in demand for camping stoves and heaters, chainsaws, torches and batteries.

De-humidifiers also have a role to play, apparently at present one of the largest suppliers has run short, perhaps indicating the level of demand at present.

If your area has been adversely affected by recent storms or flooding please get in touch with The Hardware Journal to continue the conversation. Devastating as these events are, as business owners, we owe it to our customers and community to provide solutions.

Thanks to Tony Flavin, Cal Flavin's Topline, Youghal, Eoghan McEnery, MAC Hardware & Farm Supplies, Listowel & Abbeyfeale, Eoin Lynch, D.Lynch & Sons Homevalue, Portumna and David Lombard, O'Leary Insurances, Clonakilty.

Image by John Kelliher.

GRANT LAUNCHES NEXT GENERATION AERONA R290 HEAT PUMP

Globally renowned heating technology manufacturer Grant has announced the launch of its next generation air source heat pump – the Grant Aerona R290 - further demonstrating the company’s commitment to innovation and sustainable heating.

Representing an investment of €2.4 million, the new Grant Aerona R290 heat pump was designed in Ireland, specifically for the Irish and UK climate, and is already proving itself to be in another league in terms of innovation and efficiency and a significant addition to the Grant product portfolio.

Throughout the research and development phase, Grant heavily invested in design and testing of the new heat pump range to ensure the technology is best suited for year-round climate conditions in Ireland and the UK.

The new Grant Aerona R290 heat pump range is currently the only range of heat pumps to offer the complete range of outputs over 5 models from 4kW to 16kW – this means the range offers more solutions for a wider range of properties.

Built upon three core pillars – design, performance and peace of mind - the Aerona R290 provides an even more environmentally friendly, low carbon heating solution for the next generation as it uses the energy efficient and natural R290 refrigerant, which has an incredibly low Global Warming Potential of three, signaling an important advancement in sustainable home heating.

Stephen Grant, Founder of Grant said, “The launch of the Aerona R290 heat pump marks a significant development in sustainable home heating and within our product portfolio. As our next generation heat pump, the Aerona R290 comes as Grant celebrates 15 years of being in the heat pump market and is testament to our commitment to design highly efficient, reliable heating technologies which can make a real sustainable difference. As more properties make the transition to lower carbon heating solutions, we look forward to continuing to support customers through the delivery of technologies, products and services that can help them make a real difference.”

Cleverly designed, taking both aesthetics and acoustics into consideration, the Grant Aerona R290 combines modern styling and sleek colorway with high performance. Featuring a durable, powder coated black casing, the Aerona R290 heat pump’s appearance has been developed following extensive analysis of feedback from customers. The ultra-low noise levels of the units, which have achieved Quiet Mark accreditation, www.quietmark.com, are the result of innovative sound-reducing features within the units including acoustic cotton sound insulation in the casing and anti-vibration feet.

Delivering exceptional performance levels, models within the range have an energy rating of A+++ (at 35°C flow temperature) and their outputs have been rated at -5°C air temperature and 55°C water flow temperature. All models within the range have been tested to perform in extreme low and high temperatures with performance levels in terms of kW output consistent regardless of the climate and outside temperature, even at –3 degrees. The Aerona R290 also features a built-in immersion and high capacity 9m head circulation pump.

Providing peace of mind, models within the Aerona R290 range can be monitored and managed remotely, giving both installers and their customers full control of their heat pump system and providing offsite diagnostic support when required. Designed for use with the Aerona Smart Controller, the Aerona R290 can be operated and managed with ease through straightforward set-up and commissioning, innovative control and support thereafter.

Grant’s in-house renewable technical specialists will also continue to provide their free of charge heating system and design specification support to installers, merchants, and their customers to ensure correct sizing of the new Aerona R290 heat pump as part of an integrated heating system. All Aerona R290 heat pumps will also be commissioned onsite by Grant at no extra charge.

Barry Gorman, National Renewable Sales Manager at Grant said, “These new products are welcome additions to our integrated heating package solutions offering. Together they will help to provide further choices and flexibility for design and installation of integrated heating systems for homes of different sizes, whilst providing the same quality and reliability that our customers have come to expect from a Grant heating system.”

Think Heating. Think Grant.

Visit www.grant.ie for more information on Grant’s range of innovative heating solutions.

To avail of Grant’s free heating design specification service, email house plans and choice of heat emitters (underfloor heating and/or radiators) to heatpump@grant.ie

Follow Grant on Facebook and X @GrantIRL and Instagram @grant_irl and LinkedIn @GrantEngineeringULC

Grant Aerona R290 4kW air source heat pump.

NEXT GENERATION

The Grant Aerona R290

- Innovative Design

- Exceptional Performance

- Ultra-Low Noise Levels

- Outputs from 4kW – 16kW

News & Products

ACCESS PLASTICS WINS PRESTIGIOUS iAWARD

Access Plastics is proud to announce its recognition as the winner in the Architecture & Construction - Rooflights & Canopies category at the 2024 Plastic Sheets iAwards. This prestigious accolade celebrates the outstanding design and execution of the Tallaght Hospital Canopy Project, a collaborative effort that showcases innovation and excellence in construction.

About the Project

The award-winning project features a modern canopy at the entrance of Tallaght Hospital, designed to provide patients and visitors with a safe, welcoming, and well-lit space. The canopy incorporates Marlon ST 25mm clear multiwall polycarbonate sheets, chosen for their exceptional light transmission, UV protection, and durability. These high-performance sheets deliver both practicality and aesthetic appeal, ensuring ample natural daylight while offering thermal insulation and protection from the elements.

The project’s seamless execution was made possible through the collaboration of:

– Client: Walsh Windows

– Contractor: Eamonn Costello

– Architects: Meehan Associates Architects

The lightweight nature of the Marlon ST sheets allowed for easy installation, making them the perfect choice for enhancing the hospital’s infrastructure. With a project value of €190,000, the canopy now stands as a testament to highquality construction and thoughtful design.

Why Marlon ST?

Marlon ST is a premium multiwall glazing material manufactured from damage-resistant polycarbonate. Its features include:

– Superior light transmission for bright and welcoming spaces

– Built-in UV protection to safeguard users

– Lightweight and durable properties for ease of installation

– Outstanding thermal insulation for enhanced energy efficiency.

Celebrating Excellence

The iAwards run by Brett Martin highlight projects that push the boundaries of design and demonstrate the versatility of their innovative products. Winning this award underscores Access Plastics’ commitment to providing top-quality solutions that meet the needs of customers and enhance the built environment.

Speaking about the award, Myles Conlon, Country Manager of Vink Holdings Limited, said: “We are absolutely delighted at Access Plastics to have received this recognition from the industry. The Tallaght Hospital Canopy Project is a shining example of how high-performance materials, coupled with strong collaboration, can transform spaces for the better. A huge thank you to our client, Walsh Windows, and all the partners involved for their dedication and expertise in bringing this project to life.”

If you would like to partner with Access Plastics or explore their extensive range of premium plastics for construction and DIY projects, they would love to hear from you! Their team is committed to delivering high-performance solutions tailored to your needs. Get in touch today at sales@accessplastics.com or call 01 801 0022 to discuss how they can support your store.

HERRON & SON AND JOHN RIDDEL & SON STRENGTHENS BRANDS WITH ACQUISITION OF IRISH ABRASIVES

Following the recent acquisition of Irish Abrasives by the Sanbra Group Hardware Division, Ashley Molloy, Sales Manager, Herron & Son has confirmed that the market-leading SUPER QUALITY Orange and Green Cutting Discs brands will now be distributed by Herron & Son and John Riddel & Son companies. “This strategic move is set to enhance our range of leading brands available to customers in the hardware sector”.

Irish Abrasives offers a comprehensive range of abrasive products catering to industrial manufacturing and maintenance,

auto repair, construction, and the home improvement market. This acquisition will enable the expansion of the distribution of SUPER QUALITY Orange and Green Cutting Discs and other abrasive products.

A new catalogue is now available providing detailed information on the expanded product range. For more information, please contact Herron & Sons sales office on 071 9133100 or via email at enquiry@herron.ie

Enquires

B&Q TO BUY THREE HOMEBASE STORES IN IRELAND

B&Q Ireland Limited has announced that it has reached agreements to acquire three leasehold stores, currently trading as Homebase, in the Republic of Ireland for a total purchase price of approx £3.2m [1]

The three stores at Letterkenny, Navan & Waterford complement B&Q’s existing network of eight stores in the Republic of Ireland, representing strategic additions to its estate. Following conversion to the B&Q banner, the stores will have a combined total selling area of over 9,300 square metres and enable customers to benefit from B&Q’s and TradePoint’s full offer of home improvement products and services. This includes Kingfisher’s own exclusive brands, and B&Q’s own customer propositions: kitchen and bathroom design and installations, TradePoint counters, timber cutting and paint mixing, click & collect and home and bulk delivery services at diy.ie

The agreement for the stores is subject to landlord and customary regulatory approvals, with the expectation that the transactions will complete in the first quarter of Kingfisher FY 2025/26. B&Q will convert to its banner the first of these stores in the first half of 2025 and aims to complete the conversion of all sites by the end of calendar year 2025. Capital expenditure relating to the store acquisitions and fit-out costs will be incurred in Kingfisher FY 2025/26.

On completion of the acquisition, following a period of consultation with the employees at the three stores, they will become employees of B&Q.

Graham Bell, CEO, B&Q, said: “We’re delighted to be adding these three stores to our store network. We look forward to swiftly concluding the purchase and converting the stores to the B&Q brand and offer, and to welcoming our new customers to the stores and new colleagues to the B&Q family.”

[1] Approximate amount presented in GBP using the following exchange rate: EUR 1.21: GBP1.00.

MCLOUGHLINSRS ANNOUNCE THEIR NEW SALES DIRECTOR

McLoughlinsRS have announced the new appointment of Niall Nugent as their Sales Director with immediate effect. Niall returns to the business where his career in the hardware and gardening industry began in 1985. After spending the last 13 years heading up the Ames True Temper business in Cork, Niall returns to his home city of Dublin.

Niall spent 26 years with McLoughlinsRS and in that time, had many roles including area manager, key accounts manager, sales manager and eventually progressed to sales director following the acquisition of the Dublin based RS Sales business in 2006. “I’m thrilled to be back where it all began and the amount of well wishes and positive comments I have received over the past few weeks has been nothing short of amazing”, says Niall. Niall goes on to say, “The market has changed significantly in the past few years and the time is perfect for a business like McLoughlinsRS to lead the way in how to excel in such changing times”.

The McLoughlinsRS site in Finglas is one of the largest and most impressive operations in the industry today with total warehouse capacity in excess of 10,000 pallet spaces supported by a headcount of 60+ dedicated personnel across all departments. “An additional acquisition of the Wicklow based business, Radius Distribution, in August of last year has been a huge eye opener for us, in the sense of exposing us to new categories such as domestic appliances and kitchenware to some very different channels to where we would normally operate” says Niall. Exciting times ahead!

Niall Nugent, Sales Director, McLoughlinsRS.

TU DUBLIN ANNOUNCES LAUNCH OF CHADWICKS GROUP SCHOLARSHIP PROGRAMME

TU Dublin and Chadwicks Group recently announced the launch of the Chadwicks Group Scholarship Programme, created to support students in the University’s Faculty of Engineering and Built Environment. Introduced in February 2024, this inaugural programme will provide financial assistance to two outstanding students for the duration of their studies, allowing them to focus on their education and future careers.

Patrick Atkinson, CEO of Chadwicks Group, visited the TU Dublin Grangegorman Campus to meet the TU Dublin Access team and one of the first recipients of the Chadwicks Group Scholarship, Omar Hasan. The visit marked the start of an exciting chapter for both the university and its industry partner, Chadwicks Group.

This new scholarship programme further strengthens the relationship between TU Dublin and Chadwicks Group, as both organisations share a commitment to nurturing the next generation of leaders in engineering and construction.

Speaking about the launch, Claire Dunne, Access Support Manager at TU Dublin, said, “Financial supports like the Chadwicks Scholarship provide a vital lifeline for students, empowering them to focus on their studies without the constant worry of financial pressures. This allows them to fully engage in university life and provides them with the resources needed to reach their full potential.”

Patrick Atkinson, CEO of Chadwicks Group, expressed the company’s enthusiasm for the programme, stating, “Chadwicks Group is delighted to be able to present this scholarship programme to TU Dublin to support the education and development of students in the Engineering and Built Environment. We are committed to investing in the future of the construction industry by helping students acquire the skills and knowledge they need to succeed in their careers. We wish the recipients every success in their future studies and careers and look forward to continuing to work with TU Dublin on this and other development projects.”

TU Dublin’s Faculty of Engineering and Built Environment has 180 programmes ranging from craft apprenticeships to short CPD courses, degree programmes to Masters. Collaboration with businesses, such as Chadwicks, ensures that its graduates acquire the required abilities and expertise to thrive in occupations in the built environment and engineering sectors.

Patrick Atkinson, CEO Chadwicks and Omar Hasan, Chadwicks Scholar.

Helps

With winter and wet weather settling in around the country, your home and walls are at risk of many issues. From mould and condensation to damp and stains, Ronseal offers long-lasting solutions to tackle these issues head-on and keep your walls looking their best.

MOULD

Mould can be a real nuisance, especially in damp areas like bathrooms and kitchens. Using a mould and moisture resistant paint such as Ronseal Anti Mould Paint is a great way to say goodbye to those pesky black spots, for up to six years! Be sure to get rid of the mould first by using a mould killer, and then sand off any old and flaking paint before starting the painting job. Just one coat is all it takes to keep your walls looking fresh and healthy with minimal effort.

CONDENSATION

Condensation can affect your walls before you realise it, leading to damp patches and mould growth. Using insulating paints such as Ronseal Anti Condensation Paint, in these high condensation areas can stop it from affecting your walls and keep mould away. If you want a touch of colour, you can always overpaint it with your favourite shade.

DAMP

Damp can wreak havoc on your walls, causing peeling paint, stains, and even structural damage. Ronseal One Coat Damp Seal is an easy to use, reliable product that can be applied directly onto damp surfaces to block damp stains and prevent any paint applied on top to peel and flake. Before applying the seal, make sure to fix the cause for damp, otherwise it will come back over time.

STAINS

Stains can be a real eyesore, whether they’re from water, food, crayons or everyday mishaps. Ronseal One Coat Stain Block is the ultimate solution to cover and seal stains in just one coat, preventing them from bleeding through your new paint. It is also quick drying, to ensure you can get the job done well and fast.

And, of course, with Ronseal you can always be sure the product does exactly what it says on the tin!

COMBILIFT SCOOPS ‘COMPANY OF THE YEAR’ AT THE 2024 BUSINESS & FINANCE AWARDS

Combilift, a global leader in material handling solutions, has been awarded Company of the Year at the prestigious Business & Finance Awards 2024, in association with KPMG Ireland. This remarkable achievement marks Combilift’s 9th major win in the last three months, solidifying its position as an industry leader.

The Company of the Year award, presented to Combilift’s CEO Martin McVicar by Seamus Hand from KPMG at the 50th Business & Finance Awards ceremony - held in Dublin, is a testament to the company’s significant impact on both the Irish economy and the global market. Combilift, with annual revenue exceeding €500 million, has continued to thrive with its exportfocused business model, with 98% of its operations serving international markets.

Since its founding in 1998, Combilift has built a global reputation as one of the largest manufacturers of multi-directional, articulated, and sideloading forklifts, as well as large material handling equipment including straddle carriers, with over 85,000 units in operation across 85 countries. The company’s commitment to innovation, sustainability, and research and development has been pivotal to its exceptional growth, making it a true leader in the material handling industry.

Martin McVicar, CEO of Combilift, said:“This award reflects the bold vision and relentless drive that has been at the heart of Combilift since Robert Moffett and I started in 1998. Every forklift, every innovation, and every milestone reflect our commitment to pushing boundaries and transforming material

handling worldwide. This moment belongs to our employees, our dealers, and our customers, who rely on us to deliver quality material handling solutions to optimise their warehouse space.”

Joining a Legacy of Excellence

Winning this award places Combilift among an elite group of previous winners, including industry giants Glen Dimplex, Kingspan, Primark, Google, and Intel. As a homegrown Irish business with a global footprint, this latest recognition serves as a powerful reminder of the company’s ongoing success and its critical role in shaping the future of the material handling industry.

