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.


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Dulux Trade Comment: Q4 2020

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

Q4 was dominated again by BREXIT, deal or no deal, COVID, and the ongoing demand surge for decorative finishes.

With BREXIT, quite rightly, many merchants were seeking clarity on anticipated supply challenges, comfort on continuity of supply, and the options to stockpile, the latter putting more pressure on an already squeezed supply chain.

Thankfully, we got a deal and our own BREXIT team had taken the appropriate steps to have processes in place to help us with classification, labelling, import and export declarations, and REACH regulations amongst other things.

For the Trade paint market, Q4 continued with the amazing recovery we saw in September. Lockdown measures as we know relaxed around construction sites and allowing trades into properties. This helped drive December year-on-year growth above 20%.

For the full year, Trade paint exited 2020 down 2% year-on-year, with Retail paint growing in excess of 20% year-on-year. Covid-19 has significantly shifted the dynamics of both trade and retail with data suggesting consumers purchased 29 million litres more in 2020 than 2019. For the first time in a number of years, the retail market was bigger in volume than Trade. That’s probably not a surprise as Trade Merchants were mostly shut in the early part of lockdown 1, and consumers wanted to freshen their homes and their new home working environments.

We conducted a small survey of appliers in December and asked them how far out their order book was. Fifty percent had an order book further out than two months, 23% had 1-2 months of work booked, but 27% had less than one month or no work at all. It really is an unknown as to how the market will perform in 2021. We do know that challenges on supply will continue at least in the short term. Packaging suppliers are facing their own challenges as their supply chain is squeezed, and we monitor closely raw material supply as Covid, and Brexit continue to pose challenges.

We all deserve a better 2021!