Expert for Paint

Paul Roughan

Sales Director


Paul Roughan

Paul joined ICI paints in 2001 prior to its acquisition by AkzoNobel. Starting as a Key Account Manager he quickly progressed to Regional Sales Manager and then became the Sales Director for Corporate Accounts. Paul currently holds the position of Sales Director  – Trade Merchants, responsible for contributing sales in excess of £160 million. In 2017, working closely with the BMF, Paul helped setup the ‘BMF Regional Centre of Excellence  – Dulux Academy’ to enable merchants and suppliers training and event facilities. Paul was until last year a board director of the British Coatings Federation (BCF).

Dulux Trade

AkzoNobel, is a global company which creates paints and performance coatings and produces specialty chemicals for industry and consumers worldwide. Headquartered in Amsterdam, the company is active in more than 80 countries, and employs approximately 46,000 people. Sales in 2016 were EUR 14.2 billion.

Dulux Trade is the home of painting and decorating excellence, falling under the brand umbrella of AkzoNobel, which includes other leading brands including Cuprinol UK, Polycell UK and Hammerite UK. The range of 4,000 colours and encyclopaedia of trade paint, along with expert help makes Dulux Trade the first choice for decorators and specifiers. More than any other brand, Dulux is widely recognised as a market leader by which others are measured.


Follow @DuluxTrade

Dulux Trade Comment: Q3 2019

Paul Roughan, Trade Merchants Sales Director Dulux Trade is BMBI’s Expert for Paint.

Last quarter, the BMBI macroeconomics commentary was filled with uncertainty and low confidence. Brexit didn’t happen, again, and an election has been called for December 12th, adding to the uncertainty.

The consumer confidence index continued to decline in Q3, with all five of the measures that the index tracks declining in October. Housing transactions are at their weakest for two years, however GDP grew by 0.3% in Q3 with services leading the way. Inflation is roughly at the government’s target with house prices, mortgage demand and construction output all positive.

The trade paints market grew by 2.7% in volume and 6.3% in value in the 12 months to September 2019. Within this performance, there are three key growth sectors: durable emulsions, premium aesthetics, and water based trim paints. Firstly, based on current trends in value terms, durable emulsions will be larger than contract emulsions by 2021. Premium aesthetics, or ‘luxury paints’, are growing at 28% year-on-year in volume, while water-based trim paints, although currently less than 25% of total interior trim sales, are forecast to reach 34% in three years.

Interestingly, all these three growth sectors command a price premium. This is great news as it seems as if decorators, generalist painters and consumers are all willing to pay a premium for products that deliver performance benefits.

The number of painting operatives in the UK has remained stable over the last three years. However, the proportion working in painting and decorating businesses has increased and there are signs of growth in painting works among other trades. This is an opportunity for merchants because customer feedback suggests these other trades are predominantly shopping in specialist merchants for their decorating needs rather than in general builders’ merchants.
Finally, according to the ONS, net migration of Europeans into the UK is declining. More central and eastern Europeans are leaving the UK than arriving for the first time since 2004. There will soon be, if not already, a significant squeeze on labour supply.

Launched in 2015, the award winning monthly Builders Merchant Building Index (BMBI) report is the only reliable measure of repair, maintenance & improvement (RMI) activity in the UK. Filling an important gap, it can be widely used in construction, and by economists, Government, national media, commentators and influencers outside the industry.