Ian Hyland, Business & Finance, Martin McVicar, Combilift and Seamus Hand, KPMG.

Kevin Hughes, Kenny Gilmour, Lisa McCrudden, Fintan Sherry all from Combilift, Ian Hyland, Business & Finance, Martin McVicar, CEO Combilift, Seamus Hand KPMG, Patrick McMeel, Colin Gray, Donna Rutledge, Margaret Courtney & Peter Campbell all from Combilift.

Kathryn Tormay, head of product at Crown Paints, shares why the new Sandtex 10 Year Multi Surface Gloss range and Sadolin Superdec are the perfect partners for upcoming exterior projects.

With winter coming to an end, customers may be considering their outdoor projects and which products they can use to give them the best experience. An exterior job can sometimes feel a little daunting, so ensuring you have all the stock in place for clients to get the perfect exterior finish, every time, is key.

As with any job, the final result of exterior projects often comes down to the groundwork. Hardware stores and builders merchants should be a fountain of knowledge to help customers get the best finish possible, as well as offer products to help prep their project.

For example, before applying masonry paint, walls should be properly prepped and free of any damage, cracks and chalky surfaces. Mould can also build up on exterior walls, doors and window ledges, as well as gates and fences, so stocking a fungicide, like Sandtex Fungicide Wash, to treat organic growth is key.

Once surfaces are primed and ready to go, it’s essential to use products that keep mould growth at bay – especially in cold, damp climates. The new Sandtex 10-Year Exterior Multi Surface Gloss offers a long-lasting, high shine finish to outdoor metal, wood, and PVCu whilst being mould resistant, which makes it

ideal for outdoor projects. It also offers a range of shades with a quick drying water-based formula, meaning it is touch dry in just one or two hours.

ALL THINGS EXTERIOR WITH CROWN PAINTS FREE ELEARNING MODULES TO HELP BUSINESSES CUT ENERGY COSTS

The Sustainable Energy Authority of Ireland (SEAI) recently launched two new eLearning modules aimed at supporting Irish businesses reduce their energy consumption and operational costs.

The first module, “Fundamentals of Hot Water,” delivers comprehensive guidance on optimising hot water systems across diverse business environments. This resource is particularly valuable for sectors with intensive hot water requirements, including hospitality, manufacturing, and healthcare facilities, though its principles can benefit organisations of any size.

Additionally, SEAI has introduced “Introduction to Building Management Systems,” a module focused on the innovative application of Building Energy Management Systems (BEMS). This course explores how BEMS technology can transform the way businesses manage their building services and eliminate energy waste through smart control systems.

To get the best finish, customers should be applying paint in dry conditions above 10°C, but for the instances where they can’t guarantee there won’t be any rain, Sandtex Trade 365 All Weather Masonry offers a durable exterior emulsion that can be applied during all seasons, as it provides protection from rain in just 20 minutes. The emulsion produces a high-quality finish and gives buildings 20 years protection from the elements.

Finally, when it comes to exteriors, providing customers with a wide range of shades and colour confidence is fundamental.  Sadolin has just launched its Superdec in three new ready mixed colours, including Summersweet, Silver Coppice, and Herbaceous. The emulsion can also be tinted to over 1000 different shades.

For more tips on how to make your exterior jobs look their best, visit www.sandtexpaints.com/ie

"The new modules represent our ongoing commitment to supporting Irish businesses in their journey towards greater energy efficiency", said Alison Donnellan, Business Supports, Programme Executive. "By making these resources freely available, we’re empowering organisations to take control of their energy usage and reduce their operational costs while contributing to Ireland’s sustainability goals".

Both modules are free and can be accessed through the SEAI Energy Academy platform at www.seaienergyacademy.ie

SEAI Energy Academy is a free online platform that helps businesses learn energy-saving practices, reduce their energy use, and save up to 10% on their energy bills. Upskilling your team on energy in the workplace helps to create a common understanding of why energy efficiency is important and what you can do today to make a difference.

CONNECTING, INSPIRING, AND EMPOWERING INTACT’S CUSTOMERS

Intact welcomed hundreds of customers and industry partners to two key events across Ireland and the UK in November 2024. Set in the prestigious venues of Croke Park and St George’s Park in the UK, Intact’s Interact events created a dynamic space for customers to explore the ERP company’s latest innovations and build meaningful industry connections.

The agenda for both events was action-packed, combining hands-on learning, best practice tips and tricks with time for valuable networking opportunities. Their customers explored dedicated module booths covering document scanning tools, mobile apps, eCommerce solutions and business intelligence, while the Genius Bar provided one-on-one consultations with technical experts. The collaborative atmosphere encouraged peer networking, where customers shared real-world experiences and creative solutions.

After a day of technical sessions, Q&As, and networking, the evening session offered attendees a chance to unwind. With live music, street food carts, and relaxed networking opportunities, attendees could connect in a more casual setting, continuing conversations and building relationships beyond the conference halls.

Interact also featured top industry partners, including AFD, Clover, Elavon Financial Services, Enterprise Imaging Systems, Experlogix, Granite Digital, and Webstraxt. These partnerships enriched the event experience, providing attendees with broader insights and collaborative opportunities.

“Helping organise these events has been an absolute pleasure and seeing them come to life was incredible.” says Stacey Wallington, Community Engagement Manager at Intact, “These weren’t just events for us - they were all about bringing our customers together, giving everyone the chance to get to know us and each other on a more personal level. We wanted to create a real sense of community and show how much we value our amazing customers. Above all, we succeeded in our mission to combine practical learning with meaningful networking in an inspiring setting.”

With engaging talks, interactive module booths, and networking opportunities, Intact shows why it remains a leader in customer centric technology solutions.

To learn more, visit www.intactsoftware.com/en-gb/

FLAIR PROEXCEPTIONAL EVERYDAY! THE INSTALLERS CHOICE

Flair has been designing showering solutions for over 70 years and perfecting them ever since. Their products are beautifully designed and expertly engineered to stand the test of time in the busiest of bathrooms. The vision at Flair is to produce beautifully designed, expertly crafted showering solutions for every customer, every budget, style and space. All backed by Flair’s 20-year guarantee.

This design excellence continues through the launch of Flair PRO Essential collections, an extensive portfolio of shower enclosures, wetrooms and bathscreens, tailored to meet the demands of Trade Professionals. Engineered for quick installation without having to compromise on quality, look or feel.

Flair PRO are committed to delivering innovative solutions that make the installer’s job quicker and easier, and with the installer always at the forefront of their minds, Flair set out to create the ultimate easy fit shower door, the CLICK FIT PRO by FLAIR.

Johnny O’Callaghan, Sales Director of Flair Showers says “We are committed to supporting installers with high-quality products that make their jobs easier and more efficient. FLAIR PRO is engineered with innovations that simplify installations and is trusted for its reliability and performance. We are proud to be the installers choice”.

The Click Fit PRO assembly system was engineered to make life easier for installers; speeding up the time it takes to fit, without having to compromise on quality, look or feel. Making its debut at the 2024 Installer Show, there was fantastic engagement with the Click Fit PRO assembly system with installers and plumbers alike, who got the opportunity to try it for themselves. They were impressed with the quality and agreed that it was really quick to install giving time savings.

Ciarán Muldoon, Service Engineer and member of the New Product Development team, talks about the ease of installation “The product is fantastic, high quality and super reliable. It’s really easy to install, so you get the job done fast, without any hassle. Quick, dependable and built to last. It is also beautifully designed, and expertly crafted, so there is a showering solution for every customer, no matter what their budget or space, and all with a 20-year guarantee”.

FLAIR PRO are delighted to announce the launch of their roadshow. The FLAIR PRO van will be travelling the country in 2025 and will be kitted out with all the most popular shower enclosures to show retailers and installers how much easier it can be to install with no screws and no help!

For further information on Flair PRO, call +353 42 9668000 (Mon-Fri 8.30-1700) or email sales@flairshowers.com You can also visit the website: www.flairshowers.com

PREMIO UNVEILS NEW PROMOTIONS MODULE TO TRANSFORM TRADE DISCOUNT MANAGEMENT FOR WHOLESALERS

Premio, a leading Irish B2B eCommerce platform for wholesalers and distributors, is proud to announce the launch of Premio Promotions, a powerful new feature designed to automate and simplify trade discount management.

Developed in response to customer demand, this innovation allows businesses to create and execute tailored offers such as “Buy five, Get one Free,” streamlining processes and delivering a seamless, transparent experience for trade customers.

In competitive sectors like hardware, building products, and DIY supplies, customised trade discounts are vital. Premio Promotions empowers wholesalers to automate the application of promotions directly in their online store, enabling them to save time, reduce costly errors, and deliver professional-grade customer experiences that drive sales and build loyalty.

Most importantly, businesses retain full control over pricing and discount procedures, avoiding inconsistent, ad hoc discounts that eat into margins and profitability.

“Promotions have always been a cornerstone of B2B sales, but managing them manually is time-consuming, error-prone, and inefficient,” said Brian O’Driscoll, Managing Director of Premio. “With Premio Promotions, we’re giving wholesalers the tools to create impactful, targeted campaigns while staying in complete control. This isn’t just about keeping up with competitors; it’s about moving ahead. Those who act now will secure a stronger market position, and we’re here to support them.”

Key Features of Premio Promotions

– Customisable Offers: Create single or multi-tiered promotions tailored to specific customers, products, or categories.

– Time-Saving Automation: Automatically apply discounts when customers meet qualifying criteria - no manual intervention needed.

– Enhanced Transparency: Display active promotions clearly throughout the customer journey, from browsing to checkout and order confirmation.

– Strategic Control: Schedule start and end dates for promotions, ensuring alignment with business goals and peak sales periods.

Premio Promotions is designed to address the unique challenges faced by wholesalers, offering an opportunity to modernise operations and elevate their online trade sales capabilities.

Why This Matters for Hardware and Building Products Suppliers?

With the increasing shift toward online trade sales, Premio Promotions equips wholesalers with the tools to remain competitive in a rapidly evolving market. Delaying adoption of these capabilities’ risks falling behind as competitors embrace more advanced, customer-focused solutions.

The promotions module is included as part of the Premio Solution at no additional cost, underscoring the company’s commitment to delivering ongoing value and innovation for their customers.

For more information on Premio Promotions or to request a demo (onscreen or in person), visit www.premio.ie or contact info@premio.ie

CONTECH BUILDING PRODUCTS ANNOUNCES ADDITION OF OX TOOLS AND BORA TOOLS TO EXPANDING BRAND PORTFOLIO

Contech Building Products, a cornerstone of the Irish construction industry since 2003, has announced an exciting new chapter in its growth story. Over the past two decades, Contech has developed the Tec7 brand into a household name in Ireland, and a market leader in the sealant and adhesive category. This success has been built on a foundation of unwavering commitment to service to the merchant, extensive in-store promotional and demo activity, comprehensive product education, and cutting-edge marketing strategies.

In recent years, Contech has strategically expanded its brand portfolio, supplying premium names such as SMART, TRACER, WERA, and SPADER to the Irish market. Each addition has been carefully selected to align with Contech’s core values of quality and trust.

Effective from January 2nd, 2025, Contech has elevated its

OX is recognised as one of the fastest growing tool brands in the world and this partnership will ‘unleash the power’ of the OX brand on the island of Ireland.

Olly Dunne, Managing Director of Contech Building Products, commented on the partnership, “This collaboration brings together Contech’s proven brand-building expertise and OX Tools’ cutting-edge product range, promising unparalleled value to the Irish construction sector. Our shared commitment to quality and customer service will set new industry standards, further solidifying Contech’s position as one of Ireland’s leading distributors of premium construction brands. We’re excited to embark on this journey with OX Tools and look forward to the growth opportunities it presents for both our companies and our customers.”

For stockist enquires, contact Contech Building Products

KEYLITE’S NEW DISTRIBUTION HUB HELPS FULFIL INCREASED ORDERS

Leading roof window manufacturer Keylite’s new distribution hub in Cookstown, Co. Tyrone is driving growth across both Northern Ireland and the Republic of Ireland, helping to fulfil increased orders and support the needs of builders merchants and hardware stores.

Keylite Roof Windows’ new facility marks a significant investment in the Irish market. It has enabled the company to meet rising demand for its roof windows and loft ladders while driving sustained growth across the region.

Now, Keylite’s extensive sales team is well-positioned to provide quicker delivery and stronger support to builders’ merchants and hardware stores throughout the island.

Robert Lee, Regional Sales Director at Keylite, said: “Ensuring our customers have seamless access to our products is a top priority. With ample stock at our dedicated Cookstown distribution hub, we are well-equipped to meet the needs of customers across NI and ROI”.

“In response to growing sales and demand, we have invested heavily in the Irish market to guarantee stock availability and swifter delivery times. We have also expanded our team with two new Area Sales Managers over the past 12 months. Supported by our experienced technical team, they have been actively engaging with builders merchants and hardware stores across Ireland”.

“At Keylite, we are committed to designing products that contribute to the perfect indoor environment – and those products are ready and waiting at our new Cookstown distribution hub.”

Renowned for its award-winning innovation, Keylite provides a comprehensive range of roof windows, blinds, timber loft ladders, flashings, electric operation kits, and accessories.

For more information, visit www.keyliteroofwindows.com, or call +44 (0) 28 86 758 921 or email info@keylite.co.uk

BOOSTING ONLINE HARDWARE SALES: STRATEGIES FOR 2025 SUCCESS

The online hardware market saw strong growth in 2024, with Magico reporting an average uplift of 31% among their hardware retailers compared to 2023. As we look to 2025, here are three key strategies to drive growth both online and in-store.

1. Know Your Data

Data is an extremely valuable and cost-effective resource. Use it to understand the market, monitor goals and crucially identify changes in customer behaviour.

• Compare revenue figures on a weekly, monthly and annual basis to identify trends and track goals

• Know where your revenue is coming from. What are your Top Products, Brands and Categories?

• Examine top-viewed products that aren’t added to carts or frequently abandoned at checkout. Investigate if pricing, availability, or insufficient product information might be barriers to conversion.

2. Understand Your Customer

To grow, you need to know who your customers are and what motivates them.

• Understand what channels are driving growth, is it organic, paid media, email, search and /or social. Tailor your communications and messaging to connect with the right

customers on the right channel.

• Don’t be afraid to engage with organic social media. Create content that connects with your audience and highlight your expertise.

3. Integrate Online and In-Store Experiences

Successful retailers think beyond “online vs. physical” and embrace a unified approach.

• Highlight your Click and Collect service to drive online and instore sales

• Use QR codes in-store to direct customers to online information rich product details or videos.

• Drive online customers to your store by showcasing services including colour consultations or expert advice. Engaging content and clear calls to action can encourage instore visits.

You need to know your customer both instore and online and be prepared to continuously adapt and always deliver an experience that keeps them coming back for more. Talk to one of Magico’s eCommerce experts today and organise a free consultation.

For more information visit www.magico.com or contact ocooney@magico.com

DIGITALISATION, ECOMMERCE AND THE EVOLUTION OF ARTIFICIAL INTELLIGENCE COMBINE TO DELIVER FOR BUSINESS

Digitalisation, robotic process automation, and advancements in cloud computing are transforming businesses. As companies continue their digital transformation, they’re using technology to streamline processes, improve productivity, enhance cybersecurity, and optimise supply chain management.

With the growing use of robotic process automation, the deployment of software (robots) that emulate human action, businesses can automate repetitive tasks and free up valuable time for critical activities. eCommerce has also changed how products are sold, with many businesses now deploying websites that enable them to sell their goods online as well as in-store. However, those that deploy an integrated platform that acts as an extension of their business system see a tremendous benefit in increased sales and also in providing customer selfservice options. Customers can easily access order and product details, check availability, and choose between click-and-collect or home delivery. By providing online tools for order tracking and query resolution, businesses improve service quality and enhance efficiency, enabling customers to resolve issues quickly.

The rising use of mobile apps in business IT ecosystems is a notable trend. These apps enable employees to ‘take the technology to the job’, allowing for immediate results instead of relying on capturing results on paper and updating systems later.

For example, remote salespeople can place orders on the go, making orders instantly ready for processing. Apps like ePOD also help delivery drivers confirm deliveries by capturing signatures and images. Additionally, immediate access to these electronic documents in K8 facilitates quick resolution of customer disputes. It allows for correcting any delivery issues before drivers return to the yard.

