Polypipe, the UK’s leading manufacturer of underfloor heating systems, has officially launched a £250,000 training facility to inspire the next generation of budding heating professionals. The Doncaster-based firm held the official opening of the state-of-the-art Polypipe Professional Development Centre (PDC) at Kirk Sandall in the town on Tuesday, September 25.
Although flyers are a communication tool that exist for some time, even today they are still being successful thanks to their ease of use and the advantages and benefits they offer to a company. Successful flyers only need one thing to work: an attractive design. When it comes to publicizing
A Midlands-based property group has made two strategic appointments as it plans for significant growth. The Deeley Group, which is based at the Coventry Business Park, has drafted in Anthony Holt as the company’s new Group Development Director and Jane Fradgley as Senior Development Manager. It marks a step-change in
Arvill Plant and Tool Hire, the Airdrie-based family firm which has been servicing building and engineering companies large and small across Scotland since 1985, has taken on two young local men as apprentice mechanics. Euan Wilson, 16 from Greengairs and Andrew Peden, 17, from Plains, both Airdrie, have secured apprentice
If you have workers on the books with temporary visas or restricted rights to work in the UK, your business is exposed to additional immigration compliance risks, as immigration solicitor Anne Morris explains. To comply with your duties to prevent illegal working, every employee should be onboarded in line with
The British Board of Agrément (BBA) is pleased to announce the appointment of new Head of Test Services Alvaro Enguita-Gonzalez as Head of the BBA Testing Unit, based in Watford, Hertfordshire. Alvaro is a chartered engineer with more than 20 years of experience in the construction industry. He previously held
Salford housing association Salix Homes has welcomed its newest cohort of apprentices into the fold. Salix Homes has five new apprentices, four of whom have joined its Repairs and Maintenance Service, while the fifth is learning the ropes in the Customer Service Team. Among the new recruits is 19-year-old Connor
Small house builders predict that skills shortages in the building industry will hamper housing delivery and will eventually overtake access to finance as a bigger barrier to building new homes, according to new research by the Federation of Master Builders (FMB). Key results from the FMB’s House Builders’ Survey 2018,
The CIOB Academy is launching a brand new course focussed on managing and delivering quality in construction. This follows months of work by a Chartered Institute of Building (CIOB) Commission of Past Presidents into the issue of build quality, and what practical steps can be taken to support delivery of
Independent construction, property and management consultancy, Rider Levett Bucknall (RLB UK) has announced the strengthening of its healthcare expertise with the appointment of three senior healthcare appointments. Stewart Binns joins RLB UK as a Partner from Turner & Townsend where he spent the last 14 years as a Director in
Polypipe, the UK’s leading manufacturer of underfloor heating systems, has officially launched a £250,000 training facility to inspire the next generation of budding heating professionals. The Doncaster-based firm held the official opening of the state-of-the-art Polypipe Professional Development Centre (PDC) at Kirk Sandall in the town on Tuesday, September 25. The facility features specially-designed training spaces to give trainee and experienced plumbing professionals the opportunity to improve their practical skills. It is set to become one of the UK’s leading training centres for professional heating engineers, installers, plumbers and merchants. The courses on offer at the PDC include BPEC-accredited courses on installing warm water underfloor heating, apprenticeship training and guides to domestic ventilation product installation. The PDC will also now be home to the technical design team and the new underfloor heating senior management team. Rachel Smith, Polypipe Underfloor Heating general manager, said: “We are naturally delighted to fully open this wonderful facility. We want to further strengthen our position as the market leader for underfloor heating solutions and a key part of that is the level of service and support we offer to our trade customers. Offering accredited training and development for heating professionals is a key part of that support. “The new PDC will also help us tackle the skills gap head on by working with schools and colleges to help train the plumbers of the future. It will also ensure that Polypipe continues to serve the local and national workforce by developing new talent. We hope that the centre will demonstrate just how much training plays a fundamental role in our business model for many years to come.” Dignitaries who attended the opening ceremony included Doncaster Mayor Ros Jones, Doncaster Chamber of Commerce chief executive Dan Fell and Cllr Bill Mordue, Doncaster Council cabinet member for business, skills and economic development. Mr Fell said: “It was a pleasure to be at the opening of the Professional Development Centre with Mayor Ros Jones. A great facility that demonstrates Polypipe’s massive commitment to training and people.” Tracy Richardson, president of Chartered Institute of Plumbing and Heating Engineering (CIPHE), presented a plaque to commemorate the centre being granted CIPHE-accredited status. Polypipe has a strong focus on investment in professional training and development, having relaunched its Registered Heating Engineer Network (RHEN) earlier this year, which provides heating engineers and plumbers with free access to training courses and events, and helps small firms generate new business. Rachel added: “Our partnership with heating engineers, is founded on the skills, expertise and professionalism within the plumbing and heating sector and we want to support that in the best way possible. “By making the RHEN free to join we want to open our training courses and aftercare business support to a wider demographic of professionals, helping them to achieve their business goals in 2018 by offering new services to their customers.”
