Glass News October 2021 by Christina Shaw

GQA QUALIFICATIONS REACHES

20-YEAR MILESTONE!

GGF ACQUIRES PALMER MARKET RESEARCH

“Palmer Market Research has long been a key source of market data for the industry, with the later reports still widely used to form opinion and strategy by many businesses and professional organisations,” said Anda Gregory, Chief Development Officer for GGF Group. “The excellent reputation still held by Palmer, coupled with the methodology used to put the research together and an extensive library and back catalogue, led us to bring the company into the GGF fold. It brings a further key asset into the GGF Group’s commitment to becoming a highly dependable source of factual data and research for the glass and glazing industries.”

Issue 127 | October 2021

IS !! TH NTH MO

Established in 1982 by Robert Palmer, ‘Palmer Reports’ provided the glass and glazing industry with a series of research documents upon which thousands of new products have been prepared for market. With little to contradict the information contained in dozens of publications that recorded and predicted trends for every key product category and market segment, Palmer was hugely influential over the years.

Following the retirement by Robert Palmer in 2017, a profound vacuum has been felt by marketeers, business owners and executives throughout the window, door and glass sectors that Palmer covered so comprehensively for almost four decades. The acquisition by the GGF adds to the recent publication of its Group Market Knowledge Report, compiled from FENSA installation data recorded since January 2018, data input from British Fenestration Ratings Council (BFRC); and with insights provided by GGF experts, to add to the organisation’s mission to become a key source of supporting research for the glass and glazing industries.

THE RIGHT PEOPLE READ GLASS NEWS IS !! TH NTH MO

The Glass & Glazing Federation has acquired the brand and other assets of Palmer Market Research, which for almost 40 years provided research and reports on the window, door and related products sectors. Included in the deal, the GGF has purchased the Palmer Market Research brand, its back catalogue and such devices as the research methodology.

THE UK’S LEADING TRADE NEWSPAPER FOR WINDOWS, DOORS AND CONSERVATORIES

SEE PAGE 40

SEE PAGE 46

WINDOWS QUALITY THROUGH QUALIFICATIONS GQA is the sole issuer of CSCS cards for the Fenestration and Glazing sectors

Continued on page 4...

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OCTOBER 2021

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AUTUMN BECKONS. PROBLEMS? CERTAINLY. AND MUCH TO LOOK FORWARD TO We’re rapidly moving towards that time of mists and mellow fruitfulness. Yes, Autumn is nearly upon us and, with it, thoughts of the end of year accounts and budgets for 2022. It will be interesting to hear how the third quarter of 2021 has been for our industry and whether we shall see an even bigger sales boom in the fourth quarter as we run up to Christmas. Visiting Deceuninck at their UK headquarters in Calne last week it was clear that they were confident the boom would continue and not slow in the immediate future but we’re all aware of the short supply of raw materials and that, among other things, will surely have an effect. There is little doubt that we’re heading for a cost-of-living crunch this autumn. Any furlough that remains comes to an end in October meaning a return to work or finding something new to do. Although we have experienced the biggest downturn in the economy for three centuries, we have also seen the most rapid recovery. The only problem with that is that every other economy in the world is also recovering in the same timeframe, hence a worldwide demand for raw materials. Added to this is the issue of inflation with the largest single month increase for 30 years from 2% to 3.2%. Inflation is across the board, from fuel to the raw materials many of which are in the 10% range. Will this continue? Probably not, but inflation could hit in the4% area before it drops back. In all of this, fuel has much to answer for. All fuel prices are set to rise, substantially, and it isn’t just heating, lighting and transport that will be affected. Food is in the firing line with transport, a shortage of carbon dioxide and, of course, the lack of a workforce and those willing to join it. All this will hit lower income households, hard, but it will also cause the better off to choose where they spend their loose change. This may well be the thing that slows the homeowner from investing in home improvements and only time will tell. Funnily enough it is only in this last month that I have started to see what

the opening up of the economy means, and that gradual return to ‘normality’. Suddenly, I find myself fuelling up the car, multiple times, as I start to go around the country visiting companies. It’s quite a shock to the back pocket! Added to that, slouching around in casual clothes or doing Zoom meetings in flip flops, shorts, a smart tie and a jacket, is on the way out. Now it’s a matter of deciding what to wear, ironing a shirt (I haven’t done that in nearly two years!), discovering that dust permeates the most secure wardrobe and trying to eliminate said dust from the shoulders of a dark suit. Another little snag is that lockdowns are the best weight reduction regime such that nothing fits. I thought we were all meant to put on weight during lockdown? I mustn’t have got that memo. Then there is charging the camera and finding a proper pad of paper to take notes rather than grabbing the back of an envelope when you’re on the ‘phone or Zoom. However, the biggest shock to the system is venturing out for your first 500 mile round trip and braving our potholed roads then competing for tarmac space on the likes of the M1, M42 and M5 (at least if you’re on the M25 you can’t move for a) traffic or b) protestors blocking the carriageway). For a poor old git like me, I ventured out with some trepidation! Fortunately, this first visit was, as I said previously, to Deceuninck. I say fortunately because it was a most pleasant foray into what had become, the unknown. Meeting up with Rob McGlennon’s team, seeing how the company has invested further during these past two years and meeting up with my trade editor colleagues was, actually, a real treat. More visits are on the stocks, happily interspersed with Zoom and Teams meetings, too. A mix of both meeting methodologies seems to be the answer and I’m really looking forward to a Zoom meeting with Castle Windows in Morecambe. Talking with installers is always enlightening and hearing their take on business and the industry in general makes for good listening. Installers tell it as it is: after all they really are at the coalface… There’s lots to look forward to and, amongst others, there’s the Glazing Summit where we can all meet face to face, and the GGF Members Meeting that is virtual, plus The FIT Show Webinars. There you are: I said a mix of methodologies was the answer.

Chris GOT SOMETHING TO SAY? Email Chris at: chris@glassnews.co.uk

www.glassnews.co.uk | October 2021

September 2021 crossword solution:

CONTENTS 4 Front Page Story 4 Glass

CONTACT DETAILS

4 Software & IT 6 Glass News Interview: Business Pilot

Christina Shaw Managing Director / Advertising Enquiries M: 07805 051322 E: christina@glassnews.co.uk

8 Glass News Interview: Castle Windows 10 Trade News

‘TIME OUT’WINNERS – SEPTEMBER! Sudoku: David McCabe, Scarva, Northern Ireland

34 BMBI 36 Roofing 38 Hardware

Emma Champion Advertising Manager M: 07508 263262 E: emma@glassnews.co.uk

40 What Door? 44 Cold Calling 46 Windows

Eye Spy: Gillian Shields, Leeds, West Yorkshire

54 A Window into Aluminium

Justin Lazenby Finance Director / Press Release Enquiries M: 07711 828710 E: justin@glassnews.co.uk

56 Installer Focus 60 Machinery

Spot the Difference: Christine Tyler, Tewkesbury

64 Colour

Crossword: Brian Jackson, Selby, N.Yorks Congratulations to all our winners! Good luck in this months Time Out pages!

65 National Home Security Month 66 Product Search 67 Marketing

Chris Champion Editor / Editorial Enquiries M: 07850 267223 E: chris@glassnews.co.uk

68 Careers & Qualifications in Fenestration 71 Letters 72 Time Out! 73 Find A Supplier

@GlassnewsMag

Kate Carnall Graphic Design E: kate@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.

Christina Shaw

/GlassNews

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FRONT PAGE STORY

GLASS

BRADLEY GILES LAUNCHES A NEW DATABASE SYSTEM THAT IS NOT A CRM!

Continued from page 1... GGF Group Managing Director John Agnew added: “The addition of Palmer Market Research to the GGF Group will add to the FENSA Knowledge Hub that will be launched early in 2022, which will provide on-demand installation data for members and through a subscription service. This will be a powerful addition to what will be bi-annual Group Market Knowledge Reports, all of which will benefit from the Palmer acquisition.” Robert Palmer said he was delighted that the GGF was continuing his work: “In our discussions the GGF has shared its plans to become a major source of research and data for all sectors of the glass and glazing industry and will build upon the ethos by which Palmer Reports were produced for almost 40 years. I have been most impressed. To produce such material in the current era requires significant resources and commitment and I believe the GGF has those in abundance.” John Agnew advised that prior to the data being transferred with the acquisition, it was requested that all company data showing business performance was anonymised to provide reassurance to businesses over the use and security of their data. GDPR regulations are strictly followed for all data processed and published by the GGF: “We always follow the strictest guidelines to ensure GDPR compliance,” insisted John. “Within these rules, we believe it is our duty and responsibility as the primary group of representative organisations for the UK glass and glazing industries, to provide our members with the tools to be competitive in increasingly tough markets.” Anda Gregory summed up “Our intention is to take the very best of the Palmer Report and the insight and valuable data it gave to our industry, and combine it with our existing Group’s knowledge and expert insight, to produce a way for companies in our industry to understand what’s happening in the market in a modern, relevant and easyto-digest way.”

"We always follow the strictest guidelines to ensure GDPR compliance,” insisted John. “Within these rules, we believe it is our duty and responsibility as the primary group of representative organisations for the UK glass and glazing industries, to provide our members with the tools to be competitive in increasingly tough markets.” 4

SOFTWARE & IT

Yes, that’s exactly how Giles Hayhurst, Managing Director of Bradley Giles Ltd describes his new system.

TUFFX: CLEAR LEADERS

A frameless glass balustrade has given a modern residential building in Pontefract a perfect near-invisible finish, thanks to glass supplied by leading safety glass specialists TuffX. The first floor of the gable-fronted property is set back slightly from the one below, leaving a full length but narrow roof terrace accessible from the upper storey. The customer brief was for a safe, secure yet completely unobtrusive balcony solution to make the most of this slim space, so TuffX supplied 15 panels of 17.5mm toughened and laminated clear safety glass with dubbed corners for a totally frameless balustrade. From the outside looking on to the finished detached house from any angle, the completed balustrade is barely visible at all, leaving the property’s architectural features and symmetrical lines completely on show. Meanwhile, from inside, the residents can enjoy a similarly unimpaired view out. The slimline, frameless balustrade also makes the most of the limited room available on the narrow terrace. Space, light, views and safety have all been maximised with this great looking, easy to maintain glass balustrade solution. “Slim, safe and aesthetically pleasing, frameless glass balustrades make a sleek and unobtrusive addition to any property, and are as practical as they are desirable,” said TuffX’s Managing Director Graham Price. “Whatever your customer’s requirements, at TuffX we have the perfect specialist toughened glass solutions – along with all the advice you need – to make it happen.” http://www.tuffxglass.co.uk/

When we were asked if we could supply or recommend a CRM system a year ago we started looking at what was available on the market and, in particular, ones designed specifically for our industry. There’s quite a few out there and we had a couple of online demonstrations which we found uninspiring. The main reason is that a decent CRM can fulfil a multitude of important functions from logging sales leads to material ordering, customer letters etc. together with financial reporting such as sales reps’ performances – and when showing off these great attributes the demonstrators just listed what it did here and what it did there making the on-line demo just a series of features reeled off one after the other. We realised that there are many smaller companies that initially, and maybe only ever, need only a means of recording customers’ names, addresses, what products they had and what stage the order is at. It’s like comparing a Quad bike and a Range Rover – both will cover rough ground as they’re 4 x 4’s but often you only need a quad bike to fulfil your requirement. The ethos of EasyBase is similar to that of Colin Chapman and his Lotus cars – he always tried to “add lightness”, in the same way we’re adding “easiness”, people who aren’t computer savvy can get blown away/lose interest when a sophisticated CRM is demonstrated to them. As a result, EasyBaseTM was created. It’s a joint venture with one of our good customers and It’s a basic database that does just a few things like recording customers’ records, and letting you easily see what stage the order is at, seeing who’s got what etc. Back in 1984 when Giles Hayhurst started Windowlink Ltd all their competitors were offering expensive and

Customers can be colour coded for whatever reason – urgency or which rep/area etc.

Any form of document can be attached to the customer’s record

The progress of the various stages of a job can clearly be seen

comprehensive computer programs and then Giles came along with a low-cost system that was easy to use and did almost the same as the costly alternatives. “It took our competitors a little while to realise that we had swept the rug from under their feet and soaked up the lower end of the market”. One of Windowlink’s first customers was Steve Keates of Classic Windows in Minety, Wiltshire. Giles and his programmer brother created a system for calculating cutting sizes for the Fersina system. That all seems so long ago – but now history is repeating itself because Dave Keates, the present owner of Classic, has become Giles’s first customer for the new EasyBase system specifically designed as a low cost and easy to use database system as opposed to a full sophisticated CRM. Giles commented, “History is repeating itself after all

these years as EasyBase is just a simple system aimed at the small – medium sized business”. Of course, once the customer gets used to EasyBaseTM they may well want to expand the system and end up with a full CRM system and that’s fine because we will also be offering a bespoke add-on that upgrades EasyBaseTM to a full CRM system but in easily digestible stages. EasyBase can be purchased outright (which is unusual these days) or on a subscription basis. It currently only runs on PC based systems but there are plans to release a crossplatform system in 2022. Full details from Giles Hayhurst 07775 433122 or visit www.bradley-giles.co.uk.

October 2021 | www.glassnews.co.uk

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GLASS NEWS INTERVIEW: BUSINESS PILOT

The UK’s Leading Glass & Glazing Newspaper

BUSINESS PILOT, AN INSTALLER’S CRM SYSTEM DESIGNED BY INSTALLERS Business Pilot’s Elton Boocock talks to Glass News’ Editor, Chris Champion, about CRM systems and their benefits to installers. CRM systems are not new: they’ve been around for many years. Indeed some may argue that the Excel spreadsheet that everything has been recorded on for years is all they need. They may have moved on to a software package of some description but has it given visibility of every element of their operation from leads and conversions to job scheduling, cost of installation, service calls, and financial reporting? Does it evolve, responding to changing requirements of its users, helping them to maximise productivity and profitability, within their operations? It was this reasoning that brought together installers Cherwell Windows and Thames Valley Windows and persuaded them that they needed a CRM system that was for installers, and designed by installers. Enter Business Pilot, a system that has been developed and released, built on the day-to-day realities of running a retail installation business. Basically, they have taken the process from each business, developed new ones and brought it together in a digital business management tool, built for the home improvement sector. It was launched in 2019 as a cloud-based CRM and management system that has continued its development as Covid changed the way we sell and interact with our customers. As Elton Boocock, Business Pilot’s Managing Director says: “CRMs and

to be done are done and at the right time. Customer experience isn’t a new concept - the way that it is being delivered by progressive installation businesses, is. And it is that which we believe will define future success in window and door retail. Elton Boocock

business management tools are fundamental in underpinning and providing a foundation for this shift. They are changing how systems companies, fabricators - and retailers - are running their businesses. And that revolution is accelerating faster in retail than anywhere else. We believe that window and door retail is entering a period of rapid change, driven by digital innovation and redefined consumer expectations of service and customer experience. We are already seeing early-adopters come on board. Retail businesses are harnessing the power of digital business management tools to run their operations more effectively and more profitably - and most importantly to deliver a better customer experience. When you digitise your business, you put the processes in place which drive new consistency in customer experience and safety net, which makes sure things that need

It’s about effective targeting and management of prospects, transparency of process, the visibility of each element of your operation, and individual job and most significantly, effective communication. Business Pilot and other CRMS, are driving a step change in how retailers manage and use information to improve communication internally, and with the customer to deliver better customer experience.” In May a new dashboard was launched that gives visibility to a variety of important business functions such as an Ops Dashboard showing headline financial performance details including sales, cash in the bank, balances, outstanding, orders, invoices fitted value, costs and gross profit - each automatically updated with every new sale made, job completed, or bill paid. A Status Dashboard gives installers instant visibility of where a lead/sale or installation is and access to their lead-to-contract or contract-to-delivery pipelines. For example, installers can see the value of leads allocated, how many jobs have been quoted, the value of quotes followed up, the value of quotes waiting for a demo etc. The Sales Dashboard flags unassigned leads and highlights who assigned leads have been allocated to, tracking their individual performance and hit rate. The People and Area Sales Dashboard provides a broader helicopter overview of who leads have been allocated to, whereas the Leads and Products Dashboard allows you to track performance of products and your lead generation activity and provides a headline overview of which products are selling best and where leads were sourced. The Marketing Dashboard provides a more detailed insight on how much each lead costs you to acquire and the effectiveness of any campaign at any given point, allowing installers to maximise return on investment by understanding which channels are not only delivering the

highest number of leads – but most cost effectively. “There’s no fluff here.” Says Elton. “The Dashboards give you the metrics that really count. At the same time, while Business Pilot allows you to extract data against almost any stream, we have focussed on the things that every business actually needs to know to keep things simple and avoid overload. We want to be the cure for data anxiety, not contribute to the problem.” This cloud based system continues to develop apace with Heat Mapping allowing installers to identify which geographical areas deliver the best returns, highest values and conversion rates, colour coding hot spots and representing them by location. The Status Progression Tool lets installers map their lead-to-contract or contract-todelivery process - the things they do every day in their business - but digitally. The new Email integration tool is a real boon! Basically it allocates a unique email address to every job and integrates with every email platform. As they say: “A unique email is assigned to each lead or job as soon as it’s created. You can copy and paste it into your preferred email client in the cc or bcc box, or send direct from within Business Pilot. “Either way you get an instantly accessible and shared record of each email correspondence within the CRM. You, and anyone in your team can see exactly where each job is, what was said, and even automate those emails that you send on a regular basis through integration with our Status Progression Tool.” Business Pilot will continue to develop and already an FENSA API is being developed allowing installations to be registered inside Business Pilot without having to then log into the FENSA system. There is also a Pricing Software API on the stocks that allows the best in pricing tools to connect seamlessly with the best in CRM…. and that’s Business Pilot. Watch the interview with Elton Boocock to gain more insight into cloud-based Business Pilot and how easy it is move to and adopt this system.

October 2021 | www.glassnews.co.uk

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GLASS NEWS INTERVIEW: CASTLE WINDOWS

The UK’s Leading Glass & Glazing Newspaper

THE SIGNATURE COLLECTION INSTALLER SCHEME HELPS CASTLE WINDOWS TO KEEP GROWING Scott Thornton, owner of Installer company Castle Windows of Morecambe, talks to Glass News’ Editor, Chris Champion, about the benefits they’ve found from joining Pearl Windows’ Signature Collection Installer Scheme. Scott Thornton has been in the fenestration industry for around 27 years starting out with a fabricator and doing all the mundane jobs as he learned and worked his way

up the tree. Now he has his own installer company operating with three fitting teams working in the Morecambe and Lancaster area but also branching out towards Kendal and down as far as Preston. As a Pearl Windows customer was it the Liniar System that attracted him or the Signature Collection Installer Scheme? Scott had worked with the Liniar system before and admired its excellence, so the fact that Pearl was offering Liniar based frames as a well as the installer scheme was a marriage made in heaven. As Scott says, branding is important for any company and keeping their identity as a local company is key. The fact that they can benefit from the Signature Collections’ countrywide branding while being able to offer his

services as the Signature Collection by Castle Windows, is a real benefit. He has even had customers saying that they have seen his trucks on the motorway as they recognise the same livery on Pearl’s delivery lorries as is worn by Castle’s vans! Powerful. But what about the CORGI extended warranty and the ease of registering jobs within the scheme? It is just another part of the whole scheme that Scott loves. He’s quick to point out that Jeff Walsh and his team at Pearl Windows are very supportive and are always looking for improvements to products and the installer scheme, and that Castle have found the development of the installer scheme, to what it has become now, very beneficial.