“We’ve seen a significant rise in demand for our apps that take orders, book in goods, picking, and other operational tasks this year,” says James Mitchell, Managing Director of Kerridge Commercial Systems (KCS) in Ireland and the UK. “Our customers value the efficiencies our user-friendly apps provide, allowing instant access to essential tasks and immediate updates to the K8 system. Errors are quickly reported to the right staff, ensuring swift resolutions and great service”.

“Our digital solutions streamline the matching of supplier invoices, removing the need for expensive EDI technology. When an invoice arrives via email, the system processes it automatically, with any issues flagged for attention”.

James adds, “We embrace digitalisation across all industry. Our continuous innovation aims to enhance customer service and

drive efficiencies. With artificial intelligence (AI) advancements within our products, we are excited about the future”.

What is AI technology and what benefits does it bring to business?

AI technology offers significant benefits for businesses through areas including marketing. Applications can recommend appropriate products, and algorithms can assess the impact of climate and economic factors on customer purchasing decisions, adjusting supplier orders accordingly. Businesses can optimise stock levels as a result and reduce the working capital tied up in inventory.

To illustrate the main concepts of AI, think of a vast data pool called a “Data Lake”. Large Language Models (LLMs) use complex algorithms to interpret this data and uncover patterns, with responses to questions being provided in clear and concise English.

For perspective, one gigabyte of data contains about 170 million words, and these models can process multiple petabytes of data at once. Considering that one petabyte contains over one million gigabytes, it’s clear that such technology holds immense power for business.

The KCS automotive division’s catalogue, Autocat, features over two million products and is essential for locating vehicle parts. We’ve developed software that allows users to send a picture of a part via WhatsApp to check its price and availability for a specific car registration.

The software matches the image to the relevant part, presenting options to the user. They can ask questions about specifications or compatibility, which are answered instantly. Users can then place orders electronically.

Getting in the cloud –the importance of security and scalability

Businesses are increasingly vulnerable to sophisticated cyberattacks, especially as cybercriminals leverage AI. Data security is crucial, and choosing a reputable ERP provider will ensure best practices in data authentication, access control, and encryption.

“At KCS, all our solutions are available as Software as a Service (SaaS) in the Cloud,’ says James Mitchell. ‘This offers our customers enhanced data protection and real flexibility in their work. Fully certified for security and quality, our customers can easily increase capacity. Cloud technology will be critical to businesses as they take advantage of the new technologies”. Further

SOUDAL ANNOUNCES EXPANSION INTO JAPAN AND ACQUIRES MAJORITY STAKE IN SHARP CHEMICALS

Soudal confirms its ambition to expand its global presence with the acquisition of a majority stake in Sharp Chemicals, a Japanese manufacturer and distributor of sealants and adhesives for professional construction, industry and DIY, with headquarters in Osaka and sales offices in Tokyo and Sapporo. Sharp Chemicals was founded in 1960 by the Murakami and Miyata families and is now run by the 2nd generation. With over 60 years of experience, Sharp Chemicals has developed a strong market position in hybrid sealants and adhesives with innovative products and eco-friendly packages, mainly under the Sharpie brand. In 2010, the production capacity was extended by the setup of a production hub in Shanghai, China. Sharp Chemicals offers a high level of customer support to ensure reliable applications. The new combination offers numerous opportunities for further growth in Japan through expansion of the existing product portfolio under both the Sharpie and the Soudal brand. Sharp Chemicals will keep its identity, brand name and market position.

Vic Swerts, Chairman-Founder of the Soudal Group: “We are very proud of this acquisition – which covers one of our most

important blind spots on the world map. Sharp Chemicals forms an excellent platform for further growth in Japan through its historical presence, its innovative products and its experienced and enthusiastic employees.”

The current employment at Sharp Chemicals of 70 people will be increased in line with the ambitious growth plans. Sharp’s turnover will help Soudal to surpass the €1.5 billion group turnover landmark in 2025. The production facilities in Japan and China will be the 30th and 31st for Soudal worldwide.

The Trusted Construction Sealant Solution

Sikasil®-825

Sikasil®-825 is the professional’s choice for a durable, flexible, and versatile silicone sealant developed for the demanding construction industry.

This low modulus, neutral cure, alkoxy sealant adheres to a wide range of surfaces for a solution you can rely on.

DUBLIN CITY TASKFORCE RECOMMENDS CONVERTING DERELICT SITES INTO HIGH-DENSITY RESIDENTIAL UNITS

The Dublin City Taskforce was established by the then Taoiseach, Simon Harris, in May 2024 with the objective to develop a set of recommendations to rejuvenate and revitalise Dublin. They issued their report in October www.gov.ie/en/ publication/eb20b-dublin-city-taskforce/

Membership of the Taskforce represents key agencies working in the city centre in public service, community health, business and union, arts, culture and tourism as well as private sector representatives in architecture, urbanism and design. David McRedmond, CEO of An Post, acts as the independent chair. Amongst the most significant recommendations appropriate to our sector are to convert derelict sites into high-density residential units with provision for essential workers and to increase significantly Dublin City Council’s (DCC’s) revolving fund to purchase vacant and derelict sites. Other recommendations include creating a public-private partnership for high-density residential development and to launch a grant aid scheme for housing of city centre essential workers.

The Task Force say that a populated city centre is vital to Dublin’s future, with the benefits of economic efficiency, shorter commutes, better access to private and public services, lower carbon footprint from developing brownfield sites and greater preservation of green space in the surrounding area. Lived-in streets are safer and more attractive. Securing a larger, permanent community in high density, high quality residential units is essential to Dublin’s vitality.

The report, amongst other findings, found that the “byzantine planning system, along with high construction costs and rental caps, has contributed to a lack of large-scale residential development in the city centre”.

The government has recognised this and recent interventions such as the establishment of a specialised Planning and Environment court, the proposed Planning Act and the current overhaul of An Bord Pleanála should help to address the inefficiencies. On a smaller scale, conversion of above shop units has been stifled by regulatory burdens and should be addressed.

DCC have ongoing plans to secure and convert derelict buildings into residential developments, and this development should be supported and expanded and supports for conversion of above shop units should be enhanced.

In addition to this programme of work, the task force recommends the establishment of a public/private partnership between the Council and a private developer to develop a high density, high quality residential scheme, sympathetic to the heritage of the area, with a balance of private and affordable housing. This could include the conversion of unused office space to residential use.

Best practice in urban planning sees diversity in use (retail, residential, commercial), in scale (above-the-shop and high-density residential) and in residents (socio-economic, employment status and life-stage). The task force sees great potential by encouraging those who work locally to live locally, through a scheme for frontline workers to be provided with affordable city centre housing. Evidence from other jurisdictions such as the UK has shown that supporting frontline workers to live in the city centre, closer to the communities they serve, contributes to economic revitalisation by increasing the demand for local goods and services, aid a sense of stability and safety and a more cohesive community.

Capital Cit y

Taoiseach’s Taskforce for Dublin Dublin City Taskforce report

NAVIGATING CHALLENGES IN JOINERY: HOW MOISTURE-RESISTANT MDF MEETS KITCHEN NEEDS

Roly Ward, Head of Business Development, MEDITE SMARTPLY says “In Ireland as in the UK, the interior joinery sector faces significant challenges, including supply chain disruptions and rising material costs. At the same time, consumers demand durable, sustainable and high-quality furniture. These pressures call for innovative materials that balance cost savings with uncompromising quality”.

Why material choice matters

Supply chain disruptions have exposed vulnerabilities in sourcing raw materials, particularly timber, leading to price volatility and longer lead times. This makes local sourcing and the use of versatile, high-performance materials more critical than ever. Increasing energy costs and labour shortages further squeeze profit margins, making materials that simplify processes – like pre-primed, moisture-resistant MDF – a lifeline for joiners.

MEDITE MR PLUS is a premium, white-primed moistureresistant MDF that eliminates the need for additional priming, reducing material and labour costs. In real-world applications, it has shortened project timelines by up to 2.5 days and achieved cost savings of 13%. Its UV-cured coating on both sides provides a smooth base for water- or solvent-based paints, ensuring a flawless finish.

Responding to consumer trends

The UK furniture market alone is projected to generate around £20 billion in revenue by 2025, according to Statista, with kitchens becoming central to home design. As consumers prioritise sustainability, multifunctionality and durability, products like moisture-resistant MDF deliver on these expectations.

MEDITE OPTIMA is another innovative solution, offering enhanced density, machinability and surface quality. It is ideal for intricate routing and detailing, such as shaker doors and decorative beading, and serves as a versatile substitute for softwoods and hardwoods.

For more information on MEDITE moisture-resistant MDF, visit https://mdfosb.com/en/products/medite-mdf/moistureresistant-mdf.

John Penny Bespoke Joinery in Scotland successfully used MEDITE OPTIMA to create shaker doors for a high-end project, praising its stability, machinability and suitability for water-based paints.

SONAS BATHROOMS JOINS GUARANTEED IRISH

Sonas Bathrooms is proud to announce its membership of Guaranteed Irish, the national symbol of trust and provenance. This prestigious membership is granted to Irish businesses that support sustainable jobs, contribute to local communities, and showcase excellence in their field.

With over four decades of experience, Sonas Bathrooms has been a pioneer in providing innovative, high-quality bathroom solutions to homeowners, builders, and designers across the country. Becoming a member of Guaranteed Irish underscores Sonas’ ongoing commitment to supporting the Irish economy while maintaining the highest standards of design, production, and customer service.

“We are thrilled to be joining Guaranteed Irish, an organisation whose values align closely with ours, quality, sustainability, and community,” said Derek Keeley, Sales Director at Sonas Bathrooms. “As an Irish owned company, we take great pride in contributing to the local economy and supporting jobs. This membership is a reflection of our commitment to excellence and also of our dedication to offering customers products they can rely on.”

“We are delighted to welcome SONAS Bathrooms to the Guaranteed Irish family of over 2,300 members,” said Brid O’Connell, CEO of Guaranteed Irish. “We look forward to supporting their journey as a leading Irish bathroom brand continuing to support over 100 sustainable jobs and making a positive impact on local communities.”

Guaranteed Irish represents a diverse range of businesses committed to creating sustainable jobs and making a positive impact on local communities. By joining this network, Sonas Bathrooms strengthens its position as an industry leader in Ireland and reinforces its commitment to initiatives that benefit the country’s economy and environment.

In partnership with Guaranteed Irish, Sonas Bathrooms will continue to build upon its reputation as a trusted Irish brand, focused on delivering exceptional products while demonstrating commitment to its local community, through employment, sponsorship, supporting social enterprises and other community activity. The company is delighted to collaborate with Guaranteed Irish in fostering trust, innovation, and economic growth in Ireland.

For further information visit www.sonasbathrooms.com

WORK-RELATED FATALITIES IN IRELAND REACHES RECORD LOW IN 2024

Ireland recorded its lowest ever rate of work-related fatalities in 2024 according to provisional data recently published by the Health and Safety Authority (HSA). The fatality rate per 100,000 workers has fallen from 2.7 to 1.2 in the ten-year period from 2015 to 2024, marking the fewest work-related deaths since the establishment of the Authority in 1989.

A total of 33 people lost their lives in work-related incidents in 2024, a reduction of almost a quarter on 2023 fatalities. The construction sector, in particular, saw a significant decline from 10 fatalities in 2023 to 5 in 2024, a decline of 50%, while the agriculture sector saw a decline from 20 fatalities in 2023 to 12 last year, a decline of 40%.

Commenting on the significant reduction on fatalities in Irish workplaces, Conor O’Brien, Chief Executive of the Health and Safety Authority, said, “It is positive to see such a decline in the overall fatality figures for 2024, in particular the significant reduction in the high-risk agriculture and construction sectors. However, every work-related death is preventable. Vigilance and advance planning around health and safety at work is crucial to lowering the number of deaths further”.

Key 2024 Statistics

– In the last ten years (2015-2024), the rate of fatalities per 100,000 workers decreased from 2.7 in 2015 to 1.2 in 2024.

– Two thirds of all fatalities (22) occurred to those aged 55 and over.

– Of the 33 fatalities in 2024, the self-employed accounted for 18 (55%).

–

Agriculture, forestry and fishing accounted for 12 fatalities, all of which were farming incidents representing over a third of all fatalities from a sector employing just 4% of the workforce.

– The construction sector saw a significant decline from 10 fatalities in 2023 to 5 in 2024, a decline of 50%.

– Vehicle related incidents (10 fatalities), incidents involving heavy/falling objects (6 fatalities) and falling from height (5 fatalities) were the leading causes of work-related fatalities in 2024 accounting for 64% of all fatalities.

– Of the 33 fatalities in 2024, 30 were male and 3 were female.

– Cork, Dublin and Offaly accounted for the highest records of fatalities in 2024, with 3 fatalities occurring in each county.

Mark Cullen, Assistant Chief Executive and Chief Inspector with the HSA, commented, “We know from the data that those aged 55 and over represent two-thirds of 2024 fatalities. As Ireland’s labour force is ageing, employers must pay particular attention to work activity involving older workers and ensure that the risk to their health and safety is proactively managed”.

The Health and Safety Authority has free guidance and supports available across industry sectors in Ireland for employers and employees. Access free risk assessment tools at www.BeSMART.ie and free online training at www.HSALearning.ie

For more information visit www.HSA.ie

A FINANCIAL SUPPORT WHICH REWARDS EMPLOYERS

Jobsplus is a financial support which rewards employers who hire unemployed people in receipt of a qualifying social welfare payment.

Employers all over Ireland are using Jobsplus to fill new vacancies, or for re-filling positions of employment as a result of natural staff turnover.

Employers can qualify for either a €7,500 or €10,000 payment grant, and these grants are paid to employers in monthly instalments over an 18 month period.

To qualify for the grant the position of employment must be full time.

Full time employment is employment of at least 30 hours per week, over a minimum of four days out of 7 days every week. An employer must also be registered with the Revenue Commissioners and registered as a PAYE employer. Many employers across all sectors are currently receiving the Jobsplus grant, and The Department of Social Protection would like to engage with more employers and support them to avail of this payment.

Further information is available on www.gov.ie/jobsplus

BLUESTONE SALES & DISTRIBUTION LTD. WINS THE GREEN BUSINESS OF THE YEAR AWARD

Bluestone Sales & Distribution Ltd. in Trim, Co. Meath were announced winners of the Green Business of the Year Award at the Meath Business & Tourism Awards which took place on November 8th in the Knightsbrook Hotel, Trim. Presented by well-known TV personality, Bláthnaid Ní Chofaigh, the event was attended by over 280 guests representing 35 businesses and organisations who were up for awards across 11 categories, including “Not for Profit Organisation of the Year”, “Best Emerging New Business”, “Green Business of the Year Award” and many more.

Winning this award recognises the efforts made by everyone on the Bluestone team towards helping the environment, reducing single use plastic and keeping our oceans clean. Bluestone Sales & Distribution Ltd. distributes many ecofriendly brands whose products are made of bio-based and recycled materials including BRITA, Greener Cleaner and E-Cloth. They also offer a recycling service to users of BRITA household water filters where they can return their used filter cartridges by freepost to their office in Trim. These are then returned to BRITA for recycling.

Bluestone Sales & Distribution Ltd. are proud sponsors of Seal Rescue Ireland in Wexford and have helped organise the Plastic Free Town initiative which was organised to reduce the consumption of single use plastic to fight against the damage

that this does to our Irish coastal towns. Bluestone are also proud partners of Reforest Nation and have worked with Trim Tidy Towns in their tree planting initiative.

The nomination and winning of this award were huge achievements for all at Bluestone.

For more information on Bluestone Sales & Distribution Ltd.’s range, call 046 94 83100 or visit www.bluestone.ie

BUILDING ON THE SUCCESS OF THE INAUGURAL 2023 EVENT

International Hardware Fair Italy will return for its second edition on 8–9 May 2025 in Bergamo. Building on the success of the inaugural 2023 event, which welcomed 5,300 visitors from 30 countries, the upcoming event promises significant enhancements.

The event will showcase hundreds of prestigious Italian and international brands from the Italian and European industries, including hardware, DIY, building, garden & outdoor, security, paints & coatings, electrical supplies, and lighting.

