Glass News July 2020

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VEKA PLC MD, DAVE JONES, Glass News Earpiece.indd 1

04/06/2020 13:12

Dave Jones, you recently remarked about Covid-19 being responsible for a lot of the downturn but, with the exception of two months written off, the trade is coming

back nicely. Presumably you were being diplomatic at the time and the real issue for VEKA plc is the financial impact of the demise of Customade Group and Sash UK?

Issue 112 | July 2020

DIGITAL EDITION

IS !!

TH NTH MO

An Exclusive Interview with the head of VEKA PLC on dealing with the effects of COVID-19, making difficult but necessary decisions and focusing on TRUSTED fabricator customers.

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TH NTH MO

TALKING EXCLUSIVELY TO GLASS NEWS

INSTALLERS | FABRICATORS | BUILDERS | CONTRACTORS | ARCHITECTS | SPECIFIERS

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COLOUR

SOFTWARE

Dave Jones: I think it’s fair to say that 2 months out of a 12-month calendar is going to impact the annual budget significantly and even now we are not seeing sales that compensate for the lost months. That said, we issued the statement when it became clear that one customer, SASH UK was entering into Administration, and were aware of the difficulties Customade Group were in.

Continued on page 4...

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23/03/2020 12:38

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LINIAR’S OUTDOOR RANGE CASH GENERATOR: THE DECALU 163 LIFT-AND-SLIDE DOOR Deceuninck Aluminium has launched the Decalu163 Lift-and-Slide aluminium patio door, part of the new aluminium system company’s expanding offer.

A complete aluminium window and door offer, Decalu combines significantly reduced manufacturing times and increased installation efficiencies, with a dual-colour, textured and marine grade finish – as standard.

Able to accommodate individual sash weights of up to 400kg, and with single, twin and triple-track options, the new Decalu163 offers a high degree of design flexibility.

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Nigel Headford, Deceuninck Aluminium’s Business Development Director, said: “The Decalu163, is a highly engineered lift-andslide door. It accommodates incredible individual sash weights – up to 400kg – which creates real design flexibility.

“And, the same as the rest of our offer, it’s available in dual-colour and marine grade finishes as standard.

“It’s a premium aluminium lift-and-slide door but with increased manufacturing efficiencies and the price point at which we can supply it, generates high-margin opportunities for fabricators and installers.

For more information call 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk.

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JULY 2020

The UK’s Leading Glass & Glazing Newspaper

BACK TO WORK, BUT THERE ARE GAPS IN THE SUPPLY CHAIN Out of lockdown and back to work – at least for the majority.

Although it seems that some companies are slow out of the blocks whereas the early birds seem to be catching the worms. What is right and what is wrong?

I’m not sure anyone knows at this point.

From a financial point of view, both for our industry and the country, we need to get the economy going but we are well aware that this return to a form of normality is fraught with risk. We only need to look at other countries and see the second spikes of infection to know that it could easily happen in the UK. Social distancing requires a lot of work for companies to ensure they are following guidelines, on the other hand, join a demonstration and pull down a few statues, or be one of 500,000 people sitting on a beach, and you are immune to any social distancing rules whereas a walk in the country, and just a bit too close to someone, and you run the risk of plod feeling your collar!

Mike Bygrave, with his tongue firmly in his cheek, commented that with all the yellow and black tape everywhere in the Roseview premises it may be the right time to change Roseview Window’s company colours! Talking around the industry and there are, not surprisingly, various views. Some system companies and large fabricators are finding that social distancing is not a big deal as operators on either end of machining centres are well over 1 metre apart. What does confuse things is the ever-changing guidelines as freedom is restored to the inhabitants of the UK. By the time this is published it may well have changed again – let’s hope it isn’t a return to lockdown because of a bunch of idiots ignoring the guidelines.

What is clear is the significant effect this has had on pretty much all companies and all of us as individuals. I’m not sure that the spate of companies going into administration can be the sole responsibility of the epidemic although it may well have been the straw that broke the camel’s back. To be pushed

to the brink and, indeed, over it, must mean that their finances were in a precarious position prior to lockdown as the furlough and loan schemes must have provided some respite. What is sad is seeing the domino effect where a company can be put under severe pressure because of their large customers getting into trouble and the problem cascading. I always remember being told, way back in the ‘70s, never to have a customer responsible for in excess of 10% of your turnover as that spelled danger. I suspect that rule of thumb has changed in modern times and it is difficult to consider the issue when you see a customer growing significantly, and impressively, and paying their bills on time.

Have we learned anything out of this crisis? The answer must be yes but there is nothing worse than hearing that same phrase trotted out time after time whenever central or local government, the health service, the police or social services c**k up: “lessons will be learned”.

It’s patently obvious that lessons are, actually, never learned, as the same mistakes continue to happen in all walks of life.

How are we moving forward with the majority of companies either fully or partially back at work? All reports tell of there being orders a-plenty along with a string of back orders that are still very much alive. However, another problem raises its head and that involves the supply chain. I have heard of plenty of system companies and fabricators who ensured that their shelves were well and truly stocked ready for a return to work but that some component suppliers are not fully up to speed yet, such that fabrication may be slowed considerably.

Pioneer Trading’s Danny Williams covers this point in his normal irreverent style in his Cold Calling column this month.

It seems that we are back to issues of communication where some companies shut up shop and didn’t even have people answering the ‘phone, even from home, whereas others maintained a presence and contact with their customers.

Good for them. Shortages are reported for IGUs, hardware and even profile.

It is clear that, as an industry, there is substantial demand for our products and services but, if we don’t get it right in the supply chain, as Danny says, we may do more damage to our industry than the pandemic has done.

June 2020 crossword solution:

CONTENTS 6 Colour 12

Exclusive Interview: Deceuninck

14

Trade News

‘TIME OUT’ WINNERS – JUNE!

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Exclusive Interview: Roseview

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Q&A: FIT Show

36 BMBI 37

Face To Face

38 Doors

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40 Machinery

Eye Spy: Mr S Webster, Bolton, Lancs

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Spot the Difference: John Bone, Dorset

63 Conservatories

Crossword: Mrs C Finney, Doncaster, South Yorkshire Congratulations to all our winners! Good luck in this months Time Out pages!

@GlassnewsMag

Christina Shaw

/GlassNews

Email Chris at: chris@glassnews.co.uk

Christina Shaw Managing Director / Advertising Enquiries M: 07805 051322 E: christina@glassnews.co.uk Emma Champion Advertising Manager M: 07508 263262 E: emma@glassnews.co.uk

44 Hardware Trade News

62 Glass 64 Software 66 Marketing 67

Skylight & Roof Lantern Focus

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Careers & Qualifications in Fenestration

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Charity News

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Cold Calling

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Time Out!

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Justin Lazenby Finance Director / Press Release Enquiries M: 07711 828710 E: justin@glassnews.co.uk Chris Champion Editor / Editorial Enquiries M: 07850 267223 E: chris@glassnews.co.uk

glassnews™ is a registered Trademark.

The views contained herein are not necessarily those of glassnews™ and whilst every effort is made to ensure information throughout is correct, glassnews™ does not accept liability for errors. The views expressed by contributors and the content of letters, are not necessarily those of glassnews™ and therefore cannot take responsibility.

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3

EXCLUSIVE FRONT COVER STORY

"We have brought many jobs to the area and that will continue, in time, to grow again."

Dave Jones:We are fortunate to be part of the broader VEKA Group who have been supportive in all our efforts to ensure we have sufficient financial support to cover the impact of lockdown and the inevitable phased return to support our customers as they returned. That said, we are charged to run an efficient and profitable business and as such, that is why we have had to announce potential redundancies to reflect the losses of two significant customers.

Are you able to say at what level you are now at in production terms?

Dave Jones: Yes, we are currently operating at ca 75% of the business compared to the same time last year.

You are getting a lot of support around the trade. Can that translate into additional business for VEKA? Continued from page 1...

Had we only to account for the effect of the COVID-19 Lockdown, VEKA PLC would have been well-equipped and resourced to weather the storm without resorting to potential redundancies.

Dave Jones :VEKA has always acted responsibly and with integrity; in fact our VEKA SPIRIT (Success, Pride, Improvement, Responsible, Integrity & Team) values incorporate these and

The UK’s Leading Glass & Glazing Newspaper

"VEKA PLC is a major employer in Burnley and as such any negative impact on employment will be felt."

ultimately, we illustrate these by how we conduct ourselves as a business.

That said, I have a responsibility as Managing Director of VEKA PLC to protect the long-term future of the business. As such, I will take the actions required to secure the longevity and future success of VEKA and will continue to drive profitable growth to ensure we are here for now, for the future, for life – for our people, customers and suppliers alike. It is more important than ever that as a business we manage risk by working closely with our fabricators, to develop and maintain profitable partnerships.

After all, VEKA has an industry-leading product range across two main brands, an ongoing innovation programme that saw us launch SPECTRAL and our new Imagine VS system within the past 18 months. We have enviable service levels and customer support through to and including installers with both our Installer Programme and our coveted Independent Network. All this combined continues to ensure that we remain highly competitive and are the reasons that companies join VEKA for the long-term.

VEKA is an important employer in Burnley. Are you concerned about the effect on the town?

But, in order to remain strong financially and stable as a company, as both a member of the VEKA Group and as a standalone business, we must respond appropriately to the changes in our business circumstances.

I will, however, take this opportunity to assure our existing customers and all members of the larger VEKA community, that as we rescale our business to match customer demand, we will endeavour to deliver against our strong OTIF measures and service levels.

VEKA within the UK will surely be supported by the parent company in re-establishing itself?

4

Dave Jones:VEKA PLC is a major employer in Burnley and as such any negative impact on employment will be felt. However, overall, we have brought many jobs to the area and that will continue, in time, to grow again.

There is considerable unrest in the industry at the decision to prepack Customade. What are your thoughts on how this has been managed?

Dave Jones: I will not comment on this, only on the effects on our business, our partners and our people. In that respect I will reiterate my assurance that our priority is to ensure that it is business as usual for our valued customers and their customers, that we will work hard to minimise the impact on our staff and their families and that we will continue to grow our business as closely as possible to the strategies that we have in place.

I would like to add that we appreciate the support that we have received from all corners of the industry as well as the support we’ve received from our own people in what continues to be tough and unpredictable times.

Finally, I imagine that the failures of Customade’s Halifax and Livingston plants and Sash UK, have left a lot of VEKA installers without a supplier? What will happen to them?

Dave Jones:We have a large nationwide network of trusted fabricators who have stepped into the breech since those companies failed, minimising disruption.

Any companies looking for dependable VEKA or Halo fabricators should get in touch. The VEKA family is just that and we look after our own.

"The VEKA family is just that and we look after our own."

July 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

1

2

Cream

White 6

Anthracite Grey Smooth

7

3

4

Rosewood

Light Oak

8

Black Brown

Pebble Grey

9

Sage Smooth

5

Anthracite Grey 10

Claystone

• 13 new colour options • New Pebble Grey; Sage Smooth; and Claystone – available from stock.

• Smooth and ultra-matt finishes • Grey substrate available • 30 colour options in total

t. 01933 674880

www.glassnews.co.uk | July 2020

e. info@emplas.co.uk

www.emplas.co.uk

5

COLOUR

The UK’s Leading Glass & Glazing Newspaper

EPWIN WINDOW SYSTEMS RELEASES

NEW COLOUR RETAIL GUIDE Epwin Window Systems has released its new colour retail guide to help fabricators and installers sell colour into the consumer. Gerald Allen, Marketing Manager at Epwin Window Systems said: “The new four-page brochure illustrates our new colour offering across the six colour families to help consumers choose the perfect colour and finish.”

The Colour Collection, as it’s known, features the six colour families which comprise of Heritage, Contemporary, Timber Grain, Black, Primary and Metallic ranges. The 30 colour options all reflect the modern trends in colour hues and have been developed to suit all sectors and all tastes. Gerald added: “Our colour range includes an expanded selection of attractive

6

heritage tones, more of the popular contemporary greys and a new UltiMatt black finish, as well as new metallics to capitalise on the growing demand for aluminium alternatives.”

The recently-launched colour offering also features up to 16 Fast Track foil finishes which includes new colours Anthracite Grey Smooth, Cream on White, Sage,

Claystone and Pebble Grey. Furthermore, Epwin Window Systems has worked closely with its sister companies within Group to offer a range of matching trims and roofline products to help customers provide a seamless finish across an entire building envelope.

The new colour guide is available as a standard version or in a custom

personalised format allowing fabricators and installers to add their own contact details and branding. Both versions are available to download on the company’s dedicated marketing hub.

Gerald concludes: “Our colour offer is the latest in series of colour developments to give our customers a competitive market advantage. And our useful colour retail guide will allow installers to present the colour offer to the consumer too.”

Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

“Our colour range includes an expanded selection of attractive heritage tones, more of the popular contemporary greys and a new UltiMatt black finish, as well as new metallics to capitalise on the growing demand for aluminium alternatives.”

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

TRADE NEWS

from

Always

adapting 0845 340 3968

www.epwinwindowsystems.co.uk

www.glassnews.co.uk | July 2020

#ConnectToColour

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper Honey Oak Super-Matt

Anthracite Grey

Swamp Oak

AnTeak

Slate Grey Finesse

Anthracite Grey Smooth

Light Oak

Rosewood

Tan

Cream

Brown

Grey

EW !

Pyrite

Cream N

N

Claystone

!

!

Chartwell Green

EW

EW

!

!

Slate Grey

!

!

EW

EW

Black Brown

Irish Oak

N

EW

N

N

Dark Green

Pebble Grey

Hazy Grey Finesse

EW

Windsor

Basalt Grey Smooth

N

Black Ulti-Matt

Silver D Smooth

Sage

!

Steel Blue

Kensington Grey EW

Agate Grey

N

White

N

Dark Red

Buckingham Grey

Flemish Gold Smooth N

N

N

EW

EW

EW

!

!

!

White

EW !

Constantly

N

Five Colour Substrates

changing

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July 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

Continuously

growing

• 30 surface colour finishes • 5 substrate options

• The largest portfolio of PVC-U window and door systems

• 9 foiling lines

• Award-winning systems

If you’re looking for a system supplier who constantly adapts to give you more opportunities to stand out from the crowd – then contact Epwin Window Systems today.

• Colour-match trims and roofline products • State-of-the-art colour technology @EpwinWSystems /epwin-window-systems

#ConnectToColour

0845 340 3968

www.epwinwindowsystems.co.uk

www.glassnews.co.uk | July 2020

9

COLOUR

The UK’s Leading Glass & Glazing Newspaper

EMPLAS LAUNCHES NEW COLOUR OFFER

STERNFENSTER BRINGS RAPID LEAD TIMES AND NEW FLEXIBILITY TO COLOUR

Emplas has launched a new colour-offer, adding 13 completely new foil options to its colour pathways, expanding its overall offer to include 30 different options.

Developed following extensive market research, the new colour offer gives installers the opportunity to offer end-users the choice of an extensive range of colour but also finish options, including smooth and ultra-matt finishes.

This includes new Pebble Grey; Buckingham Grey, Silver D Smooth; Sage Smooth; Hazy Grey Finesse; Claystone; Basalt Grey Smooth; Flemish Gold Smooth; Windsor; Black Ulti-Matt; Kensington Grey; Honey Oak Super-Matt.

Jody Vincent, National Sales Manager, Emplas, said: “We’ve seen a real evolution of the market for foils. Homeowners want greater subtlety and more choice.

Something that’s only accelerated during and since lockdown.

“The new build sector is also specifying colour in far greater quantity because of its ability to define the architectural aesthetic of new homes.

“What you’re getting is increased demand in terms of volume but also for choice. The colour ranges we’re now offering allow us to be more flexible in the way that we’re able to serve the installer. At the same time new colour pathways and increased end-user appeal, gives them more reach into those markets.”

The offer also includes three of the new colour options – Pebble Grey; Sage Smooth; and Claystone – from stock.

Analysts argue that colour has been instrumental in driving growth in the installed value of PVC-U product, demand for foils including both woodgrains and solid colours – up 45% since 2013 (Palmer).

In addition to the expansion of its offer, Emplas has also worked with Profile 22

to bring a grey substrate into its range in response to customer demand. This means that Anthracite Grey on both sides, will be available on a grey rather than brown base.

“The benefit for our customers is that they are getting a lot of additional flexibility in colour offer. That extends to substrate.

“If you’re quoting on an extension end-users may want to match into an aluminium bifolding door with a foiled PVC-U product.

A grey substrate makes the finish far stronger.

“More flexibility in colour and substrate gives installers greater flexibility in how they sell”, Jody continued.

Emplas supplies Optima from Profile 22 with either sculptured, chamfered (QC) or flush casements options. Alongside a deep bottom rail, this also includes an option for a mechanical 90° joint on flush casements.

Available in 28mm glazing Optima is supplied by Emplas as a WER A+ window as standard. Typical U-values start at 1.4W/ m2K. “The colour options here are important. It’s the fact, however, that we can deliver them with far greater flexibility which delivers the real benefit to our customers”, Jody said.

“End-users want colour but post-lockdown they want it more quickly than ever. With rapid delivery across 30 colour options, 13 of which are completely new, we’re helping them to add immediate value to their offer”, he concluded.

For more information on Emplas visit www.emplas.co.uk , email info@emplas.co.uk or call 01933 674880.

Sternfenster has launched a new ultratough water-based spray-painting service, with the ability to spray PVC-U products to any RAL colour - in less than half the average turnaround time on foils.

Introduced by the trade specialist earlier this year following significant investment in its in-house spray-painting facility, its new offer uses a leading-edge solvent-free paint system.

Specially formulated for PVC-U window and door frames, it employs heat resistant nano technologies to guarantee surface stability and through-life performance.

This is further enhanced through manufacture using Graf zip-welding technology, which retains sprue inside the frame during welding, significantly enhancing corner strength and delivering a high-precision ‘seamless’ finish.

Combined, it means painted PVC-U frames from Sternfenster are available in as little as 15-days (less than half average lead times on non-stock foils), while the highperformance satin finish has an expected service life of more than 30-years - and is guaranteed, for 10.

Mike Parczuk, Managing Director, Sternfenster said: “If you look at the market for colour, the greatest growth is coming from smooth finishes. There’s been a move away from some traditional woodgrains and people want to match into aluminium.

“If we’re selling an aluminium bi-fold, nine times out of 10, it’s in Anthracite Grey, and if we’re supplying windows in a PVC-U foil finish, it’s smooth – people are looking to match in aluminium and PVC-U as part of a hybrid sell.

“It’s choice of colour and lead times which are driving this market. Woodgrains have their place but with the increased reach of aluminium, smooth finishes are gaining market share.”

Whilst Sternfenster can colour match any RAL finish, its new offer features eight in-stock colour profiles available for rapid delivery.

This includes highly popular Agate Grey; Anthracite Grey; Blue Grey; Light Ivory;

10

“You can have almost any colour under the sun but in our own experience of retail, you can overwhelm the end-user.

Pebble Grey; Pigeon Blue; Platinum Grey; and Slate Grey, available in only 15-days.

This is available across its offer, including casements, tilt-and-turn and vertical sliding windows, and residential and French doors.

Sternfenster can also colour match ancillary products as required.

“We’ve tried to be as practical as possible about what we’re offering”, Mike continued.

“You can have almost any colour under the sun but in our own experience of retail, you can overwhelm the end-user.

“Holding a range of contemporary colours in stock, Agate Grey, Pebble Grey and Anthracite in stock, means that we can reduce lead times to a minimum; our customers can match into the most popular finishes and offer installation on a significantly reduced lead time.

“It’s very clear since being back from lockdown that lead times are increasingly important in winning new business. I "f you can turnaround an installation in half the time, you can put money back into your business twice as fast.”

For more information visit www.sternfenster.com email sales@sternfenster.co.uk or call 01522 512525.

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

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www.glassnews.co.uk | July 2020

11

EXCLUSIVE INTERVIEW: DECEUNINCK

The UK’s Leading Glass & Glazing Newspaper

DECEUNINCK: BACK TO WORK AND

BUSINESS BOOMING

Deceuninck UK’s Managing Director, Rob McGlennon talks to Glass News’ Editor, Chris Champion, about the lockdown, the return to work, and what the future looks like for the ever-growing system company.

With that large Deceuninck logo behind you, you’re back in the office, Rob! Rob McGlennon: Yes. Just come in because we’re blowing the doors off! We’re very busy indeed so I’m in reviewing the manufacturing and the shipping to make sure everything is as it should be. Oh, and Happy New Year, Chris – we haven’t spoken in a long time.

It has been a strange year…

Rob McGlennon: We’re both long in the tooth but I certainly have never experienced anything like this before. It has been a two month learning curve to say the least.

Let me start off by asking you a question. Talking around the trade there seem to be factions. One like yourselves who have used the opportunities the government have handed out in the way of furloughing and things, got back to work as fast as possible and got on with what you do best – manufacturing. The other faction seems to be showing no willingness to get back to work and all they seem to want to do is take as much money as they can from the government, and when that runs out they will consider going back to work. Have you seen or heard that?

12

Rob McGlennon: That would be a barking mad strategy. The furlough scheme has been fantastic. It has supported business, supported people, it stopped instant reaction to redundancy. It has supported families and businesses’ bottom line and I suspect a lot of people who haven’t returned are protecting their bottom line.

Although we are having a really good and spectacular return, I think we’ve got deeper problems ahead of us when we get into Quarter Four when the furlough scheme comes to an end, unless it’s extended. Then we will see the true cost of redundancies in the country as a whole and not just our market.

Things are looking good now, with a pent-up demand, but it may not be all new orders but orders that have been in the pipeline that’s coming through now and making the figures look good. When we get into that Fourth Quarter and there’s no money for furloughing there’s also going to be a lot of people who can’t afford to change their windows, doors and so on. They are not going to be a priority at that stage. I think there’s going to be a bit of a slump at that point.

Rob McGlennon: Although I don’t disagree with you, I’m a person who has a positive nature so I don’t like to think in a negative way. To be honest, I just wish everyone the best through this crisis, from a business perspective. It’s going to be challenging in the next 6 months and 18 months but I’m thinking positively all the time, not negatively. We’ve got to make our end good and not worry about it too much.

You are obviously having a lot of success in this country but what about Deceuninck overseas? Are they experiencing the same issues that we are in the UK? Rob McGlennon: Yes, the market is pretty strong everywhere. Europe went into lockdown earlier than us. Places like

Rob McGlennon UK Managing Director, Deceuninck

Belgium, Holland, France, Germany, Italy and Spain – the countries I’m in with, are about 2 ½ weeks ahead of us. Spain is strong as is Holland with a lot construction going on, and France is a big market for Deceuninck. Interestingly the sales of decking have gone through the roof as that is something people have been able to do during lockdown.

I’d also heard roofline stuff has been doing very well too…

Rob McGlennon: If you are turning up to do roofline or decking you aren’t disturbing the homeowner at all. On that point we’ve been shut down for so long everyone has manicured lawns and people have had time to reflect on whether they should move, extend, get new windows or make other improvements. We’re halfway through June and at Deceuninck UK we’ve done around £10m in commercial contracts. It’s really moving out there but you’ve got to put yourself about. We have a great team of people and if you put the effort in you get the reward.

Rob McGlennon: No. I’d have a very short life expectancy if that was the case. It’s all about our offer. First of all, you have to have good relationships – the management team have over 150 years’ experience between them so have a lot of very good relationships. We created an offer that is second to none, we’ve got award winning quality and service, we have award winning products. I don’t believe you hear a bad word about Deceuninck…please tell me if you do!

No, that’s very true.

Rob McGlennon: We’re looking for people who are slightly different. We’re 60% foil and it continues to grow and is an enormous feature of our offer.

Flush windows, flush door, the Heritage Collection, they are all flying.

If I’m presented with someone who would like to join Deceuninck but, when I visit their factory there are 200 white windows and no colour, it’s not going to work. The days of doing the same thing, week in and week out, month in and month out and

What about where you go from here? We keep hearing of companies in our industry hitting problems, disappearing, phoenixing. Does this mean more business for you to pick up?

Rob McGlennon: We start with having a good group of customers and continue to build that customer base with quality fabricators. And to be fair, we get more opportunities than we take on because we’re quite selective.

So it’s not just a matter of grab anyone who wants to come and play?

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

EXCLUSIVE INTERVIEW: DECEUNINCK The future. You’ve got some catching up to do before the end of the year…can you catch up the lost two months?

expecting a better result are over, because if you continue doing the same thing you’re going backwards.

Doesn’t that present you with a problem? You’ve got a huge range of products and more colours than you can imagine, so where do you go from here to keep changing that offer?

Rob McGlennon: We’re pretty much where we are at the moment. We have some innovations in the pipeline but I’m not sure we need much more. We’ve had a couple of customer days where we have asked specific customers in specific areas for products of interest. Obviously I’m not going to suggest what they are, but we have interesting innovations on the horizon. We just have to keep supplying our customers with the tools to stay ahead of the game.

We have to remember it isn’t what I want or my management team want, it’s what the customer needs. So every step of the way we are looking to enhance our customer offer and put them front and centre when they’re talking to a retail customer, a trade customer, a commercial customer or new build – we want them to be slightly different.

Presumably the introduction of aluminium from Deceuninck is, again, something to help your customers to offer everything that is available.

Rob McGlennon: Sure. When I said relationships, offer, quality, service; aluminium an additional string to our bow.

To be honest, we’ve always sold against aluminium but there seems to be a place for aluminium and the offer that we’ve got at Deceuninck, throughout Europe,

Rob McGlennon: Those months are lost but there are positive signs out there of increased volumes. All we can do is support our customers and create the best end to the year that we can. But what we are doing now is trying to make 2021 a good year by setting our stall out now.

is growing in stature. Again, the focus has been on quality and service, because the feedback I’m getting from customers is that the expectations of customers of aluminium is not the same as with PVC-U. Everyone in this country runs with a very tight order book so we need to be agile, we need to be good, we need to hold stock – all of our colour is held in stock - and that hasn’t, to my knowledge, been the case with aluminium suppliers.

So, it’s a very strong offer with a complete and on time turn around. We’re looking forward to engaging with more customers.

Some have already engaged and there are others who we hope will take on the aluminium system. I think that has a good future in it.

Is it fairly geographic when you look at your customers?

Presumably you are not wanting to take on one fabricator who is right next to another fabricator. Do you look at where they are when you take on a new customer?

Rob McGlennon: Absolutely. We’re not the biggest and don’t want to be the biggest, we just want to be the best. Being selective is the wrong word but I suppose we can be a bit choosy about who we take on. We’ve customers who are small, medium and large and we don’t want to offend anyone. They have been loyal to us and we have been supportive of them. We don’t want 300 or 400 fabricators. We would like maybe an additional 40 fabricators over the next two years, which should be quite achievable, and we will then grow to the aspirations we’ve set. We have nine new customers to start and we’ve done three deals over lockdown all done over the internet!

And will you be using things like Zoom meetings more with customers in the future?

Rob McGlennon: I think day to day it has got real merit. We live on strong relationships and relationships have got us to where we are today. I’ve spent a lot of time in bars and restaurants with customers over the years and it is lovely being in contact with people, but these sorts of meetings are another useful tool.

I’ve heard how fabricators can talk through a problem with an installer using technology, saving time and money by not having to send out a man and a van. Is this going to be the future?

Rob McGlennon: Certainly in the short term and people will become very adept at using these technologies. You don’t have to hop in a car to drive 200 miles to see someone.

Why just the short term?

Rob McGlennon: I think we’ll get used to it, but old habits will come back in. We may not do the number of visits we’ve done in the past but we’ll want to see people face to face from time to time.

www.glassnews.co.uk | July 2020

We have seen some companies really suffer but I’m presuming Deceuninck has the financial backing to withstand this difficult period?