The support they have received has translated into sponsorship with Morecambe Football Club and helping deprived areas in Morecambe by supplying and fitting windows. Scott and his wife, Caroline, believe strongly in supporting the local community and their generosity in this area seems to have promoted their company to the community. They are swamped with orders and although they are now saying that fitting can’t done before March 2022 their customers are prepared to wait…wait for quality products and great service from Castle Windows. Watch the interview with Scott Thornton to learn more about how the Signature Collection Installer Scheme can help a company grow.

October 2021 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

SCHÜCO ANNOUNCES WINNERS OF EXCELLENCE AWARDS 2021 Schüco is delighted to announce the winners of its prestigious Excellence Awards following a celebratory lunch hosted by architectural designer and television presenter, Charlie Luxton, in the grand setting of Whitehall’s Banqueting House.

refurbishments. The judges were looking for an outstanding balance between stunning aesthetics and practical functionality to create a harmonious project. One Overall Winner is acknowledged each year, and this year the accolade went to St. George’s Bristol, designed by architects, Patel Taylor, and specialist contractor, Enhanced Glazing Systems. Now in their eighth year, the awards, run in association with Architecture Today, are well established and recognise outstanding projects completed throughout the UK and Ireland. They celebrate the collaboration between architects and specialist contractors, bringing clients’ visions to life. Awards were presented in ten categories, including residential, commercial, cultural, and education and healthcare projects – considering both newbuilds and

Patel Taylor’s considered design extends the functional spaces of the concert hall, mediating between the old and the new. A glazed link connecting the two buildings acts as a powerful transition space, light and open to the sky. Hazel Joseph, Director of AHMM and one of the award judges, said: “The reason St. George’s Bristol stood out to me is that the project had a very dramatic creation of spaces. The architect ensured a careful curation of light and how light found the

internal spaces. Also, the sensitivity of how it works within a historic environment is very clever – it is a worthy winner.” Last year’s online edition of the Schüco Excellence Awards saw the introduction of a Viewers’ Choice category. This year it returned in the form of the People’s Choice award voted for by attendees on the day. The project selected was 22 Handyside Street, a three-storey, mixed-use development in London’s King’s Cross by Coffey Architects and Stride Treglown with specialist contractor, Fleetwood Architectural Aluminium. Pete Temprell, Managing Director of Schüco UK, said: “The Excellence Awards recognise the close collaborations that successful building projects demand, so it was a pleasure to be able to celebrate those achievements in person with our winners this year.”

For full details of all the Schüco Excellence Awards 2021 winners, visit: https://www.schueco.com/uk/specifiers/excellence-award-winners-2021

APEER AND LUMI: GETTING IT RIGHT FIRST TIME An increased focus on quality control at Apeer and Lumi Windows has seen the UK’s leading door and windows specialist continue to improve its ability to ‘get it right first time’ for customers. New World Developments, Apeer and Lumi’s parent group, has always had the highest standards when it comes to quality control. But over the past 18 months the company has concentrated on streamlining and standardising these procedures, as its product line has grown. As a result, customer complaints regarding loose items have virtually been eliminated,

“Currently we have two inspection instructions in place which cover over 90% of the total manufacture, with the rest to follow in the future. The documented instructions are used to standardise the inspection process in a way that all inspectors cover all the critical care points needed to ensure door and window quality.” 10

and around 98% of Apeer and Lumi products are consistently manufactured ‘Right First Time’. Apeer doors and Lumi windows are produced at NWD’s factory premises in Ballymena, Northern Ireland, using 100% end of line inspection along with inline process auditing to ensure quality assurance. “One hundred per cent inspection has always been a part of NWD quality process however it is only in the last two years that

it has been standardised and documented,” said quality manager, Eric Crawford. “Currently we have two inspection instructions in place which cover over 90% of the total manufacture, with the rest to follow in the future. The documented instructions are used to standardise the inspection process in a way that all inspectors cover all the critical care points needed to ensure door and window quality.” All new inspectors are trained using the instructions from day one to ensure a

consistent approach, while all key processes are audited at least once a week to check they are being carried out in line with the standard operating procedures. In addition, there have been specific improvements made to the quality control processes, said Eric: “Fixed gauging has recently been introduced for better knocker hole positioning and cylinder hole alignment. Standardised inspection stations have also been introduced with a standard set of tools, and new high definition cameras have been purchased along with additional CCTV cameras. We’ve also introduced loose item/kit box content photography to resolve issues customers were having with missing parts – which we are pleased to say has virtually eliminated the problem.” With this ongoing quality control focus, Lumi and Apeer customers and Trade Partners can be more confident than ever when they order doors and windows. “Our customers rightly expect the best, and we will continue to refine our processes and raise our targets to ensure we consistently deliver just that across the board,” said Eric. “At the start of 2021 we set a target of 98% Right First Time (RFT) with a stretched goal of 99%. This year has seen a steady improvement and we are regularly achieving 96.5-98% week to week. Our focus now is on developing the internal processes, product suppliers and quality planning needed to achieve and sustain 99% RFT to the customer.” www.apeer.co.uk

October 2021 | www.glassnews.co.uk

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TRADE NEWS

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ROSEVIEW BACKS WIDGETS AS ANCILLARY PARTNER Renowned vertical sliding sash manufacturer, Roseview, continues to enjoy the wide range of dedicated ancillaries manufactured by Window Widgets specifically for their specialist VS sector. The VS ancillary products from Window Widgets are suitable for frame depths from 125 – 148mm and have a load bearing capped at 2 tonnes. They include a 40mm inline coupler, a VS to 70mm frame coupler, perfect for joining a typical entrance door to the VS frame, a VS baypole and a 900 corner post. There’s also

the benefit of single length ordering for Roseview and the option of seven shades of white and thirty-five different colours and woodgrains, depending upon individual item codes. Mike Bygrave, sales and marketing director of Roseview commented: ‘Window Widgets are a long-standing business partner for us, and their product design philosophy fully supports the way in which we work with our vertical sliding sash window range. Sash windows are very much a premium proposition and ones that often require considerable load bearing attributes and so the proven structural capabilities of their couplers and corner posts are a must for us as a specialist and award-winning manufacturer.

He added: ‘This full range of ancillaries is a major plus for us along with their backup and expertise, and we also benefit from their other general components used throughout the manufacturing and installation processes.’ Adrian Clare, technical sales executive of Window Widgets concluded: ‘Roseview are one of a number of customers for our vertical sliding sash window ancillaries and value the engineered nature of our products, along with the support. Everything is fully tested, compliant with the latest standards and manufactured within the UK which are also other key selling points of our strong proposition for the VS sector.’ For further information on the Roseview vertical sliding sash range please visit

roseview.co.uk. For further information on Window Widgets please visit windowwidgets.co.uk or request a copy of the product catalogue at sales@windowwidgets.co.uk or by calling 01452 345848. Look out for the social media handle of #widgetscomedy and please be a part of their 21-year business anniversary in aid of two industry charities.

GLASSTEC 2022 – LET’S GO LIVE The anticipation for glasstec 2022 is already strong now – as demonstrated by the comments and contributions from the industry with the motto “back again at last”. The new glasstec Let’s go live Trailer also makes visitors and exhibitors look forward to the trade fair.

THEMES TRENDING IN 2022 glasstec is a marketplace, trendsetter, innovation and information platform for the global glass industry. In addition to the extensive ranges exhibited on the themes glass manufacturing/production engineering, glass treatment and finishing as well as numerous glass products and applications, glasstec 2022 will again offer a unique and comprehensive line-up of side events from practice and science. This programme follows the five trend themes of the trade fair, which are seen by experts as essential and global themes for the future development of the sector and society at large.

And that’s not all – the coming year will be a very special one for everyone working with the fascinating and versatile material that is glass. 2022 was declared the International Year of Glass (IYOG 2022) by the General Assembly of the United Nations. The significance of this polyvalent material for society and our life will be made visible by means of a series of worldwide events and activities. One highlight will of course be glasstec as the world’s biggest event for the glass sector, which will be held at Düsseldorf Exhibition Centre from 20 to 23 September 2022.

• Climate: innovative solutions that save the climate

REGISTRATION FOR EXHIBITORS POSSIBLE FROM NOW

As early as November the first event will be staged with a view to the coming glasstec and the central trend themes. From 25 to 26 November the glasstec update “International glasstec Conference” will focus on the topic of “carbon neutrality with glass”. The first day will be all about the industry. Future models for a CO2 and climate-neutral glass production as well as technologies and roadmaps to reach these goals will be introduced and discussed. On day two architects, scientists and glass producers will reveal the construction

With immediate effect companies from the areas of mechanical engineering, industry and skilled crafts can register for glasstec 2022 online using the direct link www. glasstec.de/2330. Enterprises that took part in 2018 and in glasstec VIRTUAL can use pre-filled and editable forms. Stand space allocation in the halls for exhibitors will start on 1 December 2021.

• Urbanisation: future-proof cities with glass • Value: adding value re-thought • Resources: saving use of raw materials, skilled labour and energy • Wellbeing: what glass does for our lives

GLASSTEC UPDATE: TOPIC OF THE FUTURE – DECARBONISATION

methods, innovations and products that can help us work towards a climateneutral society. Tickets and the complete programme will be available at www. glasstec.de starting in early October.

THE HUB: GLASS TECHNOLOGY LIVE AND ROAD TO GTL At glasstec 2018, the university network of the four technical universities Darmstadt, Delft, Dortmund and Dresden provided fresh ideas at the special show glass technology live (gtl). The special show demonstrates the concentrated innovative power of the industry and will again be an important part of glasstec 2022. For a review of the most exciting and innovative exhibits at glass technology live 2018, visit www.glasstec.de/throwback. In order to increase the anticipation for the coming glass technology live even further, a series of video interviews will be published this year as well as next year. The curators responsible for the exhibits will be visited in their creative domains. Exclusive insights into their research will be provided and details on the plans for the coming glass technology live will be shared.

transparency” and the international Architecture Congress.

CRAFTS CENTER AND GLASSTEC CHALLENGE At the Crafts Center companies will present the latest glass products, tools as well as mounting and lifting aids for glass processing craftsmen. At the “glasstec challenge” young glaziers from all over Germany will compete for the first time to secure their place as a participant in the WorldSkills event. At the glass art exhibition “glass art” international galleries will exhibit their objects and interpretations of and with glass.

THINK TANK: GLASSTEC CONFERENCE

THE START-UP ZONE: WHERE THE YOUNGSTERS OF THIS INDUSTRY INTRODUCE THEMSELVES

In 2022 the Special Show will again be complemented by the glasstec conference. This umbrella brand combines topics from theory and practice and offers cross-sectoral conferences on themes of relevance for both today and the future. Everyday visitors at glasstec 2022 can learn about current developments and trends in the sessions on Glass Production, Processing Technology and Products. Also forming an integral part of the programme of ancillary events are the scientific conference “engineered

The premiere of the START-UP ZONE in 2018 received extremely positive feedback. 15 young, international companies used the premiere to make contacts, build networks and meet decision-makers. This exhibition offering targets companies that have been on the market for less than 5 years, have annual sales or a balance sheet total of under EUR 5m and employ less than 20 staff. For more information please visit: www.glasstec.de/1560

October 2021 | www.glassnews.co.uk

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The UK’s Leading Glass & Glazing Newspaper

MY ADMINBASE DIARY APP KEEPS GLAZERITE WELCOMES OFF-SITE PERSONNEL IN THE LOOP RETURN OF PRO-AM GOLF DAY Software provider, Ab Initio, has launched My AdminBase Diary, a free diary app linked to the AdminBase installer business management system. Displaying full details of current and future customer appointments, the new app provides offsite personnel with handy remote access to the main AdminBase system diary, when out and about. While AdminBase can be integrated with mobile devices via Google Diary, conveniently merging the

to be shared between both platforms. Commenting on the brand new app, which joins the other four existing AdminBase apps, Rhonda Ridge, creator of AdminBase, said: “Our installer customers have been asking for a simplified way of passing relevant appointment details such as notes, documents and pictures from AdminBase to on site personnel, and vice versa, so we launched My AdminBase Diary to make that possible. appointment data with any other engagements logged on the device, My AdminBase Diary has the added benefit of allowing additional material such as documents, pictures, or voice notes from the main AdminBase system

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After a challenging 18 months of postponed social and industry events, the Glazerite UK Group swung back into action this month with the return of its much-loved charity golf day. Now in its 15th year, the Pro-Am tournament was rescheduled from its usual July date to Friday 3rd September at Wellingborough Golf Club, with customers, suppliers and employees taking part in the competition and evening celebration. Thanks to generous donations from players and sponsors, the event raised over £4,000 for Glazerite’s nominated charity, We Mind & Kelly Matters, which was founded in 2019 by former chairman, John Hewitt. The golf day ‘teed off ’ just after 8.30am with 35 teams playing right through to mid-afternoon. Quickslide’s Adrian Barraclough won the ‘Nearest the Pin’ at the 4th hole, while the competition’s ultimate victors were the team led by Dave Jones, formerly of VEKA. Dave played alongside golf professional, Ryan Evans, VEKA Area Sales Manager, Dan Liles, and club member, Glen

Gulla, with Ryan setting a club record at his home course with 63 (-9). During a heart-felt speech, Ryan generously donated his prize-winnings to We Mind & Kelly Matters, and thanked Glazerite for the sponsorship he was given by the fabricator at the outset of his professional career. Despite the event taking place later on in the year than usual, the sun shone for the golfers, who later celebrated with an evening reception alongside their partners and colleagues. Liam Bird, of K2 Aluminium, who travelled to the event from the Wirral, said: “The Glazerite Trophy is always the highlight of my golfing calendar, and the Wellingborough course is superb. From start to finish, it’s always a very well put together event and a terrific experience. I’m very grateful to Glazerite for getting it up and running again this year; it was great to take part and see all those faces that have been missed over the last year.” Rob Brearley, Glazerite’s Group Managing Director, was taking part in his first Glazerite golf day since

joining the fabricator. He added: “It was great to finally be able to socialise with some of our customers, suppliers and staff in such a beautiful setting. I have been with the company over a year now and it’s crazy to think this is the first opportunity to do what would usually have come very naturally in the first month or two in a new role. Since taking over the business there has been a lot of change, but our continued support of the Glazerite PRO AM trophy and our nominated charity, We Mind & Kelly Matters, will remain.” We Mind & Kelly Matters’ John Hewitt said: “I’ve loved doing the golf day over all these years and the feedback I get from fellow golfers, the club, friends and the industry is that it is one of the best. I’m thrilled that Rob is looking to keep it going. I also really appreciate the support everyone has shown for our charity and their generous donations, including Ryan’s prize money. It has been a true pleasure to watch him progress to the great golfer he is today.” www.glazerite.co.uk

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October 2021 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

THE LATEST ADDITION TO EPWIN WINDOW SYSTEMS’ CONNECT HUB HELPS USERS ACHIEVE A FLEXIBLE TELECOMS SOLUTION Epwin Window Systems has just launched an exclusive partnership with innovative telecoms provider ConXhub for users of its industryleading integrated digital resource centre, Connect. ConXhub helps tradespeople enhance connectivity with their customer base delivering a flexible and streamlined telecom solution. Gerald Allen, Marketing Manager at Epwin Window Systems, said: “Connect helps our fabricators and installers to access the vast range of business support available to them and, in doing so, help them drive sales, grow profit and simplify the access points. ConXhub was the perfect fit for us to assist our tradespeople by providing them with the most efficient and flexible telecoms solution on the market.” Mark Trowbridge, Founder and CEO of ConXhub, added: “We are delighted to have partnered with Epwin Windows Systems and be part of Connect. At ConXhub we have taken all the communication tools any tradesperson, SME or corporation needs and designed a perfectly mobile and super cost-effective telecom solution to replace all outdated and equipment dependent predecessors.”

Connect users can receive an additional phone number attached to their mobile. This means they can have a telephone number solely dedicated to their customers, but still only need to have one mobile phone which provides a cutting-edge streamlined platform. It gives them more privacy and helps them achieve an improved work/life balance. ConXhub simply sits on top of a user’s personal mobile phone and nothing else is needed. With an unbeatable monthly cost that includes all features and unlimited outbound and inbound calls, it puts even the most sophisticated of communications tools into the hands of every business, not just those with bigger budgets. The Connect platform is something only a systems house with the size and scale of Epwin Window Systems could provide. It’s a 24/7/365 bespoke-designed digital integrated platform for the vast range of value-added benefits that are available to Epwin Window Systems’ customers. It brings together all the company’s technical, commercial sales and marketing support, plus a lead generation mechanism that passes retail and commercial leads to fabricators and installers. Rolling discounts from industry partners adds even more value, as this latest partnership with ConXhub demonstrates. Epwin Window Systems customers who have already signed up to Connect will see details of the partnership the next time they log in to the platform. To join for the first time, complete the form at epwinwindowsystems.co.uk/connect. Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

As a result of the partnership, Epwin

THE POWER OF PRESENTATION - JUST TRADE WINDOWS BOOST MARGINS WITH FRAMEPOINT® Based in Sheffield, Just Trade Windows are using quoting software Framepoint® from Tommy Trinder to keep customers thinking less about price, and more about creating a visually stunning home. With an impressive portfolio of both supply and supply and fit customers, the team were looking for a way to quickly produce beautifully presented quotes that match their great reputation. “We were sending out hand drawn sketches to customers, or spec sheets that were really wordy,” says Simon Dinnie, Business Development Manager. “That sort of thing just doesn’t mean anything to the homeowner – all they were getting from it was the price.” Framepoint® has enabled the firm to harness the power of presentation and “take the homeowner on a visual journey”, Simon said. “You can get a better price for the job just because of the way the quote looks. If you’re asking for top-line on a project you have to look the part, and Framepoint® is great for that. If a homeowner has three quotes within £500, and the upper end quote is showing a much better visual journey, they’re going to go with that every time. Windows and doors are a big part of transforming a house and with Framepoint® the customer

can really see what they’re getting.” Quotations generated via Framepoint® have empowered the team to charge a fair price for their best-in-class service. “For me it’s great to be maximising the top-line with Framepoint®. If you’ve got a project that you might usually charge at £20k, I definitely think that using Framepoint® you could get £21k.” Framepoint® has helped the team on the administration side too, helping to “really cut down on errors and save a lot of time”, Simon said. “You do your initial visit, then if the customer goes ahead you’ll go in again for your final measure, but between those visits there’s often lots of conversations between myself and the customer, tweaking things, changing colours, and the surveyor isn’t usually part of that conversation.

With Framepoint® you’re visualising all these changes for the customer as you go which is really simple to do, then you just download your surveyors report in one click and the surveyor can see all of those changes you’ve made. It’s definitely a good feature!” Simon has also got creative using Framepoint®’s remote selling feature alongside some handy camerawork in the showroom. “Framepoint® is great for remote selling. I’ve taken orders by walking around the showroom with a customer on a video call on Zoom, then once I figure out the kind of thing they were after we switch to a screenshare on Framepoint® to create their windows. Customers love it!” Framepoint® is subscription based and billed monthly. To find out more about Framepoint® and book a free demo installers should visit www.tommytrinder.com.