One-to-one business meetings, an incoming programme for buyers from all over Europe, an outdoor area for live demonstration of tools and machinery and its optimal logistics makes International Hardware Fair Italy a true visitor-friendly event.

The two-day event in Bergamo goes far beyond a simple product exhibition: industry professionals can strength their knowledge

through a rich programme of conferences, workshops, and practical demonstrations. Industry experts, associations, and leading companies will present the latest innovations and discuss future market trends.

One of the key advantages of the Bergamo location is its proximity to the Orio-al-Serio International Airport, ensuring an easy access for visitors from across Europe. To further enhance the visitor experience, a free shuttle service from the airport and the train station will be available, conveniently transporting guests to and from the venue, making the trip as seamless as possible.

Mark your calendars for 8–9 May 2025, and visit International Hardware Fair Italy in Bergamo for an unmissable event that will shape the future of the hardware and DIY industries.

For registration and further information visit www.hardwarefair-italy.com or phone +39 02 869 61 337, @hardwarefair-italy@koelnmesse.it

Kieran Kehoe (CEO Meath County Council) presents the Best Green Business Award to Bluestone Sales & Distribution. L-R: David & Karen Bates, Vikki Fox, Kieran Kehoe, Olivia O’Rourke Harty, Martina O’Sullivan, Ann Lynch, Gordon O’Rourke.

MES DIRECT: YOUR TRUSTED HOMEWARE SOLUTIONS PROVIDER

Founded in 1997, MES Direct (Midland Environmental Services) has grown into a leading supplier of homeware solutions, specialising in domestic waste containment products. Based in Durrow, Co. Laois, MES Direct was established to meet the increasing demand for high-quality waste containment solutions. Since then, the company has expanded its product range to encompass a wide variety of essential homeware, catering to the evolving needs of modern households.

At the heart of MES Direct’s success is its strong collaboration with key distribution partners, enabling the company to offer a diverse selection of premium brands. These include:

– Cooksmart Kitchen & Accessories: Stylish and practical kitchenware to enhance everyday cooking experiences.

– Hamilton Beach Electrical: Innovative and reliable electrical appliances for homes.

– Charles Bentley Brushware: High-quality cleaning tools and brushware combining durability with functionality.

– Simplehuman Bins: Sleek, efficient, and space-saving waste containment solutions for modern living.

– Addis Plastics: Durable Bins, storage and cleaning solutions for everyday household needs.

MES Direct stocks an extensive range of homeware products, ready for immediate dispatch from its Distribution Centre in Durrow. This ensures a seamless supply chain, allowing customers to receive their orders promptly and efficiently.

With a robust nationwide delivery service, MES Direct ensures that hardware businesses across Ireland can access their premium

product offerings. Whether it’s waste containment, kitchen essentials, or cleaning tools, MES Direct remains committed to delivering quality, convenience, and reliability to its customers.

For further information contact Aubrey Hutchinson on 086 1990976 / 057 873 6262 or email: aubrey@mesireland.ie

HARDWARE CONFERENCE

The Hardware Conference 2025, supported by Intact, the official networking event of the Irish hardware and building materials industry, hosted by Hardware Association Ireland, will make its welcomed return in 2025 - coming to The Heritage Hotel in Portlaoise on Thursday the 3rd of April.

The Conference will focus on the future of physical hardware retail and builders merchanting stores, and how they can maximise their place in society and local communities.

Key highlights will include how retailers and builders’ merchants can support homeowners, builders and

Supported by:

tradespeople, finding the balance with eCommerce, and optimising instore strategy.

We will have an exciting line-up of speakers, including Steve Collinge, Greg Fry, Mathias Lönneker, Kieran McCarthy, Gina Schaefer and Michael Stanley.

Registration for this exciting event is now open Visit www.thehardwareconference.ie for more updates and information, and we look forward to seeing you there!

KMK METALS RECYCLING PUBLISHES ITS FIRST EVER SUSTAINABILITY REPORT

KMK Metals Recycling has published its first Sustainability Report for the year 2023. What is somewhat unusual about this sustainability report is that it is being released on a purely voluntary basis. It is not driven by any regulatory requirements but rather driven by the metals and e-waste recycling company’s pride in its progress and achievements, as well as a genuine desire to investigate its impacts on the environment. The report highlights KMK Metals Recycling’s ongoing commitment to environmental stewardship, social responsibility, and governance that leads by example.

KMK Metals Recycling are responsible for the recycling of many hardware and DIY products through WEEE Ireland collections. In 2023, they made significant strides in several areas such as, reducing its environmental footprint, contributing to the circular economy, supporting biodiversity, and promoting a healthy and inclusive workspace.

Compliance Manager at KMK Metals Recycling, Eamonn Pidgeon explains how and why the report was commissioned and executed: “In December 2023 I set out an objective with support from management and my colleagues in compliance

to produce KMK Metals Recycling’s first ever Sustainability report. In July 2024 ESG reporting became mandatory for all large-scale companies. With the excellent work KMK Metals Recycling has been doing over the last number of years and the support from our managing directors Kurt and Max Kyck, we agreed to report this information and be prepared for 2026 when SMEs and other small businesses will be expected to start reporting.

KMK Metals Recycling had lots of positive works completed in 2023 such as PV installation at both sites, new state of the art processing technology, electric vehicles, supporting biodiversity projects for communities in Westmeath and Offaly and many more.

This work and commitment to the environment stems from the culture embedded in KMK by its directors. Having this culture within the company’s management structure made the report possible. To read the full digital version or access a printable copy of KMK Metals Recycling’s 2023 Sustainability Report, visit www.kmk.ie/documents

Katrina Zamaiza, Miguel Martino and Eamonn Pidgeon launching KMK Metals Recycling’s first Sustainability Report.

HAI Certificate in Hardware Retail & Merchanting

2024 Wraps Up Financial Studies

In December, students completed the Credit Control module with Declan Flood, who highlighted the role of credit control in ensuring profitable sales, setting clear policies, and maintaining accurate records.

They then undertook a Product Knowledge module led by Keith Scully from Grant Engineering

Training snippet: Keith Scully covered traditional heating systems, such as oil and gas boilers, and stressed the importance of addressing customer queries on plumbing and heating confidently.

2025 Begins with Operations Training

January opened with a Stock Control session led by Padraig Cronin, focusing on its impact on cash flow and customer satisfaction.

Training snippet: Kieran provided a detailed overview of different elements of roofing, how products are sourced, developed, key sales benefits and details.

Kieran Duggan of Etex Ireland followed with an overview of roofing products, highlighting the latest innovations and training opportunities.

Upcoming Site Visits

Octabuild Members Glennon Brothers and Grant Engineering are both delighted to invite HAI Certificate students, mentors and colleagues to join them at their sites this April for a detailed visit and overview of their production and other operations. Watch this space for more updates!

Octabuild Continue Sharing their Product Knowledge  We’re excited to continue our partnership with Octabuild and its esteemed members: Bostik, Dulux Paints, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement and Kingspan Insulation. Together, we’re gearing up for an incredible year ahead, featuring Octabuild’s specialised Product Knowledge modules and exclusive site visits to Octabuild member locations across the country, where students can get more in-depth information on their products and the industry.

Speaking about their involvement in the Certificate this year new Octabuild chairperson, Mike Glennon of Glennon Brothers, said: “Octabuild is proud to continue its sponsorship of the 2024/25 HAI Certificate in Hardware Retail & Merchanting, an important programme dedicated to nurturing talent and promoting excellence in the hardware and merchanting sector. In an era where ongoing learning and development are crucial, our product knowledge modules provide participants with invaluable, hands-on insights into the products and practices shaping our industry.

“By backing this HAI initiative, we are collectively investing in the future of our sector, equipping the next generation of professionals with the expertise and skills they need to thrive.”

Have any queries? Contact aoife@hardwaressociation.ie

HAI Training Schedule Spring 2025

Hardware Association Ireland’s (HAI) Spring training is well underway, with courses to date completed in Digital Marketing, AI for the Hardware Sector, Data-Driven Decision-Making with AI, Profit Maximisation and Performance Managing the Sales Team.

The current reality for Today’s attendees

Digital Marketing

The Digital Marketing session emphasised the importance of transparency, user experience, and leveraging AI tools while maintaining human expertise in content creation and customer service.

Profit Maximisation

Declan Flood, the Credit Coach, covered all the latest in Profit Maximisation, revealing the latest profit margins in the sector, prompting a discussion on what they mean for other merchants.

Check out our remaining training schedule below & watch this space for even more training updates!

To book places or for any queries about training please contact Aoife Kinsella O’Reilly at aoife@hardwareassociation.ie or call 01 2980969.

HAI Corporate Partners

CASH MANAGEMENT

Brink’s Cash Services

CORPORATE PARTNER

Customer Services 0818 111 330 nationalservicecentre@brinks.com www.brinks.com

CREDIT & FINANCIAL MANAGEMENT

Credit Risk Brokers

James Riordan 01 491 6007

james.riordan@creditriskbrokers.com www.creditriskbrokers.com

PKF Brenson Lawlor

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

LCMS Ltd

Billy Nolan 087 2604625

billy.nolan@lcms.com www.lcms.ie

ECOMMERCE AND IT SUPPORT

Agility Software Ltd

David Malcolm 01 253 0282

Core Tech

Geraldine Quinlan Burke 025 41400

Intact Software

Mark Gurney 042 933 1742

mark.gurney@intactsoftware.com www.intactsoftware.com

.IE

Seán Tobin 01 236 5400 stobin@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

Bharat Sharma 01 4750066

david@agility-software.com www.agility-software.com

geraldine.quinlan@coretechnology.ie www.coretechnology.ie

Premio eCommerce

Karen Dillon 021 245 5022 info@premio.ie www.premio.ie

StudioForty9

bharat.sharma@monsoonconsulting.com www.monsoonconsulting.com

Gerard Keohane 021 239 2349 ger@studioforty9.com www.studioforty9.com

HAI Corporate Partners

ELECTRONIC SHELF LABELS

INSURANCE

Margin Investments Ltd t/a NFP

Jennifer Keogh 01 295 4844 jennifer@digi.ie www.digi.ie

ENERGY MANAGEMENT

DCS Group

Caroline Sugrue 066 7181836 carolinesugrue@dcsgroup.eu www.dcsgroup.eu

Solgrid Ltd

Damien Howe 085 1649497 damien.howe@solgrid.ie www.solgrid.ie

FIELD SALES & MARKETING

CPM Ireland

akelly@cpmire.com www.cpmire.com

OnlineTradesmen.ie

partner@onlinetradesmen.com www.onlinetradesmen.ie/partners

WASP Technologies

Richard Baird 086 2857843 richard.baird@wasptech.com www.wasptech.com

Kevin Whelan 01 6672644 kevin.whelan@nfpireland.ie www.nfpireland.ie

O’Leary Insurance Group

David Lombard 021 4730005 dlombard@oli.ie www.olearyinsurances.ie

LOGISTICS

Nugo

Liam Hennessy 087 1235581 liamh@nugo.ie

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

HR SUPPORT

Peninsula Business Services (Ireland) Limited

Michael Gombart 1800 719 215 michael.gombart@peninsula-ie.com www.peninsulagrouplimited.com/ie

TSA Consultants

Tommy Smyth 021 4634154

tommy@tsaconsultants.ie www.tsaconsultants.ie

SERVICES

BOI Payment Acceptance

Rory Brennan 1800 806 298 rory.brennan@globalpay.com https://go.boipa.com/en-ie/ partner-referral/hai

Elavon Merchant Services

Peter Cooke 0818 202 120 peter.cooke@elavon.com www.elavon.com

HAI Corporate Partners

RECRUITMENT

Tactical Talent

Vinny Kelly 01 9079192

info@tacticaltalent.ie www.tacticaltalent.ie

RECYCLING SOLUTIONS

European Recycling Platform

Martin Tobin 01 6624040

ireland@erp-recycling.org www.erp-recycling.ie

SECURITY SYSTEMS

Securitas Technology Ireland

Denise McCarthy 086 1916327

denise.mccarthy@securitas.com www.securitastechnology.com/ire

SHOPFITTERS/RACKING SYSTEMS

Johnston Shopfitters

#WeGetRetail

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

Shop Equipment Ltd.

Padraig Downey 087 8135242

Padraig_downey@sel.ie www.shopequipment.ie

Storefit Shopfitters Limited

Eamonn Brien 021 4344544 eamonn.brien@storefit.com www.storefit.com

Store 2000

Paul Bennett 087 2332402 Paul@store2000.ie www.store2000.ie

TELECOMMUNICATIONS SALES & INSTALLATIONS

IP Telecom Sales Team 01 6877777 sales@iptelecom.ie www.iptelecom.ie

Why become a HAI Corporate Partner?

By becoming a Corporate Partner, you can link your organisation to the pursuit of excellence and quality in the Hardware, Building Materials & DIY sector.

Hardware Association Ireland will help you to promote your company to all key decision makers in the sector with;

• A listing on the HAI website, www.hardwareassociation.ie

• The use of the widely recognised HAI Corporate Partner logo and a Corporate Partnership Certificate

• A free listing with logo and contact details on the Corporate Partners Pages in each issue of The Hardware Journal

• A preferential member rate for advertising in The Hardware Journal, plus three free classified advertisements

• Preferential rates and early access to event sponsorship and networking opportunities

• A preferential rate for exhibitor space at The Hardware Show

• Positioning your company as a solution-provider for the hardware, building materials and DIY sectors

• Access to all the latest industry news via regular emails and updates.

A View from Europe

Reinventing connection, why trade fairs remain essential

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.

In Europe, pure DIY trade fairs have become a rarity, with only a handful remaining. Construction & Building trade fairs, such as those in Munich and Paris, continue to be held in several European countries, targeting specific professional market segments. Meanwhile, cities like Cologne, Dublin, Bergamo, Kortrijk, and Valencia have chosen to keep investing in the concept of Home Improvement Trade Fairs. However, this formula has almost disappeared from the agenda in countries including France, the United Kingdom, and the Netherlands.

Trade fairs are often seen as meeting platforms that facilitate interaction between manufacturers/suppliers and professional visitors. In reality, their significance goes far beyond this. Postpandemic, the relevance of specifically DIY & Home Improvement trade fairs has increased significantly due to five key factors:

1. Pressure on traditional retail: The rise of e-Commerce has significantly impacted the traditional distribution role of brick-and-mortar stores.

2. Reinventing the business model: All stakeholders (organisers, exhibitors, and visitors) recognised the need to fundamentally rethink their value proposition.

3. Societal changes: Over the past decade, societal structures have changed drastically, affecting how people build, design, and organise their homes.

4. Shifting lifestyles: The motivations and expectations of current and future generations are evolving rapidly and lack stability.

5. Impact of the digital revolution: DIY activities are increasingly seen as less of a leisure activity.

In this broader context, there is a pressing need for deep insights to make these developments more manageable for all parties involved. The challenge is to anticipate these changes in time and to provide accurate proposals and solutions.

It is noteworthy that many leading players in the Home Improvement sector have successfully made substantial progress. Trade fair programs and conferences now focus not only on products and concepts but also on societal developments, lifestyles and the buying motivations of various types of DIYers.

Trade Fairs as Knowledge Hubs

International trade fairs have evolved into knowledge centres where industry leaders translate insights into product and retail

concepts. Exhibitors have adapted, transitioning from their traditional sales role as basically product manufacturers to that of conceptual marketers and educators.

The challenge? Transforming a trade fair stand into a B2B environment that actively drives sales and provides great ideas and inspiration. The success of a trade fair stand depends on mastering six key parameters that sensorially convince professional visitors:

1. The intrinsic added value of a product.

2. Demonstration of user-friendliness.

3. Showcasing functionality.

4. The experience and fun factor on the retail shelf.

5. Transferring knowledge through educational methods.

6. Testimonials and reviews as proof of reliability.

Looking Ahead:

The International Hardware Fair in Bergamo

The upcoming trade fair in Bergamo is already attracting significant attention, with numerous retail delegations from across Europe registering as visitors.

Alice Brambilla, Project Manager at the International Hardware Fair Italy, succinctly summarises the latest trend: “Retailers no longer send only their purchasing teams to trade fairs. Increasingly, they are mobilising experts from other departments, including marketing, logistics, CRM, and data intelligence. Trade fairs are no longer just meeting platforms; they have become strategic hubs where knowledge, innovation and intelligent networking converge”.