Rob McGlennon: Yes and, to be fair, the group is very supportive and they are quite happy with how we are performing, and with performance across Deceuninck’s global business. Everyone is playing catch up as best they can but, of course, by the end of the year we’ll have Brexit to deal with.

What about recycling and the new European directives?

Rob McGlennon: We’ve spent an arm and a leg on our recycling plant in Belgium.

This whole issue of lead in old PVC-U…it’s not lead, it’s lead salt in it and I haven’t seen anyone lick a window in the last fortnight!

Do we want to go back to landfill? That’s not a good thing for our industry and our green credentials.

Has this episode affected staffing levels either by greater efficiencies by using technology or because of finance, having to lay people off?

Rob McGlennon: We need more people, we’re a growing business, Chris. We’re under pressure but we’re not rattling. We don’t want to impact the service to the customer.

All our extrusion lines and foiling lines are running and running 24 hours per day. The recovery from the middle of May until now has been staggering. Certainly better than my hopes and we’re going to need more people.

Thanks Rob. It’s always interesting talking with you…and good luck.

Rob McGlennon: And, please, let me say ‘Good Luck’ to everyone in our industry and the country as a whole as we will all need it over the next 18 months. And then, when we come out of the other end, we’ll need to all give ourselves a pat on the back.

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TRADE NEWS

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KINGFISHER WINDOWS TO FABRICATE STELLAR ALUMINIUM SYSTEM Longstanding Profile 22 fabricator Kingfisher Windows is manufacturing Stellar, the double award-winning aluminium window and door system from Epwin Window Systems.

Deborah Beeley, Sales and Marketing Manager at Kingfisher Windows, said: “We are delighted to be adding Stellar to our portfolio because it has outstanding features that will give our customers a competitive advantage.”

She continued: “It’s a very impressive system. The fully flush option is exceptional – it allows the system to stand out because there’s nothing else like it on the market.

We also value the innovative Reverse Butt Joint – it means no dummy sashes or reverse adaptor profiles are needed, which uses approximately 30% less aluminium and minimises waste. It also increases the glazed

area, which adds even more to the products’ aesthetics.”

The NHIC Strategic Forum will bring together many of the major organisations representing the home improvement sector to discuss the key issues affecting the sector as the industry moves out of lockdown during the COVID-19 pandemic. As well as trade associations representing home improvement companies, there will also be representation from Local Authority Building Control and companies within the sector.

The Glass and Glazing Federation (GGF) as the leading trade body for the glass, glazing and fenestration sectors was immediately invited and has already contributed at the first meeting held on Wednesday 24 June.

On the new Forum, Anna Scothern, Chief Executive of NHIC commented, “The Strategic Forum will be a weekly videomeeting that will provide the formal place for NHIC members and #inittogether partners to come together to critically interpret proposals, build constructive alternatives and develop a clear voice of the sector. It will provide the Home Improvement sector with a strong platform

Kingfisher Windows has been a Profile 22 fabricator for many years and has a strong relationship with the Epwin Window Systems’ team. Deborah said: “We could see Stellar delivered what we needed from an aluminium system and because it’s from Epwin Window Systems we knew we were in safe hands. The technical team was very proactive with setup and training and the inhouse marketing team worked with us to produce high-quality bespoke marketing

to represent the industry’s perspective and table solutions to key Government departments.”

James Lee, GGF Director of External Affairs commented, “With the many challenges and ongoing developments around the impact of COVID-19, it is essential for trade bodies across the home improvement sector to come together. In addition, with the return to work and the end of the BREXIT Transition Period on 31st December 2020, it will be a crucial six months for the home improvement sector and vital that we tackle the issues together.”

The GGF will represent the glass, glazing and fenestration sectors at the NHIC Strategic Forum and cascade any news and developments to Members and the wider industry as and when they happen.

For further information go to: http://www.ggf.org.uk or for consumer information generated by the GGF please visit www.MyGlazing.com

Tel: 0845 300 9356 www.stellaraluminium.co.uk

CONSERVATORY OUTLET PRAISED FOR LOCKDOWN RESPONSE The 26 independent retail installers that make up the Conservatory Outlet Network have come together to recognise the impact of the proactive support they have received during lockdown.

The retailers, who span across the whole UK, have shared their views to the Conservatory Outlet team in a collective show of gratitude, thanking them for their unwavering support and positivity given the unprecedented nature of the Covid-19 pandemic.

Speaking on behalf of the Network, Ian Joy from Invergordon-based ERG Scotland, explains: “We’re all fully aware of the largely-negative impact that Covid-19 has had on businesses across the UK and around the globe, throwing even the biggest and strongest companies into a state of upheaval.

“I have to say through, we’ve been incredibly impressed by the proactive attitude and regular, clear communication we’ve received from the Conservatory Outlet team throughout these uncertain times. They’ve proven to be a strong, steady influence and we can’t thank them enough for their support.”

Anna Scothern CEO, NHIC

James Lee, GGF Director of External Affairs

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Kingfisher Windows works in the retail, commercial and trade sectors and is Yorkshire’s leading manufacturer and supplier of windows, doors and conservatories. It has over 25 years’ experience in the industry, which guarantees a service that is built upon outstanding degrees of professionalism, reliability, efficiency and promptness.

Deborah concluded: “We are the go-to fabricator for PVC-U products in the region. With the addition of Stellar to our range, we can become the go-to supplier for aluminium as well. Installers looking to tap into the growth market for aluminium products should contact us now.”

Mark Austin, Sales Director (Aluminium) at Epwin Window Systems, said: “We are very pleased to welcome Kingfisher Windows to Stellar. They are a proactive, ambitious fabricator and we are looking forward working with them to make the most of what Stellar has to offer.”

GGF SUPPORTS NATIONAL HOME IMPROVEMENT FORUM The Glass and Glazing Federation (GGF) is fully supportive of the new home improvement forum set up recently by The National Home Improvement Council (NHIC).

brochures that will be a great point of sale.”

Richard Manser, Managing Director at 5 Star Windows in Kidderminster, continues: “It’s no surprise to us that Conservatory Outlet has delivered clear, well considered leadership from day one of the pandemic and made themselves personally available

for advice and support in all shapes and sizes. Operational guidance, online sales forums, additional product training, a new software package and first-class marketing support are just a few of the ways in which they’ve helped us navigate the crisis. As a result, we’re delighted to say enquiries are up 70% year-on-year and we’re looking forward to a swift and successful recovery.”

Greg Kane, CEO at Conservatory Outlet, concludes: “We’ve been overwhelmed and truly humbled by the show of support from our Network retailers over the past few months. Throughout the crisis, we’ve just tried to continue to do what we do best and see every challenge as an opportunity to improve. There’s no doubt it’s been the toughest trading period I’ve seen in my career personally, but we’re returning to a very strong order book and are extremely confident that the market will remain buoyant for our retail Network throughout the summer and beyond.

“We’d like to take this opportunity to officially thank our fabulous customers for their loyalty, trust and foresight during this challenging period. Here’s to a fantastic remainder of 2020!”

July 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

3 KEY TIPS FOR ANY MARKETING BUDGET DURING THE COVID-19 PANDEMIC The pandemic is taking its toll on business and now recession looms.

Brand marketing is essential for businesses to flourish post-COVID, state experts Dr Omar Merlo and Dr Andreas Eisingerich, CoAcademic Directors of the MSc Strategic Marketing (online, part-time) programme at Imperial College Business School.

“Many businesses have had to assess how to survive while consumers are spending less. A question that’s often asked during an economic slump is where to make cuts.

Misguidedly, marketing is often first on the chopping block,” says Merlo.

levels may be the only way to survive, and even gain market share from cautious competitors. A business that spends wisely can succeed as communication clutter decreases, advertising cost drops, and share of voice increases. And it can stay ahead; research shows advertising aggressively in tough economic times increases sales as well as profits.

During the 2008 financial crisis, Audi’s decision to increase its marketing spend while other car makers were more cautious elevated the car maker from a niche brand to a global leader.

2. USE A “SNIPER” INSTEAD OF A “SHOTGUN” APPROACH TO COST CUTTING If spending adjustments are unavoidable, indiscriminate cuts across the board should be avoided, as they can destroy value in the long term.

Coronavirus has affected demand for most products and services, reducing it for most, and creating two polarised opposites in others; first, industries that have experienced a huge drop in demand, like travel and leisure, and second, those that have seen an enormous spike, such as online groceries.

Merlo and Eisingerich outline three ways business leaders can optimise spending during the pandemic:

1. AVOID CUTTING THE MARKETING BUDGET

In either case, budget cuts can be attractive, whether due to lack of resources or for fear of creating demand above capacity – but companies should ultimately focus on protecting long-term spending.

3. BUDGET FOR INNOVATION After the 2008 recession, Amazon grew by 28%. This was partly down to innovative new products, such as the Kindle and e-books, which cemented Amazon in the minds of customers as an innovator that introduced a lower-cost alternative to traditional books at a time when they most needed one.

This is probably not the time for radical innovation and risky endeavours, but for relatively simple customer-centric differentiation. Brands should try to understand what customers need most and what problems they can solve for them with a view to winning customer loyalty in the long term.

These insights come from the lessons of Merlo and Eisingerich on the MSc Strategic Marketing (online, part-time) programme at Imperial College Business School, designed for ambitious graduates and motivated early-career professionals to level-up and solve the marketing challenges of tomorrow.

In March, a study by Marketing Week and Econsultancy of 900 UK brand managers showed more than half were delaying or reviewing their marketing campaigns.

But cuts for short-term benefit can have dangerous outcomes. Maintaining marketing spending at pre-COVID-19

KJM REPORT FOUR TIMES THE NORMAL LEVEL OF ENQUIRY IN MAY AND JUNE

Hampshire home improvement specialist, KJM Group has said it has seen four times the normal level of homeowner enquiry since returning to work in May. The retail business, which operates throughout Hampshire, Wiltshire, Berkshire and Surrey, said end-user demand had far exceeded its expectations with composite doors, windows and glazed extensions seeing particularly high levels of demand.

Mark Pearce, Managing Director, KJM Group said: “We came back because we were seeing very high levels of enquiry. It was sink or swim and we thought it was probably better to swim!

“I had, however, been anxious about coming back, particularly regarding how we were going to work safely in people’s homes.

Government and industry bodies weren’t clear, and at the time I couldn’t see the way

www.glassnews.co.uk | July 2020

forward. Emplas was key in helping us get back.”

Among a vanguard of companies to have returned to work on 20th April, Emplas shared its learning points along the way - and made the systems it put in place to support this process – available to customers.

“The support we received from Emplas personally gave me that confidence that we could, but has also been instrumental in helping us to trade by offering reassurance to our customers.”

This has included putting in place changed working patterns to run fixed-partner

This included those developed for its own retail business T&K Home Improvements, which continued to trade throughout lockdown.

This included a Guide to Retail Lead Generation in the COVID Era and Safe Systems of Operation for Retail, in addition to a guide to working in people’s homes.

KJM Group has also put a customer communication strategy and risk assessment in place so that it has a report on the household before attending site. This includes requirements for social distancing and instructions to leave internal doors open. Fitting teams also regularly wipe down all surfaces with disinfectant as they work and before leaving the home.

“Things are very different, we have had to change but the demand is there, including jobs quoted pre-lockdown and new business and I feel as confident as I can be about the future”, Mark said.

“We adapted the Emplas Safe Systems of Operation to our own business. It’s been really important in helping us to get back we’ve even won business on the back of it”, Mark said.

“I needed to feel confident that we could go back and work in people’s homes safely.

That’s just as much about protecting our team as it is customers.

installation teams; introducing new handwashing and sanitization procedures, tool control and wearing visors or masks.

“Emplas really did help me in getting there.”

Watch the interview with Mark here: https://www.youtube.com/watch?v=EPSeTIH-zg&feature=youtu.be

Mark Pearce, Managing Director, KJM Group

For more information on Emplas visit www.emplas.co.uk, email info@emplas. co.uk or call 01933 674880.

15

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EMPLAS REINSTATES STANDARD DELIVERY DAYS EPWIN WINDOW SYSTEMS RAMPS UP THEIR CONTROLLED RE-OPENING Emplas has said that with effect from this Monday (8/5) it has reinstated prelockdown standard delivery day(s) across its ranges.

Epwin Window Systems began a controlled reopening of their Telford operation on 4th May, 2020 and have continued to scale up their operation in line with increasing customer demand.

Clare O’Hara, Managing Director of Epwin Window Systems, said: “Since our reopening, we have continued to scale up the teams across all key business functions as demand increases. I am delighted that many of our customers have reported a brisk pickup and we have a strong level of immediate enquiries that we are actively working on.”

She added: “Of course, while it is encouraging that we are seeing increasing demand, the health and safety of our workforce remains paramount. Before we re-opened, we undertook extensive risk management assessments and developed new protocols to protect everyone. These are constantly being reviewed and updated as necessary to ensure our measures are maintained as more people return to the workplace.”

Measures that the business has put in place include ‘one way in, one way out’ systems at all sites, sanitation stations at all entrance points and PPE for employees working in roles where social distancing can be challenging. Every member of staff is taken through a thorough sign-off process when they return to work and clear signage across the company’s multiple sites reinforces the messaging.

Clare concluded: “As a business we are in an excellent position to support the needs of our customers by offering them a multisystem strategy of award-winning PVC-u and aluminium systems which deliver a full and complete product range. We are also launching our new colour offer and have developed additional marketing support initiatives for fabricators and installers so they are well positioned to take a greater share of the ‘new normal’ markets both now and in the future.”

Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

Introduced as part of its strategy for a safe and phased return to work post-COVID19 lockdown, Ryan Johnson, Managing Director Emplas, said the trade fabricator was also pulling forward its plans for the reinstatement of pre-shutdown lead times of 10 days glazed and 5-days unglazed.

“The demand we’re seeing has now moved significantly beyond our early projections.

Starting the return when we did, has given us the time and space to adapt our processes, train our teams and build capacity in a controlled, sustainable – and most importantly, safe manner.

“We’re now in a position to resume standard delivery days across core products – and critically, to do so while maintaining service levels and product quality so orders are delivered not only on-time but in full.

This included the restart of limited production on April 20th, driven by demand from the commercial sector here in the UK and its Australian retail business, Ecostar, which has remained open throughout the global pandemic.

Ryan added that the control of IGU supply through its own glass business, Padiham Glass, meant that Emplas was also able to bring reliability to glass supply.

“Installers have a lot on their hands. They’re adjusting to new ways of winning business and fulfilling orders, if they can get their glass, their windows, entrance and bi-fold doors on a single delivery – and know it’s going to be there – it takes away something to think about”, Ryan said.

Emplas has created a series of new controls to support safe deliveries. This includes the issue of PPE, face shields, gloves, sanitiser and disinfectant spray.

“We also continue to build capacity and expect to be able to reinstate our pre-Covid lead times later this month [June].”

Drivers will also go through daily health checks, including body temperature monitoring, developed in-line with the latest government guidelines for the return to work.

The trade specialist has been amongst a vanguard of window industry companies to restart its operations following temporary closure in response to COVID-19, at the end of March.

Having launched it barcoded dispatch and unloading system last year, orders are recorded digitally and in full as they’re unloaded. This forms the basis of a ‘safe digital signature’ and will be stored against

Ryan continued: “We’re very clear.

Everything we need to do needs to be safe and also sustainable. We’re now confident we have the capacity within our business to manufacture and meet growing demand – but also the processes in place to safeguard our team, our customers and suppliers.

“We’re not quite there yet but we are a long way down the road and close to getting back to our pre-Covid service levels. I would like to thank each and every one of our customers, for their support and patience while we have done it.”

For more information on Emplas visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880.

GGF URGES SCOTTISH GOVERNMENT

TO EASE RESTRICTIONS

The Glass and Glazing Federation (GGF) has written to the three Scottish Government departments, as well as a direct letter to First Minister Nicola Sturgeon, asking that the current lockdown restrictions on home improvement companies are eased to allow installers to work safely in people’s homes.

people’s homes. As long as companies are operating to the physical distancing and health and safety guidance, and have conducted a health and safety risk assessment, then it surely makes sense to allow home improvements to resume.”

Alex Gray, GGF Scotland Chairman added, “The longer these restrictions remain, the more companies within the Scottish glass Alex Gray, GGF Scotland Chairman

and glazing sector are at risk of long term sustainability and perhaps irrecoverable financial damage.”

Currently in Scotland, the restrictions regarding work during COVID-19, companies can only operate in people’s homes if it is an emergency/essential.

The letters from John Agnew, GGF Managing Director outlined how companies in England are operating within the UK Government’s “Working Safely in People’s Homes Guidance”.

John Agnew commented, “To help GGF Scotland Members resume business and for those homeowners wanting to improve their properties, we have asked the Scottish Government to consider as a matter of urgency, to allow work to take place in

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customer accounts, eliminating any physical requirement to sign against orders. These are also available to review or retrieve at a later date.

The GGF will await on a response from the Scottish Government and will cascade any information or changes with immediate effect.

John Agnew, GGF Managing Director

For further information go to: http://www.ggf.org.uk or for consumer information generated by the GGF please visit www.MyGlazing.com

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

www.glassnews.co.uk | July 2020

TRADE NEWS

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

ONLINE SALES FORUM LAUNCHED TO RECORD LEVEL OF AUGMENT ‘FIRST CLASS’ SALES APPROACH INTEREST IN HOME An online sales forum, designed to explore and share sales best practice both within and beyond the fenestration industry, has been launched by Conservatory Outlet Ltd. The exclusive group, accessible only by sales professionals employed within its Conservatory Outlet Network of retailers, officially kicked-off via Zoom on 30th March and has engaged weekly during the COVID-19 lockdown period and beyond. With participants in excess of 70 per session, the concept has proved extremely popular with design consultants, sales people and senior directors alike, all keen to discuss the latest techniques and tools to further perfect their approach.

Greg Kane, CEO at Conservatory Outlet,

explains: “We have some exceptional sales talent across the Network who thrive on teamwork and are able to spark ideas and discuss concepts that ignite excitement and energy to achieve new heights. Our concept is simple – get people talking - harness this innovative capacity and spread it far and wide so we can maximise our sales potential.

“Admittedly our forum was born out of necessity, prompted by the overnight disruption of the retail landscape we faced during lockdown, but what we very quickly realised was that there was a huge demand for this best practice sharing to continue, and even evolve. There’s already a long list of future topics covering everything from good basic selling skills

to product training and NLP. The possibilities are infinite.”

The development has already proved to be extremely valuable to the fabricator and its retail installers, supporting its teams to achieve more than £4m in sales during lockdown by applying their extensive industry knowledge to thrive in an online environment.

Sean Dennigan, Design Consultant at Network member Clearview Home Improvements, concludes: “Conservatory Outlet’s online forum has been a massive support to me personally over the past few weeks. Working from home can feel a very isolating and lonely place at times, especially when you’re feeling the pressure to perform in difficult circumstances.

The conversations I’ve been a part of have been really inspiring. Yes, I’ve learned some new ideas, but more than anything I value the camaraderie, the competition, and the comfort than I’m not alone… I’m part of something much bigger, and that gives me great confidence.”

IMPROVEMENTS

Online search traffic for home improvements is continuing to rise rapidly – with interest from consumers at an all-time high in many cases.

Leading full-service marketing agency Purplex tracks Google search data and, despite the impact of COVID-19, is reporting a surge in consumer interest.

‘Double Glazing’ has bounced back to pre-Coronavirus levels, while other search terms, such as ‘Conservatory’ and ‘Patio Doors’ are at their highest level since 2004.

Several factors may be at play here. After weeks of lockdown, homeowners are perhaps gaining a new appreciation of their home with a renewed desire to make improvements and increase living space.

However, to coincide with the lockdown, Britain has enjoyed a particularly good spell of weather, which may have contributed to an increased demand.

Purplex MD Andrew Scott commented: “It’s important to note that search traffic is not the same as intent to buy, but the market is

certainly experiencing impressive volumes of sales leads.

“We don’t know whether this is a ‘flash in the pan’ or whether demand will continue.

But as home-working is now set to rocket while long-haul holidays are likely to be postponed this year, the signs are positive.”

Andrew Scott launched Purplex in 2004 after acquiring, building and selling several companies in the glass and glazing industry.

Today the agency partners with ambitious installers, fabricators and suppliers throughout the industry and has specialist teams in digital marketing, web design and e-commerce, PR and social media, and video production. www.purplexmarketing.com

DROP IN SALES FORCES BUSINESS REVIEW FOR VEKA PLC. Burnley based uPVC window system company VEKA plans to launch a consultation process, which unfortunately may result in job losses.

mitigate the effects of COVID-19 from arranging financial support to putting all non-essential spend on indefinite hold. However, upon our return on the 11th May and speaking with our customer base over recent weeks, we have identified some significant customer losses - one of whom went into administration just last week which will have a substantial impact on our business.”

In March this year, Burnley based uPVC window system company VEKA made the difficult decision to temporarily close operations in the UK and place most of its staff on Furlough due to the COVID-19 Pandemic. Having reopened on 11th May 2020, albeit in a controlled and scaled manner to fulfil a returning demand from customers, it has become clear in the recent weeks that the business is not going to bounceback to pre Covid-19 levels and as such action must be taken to rescale the business in light of significantly reduced sales.

VEKA plc started the process yesterday, Monday 15th June, initially looking to establish an employee elected committee responsible for taking group redundancy consultations and from there VEKA plc will follow the process as set out by relevant employment law rules & regulations.

Managing Director of VEKA plc, Dave Jones said; ‘VEKA plc has taken a number of actions over the past months to

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“Having taken all available options to us to ensure our business remains sustainable, we are now forced to take more prudent approach to all company expenditure and to review the resource requirements in light of this predicted drop in sales. That said, at this stage we cannot confirm exact numbers of potential redundancies, however we will

continue to monitor situation on a daily basis throughout the process.

This is not the year we, the board of directors, had planned for VEKA plc in 2020 and we are disappointed that COVID-19 has had such an impact on our economy, industry and business despite the strong support packages from the government and saddened that this will ultimately result in losing valued employees” continued Dave Jones, Managing Director of VEKA plc.

Tel: 01282 725320 – www.veka.co.uk

July 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

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Each Liniar deck kit is made to order, leaving no waste.

BuiltLiniar on a deck robustkit steel sub-frame, all components are Each is made to order, leaving no waste. pre-cut and easy to install, and eveyrthing you need Built on a robust steel sub-frame, all components are to complete the job is supplied in the kit. Balustrades pre-cut and easy to install, and eveyrthing you need can be foiled to match windows and doors, offering a to complete the job is supplied in the kit. Balustrades perfect match for homeowners! can be foiled to match windows and doors, offering a perfect match for homeowners!

Liniar’s PVCu and composite decking offers added value with a window installation Liniar’swhen PVCupaired and composite decking offers and added allows installers to gowith above and beyond on a job. value when paired a window installation and allows installers to go above and beyond on a job.

British-made, all of Liniar’s deck kits are manufactured right here in England at its Derbyshire facility, by a British-made, all of Liniar’s deck kits are manufactured team with over 500 years’ industry experience. right here in England at its Derbyshire facility,Visit by a www.liniar.co.uk/decking-kits for further details. Visit team with over 500 years’ industry experience.

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www.glassnews.co.uk | July 2020

www.liniar.co.uk | decking@liniar.co.uk | 01332 883900

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WINDOWS

The UK’s Leading Glass & Glazing Newspaper

MORE MARKETING SUPPORT

FROM THE RESIDENCE COLLECTION

The Residence Collection continues to be highly visible and proactive throughout the COVID-19 pandemic and as we come out of the other side in a measured and disciplined way. This has been to support trade partners and to encourage consumers with increased interaction, through a number of social media channels.

These trade partners have been inspired with several educational e-bulletins over the course of April and May focusing on photography and social media tips, two areas that The Residence Collection excel at. In addition, e-mail

has been again used as the broadcast platform to announce a number of product system overviews for R2, R7, R9 and RD and this information has been widely digested by an audience keen to learn about what can be done from a marketing perspective, during an unprecedented lockdown.

There’s also been a new ‘Welcome to The Residence Collection’ portfolio launched which includes all marketing assets including brochures, logos, social media details and also a new Showroom Guide. This handy document enables installation partners to assess what can and should

be done to maximise their sales opportunities as they return to work.

Communications from The Residence Collection and sister brand, Window Widgets, have been regular throughout the shutdown, with detailed notices being sent out about how they have safely returned to work with staff well-being top of their agenda. Social media interactions have been greater than ever, with members of the marketing team working remotely so that they can engage with more homeowners than ever before.

Sarah Hitchings, sales and marketing director of The Residence Collection

commented: ‘It’s been a conscious effort to be highly visible throughout this pandemic, to help assist with installation and manufacturing partners, but also to engage with consumers. Social media has never been so active and in time we expect this level of engagement to help

ignite sales as we come out of full lockdown.’

For further information please visit www. residencecollection. co.uk and www. residencecollectiontrade. co.uk. You can request a free brochure pack including the impressive My Residence Magazine

via e-mail at journey@ residencecollection.co.uk or by calling 01452 348650.

You can also add to their following on Twitter @ residence9 and engage with them on other social media platforms including Facebook, LinkedIn, Instagram, Pinterest and Houzz.

MASTERFRAME WINDOWS STAND VIRTUALLY BEHIND THEIR CUSTOMERS During lockdown the Directors at Masterframe continued to work, talking to customers via one on one zoom meetings to get a feel of how they were weathering the storm both personally and commercially. They then took the time to a look at how they could help minimise the impact on their customer’s businesses and help them to emerge from the crisis with a distinct advantage by generating interest in their products.

They looked at new research on the Internet Retailing website on how Covid-19 is changing the way shoppers buy. According to the research on the site four in 10 UK shoppers say that Covid-19 will fundamentally change the way they shop, and suggests retailers and others should now look ahead and plan to meet the needs of the consumer of tomorrow. “Some 42% say that the way they shop will fundamentally change as a result of Covid-19, and 26% say they will pay more for local products, 25% for trusted brands and 24% for ethical products. More than half (57%) say they’ll spend more on those that are supporting the community, while 63% are more likely to buy from those taking measures to fight the outbreak.”

Carol Slade, Managing Director of Masterframe says “It became clear to us that the pandemic was fuelling the growth of a stay at home economy. The way forward was therefore to build positive virtual experiences for retail customers so that their safety was assured and they were still able to explore all their options in a very real way. This in turn would help our network of installers to keep them engaged and interested enough to take the next step.

In spite of all the uncertainty, we decided the right thing to do would be to invest and immediately offer our Bygone Installer Network, FREE virtual showrooms produced by a professional production company. These virtual showrooms would include sight of all their products and although we would finance the videos of the hotspots highlighting our

20

products, they were free to do the same for their other products at their cost. Installers would then have a dynamic sales tool ready to send to their customers at the touch of a button.”

Carol continues “To date we have produced five videos and are working hard to roll out the programme over the next couple of months. We are also to shortly do a comprehensive virtual tour of our own showrooms and a full corporate video which we will share with our customers for their own websites. The virtual tour of our premises, complete with hot spot videos illustrate the quality of our sash windows and how they are made. This transparency will help to forge a connection between Masterframe and the retail customer, assuring them that they are buying a product produced by specialists whilst supporting British manufacturing.”

