A View from the Market Front

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Anne Daniels
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1 A View from the Market Front Mark Lohan Trading Director Brooks September 2011

2 BHT Group Companies Serving the Irish Market

3 BHT Group Branch Locations

4 Trade Side of the Business Brooks operates through a network of 13 branches nationally open to the Trade and Public Timber Building Materials Insulation Flooring Roofing Material Landscaping Brooks Branch Locator

5 Trade Side of the Business Heat Merchants operates through a network of 43 branches nationally open to the Trade and Public Heating Plumbing Insulation Spare Parts Renewable Industrial Pipe Electrical

Builders Tilers Plumbers 2011/2012 Construction Industry

6 BHT Group Profile Customer & Market Profile 2006/2007 Construction Industry Large Contractors Electricians Small Builders Tilers Plumbers 2011/2012 Construction Industry Retail Customers Insulation Specialists * RMI : Repair, Maintenance, Improvement

7 BHT Group Trading Accounts Excess of 10,000 Trading Account Customers Transactions Excess of 150,000 Transactions per month Cash Sale Transactions (including Retail) Excess of 75,000 Cash Transactions per month Products Excess of 20,000 Products supplied per month (250,000 units)

8 BHT Group Given BHT s National Branch Network Service offered Product Range & Offering Customer Profile Customer Footfall Our Experience is representative of the Irish Repair, Maintenance, Improvement (RMI) & Retrofit Market

9 Retrofit Customers Who are our Retrofit Customers? What do they Purchase per transaction / per month? What drives their purchasing behaviour?

10 Customers Customer A Retrofit Retail Customer 1. Average Customer Spend per Transaction Typical Purchases a) Attic Insulation b) Frost Guards c) Pipe Insulation d) Loft Ladders 4. Growing in Importance 5. Spend is Prevention Driven 6. Spend is Not Grant Driven

11 Customers Customer B Small Builder & Small Plumber 1. Average Customer spend per month 2, Typical Purchases a) Energy Efficiency Boilers b) Energy Efficiency Controls c) Solar Panels d) Energy Efficiency Lighting e) Attic & Wall Insulation 3. Purchases assisted by Grant 4. Cost of Replacement vs. Cost of Repair

12 Customers Customer C Insulation and Energy Efficiency Specialists 1. Specialist Retrofit Contractors 2. Typical Purchases a) Fibreglass Attic Insulation b) Terminal Liner Insulated Plaster Slabs c) External Wall Insulation d) Cavity Wall Insulation 3. Typical Retrofit customer being actively targeted 4. Increase usage of direct and indirect Marketing

13 Market Summary The overall Market has moved to primarily an RMI Market Investment in Insulation has been the biggest driver to date The Small Builder & Plumber Customers are central to the Retrofit Market moving forward The Retail Customer is being actively encouraged by direct marketing campaigns by specialist contractors to be more energy efficient Big Ticket Retrofit purchases have declined, as evidenced in Solar sales reduction and sluggish External Insulation market

14 Retrofit Investment

15 What are BHT doing to Support Retrofit Solar and Water Heating

16 What are BHT doing to Support Retrofit Insulation

17 What are BHT doing to Support Retrofit Underfloor Heating

$Energy Efficiency & Retrofitting Products Increasing our Staff Knowledge and Awareness of the Government Grant\Aid available to End$

18 What are BHT doing to Support Retrofit We continually train and re-train our sales force team Up-Skilling Our Sales Force Team in Energy Efficiency & Retrofitting Products Increasing our Staff Knowledge and Awareness of the Government Grant\Aid available to End Users

ie BHT Breakfast Mornings and Open Evenings to Trade and General Public demonstrating the many Energy Efficiency Products on Offer

19 What are BHT doing to Support Retrofit We educate and empower our Customers through Open Evenings and latest Software Packages Retrofit Open Evenings BHT Breakfast Mornings and Open Evenings to Trade and General Public demonstrating the many Energy Efficiency Products on Offer Insulation High Energy Efficient Boilers Temperature Controls ISO Learn to our Trade Customers A Computer Based Package demonstrating the many Retrofit Offerings available and educating the End User on the Options available

20 Conclusion Future Investment Grant aided schemes and access to finance need to be further developed in order to simplify the process of attaining funding for the end user The Energy Efficiency & Retrofit Market is Growing Evidence is there that customers sees the benefit in Investing in Energy efficiency product and services BHT are continuing to invest Offering the Customer the best advice as well as selling the features and benefits of the many products available

21 Thank You

22 BHT Group, Moydrum Road Athlone, Co. Westmeath T: +353 (0) F: +353 (0)

NHF Form of Contract Documentation

www.m3h.co.uk 1 NHF Form of Contract Documentation Latest version of NHF Form of Contract (2011) is (Rev 4:2016) incorporates changes arising from: CDM Regulations Public Procurement Regulations Modern