The latest ‘Matchmaking’ formula aligns perfectly with the interests of the targeted audience. Bart Bouwen, purchasing director at Hubo Group and Bricoalliance, highlights that his teams can schedule dozens of meetings in advance with carefully selected manufacturers and distributors. This approach ensures the trade show visit is highly efficient and profitable for all parties involved.

“This evolution underscores their enduring relevance in a rapidly changing world”.

In a nutshell, precisely because the entire professionalisation is concentrated in one location with various exhibition spaces, trade fairs remain indispensable

However, this is only the case if they succeed in creating an optimal symbiosis between supply and demand, thereby making the value proposition much clearer to all stakeholders, including the end user.

How Bathrooms Ushered in the Rebel Army

Owning a successful football club is perhaps a childhood dream for many but very few get the opportunity to fulfil that dream.

When Dermot Usher decided to step down as CEO of Sonas Bathrooms little did he know that this dream was about to become a reality. Now, two years later, he’s at the helm of Cork City FC as they’re about to kick off the 2025 season in the Premier Division. The League of Ireland club have not only had a successful year on the pitch after lifting the First Division trophy in front of an ecstatic crowd at their home ground in Turner’s Cross last November, but off the pitch too as they’ve launched the Rebel Army podcast, Rebel Army Clothing and Rebel Army Events. They’ve also confirmed a number of exciting new partnerships with AerCap, Everseen, Affidea ExpressCare and Citylink.

Dermot’s journey began at just 23-years of age when his father sadly passed away and Dermot and his brother took over the bathroom distribution business that their father had set up. Determined to make their father proud, the pair worked tirelessly to enhance and grow the business. The Sonas Bathrooms brand was developed and became one of the country’s leading bathroom suppliers with the company exclusively designing, manufacturing and selling all its own products.

Dermot stepped down as the CEO of Sonas Bathrooms in 2021 but remains on the Board of Directors as a non-executive Director. As fate would have it, Cork City FC were on the lookout for a new owner and the FAI approached Dermot about a potential move to the Rebel County.

“I always took my sons to League of Ireland matches and some of my fondest memories are with my boys on a Friday night but I never thought I’d own a football club, let alone one in Cork City. But when the FAI came to me with the idea it was a no-brainer. It represented an exciting challenge and an opportunity to invest my time and energy into something I’m really passionate about.”

Cork City FC had been owned by the fans group, FORAS, and they voted overwhelmingly in favour of the takeover. Dermot was officially announced as the new owner in December 2022.

Having come from a successful business background, Dermot has been able to apply some of the skills and experience gained over the years to running a football club but it hasn’t been without its challenges. However, despite being relegated at the end of 2023 the club rose to victory in 2024 and is looking

forward to an exciting season in the Premier Division this year. But, it’s not all about the action on the pitch. Behind the scenes, Dermot and the team who work in admin, sales and marketing roles are busy year-round developing relationships with important sponsors, organising non-match day events and ensuring all areas of the club are successful - this includes the Senior Men’s Team, the Women’s Team, the seven boys and girls Academy teams and the Amputee Team.

“In Sonas Bathrooms, we were always looking for the next business opportunity and trying to keep ahead of the competition. Running a football club is not much different really. Our Women’s and Academy Teams are developing all the time and we have to ensure the funds are there to meet the demand and develop and retain the talent we have. There are a lot of discussions and decisions made behind the scenes that are crucial to the success of all the teams, and this is ongoing.”

Padraig Mallon, Chief Executive, The Crann Centre and Dermot Usher, Owner, Cork City FC with Cork City FC superfan and Crann service user Cian Hennessy.

Industry Interview

Cork City FC have developed a long-term relationship with many businesses including Zeus Packaging whose logo is emblazoned across the front of the jerseys of the senior teams. Other sponsors include UCC, EZ Living Interiors and Sonas Bathrooms.

“We couldn’t do what we do without our sponsors and we’re so grateful to everyone who supports us. We know from talking to our partners that they also benefit hugely in terms of raising brand awareness but also becoming part of a community. Anyone who is looking at their 2025 budget for sponsorship and promotions can get in touch with our commercial director Anthony O’Sullivan and he would be happy to talk about what’s involved.”

The club recently launched its own clothing brand, Rebel Army Clothing, and for the first time ever had full control over the design of this year’s home and away jerseys. It also made collaborations a possibility with the club teaming up with Cork legends The Frank and Walters for the away jersey which is in the band’s iconic colour orange.

“When I joined the club, I knew from my own experience that we could design and produce our own products. This would cut out a number of stages in the production process and give us more control over our product design and pricing. The fans are buying the jerseys primarily for the club crest. Now we can sell our jerseys at a reduced price, and we have full control over the design, whereas before there was a template that we had to follow. It’s important for us as a club to be able to say that our gear is all designed here in Cork, and we can pass on the benefits to the supporters.”

Community and Social Responsibility is another important aspect of the club with The Crann Centre in Ovens, Co. Cork the confirmed charity partner of the club. The Crann Centre offers life-long support to people of all ages living with congenital, progressive or acquired neuro-physical disabilities and their partners, parents and siblings across Cork and

Munster. The club was actively involved in the charity’s main fundraiser, Walk N’ Roll and they donated a cheque for €25,000 last year which was the proceeds of funds raised by the club for the charity.

Dermot also launched Monday Morning Memories which is open to people of all ages to come together and socialise on a Monday morning. Monday Morning Memories acts as an outlet for people to combat social isolation and promote wellbeing. It also helps provide people with a sense of purpose. Other community initiatives have been set up including walking football for the over 55s and Down Syndrome Futsal and Dermot is hoping to progress these further and add a few more initiatives in 2025.

He’s also hoping to further develop Rebel Army Events which was launched at the end of 2024. The aim is to organise events outside of match days to create income to and promote awareness of all aspects of Cork City FC. Rebel Army Events will be bringing Italia ’90: An Evening With The Greatest Football Team to the RDS and Cork Opera House over St Patrick’s weekend. Mick McCarthy will lead out the starstudded squad, which includes John Aldridge, Andy Townsend, Packie Bonner, Ronnie Whelan, Niall Quinn, Tony Cascarino, Ray Houghton, Kevin Moran and Steve Staunton, as they reflect on their achievements under manager Jack Charlton and remember a unique chapter in Irish sporting and cultural history.

“If you had asked me five years ago where I would be today, I’d never have said owning a football club in Cork but here I am and I am really looking forward to the year ahead. There are a lot of differences between my previous role and this but I have definitely been able to draw on my experiences and have been able to bring what I learned at Sonas Bathrooms to Cork City FC. We have an exciting year ahead at the club and I am working with some of the most dedicated people I have ever worked with so I’m sure it will be a great year for staff and fans alike.”

Cork City FC launched Rebel Army Clothing in 2024 and have produced the club’s own leisure and training gear.  From L-R Ruairí Keating, Niamh Cotter, Dermot Usher, Charlie Lyons. Photo: Doug Minihane.

Cork City FC celebrated its 40th anniversary in 2024 and former Lord Mayor Cllr Kieran McCarthy met with Dermot Usher and Éanna Buckley of Cork City FC in City Hall.

Industry Interview

THE HARDWARE CONFERENCE 2025 SPEAKER

The Future Calls

Ahead of his presentation at The Hardware Conference in April, The Hardware Journal spoke with Mathias Lönneker, Executive Vice President, Group Chief Strategy Officer and part of the Executive Committee in STARK Group with responsibility for business development across the company, about his thoughts on where the retail construction industry is heading in 2025 and beyond.

Recently, I saw a survey ranking industries by their level of digitalisation. Construction was near the bottom, ranked 21st out of 22 industries. Only agriculture and hunting were ranked lower by the Harvard Business Review.

This isn’t the only study showing that the construction industry struggles to achieve productivity gains on par with the rest of society. In fact, construction has been outgrown by a factor of 1.6 on productivity vs. other industries since 1995.

Therefore, it doesn’t take much imagination to envision our industry being disrupted by digitalisation, new materials, innovative technologies, and construction methods. The ideas and opportunities for disruption are plentiful.

The Future Calls – We Know the Words I spend most of my days thinking about where the construction industry is heading and how we can lead one of Europe’s largest distributors of building materials to where we can create most value for our customers.

It would be foolish not to believe that construction will look different in 2035 than it does today. Surprises are on the way, but the biggest one I believe will likely be excelling on the essentials becoming more important!

We Have Learned an Important Lesson

Over the past five years, STARK Group has quadrupled in size and is now one of Europe’s largest distributors of building materials serving the professional craftsmen. Originating in the Nordics, we have established a European platform through Merger & Acquisition, first in Germany and Austria and later in the UK, with e.g. Jewson joining our family in 2023.

Thirty acquisitions have taught us the same lesson: Well-run companies focus on their customers and their pain points. Struggling companies have their heads elsewhere.

Amazingly often, we have found that simply removing bureaucracy and giving each branch manager the responsibility and license to operate back from a head office, boosts the relationship between customers and our company. As a winning formula, it’s old school –but it really works, in a business where winning the local zone is key.

The Construction Industry is Evolving

Despite claims to the contrary, the construction industry is steadily evolving. On the construction site, robots, 3D printing, prefabricated structures and AI will also play a more prominent role as helping hands for craftsmen. In the distribution chain, development is relatively rapid. It is often invisible but can be felt when successful. Customers experience their daily lives becoming easier.

Digitalisation and Transformation Must Solve Pain Points

At STARK Group, we have applied the lesson from our 30 acquisitions and recent years of growth:

To focus on customers and their pain points, e.g.:

• Delivery delays

• Damaged goods

• Assortment and availability

• Inconsistent pricing

• Regulatory and administrative changes

• Unclear communications

These are pain points because they lead to work delays and thus lost working time every day. They contribute to the lost productivity that the construction industry struggles to achieve.

Once, a Builders’ Merchant was a Small Business In our world, once, a Builders’ Merchant was a small business that had the essentials and could order the rest within a few days. Today and in the future, they are local businesses empowered by distribution platforms of scale, conveniently located on the way to the construction site (no matter where in the city the craftsman works), that have almost everything you need and can get special items within hours. In fact, STARK Group is today operating 24/7 branches in several countries. It is the place that delivers goods right to the construction site where they are needed, at prices that are transparent and consistent. It is the partner that provides product carbon documentation as simply as a consolidated invoice. It is also the company where the craftsman meets a person face-to-face when making an agreement or seeking advice on everything from products to new regulations and sustainability.

It may sound simple. From the inside, it is anything but that. The distribution of building materials is complex. Digitalisation and transformation are underway and advanced in several areas. They rarely take the form of robots instead of people, but often people being helped by robots and AI.

Who Wants a Craftsman Robot?

I once tried to close my eyes and imagine a robot craftsman flying around my old aunt’s living room working on a renovation project. Just my aunt’s frightened facial expression convinced me that there is plenty of room for people in construction. We will get more and more help from technology, and in the craftsman’s back office, which builders’ merchants are part of, we will see rapid renewal and improvement in the coming years. Winners will be those who reserve the futuristic images from Google for thought experiments and small trials. The future lies with those who focus on solving customers’ pain points and making an already hard workday easier

Mathias Lönneker is EVP, and Group Chief Strategy Officer, part of the Executive Committee in STARK Group with responsibility for business development across the company. He joined the company in 2018 and has been part of the transformative journey of building STARK Group of today.

STARK Group consists of 19,000 people working across more than 1,100 branches and distribution centres in Europe. We are local builders’ merchants focusing on professional builders in thriving communities - from Klagenfurt in southern Austria to Tromsø in northern Norway and everywhere in between.

Brands include Jewson in the United Kingdom, Raab Karcher in Germany, Beijer Byggmaterial in Sweden, Neumann in Norway and STARK in Denmark and Finland.

Short bio of Mathias Lönneker and Facts about STARK Group

Mathias Lönneker is EVP, and Group Chief Strategy Officer, part of the Executive Committee in STARK Group.

GS1 Ireland’s Digital Link Demonstrator highlights the benefits of using GS1 standards and QR codes in construction projects

The construction industry and allied manufacturing and retail sectors face significant challenges in becoming more efficient, increasing safety, improving productivity, and lowering costs. Legislation including the Construction Products Regulations and the allied introduction of Digital Product Passports (DPP) is fuelling a growing demand for consistent, accurate, and trusted data on the procurement and management of materials at every step of the supply chain.

The information must be detailed and correct, and be available throughout a project’s life cycle, from design to decommissioning. Products must have a unique common identifier that is understood by everyone and is interoperable, working across functions and systems over time.

GS1’s Global Trade Item Number or GTIN meets these requirements. The GTIN is a unique identifier for trade items, ensuring every product can be globally recognised. Other GS1 identifiers such as the GLN (Global Location Number) and GIAI (Global Individual Asset Identifier) can also be used to identify locations and assets respectively.

By providing stakeholders with a common language for capturing and sharing data on buildings, equipment and materials, GS1 standards have the power to improve visibility, traceability, sustainability and safety.

GS1 Ireland have recently developed a Digital Link Demonstrator to showcase some potential use cases made possible by the adaption of GS1 standards. The Demonstrator is a physical replica of a section of a wall and window in a building. Products used in the demonstrator are identified using their GTIN and information on each of the products can be accessed via a QR code powered by GS1 Digital Link. GS1 Digital Link is a method of encoding GS1 identifiers to enable the connection to online information. Use of the GS1 Digital Link standard means that identifiers such as the GTIN are now a gateway to useful information such as certifications, instructions for use, product information, traceability information and much more.

Using QR codes powered by GS1 means you’re providing a URL for people to scan, and you’re also providing GS1 identifiers. This means that the link can be used to access a number of different digital information sources depending on the use case.

For construction and engineering, a core strength of the GS1 Digital Link lies in its ability to create a seamless, auditable record of every interaction involving “Core Maintainable Assets.” Each human interaction, be it an installation, inspection, repair, or upgrade can be used to update the asset’s digital history. This ensures traceability, transparency, and accountability across the asset’s lifecycle.

With GS1’s open, interoperable standards, every action can be captured in a frictionless, efficient manner, providing a golden thread of data that is invaluable for compliance, sustainability reporting, and operational excellence.

For example, an architect could scan the QR code on a window to access the data sheet or digital product data from the manufacturer to ensure the window meets their requirements. The installer of the window could scan the same QR code to access handling instructions and health and safety information to install the window.

An occupant of a building could scan the QR code to report an issue with the window, such as a broken handle. A service engineer receives the report and can scan the same QR code to get information on which handle to use as a replacement, instructions on how to safely carry out the repairs, and can mark the job as complete, updating the service history of the window.

QR codes powered by GS1 can also be applied to retail products and will soon be widely adopted by the retail industry. This enriches the consumer experience by allowing them to connect to extensive amounts of product information, including usage and recycling instructions, while scanning at checkout like the traditional barcode. For construction and hardware products this information could include certifications, safety instructions, specifications, handling guidelines and installation manuals.

Industry Feature

This image illustrates the role of “Validated Product Data” (VPD) for the 20% of products that account for 80% of the carbon content (Embodied and Operational) plus “Core Maintainable Assets” as well. These are critical metrics in meeting CSRD, CSDDD, and EUDR reporting requirements, particularly in driving OPEX efficiencies and GHG reductions under ESG initiatives. The illustration highlights how “Digital Product Passports” (DPPs), “Environmental Product Declarations” (EPDs), “Install & Operations Best Practices” and O&M manuals form a reliable Source of Validated Truth. Additionally, it identifies eighteen (18) actor roles that benefit from streamlined access to product and asset data via GTINs, GIAIs, and GLNs.

By adopting GS1 Standards and QR codes powered by GS1, the construction industry can bridge gaps in data management, ensure compliance with evolving regulations, and deliver safer, more sustainable projects. The GS1 Digital Link Demonstrator highlights a future where “one scan” unlocks endless possibilities, and every interaction is captured for perpetual value.

To learn more about how QR codes powered by GS1 can help you, or to experience their Digital Link Demonstrator for yourself, visit www.gs1ie.org/construction or contact Construction Engagement Consultant Dan O’Gorman at dan.ogorman@gs1ie.org

GS1 Ireland’s Digital Link Demonstrator video.

GS1 Ireland’s Digital Link Demonstrator.