Although flyers are a communication tool that exist for some time, even today they are still being successful thanks to their ease of use and the advantages and benefits they offer to a company. Successful flyers only need one thing to work: an attractive design. When it comes to publicizing your business or building project, you have to use advertising methods to reach a wider audience. Flyers are a great and relatively cheap tool. Creating an attractive flyer is not always easy, but luckily there are a number of keys you can take into account to make a successful design. A design that, with a single glance, shows the user what you want to transmit. And wakes the curiosity of the client, who then wants to learn more about your company or project. Communicate one message on the flyer Before you start to design your flyer it is important to have a clear idea of the message you want to communicate. Do you want to invite people to the opening of a new building? Do you want them to come to the presentation of a new building project? Or do you have another special occasion you would like to invite them to? Make sure the purpose of your flyer is directly clear and you have a simple message to communicate. The same as when writing or reading a headline for the newspaper, basic questions should be directly answered like, what, why and when. This way, when your audience takes one glance at the flyer, they know directly what you have to offer. How to design an attractive flyer When you start with the design for the flyer you should first choose the measures of it. It doesn´t matter if you want a horizontal or vertical design, just look at what fits your needs. Since hopefully a lot of people will see your flyer, it´s important to choose the right size that suits your message and company. Once you know what shape your flyer will get and you have your message clear, you can start with the design. Don´t overload the flyer with too much information, so the main message isn´t clear any more. The title, in combination with the photo or image you are going to use, can be considered the protagonist in your creation. The title needs to be an attractive phase and the image should be of enough quality that is stays sharp after printing. The colours you use can be seen as a binding method to create a perfect harmony on the flyer between all the elements. And of course, don´t forget to put the specific date on the flyer so people know when the event is happening. Also contact details are essential for people who would like to receive more information. Spend some time on a great design for the flyer and it will tip the balance in your favour in your marketing campaign to communicate your message in an attractive way to a wide target group!
A Midlands-based property group has made two strategic appointments as it plans for significant growth. The Deeley Group, which is based at the Coventry Business Park, has drafted in Anthony Holt as the company’s new Group Development Director and Jane Fradgley as Senior Development Manager. It marks a step-change in the company’s ambitions to grow its Construction, Homes, Development and Investment divisions as well as introducing a new Affordable Living division where it works in partnership with social housing companies. Peter Deeley, Managing Director of the Deeley Group, said: “We are thrilled to welcome Anthony Holt and Jane Fradgley to the Group as two very senior appointments. It’s part of our plan to grow the Group over the coming years. “The Deeley Group has a very strong reputation across the region as a company that people want to do business with and wants to work in partnership with because of our integrity and agility in delivering projects that bring lasting benefits to their communities. “Our aim, now, is to build on that and invest in our future growth. “Our individual divisions will work even closer together on projects, which will enhance how we operate as a company on developments of all sizes and all types as well as bringing added value to the work we do. “We believe there is a fantastic opportunity for the business to grow even further and that these are exciting times for our region.” Anthony has more than 25 years of experience in the property industry in the Midlands taking in land purchase, the planning process, development, sales and leading multi-disciplined teams. He said: “I am delighted to join the Deeley Group at such an exciting time for the business. I have been involved with sourcing, obtaining planning and developing out residential development and mixed use opportunities in the Midlands for over 25 years. “I worked at Crosby Homes, part of the Berkeley Group, when they first ventured into city centre living in the Midlands, developing out schemes including Symphony Court in Birmingham. “I went on to work with other housing developers in the retirement and open market sectors. Latterly, I was the Regional Development Director for Orbit Homes in the Midlands, overseeing land, build and sales for the region. “I believe that experience can help support the growth ambitions of the Deeley Group.” Jane has joined from Orbit Homes and has 20 years of experience in property. She said: “This is a great time to join the company as it looks to grow at a fast pace. “I started working with a housing association on the management side but quickly moved into housing development where I have stayed, and have since gained an MBA which I studied for while working full time. “To date, I have worked mainly for housing associations, both local and national, although I also worked for a consultancy firm for a period, which involved many major plc developers. “Throughout my career, I’ve delivered various complex schemes that have required working with a range of parties to help bring developments forward and I believe that will help me in this exciting new role.”
