COMMENT “ Future thoughts T


he problem with the future is that you don’t know what you’re going to get, like the proverbial box of chocolates. You can do as much forecasting and computer modelling as you like, but you’ll never know for certain until you get there. So far, so obvious.


There’s been a great deal of focus on the future of the merchant industry recently. What we do know, and can say with a certain amount of clarity and accuracy, is that things are going to change, and they will continue to change. Two massive reports that I’ve read (most of them anyway, they are huge) in the past month, come at this from different start points, but both end up in more or less the same place.


One major change, highlighted by The Builders Merchant Branch of the Future report, commissioned by the BMF, is that we are starting to see customer types change. And these new customers are different to the old customers. Some are reasonably similar because they’ve been brought up working with their parents, their dads, their granddads, their uncles — the old school. However, some are the modern go-getting young, fit people who want their kit in a backpack, not an old man’s toolbox.


These new-style customers are increasingly the Deliveroo-generation. They don’t think twice about ordering anything they need on the little machine in their pocket, whether that be the nuts and bolts required for their day job, or the cheeky Wagamama’s for lunch, and having it dropped at their doorstep by a chap on a bike. It doesn’t seem to matter that they are being gouged by the delivery charge, if they want it, they want it now. One of the other directions that we know we’re going to need to go in is away from our dependence on fossil fuels. The amount of greenhouse gases


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that are emitted in heating our buildings, our homes, our businesses means that if we are to get anywhere near to net zero, never mind actually saving the planet, this is a direction we have to travel. The trouble is there are a few disconnects. The move away from heating our homes by gas and oil means a move towards electrification, towards heat pumps. Yet, as Wolseley’s COO John Hancock points out in the report Wolseley at Westminster, a heat pump and the accompanying bits & pieces aren’t the sort of things that Joe the plumber is going to pop down to his local Plumb Centre (other plumbers’ merchants are available) and pick up, stick in the van, and hoof around to Mrs. Miggins’ to install. They’re too big, and too heavy. Joe is going to need it delivered direct to Mrs. Miggins’ house. He’s also going to need to be MCS trained and accredited, and to know enough to explain things to Mrs Miggins, who, unless she’s very invested in the idea of new technology, is probably wondering why she hasn’t just got a replacement white box on the wall. And why it costs so much. Merchants already deliver to building sites of course, but the drive towards heat pumps will mean they will have to offer that service t their previously collect-business customers. They will be delivering more often, to more sites, and in, bigger trucks. Neither of these two reports are handbooks for the future, prescriptive dictats of how things will have to be done. They do, however, offer a glimpse into how the market is changing, why it might continue to change, and how and why merchants can adapt to best meet the upcoming challenges. One thing is certain though, standing still and not changing at all, is really not an option. BMJ


Fiona Russell-Horne Group Managing Editor - BMJ


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CONTENTS 4 Newsround


What’s happening in the sector


7 News Extra - NBG Coverage from the NBG’s annual summit 8 News Extra


Low carbon innovations from across the industry, and wienerberger’s new tile factory.


12 Rising Stars


Bradfords’ Millie Carter shares her experiences


13 People Who’s moving where


14 Business Helpdesk The IOBM, and The Branch of The Future


17 Viewpoint


Our Guest columnists explore efficiency and opportunity


22 Merchant Focus


Alsford ‘s Mortlake manager’s views on the industry


25 Timber The latest from the wood world


28 Adhesives and Sealants Simplifying sealants 32 Company Focus


Navigator discusses its structured expansion 33 Decorating


How to make your branch a one stop shop


35 Ironmongery and Security Improving supply chain practices


36 Industry Voice Latest news from the BMF


38 Products of the Year A look back some of the best offerings of 2025


40 Product News What’s new from suppliers 42 And finally


Charity news and the Prize Crossword December 2025 www.buildersmerchantsjournal.net 3


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