Adrian Buttress Managing Director Permaroof UK

Choosing a supplier that shares a merchant’s values brings mutual benefits far beyond a decision based purely on price. Our managing director Adrian Buttress discusses the two-year relationship with Huws Gray and how the partnership approach is proving fruitful.

We became partners two years ago following the merchant’s extensive search for an EPDM rubber roofing supplier to enhance its existing range of liquid and felt systems.

After initially working with two other suppliers, the Huws Gray team realised that this was a decision that needed to be based on more than a standard checklist of criteria. As a new product area, introducing EPDM rubber roofing would require a complete re-education of the branch network.

Its chosen supplier therefore needed to be equally committed to training, especially as each branch would be responsible for cutting orders to size and so needed to feel confident in the product and its ability to provide a great standard of service.

As well as Permaroof sharing these values regarding training, Kris and the Huws Gray team felt that both businesses had a similar culture and feel that would help them integrate; one of a growing and ambitious, yet still independent company.

Opting for a supplier that could provide a full flat roofing system was also preferable, not only meaning greater technical assistance was on offer but minimising the potential of customers using incompatible products and ultimately experiencing a bad installation or potentially damaging performance issues.

Both parties invested time to understand their respective business models and discussed what had worked and not worked with previous suppliers. This meant that we could reverse engineer the end goal into a workable plan. Agreeing targets was a significant step, as Adrian explained: “The Huws Gray management team had a clear process of rolling out new products so our objectives were totally clear, and we could tailor-make our approach. They listened to our advice and the tips we passed on from 16-years’ experience in this market, so it really was a two-way street from day one.”

This meant a close working partnership was quickly up and running with a strong programme of merchandising support and product training in place.

As the UK operator of the National Training Centre for Firestone RubberCover, education of both merchants and contractors is something at the top of the Permaroof agenda.

Permaroof Lomg Term Partnerships

Pictures taken prior to Covid-19 outbreak and the social distancing measures that are now fully implemented in our offices and warehouse

Making training the foundation of this partnership and giving the Huws Gray staff added confidence to sell the product has paid dividends. I believe it’s worked so well because the staff embraced the chance to learn something new and get hands on with the product. Plus, the time spent together has created a trust that is incredibly valuable. This isn’t always the case with working relationships and it’s a credit to Huws Gray, who understood that they needed to invest time to make this work. We go to each location to deliver training, attend open days to meet customers and provide unlimited telephone support.

This approach empowers the branch teams and makes them not only able to deal with more queries at the trade counter, but to work directly with our technical support team; ultimately providing a quicker and better service to the contractor.

Stock levels are similarly essential supplier criteria. After all, if a product goes out of stock, it doesn’t matter if the supplier is the cheapest in the world. Alongside training and technical support, if stock is damaged or a contractor needs support, a supplier such as Permaroof will be there to instantly provide a service that can be more profitable for the merchant in the long-term.

Being able to supply a complete flat roofing system also means the inclusion of a warranty, which goes towards mitigating any risk the contractor feels about trying a new set of products. For example, we offer a 20-year membrane warranty with every installation by a registered installer. This also means the installation is fully traceable, tying in with a specification and BBA certificate.

The partnership proves that it is possible for suppliers and merchants to find those with shared vision and values, forming an agreement based on mutual benefit and growth rather than the bottom-line alone. The result is a category that has, in just over two years, grown to be worth over £1million to Huws Gray.

It’s important to work together to ensure branch staff are confident with the product and have the right mindset – with Huws Gray, that’s a distinct “can do” attitude. Price is only part of the deal, but training and stock availability is a must.

Finally, don’t underestimate the potential of the market and the Firestone RubberCover product. The single ply market is at the beginning of its growth cycle, with market share predicted to be in the millions of m2 per year, so it’s the right time to be forming these partnerships.

CONTACT PERMAROOF

Permaroof are on hand to answer any questions regarding our products, services or your order. We welcome enquiries from the trade, stockists and homeowners alike. Contact Permaroof today using the below form and one of our experienced team members will be on hand to help you right away.

Permaroof UK Limited are committed to working within the GDPR (2018) guidelines. Here at Permaroof UK Limited, we take your privacy seriously and will only use your personal information to administer your account and to provide the products and services you have requested from us.

However, from time-to-time we would like to contact you with details of other products, services or information we feel are relevant to you. If you consent to us contacting you for this purpose, please tick to say how you would like us to contact you:

EmailPhoneText

We promise we will never pass on your details to any 3rd party.

Permaroof UK® Ltd
Unit 1
Westway
Cotes Park Industrial Estate
Alfreton
Derbyshire DE55 4QJ

Tel: 01773 608 839
Fax: 01773 608 408
Email: Click here
Registration No. 4109502
VAT No. 764 2785 00
Permaroof (UK) LTD

Opening Hours
Mon – Fri (8am / 5pm)
We are closed on bank holidays and we re-open the following working day at 8am. Feel free to send us your enquiry during these periods and we can get back to you.

CONTACT PERMAROOF

Permaroof are on hand to answer any questions regarding our products, services or your order. We welcome enquiries from the trade, stockists and homeowners alike. Contact Permaroof today using the below form and one of our experienced team members will be on hand to help you right away.

Permaroof UK Limited are committed to working within the GDPR (2018) guidelines. Here at Permaroof UK Limited, we take your privacy seriously and will only use your personal information to administer your account and to provide the products and services you have requested from us.

However, from time-to-time we would like to contact you with details of other products, services or information we feel are relevant to you. If you consent to us contacting you for this purpose, please tick to say how you would like us to contact you:

EmailPhoneText

We promise we will never pass on your details to any 3rd party.

Permaroof UK® Ltd
Unit 1
Westway
Cotes Park Industrial Estate
Alfreton
Derbyshire DE55 4QJ

Tel: 01773 608 839
Fax: 01773 608 408
Email: Click here
Registration No. 4109502
VAT No. 764 2785 00
Permaroof (UK) LTD

Permaroof’s Partners and Clients

Permaroof has established links with some of the biggest names in our industry thanks to our reputation of excellence. Read more.

Need advice? Call 01773 608 839
or request a callback.

Need advice? Call 01773 608 839
or request a callback.

CALL ME BACK

Need advice? Call 01773 608 839
or request a callback.

CALL ME BACK