Arvill Plant and Tool Hire, the Airdrie-based family firm which has been servicing building and engineering companies large and small across Scotland since 1985, has taken on two young local men as apprentice mechanics. Euan Wilson, 16 from Greengairs and Andrew Peden, 17, from Plains, both Airdrie, have secured apprentice mechanic roles with one of Scotland’s most successful and forward-looking plant and tool hire companies. Amy Monaghan, Administrative Director at Arvill, said: “We are looking to expand our business and hiring apprentices like Euan and Andrew assists that process. By developing their enthusiasm and hard work into highly-regarded skills we secure both their careers and our company’s future success.” Both apprentices left school this summer; Euan approached Arvill through his father, Andrew, who is one of the company’s customers. Having developed his interest in mechanics and motorbikes doing casual work for a local garage, he is now putting those skills to good use in the Arvill workshops. Andrew, the youngest of six siblings, wanted to learn more about the operation of large plant and had been doing volunteer work with a local waste management company. He approached Arvill directly and has been supplementing his operating experience with training in Health and Safety procedures taught by the company. Amy said: “Good apprentices are hard to find, and I’m very impressed with the eagerness to learn both Euan and Andrew are showing. Unlike most teenagers, Andrew was eager to start work earlier than our opening time of 8.00 am.” “Both young men are hard-working, enthusiastic, and diligent. I can see them having a long and successful career within our growing Arvill family. They’ll finish their training programme with qualifications, experience and a good job ahead of them.” Euan and Andrew are participants in a Construction Industry Training Board (CITB) programme and are undergoing a 3-year Modern Apprenticeship course with three 6-week attachments to the National Construction College in Glasgow, with the first due to get under way in October. For further information, contact Hayley Shevill, Arvill Plant & Tool Hire, 48-60 Flowerhill Street, Flowerhill Industrial Estate, Airdrie ML6 6BH. T: 01236 760070. M: 01236 760070. E: hayley.shevill@arvill.co.uk. W: www.arvillplantandtoolhire.co.uk
If you have workers on the books with temporary visas or restricted rights to work in the UK, your business is exposed to additional immigration compliance risks, as immigration solicitor Anne Morris explains. To comply with your duties to prevent illegal working, every employee should be onboarded in line with Home Office requirements to ‘Obtain, Check and Record’ appropriate Right to Work documents. This means checking and keeping copies of original, acceptable documents before someone starts working for you and – something which many employers are not always fully aware of – carrying out repeat checks if a person has a time limit on their work permission. If you’re found to be in breach of these duties, you could be liable for a hefty civil penalty of up to £20,000 per illegal worker, and could potentially face criminal prosecution. Ensuring compliance across a sizeable workforce and multiple sites is challenging in itself, but when your employees hold varying immigration status, requiring document checks to be run at different intervals – the risk to your business multiplies. But the legislation is clear – you must at any one time be able to accurately confirm the working status of every employee in your organisation. Your duties when employing immigration-restricted workers The Home Office sets out two definitive lists of ‘acceptable’ documents that individuals are to present to employers to prove their right to work in the UK. An individual’s immigration status determines which list they need to refer to and which documentation they must present to you to verify they have the relevant permission to carry out the work on offer. List A applies to those with permanent right to work, such as UK nationals or those with Indefinite Leave to Remain. Production of a valid, original List A document is sufficient to establish you as an employer have met your duty for checking an employee’s right to work for the duration of their employment with you. No further right to work checks will be needed for this employee. Employees with limited leave to remain or enter the UK, restricting the duration or type of activity permitted, are required to produce items from List B to evidence their identity and their employment authorisation. You will need to conduct compliance checks at least every 12 months on employees relying on List B documentation. The potential for List B employees’ working status to change during the course of employment creates an area of risk for employers, requiring close and careful management. A