Nigel Morris, National Sales Manager of West Fraser, discusses the benefits of merchants choosing suppliers that can deliver in smaller loads.

There is a number of benefits for a national merchant in choosing West Fraser as a supplier, particularly when it comes to receiving smaller, more flexible load sizes. One of the biggest challenges faced by merchants' branch managers and purchasing teams is limited warehouse space, along with the need to proactively manage cashflow and working capital.

Our products are bulky, so having smaller load options helps alleviate these pressures by allowing branches to order only what they need for the week ahead, rather than tying up space and budget with large bulk deliveries.

This flexibility also enables merchants to broaden their product offering as they are not restricted by large minimum order quantities (MOQ’s). Branches can access a wider range of products, respond faster to local demand, and avoid missing opportunities simply because they don’t yet have enough volume to justify a full load.

In summary, West Fraser’s regional delivery capability supports better stock control, increased agility, and access to new markets/opportunities for growth.

Are regional variations on building types evident?

We don’t see a significant difference in the types of new homes being built across UK regions. Most developments typically comprise two or three-storey homes; a mix of terraced, semi-detached, detached properties, apartments, and Houses of Multiple Occupancy (HMO)-style accommodation. Government policy also influences this, with affordable housing requirements often accounting for up to 25% of units on new developments. 

Where we do see clearer regional variation is in build methodology. Across England and Wales, brick-and-block construction remains the dominant approach, representing roughly 80–85% of the market. These homes feature full or partially filled cavities, depending on local exposure to wind-driven rain and individual builder preferences.

In contrast, Scotland has a very different profile, with timber frame construction accounting for 80–90% of new builds. This reflects long-standing regional practice as well as building performance requirements suited to the climate.

Recent updates to Building Regulations in England and Wales have brought them more closely in line with Scotland, particularly around energy efficiency and improved U-values. These regulatory shifts, combined with wider industry pressures, are driving growth in sustainable construction and Modern Methods of Construction (MMC).

As a result, we’re seeing increasing use of off-site manufacturing, including timber frame and Structural Insulated Panels (SIPs), as the industry moves towards lower-carbon, higher-performance solutions.

How does West Fraser manage both the regional offices and head offices in merchant customers.

At the national/senior stakeholder level, West Fraser’s Senior and Key Account Managers work closely with merchant head office category teams. Their primary focus is to set the strategic framework for the year ahead (and often beyond), covering areas such as commercial and trading terms, product ranging, pricing, marketing plans, and promotional activity. This ensures there is strong alignment and clarity on the objectives, expectations, and commercial direction across both organisations.

Supporting this, our Business Development teams engage at the regional and local levels - from branch staff through to regional directors. Their role is to translate the centrally agreed strategy into practical, on-the-ground execution. This includes delivering training, monitoring performance, supporting stock and range implementation, and ensuring branch teams are confident in selling and promoting the products.

In many cases, this regional activity extends to working directly with end users, including joint site visits, project support, product demonstrations, and local networking events. This helps reinforce demand at the installer level and strengthens the partnership between West Fraser, the merchant, and the customer.