The offer has been well received with Bygone installers sending testimonials over to Masterframe. Tommy Rose, Director - Barnet Window Company says “During these difficult and unprecedented times, Masterframe have distinguished themselves from our other suppliers with their proactive approach to supporting us. The virtual showroom is exactly what is needed at this time to help us provide the very best service to our customers. The fact that it was conceived, discussed directly with us and other retailers, and then affected within days of its conception is testament to the positive approach of Alan, Carol and the rest of the team. Thank you!”

Edward Burgess, Director - Burgess Group had this to add “We were encouraged by the Directors and team at Masterframe to have a virtual tour video undertaken free of charge at our showroom. We already had a Google version but the virtual tour offered by Masterframe was far superior, offering customers a much clearer vision of our products.

We are looking forward to investing in phase two when we will add hot spots and video links for our other products to accompany those added for the Bygone Collection by Masterframe. This has been a helpful tool whilst the public have been unable to visit us. Even when life returns to normal we will use the virtual tour as a teaser to inspire customers to arrange an appointment.”

The virtual showrooms are part of a greater plan to make Masterframe an attractive commercial partner with a genuine interest in the success of their customer’s business.

If you are interested in becoming a Bygone Approved Installer, please call John Samuels on 01376-534110 to find out if there is a post code available in your area. John can also assist you with more information on virtual videos or our corporate video. For more product information please call our sales team on 10376-510410 or visit the website www.masterframe.co.uk.

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

TRADE NEWS

CHOICE SERVICE SUPPORT QUALITY RESPONSE FLEXIBLE When you partner with Roseview you’re not just buying industry-leading sash windows, you’re getting a lot more. You’re getting what 40 years experience has taught us—that installers want products, service and support they can rely on.

That’s why partnering with Roseview for sash windows is the smart choice.

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01234 712657 www.roseview.co.uk 21

EXCLUSIVE INTERVIEW: ROSEVIEW

The UK’s Leading Glass & Glazing Newspaper

ROSEVIEW WINDOWS RETURNS FROM LOCKDOWN TO A LARGE AND EVER-GROWING ORDER BOOK As the glazing industry returns from lockdown, Glass News’ Editor, Chris Champion, talks to Mike Bygrave at Roseview Windows about consumer confidence, how well business has returned and what’s in store for the future.

Can we start with the burning question: Is the homeowner starting to order products?

Mike Bygrave: Absolutely they are. Since we returned from lockdown our direct enquiries that go out to our approved installers have gone through the roof.

Were these orders that were already in the pipeline or is it new orders coming through from the installers?

Mike Bygrave: Both. Of course, we had windows already in the pipeline prior to lockdown but, on return, we didn’t know how many of those would be live – would they be cancelled, would they be postponed? In fact, I think we had just one job cancelled when we got back on May 11th. Everything else was live. Most of our trade customers came back at the same time and, since then, the installers and homeowners have been on the ‘phone - actually mostly digital - so we are getting enquiries all the time, and at record levels.

I can show you a graph: we record enquiries every single day and you can see that June is already above the average enquiry level and we are only half way through the month.

You can see in the bottom graph where enquiries simply fell off the cliff at lockdown and since then the enquiries have been growing and growing.

What’s interesting, Mike, is you’ve got April showing higher enquiries than January and February.

22

Mike Bygrave at Roseview Windows

Mike Bygrave: We were having a good year before lockdown. It dipped in March for a week or so and then started to grow again.

From March 23rd everyone was at home and that was when the enquiries started to go up.

So you came back to work on what date?

Mike Bygrave: We returned on May 11th.

We had a team working at home throughout lockdown – a couple of sales staff, finance and all the directors were working but all the production side was furloughed.

What’s evident from the graphs is that you had a tremendous level of enquiries in May even though you didn’t actually return to work until the 11th.

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

EXCLUSIVE INTERVIEW: ROSEVIEW Mike Bygrave: I don’t know if it’s across the board but there are fabricators we talk to regularly and it seems that many are having a similar experience with enquiries being buoyant.

How about the supply coming into you so you can manufacture? Has that been disrupted badly?

Mike Bygrave: We haven’t really had a problem with that. We hold a large amount of stock as one of the biggest, if not the biggest vertical sliders manufacturer. Our suppliers pretty much returned at the same time as us so material from suppliers has not really been a problem.

Mike Bygrave: Sales staff were working from home and were on the ‘phones and email all the way through. Some are still working from home. They were handling enquiries as they came in although the trade enquiries obviously dropped off. The homeowner enquiries that we would then pass through to the trade to our installer network just went through the roof,

I think that’s quite interesting because we seem to be working differently now and using the technology. I’ve heard from some people that they are actually cutting down on visits by talking people through an issue on the ‘phone, Zoom or whatever. They can talk a customer through a problem or even show them how to do it and all without sending out a man and a van. Is that going to be the future?

Mike Bygrave: Absolutely. We don’t actually install anything but we were on the path of using technology well before lockdown.

Lockdown has demonstrated that the digital path is the future, it was the way things were going but this has just accelerated it. For instance, we work closely with the Tommy Trinder software, the idea being that the installer could take the software into the home and show the products and quote for them on the spot. But, of course, that can all be done remotely and we’re working closely with Tommy Trinder to make sure our products are on their system so people wanting to buy sash windows can demonstrate our products to homeowners.

And are the installers picking up on the opportunities that technology affords? www.glassnews.co.uk | July 2020

Mike Bygrave: We were talking to most of our customers prior to lockdown and they were really interested in it. There were some not interested but now they can’t get enough of it. They are actually clamouring for it!

Apart from Tommy Trinder, is Roseview using other technologies too?

Mike Bygrave: Yes, like other people we’re doing Zoom meetings and Microsoft Teams.

We’re producing a lot of video content in-house. Our digital agency is producing three new websites with lots of tools and gadgets that let people do far more research and go further down the buying process with us before deciding that they now need someone to buy from, and install the products.

Have you heard from other people as to what their experience is?

You are very much a specialist in vertical sliders: have you heard much from other fabricators of casement windows?

market faces pressure, the higher end of that market faces less pressure than the lower end. We’re at the higher end of the market so I would say we can withstand that pressure and our part of the market will fair better than some others. I don’t have a particular concern although it is sensible to be cautious. We’re not spending what we would normally spend; we’re being careful as there is bound to be some sort of dip when the furlough scheme comes to an end because people will start losing their jobs, unfortunately.

The economy will have an affect on the market. So we’re cautious but also trying to follow our plan. That includes strengthening further our position in the sash window market and also looking at other things.

Looking at the graphs you showed me earlier and looking at the progress since returning to work, how quickly do you think it will be before you are back in the same position as you were pre-Covid? I’m meaning financially?

I wonder if this experience will have helped people’s patience – maybe not demanding ever diminishing lead times? Maybe they’ll be prepared to wait until products are ready rather than push, push, push…

Mike Bygrave: You have to take March and April out of the equation – those months have just disappeared. They’re a big hole.

Aside from that, as far as enquiries and sales we’re back to where we were pre-lockdown, even now. That will continue but whether it keeps going up we don’t know. We’d like to think so but it can’t keep going up at the rate it has over the last few weeks. So we might not make back two entire months worth of work but certainly it will be a normal year otherwise. That’s the indications at the moment.

Mike Bygrave: Short term, possibly, but I’m not convinced it will in the long term.

When we first came back our lead times were long. We came back to an order book for a lot of windows and we only had 20% of our staff. Our lead times went out and everyone was very understanding. But now, four weeks later they’re not quite so patient!

It’s understandable because installers were locked down too and now they’ve got to put windows into houses. I think, and hope, that it will get back to normal expectations because that means that we have all got back to normality.

And as far as the future is concerned, where do you go from here? Is it more of the same or is it looking at new products or new markets? Do you have to re-think what Roseview does or are you quite confident the market will hold for vertical sliders?

Mike Bygrave: A bit of all those. I’m very confident the market will hold for vertical sliders. The experience of the last recession, the experience of Brexit and now the experience of Covid, says that when the

It seems that Roseview Windows has returned to normality relatively easily…

Mike Bygrave: I’d like to say it was all dead easy but, in truth, we have had to do an enormous amount of organising to ensure safety and social distancing in premises that could be described as snug! You won’t believe the amount of yellow and black tape we have used to mark out areas. Perhaps we should change our corporate colours to yellow and black!

Maybe we leave it there! We’re looking at the new ‘normal’.

Mike Bygrave: Absolutely! And the new normal looks rosy.

Many thanks for your time and your insight, Mike.

23

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

CLEAR VISION

AS FIRE WINDOWS FIRM LAUNCHED A company focusing on manufacturing and installing high quality aluminium fire rated windows, doors and curtain walling has been launched in the West Midlands.

Alex Sutherland, managing director of PWF, will lead the ambitious company’s drive to dominate the fire rated glazing market and extend its manufacturing facilities.

He said: “The launch of the new brand was an obvious next step. Over the past 12

future growth. We are planning to become the supplier of choice for fire rated windows in the whole of the UK. We expect to achieve fairly rapid growth, which will involve further investment in the latest fenestration technology and in our highly experienced team.”

The company will work closely with Reynaers Aluminium as certified Fire Safe Partners to deliver their full suite of class leading fire rated products.

PWF has held the Certifire accreditation to manufacture fire rated aluminium windows for well over a year, said Alex. “We have now partnered with Reynaers Aluminium as one of the very few approved Fire Safe Partners. Having now launched our new products, we already have a very strong order book and we’re excited to push our fire division forward.”

Fire Windows Direct aims to take advantage of an increasing demand for aluminiumfire rated glazing products at private and public sector property developments across the country.

Based in Aston, Birmingham, the business is part of Performance Windows Fabrications (PWF), under the umbrella of Six-Twenty Group. It has assembled a highly trained team of fenestration experts with more than 100 years’ experience between them.

“We pride ourselves on being experts in the fire rated sector and, through an on-going programme of training, we will strive to remain at the forefront of changes in legislation and advances in technology.”

Alex Sutherland has launched Fire Windows Direct

months we have seen a huge increase in the amount fire rated orders we are getting. We now want to take that specialism forward to eventually become a stand-alone niche supplier.

“We pride ourselves on being experts in the fire rated sector and, through an on-going programme of training, we will

strive to remain at the forefront of changes in legislation and advances in technology.

Each and every employee under Fire Windows Direct will undergo an intensive fire training programme at Reynaers’ HQ in Belgium.

“These are exciting times for Fire Windows Direct and we have a clear vision for our

Alex added: “Reynaers, which has its UK headquarters in Birmingham, is one of the world’s leading systems and it has a strong focus on the UK market. We have formed a very strategic partnership with them and hope to be the catalyst of their growth in the UK within the fire rated sector. We are targeting architects, fabricators, installers, main contractors, and end users – there is no-one in the sector that we couldn’t sell to. There are many routes to market that we can explore.”

Richard Hall, manager director of Reynaers, said: “When it comes to fire safety, there’s no room for compromise, which is why each of our fire-rated systems not only look the part, but also deliver all-round performance. We’re proud to see the launch of Fire Windows Direct and are excited to welcome them on board as certified Fire Partners.

“Being a member of our Fire Partner scheme reflects their commitment to fire safety and, as part of this, we will work closely with them to deliver specialised training programmes for their whole team, ensuring only the highest standards when it comes to fabricating and installing fire-rated systems for projects across the UK.” Fire Windows Direct is one of the UK’s leading manufacturers of aluminium fire rated windows, doors and curtain walling. In partnership with a range of customers, from architects and construction contractors, to property developers and fabricators, we have delivered tailor-made glazing solutions for all market sectors.

Visit: www.firewindowsdirect.co.uk

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July 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

BRITISH ATTITUDE TO FACE MASKS RISKING SECOND WAVE OF COVID-19 New survey reveals Brits reluctant to wear protective masks as UK transport secretary makes them mandatory on all British transport from 15 June. *** John Gordon, founder of Cradle Masks and inventor, an engineer and a product developer who has spent much of his career in China, manufacturing specialist survival clothing, is available for interview/broadcast media *** New British brand, Cradle, aims to normalise and encourage use of masks in public with launch of anti-virus face masks that raise money for the NHS New British brand Cradle has launched a range of protective anti-virus face masks, as Grant Shapps announces that face coverings will soon have to be worn by everyone on public transport.

The new government directive comes on the back of a worrying report that shows that, of six countries surveyed, Brits are the most reluctant to wear a face mask to protect themselves against the virus, are the least aware of the protection masks can offer, and are only half as likely as those in other countries to wear one. The study demonstrates how lack of awareness about using face masks is putting the UK, already carrying the highest death toll in Europe,

at greater risk of non-compliance and of experiencing a second wave.

More than 50 countries, including Germany and France, have made wearing face masks mandatory in public. Our European neighbours have all learned the lessons from Asian countries such as South Korea and Hong Kong, where masks are commonly worn and infection rates have remained low. To date, Hong Kong, where 98% of its residents wear masks, has recorded only four COVID-19 related deaths in a densely packed population of 7.4 million.

The brand welcomes the government’s move, but Cradle is campaigning to normalise and encourage the wearing of masks everywhere in enclosed public spaces as a vital protective measure against a second wave during this crucial easing of lockdown. To help encourage this change in attitude, Cradle has committed to giving a donation for every mask to the NHS: 50p for every KN95 mask will be donated to the NHS Charities Together fund to help support those caring for people with the disease.

Dr Iain Ashworth, one of Cradle’s medical consultants explains: “Scientists are still arguing about how fast we should be coming out of lockdown with many saying it is too soon. I believe that face masks should be mandatory everywhere right now to help prevent the dreaded second wave.

We know that wearing a face mask feels alien to most people in the UK - but this is no time to worry about looking a bit silly.

If you want to get out of the house and start reliving your life then you need to be wearing a face mask.

Along with washing your hands regularly, wearing a mask is your most important protection against this virus - they protect you and they protect the people around you if you are unknowingly carrying the virus but not showing symptoms. It’s no coincidence that the countries with the lowest COVID-19 infection rates are also the ones where people have been wearing masks.”

CRADLE MASKS Protective face masks can be a confusing area for the general public with various standards and certifications. Cradle aims to simplify the market by assembling a selection of the best quality, highperformance anti-viral face masks at a range of price points. All offer significantly higher protection than cloth or homemade versions.

Cradle believes that the NHS needs more than a weekly round of applause, and is

donating 50p for every KN95 mask sold to support the NHS Charities Together.

Cradle’s top of the range KN95 respirator mask (sold in packs of five) offers the best protection available to the public. Its four layers of micro-filtering and a super fine biodegradable mesh textile filter out in excess of 95% of particles as small as 0.3 microns, including airborne virus-laden moisture, saliva and bacteria.

There are two other surgical style masks in the range, one of which is certified for clinical use, and a child’s size mask.

The team behind the Cradle masks is expert in fabric technology and manufacturing and reinvests profits in to R&D to improve products and performance. The company continually monitors the market to ensure it offers the best value, comfort and practicality.

Cradle masks are all fully certified and compliant with the relevant international regulations and standards. www.cradlemasks.com

POST-LOCKDOWN BOOST FOR MORLEY GLASS & GLAZING Morley Glass & Glazing has achieved a 35% increase in production of its sealed units with integral blinds inside compared to pre-lockdown manufacturing levels.

Last week the £18m turnover company manufactured 3400 integral blinds compared to a weekly average of 2500 which was typically produced prior to lockdown.

Managing Director Ian Short said: “We were closed for six weeks, as directed by the Government, but since our return to work in mid-May, demand has been higher than ever. At first, we thought it was everybody playing catch-up and fulfilling existing orders; and we were expecting orders to drop. But demand has increased and there is no sign of it abating.

“We suspect that as many people have been working from home or have been spending

26

more time at home on furlough, they have been reviewing their properties and deciding to invest in home improvements including the installation of new doors and windows – many with integral blinds inside. The fact that most people will not be able to take holidays abroad this summer, also means there may be more cash for home improvements and creating more suitable, longer-term home working and home entertainment environments.

“This is great news for the industry and long may it last. Everyone is adapting to new ways of working, observing social distancing and implementing new measures that give consumers confidence that they can safely improve their homes during the COVID-19 period.”

Morley Glass & Glazing manufactures Uni-Blind sealed units with ScreenLine integral blinds inside. The blinds are

available with a choice of five operating systems including manual, cordless, solar controlled and fully automated. Slimline blinds for composite doors and vertical sliding sash windows are also available.

Morley has recently launched fire-rated Uni-Blinds in a partnership with fire glass manufacturer Pyroguard. And most recently the company has invested in an app that allows users to operate the electric blinds from their smartphone or tablet.

Morley Glass & Glazing also holds £1m of ScreenLine spare parts and accessories in stock for order from its website with next day delivery.

All orders placed for Uni-Blinds sealed units by 11am every Friday are delivered in just 10 days. Delivery is free to mainland UK addresses.

For more information visit www.morleyglass.co.uk.

July 2020 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

ANGLO ADDS NEW CLIENTS AND HALF-A-MILLION IN NEW BUSINESS IN ‘LOCKDOWN’ Anglo European has said it added more than half a million pounds in new business during lockdown and into the first week of June.

Returning to work from start of May following temporary closure in response to Government guidance on Covid-19, Anglo said it had seen demand exceed its forecasts.

This included the signing of five new accounts in May, plus, four in the first week of June, with a further four expected to agree terms before the middle of the month, representing new business win of half-amillion pounds.

Lee Marriott, Group Business Development Director, Anglo European, said this would mean volume would be back at 60% of its pre-Covid level by the month’s end.

He said: “The demand we have seen has been significantly over and above what we projected – and we spent a lot of time projecting. It’s being driven by three things.

“The second, is that a lot of companies are looking to sure-up their supply chain. A number of reinforcement suppliers didn’t come back last month - and in fact still haven’t come back.

“People are shifting supply to where they can get product, but I think they’re also

“It’s not just reinforcements, we’ve seen increased demand for aluminium bi-fold cleats and bay couplers.”

“Then third, they get that they can make savings. They’ve used lockdown to look at costs and their overheads and when they can take them out, without impacting on quality, they are.”

The Government has been busy in the last few days issuing a large number of updates and changes to the various support packages available for businesses in the UK. CORGI Fenestration has published links to the most relevant to the glazing installer and fabricator sectors on its website. As with its previous Covid-19 documents these are free for all to use and can be accessed here: www. corgifenestration.co.uk/ changes-to-covid-19government-guidance/

Coronavirus Job Retention Scheme and Changes to the Coronavirus Job Retention Scheme,” commented Jacqui Crawford, CORGI Fenestration Chief Operating Officer. “We have published links to the nine most relevant documents and advice in an attempt to make life just a little bit easier for our industry.”

CORGI Fenestration will publish further advice and support materials and links to relevant Government

support initiatives as they become available.

Other subjects covered by the links published today include: How Different Circumstances Affect the Self-Employment Income Support and Scheme and Check you can Claim a Grant Through the Self-Employment Income Support Scheme.

For further information on CORGI Fenestration go to: www.corgifenestration.co.uk

“The Government has provided updates on previous advice and schemes published through March, April and May and new support materials covering the likes of Calculate How Much you Can Claim Using the

In buying reinforcement direct from Anglo, fabricators can cut the price they paid for steel reinforcement by 30-40%.

The figures, which are based on buying-in cut-to-size reinforcement, represent the culmination of labour and employment costs, reduced wastage and the lower unit price achieved through direct supply.

Modelling by Anglo reveals significant savings for even smaller fabricators, with those manufacturing only 100 units a week achieving average savings of £235 a week or £12,220 a year. The potential savings for those manufacturers producing around 1,000 fpw runs as high as £2,354 a week or £122,408 a year.

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“The first of these is that the demand for product has been high and money is flowing throughout the supply chain.

looking to buy from UK suppliers. We manufacture in the UK in steel made in the UK.

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Savings for larger fabricators are, according to Anglo, even more impressive - up to £184,000 per year for manufacturers doing 1,500 fpw and £240,000 a year or more for those making 2,000 fpw.

“It’s not just reinforcements, we’ve seen increased demand for aluminium bi-fold cleats and bay couplers”, Lee added.

“Anglo has been around for a long time, we’re a British business, sourcing raw materials and manufacturing product in the UK. People don’t want to miss out on orders because they’re waiting on their steel reinforcement order.

“Things are moving too fast.”

For more information about Anglo European visit www.angloeuropeangroup. co.uk email enquiries@angloeuropean.net or call 0161 231 2354.

28

Name: Tel: Address: Postcode: Email:

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper THE AWARD WINNING

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29

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

IN UNCERTAIN TIMES, YOU NEED A PARTNER YOU CAN TRUST

As the economy slowly begins to start turning again, all industries will now turn to recovery and companies will be looking to bounce back as quickly as they possibly can.

The good news is it can be done, provided you have the right marketing partner to help you navigate your business through the uncertainty.

THE RIGHT TEAM

With the industry starting to open its doors again, Purplex CEO Andrew Scott explains how, if you want to bounce back as quickly as possible, you will need a marketing partner you can trust and the right team behind you.

The coronavirus crisis has provided almost every industry in the UK with unprecedented challenges, with many businesses seeing a sharp decline in revenue, throwing the country into an economic meltdown.

30

As the leading full-service marketing agency, and glazing industry and building products specialists, we have been trusted by hundreds of companies across a range of sectors since 2004 and we can draw on more than 30 years of experience in helping those across the trade, retail and commercial sectors through some of the most turbulent times.

Backed by an award-winning team of 70 marketing professionals, you will have the right skills and resources to support your business through these challenging times.

Our team combine in-depth industry knowledge with marketing expertise to focus on measurable, outcome-based strategies. We also practice what we preach as not only did we survive through the 2008 recession we also grew as a company.

THE RIGHT SUPPORT AND ADVICE After a crisis there is always a period of adjustment and the unprecedented nature of the Covid-19 pandemic is likely to mean that any “new normal” lasts for much longer.

But with any “new normal,” comes new opportunities and it will be those companies who pivot their business and marketing strategy now that will could out winners as things get back on track.

At Purplex we can help you pivot your marketing and communications strategy to be where your customers are and discover new ways of doing business and growing your sales pipeline.

We can advise you on where best to deploy your marketing budget both now and moving forward, how to manage your brand during uncertain times, and share relevant business and marketing insight.

Whether it’s implementing a fully integrated digital, creative and PR strategic marketing plan, or simply developing a one-off project such as a website or video, Purplex have got it covered.

THE RIGHT RESULTS Now is not the time to switch off your marketing. Companies who invest in their brand and marketing during uncertain times bounce back sooner and grow faster than those who don’t.

For example, we were able to generate more qualified sales leads for clients in the first week of May than in the ‘January Sales’ rush and also helped them to achieve 157% more Facebook leads year-on-year in April with 58% less budget, a 61% drop in cost per lead via Google Ads, and a 40% drop in Cost Per Click (CPC).

So, while consumer confidence will have taken a hit over the last two months, the customers are out there, and you need to be ready to take advantage.

The next few months will be challenging for every sector, but if you want to recover from uncertain times and build a solid base to move forward from then you need a safe pair of hands to guide you.

For more information, contact 01934 808132 or email grow@purplexmarketing.com.

July 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

GQA ROLLS OUT NEW COVID-19 GUIDANCE

Following publication of the English government’s COVID-19 recovery strategy document GQA Qualifications, the fenestration industry’s leading awarding body, has rolled out clear new guidance to its network of over 100 approved centres.

themselves to submit photographic/video evidence and detailed personal statements on work carried out so that assessors can use one of the tools above to ask relevant underpinning knowledge questions.

The guidance aims to minimise disruption and inconvenience for students whilst simultaneously maintaining and monitoring the validity and integrity of qualifications sought.

“Here at GQA we are confident that many of the suggested ways of working during this time will be continued going forwards. Indeed, some of the feedback we have had has been along the lines of ‘We will probably be asking ourselves why weren’t we doing this before?’ We’re also very pleased to report that our guidelines have been warmly received by our approved centres.”

Mick Clayton, the organisation’s Chief Executive Officer says: “In its strategy document the English government made it clear that the construction sector should be operational, albeit safely. For the fenestration industry this means that employees should be able to continue to pursue qualifications and upgrade or improve their knowledge during the virus crisis.

“In our guidelines for our approved centres we have drawn attention to the need for flexibility from assessors. For example there is a lot of technology that can be used to help reduce the need for physical visits or meetings. Assessors can pick one of several tools such as audio recordings, Skype, WhatsApp, Zoom and other platforms to record question and answer sessions or professional discussions.

Additionally, we have guidance on how remote video and photography can be used as evidence of practical activities.

We are also advising assessors to encourage candidates

“Other areas covered in our guidelines include for example using communications technology to gather meaningful witness testimonies from supervisors. As many centres move away from traditional, hard copy portfolios, other options are encouraged such as e-portfolio, uploading to GQA online and scan then email.

distancing and other measures to protect the safety of centre staff and candidates.

Working towards qualifications and identifying learning opportunities remain important during the pandemic, and GQA’s network of over 100 approved centres is key to facilitating qualifications attainment, not just in England, but Scotland, Wales and Northern Ireland also.

More information on GQA is available at www.gqaqualifications.com.

Testimony of this appreciation has come from comments such as the one received from Jim Swainston at the GQA approved centre, Northern Skills Group, the commercial training arm of Middlesbrough College: “The college works with a number of awarding organisations, and in a cross-department meeting the guidance given by GQA was identified as being extremely useful, and it was good to see that GQA was being proactive and prompt in issuing clear and comprehensive advice.”

As well as the guidance for onsite assessment, GQA Qualifications has also issued some clear additional advice to centres around classroom delivery to ensure social

GGF WELCOMES NEW GOVERNMENT PLANS TO BOOST CONSTRUCTION New measures to help the construction industry boost building and return to work safely will be introduced this week, Housing Secretary Robert Jenrick MP announced on 22 June 2020).

The key measures include: • Planning permission deadlines will be extended • Planning appeals will be sped up • Builders will be allowed more flexible working hours following agreement with their local council On the changes John Agnew, GGF Managing Director commented: “We welcome these new measures to accelerate work and ensure the health and safety of workers and customers. This a big step in the right direction for construction, but the GGF will continue to push Government for more consumer incentives such as reducing the VAT on installations, to boost the home improvement market.”

Planning permission usually expires after three years if work has not started onsite.

Sites with consent that have an expiry date between the start of lockdown and the end of this year will now see their consent extended to 1 April 2021. This will prevent work that has been temporarily disrupted by the pandemic from stopping altogether.

www.glassnews.co.uk | July 2020

The government estimates that by the end of this month alone, more than 400 residential permissions providing more than 24,000 new homes would have expired. The new measures will help these developments and more resume as the economy recovers.

New measures will also permanently grant the Planning Inspectorate (PINS) the ability to use more than one procedure - written representations, hearings and inquiries - at the same time when dealing with a planning appeal, enabling appeals to happen much faster.

More flexible construction site working hours during COVID-19, will also make it easier for construction worked to follow public health guidance onsite and by staggering builders’ arrival times, public transport will be less busy and the risk of infection will be reduced.

Housing Secretary Rt Hon Robert Jenrick MP said: “These new laws will enable us to speed up the pace of planning appeals and save hundreds of construction sites from being cancelled before they have a chance to get spades in the ground, helping to protect hundreds of thousands of jobs and create many others. Taken together, these measures will help to keep workers safe and our economy moving as we work together to bounce back from the pandemic.”

The new plans build on measures to support the economy and protect the capacity of the construction sector, including; • Introducing more than £330 billion of loans and guarantees to help firms continue operating • Deferring self-assessment payments until 2021 – crucial for a sector in which many are self-employed • Providing households across the country with reassurance such as 3-month mortgage holidays, including for landlords, alongside a ban on tenant evictions which has been extended to 5 months

John Agnew GGF Managing Director

• Safely reopening the housing market, helping estate agents, conveyancers, removals firms and the wider construction and property industry to return to work while following social distancing guidelines • Launching a Charter with the Home Builders Federation, helping construction sites reopen in line with health and safety guidance The GGF continues to communicate with key Government departments on a regular basis to raise the industry’s concerns and to ensure the latest Government information is relayed to GGF Members and the wider industry.