VEKA RECYCLING REACHES FINALS OF NATIONAL RECYCLING AWARDS VEKA Recycling Ltd has reached the finals of the MRW National Recycling Awards, recognised as the most prestigious in the recycling and resource management sector, at the company’s first attempt. The firm has been shortlisted in the Recycling Facility of the Year category, for its new, state-of-the-art recycling facility in Wellingborough, that was completed after a two-year build in December 2020.

The award will be given to a ‘waste and/or recycling facility that demonstrates best practice through innovation and/or improved management’, say the organisers. The winner will be decided at a ceremony held on 10th December at The Hilton, Park Lane. “We are obviously delighted to receive this news,” said VEKA Recycling’s managing director Simon Scholes. “Our team has worked exceptionally hard to complete our new plant, also

battling against the pandemic to become fully operational on schedule. To become a finalist at The National Recycling Awards means that we have been judged by recycling professionals that fully appreciate our achievements, so this is a tremendous accolade even to get this far.” https://veka-recycling.co.uk

October 2021 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

JUST ONE LOOK

Customer expectations are soaring and not just for physical products or face to face service. Hassle free, easy to use online experiences are now a prerequisite. Management systems need to stay ahead of this curve to truly benefit their customers says Rhonda Ridge of AdminBase.

A recent screen time study from Uswitch shows that the average UK citizen spends up to 6.4 hours a day on the internet using any device. This doesn’t account for time spent in front of a screen offline, this is purely online activity. The pandemic has only served to fuel this trend with global consumers now spending an average of 4.2 hours a day using apps on smartphones alone. That’s an increase of 30% on 2019. There is no denying then, that although an already integral part of our lives, our online activity is still growing. We are all now proficient and even prefer to get the information we need electronically. The continual increase in time spent online has consequences. Expectations for our onscreen experiences are high. In years gone by, we may have been a little more patient about digging for the information we need. Not anymore. We want answers

at our fingertips, and we want data that’s easy to read and understand, or we’ll go elsewhere. In the same way a car dashboard gives us the information we need at a glance, fitness apps, health trackers and social media analysis tools, are all going the same way. We’ve come to expect it.

CUSTOMER LED DESIGN This raised level of expectation isn’t just relevant to our personal online activity, we expect it in the workplace too. Whether monitoring productivity, managing teams, delegating tasks, or tracking profitability, we are increasingly relying on software to help us streamline. Ab Initio’s AdminBase business management software system is ahead of the curve with outstanding usability designed into the system from the beginning. However, always looking to improve, the company has recently updated the homepage to make it even easier to use, in line with the very latest interface trends.

HORSES FOR COURSES Rhonda Ridge, managing director of Ab Initio Systems, the company behind AdminBase, and the creator of the system explains: “The latest system upgrade with improved usability on the homepage includes a completely customisable screen that allows the information most relevant to the business to be viewed as soon as users first switch on their screens. It’s not a one size fits all solution because different installers want to see different data, so rather than make assumptions, we are leaving it to our customers to decide what is most important to them.

“Whichever key performance indicators they opt to have quick access to, the new screen style allows users to see at a glance an up-to-date overview of those aspects of their business, whether leads, sales or jobs in progress. As soon as new data is entered, the homepage will be updated to provide a live picture. What’s more, all of this information is displayed as graphs or charts because we know people can process information far quicker when looking at images, than they can reading text. This easily accessible information lets installers make quick comparisons between weekly, monthly, or yearly stats, which in turn allows them to make business decisions quicker and more easily.”

A STITCH IN TIME Rhonda concludes: “As with almost anything, if you address a problem up front you save yourself a lot of work later. Installers are under increasing pressure with supply disruptions, short term changes

Rhonda Ridge

to stock availability and higher demand than the market has seen for a very long time. There are few complaints about the increase in sales, but to truly maximise the opportunities, installers need an immediate and accurate picture of all aspects of their business so they can make quick decisions on the go. Our system allows them to do exactly that and with the updated Home screen, they can stay on top of every aspect of their business, even more easily. For more information go to: https://www.abinitiosoftware.co.uk

“The latest system upgrade with improved usability on the homepage includes a completely customisable screen that allows the information most relevant to the business to be viewed as soon as users first switch on their screens.”

October 2021 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

CELEBRATING A DECADE WITH DEKKO SALESTRACKER HELPS TRADE FABRICATOR GROW FROM £3M TO £21M IN 10 YEARS Ten years ago, trade fabricator Dekko Window Systems had ambitions to scale up the business and took the decision to subscribe to Salestracker to find and win new customers. The company has grown from £3m to £21m in that past decade - launching new product lines and moving to a significantly bigger factory in the process and according to Sales Director Kurt Greatrex, Salestracker has been an integral part of the journey.

quality is excellent – it enables the sales team to quickly identify new prospects and gain a huge amount of market intelligence before entering into a conversation. We can see what products and brands the installer prefers, what volumes they buy in and even get a financial snapshot – it’s really priceless information.”

“Dekko has seen significant growth over the past ten years and Salestracker has very much been our ‘secret weapon,” Kurt comments. “The data

Starting life as a uPVC fabricator, Dekko has successfully launched several new product ranges over the past 10 years – including the Residence Collection, a luxury timbereffect window system, and Räum, a high-end collection of aluminium windows and doors – and Salestracker has played a huge role in helping the company gain a foothold in those markets. “Salestracker has helped us get to where we are today and it’s very much part of our plans as we gear up for the next decade of growth,” Kurt concludes. For more information call Insight Data on 01934 808 293 or visit www.insightdata.co.uk.

The event, the biggest one-day conference in the glazing calendar, takes place on Thursday, October 21st at Edgbaston Stadium and Conference Centre, Birmingham, and more than 300 leaders from across the industry are set to attend. Andrew Scott, Glazing Summit founder, said: “After almost two years, and with all the challenges our industry has faced in that time, setting the agenda this year has been tough. “We wanted to focus on some of those challenges, such as the supply chain crisis and price hikes, outline the key legislative changes that are likely to impact the industry, and focus on the future and the opportunities sustainability will present. The topics are controversial, and the sparks are sure to fly, but we feel we have pitched it just right.” Four debates will include ‘Conquering the Supply Chain Crisis,’ ‘A Sustainable Future – how will the industry adapt?’ ‘Is it time to get out, or scale-up?’ and ‘Running an installation business in uncertain times,’ while there will also be a discussion on ‘The Regulation Minefield: What the Industry Must Know.’ The agenda will also include three keynote speakers, including Economist, author and

One of the North East’s leading home improvement specialists has invested more than £150,000 into a new training academy for its staff. Pennine Home Improvements, which operates showrooms in Durham and Newcastle, is looking to build on a record year that brought in £10m of orders by taking a different approach to selling. The launch of the Pennine Way Sales Academy is a new way of dealing with customers and will look to create employees that are focused on listening and having conversations that deliver real value to the homeowner. Salespeople are now employed directly by the company and will all complete a 14-module course that covers product knowledge, building regulations, codes of conduct, softer selling skills and how to use digital tools to provide an enhanced customer experience. This ‘syllabus’, which has been designed by the best and most experienced people at Pennine Home Improvements and parent company the Conservatory Outlet, will create experts that can guide the client through the home improvement journey and help bring their visions to life.

CONTROVERSIAL AGENDA ANNOUNCED FOR THE GLAZING SUMMIT Some of the most controversial industry issues are set to be tackled at this year’s Glazing Summit, after organisers announced the topics that will be under the spotlight by its panel of expert speakers.

£150,000 INVESTMENT GETS PENNINE’S NEW SALES ACADEMY ON ITS WAY

Bloomberg correspondent Greg Perdon discussing the economic outlook for the industry; legendary business guru and sales trainer Geoff Burch on how to build a better future; and Andrew Scott, Managing Director of Insight Data Ltd and renowned industry consultant, with the specialist data supplier’s ‘State of the Industry’ report.

“Covid-19 has been a very difficult period, but it has taught us many different lessons, some of which gave us food for thought on how we could deliver even better levels of service,” explained Jonathan Young, Managing Director at Pennine Home Improvements. “We had switched the sales process from face-to-face to virtual, carrying out initial consultations by video call and using our

own specially designed app to bring the homeowner’s vision into reality. Despite not having the showrooms for a long period of time, we still managed to break our record order intake.” He continued: “This gave us the confidence to press the button on the Pennine Way Sales Academy, a new way of selling that could transform our sector forever. “The emphasis is on creating salespeople who take an even greater consultative approach, have excellent product knowledge and are employed by us from the start, meaning we have the best possible chance of nurturing talent and they have access to excellent training and mentoring from experienced staff.” Pennine Home Improvements, which sells conservatories, doors, extensions, orangeries and windows, has enjoyed a strong start to its new academy. Six members of staff have been recruited and are completing the 14 modules, with one of the newcomers using their initial knowledge and training to secure a £40,000 sale for a major living space extension. Many of the firm’s products are exclusive, including the Extreme collection of UPVC windows and doors and its Envisage flush casement window range, an exquisitely stylish suite of windows that come in a huge choice of colours to ensure they make a real mark on the home. Jonathan concluded: “Our ranges really excite homeowners, but it’s the people that really make Pennine different and our recent investment will ensure we continue to set the standard when it comes to customer service.” For further information, please visit www.penninehome.co.uk or @penninehome on twitter.

Each panel debate will consist of four expert panellists and a host to ask the tough questions and attendees will be able to have their say on the debates thanks to Slido, the ultimate interactive Q&A and polling platform app. There will also be plenty of networking opportunities throughout, and the day ends with the exclusive Leaders Dinner. “With live events cancelled for the last year and a half, the industry is buzzing to get together and discuss how we tackle the challenges we face, and how we can help shape the future,” added Andrew. “We’re looking forward to welcoming everyone to Edgbaston – let the debates and discussions commence.” For tickets, visit www.glazingsummit.co.uk, call 01934 808293 or email hello@glazingsummit.co.uk.

(L-R) Michael Kirkpatrick, Jonathan Young, Grace Matthews, Rebecca Mann and Lindsay Marshal

October 2021 | www.glassnews.co.uk

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TRADE NEWS

Profile comes off the line

The UK’s Leading Glass & Glazing Newspaper

Small components are foiled by hand

The ability to foil a wide range of shapes

DECEUNINCK’S COLOUR CHOICE, STOCK AVAILABILITY AND ALL ROUND SERVICE, FUELS A HEALTHY AND GROWING TURNOVER Glass News Editor, Chris Champion, joins trade editors for a visit to Deceuninck UK’s HQ.

“Rob and his team are always very open in their discussions with either customers or the trade press. They tell it as is. Will the wheels come off this current home improvement boom? Certainly not yet, they say.” great change save for what I expected to be a warehouse decimated by demand from their fabricator customers. Was I wrong! The vast warehouse was stocked to the gunnels. As MD Rob McGlennon pointed out, we have had three lockdowns, a home improvement boom and a supply chain that has come under tremendous pressure, so how has Deceuninck managed?

It really feels as if we’re moving into a new era and away from that time of being locked away with communications limited to ‘phones, emails, Zoom and Teams. Being wrested from my northern hovel and despatched to fight with everyone else for tarmac space on these pot holed monstrosities we call roads, was probably the best thing that could have happened, and an invitation to join other trade editors at Deceuninck’s UK base at Calne in Wiltshire was a great re-introduction to work-associated social life. Having visited Deceuninck on a number of occasions I wasn’t really expecting any

Co-extruding on the line

Deceuninck MD, Rob McGlennon

The answer is relatively simple. It has been business as usual, albeit following Covid-19 guidelines, and Deceuninck has concentrated on providing its usual exemplary service. They are all about people and relationships and keeping in touch with their customers so there are no nasty

Decalu’s Nigel Headford shows the aluminium range

surprises. Rob and his team are always very open in their discussions with either customers or the trade press. They tell it as is. Will the wheels come off this current home improvement boom? Certainly not yet, they say. Forecasts are buoyant through to the end of the year even though there will be pressure on the availability of PVC-U through into 2022. Steel prices will remain high and glass supply will continue to be disrupted plus, of course, the cost of containers continues to rise. Amazingly, with all these issues, Deceuninck has maintained a service to their customers. With a normal OTIF of 97% a drop from that high must be expected but to still have an OTIF at 90% is a significant achievement.

Foiling in action

October 2021 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

The foiling hall with six lines

Hot guillotining

Just one aisle in the warehouse

Rob McGlennon has a smile on his face when he declares first half turnover in excess of £25m. This is a first for Deceuninck in the UK and Rob fully expects to hit a record £50m plus turnover for the full year. What has made him smile is how that has been done under the current circumstances. Although new business wins play their part the real key is customer growth and that is very satisfying for Deceuninck.

to answering the questions over pollution from plastics and the company’s profile contains up to 50% of recycled material. Cleverly, the profile is manufactured using leading edge co-extrusion technologies, which isolate recycled content in areas away from the surface of the product, guaranteeing finish and performance. Importantly this means that Deceuninck prevents 3 million frames going to landfill, annually, reduces carbon emissions by 90,000 tonnes and saves 90% of energy normally used.

One might expect a system house having a jump in sales in the current boom but this is not a one off. Looking right back to 2013 when the turnover was in the £12m to £13m, the growth has been pretty steady with a nicely curved parabella with the 2021 increase replacing the very slight slowing in 2020 with a fair amount to spare! It can’t be just good service and relationships that has made this happen, surely? Rob is quick to point out that colour has been the driving force behind the growth. The fact that there are 30 colourways in stock – and yes, there are and we’ve seen them – and another 20 colours can be ordered on a 15 day lead time results in Deceuninck customers selling twice as much colour as their competitors. Colour accounts for 60% of all Deceuninck sales. However, for me, it isn’t just the fact that all these colours are available, it’s that they can be ordered from stock. We reported recently on a YouGov survey Deceuninck commissioned and this clearly showed the importance colour has in the decision making of the homeowner. In short, 75% of homeowners said that colour was an important part of the decision making while 96% said that matching to the look of the property was key. I could go through the full survey but suffice it to say that colour choices vary by age

Foils in every colour and size

“Sustainability and recycling have become watchwords and with a 15 million euro investment Deceuninck now has the capability to process 45,000 tonnes of PVC-U per annum. This goes a long way to answering the questions over pollution from plastics.” group, and price is less important to the elderly than the young. No great surprise there but where the surprise came is in the regional splits in popularity of colours and woodgrains – very useful information for Deceuninck customers. No surprise to anyone: flush is the look 62% are looking for. With all this information and with their own in-house research it’s not surprising that Deceuninck continue to invest for the future. Q4 in 2020 saw increased

Just one of the many tests, in this case testing the adhesion of the foil

www.glassnews.co.uk | October 2021

Part of the extrusion hall

foiling capacity added as part of a £multi million investment in both extrusion and lamination capability. New combi-lift slide loaders were added to the warehouse armoury and all this was aimed at providing capacity for a number of customer acquisitions that were coming on stream. Sustainability and recycling have become watchwords and with a 15 million euro investment Deceuninck now has the capability to process 45,000 tonnes of PVC-U per annum. This goes a long way

While there has been investment over the past year there has also been product development, too. On the stocks are a triple-track patio solution, a mechanical jointing solution for flush windows and doors and a dedicated outerframe for composite doors. All valuable additions to Deceuninck’s range but it is also important to remember that the company has moved into aluminium, too. Decalu is fast getting a substantial following as installers report back to fabricators about how easy they are to fit. What is interesting is how both sides of Deceuninck fuel each other: PVC-U customers who are looking at adding aluminium to their offering naturally look to Deceuninck but it also works in reverse with a number of aluminium customers seeing that the PVC-U range is worth offering as well. What is very clear is that the whole team at Deceuninck are customer focussed and understand that relationships are just as key as great products, choice, and stock available from the warehouse. And that’s not forgetting the colour choice, something that puts Deceuninck at the front when choosing a system house. Did I mention that Deceuninck hasn’t lost a customer in four years? Well, it’s a fact….

Picking in the vast warehouse

TRADE NEWS

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NEW BRANDING REFLECTS ON NEW CHAPTER FOR KORNICHE The multi-award winning Korniche product line from Made for Trade has undergone a branding transformation, as the company builds on the name’s ongoing success ahead of the next product launch under the celebrated title. Since 2016, the name ‘Korniche’ has gone hand in hand with the brand’s success in the industry, defining a new term where revolutionary engineering-led design and development meets quality and value allowing Made for Trade to deliver the best products, with the best service at the best prices. The name initially became synonymous with the inaugural launch under the new brand – the Korniche Roof Lantern. This game-changing product has gone on to win multiple industry awards since its introduction and continues to be hugely successful for Made for Trade in 2021, whilst using the term ‘Korniche’ has become second nature to clients requesting quick and easy installation of a great value, yet technically progressive product. As part of an exciting new chapter for the innovative Billingham-based company, the name Korniche will now take centre stage not just as a brand representing one marketleading product, but as a fully-fledged standalone title that will apply the same exceptional qualities to a range of products from Made for Trade. As part of this change, a new suite of revised branding has been revealed to offer a fresh and dynamic yet appealing and instantly recognisable

reflects Korniche as a thriving and rapidly expanding product line, and gives the name a broad consumer-led appeal, where customers continue to specifically request Korniche for their self-build, development, home improvement and extension projects. The new logo and design accents are intended to drive the brand forward and become quickly identifiable to consumers as a leading name in the market, capitalising on the success of the original Roof Lantern product and subsequent sales. The re-brand will work together with a host of stylised digital updates with the intention of not just refreshing but also improving the process and maximising sales for trade customers. The revised Korniche website will feature a video-based landing page intended to instantly showcase the lifestyle desirability of Korniche products to prospective consumers in the planning stages, giving first hand visualisation of the advantages and qualities of the products in an impressive real-world build environment.

design to reflect the unique qualities which has driven Korniche to be sought out ‘by name’ - with a corporate identity that acts as a consistent figurehead for the expanding range of leading products.

The premium online content improvements are supplemented by significant investment in CGI imagery on an easy to navigate site, whilst for those looking for a more in-depth technical understanding of why Korniche is different to other brands, the website also features a multitude of design and engineering content. This covers not just the products themselves, but also the brand history and an explanation of the Korniche team’s technical approach - and why it is one that takes significant and ultraexacting engineering experience from other industries to revolutionise fenestration products and remain one step ahead when applying such standards and technology to homebuilding.