follow-up right to work check should result in one of the following: The employee presents items from List B confirming continued, limited right to work: the 12-month cycle starts again. Where an individual’s leave expires during the period of 12 months after the last check, you should carry out a check at the point of expiry to verify their continued right to work. If further List B documentation is provided, a repeat check will be required at 12 months. If you are presented with a List A document, you have met your duty for the duration of the person’s employment with you and you are no longer required to carry out annual checks on that employee. Employer Checking Service If an employee presents documents from ‘List B Group 2’, or the individual is unable to present any acceptable document from List 2 – because the individual is awaiting an application decision by the Home Office – contact the Employer Checking Service to receive a Positive Verification Notice from the Home Office, confirming the continued eligibility of the individual to work for the duration that their application is outstanding and until their visa is approved. Loss of right to work If you establish that an employee no longer has the right to work in the UK and you continue to employ that person, you become liable for a civil penalty and the criminal offence of knowingly employing an illegal worker. It is best to seek advice as soon as you become aware of an employee’s loss of permission before taking action. Instant dismissal of an employee who no longer has the right to work can in some cases give rise to employment law issues, such as unfair dismissal or discrimination claims, which will require navigation. Managing compliance business risks What can employers do to effectively manage their List B employees, and reduce the risk of non-compliance and threat of civil penalty without onerous drain on resource? Automate your systems The most effective approach to managing List B documents is through an automated solution to prompts for HR teams to check on the progress of employees’ outstanding application. Compliant record keeping Repeat checks on List B personnel should be recorded as per UKVI guidelines and synced with the original record. An effective solution will sync the data into your HR or payroll system immediately. Personnel training Ensuring those in your organisation responsible for recruiting and onboarding understand, follow process. Through training can be effective to ensure Be clear on employees’ duties Ensure your employees are aware of their duty to notify you of any change in their circumstances or working status, and the wider requirements on them to manage their status appropriately. Anne Morris is an immigration solicitor and Managing Director at UK immigration law firm DavidsonMorris. specialists in all areas of business immigration including right to work compliance, PBS licences and challenging civil penalties.
The British Board of Agrément (BBA) is pleased to announce the appointment of new Head of Test Services Alvaro Enguita-Gonzalez as Head of the BBA Testing Unit, based in Watford, Hertfordshire. Alvaro is a chartered engineer with more than 20 years of experience in the construction industry. He previously held the role of Business Manager – Construction at Lucideon, a position which brought him into the testing and certification industry. He holds a degree in Construction Engineering from Valladolid University, Spain, and is a Chartered Construction Engineer at COITAG and member of the Chartered Management Institute. Alvaro’s career has taken him over many roles, all of which have given him experience across the full construction project life cycle, from building design to construction consultancy, product manufacturing, building surveying and construction management. He brings in-depth knowledge of the construction industry coupled with strong expertise in business management to his new role within BBA Test Services. The testing unit employs 21 people and performs more than 1,000 tests each year, either for BBA Certification, at the request of manufacturers bringing new construction products to market, or for those wishing to evaluate the technical performance of existing products. Alvaro said: “The BBA offers me the opportunity of working at the most respected testing, product approval and certification and assurance organisation in the UK. I am working alongside an incredible group of professionals, all dedicated to upholding the highest standards within the construction sector and developing services to better fulfill our clients’ needs and match the requirements of the industry.” BBA Commercial and Marketing Director Richard Beale said: “We are happy to have Alvaro join the team and believe his experience and vision will continue to grow the scope, influence and expertise of the BBA Test Unit.”