Robert-Jenrick MP, Housing Minister

For further information go to: http://www.ggf.org.uk or for consumer information generated by the GGF please visit www.MyGlazing.com

31

TRADE NEWS

32

The UK’s Leading Glass & Glazing Newspaper

July 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

IN UNCERTAIN TIMES YOU NEED A PARTNER YOU CAN TRUST Sometimes, you need a safe pair of hands to help you navigate your journey. Purplex is the marketing consultancy that supports companies across trade, retail and commercial sectors. With deep industry knowledge and commercial insight, we have the skills and resources to support your business.

Strategic Marketing Consultancy Industry Insight and Analysis PR and Marketing Comms Advertising and Lead Generation Websites and Online Marketing Branding and Creative

Contact us now for a no obligation review or confidential advice.

T: 01934 808 132 E: grow@purplexmarketing.com www.purplexmarketing.com

@Purplexuk www.glassnews.co.uk | July 2020

/Purplex-marketing

/Purplexmarketing

/Purplexmarketing 33

Q&A: FIT SHOW

The UK’s Leading Glass & Glazing Newspaper

FIT SHOW EVENT DIRECTOR, NICKIE WEST SPEAKS EXCLUSIVELY TO GLASS NEWS In true pandemic fashion, with face to face interviews out of bounds, FIT Show director Nickie West answers a series of questions about the FIT Show 2021 sent to her by Glass News’ Editor Chris Champion.

Has lockdown impacted the conversations that you have been having with exhibitors and prospects?

Nickie West: Like most businesses, we were very sensitive to the uncertainty that COVID-19 has created in almost every area of home and business life. Our initial response was to serve as a portal to share news and content from the FIT

Nickie West, FIT Show Director

Show community. We saw a huge uplift in social media engagement and spent a large proportion of time checking in with exhibitors and making sure that everyone was okay.

Do you feel there is an excitement and anticipation building within the industry for next year’s FIT?

fixture in the industry calendar. And when it comes to live events, there really isn’t a more powerful platform to allow brands to connect with their audiences and engage all the senses, on mass, under one roof.

We’ve very much been guided by the industry and towards the back part of May and into June we started to receive inbound enquiries from brands who were looking to take stands at FIT Show 2021. This was our cue to start ramping up our marketing activity, which coincided perfectly with the one year countdown mark at the end of May.

Nickie West: My hope is that the FIT Show will serve as a beacon for the industry, and a positive milestone for us all to work towards. I’m so encouraged and excited by the conversations that we have been having with exhibitors - with several new brands set to make their FIT Show debuts.

From an exhibitor’s perspective, justifying the value of exhibiting should be a fairly straightforward exercise. My advice to brands who have a reduced budget would be to think creatively about how they present themselves at the show. The days of doubledecker stands, and the massive cost associated with building these, could well be behind us. Exhibitors can be savvy with their stand space and keep the focus on the products that they are showcasing.

SmartReady was a first class example of this at FIT Show 2019.

Will we see any big changes to the format of the next FIT Show in response to COVID-19?

Nickie West: It is our mission to safeguard the health of our teams, and each and every stakeholder within our FIT Show community. We will continue to work closely with the NEC, regional governments and Associations, and follow all national and global health and welfare guidelines to ensure that FIT Show is run, as always, to the highest health and safety standards.

It’s far too early to predict what restrictions or alterations may need to be imposed when we reach May 2021. But we have, and will continue to, closely monitor the situation and will release further information if and when it is appropriate.

We’re working closely with our stakeholders, which includes past visitors, to help shape the show content and features for 21. We want to make sure that we deliver the best value for our visitors and are listening closely to the wants and needs of our audience as we set the wheels in motion for FIT Show next May.

After the hit to everyone’s finances, marketing budgets will be tight – how will you push FIT as being the right option for their marketing spend?

Nickie West: To the contrary, I actually believe that companies will be looking to invest their marketing budgets in the areas that deliver the best return on investment.

With no European platform for the industry in over two years, FIT Show will be a vital

From a visitors perspective, FIT Show will act as a barometer for business success.

They will be seeking out the brands that have weathered our most recent economic storm and looking upon them as safe and trustworthy brands to do business with. Our audience will have gone for more than two years without a single opportunity to see all of the best brands, latest products and their peers under one roof. They can’t afford to miss FIT Show.”

Although social distancing is being softened there is still a risk of infection, probably for some months. FIT may well be one of the first of the big industry ‘get togethers’ – what will you be doing to capitalise on that opportunity?

Nickie West: With Fensterbau postponed until 2022, and with Glasstec taking place a whole month after FIT Show, we really will be the first industry event in more than two years. We see FIT Show as the first major event for our whole industry to come together and celebrate the fantastic work that has been done since our 2019 instalment.

34

July 2020 | www.glassnews.co.uk

Q&A: FIT SHOW

The UK’s Leading Glass & Glazing Newspaper

We had already been discussing ways to shake up the format of our Gala Dinner to create a more casual, celebratory-style evening which will tie in with our late night offering. This will take place on Wednesday 26th May, the second day of FIT Show, and will bring exhibitors and visitors together for an onsite ‘get together’ with live music, a new awards programme and much more.

Face to face interaction has already been sorely missed and sits at the core of our business model so capitalising on networking won’t involve any pivot at all.

This industry excels at celebrating so our priorities will sit with creating the right mix of business and celebration and we have complete determination to ensure perfect delivery for real ROI for each and every one of our stakeholders.

Getting the installers to FIT is always the issue. If they are out trying to make up ground on what they have lost during 2020, how will you persuade them that visiting FIT is worth their while?

Nickie West: This will be the first opportunity for installers to get together, network with their peers and see the latest products and materials up-close and in person. All this, under one roof across the three days of FIT Show at the NEC next May. We’ve been encouraged by the data that is being reported across the industry, with commercial business remaining buoyant

www.glassnews.co.uk | July 2020

throughout the COVID-19 lockdown, and a steady flow of domestic leads which have continued to build as homeowners shift their focus to improving and not moving or holidaying.

I anticipate that there will be a short period of adjustment as we move into the second half of the year, but that brands will still be innovating and have new things to show at FIT Show 2021. Let’s not forget, this will be the first industry event for more than two years.

I was particularly interested to see the reported spike in searches for products such as conservatoires. From FIT Show’s perspective, we hope to see this trend translate into a variety of new physical products on display next May.

And for those who haven’t got ‘brand new’ products to launch, I would remind them that their brand will still be new to a large proportion of our visiting audience. Your brand and products will always be new to someone walking through the halls.

Whilst conservatories, for example, have typically been a mainstay of the products on display, I’m excited to see what new complementary products are brought to market. From a visitor and, in particular, an installer perspective, we are always looking at ways to help them expand their offering to cross and upsell complementary products so this could go a long way in helping them to do that.

Marketeers globally will have challenges to overcome in terms of positioning their brands post COVID in terms of instilling trust. A stand at FIT Show is a physical demonstration that they are ready to connect with the market.”

Why will FIT Show 21 be unmissable?

Without giving too much away, we are already looking at ways to enhance the show features and content to help installers do better business. Be that expediting financial recovery from the current crisis or helping businesses to take that step up from a one or two-man band operation and beyond.

Many manufacturers have said that they like to exhibit at FIT when they have new products, usually a two year cycle. Will Covid have affected the production of new products and make companies less likely to exhibit?

Nickie West: I’ve spoken to a great number of the FIT Show community and the sentiment seems to be unanimous across the board - FIT Show 2021 will come at exactly the right time for the industry.

Nickie West: Even with the restrictions imposed at the start of COVID-19, a number of manufacturers continued to operate within the guidelines. Many fabricators have returned to business with a backlog of orders, and I believe that installers have seen an uplift in enquiries too.

After an extended period of restricted faceto-face interactions - and with the majority of 2020 exhibitions and trade shows being cancelled - FIT Show 2021 will be the first major UK platform for our industry.

FIT Show is the UK’s number one, awardwinning showcase for the glass, glazing, window, door, hardware and components industry. FIT Show will return to the NEC 25 - 27 May 2021, Halls 2 and 3.

35

BMBI

The UK’s Leading Glass & Glazing Newspaper

BUILDERS MERCHANT BUILDING INDEX

APRIL SALES COLLAPSE UNDER

COVID-19 LOCKDOWN

This month’s BMBI report is unlike any other. The Government enforced Covid-19 lockdown came late in March, so had a limited impact on the month. However, April took the full force, with many trades not working and most merchants temporarily closing branches or providing a restricted service only for essential sectors or emergencies. As a result, this report contains unprecedented figures.

YEAR-ON-YEAR Total Builders Merchants value sales in April were down 76.3% compared with April 2019. All categories saw heavy falls, with Workwear & Safetywear least affected (-60.2%), and Tools (-90.0%) hit hardest.

Kitchens & Bathrooms (-86.8%) and Decorating (-81.6%) were also particularly weak.

MONTH-ON-MONTH Total merchant value sales in April were 72.1% below March 2020, with two less trading days this month. All categories were severely hit with Services (-59.0%) and Landscaping (-64.5%) the least affected. Tools (-87.4%) and Kitchens & Bathrooms (-85.3%) were weakest.

Average sales a day, which removes trading day differences, were 69.3% lower overall than in March.

“The two weakest categories were Tools (-31.5%) and Timber & Joinery Products (-28.7%). Average sales a day in the first four months were 26.0% lower than last year.”

OTHER PERIODS Sales in the first four months of 2020 were 25.2% lower than in January to April 2019, with one more trading day this year.

Workwear & Safetywear (+4.4%) was the only category that sold more – having experienced a significant uplift in March driven by strong demand for protective equipment.

The two weakest categories were Tools (-31.5%) and Timber & Joinery Products (-28.7%).

Average sales a day in the first four months were 26.0% lower than last year.

The 12 months May 2019 to April 2020 were down 9.9% on the same period a year earlier.

Three categories sold more, led by Workwear & Safetywear (+5.0%).

Tools (-15.8%) and Timber & Joinery Products (-12.3%) did least well.

April 2020 index v April 2019 index 30% 20%

© BMBI 2020

Source: GfK’s Builders Merchants Total Category Report

10%

INDEX April’s BMBI index was 29.0 and all categories were well down.

0% -10%

For the full report, including comments from the BMBI’s panel of leading industry Experts, please visit www.bmbi.co.uk.

-20% -30% -40% -50% -60% -70%

-67.7%

-80% -90%

36

-90.0%

-86.8%

-81.6%

-79.0%

-77.9%

-77.8%

-77.4%

-76.3%

-74.7%

-62.9%

-60.2%

GfK’s Builders Merchant Panel GfK’s Merchant Panel includes national, multi-regional and regional merchants such as Buildbase, Jewson, Travis Perkins, EH Smith, Gibbs & Dandy, MKM, Bradfords, Covers and Ridgeons. GfK’s Builders’ Merchant Point of Sale Tracking Data represents more than 80% of the value of the builders’ merchant market. GfK insights can trace product group performance and track relevant features. GfK can also produce robust like-for-like market comparability, tailored to the requirements of an individual business.

The Builders Merchant Building Index Builders Merchant Building Index (BMBI) appears every month, in print and online. A full quarterly report is published every three months. The BMBI is a brand of the Builders Merchant Federation. Launched and produced

by MRA Marketing, it uses sales-out data from GfK’s Builders Merchant Panel. BMBI includes a panel of leading industry Experts, who speak exclusively for their markets.

-74.4%

July 2020 | www.glassnews.co.uk

FACE TO FACE

The UK’s Leading Glass & Glazing Newspaper

THIS MONTH: Colin St John Freefoam Commercial Director Colin joined Freefoam in 2001 and has been instrumental in its success and sustained growth. Colin has spent his career in construction and says his drive is to help customers grow sales through the best products, service and support.

IT’S ALL ABOUT YOU Where you were born and live currently I was born in Manchester, and I now live near Market Harborough, Leicestershire.

Your education and the subject or activity in which you excelled I attended Cardinal Langley Grammar School in Manchester.

I did well in History, Woodwork and sport. I also enjoyed all the sciences but I wasn’t focused enough at the time.

Your favorite sports or interests Football, football and more football! I have a keen interest in

opportunity to be at the centre of all that has been very humbling.

It’s been very easy to put my heart and soul into a company with such a ‘can do’ attitude.

Supporting our customers is a way of life at Freefoam: there’s no blame, we have a go, we do our best and this carries through into our marketing campaign, #HelpingCustomersGrow.

both Rugby League and Rugby Union, but football is my first passion.

Your biggest regret in life I don’t have any work wise; my ethos and drive has always been to look forward and try to improve and do better.

The temptation you can’t resist…

This year marks Freefoam’s 30th anniversary, and what I’m most proud of is we have delivered for all the stakeholders in our business without any major dramas. I’m excited that we can still do better.

It’s got to be chocolate. (I suppose I should have said fast cars and faster women, but I have to be truthful!)

Someone or something that inspires you I’m inspired by people in all walks of life who are committed and passionate about what they do.

I try to be the best I can every day, and as a manger I try to help others achieve the same. In my early days as an apprentice

and young electrician, I was surrounded by people who would openly share their knowledge and experience to help me learn. These years taught me the importance of developing and supporting others to help them grow too.

YOUR CAREER When and how you joined the industry I’ve always worked in construction and started my career as an apprentice electrician. In 1987 I joined Laing Homes as Customer Care Officer – or Care Bears as we were affectionately known! We were there to support customers and make the transition into their new homes as smooth and easy as possible.

My move into windows came in 1989 when I joined Marshall Tufflex as an Installation Manager for Windows, Conservatories and Roofline. The then MD told me I had one job – to make customers happy! We implemented some fantastic initiatives to improve the customer experience and I instilled the valuable lesson

AND YOUR FUTURE that 99% OTIF is not acceptable to most homeowners. This customer-focused approach in my early roles has stayed with me throughout my career.

The job you do I’m Commercial Director at Freefoam. I joined Freefoam in 2001 when I found a company with the vision, ambition, and determination to make a difference. We were a perfect match because I had all three in abundance as well.

Your greatest achievement Putting all private moments to one side, I’d say what we have achieved, are achieving and have still to achieve at Freefoam are great sources of satisfaction to me. We’ve seen sustained growth and to have had the

What would you like to do if you weren’t in this industry?

I’d have liked to have been a professional football coach.

A particular ambition To cement Freefoam’s reputation as the number one manufacturer to help customers grow. This commitment to supporting customers is even more critical as we navigate the post-lockdown market. There are good signs of recovery and strong demand for home improvement products, and we are continuing to offer support and guidance to customers. With hard work and close partnership with customers, we’re confident about the future.

The way you want to be remembered As someone who always got the job done without any fuss.

If you would like to appear in ‘Face to Face’, or would like to nominate someone else to be featured, simply email chris@glassnews.co.uk. www.glassnews.co.uk | July 2020

37

DOORS

The UK’s Leading Glass & Glazing Newspaper

ALUPLAST REDEFINES THE PVC-U PATIO WITH 4.5M WIDE TWO-PANEL INLINE SLIDING DOOR aluplast has extended the reach of inline PVC-U sliding doors with the launch of its new Smart-Slide door, which can be manufactured to span openings of 4.5m - with just two-panels.

The 70mm dedicated inline patio door system also employs a highly innovative operating mechanism with soft close technology and enhanced weather sealing and security.

Fully tested to PAS24, this includes the ability to lock the sash at any point of opening, allowing end-users to open it for ventilation while still securing a part-open sash.

Ian Cocken, Director of Sales and Marketing, aluplast, said SmartSlide creates a unique opportunity to add margin at point of retail.

“This is an inline sliding patio door that can be manufactured to up to 4.5m wide with a single sash and fixed light, far exceeding the reach of any other PVC-U patio door on the market.

“The design flexibility that this delivers plus finish choice and operating mechanism, moves SmartSlide into a space where it can either be sold head-tohead against aluminium bi-folding doors– but delivering far better levels of performance and energy efficiency, and at a lower price point; or also up-sell against other PVC-U patio doors.

“The opportunities to add margin are, either way, immense.”

Smart-Slide can be fabricated to maximum sash sizes are 2m wide by 2.5m high for a sliding sash and 2.5m wide for a fixed panel. This means it can be manufactured as a two-panel door up to 4.5m wide.

This can be extended even further in a four-panel configuration with two centre sliders operating

on the inside or outside of two fixed panels to 9m.

Maximum individual sash weights are a heavy-hitting 200kg.

Eliminating the requirement for brush seals, the system can be opened and closed creating little to no resistance, making operation ultra-smooth.

The interconnected relationship between the Roto locking mechanism and weather seals when the door is closed guarantees a weathertight seal. This includes testing to BS6375, while it achieves a DER of up to A+ dependent on glass specification.

Smart-Slide is also available in a range of finishes including aluplast’s next generation woodgrain foil, Woodec and aluskin, it’s aluminium external cladding system, plus a grey substrate option.

“From the end-user perspective this door has everything”, continued Cocken. “Homeowners want maximum glazed area, minimal effort in operation, advanced energy efficiency, security, and flexibility in design and finish.

“Smart-Slide can be manufactured to up to 9m.

It can match aluminium.

It’s PAS24 – as standard – it can be finished in aluminium or any number of foils – including Anthracite Grey on grey substrate from stock -its far more energy efficient, it features soft-closing technology.

“It creates the perfect platform for installers – sell Smart-Slide against aluminium at lower cost; or upsell against PVC-U. Simple tot fit, simple to manufacture – either way it creates value throughout the supply chain.”

For more information please call 01684 273401 email info@aluplast.co.uk or visit www.aluplast.co.uk.

38

CASH GENERATOR: THE DECALU 163 LIFT-AND-SLIDE DOOR Deceuninck Aluminium has launched the Decalu163 Lift-and-Slide aluminium patio door, part of the new aluminium system company’s expanding offer.

A complete aluminium window and door offer, Decalu combines significantly reduced manufacturing times and increased installation efficiencies, with a dual-colour, textured and marine grade finish – as standard.

Able to accommodate individual sash weights of up to 400kg, and with single, twin and triple-track options, the new Decalu163 offers a high degree of design flexibility.

With a slim interlock and flush finish options, plus ultra-smooth operating and ‘light-touch opening, plus extensive colour choice, deliver additional end-user appeal.

U-values are as low as 1.3W/m2k, with high performance pre-inserted and flush gaskets and advanced thermal-breaking technology, guaranteeing thermal efficiency and weather sealing.

Nigel Headford, Deceuninck Aluminium’s Business Development Director, said: “The Decalu163, is a highly engineered lift-andslide door. It accommodates incredible individual sash weights – up to 400kg – which creates real design flexibility.

“And, the same as the rest of our offer, it’s available in dual-colour and marine grade finishes as standard.

“It’s a premium aluminium lift-and-slide door but with increased manufacturing efficiencies and the price point at which we can supply it, generates high-margin opportunities for fabricators and installers.

“As we come back as an industry from the impact of COVID-19, it generates a lot of high margin opportunities throughout the supply chain.”

The launch of Decalu163 follows Deceuninck’s launch of the Decalu88 Aluminium Bifold.

It cuts manufacturing times by up to 40% over comparable aluminium systems and in common with the Decalu 163, features a single inner frame and mid-section, plus integrated insulation.

U-values go even lower, this time to 0.68W/ m2k triple-glazed, while co-extruded preinserted gasket with rigid PVC-U backing – eliminates manual insertion of gasket and puts an end to gasket shrinkage.

It’s also a ‘heavy hitter’, with heavy-duty ultra-smooth running systems able to accommodate individual-sash weights, of up to 200kg.

Deceuninck Aluminioum also offers a series of casement options including Decalu 88 Steel and New Steel, designed to replicate steel commercial windows; plus a hidden sash and retro option. There’s also a turn-and-tilt option and the ultra-energy efficient, Decalu101 Scand and a complete range of panel doors with dedicated frame.

“The Decalu163 Lift-and-Slide, and the Decalu88 Bi-folding Door, are designed to generate margin by simplifying manufacture and installation. You get margin back as a fabricator at a time when margin and cash are critical.

“If you can lower manufacturing times and costs by up to 40%, why wouldn’t you?”

Watch the interview with Nigel here: https:// www.youtube.com/watch?v=Hfj06YDXGg&feature=youtu.be For more information call 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk.

July 2020 | www.glassnews.co.uk

DOORS

The UK’s Leading Glass & Glazing Newspaper

NEW ALUMINIUM ENTRANCE DOOR RANGE WITH MAX 2.5MM HEAT EXPANSION TOLERANCE Deceuninck Aluminium has launched the Decalu88 aluminium entrance door which uses a patented thermal stress control system to all but eliminate bowing.

The range includes a choice of 30 contemporary aluminium insert panels, plus 21 flush finish options, each using the same composite thermal break technology.

It means that the new Decalu88 entrance door offer is supplied with a guaranteed maximum bowing tolerance of only 2.5mm in temperatures up to 80°C and deflection of as little as 3.5mm in temperatures as low as -30°C.

This uses special ABS inserts within the thermal break, which adapt to temperature change allowing the internal and external

Watch here: https://www.youtube.com/ watch?v=-b8_RyptlhI&feature=youtu.be Nigel Headford, Deceuninck Aluminium’s Business Development Director, said the minimal movement in the door under extremes of thermal stress, ‘re-wrote design convention’.

faces to expand and contract independently of one another, limiting bowing to a maximum of 2.5mm – even in extreme heat.

U-values on the Decalu88 panel entrance door are as low as 1.1W/m2k. Maximum sash weight is 150kg.

Nigel continued: “You have to look at what this door has been tested to: 80°C – not Fahrenheit - and even then, it only moves 2.5mm. In the temperatures ranges we get here in the UK - you’re not going to notice any movement. That’s a real plus for installers, which is why the Decalu88 is also going to generate opportunities for fabricators. The U-values are great, you can go big, there’s a flush option – everything you’ want in an entrance door is there.”

The launch of the Decalu88 Entrance Door follows that earlier this month of the Decalu163 Lift-and-Slide, which can accommodate sash weights of up to 400kg, and with single, twin and triple-track options.

He said: “Movement in a door-set under temperature change is a nightmare for installers because you can’t legislate for it when you’re setting the door.

“The patented mechanism used in Decalu88 minimises bowing in the door under heat or cold, which means the design constraints, don’t apply. You can have a dark colour on a south facing elevation. It’s not a problem.”

The Deceuninck Aluminium range also includes the Decalu88 Aluminium Bifolding Door, which accommodates individual sash weights of 200kg.

Deceuninck Aluminium also offers a series of casement options including Decalu 88 Steel and New Steel, designed to replicate steel commercial windows; plus a hidden sash and retro option. There’s also a turn-and-tilt option and the ultra-energy efficient, Decalu101 Scand.

Offering manufacturing efficiencies of up to 40% and with lower stock holding, the Decalu range is supplied in dual-colour, textured finish options and marine grade as standard.

For more information call 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk.

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39

DOORS

MACHINERY

The Graf Synergy SL5-TFF offers V-Perfect® transom welding

DRIVING FORWARD

As market demand starts to return for composite doors, DOORCO is starting the phased reinstatement of their transport department with 70% of the company’s fleet due back on the road by 19th June.

This is part of DOORCO’s return to work strategy which aims to focus on staff welfare while we monitor customer demand.

Dan Sullivan, DOORCO’s MD comments: “Since starting a phased return to operations on May 4th, we’ve been carefully considering our position daily, centering on the welfare of our staff with being able to meet customer demand. Business is far from ‘back to normal’, but there have been some really positive signs over the last week or so, and we feel that it is the right time to reinstate our transport department and recommence UK deliveries.

DOORCO originally invested in our own fleet to ensure our doors were delivered with the personal

40

“Our plan is to have 70% of our fleet back by 19th with the intention of having the full fleet back in the near future to cover our usual delivery network. This remains fluid as we continue to monitor health & safety and sales, but we are delighted to be able to make this announcement as it’s another step towards our business, and indeed industry, recovering from the Coronavirus Pandemic.”" touch, so it is imperative that this level of service is available to our customers as soon as is safe and viable to do so.

“We’ve seen a rise in orders over the last couple of weeks. In fact, numbers of prepped doors are currently exceeding preCOVID levels, which is really encouraging. Close relationships with our external transport partners have been maintained and they have supported us throughout the re-opening of our business. But bringing down lead times and fulfilling our normal delivery promises is reliant on our in-house transport team.

“They have worked hard on the logistics of a phased return, as well as ensuring our drivers are fully equipped with the personal safety equipment and procedures. These include hand sanitisers in every

cab, stringent and regular cleans, as well as new ways of delivering: our drivers will not exit the van when they make a drop off but call the delivery in and wait for the van to be unloaded.

No paperwork will change hands, it will all be dealt with electronically, so we all have a record of safe delivery.

“Our plan is to have 70% of our fleet back by 19th with the intention of having the full fleet back in the near future to cover our usual delivery network.

This remains fluid as we continue to monitor health & safety and sales, but we are delighted to be able to make this announcement as it’s another step towards our business, and indeed industry, recovering from the Coronavirus Pandemic.”

AVANTEK ANNOUNCES PARTNERSHIP WITH GRAF SYNERGY Dedicated machinery provider to the fenestration industry, Avantek Machinery is delighted to announce it is now an official Graf Synergy distributor for the UK! This commercial partnership will lead the Italian company to significantly consolidate its presence in the United Kingdom, thus allowing Avantek to revolutionise the national market of PVC windows thanks to its V-Perfect® technology.

Well-known for its world class seamless welding technology, Graf Synergy’s patented welding technique offers increased fabrication efficiency and unrivalled quality.

While the industry comes to grips with operating in a socially distanced reality, increased efficiency and the need for less machinery and less manpower is essential to future success and the safety of our workforce. With Graf Synergy’s welders, fabricators will achieve both reduced space and manpower whilst producing

consistently excellent, high quality welds for their PVCu window and door systems.

“While Graf Synergy’s innovative technology has been around for a while, it only welded corners in such a seamless way, but not transoms. Now the same technique used to create corner welding perfection is available for V-Perfect® transom welding. It’s a game changer for fabricators,” comments Avantek Machinery’s Sales Director, Jamie Munday.

“We’re delighted to announce our latest partnership with this leading Italian company and will soon be offering demonstrations on the full range of Graf Synergy seamless welders at our state-of-the-art showroom in Derby along with highly qualified engineers to talk you through the process.”

For more information about Avantek Machinery and Graf Synergy seamless welding technique, please contact Jamie at sales@avantekmachinery.co.uk.

For more information about DOORCO’s products and service, call 01625 428955 or visit: www.door-co.com.

July 2020 | www.glassnews.co.uk

Good to be back Haffner Murat are open for business and here to support your businesses once more with our impressive range of PVC-U and Aluminium machinery.

Delivering automation at every level.

For more information on our machines and how we can help your business call us today

Tel 01785 222421

www.haffnermurat.com

MACHINERY

The UK’s Leading Glass & Glazing Newspaper

EMMEGI (UK) CELEBRATES

10 YEAR ANNIVERSARY 2020 marks the tenth anniversary of Emmegi (UK).

While the festivities may be a little more muted than they might have been given the ongoing Coronavirus crisis, there is still plenty for the Coventry-based business to celebrate.

Originally set up with the intention of supplying mostly manual machines and small CNCs, with the occasional automatic machine thrown in, Emmegi (UK) has grown to become one of the biggest players in the machinery sector. It specialises in large, fully automatic machines and medium to large CNCs, with a highly trained and experienced team looking after customers right across the UK and Ireland.