Speaking of the new look for the company’s brand, Made for Trade’s Marketing Manager, Ian Bousfield said: “We’re delighted to be able to unveil a fresh new look for our Korniche branding in 2021. As the name begins to represent a range of products sharing the same key values, we’ve worked to create a unique new style that proves quickly recognisable to glazing experts and new customers alike. The logo and branding will cement a familiar name in the minds of consumers looking for a trusted ‘go-to’ brand in glazing products, whilst enforcing Korniche’s award-winning

characteristics that place products as the trade’s number one choice for quality, installation speed and efficiency - both for the current Roof Lantern and forthcoming Bi-Folding Doors.” The new-look logo and style will be introduced across digital and physical platforms from the end of September 2021 and help phase in Korniche’s exciting next chapter to trade and consumers alike, as well as offering broader appeal and helping drive sales. The Korniche Bi-Folding Doors are in the final stages of market testing before mass production and rollout later this year, where all the same multi awardwinning qualities of the Lantern Roof are incorporated into everything from design to installation. The 2021 re-brand

As is always the case, clients will continue to benefit from the significant investment by Made for Trade in online and face-toface promotion of the new and existing Korniche products, and the new branding will allow MFT to approach the consumer market with renewed vigour. This ranges from refreshed point of sale products to the ongoing reach of consumer press and advertising in line with new style guidelines, significant online promotion, and the exposure of the brand at all major homebuilding exhibitions. Events will include the Homebuilding & Renovating Show at London Excel from 24th-26th September, and the Harrogate Show between the 5th-7th November, where the new Korniche branding can be seen alongside the multi-award-winning Roof Lantern, and the new Bi-Folding Doors as they are introduced to the market.

October 2021 | www.glassnews.co.uk

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TRADE NEWS

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VICTORIAN SLIDERS SCALES UP WITH £14M INVESTMENT Europe’s biggest sash window manufacturer Victorian Sliders will create even more jobs after receiving £14m in investment by Business Growth Fund (BGF) for 31% share in the South Wales firm. Founded 16 years ago by CEO Scot Starkey, Victorian Sliders is unique in the sector for its ability to extrude its own profile, and make its own glass units and hardware, manufacturing thousands of energy-efficient ECOSlide sash windows every week. Over the last few years Victorian Sliders has enjoyed huge growth, driven by soaring demand for stylish, eco-friendly and

practical sash windows. It’s expecting to deliver over £30 million turnover this year. The significant investment from BGF will enable the company to double production capacity and further invest in its recycling plant, as well as create dozens of new jobs. Scot Starkey commented: “We’re delighted to have secured this investment from BGF, while also benefiting from BGF’s unparalleled business expertise. This investment will enable us to grow faster, support our customers even better and expand our existing team of highly skilled and dedicated employees.

MODPLAN CELEBRATES 25 YEARS WITH VEKA Leading trade fabricator Modplan is celebrating 25 years as a VEKA UK fabricator. To mark the anniversary, Neil Evans, VEKA UK’s Managing Director presented both Heidi Sachs and David Burles, founder and CoDirectors of Modplan, with a commemorative plaque and an engraved bottle of 25-year-old Single Malt Scotch Whisky. Heidi Sachs, Modplan’s Managing Director, commented: “As a business we’re committed to keeping our finger on the pulse and delivering the value-added products our customers need to grow their businesses. VEKA UK’s products have consistently been at the forefront of window and door system design and we’re delighted to be celebrating 25 years with them”

“We’re particularly excited about investing in a Welsh manufacturing business, as the country is home to many of the UK’s most ambitious companies. Through the provision of equity investment and our board support, we’re sure Victorian Sliders is destined for an exciting future.”

Mark Huxtable also joins the board at completion as non-executive Chair. Mark has significant experience in manufacturing through his 30-year career at Nuaire. For more information visit www.victoriansliders.co.uk or call 01269 846200.

OPTIMA BY EPWIN WINDOW SYSTEMS CONTINUES TO BRING MODERN STYLING TO TINGDENE HOMES

products including casement windows, tilt & turn windows, flush sash windows, single & double residential doors, patio doors, bifold doors and composite doors. VEKA has been leading the global development of PVC-U window systems for over 50 years through design, innovation and customer focus. It is the world’s largest manufacturer of extruded PVC-U products. The anniversary comes at an exciting phase in the history of Modplan, which also manufactures a comprehensive range of conservatory roof solutions alongside its VEKA product range. The company has made several strategic investments that have assured outstanding product quality, further improved manufacturing efficiencies and brought total manufacturing space to 165,000 sq ft across six facilities at its Newport, South Wales’ headquarters. Overall, the investments have opened up new opportunities and provided additional capacity to support the company’s longterm growth efforts.

Neil Evans, Managing Director at VEKA UK, commented: “David and Heidi have built Modplan into an incredibly successful business that remains full of ambition. We are delighted to have been by their side for 25 years and will continue to work hard to support them in the years ahead.”

Heidi, concludes: “It’s vital for businesses to understand their market and deliver what their customers need. Sometimes that means switching suppliers and at other times, there’s no need because you recognise that you already have the best solution in your portfolio. This is the situation that Modplan has consistently found itself in for the past 25 years. It’s a long-term, successful partnership where the biggest beneficiaries are Modplan’s customers.”

Modplan is a VEKA Approved Fabricator and manufactures a complete range of

Tel: 01495 246844 www.modplan.co.uk

Edwin Davies, Investor at BGF who has joined the board, said: “It’s a great time to work with an ambitious business such as Victorian Sliders. The company has an impressive product range and some very exciting growth plans, which we are looking forward to helping them deliver.

Longstanding Optima fabricator, Tingdene Homes has confirmed a strong upturn in demand for its high-quality residential park homes and luxury holiday lodges. As one of the UK’s leading specialist park home manufacturers the attention to detail in every property is crucial and Optima from Epwin Window Systems helps the business fulfil its strong commitment to quality and innovation. Tingdene’s Commercial Director, Jamie Wilkins comments: “Optima is a highquality window and door system which can be custom manufactured and fitted in all our British-built homes and lodges. Our homes are destined for parks throughout the UK so the high quality and functionality of all our windows and doors is crucial to ensure years of trouble-free operation for our customers.” The upturn in demand for Tingdene’s products are a result of more people downsizing along with an upturn in staycations following the pandemic and Brexit. Jamie said: “Customers can increasingly see the benefits of residential park home living. Similarly, the upturn in demand for our holiday lodges has risen as consumers now look to invest in holiday homes within the UK.” Alongside this upturn in demand, the company is also seeing increased interest in coloured frames, with Anthracite Grey being a particularly popular choice. Jamie

says: “Our customers are very design conscious and the Optima system in Anthracite Grey ticks all their boxes.” Tingdene Homes has been fabricating Optima from Epwin Window System for several years and manufactures Optima casement windows, doors and French doors for its homes at its state-of-the-art production facility in Wellingborough, Northamptonshire. Jamie says: “All our homes are manufactured to BS 3632, the specification for residential park homes and residential lodges. The quality and flexibility of Optima helps us meet this specification, especially when it comes to thermal insulation.” The award-winning Optima system from Epwin Window Systems is an efficient to fabricate and easy-to-fit system designed and made in Britain for the British market. It is the market leader because it was developed to look better and perform better than any other PVC-U system. Tingdene Homes has an impressive track record of over 50 years in manufacturing luxury residential park homes and lodges and is proud that its continued success is built on an unwavering commitment to quality and innovation. It’s why the Optima system from Epwin Window Systems remains its window and door system of choice. Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

October 2021 | www.glassnews.co.uk

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MERCURY INTRODUCES THEIR NEW ALUMINIUM RETAIL BROCHURE Mercury Specialist Frames Ltd has just published a new retail brochure to help promote its aluminium window and door products into the consumer. Steve Cross, Director at Mercury, said “Our latest high-end consumer brochure showcases our range of quality aluminium windows and doors to help inspire homeowners. It helps our customers sell to end users and close the sale by providing all the information they require to make an informed choice.” The new brochure has stunning lifestyle imagery throughout that showcases exactly why Mercury’s aluminium products are a popular choice with consumers. The photography is supported with information to help homeowners choose the aluminium windows and doors that are right for their homes. It includes aluminium bifold doors, patio doors, designer entrance doors, casement windows, heritage windows, sash windows and aluminium lantern roofs. Steve said: “The demand for domestic aluminium products has grown exponentially over the last few years as these products deliver the aspirational improvements that consumers are seeking. The focus on images in our new brochure reinforces the importance of the lifestyle

element in choosing our aluminium products.” There has been a considerable upturn in demand for domestic aluminium window and door products following the first lockdown especially for bifold and patio doors. Consumers have had time to research their replacement window and door products and are looking for contemporary, slimline products more than ever. Steve said: “What was once considered the default material for commercial or architecturallystyled homes, has now become the products of choice for high-end properties and modern homes alike. We have also seen an upturn for aluminium products in traditional properties and our aluminium heritage window collection allow our customers to tap into this market too.” Since 2002 Mercury has been manufacturing a comprehensive range of specialist aluminium and PVC-U products for their growing trade customer base. The Gloucester-based business has an ambitious growth strategy in place. Steve concluded: “Since 2020 we have doubled our turnover and remain well on track to continue to meet our growth strategy over the next four years. We recently opened a second manufacturing plant in Gloucester, have made several six-figure investments in automation machinery from Haffner and recruited several high-level appointments to our talented team. Our growth and ambitions remain focussed on supporting our customers at every level as our latest consumer brochure demonstrates.” To request a copy of the new aluminium brochure, contact sales@mercuryspecialistframes.co.uk/ Tel: 01452 383344 - www.mercuryglazing.co.uk

ESCALATING SUPPLY CHAIN CRISIS TO TOP GLAZING SUMMIT AGENDA The glazing industry has lurched from one crisis to another, from the impact of lockdown to the floodgates opening to an underprepared industry. But undoubtably it’s the supply chain crisis that has had the most significant impact on businesses across the industry. Customers are being repeatedly let down on orders while companies are not able to offer the levels of customer service they have previously, which could potentially prove damaging in the future. The subject is set to be covered at length at this year’s Glazing Summit, which has built its reputation on tackling the biggest issues in the industry. The one-day conference, which takes place on Thursday, October 21 at Edgbaston Stadium and Conference Centre, Birmingham, will feature a combination of debates, discussions, and keynotes. Each panel debate/ discussion will consist of four expert panellists and a debate host to ask the tough questions, and the Conquering the Supply Chain Crisis debate is sure

to be hotly discussed. Andrew Scott, Glazing Summit founder, said: “The industry is in a stranglehold with global material shortages, manufacturing delays, and spiralling costs. While some companies report record sales, without the materials to fulfil the orders, the impact can be devastating. “Tempers are flaring as customers are repeatedly let down while an unexpected surge in demand for home improvements has exacerbated the problem. Some suppliers are doing better than others, and we want to find out the reasons why, and look at how the quality, delivery and cost issues can be resolved.

debate also on the agenda. The day will also include a keynote speech from Greg Perdon in the morning and Geoff Burch in the afternoon. Greg is a Chief Investment Officer with Arbuthnot Latham and will be sharing his economic and business outlook for the glazing, building products and housing market, while Geoff Burch is a motivational speaker who the Sunday Times dubbed ‘The Hells Angel of Management Consultancy.’

Attendees will be able to have their say on the supply chain debate thanks to interactive Q&A and polling platform app Slido.

“We wanted to choose controversial topics and pose the hard questions to really get the sparks flying,” added Andrew. “It’s been a hugely tough and demanding two years for our industry and we need to take the gloves off and tackle these issues headon. After all, that’s what the Glazing Summit is all about.”

The supply chain debate is just one of the major topics that the spotlight will fall on throughout the day, with regulations, sustainability, mergers and acquisitions and an installer

More than 300 leaders from across the industry are set to attend the Glazing Summit. For tickets, visit www.glazingsummit.co.uk, call 01934 808293 or email hello@glazingsummit.co.uk.

“We can’t have our heads in the sand and must face up to the supply chain crisis – which is exactly what the Glazing Summit will do.”

SUCCESSFUL SUPPORT FROM EPWIN WINDOW SYSTEMS Leading trade fabricator Heritage Trade Frames has expanded its consumer facing marketing support materials with a suite of high-end consumer leaflets. Produced by the award-winning Epwin Window Systems marketing team, the range of professionally designed literature promotes Stellar and Optima products that Heritage markets on behalf of its customers under its Safeguard branding. The newly commissioned literature was designed to help Heritage Trade Frames’ customers to close more sales by communicating all the products’ technical benefits to the consumer and enable trade counters to provide a quick product overview to their installer customers. Phil Cresswell, Sales and Marketing Manager at Heritage Trade Frames, said: “Feedback on the new literature from our customers has been incredible. They’ve told us that it has been some of the most effective marketing

literature they have used from our industry, which is always good to hear as we know it’s proving to be successful.” The literature pack includes leaflets for Safeguard PVC-U residential and French doors, Safeguard PVC-U casement windows and the Safeguard aluminium bifold door. They all feature essential information, compelling copy and high-quality lifestyle imagery throughout. Phil commented: “We worked with the Epwin Window Systems marketing and designs teams to develop an exacting brief for a powerful set of consumer assets. The knowledge and professionalism of the in-house teams were superb, and they have delivered a range of successful literature, as the feedback from our customers shows.” Gerald Allen, Marketing Manager at Epwin Window Systems, commented: “We are constantly developing new literature assets

to help our customers stand out from the competition. In the case of Heritage Trade Frames, we needed to develop a series of high-quality leaflets that highlighted the benefits of their products to the consumer and help the installer close the sale. We are delighted they have been so well received by Heritage’s customers.” Heritage Trade Frames is a longstanding Epwin Window Systems customer and manufactures the award-winning Stellar aluminium and Optima PVC-U systems. As an Epwin Window Systems customer, the company has access to bespoke marketing solutions to support the business. The overall branding of the new literature sits perfectly with several additional consumer brochures designed by Epwin Window Systems to further showcase the Stellar and Optima ranges.

in the late 1980s the business set out a clear objective to manufacture and supply quality windows, doors and conservatories. Thirty years later, the objective is proving more than successful, with over a million products supplied and installed in homes and offices around the North West. And together with the support of Epwin Window Systems, the quality of Heritage Trade Frames marketing support matches the quality of its products.

Heritage Trade Frames is one of the North West’s leading trade fabricators. Founded

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

October 2021 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

VEKA RECYCLING REACHES G AWARDS SHEERLINE’S NEW IN ITS SECOND FINALS TRIUMPH TRAILBLAZING PRESTIGE

In the space of two weeks VEKA Recycling Ltd has been chosen as a finalist at this year’s G Awards, the second major business awards in a fortnight to recognise the specialist recycler of end-of-life PVC-U windows. The company has been selected as a finalist in the Best Sustainability Initiative category of the G Awards, the finals of which take place in November, in recognition of the completion of the firm’s £15 million state-ofthe-art Wellingborough, Northamptonshire recycling facility. This adds to the company reaching the finals just a few days ago, of the National Recycling Awards, in the Recycling Facility of the Year section.

“This is very exciting news,” said VEKA Recycling’s Managing Director Simon Scholes, who has managed the project from conception to its completion after a two-year

ALUMINIUM BI-FOLD

Sheerline has launched a new range of bi-fold doors, which extends its popular range of Sheerline Prestige aluminium windows and doors. build, in December 2020. “Our team has worked incredibly hard to bring this complex project to completion, especially with the challenges posed by Covid-19. But we did it, and we are delighted that we have reached the finals of these two awards.” The VEKA Recycling facility is said to be the most advanced of its type in Europe, combining the latest technology to produce recycled PVC-U pellet of consistently high quality that rivals virgin material. Used extensively for the manufacture of products for the electrical and construction industries, the pellet produced by

VEKA Recycling at the Wellingborough plant, is increasingly used for the extrusion of new window and door profiles. Simon also congratulated its sister company within the VEKA Group, the Burnley-based systems company VEKA PLC, for also reaching the G Awards, including one in the Best Sustainability Initiative category: “Whilst we are run as separate businesses, the ethos of the VEKA Group runs throughout all of our companies. The Awards evening will be an exciting one, that’s for sure!” https://veka-recycling.co.uk

ALUK DESIGN STUDIO GOES ONLINE TO WELCOME PEOPLE FACE TO FACE As the UK returns to face-to-face meetings, networking and showroom visits, AluK has launched a new website to promote its London Design Studio. Located right in the heart of London’s architectural community in Worship Street, the Design Studio showcases all of AluK’s window, door and curtain walling systems and provides a dedicated contemporary meeting space.

The user-friendly new website at http://www.alukdesignstudio.co.uk/ includes a video tour of the studio, and a page dedicated to the products on show. It also makes it easy for visitors to book slots for viewings or meetings with the AluK team, and even submit an enquiry to hire the whole studio to host their own event. Gavin Snowdon, the London Design Studio Manager, commented: “The website hopefully reminds customers and industry colleagues of this fantastic space and facility. We’ve already hosted a post-lockdown get together and one of our famous AluK Quiz Nights and it was so great to welcome people back. “We’re now putting together a whole schedule of events for specifiers and consultants during the Autumn and Winter and these will all be posted on the website and available to book in addition to regular visits.” Tel: 07717 448036 / 01291639739

The new Sheerline Prestige bi-fold combines style, security, innovation and sustainability in a ground-breaking range of bi-fold doors. Unfettered by legacy design restrictions, the company has pushed the performance boundaries, future proofing it against the proposed tightening of Part L of the Building Regulations. Sheerline’s new bi-fold achieves extremely low U-Values – 1.4 W/m²K double glazed and 1.0 W/m²K tripled glazed. This remarkable performance, exceptional for aluminium bi-folds, is down to Sheerline’s unique Thermlock® technology. Closed cell multi-chambered cores ensure greater thermal performance compared to other aluminium bi-folds that use polyamide thermal breaks. With four different threshold options, including one with an integrated cill, all featuring fully weather-sealed rebates, it offers up to seven pane configurations. With both inward and outward opening options, the bifold has a maximum height of 2.6m and a maximum width of 6.5m. Bespoke hardware, based on proven ‘tried and tested’ designs is supplied by VBH, with a custom-made Winkhaus ‘Thunderbolt’ lock. It includes one-piece keeps and an integral finger-pull passive door for configurations that feature ‘French door’ style sashes with an uncluttered single handle. The new bi-fold also comes with the option of an Ultion 1* Plus 2* lock and handle combination and a unique folding Ultion key, that protects the frames from damage. There are 10-year mechanical operation guarantees on all hardware. A one-piece stainless-steel track with integral drainage allows for controlled, reliable rolling, as well as being easier to fit and cut, and tri-material Garnalex gaskets feature low friction coatings, ensuring smooth operation.

Bringing many other benefits for fabricators and installers, the ancillaries used on the bifold doors are the same as for the standard Sheerline Prestige window and door system. This allows for simplified stock holding and fewer hold ups. Fabricators also save time and money using the same milling cutter as the rest of the Sheerline Prestige range. Incorporating Sheerline’s standard patented corner cleat construction, fabricators can adjust the mitre for a perfect joint every time. No more misaligned frames. Clip in beads, an installer favourite from Prestige, are used on the bi-fold allowing for quicker, easier installation. The integral cill and ramped low threshold options also feature unique, one-piece end caps which act as frame jointers, saving time, and incorporating concealed drainage. Outer frames can also be supplied to installers as a flat pack, to make onsite assembly easier when access is difficult. Roger Hartshorn, Garnalex CEO, says: “Aluminium is the ideal material for bi-fold doors as it’s inherently strong and looks fantastic. Our technical experts injected innovation at every level, and because we started from a clean slate we avoided legacy design restrictions. For example, the bi-fold door suites perfectly with the Sheerline Prestige range so the same clean balanced sightlines run right through from windows and doors to the bi-fold. The result is a beautiful bi-fold for beautiful whole-house installations. It’s only when you see these lines matching up that you realise nothing else in the market can do that. Homeowners love that, even if they don’t appreciate why until you point it out. That’s why we say it’s a trailblazer. “We listened to our fabricator partners and then we designed a bi-fold to exceed their expectations and wow installers and homeowners. And because we make every major part here in Britain, our carbon footprint is reduced compared with aluminium systems that are imported from the other side of the world. Again, because we supply our standard range of colours from stock, and bespoke colours are made on site, the Prestige bi-fold is available in our standard range of 12 stocked colours within five working days, with bespoke colours in just 10 working days. That’s also pretty remarkable for aluminium.” The full Sheerline range includes Sheerline Classic and Prestige windows and doors, S1 Roof Lantern, and the new Prestige bi-fold.

