INSULATION
LBS MAKES SOME NOISE ABOUT INSULATION
BMJ fires some lockdown questions at LBS operations director, Dai Thomas about the importance of building and maintaining relationships between merchants and suppliers, in particular how ROCKWOOL is creating a partnership with significant benefits.
managers should incorporate energy performance throughout the design phase. For example, take advantage of what nature provides. If you have a sunny south-facing site, explore orienting buildings and the internal layout to use the sun’s warmth to reduce heating demand in winter.
Once that heat is in the home, you’ll want to keep it there, so snug-fitting insulation should be incorporated. The range of products and applications available will depend on budget, but material like glass wool with a high degree of flexibility will reduce unintended heat loss by filling otherwise overlooked nooks and crannies.
Long term effects
The Coronavirus pandemic has dramatically changed the world in previously unimaginable ways with effects likely to be felt for many years to come, but some things remain constant. The urgent need for new, high-quality, well- insulated homes remains, as does the need for urgent action to tackle the global climate emergency.
Superglass’ insulation is made of up to 84% recycled glass, it reduces waste disposal and saves valuable resources and over its lifetime saves more than 300% of the energy used to manufacture it.
Using sustainably produced glass wool insulation also improves the performance of other energy efficient technologies like smart meters and biomass boilers.
The recovery from Coronavirus is only just beginning and its effects will be felt for a long- time to come. In the rush to catch-up with construction schedules that have been delayed we can’t sacrifice the quality or volume of energy-saving. These remain critical to meeting the long-standing challenges of housing shortages and climate change. BMJ
Founded in 1931, LBS Builders Merchants is the largest and leading independent builders’ merchant in South Wales, comprising 16 merchant branches, alongside nine specialist plumbing outlets, seven kitchen and bathroom showrooms, a civils division, roofing specialist and a truss and timber engineering outlet and supplier: Talbot Timber. Currently, it employs over 380 local, expert staff.
Dai Thomas joined the company back in 1986 for a summer job on the trade counter. “I carried out almost every job in branch before becoming operations director in 2004 – a role I’m still in today,” he says.
“Insulation is a critical product offering to our customer base – we simply have to stock it across our entire branch network. The challenge is being able to offer something different and valuable to builders, so that they don’t just see it as a commodity product, which it isn’t. The ROCKWOOL Sound and Thermal insulation range is very innovative and presents us with an opportunity to offer “value- added” products. Stock availability has also meant that we’ve been able to open doors with new customers for ROCKWOOL – this supplier can really compete on that front.
“The entire ROCKWOOL offer is really well thought through and eye-catching: the packaging and point of sale stands out in our branches and includes information on key product benefits. It also provides our staff with tips on how to communicate these benefits to customers and further guidance for builders on speaking with homeowners about their sound insulation requirements.
“We always look to work with proactive suppliers and ROCKWOOL are that. Our branches receive good support from local representatives and they often accompany the LBS team on joint visits to customers. As an independent, Welsh builders’ merchant, it’s an important part of our values that we support those local to us, as such, the fact that ROCKWOOL is manufactured in Wales is a real bonus.
June 2020
www.buildersmerchantsjournal.net
Brand support
The relationship between the ROCKWOOL Sales team and LBS staff is strong and has grown over the years. Thomas says that ROCKWOOL have been a big supporter of LBS’ Branch Trade “In fact, their stand is often one of the busiest, with the ROCKWOOL #TheSoundExperience Demo Truck always attracting plenty of attention.
“Training has also been a key focus for LBS, and, to that end, we have really taken advantage of the training sessions available from ROCKWOOL over the last 18 months. For example, our entire Sales Team and Branch Management group benefited from a full ROCKWOOL factory visit.
“When our staff understand the benefits and selling points of a product, trust the range and the team, the sales come far easier. Our data shows us that sales have increased by 25% from those having attended ROCKWOOL training or a factory visit.” BMJ
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