While the Emmegi brand and machines had been around in the UK for many years, it was only when Managing Director Ian

between them. Similarly, our sales manager in Ireland, Jim O’Connell, has been the driving force behind our success story there since he was appointed in 2015.

“When it comes to service, our team is now led by Wayne and Kully Hunter, who are well known across the industry and have vast amounts of specialist operational experience which is directly benefiting our customers.”

Latimer joined forces with Emmegi in Italy in 2010 that it established its own dedicated UK operation Ian explained: “Prior to that, Emmegi was just one product range amongst several supplied by a well-known machinery merchant.

Sales and service were inevitably spread

across lots of different priorities and, while progress was steady, there was a sense that Emmegi could be a much bigger brand in the UK if it had a dedicated team behind it.

“We knew that fabricators liked the quality of the machines and the precision engineering which went into them; and we recognised that there was a real opportunity to grow the brand in the UK with the right team and the right level of commitment.”

With the support of Emmegi’s owners in Italy, Ian was the first employee of the brand new Emmegi (UK) venture in July 2010, along with senior technician Garry Barehead. Ian and Garry are still there of course, along with a team of 16 now working across sales, servicing, spare parts and finance, mostly based at the purposedesigned headquarters in Coventry.

Ian added: “We have worked hard over the last decade to build a team packed with skills and experience and we’re stronger now than we’ve ever been. Our sales managers in the UK, Martin Linnell and Andrew Jones, have been with us almost since the beginning and have a huge amount of market and customer knowledge

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From a standing start in 2010, Emmegi (UK) is now a multi-million pound business, with a turnover five times its original target. As well as the quality of the machines and the powerful heritage and global resources of the Emmegi business in Italy, Ian believes that the real secret to its success has been hard work and building long lasting relationships. He explained: “After 10 years, we’ve got plenty of customers who are buying their second, third and even fourth machines from us.

It feels good to know that we have become their machinery partners, trusted to provide the best advice as well as the best service.

“What I’m especially proud of is the reputation which Emmegi (UK) has built.

Customers know that they are our priority and that we will always work hard to make sure they have exactly the right machine for their set up and look after that machine properly once it is installed.

“We’re constantly investing and improving, particularly in our service and engineering departments, and we are confident that the next ten years will see us go from strength to strength.”

In the same year that Emmegi (UK) celebrates its 10th anniversary, Emmegi in Italy is celebrating 50 years. Under the Voilap Holding umbrella, Emmegi continues to build and acquire businesses which strengthen its portfolio and it continues to support its network of 11 hubs including Emmegi (UK).

More details at: www.emmegi.com.

July 2020 | www.glassnews.co.uk

THE CNC

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The UK’s Leading Glass & Glazing Newspaper

TRADE NEWS

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HARDWARE

ANTIMICROBIAL BRISANT LAUNCH TRADE HANDLE HELPS BOOST FACEBOOK PAGE ACTIVE PROTECTION METHODS AGAINST BACTERIA Specifiers can now help to reduce the spread of bacteria by choosing an antimicrobial surface for door hardware.

TITON LAUNCHES THE ‘TITON PRODUCT HOUSE’ – A NEW INTERACTIVE ONLINE EXPERIENCE Titon has added a dynamic and fully interactive CGI environment – the ‘Titon Product House’ – to its website, showcasing the array of products available throughout the company’s Window & Door Hardware and Ventilation Systems divisions. To launch the Titon Product House, users simply need to visit www.titon.com and click on the option to ‘Explore the Titon House’ in the main web banner.

In addition to the Titon’s product portfolios, the new feature also contains detailed information about indoor pollutants, as well as advice on how these can best be combatted.

Once the user has opened the house in their browser, they are free to explore the Titon Product House by selecting from ‘Window and Door Hardware’, ‘Ventilation Systems’ and ‘Indoor Pollutants’. The first option then allows a 3D property to be explored, with products such as Titon’s trickle vents, door handles and window hinges all shown in-situ. Clicking an item results in a brief product overview being displayed, alongside a link to its relevant page on the Titon website.

Similarly, selecting ‘Ventilation Systems’ allows visitors to explore the same 3D environment while looking at the

comprehensive range of systems Titon has to offer, with individual illustrative configurations available for intermittent extract fans and background vents, continuous mechanical ventilation with heat recovery (MVHR) and continuous mechanical extract (CME) – the latter of which can be viewed in both centralised and decentralised arrangements.

Finally, the ’Indoor Pollutants’ version of the room identifies the most common sources of volatile organic compounds (VOCs) found inside a home. It also contains links to the latest expert advice and information on improving levels of indoor air quality, from renowned industry organisations such as BEAMA. Commenting on the Titon Product House, Tyson Anderson, Sales & Marketing Director at Titon, said: “The new feature offers the perfect snapshot of all the individual items we can provide throughout the hardware and ventilation sectors – and how they can be suited together within a variety of applications.”

He continued: “As a business, Titon has designed and manufactured window and door hardware since 1972 – including handles, hinges and locking systems. This is in addition to the latest ventilation products designed to remove pollutants and improve indoor air quality for occupants. Indeed, introducing the Titon Product House now allows visitors to our website to see how our products are fitted within various rooms, as well as their features, benefits and health advantages. This will be extremely beneficial to self builders, fabricators, specifiers and homeowners alike.”

For more information about Titon and its comprehensive range of window & door hardware and ventilation systems, please visit: www.titon.com.

HOPPE has developed SecuSan®, an antibacterial and antimicrobial surface for door and window handles, to help ensure high hygiene standards wherever people are present in large numbers.

SecuSan® immediately suppresses the growth of pathogens on the handle on a lasting basis. Independent tests have proved that SecuSan® reduces microbial growth by more than 99%.

Andy Matthews, head of sales at HOPPE (UK), said: “SecuSan® is ideal for facilities managers trying to take care of high traffic buildings. In these types of buildings where there is so much to monitor and keep clean, SecuSan® helps to maintain high hygiene standards and requires minimal maintenance. It actively fights bacteria and fungi from the moment it is installed and is wear-free on a long term basis. This is particularly important in care homes and hospitals where residents are much more vulnerable.”

The surface can be applied to a wide range of popular HOPPE handle designs including the Amsterdam and Paris series, all available in aluminium silver and stainless steel. It is also covered by HOPPE’s 10-year operational guarantee that applies to all HOPPE door and window handles.

For more information on S ecuSan®, please contact Andy on Andy.Matthews@hoppe.com or 01902 484 400. www.hoppe.com

“SecuSan® helps to maintain high hygiene standards and requires minimal maintenance.”

Brisant-Secure is all about making it easy for locksmiths to sell locks and door installers to sell doors. Each and every one of these businesses has a story to tell or expertise to share, and that’s why the company has launched their trade Facebook page.

We’re always hearing customers tell us how they’ve used something we offer in a new way or with a new type of customer, or with a new message. Sometimes, it’s just using marketing materials we have given them and love how it looks and works, or they’ve thought about using it in a different way.

This group is a new way for the trade to be informed and inspired about new initiatives and how others are benefitting from them.

So, this group is itself, another way to help customers sell more.

Lockdown has been a trying time for everyone, including manufacturing.

However, Brisant-Secure have worked tirelessly throughout, thinking of new ways to help their customers once they were allowed back to work. During this period, it is clear that the trade need support more than ever before.

Nick Dutton, CEO of Brisant-Secure, commented: “During lockdown Steve Stewart and I have been developing some really powerful material that is unique, to the point that at first we didn’t think was technically possible. It’s been rare to have so much time to really think things through, but we do believe we have come up with something special.

He continued: ‘It’s a tool that will increase our customer’s sales and will be a massive help whilst everything is getting back up to speed. This has been an unprecedented time in history, and we think we have created something unique that will help fill the space, now we are all going back to work.”

Brisant-Secure have announced new initiatives including a new App on the Facebook page already.

It is being moderated collectively by their field-based team, who are keen to respond to general technical questions.

But specific customer service questions won’t be picked up, so continue to email support@brisant-secure.com or call 01924 410200.

July 2020 | www.glassnews.co.uk

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HARDWARE

EW

ANGLO ‘CUTS [THE COST OF] CORNERS’!

Anglo European has launched its new aluminium bi-folding door cleat offer, cutting fabricator manufacturing costs.

cleat with right angles it can be ‘cluncky’.

They catch. The curves on our cleat mean that it ‘self-locates’ as it slides in.

Defined by its distinctive ‘heart’ shape, Anglo started manufacture of its aluminium bi-fold corner-cleat just before lockdown.

According to pre-COVID-19 forecasts by AMA Research in the Bi-fold Doors Market Report – UK 2020 to 2023 published in February, aluminium bi-folding doors were expected to see growth of seven percent through to 2023.

Available for a range of leading systems, including ALUK, in addition to its unique shape, the Anglo corner cleat features an increased wall thickness, while is supplied at a purchase price roughly half that of systems companies.

Designed and manufactured in the UK, the Anglo cleat is extruded by its ‘in-house’ aluminium extrusion business Aluminium Shapes and cut using a dedicated high precision saw, saw with the capacity to process a cleat every 10-seconds.

Lee Marriott, Group Business Development Director, Anglo European said: “The shape of the cleat is as a heart, but it isn’t a gimmick – it actually makes alignment easier. If you’re trying to slot in a standard

www.glassnews.co.uk | July 2020

“This makes fabrication a little bit quicker but at roughly half the price, the savings to the fabricator are far more substantial, especially against a wider context of increased market demand.”

“What lockdown and Covid-19 has done to those projections is still unclear but from the conversations I’m having with people right now is that demand for bi-folds has come back very quickly, during and since lockdown”, Lee says.

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“If you can cut one of your component costs in half and increase your margin on every frame, why wouldn’t you?”

For more information about Anglo European visit www.angloeuropeangroup. co.uk email enquiries@angloeuropean.net or call 0161 231 2354.

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

BACK ON THE ROAD AGAIN: GQA LAUNCHES INTERACTIVE WEBINAR SERIES

VEKA RECYCLING FLEET IN FULL FLOW AS WINDOW INDUSTRY GETS BACK TO WORK VEKA Recycling Ltd, the Wellingborough-based specialist recycler of PVC-U window, has reported that its fleet of collection vehicles is once again travelling the highways of England, Wales and more recently Scotland as the industry’s window and door installers open their factory gates again after lockdown.

VEKA Recycling’s articulated, demountable forklift-equipped vehicles, together with 10-tonne box trucks, are once again completing their regular routes as installers get back to work installing new windows, doors and conservatories and returning the old frames for reprocessing. Once received, the old windows will have metals such as reinforcement and hardware removed, with the frames passing through several stages before being supplied again as high quality polymer to extruders for re-

manufacture into a range of products. These include PVC-U window and door profiles and others that include products for the electrical and building industry.

The collection vehicles being back on the road may be regarded as a reliable barometer of real-world activity, says VEKA Recycling’s managing director Simon Scholes: “We were delighted when the phones began ringing with our installer customers telling us that not only were they back at work but that their hoppers were full of recyclable material that needed collecting.

“We have also been busy again collecting virgin PVC-U frame offcuts from fabricators using all system brands, as frame production steps up again. It may be some time before volumes return to those before lockdown, but it is encouraging, nonetheless.”

Simon added: “It is encouraging that, despite business pressures brought on by Covid-19, installers and fabricators are still keen to have their profiles reprocessed according to a clearly traceable audit trail, to ensure compliance with ever-stricter regulations covering recycling.”

“We were delighted when the phones began ringing with our installer customers telling us that not only were they back at work but that their hoppers were full of recyclable material that needed collecting. “

GQA Qualifications, the fenestration industry’s leading awarding body, is now offering interactive on-line webinars as part of its plans to develop extensive CPD activities for its network of over 100 approved centres. The first webinars have been delivered, and feedback from attendees located throughout the UK has been very positive. Going forwards, all webinars will be made available for viewing post-delivery.

Content will be suitable for a wide range of topics and will be specific to occupational sectors.

Commenting on the new initiative, GQA's Operations Manager, Sean Hayes said: “One of GQA’s strengths has always been our strong working relationships with our approved centre network, and the restrictions on movement and face-to-face meetings brought about by the Coronavirus meant we had to look at different ways to interact with the network. Our webinar course leaders, Martin and Simon, have really grasped the opportunity to provide advice, guidance and support to our centres, and the feedback so far has been great.

Webinars offer many benefits, particularly in the light of the social distancing necessitated by the Coronavirus crisis.

They help to avoid the unproductive time and costs that can be associated with travelling or overnight stays; they widen the opportunity for training uptake; and they enable approved centres from a wide variety of geographical locations to attend the same event giving GQA staff access to many of their customers at one time. Certificates of attendance for participants' CPD records are also offered just as with traditional training delivery.

"This pandemic has proved there is great truth in the phrase 'necessity is the mother of invention, however I am certain the use of webinars and the like are not something we will only use in the short term: they will continue way beyond the current restrictions and form a real part of the way we can interact with our centres.”

The first two webinar topics delivered

by GQA covered how to make witness statements meaningful and assessing knowledge criteria. The next two will look at professional discussions and the use of technology, including candidate-provided video footage.

One of the webinar course leaders, Martin Sadler, Technical Office/External Quality Advisor, added: “I feel that providing webinars will be one of the most effective and efficient ways of delivering GQA CPD events in the future. It will allow us to bring centres from all over the country together to look at subjects that relate to all of our centres, and to deliver them in a way which makes them more accessible for all.”

The second course leader, Simon Smith, Technical Office/External Quality Advisor, said: "I think we've shown a great initiative with the webinars, which has enabled us to interact with our centres during this current pandemic. It's made us push on with something that has been thought about for a while, and to see it take off so quickly with such demand too has been really encouraging. It's something we will definitely build on. We've also been versatile and been able to adapt our presentations by listening to our centres via the feedback we've received."

FULFILLING CONSUMERS’ NEEDS WILL BE MORE IMPORTANT THAN EVER Bison Frames, home to the Genesis Collection of windows and doors has seen a strong pipeline of orders since reopening the business in May, 2020.

Marcus O’Boyle, Business Development & Marketing Manager at Bison Frames believes this immediate upturn is down to the changing needs of the consumer during the lockdown. He said:” Spikes on Google searches have shown a surge in interest for home improvement products during the lockdown as many consumers have noticed where their home needs to be improved. They will have had time to research the options and while by no means all consumers will be in a position to invest in changes, those who can will want to invest in products that will a difference to the home.”

He continued: “My guess is that this means we are going to see a surge in interest in the

46

feature-rich, highly crafted products that were already gaining traction before the lockdown. The standard white casement, sold on price, is really not going to cut it when it comes to enticing the consumer who is now actively seeking outlets that can offer niche window and door products.”

As Marcus points out, feature-rich, highly crafted products were proving popular before the lockdown and it’s something the Yorkshire-based company has witnessed in the growing interest for their Genesis Collection of windows and doors.

The Genesis Collection offers a PVC-U selection which includes the Genesis Vertical Slider and the Genesis Flush Sash Windows.

Both have the option of mechanical joints or seamless Graf welds and features such as low sheen finishes so they look more authentic than standard PVC-U feature-rich

windows. The windows offer outstanding levels of security and thermal efficiency and the Genesis Bifold Door and Genesis 24 Patio Door completes the collection offering similarly impressive features.

The aluminium selection includes the Genesis WarmCore Flush Sash Window,

the Genesis WarmCore Bifold Door and the Genesis Warmcore Patio Door. All products offer the stunning aesthetics that only aluminium can deliver. And all benefit from WarmCore technology that means they are 25% more thermally efficient than standard aluminium systems.

As lockdown ends, the new normal is going to be a challenging time for the industry. It means there will be increased competition to win over the consumers who can invest by offering the stand-out products they seek and have the ability to sell items with strong USP’s. This approach will allow installers to attract these customers and most importantly, provide the added benefit of protecting margins. And products in the Genesis Collection will allow installers to do just that. https://genesiscollection.co.uk/

July 2020 | www.glassnews.co.uk

Haffner Murat has just announced it will be exhibiting at the FIT Show 2021, which will be held 25-27 May 2021 at the NEC Birmingham. Dave Thomas, Managing Director of Haffner Murat, said: “I’m delighted to be announcing we’ll have a presence at FIT 2021. Like everyone in the industry, I was disappointed when FIT 2020 was postponed, but in hindsight it was the right decision. I’m already looking forward to welcoming people to our stand next year and showing them what Haffner Murat has to offer.”

FIT Show 2021 is the UK’s only dedicated event for the window, door, flat glass and components market. It attracts systems houses, fabricators, installers, architects and specifiers who come to browse the latest products, machinery and software. It also offers exceptional networking opportunities and a full programme of CIPD-approved learning.

Haffner Murat supplies and services a wide range of automation machinery from Haffner, Italmac and Fom Industrie. A selection of the machines will be on display at its stand at FIT 2021, all of which drive quality and efficiency across the factory floor.

Headline fabrication machinery includes the SMR-5 PVC-U Welder, which welds four squares in less than a minute and five H welds in less than four minutes.

The FA 537 Heritage Double Sided End Milling Machine mills two joints in one operation, dramatically speeding up the production process. And for the aluminium sector, the AL220/70 Aluminium Profile Machining Centre carries out all sawing, milling, drilling and marking operations on aluminium profiles.

Dave concluded: “I’m looking forward to showing people what our machines have to offer working in the new normal, as well as some exciting new advances. The FIT Show is a vital opportunity to showcase innovation and product development. After a difficult year for everyone this year, I have no doubt FIT 2021 will be the biggest and best yet.”

Tel: 01785 222421 www.haffnermurat.com

VBH SUPPLIES NHS SPECIALIST CB SOLUTIONS

One of major VBH customer CB Solutions UK Ltd’s specialisms is the manufacture and installation of windows and doors for the modular construction industry. The COVID crisis has seen the company particularly busy with the supply of product on numerous NHS contracts, including one recently for Kingston Modular Systems.

Kingston were delighted with the service received from CB Solutions, thanking them publicly for their ongoing support in difficult times to deliver on key NHS projects.

VBH are proud to call CB Solutions a customer, supplying them with many products including greenteQ Alpha window and door handles, Q-Star TS007 profile cylinders and door and window hinges among others.

VBH MD Simon Monks says “When lock down occurred we evaluated the safety of our staff and customers and quickly came to the conclusion that we could and would remain open with a skeleton staff to service our customers such as CB Solutions, who would need hardware for such vital work. Although working from home came as a shock at first, we’ve all adjusted and have reacted quickly when called upon. Well, done to all at CB.” More information on VBH’s product range can be found at www.vbhgb.com and find out more about CB Solutions’ services at www.cbsol.co.uk.

www.glassnews.co.uk | July 2020

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HOW TO USE PR TO BOOST WEB TRAFFIC AND SEO Susannah Morgan, Deputy Managing Director at Energy PR, offers her top tips for using PR to boost web traffic and SEO for your e-commerce business.

the site, where is it going? If you’re securing web links in online media titles, where are they pointing? Consider your audience and where in the ‘sales funnel’ they might be. Does your site have content – such as blogs – which will inform and inspire? A brand’s website needs to be rich with original and compelling content which will draw in traffic, engage these individuals, and move them through the sales funnel.

PR is like the Swiss Army knife in your business toolbox.

It has many elements that can be used to sharpen business performance in a variety of ways. In the digital space, it can deliver higher domain rankings, increased web traffic and better Google search performance.

Media relations

AVOIDING COMMON MISTAKES When trying to promote an e-commerce business, there are some common mistakes that you should be aware of, so they don’t trip you up.

• Doing too much and none of it well. Instead, be focussed and effective with your activity.

• Erratic or sporadic activity. Turning things on and off does not work. To echo the point above, consistency is everything. It will keep you on the right side of online algorithms and enable you to steadily build trust and rapport with your audience.

• Having a disconnect between your online tone of voice and the actual business or brand. Audiences need to have the same experience of you at all touchpoints. If there is a disconnect, your brand will lack authenticity and seem confused.

• Not recognising digital media’s impact on SEO. There is a common misconception that social media should be the priority for promoting online businesses. This is wrong.

Social media is the holy grail of brand awareness, which is key for building a successful business, but it doesn’t drive traffic to your site in the same way that a link included in an informative article on a trusted online media outlet can.

GETTING TO GRIPS WITH THE BASICS With these mistakes in mind, it’s crucial to ensure you’ve got the basics right.

• Have a plan. How else are you going to avoid being erratic, sporadic and inconsistent?

• Be true to your brand’s tone of voice, purpose and personality. The perception you create of your business and the expectations your audience have when they visit your site have to match up.

• Understand your audience. Ask yourself: what information is your audience looking for? What mindset are they in when they come to your site? Are they researching, ready to buy, looking for inspiration, allaying concerns or comparing options? Knowing where they get their information, what they need and what influences their decision making will enable you to be targeted and effective with your PR.

CREATING CONTENT THAT WORKS Once the basics are in place, great content in the right place will have the power to build your brand and web traffic quickly and effectively. There are opportunities to create content across a huge array of platforms, and the most effective strategies are those that are rolled out across a range of channels.

Your own website Your own website is a good place to start and will lay the foundation for all other activity. If you’re bringing traffic to

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Online media coverage packs a punch. It can provide links on influential sites with high domain rankings, give your brand social proof and create perceived third-party endorsement, build brand authority and recognition, and increase your domain authority.

Audiences use online articles to inform their behaviour, do their research, compare options, inspire their choices and validate their behaviour. For example, traffic that arrives at your site from an online media outlet where people have just read a high-quality article by one of your in-house experts will be primed for more of the same. These individuals will already have confidence in your industry knowledge and authority and will therefore be open to more advice from the brand.

To capitalise on this, generate media coverage via genuinely interesting news stories, inspiring case studies, thought leadership pieces, expert advice, or unique trend and data led insights. Once this content is created, make it work as hard as possible for your business - repurpose it for blogs, social channels and newsletters, creating tailored assets and copy that will work for each of these platforms.

Working with influencers Bloggers are trusted influencers who can significantly impact buyer behaviour. In fact, research from the Digital Marketing Institute suggests 60 percent of consumers would consider buying a product if they had seen it promoted by an influencer. Bloggers have the power to introduce their audience to new brands, validate decisions and educate them about product benefits and performance. In addition, they can provide case studies, before and after shots, product reviews, answer questions and, ultimately, drive traffic to your brand’s website.

The content created by influencers can be used on their platforms and your own platforms. Again, consider the different needs of your target audience and where they are in the sales funnel. For example, you could work with an interior designer to provide inspiration, a self-builder for practical advice and a celebrity to increase your reach to a wider audience.

Customer content Utilising customer-generated content, such as reviews and case studies, will help to demonstrate authority and social proof and validate audience choices. Case studies in particular offer an opportunity to address commonly asked questions, using the experiences of others to build trust and remove any anxiety from the purchase.

UTILISING KEY WORDS When creating online content, no matter where it is going to be hosted, consider which keywords will help you target a specific audience. To help determine what these should be, use Google trends to better understand what phrases and words are most commonly searched for relating to your product or industry. For example, patio doors and French doors have similar search rates but there has been in increase in queries about how to adjust patio doors, so content on your website relating to this subject would bring in that traffic.

And finally, beware of duplicated content. Whilst it may be tempting to cut corners, there is no short cut to doing this well. Original, informative and compelling content is what works, and this has been proven time and time again.

For more information about driving your e-commerce business, visit https://www.energypr.co.uk/expertise/ driving-your-e-commerce-businesses

“Once this content is created, make it work as hard as possible for your business repurpose it for blogs, social channels and newsletters, creating tailored assets and copy that will work for each of these platforms.”

Brand partnerships Partnering with a complimentary brand for joint marketing activity is a fantastic way to get in front of a new and relevant audience and benefit from the perceived endorsement from another trusted brand. The most successful partnerships will share content across multiple channels, including via social media platforms, newsletters and website content, offering your brand exposure to a new database of targeted individuals.

Hosting guest blog posts on another brand’s site is a great way to gain links from a quality site which will help to increase domain rankings and SEO performance.

Forums Forums that are relevant to your industry and audience also offer a fantastic opportunity to demonstrate your brand’s expertise to a targeted, engaged audience. Forums allow you to answer questions from potential customers and post original content with links, again helping to drive traffic back to your site.

July 2020 | www.glassnews.co.uk

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MORE THAN HALF OF BRITS PRIORITISING HOME IMPROVEMENTS POST-LOCKDOWN IN BOOST FOR UK ECONOMY Over half of Brits are prioritising plans to update their home as the Covid-19 restrictions continue to be eased in the UK, with one in eight expecting to spend money on improvements within the next six months.

According to the research commissioned

by Safestyle, 55 per cent of UK adults are prioritising home improvement plans, with around a quarter intending to redecorate inside (23 per cent) or tidy the garden (25 per cent), and one in eight focused on improving the outside appearance of their home (13 per cent).

Whilst there are some who have suffered financially as a result of the lockdown, many of those surveyed (62 per cent) say they feel wealthier than usual as a result of saving money over the past few months on things like socialising, commuting and going on holiday. One in three (31 per cent) are likely to spend this extra money on home improvements – with 13 per cent planning to do so within the next six months.

Over a third (34 per cent) of respondents feel comfortable letting tradespeople into their home to carry out work, with another 26 per cent having no strong feelings either way, which is a positive sign as the country takes steps to restart the economy.

National home improvement company Safestyle, which commissioned the survey, has put strict Covid-safe plans in place to protect its customers and employees. The company is now fully open for business again following the lockdown and has recently launched a recruitment drive to boost its workforce.

Most of those polled in the research agreed that it is important for tradespeople to take additional steps to ensure that social distancing and good hygiene are maintained, with the top five requirements being to:

• Keep at least 2 metres away (71 per cent) • Wash/sanitise hands before entering (67 per cent) • Wear a protective face mask (63 per cent) • Confirm they have no Covid-19 symptoms (56 per cent) • Wear protective gloves (56 per cent) Other suggestions included wiping down anything they touch; not expecting a drink or to use the loo; and in one case the respondent wanted tradespeople to wear a one-piece virus-proof suit.

Martin Troughton, Marketing Director at Safestyle, says, “The survey shows that home improvements are still high on the list of priorities for many in the UK, perhaps more so after spending so much time at home during the lockdown. Our outdoor spaces have become the centre of our social lives, whether that’s clapping for carers outside the front door, chatting to neighbours over the fence, or more recently having small gatherings of friends and family in the garden, so it’s easy to see why improving the look of our homes and gardens is so important.

“It is clear from the survey data that many are now ready to have people working in their home again and start making some of the changes they’ve been thinking about during the lockdown period. There are others though who may need a bit of extra reassurance about allowing people to work in their home, ensuring it’s safe for themselves and their families. Many businesses are now putting steps in place to address this as we return to some degree of normality. At Safestyle, for instance, we’ve developed clear Covid-safe protocols for our sales and installation teams, going beyond government guidelines to make sure all our customers and employees remain safe.”

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www.glassnews.co.uk | July 2020

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EMPIRE BUILDING

Thousands of old and previously abandoned imperial-era industrial buildings are being brought back into use by specialist property developers - creating new demand for equally specialised glazing.

use developments and form part of the foundation of social regeneration within our large cities and towns.

At the height of Empire, between 1850 and the start of the Second World War, cities including London, Birmingham, Manchester, Edinburgh and Glasgow, amongst others, were littered with industrial buildings.

At the same time, demand for commercial property for commercial use has declined. A recent report by Savills indicating that 75% of commercial landlords were considering repurposing their assets, with 85% of those considering redevelopment into residential flats.