Sheerline’s new trailblazing Prestige aluminium bi-fold

Call Sheerline on 01332 883960, email info@sheerline.com or visit www.sheerline.com. Follow @SheerlineSystem and @GarnalexSystems for the latest news and updates.

October 2021 | www.glassnews.co.uk

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FREEFOAM HITS THE MARK WITH WEATHERPROOF SYSTEMS A wide range of colours and ease of installation are just two reasons why Weatherproof Systems has chosen Freefoam cladding to transform homes across Devon and beyond. Terry Luscombe, Director of Weatherproof Systems, has been fitting roofline products and cladding in and around the Plymouth area for 15 years. His company, Weatherproof Systems, was established in 2017 and has been fitting Freefoam cladding since the beginning, buying from local stockist Plastics Southwest Ltd. Terry Luscombe says: “We have seen an increase in the amount of cladding we’ve fitted over the past 18 months. It’s getting very popular in the South West. We even

had two new apprentices join the company due to the increase in cladding work.” While most of the Freefoam cladding Terry and his team installs are for home renovations, they’ve also seen growth in garden rooms being built across the area, often clad on the exterior. Terry adds: “We’ve been involved in a lot of projects recently that include cladding new extensions on customers’ properties too. Due to the Covid-19 pandemic, people are choosing to spend their money on renovating their property instead of going on holiday. Using Freefoam cladding, we can totally transform the look of a customer’s home. We’ve used other products in the past, but Freefoam cladding is easy

Kubu needs no introduction as the industry’s preferred smartsensor platform and the partnership with Hiro also marks a shift in positioning for the Kubu brand, as it will sit alongside other smart tech products. Kubu over the last 2 years has hit the market with a number of industry firsts, the first hardware range that can be updated with smart technology, the first sensor that can detect if the door is locked or unlocked. Now it is the first lock and smart sensor to be approved by an insurance company. Hiro is clever. It takes a prevention-first approach to insurance by empowering members to protect their homes with smart tech, offering a fairer price on insurance for doing so. Getting a quote takes just seconds, while members subscribe to monthly payments and there are

“Being an officially Registered Installer of Freefoam products certainly helps. I always take a sample box, supplied by Freefoam, on my first visit to customers and tell them about the 10-year guarantee the company offers on cladding products. To be honest, we fit most products that Freefoam supply, and especially like to fit Freefoam’s ogee gutter system to the properties we work on.” Learn more about Freefoam’s products, service and support by visiting www.freefoam.com or calling 01604 591110. Follow @freefoam.

Terry Luscombe, Director of Weatherproof Systems

For more information about Weatherproof Systems, visit weatherproofsystems.co.uk and to see a video showcasing their work, click below. LINK TO VIDEO HERE: https://bit.ly/3m5hAma

SHEERLINE BUILDS A GRAND DESIGNS LEAD ENGINE FOR CUSTOMERS

KUBU’S SMART INSURANCE SUPERHIRO Window and door smart-sensor pioneer, Kubu, has partnered with revolutionary online smart home insurance provider Hiro, to bring prevention-first insurance to the glazing and fenestration industries.

to install and the wide range of colours they offer has helped us win many contracts. The most popular colours with homeowners at the moment tend to be the grey shades – especially Slate Grey.

Sheerline, the groundbreaking aluminium window and door system, has invested in its first consumer campaign to create awareness, interest, and premium quality leads for Sheerline fabricators and installers.

no lengthy contracts, and the policy itself can be cancelled at any time. While Kubu is looking to revolutionise the way in which windows and doors are sold, Hiro is looking to instil the same step change in home insurance – truly helping members to protect their prized possessions, as well as offering financial support if bad things do happen. Hamza Abbas, business development and partnerships director for Hiro commented: ‘I’ve lost count of the number of times I have left home in a rush, got on the train, and then tried to remember whether I locked the front door. Kubu gives you that peace of mind. Our partners represent some of the most trusted smart brands in the world, and Kubu will form an important part of our future, both for us and our members.’ Ryan Bromley, group commercial director and head of tech for

www.glassnews.co.uk | October 2021

Kubu enthused: ‘Hiro are changing the way in which consumers purchase insurance and the fact that we had to prove the Kubu platform as part of a rigorous testing programme, shows the fact that we have proven technology. It also provides our customers with another strong USP and as an industry first, fabricators and installers can promote that once the Kubu smartsensor is activated in their windows and doors, it will provide a tangible reduction on their home insurance and that’s never been done before!’ For information on smart insurance from Hiro, visit gethiro.com. For further information about becoming a manufacturing partner or Kubu Pro Installer then please visit kubu-home.com, e-mail support@kubu-home.com or call 0330 555 9545 for a free information pack. You can also follow them on all leading social media platforms @KubuSmart.

Targeting top-end homeowners and the booming premium-quality home improvement market, Sheerline’s first consumer adverts are appearing in Grand Designs, the magazine based on the hit television programme of the same name. A pipeline of activity including digital guides, newsletter features, and social media adverts are also planned in the coming weeks and months. Sheerline is also investing in a strong in-house consumer support team to produce a sustained level of consumer marketing that will build the Sheerline

brand with premium audiences and generate a stream of quality leads for customers. The company is recruiting a dedicated consumer PR copywriter and a graphic designer to create stunning consumer adverts for Grand Designs readers. A special landing page has been designed to manage enquires from consumers – www.sheerline.com/balance. Sheerline Classic, Sheerline Prestige and the S1 Roof Lantern have received enthusiastic feedback from customers who love the innovative range of products. Most of all, they love the outstanding, reliable service that enables them to sell in real time because all products in all colours are supplied from stock. And bespoke colours are delivered in half the time most aluminium systems companies aspire to.

Sheerline builds a Grand Designs lead engine for customers

Roger Hartshorn, CEO at Garnalex, says: “The home improvement market is extremely strong at the moment and there’s a huge demand for premium quality aluminium windows and doors. We expect the consumer campaign to generate quality leads for our fabricator and installer partners across the country. Our beautiful highperformance windows and doors are in a class of their own, and as they’re Made in Britain, and sitting in our warehouse, we can deliver reliably in five working days. That gives Sheerline fabricators and installers a powerful competitive advantage when their competitors are wondering how many weeks they’ll have to wait, and delivery dates are all over the place. Sheerline Classic and Sheerline Prestige windows and doors are delivered from stock and available in 12 colours. With bespoke colours also delivered in 10 working days, we have something to suit every discerning homeowner and project.” For more information about the range of Sheerline products available, visit www.sheerline.com and www.sheerlinevideo.com. Call 01332 883960 or email info@sheerline.com. Follow @SheerlineSystem and @GarnalexSystems for the latest news and updates.

TRADE NEWS

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TECHNAL FAÇADE SYSTEMS SPECIFIED AT SIX WELSH COLLEGE SITES Providing yet another façade solution for Coleg Cambria, one of the largest colleges in the UK, TECHNAL aluminium windows, doors and curtain walling have been specified and installed at the college’s flagship Yale Campus – the sixth Coleg Cambria site to feature TECHNAL systems. Assisting the project architects technically at the design stage, TECHNAL has worked alongside fabricator and installer Westmore Architectural on all of the six campus buildings. Together, the teams have partnered with Wynne Construction, the main contractor responsible for the builds, appointed through the North Wales Construction Partnership (NWCP). Constructed to BREEAM Excellent standards, the prestigious Yale Campus is the most recent project the team has worked on. Located on the north side of Wrexham town centre, it is one of the largest projects undertaken by Coleg Cambria across its network of six campus sites, which has a base of 7,000 full time and 20,000 part time students. Andy Garner, Wynne Construction Senior Design & BIM Manager, explains how important it is to have the right supply chain in place on a Design & Build project like this: “As a framework provider, we work on a D&B basis so the initial support from our supply chain technical teams is essential. We have worked with TECHNAL Project Consultant, Mike Molyneux, and the Westmore Architectural team on many occasions to achieve the right façade solutions for the Coleg Cambria builds.

walling, the windows have also been fitted in a vertical panel format to create a striking rectangular pattern within the gold cladding. Forming the building’s main glazed element, the curtain wall features multiple times including to the first floor creating a cantilevered section. Glazed in semi-translucent glass for privacy, this part of the building houses the spin studio. Spandrel panels conceal structural work and the façade also includes an interesting glass fin detail to the building’s front and rear elevations. Westmore Architectural Commercial Director, Robert Moreland explains how the team worked together to make this happen: “We have established a long-standing working relationship with the TECHNAL team and can always rely on them for technical support as was the case for the Yale Campus project. “Working to millimetre-specific tolerances, the glass fins were made by specialist sub contractor O J Taffinder Limited using Pilkington laminated glass with an opaque interlayer. The fins sit in front of the curtain wall. Each one is vertically fitted back through the curtain walling to the steelwork, with insulated panels cut-to-fit and installed around the bracket profiles.” Throwing light into the stairwell, the TECHNAL curtain walling has also been fitted at different panel heights with opaque glass to create a distinct corner feature while adding a contrasting level of transparency to the building’s design. Also contributing to the buildings Secured by Design certification, TECHNAL Dualframe 75 Si casement windows, which meet both PAS24 and Secured by Design standards, have been installed as opening lights within the

curtain wall and fitted with hinge bolts and restrictors for safety. As part of the fire strategy, the curtain walling at ground floor level features Colt glazed-in smoke louvres. Should there be a fire, these will open automatically to draw in oxygen and ensure the smoke rises up and out of the vents in the roof. Seven sets of the TECHNAL 202 Commercial Door have also been installed and automated by GEZE UK to create bi-parting door openers for easy access. All of the TECHNAL systems have been specified and finished in an Anthracite Grey powder coating (RAL 7016) to contrast with the exterior pearl beige cladding (RAL 1035) and coordinate with the statement entrances. Dependent on the elevation, the glass specification was designed to meet thermal requirements and comprises a combination of low-emissivity glass for energy efficiency and high performance solar control glass, from Guardian SunGuard® SuperNeutral® 70/35, for low heat gain. The building has created a series of multi-functional lecture halls, sports facilities, re-provision of the catering facility with a fully functional restaurant, digital archive for the National Library of Wales, drama studios and a range of teaching and advanced computer suites. TECHNAL is part of the Hydro Group, a world leader in aluminium solutions that also encompasses sister brand WICONA. Through its globally renowned Hydro Technology Hubs, the group is shaping a sustainable future, with innovative products that satisfy and surpass customer expectations, in line with demands of CSR and increasing environmental regulations.

“From an aluminium systems perspective, we only work with suppliers who have BIM product families with COBie data built-in. We also look for product quality, range of product and, importantly, at what the systems can do in terms of adaptation.” Designed by TACP Architects, Project Architect Katherine Mellor explains how the glazed element complements the overall architectural design of the three-storey, 96,000 square foot Yale Campus: “The façade, created using the TECHNAL aluminium systems, sits alongside Kingspan Dri-Design aluminium rainscreen cladding with projecting feature brickwork referencing existing buildings in the vicinity – the build mirrors our concept perfectly.” Maximising daylight and ventilation, the glazed façade spans 1,200 sqm across the building. Specified for proven performance and thermal insulation, TECHNAL curtain walling offers a fully capped, mullion-drained solution. With an aluminium substructure width of 52mm, it creates a slim sightline while also providing the necessary strength and inertia requirements. Contributing to higher credits for the critical Energy 01 part of BREEAM, which is concerned with the reduction of energy use and carbon emissions, TECHNAL A-rated Dualframe 75 Si windows offer exceptional energy efficiency. For the Yale campus, a U-value of 1.1W/m2K was achieved. As well as being inserted within the curtain

October 2021 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

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Having worked with Christina & Kate and her team for over 17 years they have proved to be invaluable to our sales and marketing.

IN SUPPORT OF FIRE DOOR SAFETY WEEK,

IRONMONGERYDIRECT STRENGTHENS ITS FIRE SAFETY RESOURCES

Pledging its support for this years Fire Door Safety Week, specialist ironmongery supplier IronmongeryDirect has added to its library of fire safety resources. Aiming to stamp out the legacy of fire door neglect, the company has produced a series of videos and guides on fire door compliance that are free to view and download from its website. IronmongeryDirect is raising awareness of the importance of fire door hardware

“As an annual supporter of Fire Door Safety Week, we view it as our responsibility to spread the word and help educate our customers on the legal compliance and specification of fire door hardware through our guides and videos, to help ensure protection and in turn, save lives.”

during Fire Door Safety Week and will be sharing advisory content on its blog and social media channels. During the weeklong campaign, a series of videos that provide a visual checklist of the five essential fire door components will be released to support tradesmen responsible for fitting these products. The series of videos will cover products that must be accurately specified, installed and maintained to help safeguard the performance of a fire door. The videos join an extensive suite of fire safety resources offered by the ironmongery supplier, including its Fire Protection and Fire Door Closer guides. Commenting on the company’s support of Fire Door Safety Week, Marco Verdonkschot, Managing Director at IronmongeryDirect says, “Improperly fitted or neglected fire doors are all too often the cause of casualties during fires and in many cases, individuals are simply unaware of the serious and devastating consequences this can have on the safety of building occupants. “As an annual supporter of Fire Door Safety Week, we view it as our responsibility to spread the word and help educate our customers on the legal compliance and specification of fire door hardware through our guides and videos, to help ensure protection and in turn, save lives.” Running from 20th - 26th September, Fire Door Safety Week is an awareness campaign designed to increase public understanding of the vital role that fire doors play in saving lives and protecting property. From the 20th of September the fire safety guides, and video will be available to view on the IronmongeryDirect blog at: www.IronmongeryDirect.co.uk/blog

www.glassnews.co.uk | October 2021

The design briefs, quality of work, inspiration and creativity has helped us build a strong and well respected brand over the years, their communication work ethic and commitment to deliver on time is nothing but first class. I’d recommend anyone who is looking for outside inspiration, don’t search for long, you just need to contact Christina, the rest will take care of itself.

Jeff Walsh Chairman Pearl Window Systems Ltd

Window Systems LTD

www.glassnews.co.uk 33

BMBI

The UK’s Leading Glass & Glazing Newspaper

BUILDERS MERCHANT BUILDING INDEX

TIMBER & JOINERY FUELS BUILDERS’ MERCHANTS’ SALES GROWTH IN JULY The latest figures from the Builders Merchant Building Index (BMBI), published in September, reveal that year-on-year value sales by builders’ merchants across Great Britain continue an upward trajectory, with Timber & Joinery Products fuelling growth. YEAR-ON-YEAR Total merchants value sales were 14.5% higher in July 2021 than the same month last year, with two less trading days, helped by Timber & Joinery Products (+42.4%) recording its highest ever monthly sales since the BMBI report began. Kitchens & Bathrooms (+13.9%) chalked up its highest sales for 12 months. Plumbing, Heating & Electrical (+10.4%) and Heavy Building Materials (+8.9%) also performed well over the 12 month period. Compared to July 2019, a more normal pre-pandemic year, total

merchants sales in July 2021 were up 13.1%, with two less trading years this year. Much of this growth was driven by just two categories - Timber & Joinery (+44.6%) and Landscaping (+23.4%).

LAST THREE MONTHS Total value sales in May to July 2021 were 35.4% higher than the same three months in 2020, with two less trading days this year. Product categories leading the field included Timber & Joinery Products (+64.8%), Kitchens & Bathrooms (+50.0%), Renewables & Water Saving (+48.8%),

“Compared to July 2019, a more normal pre-pandemic year, total merchants sales in July 2021 were up 13.1%, with two less trading years this year. Much of this growth was driven by just two categories - Timber & Joinery.” Plumbing, Heating & Electrical (+46.5%) and Tools (+38.7%). Total sales were also up on the same three months of 2019 (+17.3%).

Bathrooms increased marginally (+1.1%), while Timber & Joinery Products was flat (+0.1%). Other categories sold less than the previous month.

MONTH-ON-MONTH

YEAR-TO-DATE

After a bumper June, total merchants sales were 3.8% lower month-on-month with one less trading day in July. Kitchens and

Total value sales in January to July 2021 were up 42.4% compared to the same seven months of 2020. Sales were also up on January to July 2019 (+13.4%).

ROLLING 12 MONTHS Merchants’ value sales in the 12 months August 2020 to July 2021 were 25.2% higher than in the same 12 months a year earlier, with two less trading days in the most recent period.

INDEX July’s BMBI index was 151.1 with strong performances form Landscaping (204.8) and Timber & Joinery Products (199.8).

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 and Bradfords. 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 Research, 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.

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

October 2021 | www.glassnews.co.uk

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GREEN ROOM FABRICATION SEES CONTINUED GROWTH WITH LEKA SYSTEMS

Trade fabricator Green Room Fabrication has reported strong business growth since manufacturing the Leka Systems range. Having previously bought-in Leka products, the shrewd Berkshirebased business decided to go into fabrication to manufacture the complete product range in 2020, and it hasn’t looked back. Ryan Harrison, Sales Account Manager at Green Room Fabrication, comments: “Having previously fitted the Leka product range, we knew the quality of the products first hand. It therefore made good business sense for us to start manufacturing the products ourselves to support our trade customers.” Green Room Fabrication manufactures the Leka Warm Roof, the Leka Orangery Roof and the Leka Xi garden buildings from its

Berkshire headquarters. While sales for all three products are increasing, the trend is clear when it comes to the Leka Orangery Roof and the Leka Xi garden building. Ryan says: “We can see the change in buying patterns reflected in our order book. Sales of the Leka Orangery Roof remain strong as consumers seek light-filled extensions for their homes. Similarly, the Leka Xi garden building growth reflects the fact they create perfect home working spaces and freestanding garden rooms which have grown in popularity.” Green Room Fabrication was set up by installers for installers. The Green Room team has nearly 30 years’ combined experience in building, property and glazing industries and their head fabricator Darren has a background in aviation engineering delivering the

accredited Leka Systems installer and are able to offer the industryleading warranties.

highest level of expertise. Having carefully assessed the market for conservatory roof replacement systems, they chose Leka Systems as their primary product partner. It means they now offer the best in warm roofs, modular extensions and standalone garden buildings for their growing trade customer base. Ryan says the versatility and intelligence of the Leka products set them apart. “Take the Leka Xi, for example,” he says. “Because it’s a hybrid solution between a standard glass conservatory and a full brick extension, it offers our customers great versatility. It can be used as a single storey extension or a garden room and is strong enough to take 3.2m bifold doors without the need for any steels. As such, it allows installers to deliver more for their customers in a much quicker timeframe.”