Salford housing association Salix Homes has welcomed its newest cohort of apprentices into the fold. Salix Homes has five new apprentices, four of whom have joined its Repairs and Maintenance Service, while the fifth is learning the ropes in the Customer Service Team. Among the new recruits is 19-year-old Connor Boyle who had all but given up hope after applying for job after job but never hearing back. New-dad Connor, from Kersal, who welcomed his daughter into the world in June, said: “When I found out I’d got it, I was over the moon. I just want the chance to make a future for myself and my daughter. “I’d applied for so many different jobs and apprenticeships and had never been successful. I’d given up hope, but Salix Homes has been so supportive and all the way through the recruitment process, they made me believe I could do it – and now I know I can.” Connor is embarking on a plumbing apprenticeship, following in his grandad’s footsteps, and will be learning the tools of the trade four days a week while spending a day in the classroom with education providers Total People, working towards an NVQ. Over the past three years Salix Homes has created more than 50 apprenticeship positions through its Earn as You Learn programme, both within the organisation and with its partner contractors. Sue Sutton, executive director of operations at Salix Homes, said: “We are incredibly proud to welcome our newest cohort of apprentices onto our successful Earn as You Learn apprenticeship programme, which is helping local people in Salford build themselves a bright future. “An apprenticeship is a fantastic route for not only the apprentice, but for Salix Homes as an employer too. They’re gaining essential skills and experience while getting paid, while for Salix Homes, we are providing opportunities for local people and building our workforce of the future. “Our latest apprentice cohort will also benefit from the expertise and guidance of a dedicated mentor who will provide one-on-one support throughout their apprenticeship journey.” The new apprentices joining Salix Homes’ Repairs and Maintenance Team have been provided with new toolkits from its partner building merchants – Travis Perkins Managed Services. Maggie Devine, social value manager for Travis Perkins Managed Services, said: “We are passionate about supporting apprentices coming into the industry, and hope that the provision of these new tools will support them on their journey to train in their chosen profession. We wish them the best of luck through their apprenticeship and their future career.”
Small house builders predict that skills shortages in the building industry will hamper housing delivery and will eventually overtake access to finance as a bigger barrier to building new homes, according to new research by the Federation of Master Builders (FMB). Key results from the FMB’s House Builders’ Survey 2018, the only annual assessment of small and medium sized (SME) house builders in England, include: • The percentage of SME house builders saying that a shortage of skilled workers is a major barrier to their ability to build more new homes rose to 44% (up from 42% in 2017); • A lack of available and viable land tops the list as the most commonly cited barrier (59%) to increasing housing delivery and almost two-thirds of SME house builders (62%) believe that the number of opportunities for small site development are actually decreasing (up from 54% in 2017); • Nearly half of small house builders (46%) say access to finance is a major barrier to their ability to build more new homes; • More than half (51%) of SME house builders view the planning system as a major constraint on their ability to grow and ‘inadequate resourcing of planning departments’ was again rated as the most significant cause of delay in the planning application process for the third year in a row; • When asked to look ahead over the next three years, more firms cited skills shortages as a likely barrier to growth than access to finance. Brian Berry, Chief Executive of the FMB, said: “Nearly half of builders believe the skills shortage is a major barrier to their ability to build new homes. The construction sector is heavily reliant on EU workers with just under one in ten workers in the sector born in the EU. Brexit, coupled with the end of free movement, threatens to further intensify the skills shortages we already face. Given that the UK will leave the EU in less than six months, house builders are understandably concerned that skills shortages could worsen and choke housing delivery. In order to combat this skills crisis, the construction industry needs to encourage more entrants into the industry and develop higher quality qualifications. It is critical therefore that the Government doesn’t pull the rug out from under the sector by introducing an inflexible and unresponsive immigration system.” Berry continued: “Our research also shows that the Government must continue to address the issue of access to finance for SME house builders. Although concerns over access to finance have eased slightly in recent years, in part thanks to the Government’s funding schemes such as the Home Building Fund, there is more that can be done. Our research suggests that it is the low percentages of project cost that builders are able to borrow that remain the greatest financial barrier to increasing their levels of house building. This latest research suggests that if firms were able to borrow 80 per cent, rather than the current 60 to 65 per cent of project cost, SME builders would be able to bring forward on average 40 per cent more new homes. Given the ambitious house building targets the Government is working towards, we cannot afford to ignore such a chance to significantly increase housing delivery.” Berry concluded: “A lack of available and viable small sites tops the list of frustrations for SME house builders for the fourth year in a row. Worse still, nearly two-thirds of these small builders believe that the number of opportunities for small site development are decreasing. However, the recent reforms to the National Planning Policy Framework, which specify that 10 per cent of a local authority’s housing delivery must be on sites no larger than one hectare, will help to address this problem. This will help to speed up the delivery of homes and lead to a more diverse and resilient housing supply.”