Managing essential business utilities:

How Procure.ie empowers businesses to save and succeed

For Irish businesses facing increasing operational costs, managing energy expenses can be a daunting challenge. With the help of Procure.ie, one of the largest energy consultants in Ireland, they can optimise their energy expenditures while ensuring their plans align with specific needs. Procure.ie is redefining energy procurement in Ireland, providing businesses with the tools and support they need to thrive in an increasingly competitive environment. They are a 100% Irish owned and a proud member of Guaranteed Irish.

What We Offer

At Procure.ie, our mission is to demystify the complexities of energy procurement. By working closely with our clients, we identify the best energy rates and most suitable plans tailored to their unique requirements. This ensures our clients are saving money and are also aligned with the most efficient and effective energy solutions.

Our range of services includes energy usage analysis, plan comparison, supplier negotiations, and ongoing support to ensure long-term savings. With a market saturated by providers offering varying rates and terms, Procure.ie acts as your trusted partner, providing clarity and value.

Dedicated Account Managers

A Personalised Touch and standout feature of our service is the assignment of a dedicated account manager to each of our clients. These experts serve as a single point of contact, offering personalised advice and proactive updates on energy trends, cost-saving opportunities, and contract renewals.

Dedicated account managers go beyond basic consultancy; they foster long-lasting relationships with clients, ensuring every aspect of their energy needs is taken care of. Whether it’s resolving billing issues or navigating market changes, our team is always ready to help.

Supporting Business Associations and their Members

Procure.ie understands the unique challenges faced by business associations and their members. By partnering with

associations, we extend our expertise to help their member businesses streamline their energy procurement processes and maximise savings.

Our team collaborates with association leaders to create tailored solutions that benefit the entire membership base, from securing collective energy discounts to offering educational workshops on energy management. These partnerships empower businesses of all sizes to achieve greater efficiency and sustainability.

Championing Sustainability

At Procure.ie, we recognise the importance of sustainability in today’s business landscape. We provide guidance on integrating renewable energy sources and implementing energy-efficient practices, enabling our clients to reduce their carbon footprint while cutting costs.

By embracing green initiatives, businesses can comply with regulatory standards and also enhance their reputation among eco-conscious consumers. Procure.ie is committed to helping clients transition to a sustainable future.

Let Procure.ie Guide You

Managing energy costs doesn’t have to be a challenge. With Procure.ie as your partner, you can be confident in securing the best rates and optimising your energy strategies. Whether you’re a small business or a large enterprise, our personalised services and expert guidance are designed to meet your unique needs.

Get in touch with Dean Rock today at 087 7018607 and discover how Procure.ie can help you save money and build a sustainable energy strategy tailored to your business.

Email: Sales@procure.ie quoting HAI or Phone: (01) 4853745 or visit www.procure.ie

BRAD KEARNS

Sales and Business Development at StudioForty9

Unlock growth: When to consider an eCommerce platform migration

Is your eCommerce website slow, outdated, and preventing your business growth?  Are your customers frustrated when using your website? If so, it might be time to consider a platform migration.

What is platform migration?

A platform migration involves moving your eCommerce store and all associated data, such as user accounts, content, and features, to a new platform.

Benefits of a Platform Migration

Migrating your website can unlock significant benefits, including:

– Improved User Experience & Performance: Provides a better user experience for customers with faster loading times.

– Improved Security: Strengthen your website’s barriers to cyber threats.

– Enhanced Scalability: Ensuring your website grows as your business does and can accommodate increased traffic and user demands.

– Increased Efficiency: Streamline website management and reduce maintenance costs.

Platform Selection

When people ask us to help them move to a new platform, the first thing they think about is which one is best for them. Of course, there is no one size fits all approach and the right answer for this essentially boils down to these questions:

– What does your website need to do for you and your company?

– What are the issues with your current site?

– Can you scale your business efficiently and effectively with your current infrastructure?

Furthermore, cost is a major factor to consider when evaluating eCommerce platforms. These include:

– Platform Fees and Licences: A comparison of the ongoing costs associated with the new platform versus the current platform.

– Development Costs: Expenses related to the initial setup, customisation, and data migration to the new platform.

However, it’s crucial to look at all expenses associated with your website throughout its entire lifecycle, and not just the initial expense. This is known as Total Cost of Ownership (TCO). While the costs listed above are important, businesses should carefully reflect on the long-term implications of not migrating to a more efficient platform. These can be referred to as opportunity costs and can significantly impact your business.

To understand these costs, we recommend critically evaluating your current website and considering the potential challenges

associated with staying on a legacy platform. These challenges include:

– Ongoing Maintenance: Constant security updates and hosting requirements leading to significant ongoing expenses.

– Outdated Technology: Maintaining a website built on older technology can become increasingly expensive as it requires specialised expertise.

– Scalability Concerns: Difficulty in handling traffic surges can result in lost revenue due to downtime and poor customer experience.

– Team Productivity: Resources spent managing an outdated system can lead to lost productivity and missed opportunities for growth and innovation.

Proven Practices for a Successful Migration

Once you’ve decided to migrate and have selected the platform, it’s time to begin planning the migration. At StudioForty9, we follow a structured process to make sure everything goes smoothly. Here are some key things to think about during the planning phase:

– Discovery and Scoping: Thoroughly review your current site and its required features before starting the migration.

– Beware of Future Proofing: Focus on current and near-future needs of your business rather than trying to follow long-term technology trends.

– Prepare for Change: Collaborate with relevant departments to understand their reliance on the current site’s features and consider the best solutions to these.

– Timelines: Plan for a five-six month migration, allowing for flexibility and avoiding peak periods.

– Customer Journey: Map out your customer journey to identify data migration needs and ensure a smooth transition.

– Prioritise: Create a list of priorities with all stakeholders to help maintain focus and allocate resources efficiently during the migration.

Considering a platform migration for your business? StudioForty9 can help. With over 100 successfully delivered Shopify buildsincluding migrations from platforms such as SAP Hybris, Magento / Adobe Commerce, BigCommerce - we can help to guide you through the entire process from platform selection to migration.

For further information call +353 (0) 21 239 2349, email brad@studioforty9.com or visit www.studioforty9.com

Unlocking the value of KBB expertise: Recruitment insights for the Irish hardware sector

Over the past year, we’ve seen a growing trend among our Hardware sector clients seeking to hire Sales and Design Specialists with expertise in Kitchen, Bedroom, and Bathroom (KBB) design. Many hardware retailers are expanding their product offerings to include specialist kitchen and bathroom solutions, often investing significantly in their stores to create a more comprehensive retail experience.

These developments have led to some excellent conversations with our clients about the value of bringing in professionals from the KBB industry. Their expertise can play a pivotal role in ensuring the success of these new retail spaces, helping retailers achieve their goals and deliver a more tailored, high-quality experience to their customers.

What Sets KBB Roles Apart?

KBB roles require a unique mix of technical knowledge, creativity, and customer-focused expertise, setting them apart from general retail positions. Key attributes include:

– Technical Knowledge: Understanding design, product specs, and installation, like bespoke bathroom layouts.

– Sales Expertise: Building trust and tailoring solutions to sell highvalue items.

– Trend Awareness: Staying current with design trends, materials, and technologies.

– Customer Relationships: Fostering long-term connections during extended sales cycles.

This skill set enhances customer satisfaction, drives repeat business, and generates referrals, making KBB professionals vital to Hardware Stores.

Case Study: Tactical Talent’s Strategic Guidance for a Hardware Retailer’s KBB Expansion

Client Overview

A long-standing Hardware Retailer sought to diversify by creating a dedicated Bathroom section. They invested heavily in a modern retail fit-out to attract a design-focused customer and elevate their presence in the competitive KBB market.

The Challenge

Despite substantial investment in the fit-out, the client planned to staff the new area with an existing employee who lacked KBB experience. The assumption was that the employee could learn on the job, saving costs. Tactical Talent identified the risk of missing out on the potential returns of the new venture without the right expertise in place.

The Tactical Talent Solution

Tactical Talent recommended hiring an experienced KBB Sales and Design Consultant to maximise the investment.

The selected candidate brought:

– Strategic Vision: Used a strong understanding of KBB design and customer preferences to fine-tune the product range, store layout, and overall strategy for better results.

– Tech Expertise: Introduced cutting-edge design software to create professional, detailed proposals that impressed customers and made decisions easier.

– Staff Training: Gave the team practical KBB training, ensuring they could confidently support the department and its customers.

– Industry Network: Built solid relationships with trusted suppliers and fitters, making procurement and installations smoother and more reliable.

Results

The decision to invest in an experienced professional led to significant results:

– Increased Sales: The new Bathroom section outperformed expectations within six months, driving notable revenue growth.

– Enhanced Customer Experience: Customers appreciated the personalised service and expert advice, leading to higher conversions and repeat business.

– Operational Efficiency: Strong industry connections streamlined procurement and project execution, reducing lead times and boosting satisfaction.

Tips for Attracting KBB Professionals

To attract and retain top KBB talent, Hardware Retailers must position themselves as desirable employers. Here’s how:

1. Offer Competitive Compensation: Benchmark salaries and provide performance-based incentives. Flexible working arrangements or bonuses for meeting sales targets can also enhance your appeal. Commission structures are a really crucial element to any remuneration package designed to attract KBB candidates, and we can advise you on industry standards.

2. Invest in Technology: Provide cutting-edge tools like 4D bathroom design software such as Virtual Worlds to improve efficiency and attract professionals who value innovation.

3. Provide Training and Development: Invest in professional development, such as design software training.

4. Highlight Career Growth Opportunities: Showcase clear advancement paths, such as leading a department or training junior staff, to attract ambitious talent.

Tactical Talent are Industry Specialists in Hardware, KBB, and Heating & Plumbing Recruitment. We have over a decade of experience in recruiting KBB professionals in Ireland. With a deep understanding of the industry and its varied skillsets, we’re well-placed to connect candidates and companies in this specialist sector.

Contact Vinny Kelly or Iseult McLaughlin on 01 9079192 or visit www.tacticaltalent.ie

JOHN SHANAHAN Consultant, LeanBPI.

Artificial Intelligence (AI) in SMEs: Transforming how we work

Technology consistently reshapes how we work, from the gradual adoption of the internet to the rise of artificial intelligence (AI). AI is growing fast, and it’s having a huge impact on small and medium businesses. Amaras’ law says, “We tend to overestimate the effect of a technology in the short run and underestimate the effect in the long run.” This observation is particularly relevant in the AI era.

The Evolution of AI: From Generative to Agentic AI’s movement into mainstream business operations began a little over two years ago with generative capabilities - models capable of creating text, images, and more. Think of ChatGPT writing emails or DALL-E creating pictures. These tools quickly advanced to include mixed-mode capabilities, integrating text, images, and other inputs for more complex applications. For example, being able to look at an image and write about it, or create visuals based on written descriptions. Generative AI is being used to draft marketing materials, generate more engaging social media posts, and personalise customer emails, saving time and resources. Generative AI also serves as a powerful tool for brainstorming ideas, helping teams to explore creative solutions and innovate products or services. From streamlining routine tasks to fostering creative collaboration, generative AI helps small businesses to operate more efficiently and competitively.

The next frontier in AI is agentic AI which can independently complete simple jobs, such as automating data entry from standardised forms into internal systems, managing customer service inquiries, and handling inventory management. As the technology continues to develop, more uses will emerge, boosting productivity and efficiency across various sectors.

AI in Action: A Case Study

Profix Maintenance Services in Cork exemplifies the way SMEs can harness AI. Profix has consistently integrated technology into its operations, from adopting Evernote for project management to implementing QR codes for site-accessible health and safety records. Recently, the company embraced AI to streamline their quoting process. By training an AI model on past job descriptions and quotes, they automated quote generation - a task that previously required significant manual effort. Once generated, the quotes are automatically entered into their accounts system. These innovations have enabled Profix to grow without increasing administrative overhead, demonstrating the transformative potential of phased, wellplanned digital adoption.

Starting Your AI Journey

It is crucial for businesses to begin exploring how AI might work for them. A simple starting point is to ask your admin team: Could AI help with this task? AI can assist with a variety of tasks, such as checking which formula is needed in Microsoft Excel, converting data to a new format, tidying up information, or rewriting text. By trial and error, businesses can begin to understand where AI can provide value.

Building fundamental AI use within your business is essential for staying prepared as the technology evolves. The first word processors and spreadsheets, although difficult to use initially, were game-changing tools. Today, these programmes are used universally. Experimenting with AI now will set your business up for success as the technology matures and becomes an essential requirement for business survival.

Government Supports for Digital Transformation

Ireland’s SMEs have access to a range of supports to aid their digital journeys. Enterprise Ireland’s Digital Discovery Grant helps exporters assess their digital maturity and develop tailored adoption plans. For businesses with up to 50 employees, the Local Enterprise Office (LEO) offers the Digital for Business program, a free, three-day initiative that evaluates digital readiness and identifies improvement opportunities LEO also provides some financial support through the Grow Digital Grant for companies implementing new software in their business

Preparing for the Future

The speed of AI development emphasises the importance of preparing for technological change. SMEs that fail to engage with these tools risk falling behind their competitors. For SMEs, the key to success lies in a phased approach - identify specific challenges, look for appropriate solutions, and build on early wins to drive long-term transformation.

About LeanBPI

LeanBPI specialises in assisting Irish SMEs to integrate digital solutions for improved business efficiency. We help companies identify the correct software solutions, facilitate seamless integration, automate processes, and, when needed, develop bespoke solutions tailored to unique business challenges.

For further information visit www.leanbpi.ie or contact John O’Shanahan at johnoshanahan@leanbpi.ie or phone 087 7444887

Unlock grant supports for homeowners, farmers, and businesses

Is your customer a homeowner, farmer, or fellow business owner looking to upgrade, save money, or become more sustainable? Great news! With a wide range of government grants available, you can turn their goals into reality by potentially reducing their costs.

Many people do not know where to start in relation to Grant Supports. The truth is there are a maze of supports available and Atlantic Energy Consultants (AEC) offer a streamlined and tailored package to you and your customer’s needs.

Atlantic Energy Consultants specialise in helping individuals and businesses to access the grant supports they need to make impactful improvements. Whether they’re looking to enhance energy efficiency, invest in renewable energy, or upgrade essential infrastructure, they provide expert guidance to ensure they make the most of these opportunities.

Hardware Store advice

There is a big opportunity for builders merchants and hardware stores nationwide to emphasise the supports available to your customers. The supports would largely support materials sold from your stores, including Home Insulations, Heating Supplies and Agri Machinery, Fencing and Crushes etc. All of which are eligible for supports. The AEC team are willing to work with you to have breakfast / coffee mornings with short sharp presentations for customers to educate them on what’s available!

These mornings will include the scope of services provided by Atlantic Energy Consultants which aims to ensure clarity and alignment between all stakeholders:

– Deliver high-quality Consultancy Services for Commercial, Domestic and Agricultural Clients.

– Enhance customer satisfaction through reliable service delivery.

– SEAI Domestic Homes Service: Consultancy and Project Management of Domestic Grant Supports and Associated Works.

– Agricultural Services: Consultancy Services for Agricultural Clients for all TAMS Services, Acres NPIs and Landscape Actions.

–

Commercial Services: SEAI Grant Supports and Energy Monitoring Systems.

The AEC team offer services that are tailored to your or your customer`s needs, assisting you and them to avail of available supports and streamline the entire process from start to finish. This will involve engaging with external service providers.

For Homeowners

Grants are available for retrofitting homes to improve energy efficiency, including insulation, heating upgrades, and solar panel installation. By availing of these supports, they can reduce their carbon footprint and significantly lower utility bills. Let AEC handle the paperwork and make the process seamless for them. They can Project Manage the process from start to finish.

For Farmers

The agricultural sector is evolving, and grants can help them stay ahead. From solar energy installations to modernising farm equipment and improving sustainability, AEC are here to assist them in accessing supports that benefit their farm and future. They make applications in TAMS, Acres etc, offering a streamlined package from start to finish.

For Businesses

Upgrade your premises, reduce operational costs, or embrace green technologies with financial support through government schemes. Whether you’re a small business or a large enterprise, these grants can provide the boost you need to thrive in a competitive market. AEC offer SEAI Energy Audits, SEAI Applications and Energy Monitoring Systems.