The Leka range is clearly a powerful selling point for Green Room Fabrication, but the quality of the company’s service is also a key differentiator. The company includes on-site training for up to four people in an installers’ first order to give new customers the confidence to install the product range correctly and efficiently. Once completed, the installers also become an

Every Leka product is constructed in the Berkshire factory before being disassembled and delivered to the customer’s site. Ryan comments: “It’s a valuable check that means installers won’t get any nasty surprises when they’re constructing on site as the products have already been technically checked for accuracy.” Green Room Fabrication values the quality of the Leka Systems range. However, what’s also clear is that the company adds its own quality in its service and attention to detail. Overall, it shows exactly why Green Room Fabrication is seeing such success with Leka. Tel: 0800 773 4040 www.lekasystems.co.uk

October 2021 | www.glassnews.co.uk

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HARDWARE

The UK’s Leading Glass & Glazing Newspaper

ENDURANCE INTRODUCE THE ROSE GOLD STANDARD

TOTAL HARDWARE HIGHLIGHTS COLOURED HARDWARE TRENDS Nationwide hardware supplier Total Hardware has reported that it is seeing strong demand for its Anthracite Grey and Tungsten coloured hardware. Chris Pell, General Manager at Total Hardware, commented: “Coloured profiles have been an important trend for a while across the industry, especially in the post-lockdown boom in the domestic sector. It’s interesting to see how this is translating into hardware trends and we are pleased to be able to fulfil the demand.” Total Hardware launched their Anthracite Grey and Tungsten coloured hardware options at the end of 2020 because it identified a clear opportunity to fulfil an expanding market. Chris commented: “Anthracite Grey and Tungsten hardware perfectly complement the contemporary profile colour choice of Anthracite Grey and help create a sophisticated appearance where the hardware blends in rather than standing out.” Supplying hardware that taps into trends and gives fabricators and installers the products they need to differentiate their offer is a particular strength of Total Hardware. For example, its Quantum range is a fully suited solution and its new Superior 25 Stainless Steel door hardware provides elegant aesthetics, as well as durability and unrivalled protection against corrosion.

As one of the most vibrant brands in the composite door sector, Endurance Doors have been designated as the official launch partner for the new Hardex Rose Gold finish from ERA, which includes handle, letterplate, finger pull and escutcheon, along with a striking bullring knocker. At the same time, the company is completely committed to customer service. It has just expanded its Leeds stock distribution centre by 20% so it can carry greater stock levels and continues to deliver competitive lead times for its customers. Chris comments: “By holding greater levels of stock we’ve been able to supply more of our ranges to our growing customer base quickly.” The combination of value-added products at competitive prices and strong customer service means many of Total Hardware’s customers have been with the company since it was founded in 2004. It’s also helping it to attract increasing numbers of customers looking to work with a hardware supplier that carries an inventory to support all market trends. Tel: 0113 243 2255 www.totalhardwareltd.co.uk

The September date was one in which Kubu had bold plans for with the launch of the new window sensor, along with other exciting new hardware, software and firmware developments. Kubu is a platform that’s expanding into one that’s part of the connected home, thanks to a number of smart integration partnerships that firmly position Kubu in the Internet of Things (IOT). Other marketing initiatives and campaigns are now being put together to help ignite further interest in the market for smartsensors in all windows and doors. This will open up considerable sales opportunities within the new Kubu Pro Installer campaign too, the business says. Mark Bromley, CEO of Kubu commented: ‘We expected that FIT Show 2021 would be a watershed moment for the industry as

The Hardex Rose option has also been added to the online door designer from Endurance, helping to inspire consumers with the latest style influences. Bold colours such as French Navy, Racing Green, Rich Red and the latest Brilliant Blue are perfectly suited to this premium new finish, along with heritage inspired hues such as Duck Egg Blue, Elephant Grey and the newly launched Sage finish. Scott Foster, Head of Group Sales and Marketing for Endurance Doors commented: ‘We’re in the business to

He continued: ‘As a launch partner with ERA, it also shows the strong relationships we have with our supply partners in this industry, working together to offer new and better products. Hardex Rose is a perfect example of this and we’re expecting strong demand from this from consumers and Installer Partners eager to upgrade existing showroom doors.’ For further information on the Endurance Solid and Secure composite door range, including the latest colours and finishes, 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.

TOTAL HARDWARE MAKES INDUSTRY’S NFA SHORTLIST

KUBU WILL GET CLEVER AGAIN AT FIT SHOW 2022 Kubu have welcomed the decision by the exhibition organisers to put the FIT Show back to May 10-12th 2022, whilst also promising to plough on ahead with an intensive product development programme, which will include the industry’s first dedicated smart-sensor for windows, as they move firmly into the smart-home market.

This exceptional new finish has been inspired by the on-trend colour of Rose Gold which is seen with influential consumer lifestyle brands including Habitat, John Lewis and Swoon. It’s also backed with a 10-year function and finish guarantee from ERA, one of the most trusted hardware brands in the sector.

inspire consumers from a product design aspect and the introduction of Hardex Rose Gold fully verifies this claim and is yet another important product development for us. It’s important for us to be seen and be trusted to launch well thought-out products for our Installer Partners including new colours and hardware.

we looked to take our Kubu smart-sensor platform into the wider smart home market. But nonetheless, we will carry on this product development drive through other marketing channels and in close collaboration with our manufacturing partners. The expectation will be that by the time FIT Show comes around in May 2022, thousands of Kubu window smartsensors will have been activated, making us the pioneering and go-to brand in the sector.

Leading hardware supplier Total Hardware has been confirmed as a finalist at this year’s National Fenestration Awards in the Hardware Company 2021 category. Chris Pell, General Manager at Total Hardware, said: “Everyone is delighted to have been shortlisted for the Hardware Company 2021 award. This nomination celebrates the hard work and effort by our teams and the support of our nominating customers and supply partners.”

He added: ‘With the cost to activate a whole home the similar to that of a single smart lock, it’s also at a strong price point at the consumer level. In the coming months we’ll also be announcing several important strategic declarations, that will further amplify the opportunities for Kubu and our important partners.’

After a record 2000+ nominations were received across all 25 categories, the National Fenestration Awards are the industry’s fastest growing, independent awards event. Launched in 2013 and now into its eighth campaign, the National Fenestration Awards aims to be the fairest all-inclusive fenestration event, rewarding the very best in the sector and voted by the participation of the industry.

For further information about becoming a manufacturing partner or Kubu Pro Installer then please visit kubu-home.com, e-mail support@kubu-home.com or call 0330 555 9545 for a free information pack. You can also follow them on all leading social media platforms @KubuSmart.

The voting closes on November 4th and the 2021 winners are announced for the first time live at the winners’ event to be held on November 6th at Doncaster Racecourse. This event will also recognise the winners of the 2020 campaign which was disrupted by the pandemic.

The award nomination comes off the back of a busy year for the Leeds-based business that have recently expanded their operation as part of their continued growth strategy. This has included extending their stock distribution centre by a further 20% to support the continued demand for products and allowing them to hold more ranges from stock. Chris said: “We are customer focussed and our service is strong and reliable so our customers can rely on us. This package of investment has ensured we maintain our competitive lead times and supplying rapidly from stock.” Total Hardware has built its business on exceptional customer service and as this nomination shows, it’s a commitment that is appreciated. Chris concludes: “We are delighted to have been shortlisted and wish all finalists the best of luck.” To place your vote, visit http://www.fenestrationawards.co.uk Tel: 0113 243 2255 www.totalhardwareltd.co.uk

October 2021 | www.glassnews.co.uk

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The UK’s Leading Glass & Glazing Newspaper

APEER REACHES HOMEOWNERS WITH NEW TV AD

ENDURANCE GO ULTRA-PREMIUM WITH AVANTAL

Building on the strength of its recent digital marketing campaign, Apeer has launched a new TV advert showcasing its range and quality of composite doors, to further boost lead generation for its Trade Partners and retailers.

Endurance Doors have just launched the ultra-premium Avantal composite door, which boasts all the features and appearance of a powder coated aluminium door yet based on the proven solid timber core chassis from their market-leading bespoke door offering. This is clearly a door that’s aimed at the contemporary and urban market thanks to the introduction of the ultra-matt black, anthracite grey and signal grey finishes, along with the woodgrain inspirations of anteak and rustic cherry. The edgebanding also benefits from a textured finish, with all options enjoying an ultra-matt, premium white internal finish, while the door frames have been laminated in house within the Rocal Group for a perfect match. All Avantal doors will also feature a new flush mounted and matching glazing cassette system, while the unique Moisture Barrier System from Endurance Doors will also be prevalent, as will the 3-step wet glazing process to the glazing apertures that has proven so successful in recent years. The objective from the outset has been to create a next generation composite door, that looks, feels and performs as one for the longterm and that includes finishing hardware with a lifetime guarantee and a 3 Star Sold Secure Diamond cylinder. At the point of launch there will be five initial door designs both glazed and unglazed with the promise to expand this in due course, along with the introduction

The ‘More than a door’ advert represents around a £100K investment and runs for eight weeks from September 13th, across Channel 4, UTV, Sky Smart Ireland and video on demand channels, including ITV Hub and All 4. Viewers are directed to the Apeer website, where they can find approved stockists.

of aluminium inlays and other new features. The launch of the Avantal door range is part of a longer-term product strategy for Endurance, supporting their nationwide network of Installer Partners with more sales opportunities at the higer end of the market. Stephen Nadin, Managing Director of Endurance Doors enthused: ‘The Avantal product is a next generation platform for composite doors, using the latest door skin technologies, along with several other technical product advancements. It’s got all the looks and feel of aluminium inside and out, with a far more accessible price point and importantly with a perfectly matching outer frame.’

Running alongside Apeer’s current digital campaigns, the new TV ad targets upper middle-class homeowners: the 35-65 female demographic who have a keen interest in home improvements. “We used Experian credit data to target lifestyles and income brackets,” said Apeer’s Marketing Manager Linda Tomb. “Past research and feedback has shown that it is still females who hold the sway when it comes to choosing home aesthetics and therefore which company and products a household ends up purchasing.”

The sleek ad features multiple doors ’flying’ around the screen, in a style similar to the mobile phones adverts from which it took its inspiration. “Just like those, we wanted it to be catchy, interesting and really show the USPs of our products – the high quality range of contemporary styles and colours, superior security and excellent energy efficiency our doors offer,” said Linda. “We have run the ad on social media for a couple of months and it is working really well for us, so we wanted to also run it on TV. We’ve just increased our digital marketing budgets so both campaigns will run together to boost our lead generation for Apeer Trade Partners.” Viewers can expect to see more Apeer adverts on their screens in the coming months, and there will also be other exciting developments for the brand, Linda added. “We have big plans for more advertising in 2022 and this includes some exciting new developments for our award-winning Lumi frameless window and door range too.” Apeer’s new ‘More than a door’ TV advert can be viewed online at: https://youtu.be/RMUbfAL34Mk

For further information on the Avantal composite door, including the latest colours and finishes, 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.

ODL EUROPE CONFIRMED AS A FINALIST AT INDUSTRY’S G21 AWARDS ODL Europe has been confirmed as a finalist at the prestigious G21 Awards. Following the announcement, Nathan Barr, Managing Director at ODL Europe, said: “The G21 Awards celebrates excellence in the industry so we are delighted to have been named finalists. This nomination reflects the considerable investment, strategic planning and hard work of our dedicated teams and the support of our fabrication partners.” Bootle-based ODL Europe is a finalist in the New Product of the Year category for its Guardsman

Fire Door. The Guardsman Fire Door is a gamechanger for the composite fire door sector because it delivers better, more reliable protection than other composite fire doors on the market. Guardsman has been tested to the European fire test standard of EN 1634, the more onerous test standard required by Part B of Building Regulations. And in the most recent tests to EN 1634, it has achieved an average of 100% overrun past the 30-minute mark. At the extreme, this 30-minute fire door has achieved over 70 minutes.

Nathan commented: “Across glazed and unglazed versions, the Guardsman Fire Door produces consistent, repeatable results and eliminates the unknown elements of a composite fire door’s performance and stability. This gives the industry the robust credentials they need.” The Guardsman Fire Door is the result of a six-figure investment by ODL Europe. The company worked with the engineers at its partner Capstone, the world-leading supplier of composite doors, and several experienced fire door fabricators.

The G21 Awards are the industry’s premier event for the glass and glazing industry. The winners will be announced at the G21 Awards Presentation and Gala Dinner on Friday 26th November at the prestigious London Hilton on Park Lane. Nathan concluded: “The G Awards are always an opportunity to celebrate excellence and we are looking forward to reconnecting with our peers face-to-face after so long. Good luck to all the finalists in all the categories.” Tel: 0151 933 0299

October 2021 | www.glassnews.co.uk

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The UK’s Leading Glass & Glazing Newspaper

DECEUNINCK A DOUBLE DOORCO SHORTLISTED FOR FINALIST AT G21 AWARDS FIVE G21 AWARDS

Deceuninck UK is a finalist in two categories at this year’s prestigious G21 Awards, receiving nominations for Best New Product for its Heritage Flush Door and Best Sustainability Initiative.

With one of the most advanced recycling and compounding operations in the world, Deceuninck has the capacity to reprocess up to 45,000 tonnes of post-consumer and post-manufacturing PVC-U per year – the equivalent of preventing 2-3 million windows going to landfill. Deceuninck has invested €15million in its recycling capability since the beginning of 2019 and now boasts the largest dry blending facility in Europe. “As we emerge from Covid, the industry will see a fundamental shift towards operating more sustainably,” said Rob McGlennon,

"At Deceuninck, sustainability is embedded as a core value within our organisation, it’s becoming a key driver for product innovation, it presents new opportunities for our customers and a better, more desirable, product to the user."

MD, Deceuninck UK. “At Deceuninck, sustainability is embedded as a core value within our organisation, it’s becoming a key driver for product innovation, it presents new opportunities for our customers and a better, more desirable, product to the user. “I’m delighted that our commitment to sustainability has been recognised for this year’s G-Awards and also for all the hard work that has gone into the development of our Heritage Flush Door.” The result of a comprehensive R&D programme, Deceuninck’s Heritage Flush Door builds on the success of the G17 winning Heritage Flush Window. Completing the Heritage Flush Collection, it combines outstanding performance, ease of fabrication, and class leading aesthetics. Available in Deceuninck’s range of 30 different colourways from stock, with 20 additional options also available, the Heritage Flush Door is designed to be a perfect match for both period and contemporary properties. “Demand for premium flush products and for colour has never been higher – our customers have been exceptionally well placed to benefit from that with our Heritage Flush Collection,” said Rob. “It’s great to see that so many of them have also been nominated as finalists at the G21 Awards! “A huge congratulations to them, and all the other finalists. The entire industry has been through an extremely challenging period and the G21 Awards in November will be a fantastic opportunity to recognise all their outstanding achievements and hard work.” For more information, call Deceuninck on 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk.

Leading composite door supplier, DoorCo, is delighted to have been shortlisted in five categories in this year’s G-Awards - Best New Product for FLiP, Best Component Supplier, COVID 19 Business Hero, Unsung Hero and Best Promotional Campaign - a testament to the hard work and dedication of the team and the latest marketchanging innovations delivered to the industry this year. Dan Sullivan, DoorCo MD comments: “The G-Awards is the industry awards, dedicated to celebrating and rewarding excellence in the UK’s fenestration sector. We are obviously delighted to have been shortlisted for no less than five awards in G21’s. The independent panel of judges have recognised the hard work and dedication that Lucy Daniels – our unsung hero – and the entire DoorCo team have shown during the turbulent period brought on by the pandemic, the fallout of which we continue to endure. “DoorCo is now a serious player in the UK composite door market, achieving exponential growth through a strategic and ambitious programme of investment. But despite this, we have remained true to its roots: an independent composite door component supplier. Our award entry was based on the transparent, customercentric values that have been consistently demonstrated throughout the most difficult economical and operational periods ever experienced, celebrating the skills and

“Most excitingly, FLiP – our revolutionary new glazing cassette system – has been shortlisted for Best New Product.”

determination of the team required to navigate the Pandemic, manage significant growth and deliver major innovations. We feel it’s testament to what sets DoorCo apart and are delighted this has been understood and rewarded with shortlisting in the Component Supplier award. “This theme flows through most of the other categories we have been shortlisted in too. The COVID-19 Business Hero recognises the forward-thinking attitude the team have shown during this period, which goes beyond delivering fundamental health & safety procedures that have allowed us to operate in a safe and healthy environment. Against the backdrop of instability, we’ve been very people focused, working with customers and suppliers, growing our team, and rewarding, supporting and doing everything we can to keep our staff happy and motivated through superior incentive packages and fun events like our Pay Day Treats, where we’ve had, for example, cakes and pizza delivered from local businesses, so in turn supporting local economy too. “Most excitingly, FLiP – our revolutionary new glazing cassette system – has been shortlisted for Best New Product. It is a gamechanger for DoorCo and the industry, designed for performance and aesthetics, taking door glazing to a whole new level. Our customers are delighted with the new opportunity FLiP has created and we’re delighted that the judges have recognised this too. We launched FLiP alongside GRiPCORE – our solid timber core door – as together they create the ultimate composite door. We took the marketing to a whole new level for DoorCo, with independent brands, CGI video and a comprehensive suite of materials all aimed at supporting our customers in their own sales and marketing. The investment and creativity of the team involved has set the benchmark for our brand and marketing and the support we provide our customers, so for this to campaign to be shortlisted in Best Promotional Campaign too is reward in itself. “Congratulations to all the other nominees – just to reach this stage is a great achievement and we look forward to celebrating with you all on 26th November.” For more information call: 01625 428955 or visit: www.door-co.com.

October 2021 | www.glassnews.co.uk

Introducing the... Guardsman Fire Door from ODL Europe • Two-years of development • Six-figure investment in door innovation • Using Agrifiber core technology which delivers consistent material densities – unlike a foam core • Delivering superb and stable structural properties • Tested to the exacting European fire test standards BS EN 1634-1:2008 – required by Part B of the Building Regulations • Achieving an average of 100% overrun past the 30 minutes testing mark • Unrivalled results achieved on glazed and unglazed doors • Maintenance free exterior, hard-wearing 2mm GRP facings • Suitable for commercial contracts

ODL Europe Ltd. 1 Brook Road, Bootle, Liverpool, L20 4XP, England T: +44 (0)151 933 0299 | E: sales@odleurope.com

www.odleurope.com

COLD CALLING

The UK’s Leading Glass & Glazing Newspaper

DANNY WILLIAMS

‘COLD CALLING’

Each month our special correspondent Danny Williams* replies to a reader’s letter...