The CIOB Academy is launching a brand new course focussed on managing and delivering quality in construction. This follows months of work by a Chartered Institute of Building (CIOB) Commission of Past Presidents into the issue of build quality, and what practical steps can be taken to support delivery of quality construction and development projects. The Commission considered what the CIOB could do to promote a culture of quality in construction, focusing on potential solutions. One of the outcomes is the creation of the CIOB’s Construction Quality Management course. Chair of the Commission, CIOB Past President Paul Nash, said: “Last year the CIOB established a Commission to look into the issue of quality in our industry following a series of high profile failures. We urgently needed to understand what was preventing or promoting the delivery of quality at all stages of the construction process so that we could act to bring about the change that was so obviously needed. Our research highlighted that there was a need to raise standards across the industry. But more than this we needed to change the culture of our industry; we needed people to take pride in the buildings and infrastructure that they were creating. To achieve this, the CIOB has committed to provide practical advice and training to our members and the wider construction community. By creating and promoting the right culture and behaviours I do believe that our industry will change for the better.” Adrian Montague, Head of the CIOB Academy, said: “Poor quality is costing the industry annually more than the combined profits of companies in the industry1. Construction quality management can deliver customer satisfaction and value. Setting and meeting quality objectives requires a sound knowledge of processes, legislation and compliance – the core of our new course. We want to see a “get it right first time” approach embedded in the industry, which should prevent these unnecessary costs and improve customer retention. Quality management is as important to a company’s efficiency and reputation as meeting time and cost targets. Our new Construction Quality Management course comes from the extensive research conducted by the CIOB’s Quality Commission, and will cover all the fundamentals of construction quality management.” Those attending the two-day course will gain an understanding of widely-used quality management systems, and will be given the tools to initiate quality management on their own projects and, ultimately, work towards achieving quality on every programme. By the end of the course, participants will be able to: Understand the fundamentals of quality management for a project-based industry Demonstrate knowledge of the theories, principles and processes in quality management Recognise the differences between quality control and quality management Apply quality management best practice in construction in terms of both processes and attitudes The first course dates are 14 and 15 November 2018. Venue: CIOB’s London office, Kingsway, WC2B 6XF. Cost: £549. More information: https://www.ciobacademy.org/product/construction-quality-management/
Independent construction, property and management consultancy, Rider Levett Bucknall (RLB UK) has announced the strengthening of its healthcare expertise with the appointment of three senior healthcare appointments. Stewart Binns joins RLB UK as a Partner from Turner & Townsend where he spent the last 14 years as a Director in the Project Management team and was the National Health and Higher Education lead. Stewart had a major portfolio of projects across the public sector including clients such as the University of Leeds, University of Huddersfield, York NHS Trust and the Yorkshire & York PCT. He is nationally known for his work in risk management and structuring effective procurement solutions. Georgie Whitham joins RLB’s London team from Capita and brings an analytical skillset which includes activity modelling, simulation and strategic data mapping. Georgie has worked with a variety of healthcare organisations including commissioners, providers, regulators and social enterprises. Her expertise has been applied to a wide range of schemes from new build multi-speciality facilities to Trust-wide transformation strategies, new digital-based models of care and CCG strategic estates plans. Paul Dutton joins the Project Management team in Birmingham and has worked on a range of health and education projects. These include hospitals and specialist centres like The Clatterbridge Cancer Centre Liverpool, University Hospital Birmingham, Birmingham Children’s Hospital, St George’s Hospital and Royal Berkshire Hospital amongst others. He has a background in IT & medical equipment bringing a new element to RLB client services in addition to his project management skillset. These appointments come at a time of phenomenal growth for the RLB healthcare team who brought healthcare management consultant Conor Ellis to the helm of the division in 2017. The sector has doubled in turnover in the past 12 months, is shortlisted for national awards and now has clients in every area of the NHS from acute & research to primary, mental health and community care. Conor Ellis, Partner and National Head of Healthcare at RLB comments, “RLB welcomes three more senior professionals to the RLB healthcare team. They bring a breadth of knowledge and experience to the fold with outstanding track records within their healthcare field.” Andrew Reynolds, UK and Global Board Director for RLB UK continues, “It is an exciting time for the UK business. We are seeing opportunities open with the healthcare division as the needs change both of the NHS and within the private healthcare sector. Our high profile projects are enabling us to attract the best talent which in turn means we can offer a strategic, consultative approach to serve the market even better.”