At Atlantic Energy Consultants, they make grant applications simple, ensuring you maximise your eligibility and receive the support you deserve. Don’t miss out - invest in your future today!

Contact Kevin Carey, Atlantic Energy Consultants to get started and unlock your grant potential! Call 087-9350901 or email info@atlanticenergyconsultants.ie

EAMONN CONDELL Business Development Specialist

Protect your business: Minimise risks of wrongful arrest with expert training

As a builders merchant or hardware retailer, safeguarding your business from theft is critical. Costs within the sector have increased over the last 12 months through inflation, increased business costs and other pressures. Theft has increased over the last 12 months also and no retailer or sector is immune. These incidents can prove costly to businesses and the aim is to minimise these instances occurring. However, handling suspected theft improperly can expose you to costly wrongful arrest claims. These claims can damage your reputation and can also lead to financial losses and legal consequences. SeaChange deliver bespoke safety management solutions that engage the workforce in preventing incidents and help organisations achieve a positive, sustainable safety culture. This is achieved by assisting you in implementing and providing your staff with comprehensive Wrongful Arrest Site Prevention Training to help retailers like you handle security incidents professionally, lawfully, and effectively.

The Risks of Wrongful Arrest

Wrongful arrest occurs when an individual is detained against their will and without sufficient evidence. In Ireland, this can lead to claims of:

– False Imprisonment: Unlawful restraint of someone’s freedom.

– Defamation: Public accusations without evidence.

– Emotional Distress: Damage to a person’s mental well-being due to improper handling.

These claims arise most commonly when retailers act without proper knowledge of legal boundaries, including the misuse of citizen’s arrest powers. These can also prove costly in the event that a claim arises from an individual who feels that they may have been treated unfairly. This leads to higher insurance costs.

Why Your Business Needs Training

Hardware Retailers face unique challenges when managing theft and security risks. Engaging in specialised training ensures that you and your staff:

– Understand the legal framework in Ireland, including when and how to make a lawful citizen’s arrest.

– Learn to establish reasonable suspicion before taking action.

– Handle suspected theft incidents discreetly and lawfully, avoiding public accusations.

– Protect your business from legal claims through the implementation of best practices.

– Protect your staff from potentially difficult and dangerous situations.

– Protect your stock and inventory from theft and or loss.

– Reduce Lost Time incidents to allow your staff to do their jobs easily and more effectively.

What Training Covers

Tailored Wrongful Arrest Site Prevention Training provides practical, actionable guidance to help your team:

1. Recognise Legal Boundaries: Learn when it’s appropriate to detain someone and how to avoid false imprisonment claims.

2. Use Evidence Effectively: Understand the importance of documentation (e.g., CCTV footage, observations) in building reasonable suspicion.

3. Engage the Gardaí Properly: Know when to escalate an incident and involve law enforcement.

4. De-escalate Situations: Handle suspected theft professionally to reduce conflict and maintain customer trust.

5. Protect Your Reputation: Avoid public embarrassment and defamation claims by addressing issues discreetly.

The Benefits for Your Business With Wrongful Arrest Training, you’ll:

• Reduce the risk of wrongful arrest claims and associated legal costs.

• Enhance staff confidence in managing security incidents.

• Safeguard your reputation as a professional and customerfocused retailer.

• Create a safer, more secure shopping environment.

Take the First Step

Don’t let a single misstep jeopardise your business. Equip your team with the knowledge and tools to handle security incidents legally and effectively.

Contact us today to book your Wrongful Arrest Site Prevention Training session. Let us help you protect your business while maintaining the highest standards of professionalism and customer care. Protect your business. Protect your reputation. Act now.

Eamonn Condell 085 2524679 / 045 856028 eamonn.condell@seachange-intl.com www.seachange-intl.com

The three-prong approach to prospecting

Over the last 3½ years, I have worked with many lumberyards in the USA and Canada, and one of the more popular topics they want me to present on is “Prospecting for new customers”. This is why I think hardware, building materials and timber dealers in Ireland might be interested in ways to prospect for more business.

With over 40 years’ experience working for independent lumberyards in Northeast USA and with the last 12 years as Senior VP of Sales for a large regional dealer (14 locations; four states; 45 outside salespeople; 750+ employees; truss plant; custom millwork shop; and more), I found there are three main approaches to prospecting for more business.

First is what I believe to be the ‘Low Hanging Fruit’, as it is the easier of the three approaches. Don’t misunderstand me, I’m not saying it’s easy, but rather I’m saying it’s not as difficult as the other two. I like to call this first approach “Growing Wallet Share”. In other words, sell more product groups/categories to existing customers.

In order to get started, you need to identify what product group(s) your existing customers are NOT buying from you. For instance, you may have very good customers who buy all their timber and exterior building materials from you, but do not buy interior doors, hardware, mouldings, etc. By identifying what they are not buying from your company, you or your salesperson can then ask the customer why not.

Perhaps it’s due to a long-standing relationship with their current supplier for those products. Perhaps it is just due to habit. Perhaps your company never asked. Perhaps the customer

thought you couldn’t be competitive. You’ll only know the answer to “why” by asking the customer.

Since you already have a strong relationship with the customer, as you’re selling them other product lines, the chance of the customer listening to you regarding the product line(s) they’re not buying from you greatly increases. I’m not saying that they’ll automatically buy the product category, but I am saying the chance is much greater than if they didn’t have a relationship with you. This is why I say it’s the “low hanging fruit”.

While approaching your existing customers regarding product lines they’re not buying from you, stress the strong relationship you already have with each other. Let them know you can indeed be competitive. Tell them that it’s more efficient for their company to consolidate venders, as they’ll reduce the number of payments they produce, they’ll deal with less salespeople overall, combine deliveries, etc.

But, first you need to identify those customers and product lines!

The Second approach is what I call ‘Vertical Growth’. Which is identifying your customers who do not give you the majority of their purchases. An example would be a customer does €50,000 with your company, but they buy a total of €250,000 annually. This means you are only getting 20% of their annual purchases and 80% is going to your competitors.

Perhaps it’s because the customer has had a much longer relationship with the competitor. Perhaps it’s because they only buy specific items from you for whatever reason(s). Perhaps you get their business only if they have jobs near your locations.

Lumber & building materials - USA

Perhaps it’s because they don’t feel appreciated at your establishment. Perhaps no one ever paid them much attention by trying to sell them more.

In this case, like the first approach, the customer at least has a relationship with your company, so they are familiar with you. This makes it a little easier to get the customer to have a conversation with you about doing more business than it would be if the customer never did business with you.

The customer may say, “Thanks, but no thanks.” But at least you’ll find out why and possibly get some info on your competitor as to why that customer is loyal to them. But, first you need to identify those customers who are not buying the majority of their total purchases from you!

The Third approach is more challenging than the first two approaches. Not to mention, it’s scary to some people. It’s going after new customers. This approach involves both ‘cold calling’ and ‘warm calling’.

Let’s start with ‘Warm Calling’. Warm calling is when a mutual acquaintance recommends you. While the chance of converting a prospect is never going to be 100%, the chances increase greatly if someone you both know recommends you to that prospect.

You may ask, “How do I get someone to recommend me or my company?” Well, the answer is simple, ask them. As you build your relationships with your customers and they truly value you and your company, it’s okay to ask them if they know of any others who do not buy from your company. If they do know of someone, ask your existing customer to recommend you by reaching out to them. Or, at the very least, ask your customer if you can “drop their name” when you do reach out to the prospect. By the way, if your customer will reach out on your behalf, that is much more powerful, so don’t be shy in asking.

Getting prospects to respond to you is never easy. However, think about if you’re looking to hire someone to do work on your house and a friend of yours recommends someone. While you may not end up hiring that person, you’ll most likely at least give them a chance. It’s no different in business. Don’t be shy, ask for recommendations/referrals.

The so-called “scary part” for some people is ‘cold calling’ prospects. Which means you’re pursuing a prospect without any prior relationship nor recommendation from a mutual acquaintance.

The reason some people are scared of “cold calling” is because they don’t deal with rejection well. I understand that to a point. However, as I’ve told salespeople over the years, do not take it personally. If you can’t get your foot in the door with a prospect, or if you do get a meeting with them but they say no to buying from you/your company, keep in mind, it’s not personal it’s business. It’s a numbers game. You may ask why should I prospect? The obvious answer is to grow your business. But beyond that, it’s natural for existing customers to move away, retire, pass away, down-size, or even change suppliers. Also, your customers are not all busy at the same time, therefore your capacity is more than you think.

Keep in mind - the needs of your prospects are the same as your current customers. Don’t think the prospects problems are unique. If you’ve solved them for your customers, then you’re prepared for your prospects.

Here are some ways to find potential prospects:

– Ask existing customers for referrals

– Ask sub-contractors who they work with

– Join builders’/contractors’ associations and network

– Internet search engines and websites

– Social media, including Instagram; LinkedIn; X; etc

You may never be 100% prepared to cold-call and you may never eliminate all doubt. However, make the call anyway!

Pre-planning for cold calling is important, here are some tips:

– Research the prospect ahead of time

– Draft a cold-call intro (but not an entire script)

– Practice your technique

– Have a plan if they answer and don’t answer. Start with a greeting followed by why you’re calling, focus on how you can help their business. Don’t ramble - keep message to no more than 30-seconds. Try to pique their curiosity as to why they should consider doing business with you and your company.

In summary, the three-prong prospecting approach to increasing revenue are …

– Identify product groups your customers are not buying from you and pursue that business (i.e., wallet-share)

– Identify customers who are buying a smaller percentage from your company than your competitor and discuss it with them (i.e. vertical growth)

–

Identify and research potential new customers. Especially getting referrals from existing customers and sub-contractors

I hope you found this article helpful. I have done presentations with lumberyards in the USA and Canada on this topic. In my presentation, I dig much deeper into the details on the threeprong approach to prospecting. Some of my other presentation topics include how to improve gross margins; time management skills for salespeople; organisational skills; management KPI’s and metrics; and more. If I can ever be of any help, don’t hesitate to reach out to me. I wish you the very best in 2025!

Mike McDole has 40+ years’ experience in the Lumber & Building Materials Industry in the USA and is the principal of Firing-Line LBM Advisors (outside of Boston, Massachusetts). He helps LBM dealers of all sizes with management strategies, sales strategies, salespeople, gross margin improvement, profit improvement, and more. Mike can be reached on 1 774 372 1367 or mike@firinglinelmb.com

Sustainable driveway drainage

Dealing with drainage issues can be a frustrating and costly challenge. From standing water to long-term damage, the wrong system can lead to endless headaches. However, with Drivetec, your customer will get a reliable, sustainable solution that’s built to perform and easy to install.

The right drainage system can prevent damage, manage water efficiently, and contribute to sustainable development. Drivetec, a B125-loading drainage solution, offers an innovative approach to these challenges, combining durability, hydraulic efficiency, and environmental responsibility.

Built to Last: Durable and Dependable

One of Drivetec’s standout features is its exceptional durability. Manufactured from recycled polypropylene, this system is designed to meet the demands of domestic and light-traffic environments. Its rust-free composite grating resists wear and tear, ensuring it remains a reliable choice for years to come. Whether it’s a private driveway or a residential zone Drivetec delivers long-term performance without compromise.

Superior Water Management

Effective drainage is essential for maintaining safe, dry surfaces. Drivetec’s hydraulic performance sets it apart, with a drainage cross-section of 95cm² that efficiently directs water away. This prevents pooling and flooding, even during heavy rainfall, protecting both the surface and underlying structures. It’s a solution designed to keep homeowners and contractors confident in their projects, no matter the weather.

Easy to Install, Simple to Adapt

Drivetec performs very well and is also remarkably easy to work with. Weighing just 3.26kg, it’s lightweight and straightforward to handle, reducing installation time and effort. With pre-formed side connections and easy-to-cut materials, the system can be customised for layouts of any complexity - perfect for everything from straight driveways to intricate public spaces.

Sustainable and Eco-Friendly Design

Sustainability is at the core of Drivetec. Each channel body is crafted from recycled materials, equating to 42 plastic bottles per unit. At the end of its lifespan, it’s 100% recyclable, making it an environmentally responsible choice for modern drainage needs. By reducing reliance on virgin plastics, Drivetec supports a greener future without sacrificing quality or performance.

The Future of Drainage Solutions

Drivetec is more than just a drainage system; it’s a step toward smarter, more sustainable development. By balancing performance, durability, and environmental responsibility, Drivetec is paving the way for better water management solutions.

Whether your customer is a tradesperson, a homeowner looking to protect their property or a developer planning large-scale projects, Drivetec provides the reliable, eco-friendly drainage solution. For further information visit www.galco.ie

Ticking all the boxes: the complete roofline, rainwater, window, and cladding system for your home

With over half a century of experience, Pipelife is one of Ireland’s leading manufacturers and providers of plastic piping systems. They specialise in the extrusion of polyethylene (PE) pipes and offer industry-leading products for the heating and plumbing, water pressure, electricity, cable ducting, gas and agricultural sectors.

Pipelife expanded its product portfolio and market footprint in 2021 with the acquisition of Cork Plastics. The product lines of Cork Plastics were a great fit for Pipelife Ireland’s extensive catalogue, and as a result of this acquisition, they have increased their sales presence in the building industry in Ireland, the UK, and Mainland Europe for roofing, rainwater, and exterior cladding systems.

Offering the systems you need With its extensive selection of rainwater systems, Pipelife is also a household name for premium PVC-U roofing products for new construction and home renovation projects. Thanks to Pipelife’s reputation for high-quality finished products, technical excellence and competitive pricing, the company has become one of the leading suppliers of PVC-U plastic building products. Their selection of fascia boards is used to cover existing timber in new construction projects, complete replacements, and renovations. Their PVC-UE Cladding Systems can be installed vertically, horizontally, or diagonally over brick, block, masonry, and timber-framed walling to provide a stylish and protective external facing for structures.

uPVC fascia, soffit, window boards, external cladding, and gutter systems are just a few of the many products they provide. Their materials come in a broad range of profiles and colours to fit any construction project and provide homes, businesses, and industrial structures with character and unique identity.

Pipelife also boast an extensive range of rainwater systems –Xtraflo, Niagara, Hi-Cap, Half Round, Square and MiniFlo - with a wide choice of traditional and modern profile designs, as well as a range of colours to suit all tastes and applications. Some examples of these are:

• Hi-Cap, a semi-elliptical profile with a high capacity suitable for large roof areas.

• Niagara Ogee, a traditional Ogee-style profile - one of the highest capacity domestic PVC-U Rainwater Systems on the market.

• XtraFlo, a 170mm semi-elliptical System, for large Commercial/Industrial buildings, which links to a 110mm downpipe system.

The Pipelife Roofline product line is rounded off with a wide variety of rigid PVC-UE construction profiles and co-extruded cellular foam.

Looking to the future

An initial capital investment of €30m is now well underway to expand and upgrade their existing production facility at Little Island, Cork. When completed, it will be one of the most modern facilities within the Pipelife Group. A total of 35 state-of-the-art extrusion lines with the newest automation technology will be operational by 2026, with an annual production target of over 45,000 tons.

This substantial expenditure on new machinery and equipment, staff, and services is unprecedented in our industry and will establish their Irish operations as a worldclass manufacturing facility for many years to come.

The investment further demonstrates Pipelife’s long-term dedication to the Irish market, and the company’s size, modernity, and range of products will continue to make it a highly desirable supply chain partner for the nation’s main builders, installers, and merchant groups.

If you would like more information from a member of our team, call +353 (0) 21 451 0600 / 021 488 4700 or email us at ireland@pipelife.com

You can discover their full product range at www.pipelife.ie and www.pipelifeeco.ie

We offer a comprehensive range of products including uPVC fascia, soffit, window boards, external cladding, and gutter systems. Our products add style and definition to domestic, commercial and industrial buildings, and are available in a wide variety of profiles and colours to suit any construction project.

We offer a comprehensive range of products including uPVC fascia, soffit, window boards, external cladding, and gutter systems. Our products add style and definition to domestic, commercial and industrial buildings, and are available in a wide variety of profiles and colours to suit any construction project.

Our range of rainwater systems – Xtraflo, Niagara, Hi-Cap, Half Round, Square and MiniFlo offer a wide choice of profile design, both traditional and modern, in a range of colours to suit all tastes and applications.