“We are window, door and conservatory retail installers in Wales. Business is pretty good but just as our frame suppliers are getting back on track, IGUs are the next problem. Prices for everything are through the roof and I am being told it won’t end there. Am I being spun a line?” JJ Powys The question of whether the glass is half empty or half full has never been so important JJ. And the question of whether or not we are all being had over by the glass manufacturers and processors, is an important one. And actually, at least as far as the glass manufacturers are concerned, they do have previous. I can, with my hand on my heart, assure you that it is not the processors, not least because I have had my own IGU operation for some years now in the shape of Tudor Glass, which supplies IGUs to the South-East of England. We take supplies from three of the big float manufacturers, sometimes direct and often through tougheners and wholesalers. And trust me, any shortages or price hikes are decided or controlled well before it reaches my factory or those of my direct suppliers. Which leads us back to the float manufacturers. I have of course spoken to my suppliers and the consensus is that the shortages and price hikes are across the board, and pretty much the same from each of the big brands. When I heard a couple of weeks ago that Pilkington had once again announced an ‘Energy Surcharge’ in addition to product increases, it sounded like a bit of a con. Now that energy price hikes have hit the headlines it appears to be good planning on their part, though God knows how much that is going to add to the cost of IGUs in real terms, because the formula they use is impenetrable, at least to a simpleton like me. However, every one of the big brand glass makers is putting prices up in the current period by around 15%, although I have not heard of the others also adding an energy surcharge. As I am fond of saying, it is what it is. Except for a couple of nagging doubts in my mind…. Float glass production has to be planned years ahead due to the nature of the process, that cannot simply be turned on and off. The uncertainties caused by Covid have no

“When I heard a couple of weeks ago that Pilkington had once again announced an ‘Energy Surcharge’ in addition to product increases, it sounded like a bit of a con. Now that energy price hikes have hit the headlines it appears to be good planning on their part, though God knows how much that is going to add to the cost of IGUs in real terms, because the formula they use is impenetrable, at least to a simpleton like me.” doubt played havoc in the offices of the big glass brands. However, although it is difficult to obtain information from any of them, it appears to be planned maintenance and development projects in several float plants throughout Europe, including two of the major UK facilities, that are contributing to the shortages. But as these are ‘planned’, why didn’t the manufacturers get their heads together to schedule these market changing events to ensure they didn’t clash? Perhaps it’s because after the previous convictions for price fixing, the major glass manufacturers are terrified of talking to each other for fear of breaking the strict compliance rules that were imposed upon them to prevent future collusion when they were convicted most recently of price fixing, in 2008. Every communication or encounter between any of those that were collectively fined 1.4 billion Euro, including Pilkington, Saint Gobain, AGC and Soliver, must now be forensically recorded. So can that be the excuse for what must be regarded as a hopeless lack of planning when at least two plants have been down simultaneously? Whilst my mind is in full-tilt conspiracy mode, perhaps it suits all of the producers to drive prices up, just as has been commented upon by my friend Paul Sullivan of reinforcement supplier Anglo European fame, about the steel industry. With steel prices spiralling ever skyward, Paul was told: ‘why would the billionaire steel mill owners reopen their plants when at last they are making good money?’. Surely this cannot be the case with the glass producers...Can it? Saint Gobain’s new £30 million furnace at Eggborough was due for completion in September, whilst Guardian’s nearby plant has also been out of action this year due to planned upgrades. Three further Guardian sites in Europe have also been disrupted in the past couple of years.

The investment for construction and maintenance of such facilities is immense. And the scant information offered by any of the big glass brands always leans towards a commitment to the continuity of supply. But the pain that we and our customers are now experiencing could, I feel certain, have been mitigated. The upshot of my meanderings JJ is that ultimately, we have little choice but to take the increases on the chin, although I am aware of a handful of companies that have attempted to loosen the grip of the big brands on the UK market by re-equipping to accept containers of float direct from China. So far however, few have had the cojones to take what is a major step, possibly to incur the wrath of the major producers for doing so. Indeed, I recall just a few years back, that several UK processors claimed that their supplies were being restricted after pushing back at the majors. You are now facing the serious proposition of the cost of any installation, especially of the glass, increasing considerably between quote and completion. And even though the increases affect every single one of us, there are those of your competitors that will simply soldier on, slashing prices to get the work, whilst crossing their fingers behind their backs that the world will be reset before they go belly up. You have to work with your suppliers to fix prices for as long as possible or at least, to gain advanced insights on further rises. If you lose a job because someone else is willing to take the hit, at least you will make money on the jobs you do complete. Whatever happens JJ, this is the new reality and prices won’t come down any time soon, if ever they do. Make sure you are prepared for it.

* Danny Williams is managing director of Chelmsford based Pioneer Trading and has been involved with all aspects of the windows and doors industry for 35 years. His activities include manufacturing a full range of windows and doors in PVC-U and aluminium, an IGU facility, retailing and commercial contracting.

October 2021 | www.glassnews.co.uk

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WINDOWS

The UK’s Leading Glass & Glazing Newspaper

DECEUNINCK FABRICATOR, FASTFRAME, COMPLETES £2M FIRST PHASE OF GRAND UNION DEVELOPMENT Deceuninck fabricator, Fastframe, has supplied a total of 1,385 windows and doors for Affinity House, the first of six phases scheduled for the Grand Union development in Alperton, Northwest London. Working with Deceuninck approved installer, APW Glazing, supply and installation was completed over an 18-month period at a total cost in excess of £2million. Designed by architect, Building Design Partnership, for main developer, St George – a member of the Berkeley Group – Affinity House is located within 11-acres of landscaped gardens, meadows and waterside pathways and overlooks the historic, 137-mile Grand Union Canal. The Grand Union Development, which is set to transform a previously derelict 22-acre site, will deliver over 3,000 new homes, providing residents with close transport links to Central London, a mix of community facilities and 135,000ft2 of flexible workspace. For Affinity House, which comprises 146 1,2 and 3 bed apartments, Fastframe manufactured a combination of Deceuninck’s contemporary 5000 Series Linktrusion doors and Fully Reversible Windows (FRW), finished in Decoroc Balmoral Grey on white.

Designed for medium to high rise developments, Deceuninck’s Fully Reversible Window comes as standard with PAS24 accreditation and achieves Class A4, 600Pa Air Permeability; Class E1050 water tightness and Class AE2400 PA wind resistance. An ideal solution for modern buildings that demand large apertures, the FRW can be manufactured as a single opening window to a maximum size of 1,400mm x 1,400mm and delivers U values of 1.3 double glazed and 0.96 triple glazed. The 5000 Series is Deceuninck’s flagship commercial system, available in a suite of Tilt and Turn, residential door and French Door options. Compatible with Linktrusion technology, the 5000 Series offers maximum door frame sizes of 2,500mm x 2,200mm. The use of Deceuninck’s Linktrusion technology and the Decoroc coating system, which delivers an extremely durable, micro-sprayed finish that is designed specifically to match the aesthetics and performance of aluminium powder coating, was a key element of the specification for Affinity House. Linktrusion, which is suitable for commercial and residential applications, combines glass fibre reinforced PVC profiles and an extruded reinforcement profile with embedded steel wires in a low density insulating foam core. As a result, windows manufactured using Linktrusion are as strong as steel reinforced windows but are 30% more thermally efficient with 40% savings on materials and weight. They are also 100% recyclable. Decoroc, which is applied by Fastframe in-house on its £150,000 paint line, produces a tough, matt finish in a comprehensive range of RAL colours and comes with a 10year guarantee. “The door heights at Affinity House were 2,400mm, which would normally have required a steel reinforced

PVC product or a more expensive aluminium solution,” commented Fast Frame’s Commercial Director, Paul Moody. “With Deceuninck’s Linktrusion technology we were able to manufacture the 5000 Series system to the required sizes without the need for traditional steel reinforcement. “Combined with the flush finish Fully Reversible Windows, and the Decoroc coating system, the finished result delivered all the aesthetics of aluminium, at a lower cost, and with all the performance advantages typically associated with PVC.” “We have a well-established working relationship with the Berkeley Group,” he continued. “Being able to successfully demonstrate the aesthetic and technical advantages of Linktrusion and Decoroc combined with Deceuninck’s world class recycling facilities and our strength as a UK manufacturer, played an important part in securing the contract for the Grand Union development.” John Duckworth, Head of Commercial Sales, Deceuninck, concluded: “Grand Union is a landmark project for London and one of the highest profile developments in the country. As phase one, Affinity House presented a number of complex technical specifications with additional on-site challenges due to Covid. “Fastframe, which has a deserved reputation as one of the UK’s leading commercial fabricators, has done an outstanding job of overcoming those challenges and is now in an ideal position to tender for the next phases of the development as a result.” Call 01249 816 969 or visit www.deceuninck.co.uk for more about Deceuninck’s commercial range and commercial work. You can also download Deceuninck’s full product portfolio from the NBS National BIM Library at www.nationalbimlibrary.com/deceuninck-ltd.

SECONDARY GLAZING WILL MAKE A DIFFERENCE TO MY ELECTRICITY BILLS Birmingham homeowner Jack Griffiths is looking forward to lower electricity bills now he has had secondary glazing manufactured and supplied by Granada Glazing to improve his property’s thermal efficiency. In March 2021 he moved into his two-bedroomed apartment in the Jewellery Quarter, one of six apartments in a Grade II listed converted factory. The spacious, light-filled dwelling retains many of its original features, including six large arched singled-glazed windows. “The property is all-electric, and it was still quite cold when I moved in,” says Jack. “When I received my first electricity bill, I realised how expensive it would be to heat and that’s why I had secondary glazing installed on all of the front-facing windows to improve the insulation.” Due to the building’s listed status, the period windows were retained to preserve the character and external appearance of the outward-facing elevations. For heritage and listed buildings with single glazed primary windows, installing secondary glazing is often the preferred option for creating a warmer, quieter and more secure environment with the original windows intact. Aluminium frames with narrow sightlines are virtually invisible, maintaining a building’s charm and character while bringing the glazing system firmly into the 21st century. Granada Glazing supplied six arched lift units stacked on top of their horizontal sliding units. All were face fixed and

powder coated in an Anthracite Grey finish to match the existing windows. Four windows were treated in the living/ kitchen area and two in the guest bedroom. Commenting on the difference secondary glazing has made, Jack continues: “It looks amazing! The team did such a good job and the bespoke units fit exactly to the huge arched windows. The colour match looks really impactful.” As for his heating bills, Jack thinks that the secondary glazing will make a ‘pretty significant difference’, saying: “As soon as I realised how much it was costing, I turned all the heating off. I’ll really see the impact in autumn and

winter, and how much better insulated my apartment is with the secondary glazing installed.” As well as improving insulation, secondary glazing also reduces external noise and Jack has already noticed the acoustic benefits: “In the guest bedroom, I could really notice the reduction in the noise from the road. It’s not a busy road, but I could definitely tell as soon as the units were fitted. “The secondary glazing is easy to operate. The units slide to one side for extra ventilation or can be removed for cleaning. In the summer, I removed a couple in the living room to let more air in and I could immediately hear the difference in sound from outside.” Thrilled with the result, he adds: “I’m really delighted! I thought I’d be a bit stumped and not be able to do anything (due to the listed status), so the fact I’ve been able to have secondary glazing is great.” Suitable for all property types, Granada’s slimline aluminium secondary glazing frames can be powder coated in over 200 RAL colours. Virtually invisible, they blend in with any interior décor. The Granada Glazing product range encompasses hinged, sliding, vertical sliders, including tilt back, and lift-out options. Full training and marketing support is available to installers across the UK. For more information about adding the Granada Secondary Glazing range to your business, please call 01909 499899, visit www.gsecg.com or email info@granadaglazing.com.

October 2021 | www.glassnews.co.uk

resurgence

WINDOWS

The UK’s Leading Glass & Glazing Newspaper

STEEL WINDOWS - THE SUSTAINABLE AND STYLISH CHOICE

SOUTH CHESHIRE GLASS USES SPECTUS FLUSH CASEMENT WINDOWS FOR COTTAGE RENOVATION

Steel is the most recycled material by weight on the planet. Genuine sustainability is about the kind of tomorrow we want to leave to our children and grandchildren - and onwards. It touches every facet of life and means making the right choices, so it is increasingly important to understand and evaluate materials from cradle to grave. In the case of steel windows, they combine high quality, attractive aesthetics, low maintenance and longevity with a design life of 70 years.

Spectus windows and doors have been manufactured and installed at a detached cottage in Shavington, Cheshire. The property was fitted with sixteen Spectus flush casement windows, two circular casement windows and two sets of Elite 70 French doors, all manufactured in Chartwell Green with astragal bar detailing. The products were manufactured by longstanding Spectus fabricator Universal Trade Frames and fitted by experienced domestic installer South Cheshire Glass.

All steel windows from Steel Window Association members are manufactured in the UK, while the high-grade steel is imported from Switzerland, minimising its carbon footprint relating to transportation. Members even have the ability to refurbish steel products. At end of life, the windows can be systematically dismantled and the steel frames, fittings and glass recycled, reducing pressure on landfill. Steel is inherently durable and recyclable and is easily recoverable from the waste stream by magnetic separation. Indeed, steel can be recycled and reused indefinitely with no diminution in quality; it is the most recycled material by weight on the planet. On average, new steel products have a 37% recycled content which minimises the use of virgin resources. In short, steel is a permanent material that plays a part in the circular economy, helping reduce the burden on nature by ensuring resources remain in use for as long as possible. Embodied carbon is a factor in almost any product, and steel is no exception, but modern processes and business practices are designed to reduce energy consumption. They have resulted in one tonne of steel

Windows manufactured by Metali Window Services Ltd.

produced today requiring just 40% of the energy it did in 1960. As well as reducing energy consumption and preserving resources, recycling steel cuts CO2 emissions and water usage. One tonne of steel recycled saves, on average, 1,400 kg of iron ore, 740 kg of coal and 120 kg of limestone. Today, almost every by-product formed during the steelmaking process is used in new products, ranging from fertilisers and asphalt to plastics and paints, minimising the amount of waste sent to landfill and preserving raw materials.

The property is situated in a desirable location and the flush casement windows were chosen to

replacing the property’s ageing timber frames. The choice of windows needed to sympathetically reflect the style and character of the property and deliver the British timber cottage aesthetics that the homeowner desired. Graham Saunders, General Manager at South Cheshire Glass, said: “The new windows needed to complement the property and the flush casement windows in Chartwell Green delivered the required aesthetics. Having been fitting Spectus products for over twenty years I knew the flush casement window was the perfect choice of window style to enhance the character of the home and offer modern day thermal efficiency too.”

Along with steel's recyclability and durability, a significant benefit in the manufacture of windows is the superior strength-to volume ratio of the material. It contributes to the slim sightlines of the frames that ensure maximum light transmission and unmatched design versatility, resulting in steel windows being both a sustainable and stylish choice. For further information on the Steel Window Association, please visit www.steel-window-association.co.uk or call 020 3475 8049.

The project ran to plan and was completed on schedule. Graham said: “We’ve been in business for over 40 years, so we have a great deal of experience in domestic installations. Our fitters offer a high level of workmanship and customer care and our experienced fitted team ensured everything ran smoothly as we would expect it to.” Graham concluded: “Our customers had a charming property to start with but by working closely with them and understanding their exact needs, we have helped them enhance it further still.” South Cheshire Glass has been installing Spectus products for over twenty years and supplies domestic customers throughout South Cheshire. The familyrun business also has a trade counter for trade sales and the general public. The company has a reputation for outstanding customer service that has helped it become one of the most trusted names in the area. It’s a reputation that will be enhanced by this latest installation. Tel: 0808 178 3370 www.spectus.co.uk

PROFILE 22’S OPTIMA WINDOWS HELP IMPROVE COVID-19 MEASURES FOR TILSTOCK C OF E PRIMARY SCHOOL Oswestry Windows and Doors has recently transformed Tilstock C of E Primary School in Whitchurch, Shropshire and also improved its Covid-19 ventilation requirements thanks to replacement Optima windows from Profile 22. The school recently underwent an extensive renovation programme to replace its ageing timber sash windows that were no longer thermally efficient. Furthermore, several of the existing windows would no longer open which meant the school wasn’t able to provide well-ventilated spaces to help minimise the risk to staff and pupils of Covid-19. The project specification was exacting as thermal efficiency was a critical factor, as

was the overall energy efficiency of the building. The 42 Optima replacement windows for the project were manufactured by longstanding Profile 22 fabricator Emplas and installed by the experienced commercial team at Oswestry Windows & Doors Ltd. The team undertook the window design and installation of the project to deliver the high standards the project demanded. The award-winning Optima system from Profile 22 is one of the most widely specified commercial systems thanks to its impressive list of benefits that meet even the most demanding of requirements. Optima delivers optimal thermal performance, achieving a 1.2 W/m2K U-value as

standard. It is PAS24:2016 compliant and its aesthetics and versatility sit comfortably in any architectural style. For Tilstock C of E Primary School, white casement windows were specified with Georgian bar detailing to retain the building’s aesthetics. Matthew DunneSmith, Owner at Oswestry Windows and Doors, said: “We needed to keep the original character of the building while at the same time upgrading the performance of the windows. The new Optima casement windows have transformed the look and performance of the building and ensured adequate ventilation is available to support the school’s Covid-19 protocols.

ready to welcome staff and pupils back in September. Matthew concluded: “The building has been transformed not only in its appearance but also in its energy performance. It is a simple but effective transformation.”

The project was completed during the summer holiday to ensure the school was

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

October 2021 | www.glassnews.co.uk

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WINDOWS

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MOORVIEW WINDOWS SIGNS NEW THREE-YEAR SUPPLY AGREEMENT WITH PROFILE 22 Trade and retail fabricator Moorview Windows have announced it has signed a new three-year supply agreement with Profile 22, an Epwin Window Systems’ brand. Jason Bowman, Director of Moorview Windows, says: “We have been a Profile 22 fabricator for nearly 20 years, and we had no hesitation in extending our partnership with them.”

longstanding relationship over the next three years.”

Matt Scott, Business Development Manager for Epwin Window Systems, said: “We are delighted that Moorview Windows has extended their supply agreement. They are a family-run business with a well-deserved reputation for quality and reliability, and we look forward to developing our

Moorview Windows has had considerable success with the award-winning Optima system with a recent upturn in demand for the Optima Flush Casement Window. Developed to replicate a traditional British cottage window, Jason comments: “We operate in a country location where

Jason says his reason for working with Profile 22 was simple: “Our ethos is that we will only work with a system that we would be proud to have in our own homes. And Optima is that system. It’s a high-quality system throughout that cannot be matched and sells itself.”

there are a lot of distinctive country-style properties. The take-up of the Optima Flush Casement Window has been impressive because it has all the traditional authentic looks our customers demand combined with modern-day performance.” Jason also says that Optima is a hit with their installer customers too. He said: “Our installer customers appreciate the intelligent design of the system because it’s easy to fit, which is important for them and us.” Moorview Windows was established as a joinery and general building services company in 1969 before switching to PVC-U fabrication in 2000. The company has grown over the decades and now

manufactures, supplies and fits products all over the North East of England. To date, the company has manufactured over 50,000 frames. And with a further three-year supply agreement extension in place and a busy order book, even more homes in the area will have Optima from Profile 22 by 2024! Tel: 0808 101 4143 www.profile22.co.uk

PROFILE 22’S OPTIMA WINDOWS USED IN A SYMPATHETIC COUNTRY HOTEL AND SPA RESTORATION Profile 22’s Optima Flush Casement Windows have been fitted as part of a sympathetic restoration at The Hand at Llanarmon Country House and Spa. The Hand at Llanarmon is an ancient hostelry tucked away in the Berwyn Mountains close to Llangollen in Wales. The building underwent a sympathetic restoration to preserve its character and sense of history while upgrading its fabric. The choice of windows in such a sensitive refurbishment was critical but Optima Flush Casement Windows from Profile 22 offered the perfect solution. The windows were manufactured by Emplas and installed by Oswestry Windows & Doors Ltd (OWD). The company has over 75 years of combined experience and ensures complete customer satisfaction on every project.