Gasworks, timber-yards, food processing factories, breweries, warehouses, dockyards, canal basins, engineering and printing works to power stations - these once forgotten industrial monoliths, are providing the architectural foundation stones for new urban regeneration schemes nationwide.

The drivers for this are multiple. The conversion of industrial buildings into living spaces first gained momentum in the 1970s as councils realised that this was a cost-effective way of reviving old building stock.

By the 1990s warehouse developments were bringing regeneration to urban areas throughout the UK, with Manchester, Liverpool, London’s East End and other major towns all benefiting from this renewed interest in pared-down modern living.

“There has been this fantastic transformation of the UK’s old industrial heartland”, says Nigel Headford, Business Development Director, Deceuninck Aluminium.

He continues: “Thousands of old and previously abandoned buildings have been brought back into use by specialist property developers, for example Urban Splash, to small developers and individual renovators.

“They form the foundation of exciting new residential, commercial and mixed-

“The opportunities for us as an industry supplying this sector are huge.”

If anything, this trend has accelerated since 2017 when permitted Development Rights, first introduced on a temporary basis in May 2013, were made permanent in 2016 were extended to light industrial properties, making conversions of old industrial buildings and warehouses easier.

Despite this relaxation of planning controls there are still challenges in the conversion of properties and ones that the window and door industry are uniquely placed in supporting developers in overcoming.

Nigel continues: “Even in a rundown state, old industrial buildings are often listed or sit within Conservation areas. This places incredibly tight controls on changes to building design, which means in many cases new doors and windows to roofing tiles will be subject to stringent controls.

“This is driven by the historic importance of the building and not the comfort of the end user so supplying products into this sector which meet both is about specialism and a sympathetic product range.”

Developed as a new build and retro-fit steel window replacement system, Decalu110 Steel, has been developed as a dedicated solution for industrial installations, with profiles designed to replicate the narrow sightlines that have historically defined industrial steel windows Decalu88 New Steel is an evolution of the same offering with a minimalistic detailing, creating a contemporary industrial alternative. Each features an outer frame of just 43mm in height and sash of only 40mm, with flush low sightline gasket.

“Decalu110 Steel can also be manufactured to replicate steel installations, which makes it a fantastic product for specification into warehouse and older industrial-style conversions where heritage or conservation is a requirement of planning”, continues Nigel.

“Decalu88 is stripped back, the design is a little simpler – and on that basis has a more contemporary aesthetic. This means it offers an opportunity to make a slightly stronger design statement, with a little more flexibility in period or architecturally driven applications.”

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It’s the efficiencies that the Decalu110 and Decalu88 New Steel deliver in manufacture – and the consequential opportunities to build in margin - that give each, further reach in commercial applications.

This starts with a combination of lower stock holding, and rapid manufacture, cutting fabrication times by as much as 40%, by cutting component parts from eight - to just three.

Decalu does this throughout its window systems offer through the use of a single outer frame and sash with identical middle section and slim sightline profiles; fully integrated thermal insulation; and most significantly, the use of co-extruded, preassembled gasket.

“You’re stripping component parts out and simplifying process”, Nigel continues. “The outer-frame and sash use the same inner shell, delivering significant manufacturing efficiencies. Window styles are defined by profile choice – you don’t have to stock multiple systems or tie-up capital.

“Really importantly, the system is supplied with a co-extruded pre-applied gasket. This does two things. It speeds up manufacture and frees up labour – you don’t need someone applying it.

“It also massively improves performance.

Manufactured from high-performance EPDM, it’s co-extruded with rigid PVC-U backing to eliminate shrinkage, something which has been a source of frustration, complaints and call-backs for installers and manufacturers in the UK”, Nigel says.

In addition to Decalu110 Steel and Decalu88 New Steel, the Decalu window system offer includes reversible and tiltand-turn options, in addition to a standard casement. It also includes the ultra-energy efficient Decalu101 Scand, which offers U-values as low as 0.89W/m2k plus Decalu88 bi-folding door; Decalu163 liftand-slide.

The immediate win for fabricators is that each uses exactly the same energy efficient single inner frame and mid-section so that

it’s only the front, the face of the system that changes.

This immediately lowers stockholding and releases capital but also means that internally each individual element of the offer looks the same, including bi-fold and lift-and-slide options.

“It means that you can offer a specification that’s pretty much unique. Architects can match aluminium windows to doors and deliver a consistent internal design aesthetic”, Nigel adds.

Decalu also comes with a 16mm Eurogroove, which means that it accepts standard PVC-U hardware. The point being that if you’re running a PVC-U line, you don’t have to buy-in and stock separate aluminium hardware alongside it.

And Deceuninck’s PVC-U business has also exerted a subtler influence on the direction of its new aluminium offer.

Strategically Deceuninck [‘PVC-U’] has supported its customer’s growth through the focus it has placed on colour – some 30 colourways from stock – contributing to the 40% growth in foiled profile seen by the PVC-U systems company.

This is something that is not lost on Deceuninck Aluminium. “Colour is key. Not only in PVC-U but aluminium”, argues Nigel.

“Where aluminium is behind PVC-U is in its colour offer. There’s an artificial uplift on cost and that’s something which artificially limits growth.

“We’re going out with 16 standard colour options but no increase in cost on dualcolour – it’s there as standard. This delivers far greater flexibility and margin, throughout the supply chain.

“That’s important in retail but equally significant in a commercial environment where there is an increased pressure on margin.

Dual colour as standard instantly adds to our commercial customers bottom line.”

Deceuninck Aluminium can do this because it operates its own rolling and painting facility, something which allows it according to Nigel, to deliver a series of wider benefits to fabricators.

“We have total control of the process”, he says “we design it, we roll it and we paint it. It’s all delivered in-house. This means we can bring a value-added product offer to the UK and shape a service that transforms aluminium systems supply”, he concludes.

For more information call 01249 816 969, email info@deceuninckaluminium.co.uk or visit www.deceuninck.co.uk.

July 2020 | www.glassnews.co.uk

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SELECTA – GETTING BACK TO WORK! As we all begin to get back to work, in what has been frequently described as unprecedented circumstances and exceptional times, Selecta Systems Sales Director, Andy Green, talks directly and openly on how Selecta have dealt with the whole situation, getting back to work and his thoughts on opportunities moving forward.

Selecta began the year with enthusiasm and excitement, having converted 46 fabricators of all sizes in 2019 and a further 12 switching to the Advance 70 System in the first three months of this year. January saw Selecta 25% up on the previous year, with February returning similar figures and March looking resoundingly impressive too.

We were certainly looking forward with great optimism and there was a buoyant and confident mood amongst the team as we looked to improve on what was an already excellent 2019.

In February, I was in Tenerife as the Coronavirus outbreak hit a hotel not too far away from where I was staying, and I saw the panic and hysteria first-hand during the return flight back to the UK. No one could truly envisage the devastation and true effect of Coronavirus as it started to spread across the world. Selecta had already commenced introducing a series of workplace precautions and initiatives to protect staff and customers, prior to the government’s announcement at the end of March to officially go into lockdown.

As of 26th March there was an eerie silence at our Birmingham extrusion and distribution centre as extrusion machines were turned off, our fleet of lorries parked up and staff sent home as we closed all operations for what was to be an initial 3 weeks. It was at this point that a lot of people heard the word furlough for the first time, and it gave businesses an opportunity to temporarily shut down and secure their immediate future and the employment of staff. Our whole industry seemed to come together, temporarily closing down and coming to a standstill in just a matter of days.

It turned out that we were to shutdown for a total of 6 weeks before the government announced a new set of guidelines to encourage businesses within our industry to open safely. We re-opened our doors on Monday 11th May, initially with skeleton staff, as we prepared to introduce a series of workplace precautions and hygiene

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controls to allow further staff to return with a phased programme to full capacity. Upon our return, the response from customers has been immense as we began with a record volume of orders as the team worked tirelessly together to meet customers’ demands. I would like to personally thank every customer for their co-operation, understanding and patience during what has been a difficult time for everyone.

comprehend the surge in home and garden improvements. If you’ve tried to get hold of some grey fence paint or some plaster, then you’ll know where I’m coming from!

With the upsurge in garden improvements, I’ve observed an increase in garden room, summer house and ‘man cave’ builds during the lockdown, with some waiting lists as long as 2-3 months. Also, with working from home increasing and the possibility of this becoming the norm for some, converting garden rooms in to offices can and has provided escapism and solitude for folk wishing to ‘get away’ from some of the trials and tribulations of working in their everyday family home!

Our business structure has certainly allowed ourselves to be far more flexible and accommodating, being able to go above and beyond where required and provide service and support which may not have been achievable by other window and door profile system suppliers. This, I believe, is what always sets us apart from the competition and forms a huge part of the business ethos.

Since re-opening we have had a phenomenal response from a host of fabricators wishing to switch their profile system to our Advance 70 Window and Door System, with no less than a dozen fabricators currently in the process of being or been converted. It certainly bodes well for the immediate future and continues to demonstrate the strong appeal of working with an experienced and renowned UK based and family owned systems company.

What we have witnessed during the lockdown is a home and garden improvement boom, with families keeping busy upgrading and improving their properties. You have only got to see the huge queues at your local DIY stores and refuse centres, combined with the difficulty of getting materials delivered, to

We have fabricators whom supply this market and they have been inundated with work during this period. This can and has also presented new fabrication, supply, build and installation opportunities and an option for businesses to expand and diversify, with PVCu windows and doors being used more frequently within these builds. Our Vantage Holiday Home System and Advance 70 System are capable of being installed into these structures with the ability of installing into wall thicknesses between 38mm – 100mm. There are an array of PVCu window and door options available that provide consumers with the reassurance of added security and warmth to their garden builds as they take enormous pride and enjoyment from their projects.

With holidays being cancelled, coupled with the closure of a large amount of retail stores and hospitality venues, this seems to have freed up those extra funds that consumers are using to finance their home and garden improvements. There are and will continue to be opportunities out there if we actively seek them. It’s certainly not a time for burying our heads in the sand. We are currently in unknown territory.

The global pandemic and resulting country lock down is something that a majority of us have never experienced in our lifetime and for some there will be challenges ahead. We all need to build partnerships around us to tackle these potential challenges and be proactive and practical in our approach. There have already been casualties arising within our industry with rumours of more on the horizon. That’s why during these times of uncertainty you need trustworthiness, dependability and assurance from your window and door system and systems supplier. One that can provide long-term security, by helping you and your business and offering a complete, flexible and personal service and support package. We’re here and ready when you are.

July 2020 | www.glassnews.co.uk

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VINYLPLUS®: STEERING THE PVC INDUSTRY TOWARDS THE CIRCULAR ECONOMY VinylPlus, the Voluntary Commitment to sustainable development of the European PVC industry, recycled 771,313 tonnes of PVC in 2019 - more than 96% of the programme’s 2020 target.

The PVC industry is well on track to meet VinylPlus’ ever more challenging recycling targets for 2025, in line with the Circular Economy and the ambition of the Circular Plastics Alliance and EU policy initiatives to encourage recovering, recycling and reusing plastics. VinylPlus’ results are presented in its 2020 Progress Report launched today.

medical devices. PVC is reusable and can be recycled multiple times without losing its essential properties. Recycling this valuable material is a key part of VinylPlus’ voluntary commitment to sustainability and to the Circular Economy. This recycling effort is reinforced by traceability and certification schemes that ensure the safety and quality of recycled materials and processes.

Through its Voluntary Commitment, the European PVC industry has recycled 5.7 million tonnes of PVC since 2000, preventing the release of 11.4 million tonnes of CO2 into the atmosphere. In 2019 alone, 771,313 tonnes of PVC were recycled - more than 96% of the programme’s 2020 target.

Following the European Commission’s pledging call for the entire plastics industry to boost recycling, VinylPlus has committed to recycling at least 900,000 tonnes of PVC per year into new products by 2025 - securing further its place in achieving Europe’s Circular Economy strategy and the aspirations of the cross-industry European Commission’s Circular Plastics Alliance,

set up in 2019 for the cooperation on the uptake of recycled plastic.

Continuous recycling of valuable PVC material is in the best interest of a sustainable society. The European Chemicals Agency (ECHA) has confirmed recently that the recycling of end-of-life PVC products is the best waste management option from both an environmental and human health point of view. Recycling of PVC significantly reduces potential greenhouse gas emissions as for each kilo of PVC recycled, two kilos of CO2 are saved.

The alternative scenarios would result in wasting material that would otherwise be recycled and reused.

VinylPlus’ 2020 Progress Report confirms that the voluntary programme is achieving its targeted objectives. To guarantee maximum transparency, participation and accountability, a Monitoring Committee, composed of representatives of the EU Parliament, the EU Commission, trade unions, consumer organisations and academia, supervises VinylPlus’ achievements and progress. Jo Dewulf, professor at Ghent University and Chair of the Monitoring Committee, said: “Industry initiatives, like VinylPlus, that look beyond recycling and put sustainability along value chains in focus are increasingly essential when developing strategies for a circular economy.”

VinylPlus goes further than the Circular Economy, addressing other sustainability

topics such as energy and climate change, sustainable material sourcing and production and the responsible use of additives. Such key issues have been integrated into the VinylPlus® Product Label, the sustainability certification scheme for PVC products in the building and construction sector delivering the highest sustainability performance and contribution to the Circular Economy. To date, ten companies have received the VinylPlus® Product Label for more than 100 PVC products manufactured at 18 European sites.

Workers’ health and education are also an integral part of the programme. VinylPlus cooperates with the European Chemical Sectoral Social Partners (made of European Chemical Employers Group and industriAll Europe) to implement action plans for workers’ safety and for the digitalisation of SMEs that were defined in the framework of the renewed Cooperation Agreement signed in 2017.

Brigitte Dero commented that “each progress report is a timely opportunity for the industry to reflect not only on its past achievements, but also on future challenges and opportunities. With the culmination of VinylPlus in sight, we are engaging further with our partners and stakeholders in a dialogue to build the new VinylPlus programme towards 2030 that will be launched in May 2021.”

“Over the last 20 years, VinylPlus has worked tirelessly to tackle the challenges of circularity. We continuously aim to improve our sustainability performance embracing the European Green Deal, the Circular Economy Action Plan and other policy initiatives impacting the plastics sector,” stated Brigitte Dero, Managing Director of VinylPlus.

PVC has become a plastic material of choice for medium- and long-life applications, primarily in building and construction products such as window frames, pipes, flooring, and cables, but also for lifesaving

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July 2020 | www.glassnews.co.uk

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PATIOMASTER LAUNCHES NEW RETAIL BROCHURE PatioMaster has launched a new 36-page consumer brochure. Gerald Allen, Marketing Manager at Epwin Window Systems, said: “Our new PatioMaster retail brochure has been designed to support both fabricators and installers’ marketing activities by showcasing the exceptional quality and design credentials of our PatioMaster doors.”

The high-end consumer brochure includes information on the comprehensive patio range, including both inline and triple track patio door options. Gerald said: “The trend for wide apertures and large expanses of glass has never been stronger with consumers and our Triple-track patio doors deliver in all areas and have proven to be a popular door option.”

and installers to take advantage in the growth for coloured products. Gerald said: “Coloured products have grown significantly in recent times and our new colour collection reflects a plethora of colour hues and finishes that add value to a fabricator and installer’s portfolio and presents a wide choice of options for the consumer.”

The recently-launched PatioMaster colour offering features Anthracite Grey Smooth, Cream on White, Sage, Claystone and Pebble Grey that present the latest on-trend colours.

Having a portfolio that attracts your target market is vital to the success of your business. By partnering with PatioMaster, not only do you get products and colour options that meet market demand, you also get the support of one of the UK’s leading manufacturers of patio doors.

And the new consumer brochure will allow installers to present the benefits of the PatioMaster offer into the consumer too.

The new PatioMaster retail brochure can be downloaded directly from the Epwin Window Systems marketing hub.

Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

The brochure also showcases the new colour offering that is available across the PatioMaster range. The doors are available in a choice of 30 foiled finishes, including wood effects, solid, flat and grained textures reflecting a varied colour palette of options allowing fabricators

LOCKDOWN AND COVID-19 TO DRIVE 22% FALL IN WINDOW AND DOOR MARKET – AMA RESEARCH Revised forecasts from AMA Research suggest Covid-19 and lockdown will deliver a 22% drop in the value of the UK window and door market this year.

AMA, however, said that although this would lead to short-term challenge and some consolidation, prospects for the medium and longer term were positive, with the worst now behind it and moderate but sustained growth forecast through to 2024.

The authors of the revised edition of the Door and Window Fabricators Market Report UK2020-2024 write: ‘As with many other construction products manufacturers and suppliers, the restrictions imposed in an attempt to contain the spread of the virus have led to major disruptions to many businesses.’

They add, however, that with recovery forecast from Q4 this year, ‘growth is forecast in all sectors with a gradual build up over the subsequent 4-year period to 2024 when some sectors will have fully recovered.’

While AMA forecasts a ‘V’ shaped recovery, it however,

warns that many of the underlying issues which impacted the industry pre-lockdown, remain.

This includes significant over-capacity, particularly in PVC-u extrusion and fabrication. It also adds that recovery will be faster in some areas of the industry than others, with significantly differing fortunes for residential, housebuilding and commercial sectors.

Jane Tarver, Senior Research Analyst AMA Research said: “There is a lot that still hangs in the balance. A second wave or localized lockdowns still have the potential to exert a major impact on the industry’s fortunes.

“With April and May now behind us and the relaxation of lockdown controls in the middle of this month (June), we now appear to be entering a period of recovery. While remain cautious, and while further industry consolidation should be expected, we can be optimistic about the medium and longer term, through to the end of the forecast period in 2024.”

AMA highlights the highly competitive nature of the residential window market in particular suggesting that the fortunes of those who operate within it, will again vary according to product offer and material type.

“Ultimately, the industry is mature and, in the longer term, heavily dependent on replacement demand in the residential sector”, Jane added. “That in return is reliant on consumer confidence.

“Covid-19 has come with significant economic cost.

The continuing challenge for companies – and the longer term one - is to adapt to the trends which were defining the window and door industry pre-lockdown.”

For further information please call 01242 235724, email marketing@ amaresearch.co.uk or visit www.amaresearch.co.uk.

‘STOCK-OUTS’ IN COMPONENT SUPPLY POST-LOCKDOWN COSTING FABRICATORS Anglo European has said disruption to the component supply chain is limiting the ability of many fabricators to ship jobs, impacting their cash-flow.

returned to work plus fabricators who had previously bought from their systems provider but had encountered availability issues.

Particularly acute in steel and aluminium component supply, the steel reinforcement specialist said it had so far picked up 20 new customers, in response to disruption within their former supply chains.

Lee Marriott, Group Business Development Director, Anglo European: “There are a number of issues within the reinforcement supply chain, which mean that fabricators are struggling to source stock.

This included a number of new business wins from competitors who had still not

“Many of our competitors were later back and right now, still aren’t back. The reliance of systems companies on these third-party suppliers has also impacted their ability to supply steels. We came back with our customers at the beginning of May. Our supply chain is also UK based. We buy product from UK steel manufacturers, we roll it, we cut it and we supply it direct.

“We – and most importantly – our customers haven’t encountered any disruption. Which means they are getting product out and getting paid.

Steel reinforcements are suddenly far more important because supply has been interrupted by lockdown.”

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Anglo says this extends to other ancillary products including bay pole couplers and trims. With an inhouse aluminium extrusion facility, Anglo can supply dedicated bay-pole couplers for all leading PVC-U systems.

It also extrudes a universal system which works across them, which means fabricators can reduce stockholding.

“In itself it’s not necessarily a high-profile product but if you can’t supply windows

because you can’t get a bay-pole coupler, it suddenly takes on a lot more importance”, Lee said.

“We’re unique in the UK in that we not only roll steel but also extrude aluminium.

We also don’t force fabricators to carry high levels of stock. Our universal bay-pole coupler, for example is supplied in a single 6m length and X2 6m trims. We’re not forcing our customers into high levels of stock-holding so their cash isn’t tied up in materials. It arrives with their delivery of reinforcement and a single invoice.”

In buying reinforcement direct from Anglo, fabricators can cut the price they paid for steel reinforcement by 30-40%. The figures, which are based on buying-in cut-to-size reinforcement, represent the culmination of labour and employment costs, reduced wastage and the lower unit price achieved through direct supply.

For more information about Anglo European visit www.angloeuropeangroup. co.uk email enquiries@angloeuropean.net or call 0161 231 2354.

July 2020 | www.glassnews.co.uk

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PERFECT FIT FOR VIRUS SCREENING As businesses start returning to the workplace following the pandemic, ensuring staff and customer safety and complying with Government guidelines is a priority. How can glass screens be used to help businesses quickly adapt their offices, without lengthy and costly reconfiguration issues? Simon Boocock, Managing Director of CRL Europe, takes a look.

While a return to the workplace is something of an uncharted water following the Coronavirus outbreak that has swept the globe, one thing that is for certain is that the offices we return too will need to be different to those we left behind prelockdown. To minimise health risks and provide security and peace of mind for all who work in them, offices need to be adapted to a ‘new normal’.

Many office workers have had to adapt to working from home for the past few months and as restrictions ease businesses will need to be able to reassure their employees that the office environment is a safe one for them to return to. Hand sanitation points, clear signage and retro-fitting protective screens to existing furniture are all likely to be used in a business’s fight to encourage staff back to the workplace.

Something that is common in offices throughout the land is the sense of team spirit and corporate culture, things that many businesses have done well to retain via regular video conference calls during lockdown. This is also why the open-plan office environment is such a popular one, but in a post-pandemic era such layouts can be detrimental to preventing the spread of the virus and keeping everyone safe. Water cooler moments and hot desking may not be possible, at least for the time being, but those businesses that do work best with all their staff together in one place should be able to do so in a safe way, with measures in place. Businesses therefore have something of a juggling act on their hands; how do they retain that sense of open interaction and enable colleagues to interact and bounce ideas around while also keeping everyone safe and implementing good hygiene practices?

entrance spaces within the workplace, while providing maximum protection for all concerned.

will need to look slightly different now and manufacturers have been working hard to ensure there are systems and solutions available to help get things in place quickly, while keeping changes to a minimum, because familiarity is really what staff need to see to build that confidence back up again.

This is where the use of glass comes in.

Glass screens can be used to provide a physical barrier to the transmission of respiratory illnesses, yet as a fully transparent material still enables close interaction between colleagues. Glass can also be easily cleaned at regular intervals to maximise on hygiene levels. While not causing a visual obstruction as such and enabling light and sound to flow as normal, a glass screen is a visible statement that will help reassure returning staff that the necessary health and social distancing

measures have been put in place to protect them. Glass has long been used in openplan office environments to divide up larger spaces and help with acoustics and glass screens are no different; they enable the open-plan and collaborative nature of the office to be retained and employees still feel part of a cohesive team.

Glass screens in reception areas will be the first visual sign of a Covid-secure working environment for staff and visitors and the screen itself needn’t retract from the design of the space itself, cause an obstruction or take up a great deal of space.

Reception, and entrance areas in general, are a high-risk zone as this is where there is the greatest movement of people. There is often a constant flow of delivery people and visitors, for example. Glass can therefore be used to help maintain the character of

Within the office itself, workstations can be retro-fitted with glass screens without the need for very much reconfiguration of the space itself at all. Being able to use glass screens that are portable will be key for many businesses looking to adapt their offices to comply with new health and safety regulations fast. Simple and very quick to set up, such screens will have fittings that don’t need to be screwed into furniture, which is good news for those not wishing to make permanent alterations or to potentially risk damaging existing fixtures. Such workstations screens also help overcome the challenge of social distancing in environments that simply won’t allow for the 2m rule, thereby helping more businesses to get back to business sooner.

Usefully, portable partition fittings are also available in a variety of finishes, so that the whole thing can seamlessly blend into the environment without looking out of place. Those with an anti-slip base will be particularly useful for high traffic areas around the office, while fittings that can be easily extended to increase the width of the barrier as required will be a good all-rounder that can be adapted as required to ensure a Covid-secure, safe and healthy workplaces going forward.

For more information call CRL on 01706 863600, email crl@crlaurence.co.uk, or visit www.crlaurence.co.uk

“There is no doubt though that the office environment will need to look slightly different now and manufacturers have been working hard to ensure there are systems and solutions available to help get things in place quickly, while keeping changes to a minimum, because familiarity is really what staff need to see to build that confidence back up again.”

Government guidelines have been introduced to aid businesses ahead of any re-opening and these need to be adhered to quickly to be given the green light. There is no doubt though that the office environment

www.glassnews.co.uk | July 2020

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FARROW & BALL FOR RESIDENCE As one of the brightest and most respected consumer brands in the window and door sector, The Residence Collection of premium windows and doors is often associated with other prominent brands and none more so than paint icons Farrow & Ball.

Farrow & Ball are the most influential brand when it comes to heritage inspired paints and they recently featured an R7 window in Chalk White on their official Instagram page, which boasts over 968k followers and the post itself has enjoyed 8,961 likes. The paints featured are Strong White and Moles Breath and the R7 window in Chalk White complements these colours perfectly, adding an understated elegance and brightness to the room shown.

With one of the largest platforms of any window and door company in the UK on social media, The Residence Collection

are highly active on all platforms, including several mood boards on Pinterest to inspire style savvy consumers, where the traffic generated amounts to over 143k monthly views.

There’s a Chalk White page on this influential platform which shows off an R7 window, along with sample swatch images of Elephant’s Breath, Skimming Stone, Strong White and Wimborne White, again all from Farrow & Ball.

Sarah Hitchings, sales and marketing director of The Residence Collection, commented: ‘I was genuinely taken aback when I saw that Farrow & Ball had featured an R7 window on their Instagram home page. Yes, we’ve aligned ourselves with them on several mood boards, but it’s nonetheless it’s hugely inspirational for our brand.

She continued: ‘Like our product designs have broken the mould in terms

of careful detailing, our consumer marketing and social media engagement in particular, really help us stand out and that’s great for our trade partners and ultimately for consumers.

Also, an increasing number of them are now looking for the added social element for inspiration, as our engagement numbers clearly show.’

For further information please visit www. residencecollection. co.uk and www. residencecollectiontrade. co.uk. You can request a free brochure pack including the stylish and inspirational My Residence Magazine via e-mail at journey@ residencecollection.co.uk or by calling 01452 348650.

You can also add to their following on Twitter @ residence9 and engage with them on other social media platforms including Facebook, LinkedIn, Instagram, Pinterest and Houzz.

ENDURANCE TO HOST INDUSTRY MARKETING WEBINAR With Endurance Doors making a strong reopening, as the business resumed manufacturing its highly regarded range of solid and secure composite doors, the company is hosting an Industry Marketing Webinar which will be held on Friday, 10th July at 11am.

The company have already published a free COVID-19 Installation Guide, which is aimed at both installers and homeowners, but the webinar goes into further detail about current conditions, how to re-ignite sales and how to make the most out of their powerful marketing programme. The webinar will be presented

by Scott Foster, Group Marketing Manager at Endurance Doors and Chris Tahmasaby, CEO of ICAAL, their internet and lead generation partner.

An important part of the webinar will be dedicated to the expanded range of marketing support from Endurance Doors,

highlighting several new initiatives including the new branded Door Designer, Trade Hub for marketing resources and the Fingerprint Portal for branded support materials with a Web2Print facility.

The Installer Partner Network will provide the content for the second part of the marketing presentation to talk about homeowner lead generation, installer subsites at endurancedoors. co.uk and Installer Partner Network accreditation.

The webinar will be concluded by CAAL where they will discuss cutting edge marketing tools and techniques to improve lead generation and conversion remotely. These initiatives will include their innovative Virtual Chat Bot Assistant, a Virtual Appointment lead capture page and their popular Quoting Engine system.