Our range of rainwater systems – Xtraflo, Niagara, Hi-Cap, Half Round, Square and MiniFlo offer a wide choice of profile design, both traditional and modern, in a range of colours to suit all tastes and applications.

Market leading Wavin Access Junction delivers

best in class results

Wavin Ireland is a leading supplier of plastic below ground drainage, soil and waste, plumbing & heating systems and stormwater management solutions and is committed to providing comprehensive solutions across every element of water management.

In 1978, Wavin Ireland developed and launched the market leading Wavin Access Junction (WAJ). It continues to be Ireland’s number one selling access junction.

The WAJ 110 provides access from surface level to Wavin below ground 110mm diameter gravity drainage and sewer systems. Available in 10 flow profiles and is complete with triple layer seal for peace of mind.

Declan Conlon, Sales Director, Wavin Ireland said, “Given the demands of the construction industry, it’s vital that installers have a product they can trust, that gets the job done right, first time without expensive re-works or replacements which cost time and money.  The WAJ range delivers reliability and peace of mind for installers which is why it remains a market leading product almost 50 years after its introduction.”

What has made the Wavin WAJ so successful? Here is a recap of the top 10 reasons that make it the number one choice for installers and a must stock item for merchants.

• Its fully certified, market leading quality reduces the risk of having to re-work installations.

• The unique WAFIX seals – a triple layer captive seal so you know that when a pipe is in, it’s in. No bother, no doubts, no leaks, no future problems. It’s made to work and built to last.

• Fast, easy installation with adjustable frame and cover.

• Ten flow profiles and matching invert levels for inlets and outlets for maximum flow with less risk of blockages and making rodding easier.

• Socket profile that allows a high angle of deflection, so you have more connection flexibility.

• Push-fit sealer riser with a choice of covers.

• Durable, thick-walled PVC system for ultimate performance.

• Extras like directional flow arrows to reduce the risk of installation errors, and third-party certification mark out the WAJ as superior.

• Part of a complete Wavin Sewer System.

• Kitemarked compliant with EN 13598-1 and Building Regulations – Part H – to a maximum depth of 0.6m, Wavin’s Access Junction is tested, trusted, proven and better at every turn.

Visit www.wavin.ie for further information, or scan the QR code to see more about the bestselling WAJ range.

We take immense pride in our 66-year heritage in Ireland and the signifi cant contribution we’ve made to the country’s built environment. And we are committed to building on this unique legacy for the long term.

From renowned product quality and ease of installation to trusted technical support, there’s a reason professionals reach for Wavin drainage, plumbing and water management solutions.

Now, with plans to create a state-of-the-art distribution hub and training academy, whilst continuing with product innovations and our good works in the community, we’re building even better partnerships and, together, an even better Ireland.

wavin.ie

Remanufactured & Sustainable Collection

DS Supplies Ltd were presented with a “Highly Commended” award at The Hardware Show 2024 for the MultyHome Ecotrend range of gardening products.

Manufactured within the EU from recycled car & truck tyres. This unique remanufactured & sustainable collection now consists of Plant Pots, EZBorder edging, Decking Tiles, Stepping Stones and Door Mats. All heavy duty and will withstand extreme weather conditions.

Multyhome Europe manufactures rubber products from 100% recycled materials for the Garden & Flooring industries. Over five million car and truck tyres are diverted from landfill each year, including many PP. PE, EPDM from used rubber car door seals and even ground cherry seeds, into unique and ecofriendly Home & Garden products aligned with sustainable development principles.

The finished product offering perfectly matches the growing expectations of consumers who increasingly value recycled

sustainable development and fostering a positive and proactive approach to reducing our carbon footprint on the planet thus focusing on our environmentally conscious customers.

DS Supplies are delighted with the response last year from hardware stores, builders’ merchants` & DIY outlets nationwide. There is certainly a more proactive approach around sustainability and remanufactured products which of course end consumers are now demanding. They are actively doing their own research & sourcing, and DS Supplies see an increase in the number of enquiries from end-users on “where to buy” the eco-trend products.

Retail Store locator stockists are now available on the DS website, visit www.dssupplies.com. For a brochure and or

Delivering quality, performance, and innovation to the hardware industry

For over four decades, Dargan Tools has been a trusted name in Ireland, delivering quality, performance, and innovation to the hardware industry. As the exclusive distributor of the renowned Dargan Garden Machinery Range, “We’re proud to set the benchmark for outdoor power equipment. Whether it’s reliability, durability, or environmentally conscious operation, Dargan Garden Machinery exceeds expectations at every turn”, says Joe Doolan, Managing Director, Dargan Tools Ltd.

Why Stock Dargan Garden Machinery in Your Store?

– Quality and Durability

Built to endure the toughest gardening tasks, their machinery is engineered for resilience. Customers can trust in the long-lasting quality that stands up to regular, heavy use.

– Exceptional Performance

Powered by cutting-edge engines and advanced features, the Dargan Range ensures efficient and effective gardening. For your customers, this means getting more done in less time with greater ease.

– Innovative Design

Stay at the forefront of garden machinery with products that combine the latest technology and user-friendly functionality. Dargan Tools commitment to innovation makes every task easier and more productive.

– Unmatched Customer Support

Hardware stores partnering with Dargan Tools benefit from dedicated support, ensuring both you and your customers enjoy a seamless experience, from product selection to after-sales service.

– Value for Money

Dargan Garden Machinery offers unbeatable value. By combining premium quality with competitive pricing, their products deliver exceptional returns for retailers and end users alike.

– Peace of Mind Warranty

Every piece of Dargan Garden Machinery comes with a two-year warranty, giving customers confidence in their investment and highlighting our commitment to reliability.

– Stylish Appeal

Why compromise on appearance? The unique styling of our range ensures that customers will be drawn to the look as much as the performance of our equipment.

A Winning Choice for Hardware Stores

Stocking Dargan Garden Machinery means offering your customers trusted, high-performance products that deliver on every promise. It’s a chance to differentiate your store with a brand that combines cutting-edge technology, quality craftsmanship, and a proven commitment to excellence. Join the growing network of Irish hardware stores that trust Dargan Tools to deliver top-tier garden machinery.

For further information phone (059) 9142855 or email sales@dargantools.com

Garden and Outdoor: Spring preparation essentials

As the frost thaws and brighter days beckon, homeowners are readying their gardens for the season ahead. This Spring, a growing focus on sustainability and quality is influencing how people prepare their outdoor spaces. From revitalising neglected patios to cultivating vegetable patches, the right tools and accessories make all the difference.

One staple no garden should be without is the DOSCO Yard Brush, a trusted Irish-made classic. Manufactured locally in Cork, the DOSCO brush has been a fixture in Irish homes for generations, delivering unrivalled durability and efficiency for clearing debris, moss, and dirt. Whether your customer is tidying up their driveways or sprucing up a patio areas, the yard brush is a symbol of reliability and craftsmanship.

For those customers tackling more intricate gardening projects, GardenCraft Gardening Tools offer an exceptional blend of performance and precision. Designed with ergonomics and durability in mind, these tools are perfect for weeding, planting, and pruning. GardenCraft’s extensive range ensures that both novice and seasoned gardeners have everything they need to create flourishing flowerbeds and abundant vegetable gardens.

Also adding the finishing touches to any outdoor space are the eco-friendly Stefanplast Garden Pots. Combining style and sustainability, these pots are made from recycled materials

without compromising aesthetics. Available in an array of sizes and designs, they’re ideal for showcasing everything from vibrant flowers to sleek foliage arrangements. Stefanplast pots are perfect for homeowners who want to cultivate beauty while minimising their environmental impact.

This Spring, as people embrace the joys of outdoor living, retailers should be prepared for high demand in quality gardening essentials. Whether it’s a DOSCO yard brush for tidying up, GardenCraft tools for planting, or Stefanplast pots for décor, these products will help transform gardens into beautiful havens for the season ahead.

For more information on any of the products mentioned, please visit Dosco on www.doitwithdosco.ie or check them out on Instagram or Facebook at dosco_ireland

IWP launch

GF Watering range in 2025

A fresh line of exciting garden watering products is set to hit shelves this year, led by the retail network contacts of Irish Wire Products (IWP) in Limerick.

GF.sarl is the leading producer and brand in the Italian market for consumer watering and hose products. Now operating under the umbrella of EXEL Industries, they sit alongside other key, historic brands in the garden sector including Hozelock and Berthoud Sprayers.

A huge range of European-made products from tap / hose connectors, nozzles, guns and reels to sprinklers and timers will be available to outlets. GF incorporates several ranges within its offering. ORIGINAL, the core product range, is complemented by eye-catching colourful and innovative designs such as the Aquapop expandable hose baskets that really stand out on the shop floor.

Of special note is the blue-coloured OCEAN range, which is a partnership with TIDE, a Swiss-based charity that aims to redress the million of tons of plastic that ends up in our natural environment. The OCEAN range is a selection of key products that

use “ocean-bound recycled plastic”, e.g. plastic bottles that have been collected from coastlines, rivers and islands that would otherwise pollute marine environments for centuries to come.

Shane O’Riordan, IWP Commercial Manager, is delighted to bring this brand to many more places in Ireland, saying: “There is nothing better than quality products that are both visually appealing, but also sturdy and reliable. We already supply Berthoud professional sprayers and GF complements our commitment to garden tools for the Irish public. The OCEAN range is especially exciting for us, as we look to increase our commitment to eco-friendly products.”

For further information please contact Shane O’Riordan at

New Copper-oil treatment facility

Woodford Timber Products in Cavan, was established in 1997. With over 50 years of experience in the timber industry, the Richardson family recognised a demand for high-quality Irishmade timber products, laying the foundation for Woodford Timber Products.

Now in its 27th year, Woodford operates from a 17-acre site equipped with state-of-the-art facilities. They produce a diverse range of products, encompassing gates, fencing, garden buildings, furniture, play equipment, log cabins, and more. Their unwavering commitment to quality has always been paramount, ensuring their products consistently meet customer needs.

In response to the recent ban on creosote, they have made a significant investment in establishing Ireland’s first Tanasote Hot Copper-Oil Treatment Plant. This cutting-edge facility will enhance the durability and longevity of timber used in fencing, agriculture, and structural applications. Woodford believe

this pioneering initiative will pave the way for the future of sustainable and effective timber treatments. As Woodford Timber Products continues to evolve, they remain committed to providing high-quality, innovative, and environmentally responsible solutions for the timber industry.

What is Super Post?

The Woodford Super Post has been developed as the new alternative for creosote treated timber. Available as both square sawn and round agricultural, Super Posts are manufactured from carefully selected imported kiln-dried pine and treated with Tanasote® copper-oil wood preservative.

The benefits include:

• 25-year warranty

• 40-year service life

• Manufactured from kiln-dried premium pine and treated with Tanasote® S40 copper-oil wood preservative.

• The unique formulation of Tanasote® incorporates an innovative organic co-biocide protecting against a wide spectrum of aggressive decay fungi.

• The unique copper-oil allows the timber to ‘self-heal’ when natural cracks appear in service.

• It incorporates a long-lasting water repellent to minimise natural cracking and splitting.

• Tanasote® treated timber is low odour and user-friendly.

• With exposure to UV light, Tanasote® treated timber transitions from a bright emerald green to a warm honey brown colour, highlighting the natural variation in the wood. With age it will darken and look very similar to creosote treated timber.

• Meets criteria for IS 436, IS 437 and S 148.

• Grant Approved for TAMS. NSAI Certified.

For further information visit www.woodford.ie

Woodford held their ‘Official Launch Day’ of their brand-new state-of-the-art facility located at Woodford Timber Products site in November 2024. Minister Heather Humphreys pressed the button to open the Tanasote tank (the official unveiling). This opening revealed Woodfords new Super Post journey.

Carl Kammerling International has launched a new app

Carl Kammerling International (CKI) has launched a new app to make placing orders easier and more convenient for trade customers.

CKI holds an extensive portfolio of brands, including C.K Tools, an industry-leading hand tool brand primarily targeting electricians, and AVIT, a secondary hand tool brand designed for both secondary professional and DIY use. The portfolio also features C.K Magma, known for heavy-duty, durable tool storage solutions, and Kasp, which offers reliable security products to protect valuables.

In addition to its in-house brands, CKI distributes Nerrad Tools, a trusted name in plumbing tools, and Clipacore, which specialises in core drilling accessories. This diverse portfolio enables CKI to address the varied requirements of professionals across multiple industries.

The newly launched CKI app is designed to simplify the ordering process for trade customers. An intuitive search function streamlines the reordering of favourite items, while a well-organised browsing feature with helpful categories and filters makes discovering new products easier.

A “shopping list” function enables users to save time by managing personalised lists and offers pre-defined selections

INTRODUCING THE CKI APP –MAKING TRADE ORDERS EASIER!

of popular products. The “favourites” section provides quick access to frequently ordered products, and a streamlined checkout process includes automatic delivery charges, custom order number entry and space for order notes to accommodate unique requirements.

With its innovative features and user-friendly design, the CKI app demonstrates the company’s commitment to supporting trade partners by simplifying their purchasing experience. The app underscores CKI’s dedication to delivering practical solutions that adapt to the evolving needs of its customers.

The CKI App is available to download from the App Store and Google Play, search for Carl Kammerling. If you would like to register as a user, contact salesapp@cki.uk.com, phone 1800 818 660 or alternatively your territory manager will be glad to assist you.

Stafford launch new extensive range from Truper

Truper from America in partnership with John Stafford & Sons Ltd. are excited to launch to the Irish market their new extensive range of Wheelbarrows under the Truper brand. This comprehensive range is ideal both for Home, Farm and Professional Users. The full range is now available in stock for delivery immediately.

Stafford also offers a fully comprehensive range of Truper Hand and Garden Tools including a full range of Garden Hoses, Shears, Loppers and their Long-Range Series. Also on offer is the John Deere Garden Tool Range, ask your sales representative for further information.

In addition to these new launches, Stafford‘s are delighted to offer the full PROTOOL Garden series for 2025; this range includes Garden tools, a full range of Sprayers, Garden Carts, Watering Cans and Watering fittings for Hoses. Two new Garden Spreaders will launch in February 2025.

Customers are welcome to visit their new Showroom at Bellefield, Enniscorthy, Co Wexford, Y21 E0F5. Contact your Sales Representative to make an appointment or contact Aaron on 087 721 2694 today!

Phone +353 53 936 7246, email sales@stafford.ie or visit www.stafford.ie

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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

Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication.

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

Our Services include:

• Low Cost Cash Processing feesmake significant savings on bank charges

• Secure Cash/Cheque Collections directly from your premises

• Free Delivery of Coin/Note floats with collections

• Full range of smart safe-end to end solutions supplied

Avail of a brand new Affinity Deal for HAI members

For further information contact  Brinks Cash Services Ireland

Customer Services

T: 0818 111 330 E: nationalservicecentre@brinks.com

Same great cement now available in both the reliable paper bag and new plastic bag. www.irishcement.ie

The Future for Retailing

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Register Now: Thursday, April 3rd, 2025 | Heritage Hotel

�� Don’t wait—register yourself, your team, and your clients today!

Let’s build a stronger future together at Hardware Conference 2025. hardwareconference.ie

REGISTER NOW for Hardware Conference 2025: April 3rd at the Heritage Hotel

The Future of Retail Awaits You!

The Hardware Conference 2025 is making its way to The Heritage, Portlaoise, Co. Laois on Thursday, April 3rd, 2025.

This year, the spotlight is on the future of physical hardware retail and builders' merchanting stores—how they can not only survive but thrive in a changing world. Dive into fresh insights on maximising your business’s role in society and local communities.

What to Expect:

�� Supporting Homeowners, Builders, and Tradespeople

�� Balancing Ecommerce with In-Store Strategies

�� Optimising Retail Spaces for Growth

Prepare to be motivated and informed by an exceptional lineup of industry thought leaders and innovators, including:

Michael Stanley - CEO / Founder, Cairn Homes

Mathias Lönneker – Chief Strategy Officer, STARK Group

Kieran McCarthy – Founder, KMC Homes

Gina Schaefer – Ace Hardware visionary & community champion

Steve Collinge – Managing Director, Insight Retail Group

Greg Fry – Social media expert and trainer

Whether you're a retailer, merchant, or industry professional, this is your chance to gain the tools, strategies, and inspiration needed to elevate your business in 2025.