With the drive towards a net zero world and the Construction Leadership Council’s (“CLC”) “Construct Zero” plan to help our industry meet these objectives, there is an ever increasing demand from merchants’ customers for information, advice and availability of products to deliver sustainability. Legislation changes, including the most recent Part L updates, are supporting this demand.
We’ve identified some of the key areas and opportunities for merchants to consider and focus on, based on our experience and helping our clients, and have shared these below:
Sustainability Products offered
Products that support sustainability cover many areas and may be broadly grouped into the following:
Heating and Ventilation (H&V)
– Frequently stocked products: from heating controls to underfloor heating, to electric heating and twin coil cylinders, most merchants whether plumbing and heating or mixed will already stock items like these, which contribute to sustainability.
– New H&V product opportunities: heat pumps (whether more typically air source or ground source) are supported by the Boiler Upgrade Scheme, offering end users a grant of £5,000 towards the cost, and offering new opportunities for some merchants. These are well supported by manufacturers, and there are also more specialist opportunities for your customers with mechanical ventilation and heat recovery (MVHR) systems provided by manufacturers
Building fabric
– Windows and doors: already stocked and supplied by merchants, these help tradespeople provide sustainable solutions to their customers by improving the insulation of the building fabric. Double-glazing, for example, can save occupants an estimated £235 a year in energy bills, according to the Energy Saving Trust (EST).
– Insulation: this too is stocked by most merchants whether in the roof or loft, as well as underfloor. It again contributes significantly to energy saving, with savings estimated at up to £355 a year by the EST.
Water efficiency
Opportunities to help customers upgrade to more efficient products exist, such as by fitting water efficient shower heads and showers, or by minimising wasted water through dual flush WCs.
– Rainwater harvesting: for both new build and RMI customers, opportunities exist to install such systems, which are well supported by manufacturers, and can also provide increased revenue from associated products
Electrical generation and storage
– Solar thermal and solar PV generation products: these form part of larger systems including cylinders and controls, and present significant opportunities for merchants working in partnership with suppliers to specify and deliver system solutions to support their customers.
– Electrical storage product opportunities: these exist in diverse product offerings, from energy storage devices (such as heat batteries or investors) through to EV chargers.
Training is available
Manufacturers’ training is a key part of a merchant’s sustainable offering and comes from both existing manufacturer relationships, as well as building new ones with new suppliers, often sourced through a merchant’s buying group. Following a well-proven path (such as the boiler manufacturer training used by plumbing and heating merchants) manufacturer training provides a significant opportunity to build and strengthen the existing merchant’s relationship with the customer and build brand loyalty for the manufacturer, helping to secure repeat sales for both.
Accreditation forms a significant part of a merchant’s offering, with manufacturers often using accreditation as part of a warranty and accredited installer scheme. Merchants continue to have the opportunity to benefit from this, particularly where training is offered to a merchant’s account customers only, for example.
Sustainability centres
An increasing number of merchants are opening centres focused on sustainable products within their own branch network for the benefit of their customers. These provide an opportunity to both “touch and feel” the products in an environment that they are likely to be installed in, as well as understand the sustainable solutions offered by the merchant. Equally importantly, they will be well supported by manufacturers who are keen to showcase their products and provide merchants with an opportunity to spend time with customers understanding their needs
Where merchants do not have their own centre, manufacturers own training centres can provide a great opportunity for merchants to help their customers understand and train on sustainable products. In addition, they further develop the partnership and brand loyalty between the customer, merchant and manufacturer to grow sales.
Sustainability information for customers
The growth in changes in Building Regulations (for example the recent Part L changes) together with government initiatives such as the Boiler Upgrade Scheme provide a significant opportunity for merchants to add even more value to their customers. Communicating Part L’s implications on insulation thickness, for example, or the need for all installers working with the ECO4 Energy Efficiency Scheme to be registered with Trustmark (just like the need for MCS certification previously), allows merchants to get even closer to customers and together generate new business.
Sustainability information can be easily conveyed, whether by face-to-face visits on site by external sales reps or in branch on the trade counter. Often, merchants will train specific branch staff to be “sustainability champions” and have a more detailed knowledge if required. This can be supported with, for example, customer newsletters, allowing more detailed information and case studies to be provided. Either way, people buy from people and merchants have a key part to play in helping their customers.
As a merchant, by looking at these areas of opportunity you will be well placed to help in supporting your customers to grow their business whilst growing yours, and helping our industry to play their part towards achieving a net zero world.
If you would like to talk to us, informally and in confidence, to understand how we can help you and develop your business, please contact info@moorgatemanagement.com or call Chris Maityard on 07767 291379.