Scott Foster, Group Marketing Manager for Endurance Doors commented: ‘Getting the industry back up and running is everyone’s responsibility and so we’re putting on our Industry Marketing Webinar for all of Installer Partners and to the wider industry.

Along with the successful COVID-19 Installation Guide, we’re providing tools to help generate and manage sales in the coming months and beyond, as we look to provide best practice and in some cases, new ways of working in the composite door sector.’

For further information on the webinar and Endurance Solid and Secure composite door range please call the sales office on 01652 659259, visit https://endurancedoors. co.uk, or e-mail marketing@ endurancedoors.co.uk.

You can also add to the Twitter following @ EnduranceDoors.

GLAZING SUMMIT RESCHEDULED FOR 2021 The annual Glazing Summit conference, due to take place in October, has been postponed until 2021 due to uncertainties around social distancing.

Organised by Insight Data and Purplex Marketing, the event brings together leaders from across the supply chain to discuss best-practice and debate industry trends and developments.

Andrew Scott, founder of the Glazing Summit, commented: “We recognise that all live events have been cancelled or postponed so far this year, and although the Glazing Summit is still 4 months away we have taken the view that social distancing measures are still likely to be in place, and the right decision is to postpone until next year.”

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The Glazing Summit 2021 will now take place on Thursday, 7th October 2021 at the Edgbaston Conference Centre, Birmingham.

“While the main event will take place next October, our sponsors and partners have asked us to put together some other business activities to connect and support the industry, and we’ll unveil our plans for this in due course” added Andrew.

To get involved in next year’s Glazing Summit, visit www.glazingsummit.co.uk.

July 2020 | www.glassnews.co.uk

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STELLAR’S EASE AND SPEED OF FITTING OFFERS CLEAR BENEFITS TO INSTALLERS Stellar, the double G Award-winning aluminium system from Epwin Window Systems, has been setting a new standard for the industry ever since it was launched last year. And one of its features is proving more important than ever at the moment: its speed and ease of fitting.

Gerald Allen, Marketing Manager at Epwin Window Systems, explained: “Maximising productivity will be at the top of installers’ minds at the moment. Stellar was designed from scratch to take aluminium systems to the next level and one of the ways it does this is by being exceptionally easy and quick to fit. It means installers can install the products much more quickly therefore reducing the time needed at a customer’s home which is imperative at this challenging time.”

There are several reasons why Stellar is so easy to fit. It is fully internally glazed and it uses patent-pending knockin beads which makes glazing rapid. The system has flat rebates so fitting glazing packers is simple and because the frames are flat-backed, it’s simple to position them

perfectly. Installer Darren Young of DP Young Joinery in Stoke-on-Trent summed up the experience of fitting Stellar: “I recently fitted my first Stellar bifold door and it was the best bifold I’ve ever fitted. I saved loads of time because the beads clipped in and it gave the neatest finish I’ve ever seen, plus the speed of fitting, about an hour quicker than a comparative aluminium bifold door, meant we reduced the time spent on site. As a result, we have secured more work for the Stellar bifold door with consumers.”

Gerald commented: “The ease with which Stellar can be both fabricated and installed is impressive and it’s an element of the system’s design that has never been more important with the industry manufacturing and fitting in the ‘new normal’. Combined with the undoubted aesthetic appeal of the system, it makes it a powerful proposition.”

Stellar has the slimmest sightlines on the market – it is at least 30% slimmer than the main competing systems, which delivers a 12% larger glass area. The system comprises a Flush Casement Window and a Fully Flush Casement

FENTRADE ALUMINIUM BOUNCES BACK TO PRE-COVID SHUTDOWN LEVELS Aluminium trade fabricator Fentrade Aluminium Building Products has bounced back to pre-Covid manufacturing levels in just four weeks.

Chris Reeks, Director of award-winning Fentrade Aluminium Building Products, said: “Throughout the shutdown period we kept visible across all digital platforms to ensure we secured a strong sales funnel of work for our return. Continuing with proactive marketing in uncertain times was crucial and has paid off.”

Since the Newport-based company reopened their business in May 2020 with safe manufacturing disciplines in place, they have seen a strong surge of immediate orders for their range of high-quality aluminium products and in particular for curtain walling and shopfront products. Chris said: “We were quoting for aluminium curtain walling and shopfronts throughout lockdown and these sales, along with additional retail products, were ready for our return.”

And as with all Fentrade products, they are manufactured to the highest standards with the company offering a 24-hour quotation system too.

Fentrade works with trade and retail customers throughout Wales and the West and along the M4, M5 and M6 corridors. It partners with renowned industry brands such as AluK and VBH Greenteq and manufactures a full

www.glassnews.co.uk | July 2020

Gerald concluded: “Installers looking to improve productivity levels and give themselves a competitive edge with the products they offer should look to Stellar as the answer.”

Tel: 0845 300 9356 www.stellaraluminium.co.uk

GLAZERITE CHAIRMAN GETS READY FOR EPIC CHARITY RIDE

Fentrade’s aluminium curtain walling products are both lightweight with superior strength and can be used across all building envelopes making them a popular choice for commercial applications.

They are available in a wide range of profile depths and colours to cope with all situations and can accommodate both double and triple glazing units up to 46mm in depth.

The range of commercial shopfront products offered

by Fentrade are also available in a vast array of RAL colour finishes and can accommodate single or double-glazing units with choice of locking systems to suit the customer’s needs.

Window, which is unique in the market as the only aluminium window to offer flush lines inside and out. There is also a Bay Window, a Flush Door, and a Bifold Door.

John Hewitt, Chairman of the Glazerite UK Group Ltd, is just weeks away from a 1,000 mile cycle ride in memory of his late daughter Kelly.

The challenge, nicknamed Kelly’s Heroes, will see a 12-strong team of amateur cyclists take part in a mammoth ride from John O’Groats to Land’s End, pedalling off on 16th August.

range of aluminium windows, doors, bifolds, inline sliders and GFT commercial screens too.

The company is also a member of the Council for Aluminium in Building and prides itself on maintaining the highest standards in all business areas.

Chris concludes: “We are committed to supporting installers and builders in this changed business landscape. By keeping the lines of communication open with our customers and marketing to potential new ones throughout lockdown has allowed us to come back stronger.”

Tel: 01633 547787 fentradealuminium.co.uk

Some of Glazerite’s customers and good friends of John will be joining him for the ride, including Pete Mew of West Midlands-based Mews Windows and Glyn Pepper of Snowdon Homes. The team are hoping to raise £50,000 for the charity We Mind & Kelly Matters, which John set up to honour his 24-year-old daughter following her passing in 2018.

John says: “Kelly had fought a battle with anxiety and depression in the months leading up to her death. After she took her own life, we wanted to do all we could in her memory to raise awareness of mental health and support other charities like MIND.

last autumn, with a mix of indoor and road cycling. Much of the team’s training this year coincided with the UK-wide ‘lockdown’, which meant finding new ways to train together virtually using indoor cycling equipment and catching up over What’s App for cycling sessions.

In the process, John has lost nearly three stone.

John adds: “We know it’s going to be a tough two weeks but nowhere near as tough as it is for those who face battles with mental health. I’d like to thank all the installers and suppliers, including VEKA and the Independent Network, for the support they have shown us so far, including sponsorship and donations. The support from the fenestration industry, even in the difficult times we’re all currently facing, has been tremendous.”

The team leaves John O’Groats on 16th August 2020 and aims to reach the Cornish landmark within 13 days. To sponsor Kelly’s Heroes, visit: https:// uk.virginmoneygiving.com/JohnHewitt1 To meet some of the team, visit: https://youtu.be/sPNbDLFQ9bI

“We hope that our bike ride can raise awareness of the battles people face on a daily basis, as well as illustrate the help and guidance on offer to help support those who are struggling.”

John, Pete and the rest of the team have been training for the challenge since

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TRADE NEWS

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MAKING THE SWITCH TO STAINLESS STEEL HARDWARE

HOW THE LOCKDOWN HAS ACCELERATED THE DECISION FOR MANY BY JULIE HOLMES, NATIONAL SALES MANAGER, MILA

If the enforced lockdown did anything positive, it did at least give fabricators time to take a close look at their businesses and identify any areas for potential improvement. For many, it was probably the first time in their careers that they had been able to really take a step back like that.

I was in touch with Mila customers throughout and they were all using the time as productively as possible to reorganise their factories, look at skills matrixes for their staff, investigate new software

solutions and remote selling tools, and review their product ranges.

In terms of products, the main objective seems to have been to identify products which will bring in new sales with strong margins but which, crucially, are easy to manufacture and fit.

From Mila’s perspective, the biggest winner from that has been our stainless steel door products. We’ve seen a surge in demand from companies who have decided to finally make the switch to stainless steel hardware as standard in order to upgrade

their product offering. They may have been planning to do that at some point anyway, but the decision seems to have been accelerated by the enforced stop to their production lines.

The big benefit of stainless steel of course is the enhanced durability, and there is a growing sense that stainless steel is the right choice now, not just for the premium end of the market where demand seems to be strongest post lockdown, but also for the commercial and social housing markets where it can guarantee fewer costly remedials.

We’re seeing orders coming in from existing Mila customers who are upgrading to our stainless steel range from our standard zinc diecast products, as well as from new customers who are using a switch to our stainless steel as an opportunity to switch to a new door furniture supplier. That includes big name fabricators such as Nationwide Windows, Safestyle, Consort and Dunraven.

All of the products in Mila’s stainless steel range are branded Supa™ and the range includes standard and security door handles, pull bars and escutcheons, door knobs and pony tail knockers, letterplates and letterplate cowls. Fully suited, they combine stylish design with long-lasting finishes, which have been independently salt

spray tested, and come with the reassurance of a 25-year surface finish guarantee.

The whole range has been designed to work in both standard and Secured by Design settings, with standard and security Supa™ handles and standard and security grade escutcheons available.

It also works across both contemporary and traditional door designs, with a wide range of pull bars alongside the conventional handles. We offer, for example, inline, offset, D shape, V shape, bow shape and even square pull bars, all with a choice of lengths and finishes, for through fix, concealed fix or back-to-back fitting.

We like to think we’ve thought of everything with this range – we even have a firerated letterplate which is FD30 compliant alongside our standard version.

What’s perhaps most important though is that, with Supa™, customers get the quality, ease of installation and service that they associate with Mila, but at an affordable price which allows them to preserve their margins. At a time when efficiency and profitability are paramount, that’s a winning combination.

More details are at: www.mila.co.uk.

LOCKDOWN AND COVID-19 TO DRIVE 22% FALL IN WINDOW AND DOOR MARKET Revised forecasts from AMA Research suggest Covid-19 and lockdown will deliver a 22% drop in the value of the UK window and door market this year.

AMA, however, said that although this would lead to short-term challenge and some consolidation, prospects for the medium and longer term were positive, with the worst now behind it and moderate but sustained growth forecast through to 2024.

The authors of the revised edition of the Door and Window Fabricators Market Report UK2020-2024 write: ‘As with many other construction products manufacturers and suppliers, the restrictions imposed in an attempt to contain the spread of the virus have led to major disruptions to many businesses.’

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They add, however, that with recovery forecast from Q4 this year, ‘growth is forecast in all sectors with a gradual build up over the subsequent 4-year period to 2024 when some sectors will have fully recovered.’

While AMA forecasts a ‘V’ shaped recovery, it however, warns that many of the underlying issues which impacted the industry pre-lockdown, remain.

This includes significant over-capacity, particularly in PVC-u extrusion and fabrication.

It also adds that recovery will be faster in some areas of the industry than others, with significantly differing fortunes for residential, housebuilding and commercial sectors.

Jane Tarver, Senior Research Analyst AMA Research said: “There is a lot that still hangs in the balance. A second wave or localized lockdowns still have the potential to exert a major impact on the industry’s fortunes.

“With April and May now behind us and the relaxation of lockdown controls in the middle of this month (June), we now appear to be entering a period of recovery.

“While remain cautious, and while further industry consolidation should be expected, we can be optimistic about the medium and longer term, through to the end of the forecast period in 2024.”

AMA highlights the highly competitive nature of the residential window market in particular suggesting that the fortunes of those who operate within it, will again vary

according to product offer and material type.

“Ultimately, the industry is mature and, in the longer term, heavily dependent on replacement demand in the residential sector”, Jane added. “That in return is reliant on consumer confidence.

“Covid-19 has come with significant economic cost. The continuing challenge for companies – and the longer term one - is to adapt to the trends which were defining the window and door industry pre-lockdown.”

For further information please call 01242 235724, email marketing@amaresearch.co.uk or visit www.amaresearch.co.uk.

July 2020 | www.glassnews.co.uk

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DECEUNINCK REPORTS JUNE 2020 SALES 15% UP ON JUNE 2019 Deceuninck has seen a “spectacular” post-lockdown recovery, with June sales up 15% year-on-year and ahead of the 2020 budget. The leading systems company says demand is particularly strong for Flush windows and doors, and for colour.

“We’re feeling confident about the future and the long-term prospects for Deceuninck and our customers. The next few months won’t be without challenge, but

this industry has a track record of strong recovery after recessions. Like the Bank of England, my money’s on a V-shaped recession.”

For more information visit www.deceuninck.co.uk, call 01249 816 969 and follow @DeceuninckUK.

Deceuninck MD Rob McGlennon says: “Our sales in June increased 15% year-onyear, well ahead of our pre-Covid budget, which is quite simply, spectacular! By last month Deceuninck fabricators had all returned to work and they’ve reported very strong demand across the board.

“The home improvement market is booming – consumers have spent the past few months at home, thinking of ways to improve their properties. The majority won’t be going on holiday so they’re spending money updating and enhancing their homes instead. Deceuninck’s tempting product offering, wide colour range from stock, and reliable service gives fabricators and installers the tools to tap into this lucrative market. Our commercial sales are very strong too, and we have a number of large, prestigious projects in the pipeline.

Deceuninck reports June 2020 sales 15% up on June 2019

RECORD SALES FOR CLEARVIEW AS MONTHLY TOTAL REACHES £3M Retail installation business Clearview Home Improvements has broken its previous sales record, reaching nearly £3m of sales in a single month for the first time in its 12-year history.

Part of the Conservatory Outlet Group, the North-West-based company, which installs cutting-edge home improvements including contemporary extensions, conservatories, orangeries, windows and doors, saw its sales total peak at just shy of £3m in June 2020, 20% greater than its previous best.

The record-breaking achievement is largely attributed to the team’s proactive approach to sales and marketing throughout lockdown. Quickly realising the demand for its products remained high despite the restrictions, the team continued its proactive multi-channel marketing approach and immediately set up a virtual sales appointment service which was met with high demand.

Whilst competitors had batoned down the hatches and ground to a halt, Clearview Home Improvements was able to generate enquiries in excess of 75% higher than its year-on-year totals, with its ‘Stay-atHome Sale’ campaign delivering a ready-

www.glassnews.co.uk | July 2020

made order book for its return once the restrictions were lifted.

Quick to adapt to the ‘new normal’, the team at Clearview also used the opportunity to launch a new online design package to support its sales approach. The innovative software from parent company Conservatory Outlet provided a platform for the sales team to help customers visualise and connect emotionally with its range of products online.

By the time Clearview reopened its showrooms in line with Government

protocols on the 5th June, demand was already extremely high and has continued to snowball as the weeks have progressed.

Gary Oakes, Sales Director at Clearview Home Improvements, explains: “We took the collective decision very early on to view the lockdown as an opportunity to innovate.

Nobody really knew how the market was going to react, but we were confident in our ability to provide our customers with a firstclass service and deliver exceptional value, irrespective of the fact that we couldn’t carry out home visits.

“This decision ultimately proved to a good one – with families stuck inside, with both the time and impetus to improve or extend their homes, demand for Clearview’s services has continued to soar. Our sales team have been breaking their personal bests on an almost weekly basis. It has been amazing see the level of energy from our whole team over the past few weeks to make this happen.”

Greg Kane, CEO at Clearview Home Improvements, continues: “This milestone achievement has been a huge team effort - everyone across the business has worked their socks off to achieve it! From lead generation, lead appointing and showroom demonstrations, to sales presentations, sales leadership and everything in-between, this has been a magnificent success and I’m incredibly proud of the whole team.

“We’ve reached an important threshold and I’m absolutely certain that this will be the first of many records broken for Clearview over the coming months. We’ll now be working just as hard to deliver an exceptional service throughout our operations teams and continue to build on our future success.”

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MULTI-MILLION-POUND NEW MARKET FOR PROCESSED GLASS Modelling by Bohle suggests that COVID-19 cough and sneeze-guard screens plus Covid-related office re-fits, represent a multi-million-pound new market for the glass processing sector.

Far from representing the end of the offices, UK companies ultimately want staff to return to work but will according to analysts need to cut staff numbers by 30-50% as well restructuring space to meet social distancing guidelines and to minimise risk.

This according to Bohle, which launched its new clamped and freestanding desktop sneeze and cough guard, Vetroscreen last month, has created significant new demand for processed glass, creating a multimillion-pound new market.

Dave Broxton, Managing Director, Bohle, said: “Everyone in office fit-out has been holding their breath to see if companies will

go back to an office environment or stick with home working. What’s now clear is that we’re moving towards a hybrid solution.

“That is creating massive demand from the office market for glass, partitioning and new products developed to support Covid-19 working including Vetroscreen.

“We have customers already quoting on quarter-of-a-million-pound contracts – that’s on a single project. You don’t have to supply product into many more to get a feeling for just how big this market is.”

Available either as a clamped or freestanding option, VetroScreen, has been developed by the glass consumables and hardware specialist as a solution to screen adjacent desks in open-plan offices.

Able to accommodate glass thicknesses of 4mm to 10mm it’s been designed to be fitted in minutes, sliding over the edges of a desk

or table and tightened. This creates a secure fix without drilling for screens typically up to 1000mm high dependent on risk assessment.

A weighted desktop version manufactured in high quality powder coated aluminium and steel, also provides a solid foundation for glass screens typically of up to 800mm high dependent on application.

Dave continues: “Average office density is at 9.6m2 per person. To maintain social distancing at 2m, you need around 14m2, even then space is tight. Even if companies only bring back 70 or 50% of their workforce back into their office space each day with the rest working from home or rotating through, they are going to need to restructure space to minimise risk”, Dave continued.

“They have to. Average leases on commercial property in the UK are for 6.3

CHANNEL GLASS: GGF LAUNCHES NEW PUBLICATIONS The Glass and Glazing Federation (GGF) Technical Team is continuing to update and add to the Federation’s “best in industry” publications.

Following last month’s launch of the Technical Datasheet series on Window Film, the GGF is pleased to introduce the Series 4.6 Channel Glass, which includes five new Technical Datasheets.

David Borland, GGF Senior Technical Officer commented, “This product has seen a real resurgence in recent times and we felt that GGF guidance on the product and its applications was long overdue. They are a welcome addition to the GGF’s technical library.”

The new Series consists of five comprehensive Datasheets with details on; the types of channel glass available such as wired; unwired and toughened, single and double glazed as well as methods of installation, both vertical and horizontal and all aligned with the relevant British and European Standards.

Whilst the lockdown continues to affect travel for Technical Meetings and Site Visits, the Technical Team continue to use the opportunity to bring the GGF’s library of technical information completely up-todate, whilst also creating new publications that GGF Members have requested. A new Series 6 for Windows & Doorsets and Hardware is currently in its first draft and will be issued shortly for review and comments to the GGF Members of the relevant technical groups.

SERIES 4.6 CHANNEL GLASS DATASHEETS • GGF Data Sheet 4.6.1 Channel Shaped Glass: Generalities – Definitions, Terminology, Properties • GGF Data Sheet 4.6.2 Channel Shaped Glass – Annealed – Wired and Unwired • GGF Data Sheet 4.6.3 Channel Shaped Glass: Thermally Toughened Soda Lime Silicate Channel Shaped Safety Glass • GGF Data Sheet 4.6.4 Channel Shaped Glass – Coated Channel Shaped Glass

years. That space has to be used – plus the value of single-location working despite increased use of remote working platforms is increasingly being recognised by companies and their employees.

“That’s absolutely born out in the demand that we, and our customers are seeing for Vetroscreen.”

For more about Bohle’s product and service offer visit www.bohle.com email info@bohle. ltd.uk or call the customer services team free on 0800 616151 for more information.

Q-RAILING’S Q-DISC® SYSTEM RECEIVES RED DOT DESIGN AWARD • GGF Data Sheet 4.6.5 Channel Shaped Glass: Glazing and performance of Channel Shaped Glass All of the above Datasheets are now available for download/viewing from the GGF website, publications section.

GGF TECHNICAL GROUPS AND CONTRIBUTION TO PUBLICATIONS The GGF’s publications are produced in collaboration with Members who approve the layout, content and distribution of all GGF literature and information.

Membership starts at just £330 and all Members can join and attend all Technical Group meetings. To find out more about the GGF’s Technical groups please visit the GGF website www.ggf.org.uk and select Groups.

Q-railing’s latest innovation in glass balustrades, the Q-disc® System for easy glass fixing and alignment, has received the prestigious Red Dot Design Award. ‘The Q-disc fixing system represents a new approach to installing glass railings, with its sophisticated functionality and the resulting easy handling’. That was the jury’s opinion of this unique invention, which significantly speeds up glass balustrade installation. The system is included in Q-railing’s Easy Glass® Smart and Easy Glass® Prime glass balustrades.

Fixed and adjustable Q-disc® Systems The Q-disc® System is available in two versions: fixed and adjustable. The fixed variant enables easy glass fixing and is included in Q-railing’s Easy Glass® Smart glass balustrade system. The adjustable variant is included in the Easy Glass®

July 2020 | www.glassnews.co.uk

GLASS

THE IMPACT OF COVID-19 ON IGU MANUFACTURE Lockdown has contributed to a significant jump in demand for higher-value IGUs and processed glass according to Cornwall Glass Manufacturing.

The IGU and glass specialist which supplies customers throughout the South of England and South Wales, said that its order books were ‘strong’, driven by the release of pre-lockdown orders and new business.

This, the company’s joint-Managing Director, Mark Norcliffe was being driven by sustained demand from higher-end and aluminium residential, as well as light commercial markets.

He said: “We speak to our customers daily and they are exceptionally busy. That

includes a pre-Covid-19 order book but also new business.

“Aluminium remains a growth area and we’re seeing sustained demand, including that for over-sized units. It’s meant that we are also supplying a lot of higher-value products, particular solar control.

“PVC-U residential markets have been slightly slower to come back but that relates to the ability to work in people’s homes during lockdown.”

At the cutting edge of glass manufacturing technology, Cornwall Glass is fully geared to high volume IGU fabrication, with three manufacturing facilities in St Austell, Highbridge and Plymouth.

In common with much of the industry, it however, shut its doors with the start of lockdown in March. returning to a limited restart at the end of April, building capacity in line with demand throughout May. Its Plymouth operation is geared towards the manufacture of over-sized IGUs with its Bystronic line capable of handling units of up to 2.7m X 5m.

Prime glass balustrade. It similarly makes glass panel fixing easy, but also lets you carry out glass alignment – an effortless sliding movement is all that is required.

To help you use them correctly, both the fixed and adjustable versions incorporate helpful indication points and are designed to produce a reassuring ‘click’ sound when installation has occurred properly.

Glass fixing Glass fixing first requires inlays to be positioned in the railing’s base channel.

Then, the glass is mounted, and discs are inserted between the glass and the inlays so that the panel is held tightly in place.

To further tighten the grip on the glass, the Q-disc tool is used to turn each disc clockwise. There is no need to apply force at any stage, and a reassuring click will confirm correct installation.

Glass alignment The difference between the fixed and adjustable Q-disc® Systems comes down to the inlay. The adjustable Q-disc® System has an inlay that, with the help of the Q-disc tool, can slide left and right while the glass is in it. This makes an individual glass panel move either towards or away from the installer. The combination of the adjustable Q-disc® System and the Easy Glass® Prime glass balustrade can accommodate glass panels of between 16.76 and 25.52 mm thickness and allows alignment to be adjusted by up to 1.2 degrees from the vertical.

Find out more on www.q-railing.com.

www.glassnews.co.uk | July 2020

According to Cornwall Glass Manufacturing there has also been an uplift in demand for processed glass, which it attributes to growing demand from retail and hospitality sectors.

“Everyone clearly needs to remain focussed on cost control over the coming months – ourselves included.

“The conversations I’m having with our customers on a daily basis combined with the demand that we’re already seeing gives me a high degree of confidence. We’re not out of the woods and I’m sure there are still challenges ahead but there are also significant opportunities.”

Watch the interview with Mark here: https://www.youtube.com/ watch?v=ijDQWxmTGG0&feature=youtu.be For more information please call 01726 66325 email info@cornwallglass.co.uk or log on at www.cornwallglass.co.uk.

CONSERVATORIES

GGF PLEASED AT POSITIVE SIGNS FOR CONSERVATORY SECTOR The Glass and Glazing Federation (GGF) has received some interesting statistics and comments indicating that 2020 could be a very good year for conservatory sales.

Purplex Marketing (a GGF Member) recently released research results that show online searches for home improvement are at new levels, with key words such as patio doors and conservatory displaying significant increases.

The GGF has also conducted some online analysis and can reveal the following insights: • Average Google searches using keywords for information about Conservatories is 216,670 per month. In the month of May, the figures jumped to 276, 720 searches.

An increase of 28%.

• Visits to the MyGlazing.com conservatories’ webpage have also jumped by almost 70% in the last month with approx. 100 unique page views per day.

The figures are very encouraging especially following the GGF launching its Consumer Guide to Conservatories earlier this year.

The Guide is available on MyGlazing.com and GGF.org.uk and it’s free to download for all in the industry to use.

With the COVID-19 pandemic and lockdown, there is an obvious advantage for consumers getting a home improvement

that doesn’t mean workers coming into the home. The GGF Safe Guides for Homeowners and for Installers are also helping companies operate in the home improvement sector since the restrictions were eased earlier this month.

Phil Goult who is Head of Conservatory Development (Sales) at Anglian Home Improvements and also Chairman of the GGF Conservatory Association commented, “We have noticed a spike in the interest and I think that the recent lockdown, people working from home and having to stay indoors has perhaps made them consider more home improvements. It is early days but encouraging signs and we will have to see if the interest materializes into sales and installations.”

James Lee, GGF Director of External Affairs commented “The signs are very positive and the increase can be attributed to several factors. The fine weather, the need for more home space with more people working from home, greater appreciation of the home and many homeowners having cash in their pockets after months of lockdown and low spending. The GGF is currently carrying out consumer research to get even greater insights into the conservatory sector and the home improvement market in general.”

The GGF’s Conservatory Association and Window and Door Group is meeting via Video Conference on Thursday 25th June starting at 10.00am and all GGF Members are invited.

To find out more about the GGF Conservatory Association please visit the GGF website or email membership@ggf.org. uk. Free download of the GGF Consumer Guide to Conservatories is available from MyGlazing.com.

“We have noticed a spike in the interest and I think that the recent lockdown, people working from home and having to stay indoors has perhaps made them consider more home improvements. It is early days but encouraging signs and we will have to see if the interest materializes into sales and installations.”

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SOFTWARE

The UK’s Leading Glass & Glazing Newspaper

AUTOMATED ROUTE PLANNING OPTIMISES MORLEY GLASS DELIVERIES Morley Glass & Glazing has invested in new software to optimise the dispatch and delivery of its popular Uniblind sealed units with integral blinds inside.

