VIEWPOINT
REGIONAL SERVICE: NATIONAL MERCHANTS
Nigel Morris, national sales manager, West Fraser
THERE ARE A number of benefits for a merchant with a national reach in choosing a supplier with a regional distribution offer.
One of the biggest challenges faced by merchants’ branch managers and purchasing teams is limited warehouse space, along with the need to proactively manage cashflow and working capital. At West Fraser, our products are bulky, so having smaller load options helps alleviate these pressures by allowing branches to order only what they need for the week ahead, rather than tying up space and budget with large bulk deliveries. This flexibility also enables merchants to broaden their product offering as they are not restricted by large minimum order quantities. Branches can access a wider range
of products, respond faster to local demand, and avoid missing opportunities simply because they don’t yet have enough volume to justify a full load. In summary, West Fraser’s regional delivery capability supports better stock control, increased agility, and access to new markets/opportunities for growth. We don’t see a significant
difference in the types of new homes being built across UK regions. Where we do see clearer regional variation is in build methodology. Across England and Wales, brick-and-block construction remains the dominant approach, representing roughly 80–85% of the market. These homes feature full or partially filled cavities, depending on local exposure to wind-driven rain and individual builder
TILE ADHESIVES & GROUTS THAT ARE A SET ABOVE
INTRODUCING ® NEW
preferences. In contrast, Scotland has a very different profile, with timber frame construction accounting for 80–90% of new builds. Recent updates to Building Regulations in England and Wales have brought them more closely in line with Scotland, particularly around energy efficiency and improved Uvalues. These regulatory shifts, combined with wider industry pressures, are driving growth in sustainable construction and modern methods of construction. As a result, we’re seeing increasing use of off-site manufacturing, including timber frame and Structural Insulated Panels, as the industry moves towards lowercarbon, higher performance solutions.
At the national/senior stakeholder
level, our account managers work closely with merchant head office category teams. Their primary focus is to set the strategic framework for the year ahead (and often beyond), covering areas such as commercial and trading terms, product ranging, pricing, marketing plans, and promotional activity. This ensures there is strong alignment and clarity on the direction across both organisations.
Supporting this, our business development teams engage at the regional and local levels - from branch staff through to regional directors. Their role is to translate the centrally agreed strategy into practical, execution. This includes delivering training, monitoring performance, supporting stock and range implementation, and ensuring branch teams are confident in selling and promoting the products. In many cases, this regional activity extends to working directly with end users, including joint site visits, project support, product demonstrations, and local networking events. This helps reinforce demand at the installer level and strengthens the partnership between West Fraser, the merchant, and the customer. BMJ
MADE IN GREAT BRITAIN
Setcrete is bringing its trusted
standards in floor preparation into a new Tile Adhesives and Grouts range. The same Setcrete consistent quality, reliable availability, and strong technical backup. Supported by responsive customer service, dependable delivery, and a partner who understands the importance of keeping shelves stocked and customers satisfied.
For more information scan the QR code or email
mail@setcrete.co.uk
SCAN ME
April 2026
www.buildersmerchantsjournal.net
21
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88