The company, which makes thousands of deliveries across the UK every week, has introduced Fleet Wizard automated route planning to all 26 of its delivery vehicles.

The software gives Morley Glass & Glazing a clear visual of its weekly orders nationwide and enables the company to carry out easy load planning for vans that takes into consideration both location and load capacities, helping to save both time and fuel.

With Fleet Wizard, Morley’s planners and dispatchers simply load data into the software’s easy-to-use dashboard which then automates multi-depot, multi-route, multi-drop scheduling. Optimal trips are created, and resources assigned in a fraction of the time needed for a manual planning process.

Ian Short, Morley Glass & Glazing managing director said: “In the past, route planning could be a very time consuming and sometimes arduous task, but this new software has allowed us to further revolutionise our production process.

“Fleet Wizard has now been integrated with the rest of our glass management software, so our team is able to completely trace jobs from the moment they’re ordered right up to delivery. It also gives our customers an easy way to track their order, and even sends them accurate ETA emails that allow them to better plan their own production around their order’s arrival.”

To make the most of the vans, and prevent them from returning empty, Morley Glass also offers customers a free glass collection service. Any post-consumer glass that customers return to the Morley site is turned into cullet in the company’s glass crushing machine before being sent to Saint-Gobain for use in new float glass.

For more information visit www. morleyglass.co.uk or the Morley Glass YouTube channel www.youtube.com/ watch?v=-tk8KuHQbDM

DECEUNINCK ALUMINIUM ANNOUNCES

FULL INTEGRATION WITH LOGIKAL

Deceuninck Aluminium has completed full integration with BM Aluminium’s Logikal database, creating a turn-key solution for the manufacture of its Decalu aluminium window and door system.

The industry-leading software means fabricators can now set up on Decalu quickly and easily, including full integration with Logikal’s estimation, quotation, CAD design, CNC and production management systems.

This includes the new Decalu163 Lift-andSlide and Decalu88 aluminium bi-folding door, plus Deceuninck Aluminium’s comprehensive range of casement and tilt-and-turn aluminium windows, which combine ultra-low u-values with dualcolour as standard, as well as manufacturing efficiencies of up to 40%.

Nigel Headford, Deceuninck Aluminium’s Business Development Director, said: “As part of the Logikal database everything that they need to start fabrication is at the finger-tips of fabricators. It’s an instant win, they can move onto Decalu seamlessly, from pricing to manufacture.

“It’s something we’ve been working on during the last couple of months, and it’s come online at exactly the right time, as the market moves forward from lockdown and as fabricators review their supply chains.

“Pre-inserted gaskets, manufacturing efficiencies, dual colour, new panel door options – Decalu is now a very comprehensive and credible system – and our partnership with Logikal, now rapidly accelerates our ability to deliver it.”

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Deceuninck Aluminium introduced Decalu at the beginning of this year. It’s lift-andslide option, Decalu163 and the Decalu88 Bi-folding door are both heavy hitters, the former able to accommodate individual sash weights of up to 400kg; while the Decalu88 accommodates individual sash weights of up to 200kg.

In addition to its lift-and-slide and bifolding options, it includes Decalu 88 Steel and New Steel, designed to replicate steel commercial windows; plus a hidden sash and retro option. There’s also a turn-andtilt option and the ultra-energy efficient, Decalu101 Scand, plus a complete range of panel doors with dedicated frame.

“The selling point for Decalu is that it has been designed to simplify manufacture. We’ve reduced window component parts from the eight plus on most systems to only three, gaskets and thermal breaking technology are pre-inserted. In short, Decalu is designed to take process and complexity out of the manufacture of aluminium”, said Nigel.

“You still, however, need integration with processes. Through Logikal fabricators can integrate process from estimation to manufacture. Having it on board transforms our offer to them.”

For more information call 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk.

July 2020 | www.glassnews.co.uk

SOFTWARE

The UK’s Leading Glass & Glazing Newspaper

TOUCH SOFTWARE PROMISES AN EASY WAY TO SELL, QUOTE AND ORDER ONLINE The Business Micros Group is promising a software revolution for the PVC-U window and door industry as it starts the roll out of its new TOUCH software platform to coincide with the easing of the lockdown.

With solutions for both fabricators and installers, the new TOUCH platform provides the industry’s first truly joined up solution from remote selling right the way through to manufacturing and delivery.

Managing Director Graeme Bailey says that the timing of the launch has been deliberately designed to give companies adjusting to the new social distancing rules simple ways that they can sell, quote and order online.

For fabricators, the TOUCH solution is branded Portal and it sits directly on their existing websites. Fully compatible with Business Micros’ Evolution manufacturing software, it provides a user-friendly online quoting and ordering tool which trade customers can use to generate instant quotes and then mark up and send directly on to their retail buyers. When those trade customers place an order, it goes straight into the fabricator’s Evolution set up, saving huge amounts of time on order processing and double entry.

and provide updates and marketing support materials to help them convert quotes into sales.

Because TOUCH Portal comes from the Business Micros Group, it has huge benefits over other online ordering solutions on the market. Graeme Bailey explains: “Unlike other stand-alone software tools on the market, TOUCH products combine both data and design. They use the real time data which Business Micros holds from every systems house, hardware and glass supplier in the UK and match that with a stunning interface and fully rendered, realistic product images from the digital design experts at Group company The Consultancy. That’s what makes TOUCH a truly joined up, end to end solution which streamlines the whole selling process at every stage.”

For installers, the compatible TOUCH solution is Vendor, a new lead generation tool perfect for remote selling. It is a

Packaged with TOUCH Portal is TOUCH Business which allows fabricators to manage the customers who have access to Portal, view their quotes and orders in real time,

visualisation and product design tool which uses exactly the same data as Portal either from their fabricator or direct from Business Micros. Added to an installer’s website, it allows them to create their own online window and door configurators, complete with functions for homeowners to submit enquiries direct.

Graeme Bailey adds: “We’re launching Portal and Vendor just when the industry needs them most. Portal will help fabricators to be more efficient while they are trying to recover from the lockdown and Vendor will help installers generate the leads they need to get their order pipeline going again.

As well as intuitive product configurators which installers can customise with their own range of colours, glass and hardware options, Vendor also includes market leading visualisation software which enables homeowners to upload front, side and back views of their property and see their window and door choices in situ.

“We will be announcing further integration between the systems over the coming months and helping fabricators and installers to use Portal and Vendor to work even more closely in partnership with one another.”

Fabricators and installers can see demonstrations of the new TOUCH products on the website at: www.bm-touch.co.uk.

BM ALUMINIUM ADDS DECEUNINCK’S DECALU TO ITS LOGIKAL DATABASES Users of BM Aluminium’s LogiKal software now have access to the dataset for Deceuninck’s newly launched Decalu aluminium system, thanks to the work of programming teams in the UK and Germany.

be up and running straightaway. We’re promoting Decalu as a fabricator-friendly system and this is yet more evidence of that.”

Existing LogiKal users can add the Decalu dataset via a simple update. Fabricators who want to start using the system but who are not yet LogiKal users can contact BM Aluminium to receive an installation pack and request a remote training session.

Dean Hodges, Managing Director of BM Aluminium, says work was going on throughout the lockdown to ensure that the dataset was added to the list of databases available within LogiKal, as soon as the industry got back to work.

He said: “We understand just how important it is to Deceuninck to make it as easy as possible for fabricators to add Decalu to their product range. With so many UK fabricators already using LogiKal for their aluminium processing and pricing, having the dataset available from the outset is obviously an essential part of that.

“We worked with the team at Orgadata in Germany, who are the developers of LogiKal, to make sure everything was ready on time, and we’ve made sure that our installations and support team are

www.glassnews.co.uk | July 2020

ready to support fabricators as they get started.”

Nigel Headford, Deceuninck’s Business Development Director for Aluminium, agreed: “This represents an important step for us in terms of the launch of Decalu in the UK because so many of our target customers are already using LogiKal. It couldn’t be simpler – all they have to do is add the additional dataset to their current software installation and they can

Dean Hodges added: “We were remote training even before the lockdown, so we’ve got a really good system in place to walk customers through the software online and provide all the help and advice they need.”

All of the UK’s leading aluminium profile databases are available within LogiKal, making it possible for fabricators who use more than one system to switch effortlessly between products and giving them the freedom to build their own bespoke ranges, including new options such as Decalu.

More details are at: www.bmaluminium.co.uk

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MARKETING

The UK’s Leading Glass & Glazing Newspaper to-date and consistent? Last year NBS did a joint study with the Construction Product Association (CPA). This confirmed that, like everyone else, specifiers start their product research by looking online. If you google your products what happens? Can this be improved?

Specifiers also want to get information in digital formats, including as BIM components.

If you don’t have your complete range in this format, now’s the time to plug the gaps.

MARKETING IN THE POSTCOVID ERA, WHAT THE GLASS SECTOR CAN DO NOW

It’s news to no-one that the corona crisis has hit construction hard, numerous sites closed, many manufacturers stopped production and furloughed staff and large numbers of architects and engineers are on leave too.

Yet, as the industry awakens, it’s clear that things are going to be different, quite possibly forever.

We polled manufacturers and found threequarters had seen a drop in sales and two thirds a reduction in spec enquiries. With the inevitable financial impact, it's clear why many firms are looking to slash marketing budgets.

While this feels the natural, common sense thing to do, it’s not a good idea. Looking at recessions dating back a century, and analysing advertising investments, those companies which increased marketing spend outperformed their competition.

As marketing guru Mark Ritson said in Marketing Week “It may seem like a

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paradox, but recessionary periods provide fertile grounds for marketers to grow their brand’s market share if they’re prepared to think long-term.”

Yet what does this mean right now in 2020, especially if you’re not a global super brand with millions to spend? Here’s a few practical ways to ensure your company can maintain market share, even in these uncertain times.

DIGITAL-FIRST We’ve heard of manufacturers re-investing their 2020 trade show budgets into updating their digital footprint.

These firms are making a wise choice. A third of manufacturers we spoke to said they’d seen an increase in customers asking for digital information with two-thirds currently, or soon to be, providing more material in e-formats.

This is a bigger trend, McKinsey & Company researched UK B2B business purchasing.

It found the importance of digital sales has doubled over traditional sales since the start of COVID-19. Digital is now the preferred research route for B2B purchases with the supplier website the most important part.

Coupled with this live chat is up 44%.

This underlines that now is the time to audit your specifier-facing assets. Are they up-

You also need to make sure that you’re making your products available in specification format, ready to be dropped straight into the project specification – this is often where the final decision is made and recorded. Through NBS Source you can present your products in this format, making it really easy for designers to find and select your product right at the point that they need it.

What happens if there’s a question, can you answer it? If your team are working remotely where does the advice line divert to? When someone needs help, they want it now, and the norm is being able to call, email or chat. Don’t miss out on sales that have come to you.

This links to the next point, about putting the specifier at the heart of what you do. We frequently hear from architects about how frustrating and difficult it can be to get what they need from manufacturers. There is no excuse, in the Amazon era, businesses that aren’t easy to deal with will be left behind.

Ask your loyal customers why they come back to you, consider creating an advisory panel to provide feedback, road-test new lines etc. If you lose a sale, see if you can get some feedback on what can be improved.

This is hugely helpful information, listen and learn.

LEARNING Most specifiers are members of professional bodies such as RIBA as they’re required to continue to keep their skills up-todate through continuing professional development (CPD). We’ve seen webinar attendance soar as people focus on learning and sharpening their skills while working from home or during furlough periods.

Specifiers are still hungry to hear about the latest innovations, see inspirational projects and understand the technical detail. As a manufacturer, it’s a great opportunity to remain relevant. If you’ve got an in-practice CPD programme, now’s the time to rework it for remote delivery. If you haven’t, develop one.

Not only will presenting remotely be a healthier option, but there are also many benefits to having an e-CPD programme that will remain when the world opens up again. They include: being able to reach architects across the UK and beyond, greater efficiencies as travel time is removed and practices can schedule sessions to suit them. You can keep pre-recorded content fresh by bringing in live Q&A sessions. For specific guidance there’s this webinar from Joni Tyler, Head of CPD at RIBA.

KEEP UP RELATIONSHIPS Beyond CPD, ensure you and the sales team are in contact with specifiers you know personally to find out how they’re finding things. It’s a worrying time so a human touch is welcomed, especially one without an overt sales message.

GET READY FOR NEW REGULATION As well as coping with the continued fallout of coronavirus and Brexit there is new regulation coming down the line.

This will impact on construction product manufacturers, and it’s wise to prepare for it now. The government published the outline reform for the building regulations in April and you can read a summary from NBS here. This will have a direct impact on glass manufacturers, especially around product information.

The requirements will be for standardised formats with detailed performance data, as well as providing third-party accredited performance data. This is to allow specifiers to make an informed choice and compare similar products with ease. Tools such as NBS Source, are available to support manufacturers in getting their product information in shape.

GREATER THAN THE SUM OF ITS PARTS Ensuring your company gets the specification as many times as possible involves thinking holistically about your marketing. The days of print brochures and trade shows are over so building, maintaining and establishing relationships digitally is crucial. So while we’ve talked about making sure your website is updated and technical product information is easy to find (along with BIM objects), this is only part of the picture.

Key is crafting a content strategy which can draw people to your website, using a wide range of channels such as social media, digital PR, email marketing and digital advertising. Have information available which ranges from explainers and howtos through to trends and inspiration, all backed up with easy ways to find out more.

As we marketers say “make it sticky”.

DISTRIBUTION AND PRICING Is now the moment to refresh the way your lines are distributed? As we’ve seen people are buying more online, can your product be purchased this way? If it can’t you’re missing out on sales. Look at how you price what you do, is there a place for canny use of promotional or introductory pricing while keeping your brand equity high?

While we’re living in troubling times, opportunities are there, although doing business will be different. While your audiences are now online, there are still many ways to build relationships and get specified.

It’s time to think ahead and think digital.

Robin Cordy, Marketing Director, NBS

July 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

SKYLIGHT & ROOF LANTERN FOCUS

NEW EUROCELL EQUINOX SOLID ROOF SET TO ECLIPSE THE COMPETITION Eurocell, the UK’s leading manufacturer, distributor and recycler of PVC-U building products, has announced a raft of updates to its market-leading Equinox solid conservatory roof.

Launched in 2013 as an alternative to replacement and new conservatory polycarbonate and glass roofs, Equinox offers the excellent thermal performance and ventilation that allows conservatories to be used all year round. Its accurate prefabrication and easy-to-make and fit system design make it a firm favourite with fabricators and installers.

Now Eurocell have made a series of updates and improvements to ensure it continues to meet the evolving needs of the trade and homeowners.

To meet end users’ desire for natural light as well as a comfortable living environment, Eurocell engineers have designed full height glazing panels to feature in the system.

Individual panels up to one metre wide and three metres high of clear glass allow lighter, sunlit conservatories and several panels can be accommodated that give an impression of even more space. The new glazed version is known as Equinox Vega, named after one of the brightest stars in the northern hemisphere.

In terms of system design, the aluminium rafters in the lightweight roof have been separated from the deck, enlarging the air gap. This means that Equinox is currently the only fully ventilated solid roof solution available in the UK. A new fixed pitch option increases installer choice and helps make common pitch angles even easier to fit, while the variable pitch option remains for more complex roofs.

Other changes include the use of battens to create the air gap necessary for better ventilation; a switch from Polyisocyanurate (PIR) insulation to Styrene, which is 100% recyclable and contains no harmful CFCs or HCFCs; and upgraded 18mm OSB3

boarding to increase structural strength in line with regulations for flat roofs with a pitch of 10 degrees or less. OSB is also a more sustainable choice than plywood because it is produced from younger, faster growing trees.

The innovative SlateSkin sheet tile system now features a mechanism that provides a neater vertical joint between 6m strips of tiles, resulting in a seamless finish for roofs over 6m long. And a new method for fitting the front row of tiles means all fixing screws are completely hidden, providing a neater look and better sightlines. Eurocell has increased customer tile choice further with the introduction of slate-effect envirotile composite tiles as an option. Available in Grey, Brown, Terracotta and Black and made from 75% recycled materials, multiple tiles can be fitted together, making envirotile more attractive to installers than single-tile fit composite products.

Commenting on the updates to Equinox, Conservatory Roofs Manager Sean Bunyan said: “The latest version of our Equinox conservatory roof shows how committed we are to continually improving and developing our products. As styles change, new regulations emerge and materials technology evolves, installers know they can rely on Eurocell to give them the products they need to adapt and compete.”

What hasn’t changed, Eurocell are quick to point out, are the quality assurance and service support they have always provided.

The complete Equinox system is guaranteed for 10 years and carries Local Authority Building Control (LABC) and LABSS certification.

MODPLAN ADDS LEKA SYSTEMS SKYLIGHT TO ITS PORTFOLIO

Kit quotation requests are turned around within an hour, roofs are delivered in 6 working days, and a dedicated technical support team means help is always at hand.

All components needed to install a complete roof come as part of the Equinox ‘one-box’ kit solution, including tile sheets, hip end caps, ridge and hip top caps and all fixings.

Trade fabricator Modplan has just added the Leka Systems Skylight to its portfolio. Heidi Sachs at Modplan, said: “The Leka Systems Skylight gives installers a competitive edge by providing an innovative and flexible solution to bringing natural light into a conservatory.”

The Leka Systems Skylight is the latest innovation from Leka Systems. It is a fully glazed unit with a neatly finished surround that doesn’t need roof bar caps. It is available in any height and has a maximum width of 800mm, which offers flexible alternatives to opening vents.

Heidi commented: “This takes the aesthetics of skylights to a whole new level. They look crisp, clean and refreshing. When homeowners compare the options available to them, they will be able to see the clear aesthetic advantages of the Leka Systems Skylight.”

Heidi also highlighted the ease of installation of the product: “Installation is simple, which saves time and money on site and helps installers to increase productivity and profitability, which we know are more important than ever at the moment.”

www.glassnews.co.uk | July 2020

The Leka Systems Skylight is the latest innovation from a company that taken the market by storm in recent years with its revolutionary products. Its genuinely new way of thinking has just been reflected in a patent award. The Leka Systems Tiled Conservatory Warm Roof is protected by GB patent number 253 8540 and recognised as one of the most innovative roof systems on the market today.

Heidi concluded: “We were the first fabricator to take Leka Systems products because we could see how their innovation could open up opportunities for our customers. The patent on the Tiled Conservatory Warm Roof and the stunning new Skylight proves their value all over again.”

Modplan is renowned for its partnership approach that adds value to all its business relationships. By continually expanding its portfolio to include the most innovative products on the market, it is helping its customers to maximise every opportunity.

Tel: 01495 246844 www.modplan.co.uk

67

CAREERS & QUALIFICATIONS IN FENESTRATION

The UK’s Leading Glass & Glazing Newspaper

SPONSORED BY GQA AND BUILDING OUR SKILLS GQA Qualifications is the only issuer of CSCS cards for the Glass and Fenestration industries.

Building Our Skills is a strategic campaign designed to help bridge the growing skills gap in the Fenestration Industry

NEW APPOINTMENTS

NEW APPOINTMENTS

JUSTIN HUNTER JOINS ALUK AS MANAGING DIRECTOR Justin Hunter has officially joined AluK as the new Managing Director. With a long and successful career in aluminium systems, he brings a huge amount of industry experience to the role.

His immediate priority is to ensure that AluK continues its phased return to work, protecting the safety of staff, customers and partners at every stage.

However, he is also focused on building relationships with customers and understanding exactly what they will need from AluK in the crucial months ahead.

Justin commented: “AluK is already operating safely and

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efficiently in a Covid-19 secure environment and passing on what we have learnt to customers. What’s important now is getting the additional support right to those customers, so that we strengthen our partnerships with them and use our expertise and resources to help in the best ways we can.

HAFFNER MURAT REINFORCES ITS SERVICE SUPPORT WITH THE APPOINTMENT OF JULIAN GRUMMETT Leading machinery supplier Haffner Murat Ltd has further strengthened its service support team with the appointment of Julian Grummett in the position of Service Engineer.

“In terms of supply, our aim is for business as usual, but we will continue to be flexible in our approach and adapt our operations in line with the shape of the recovery and growing demand.”

great team in place and I am really excited to be finally on board. These are challenging times of course, but we are in a very strong market position. The Coronavirus crisis hasn’t impacted our ongoing product development programme and, with the ongoing backing of the AluK Group, we will also be rolling out some market leading customer service innovations during the course of this year.”

He added: “AluK is a fantastic business with a

Tel: 07717 448036/01291639739

Julian joins a rapidlygrowing team of service engineers as demand for the company’s range of Haffner, Italmac and Fom Industries machines continues to grow. Julian offers a wealth of exceptional industry knowledge having worked at some high-profile companies including Safestyle, Conservatory Outlet and most recently, Sash Products.

Speaking on Julian’s appointment, Dave Thomas, Managing Director at Haffner Murat said: “Julian is an

experienced machine engineer and we are delighted he has joined our eight-strong support team.

Our business has continued to expand year on year as demand for our cuttingedge machines and reliable service support has made us the go-to machinery partner. Julian joins a formidable team of sales and service personnel with a vast combined knowledge and incredible technical expertise to support our customers at every level.”

Julian took up his position with Haffner Murat in June 2020. Speaking on his appointment he said: “I am delighted to have joined Haffner Murat at this important time. Their impressive machinery range offers some of the most cutting-edge machine technology in the market

today and I am looking forward to helping support their growing customer base.”

Julian’s appointment is the latest in a series of new additions to the Haffner Murat team. Their growing sales and support team follows a radical expansion of the Staffordshirebase business which has doubled the footprint of its UK headquarters and commissioned a new 37,000 sqm purpose-built manufacturing factory in Istanbul, Turkey.”

For more information of the range of machines from Haffner Murat visit www.haffnermurat.com.

July 2020 | www.glassnews.co.uk

CHARITY NEWS

COLD CALLING

GARY MORTON JOINS BOARD OF TRUSTEES AT HOPE HOUSE CHILDREN’S HOSPICES

DANNY WILLIAMS

‘COLD CALLING’

We are very proud to announce that our founder and chairman, Gary Morton, has joined the Board of Trustees at Hope House Children’s Hospices from 1st July, 2020.

Gary said: “It is a huge honour to join the Board of Trustees. Over the past 25 years, GM Fundraising has raised nearly £2 million for Hope House Children’s Hospices and I’ve got to know everyone at the charity very well. I am looking forward to a new opportunity to see things from the other side and learning more about the internal workings of such a complex organisation.”

Andy Goldsmith, CEO of Hope House Children’s Hospices said: “I am delighted to welcome Gary to the Board of Trustees.

Gary was appointed following a rigorous selection process and from a large field of candidates. In addition to his fundraising skills, Gary’s commercial and governance experience will be a major asset to the charity. Gary has been a wonderful supporter of the charity for many years I look forward to working closely with him in this new role towards achieving our vision that no one should face the death of a child alone”.

As a trustee, Gary will be one of a group of people who will lead Hope House Children’s Hospices using their skills and experience to help it achieve its aims. He commented: “I am also hoping to deliver on some commercially effective fundraising and grow as a person by understanding in more detail the effective work Hope House does.”

Hope House Children’s Hospices provides palliative care for children with terminal conditions and support for their families, both on site and in their homes. 85% of the charities’ £5.5 million care costs are met through charitable donations.

GM Fundraising was established in 1995 and is best known for putting the ‘fun’ into fundraising. 2020 sees the 25th anniversary of the organisation.

GM Fundraising is Hope House Children’s Hospices’ largest single donor. In joining the Board of Trustees, Gary is providing a further level of support and forging an even deeper relationship with the charity.

Tel: 0845 302 1966 www.gmfundraising.co.uk

Each month our special correspondent Danny Williams* replies to a reader’s letter...

“We are a small and busy installer in Leicestershire. When lockdown came, I found that my main suppliers (two trade fabricators for different products) just shut up shop without talking to me. Now that we have returned to work, against my expectations I am delighted to say that sales are excellent. The problem is that my main suppliers are again letting me down and not up to speed. They obviously hadn’t re-stocked and they tell me that they can’t get profile and hardware supplies are slow. And to add more pain, my IGU supplier is running at least a week behind. Is this just in my area or is it a wider issue?”

VR Leicestershire Funny you should say that VR….as I was readying myself for this column I made a couple of telephone calls to chase up some profiles and hardware that were overdue, only to be told by both of my usual reps that they were still furloughed.

One went straight to voicemail with the message, in effect, that he was sipping Pina Colades in his garden and the other actually answered only to tell me that ‘it’s more than my job’s worth to get involved Danny – you’ll have to call the switchboard mate….’ WTF!

A couple more suppliers that will be shown the door in the next few weeks…. except for the fact that this appears to be widespread throughout our industry, with some major brands lagging behind on their deliveries and, frustratingly, not even having the decency to return my calls…. fearful of Danny’s bite perhaps, or simply that the businesses have not woken up from lockdown and they are running round like headless chickens, trying to douse the fires.

“Yes, we might face spikes in the coronavirus because we have returned to work too soon, but we need to take advantage of the unexpected but gratefully accepted boom in sales whist we can.”

Having said all that, my feeling is that so many suppliers have simply cocked up, that it has little if anything to do with Bauxite mines in Australia or lockdown in Wuhan; the problems are much closer to home.

OK, we are still within the clutches of Covid-19, words that have been learned by my PC’s spellchecker so often have I typed them. And to a degree, it was inevitable that trade would be disrupted as every country on earth succumbed at different times, with factories the world over shutting up shop until the authorities gave the all clear. Every layer of industry has been affected, and when we consider hardware for example, even the mining of ore must have been halted. But I do remember having a chat with Richard Gyde at Mila, who told me some weeks before the UK locked down that actually, he was OK for supplies as they had overstocked in anticipation of Chinese New Year.

My regular reader will know that I was not best pleased to being dropped in the brown stuff when a couple of my previously trusted suppliers simply shut up shop and with little or no advanced warning. And many

of those same companies, having hung the ‘closed’ sign on the door, did so quite literally….no skeleton staff keeping an eye on things, let alone anything as complex as talking to their customers.

The exception to this – and I must give praise where it is due – has been Deceuninck, who worked exceptionally hard to keep in touch and, judging by the way the firm has re-opened with such a flourish, were busily preparing themselves for the inevitable return to work. Their MD Rob McGlennon and I spoke at least weekly and, with Pioneer Trading continuing to work throughout, supplies continued. If they can do it and we could do it, then so can everyone else.

VR, you may by now gather that you are not alone….and such is the parlous state of the component supply sector in the UK window and door industry, that we are facing the huge irony that the companies that are supposed to supply us are likely to have a more damaging effect on our industry than the Global Pandemic.

My message to them is this: Get your people back off furlough, do your duty and get back to work! Yes, we might face spikes in the coronavirus because we have returned to work too soon, but we need to take advantage of the unexpected but gratefully accepted boom in sales whist we can. If we lose this edge because of ineptitude, the industry will be far less able to cope with whatever else is thrown at us and casualties will be needlessly high.

* Danny Williams is managing director of Chelmsford based Pioneer Trading and has been involved with all aspects of the windows and doors industry for 30 years. His activities include manufacturing a full range of windows and doors in PVC-U and aluminium, an IGU facility, retailing and commercial contracting.

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Proskills – Head Office Tel: 01235 833844 Proskills – Glass & Related Industries Neil Robinson Tel: 07917 015 322 Recovinyl (via Axion Consulting) Tel: 0161 355 7618 The Glazing Ombudsman (TGO) Tel: 020 7397 7200 UK Green Building Council Tel: 0207 580 0623 Veka Recycling Tel: 01322 38721

Fenestration Self-Assessment Scheme (FENSA) Tel: 0207 645 3700

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