The OWD team recommended Optima Flush Casement Windows for the front elevation of the building where the window aesthetics were critical and used standard Optima casement windows for the remaining replacement windows. Optima Flush Casement Windows replicate the original features of timber casement windows more accurately than rival products because every detail was designed from scratch to deliver impressively authentic period looks. Features and options include mechanical jointing, a dummy sash to give a balanced look, a deep bottom rail to replicate original timber frames, and authentic hardware including monkey-tail handles and dummy peg stays. Like all Optima windows, Optima Flush Casement Windows deliver market-

leading performance and are easy to install. OWD installed the windows over a three-week period due to the complexities involved in replacing windows in a heritage property. Now complete, The Hand at Llanarmon is a more thermally efficient and secure building while still retaining all its historical significance. Jonathan Greatorex, owner of The Hand at Llanarmon, commented on the refurbishment project: “Simply brilliant. OWD did a massive three-week job. The fitters were superb and their attention to detail was second to none. They deserve to be rightly proud of an incredible job well done.”

years. Matthew Dunne-Smith, Owner at OWD, concluded: “The quality of Optima products is exceptional and allow us to work on high-profile projects such as The Hand with complete confidence. The finished result is superb and we are delighted with this project.”

Oswestry Windows and Doors have been fitting Optima windows for several

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

THERMALLY BROKEN UPDATE ON CLASSIC W20 STEEL FRAMES BRINGING NEW BUSINESS FOR SWA MEMBERS The roll out of the W50 TB thermally broken steel frame system - which captures the classic appearance of the ubiquitous W20 profiles, while delivering contemporary standards of energy performance - has been gathering pace as building activity across the UK recovers from the disruption of the pandemic. First introduced in 2016, W50 TB windows and doors are now being offered by most members of the Steel Window Association; and are finding applications in both high specification projects and the refurbishment of larger properties including hotels, offices and public buildings. While the modern system, developed by the SWA in conjunction with European profile manufacturer, Ottostumm, echoes

the distinctive sightlines of the old W20 frames and offers similar light transmission to the building interior, the high-density polyurethane thermal break along with the flexibility to incorporate high performance glazing units up to 37mm thick, deliver greatly improved energy performance. Having been tested during the early development stages to deliver a U-value of 1.5 W/m2 K, the use of higher performance glass, warm edge spacer bars and argon or krypton gas filling can reduce this down much closer to a figure of 1.1 W/m2 K. Meanwhile, hot dip galvanising and an extremely tough, factory-applied Interpon D polyester powder coat finish help ensure a long, low maintenance working life, in addition to steel windows' renowned strength and security characteristics.

The traditional ‘stepped leg' profiles can be employed to produce single or double casements as well as side hung and bottom hung options, which are fitted with dual EPDM gaskets to achieve an air permeability performance of 600 Pa to meet Class 4 standards. W50 TB windows and doors also offer very good acoustic performance. Paul Cox, the Commercial Manager for West Leigh, comments: "As well as the refurbishment of warehouse type and other older properties, we are also seeing the W50 TB systems being specified for a variety of new build projects, including very large extensions to residential properties, and opening up the backs of homes to link with the gardens. The range offers a lot of options, including in terms of thermal performance and the choice of different vents."

The SWA covers the whole of the UK with a membership able to carry out the full range of projects from the restoration of early metal windows through to the creation of large span fenestration solutions suiting modern, minimalist architecture. For further information on the Steel Window Association, please visit www.steel-window-association.co.uk.

October 2021 | www.glassnews.co.uk

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HOW INCREASED DEMAND FOR HOME IMPROVEMENTS IS IMPACTING THE FENESTRATION INDUSTRY Victoria Brocklesby, COO at Origin, the UK’s leading manufacturer of aluminium doors and windows, talks to us about how the rising trend for home improvements brought on by the pandemic is generating an increase in demand within the fenestration industry, and discusses what Origin is doing to support its Partners during this busy period. The COVID-19 pandemic has been one of the strangest 18-month periods in our recent history. The economic and environmental turbulence have been a lot to handle, but the world is slowly recovering. In the UK, with lockdown restrictions completely eased and people navigating their new normal, there is certainly light at the end of the tunnel. Although the pandemic brought much disruption, there have been some benefits. For those of us in the fenestration industry, people spending a significant more amount of time at home is one of those. People are prioritising their home living, and now home offices, like never before, and we

have consequently witnessed a boom in demand for home improvement projects. Some are extending their homes; others are renovating, and a good proportion are building new homes thanks to Government initiatives like the Help to Build Scheme. In fact, the latest consumer figures from TGI show that five percent of UK adults anticipate making home improvements in the next year. This equates to 2.5 million people which is a significant number of homeowners in the UK. This is great news for those working of us in the fenestration industry, but how will the increase in demand impact valuable supply chains, and how can this best be managed?

SURGE IN DEMAND The amount of home renovations and house building taking place in the UK is creating a peak in demand, which test supply chains and their ability to continue delivering in time and in full, especially when we look wider at problems such as shipping delays that are being felt across the globe. Other major external projects, like Crossrail and HS2, are also using a considerable amount of materials, so it’s easy to see why some people are panicking. A lack of materials causes delays, and delays cost both time and money. They can result in poor cashflow, mean companies miss out on future business, and even harm a business’ reputation. All of which must be avoided at all costs. In my opinion, it is possible to ensure that the supply chain continues to work for you, despite these challenges. In Origin’s case, we have navigated safely through a tricky period and continued to deliver for our network of Partners, with the quality of our product not being compromised in the process. So, across the Brexit, COVID and now post-COVID peak periods, how have we been able to keep our Partners happy and in stock?

Victoria Brocklesby

PARTNER SUPPORT There’s an old saying in business that you must speculate to accumulate. Well, although it may sound counterintuitive to spend money during a period of economic uncertainty, we took it as an opportunity to significantly invest in our stock levels. In doing so, we worked harder than ever before to foster great relationships with our supply chain. Brexit also held us in good stead here as we were already working hard to ensure that we wouldn’t be caught out by trade regulation changes. As well as supplier relations, we also invested in a new warehouse facility in Bicester which has allowed us to increase our capacity by 82 percent. The level of stock we can maintain means that our Partners, plus builders, installers, and housebuilders across the UK, have been able to fully rely on us to deliver on time, in full, no matter the demand. We also benefit from being a British manufacturer. Our products are manufactured at our factory in High Wycombe, and this has allowed us to maintain control over our entire operation, from sourcing and design, through to manufacturing and delivery. So, our Partners can rest assured that the products leaving our factory are of the highest standard, and they will arrive with them on the designated day by our own fleet. Social distancing rules meant that we did have to adapt our way of working in the warehouse, and quickly, so that the impact of the pandemic didn’t affect our ‘On Time, In full’ promise. To help us maintain our

production processes, we innovated to introduce a two-shift pattern, allowing us to get back to full capacity quickly. This is something post-pandemic that we are keeping in place, as it allows us to further increase capacity, and better protect our employees in case of a positive COVID test. Plus, we have added more products to OSS, Origin’s own unique ordering and quoting system, and access this 24/7. This allows our Partners to create bespoke customer projects in a matter of minutes at a time that suits them. They can even make changes across an entire order at the click of a button. This unique way of ordering means our Partners can spend more time building their business instead of doing paperwork.

IN CONCLUSION Those who have managed to navigate through 18-months of uncertainty are now presented with a huge new business opportunity. For those that have struggled, there is reason to be optimistic. There is a surge in demand across the industry, so now it the time to capitalise on it; don’t sit and watch it go by. Futureproofing your business now means you will be better prepared for anything thrown at you later down the road. Bold business decisions can set you on the path to success and having a dependable manufacturer behind you will give you the confidence boost you need to meet this demand and take your business to the next level. For more information about Origin, please visit www.origin-global.com.

October 2021 | www.glassnews.co.uk

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INSTALLER FOCUS

MEMBERS DAY AT LEEDS ARMOURIES It has now been two years since our last physical meeting that took place at the Imperial War Museum, Salford on the 24th October 2019. We are looking forward to welcoming our members and guests to a day of networking and discussion culminating in an evening dinner. For myself, it will be a chance to meet our members for the first time since joining CAB and listen to their concerns about the Industry and how the Association can help. To say the Industry at the moment is faced with challenges, is possibly an understatement, with many claiming that we have a ‘perfect storm’; a high demand for product, but with serious supply chain problems across all sectors. A topic we will all have a view on and, no doubt, we will all be discussing when we all meet. We have an excellent speaker line-up for the Leeds meeting which I am sure will help add to the industry debate: The Rt Hon Esther McVey MP. Currently MP for Tatton, Esther was Minister of State at the Ministry of Housing, Communities and Local Government, Secretary of State for Work & Pensions and Minister of State for Employment and worked with three Prime Ministers; David Cameron, Theresa May & Boris Johnson. Esther will discuss the ins and outs of the lobby / consultation process from an ex minister’s point of view. Before her political career, she was a director of her family’s Construction business and TV presenter and producer. Esther always provides an interesting and informative speech and Q&A session. Andy Boutle, Head of BIM at Keir Construction and engagement co-lead for UK BIM Alliance. Andy will talk about digital transformation and information management across the UK built environment sector. He will explain UK BIM Alliance aims to ensure BIM becomes business as usual whilst at the same time, transforming and future proofing the way the sector work. Andy has over seventeen years’ experience in the construction industry, with a background in mechanical engineering, project management and CAD, working for both consultants and contractors. Uday Patel, Senior Research Manager, Global Aluminium Markets at Wood Mackenzie.

Uday will present an authoritative and enthusiastic talk on the short to medium-term outlook for the aluminium market. Power restrictions in China is adding to concerns over the medium term outlook for production growth, whilst in the rest of the world, the shift to greater usage of low-carbon metal is also creating tightness in availability. Is the aluminium industry heading for a supply crunch over the next ten years? Uday will assess the impact of the many factors affecting the aluminium market having over thirty years of experience in the metals and mining sector. Uday joined Wood Mackenzie in 2014 and during his career has worked on a range of projects in both the upstream and downstream aluminium sectors, including detailed market studies, cost analyses and strategic advisory work for clients. The event is going to be well attended by members and their guests, there are still some places available so call Jesica at CAB if you are interested in joining us, and if you are not a member, you could see what you are missing! The Armouries venue also offers a welcome backdrop with its impressive collection of warcraft through the centuries. The Association continually supports the wider industry with technical support across the aluminium fenestration supply chain and staff are on hand at the CAB offices to answer any questions. Information is regularly updated on the CAB website at www.c-a-b.org.uk and for Association Membership enquiries and should you wish to attend the members meeting as a guest of CAB, please contact Jessica Dean at the CAB offices by email jessica.dean@c-a-b.org.uk or telephone 01453 828851. By Phil Slinger - CAB Chief Executive

BUILDING CUSTOMER TRUST WITH ONSITE 7 Onsite 7 has rapidly developed a reputation for being the most user-friendly and comprehensive job management system on the market today. But many installers are also reporting other benefits beyond the job management system. One of these is the professional polish it gives a business and how it helps to build consumer trust. Rhys Hoddinott, CEO at Onsite 7, comments: “We designed Onsite 7 to help installers manage their fitting teams, customers and jobs effortlessly. It’s fantastic to hear how it’s

delivering these crucial functions but also adding even more benefits beyond that.” Onsite 7 holds details on every stage of a job: sales, survey, installation, and service and maintenance. It can also be used as a Customer Relationship Management system, allowing all customer details, documents, notes and job information to be stored in a single place. And because all the information is held on the cloud, it can be accessed anywhere there’s an internet connection. Rhys explains why this helps to create a professional polish: “Installers can pull up every piece of information about a customer’s job in an instant whether they’re in the office or on the customer’s premises. As a consumer, it’s very reassuring to have the sense that your installer has got everything to hand and in doing so, creates a premium experience. In addition, consumers are often investing thousands of pounds when they purchase fenestration products and it’s little

things like professional job management software that elevate the experience for a further level of professional reassurance.” Alongside the customerfacing information, Onsite 7 also helps installers get valuable insight into their business. Features include end-to-end supply chain accountability to help installers keep track of their orders, reports, including job costing and profit reports and integration with Xero and QuickBooks accountancy packages. It’s been designed to be easy-to-use and can be tailored to meet precise requirements so it can reflect an installer’s unique workflow. Rhys concludes: “We are increasingly seeing that Onsite 7 adds value to every area of an installer’s business. It’s a simple but powerful business solution.” Onsite 7 costs £20 + VAT per month per licence. However, the value it delivers for all areas of an installer’s business means it provides exceptional return on investment from day one. Tel: 0800 0029748 www.onsite7.co.uk

October 2021 | www.glassnews.co.uk

Over the last 12 months we’ve been working hard behind the scenes. Making big improvements to our business on both an operational and digital level. All with you in mind. Now enabling you to order bigger volumes on the same industry leading turn around time, as well as a suite of digital tools that put the power in your hands, helping you to quote quicker and install faster, any colour, any time, anywhere. So, enable your business to grow today with Alufold Direct.

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INSTALLER FOCUS

The UK’s Leading Glass & Glazing Newspaper

STERNFENSTER TARGETS FULLY INTEGRATED DIGITAL QUOTATION PACKAGE Sternfenster is developing a new, fully integrated online quotation package that is designed to offer its installer customers a complete, digital lead to delivery solution. The new Proposal Builder system will allow installers to respond to online homeowner enquiries with a bespoke, digital quotation pack. This can be personalised with individual company branding, and will include video, imagery, product information, accreditation certificates and customer testimonials. Homeowners will then be prompted to book a survey, ask for more time to consider their options, pay a deposit or place an order, which they will be able to do online, at the click of a button. Once they do, the order will be instantly transferred to Sternfenster’s EasyAdmin CRM system, where it can be sent directly into production.

Nathan Court, Sales and Marketing Director, Sternfenster, commented: “Our new Proposal Builder quotation system forms part of a complete online ‘cradle to grave’ service for our customers. “We are continuing to innovate through a period of exceptional high demand, with ongoing challenges relating to material supply, price increases and extended lead times. Our new Proposal Builder is designed to take the pressure off our customers, by integrating seamlessly with our EasyAdmin CRM system. “They will be able to capitalise on website lead generation with a comprehensive, professional quotation package that can process orders directly into our production line. It will save on time and administration and it means installers will be able to focus purely on the day to day running of the business.” Proposal Builder, which will also include Sternfenster’s new CGI virtual showroom, will be the latest in a series of digital innovations from the Lincoln based fabricator. These include Sternfenster Plus, which includes a regularly updated news feed, a live production capacity feed, the

ability to track the progress of orders and deliveries and downloadable marketing and training material. “We are anticipating the current levels of demand to continue for some time yet,” concluded Nathan. “The introduction of our Proposal Builder quotation system will take the pressure off installers by giving them a simple, intuitive and highly effective way to adapt their business model and become more efficient.” For more information visit www.sternfenster.com, www.sfplus.com, email sales@sternfenster.co.uk or call 01522 512525.

TOMMY TRINDER LAUNCH ‘DRAW IT ONCE’ CAMPAIGN Founder & CEO of Tommy Trinder, Chris Brunsdon, explains how re-drawing product information multiple times during the sales process eats up installer’s valuable time. And why he’s decided to do something about it. “Re-drawing things over and over again during the sales process is driving installers nuts!” Says founder and CEO of Tommy Trinder, Chris Brunsdon. “When it comes to quoting, installers tell us it’s their biggest bugbear.” In conversations with over 300 installation firms, Tommy Trinder have discovered that in the journey from initial sales visit to placing an order with a supplier, product information is re-drawn on average no less than 3 times. “The problem starts with the first sales call and the pad and pen that installers carry into the house,” says Chris. “The sales guy typically comes away from that first appointment with some rough scribble, often akin to Egyptian hieroglyphs, that needs to be deciphered and drawn out again before the quoting process can even begin.” Chris, whose father was a double-glazing salesman, knows this part of the problem only too well: “Yes,” he says. “I do have firsthand experience of this part of the process. My first ever job was to de-code my father’s

scrawl after he’d visited a prospect; a timeconsuming and tedious job that was always fraught with error.” Once the sales notes have been interpreted, next comes the pricing stage. Again, Tommy Trinder have found, this can prompt multiple re-draws: “Installers are frequently faced with having to juggle multiple suppliers on one project,” says Chris. “An aluminium bi-fold, some sash windows and a handful of casements, for instance. All sourced from different manufacturers, each with a unique pricing regime. The process of splitting the order and sending some or all parts off for pricing involves more timehungry redrawing.” Compiling the items into one presentable document, ready for the homeowner, is another stage, with any subsequent

revisions quite literally sending installers back to the drawing board. Then there’s the ensuing document flow once a customer wants to go ahead: “Generating a contract, documentation for surveyors and fitters, purchase orders for manufactures, all of this eats time. And, of course, each time you transpose information mistakes creep in an 8 can look very like a 3 after a long day in the office.”

on a tablet, live with client. It feels just like sketching on a pad - it’s just as intuitive and collaborative - but of course, we are off to a flying start because the information is captured digitally from the get-go.”

Tommy Trinder have been determined to address the problem of constant re-drawing since the inception of their Framepoint® App some 7 years ago. With their latest release, dubbed ‘Framepoint® Once’, the firm believe they finally have it cracked.

“Our one touch pricing requests save heaps of time, especially when installers are requesting costings from a few different sources on the same job,” says Chris. “It’s a popular feature - we find that around 50% of installers are stilling sending off for prices on every job.”

“Framepoint’s unique drawing interface means that installers can ditch the pad & pen and free sketch windows and doors

When it comes to pricing, Installers price live on Framepoint® or, in one click, dispatch pricing requests to multiple installers.

Thereafter the Framepoint® platform transforms the same data set into a finished quote, homeowner contract, fitter and surveyor documents. And, with the release of Framepoint® Once, Tommy Trinder has fine-tuned the ability for installers to place purchase orders on multiple suppliers directly. Says Chris: ‘Framepoint® Once closes the circle. A surveyor or order processor can simply touch to split orders across multiple manufacturers, set delivery dates, delivery addresses and instructions for each part, and generate good to go purchase orders in a click. Most importantly Framepoint® uses the same information throughout the process, saving bags of time and eliminating those costly transposition errors. Now you really can just Draw It Once!” Installers can find out more about Framepoint® and book a free demo at www.tommytrinder.com

October 2021 | www.glassnews.co.uk

INSTALLER FOCUS

The UK’s Leading Glass & Glazing Newspaper

BERKSHIRE INSTALLER TRANSFORMS HOMES WITH FREEFOAM Freefoam Building Products recently visited and filmed Freefoam Registered Installer Glen Young in Reading, Berkshire, to see how he regularly transforms homes using Freefoam PVC products. The visit took in three properties, all of which had PVC Fortex or X-Wood cladding installed. The first two properties had previously featured hanging tiles above the ground floor elevation. Both homeowners were undertaking refurbishment inside and out and wanted a more modern feel. Glen fitted Fortex Weatherboard style cladding, in Storm Grey and Misty Grey, to tone in with the existing brickwork and complement the white windows and black doors. The third property had been built originally with a white wood cladding to the front and the homeowner wanted a maintenance free option. He chose X-Wood cladding in white to create a smart, neat finish. Over the last 12 months Glen has seen quite an increase in cladding enquiries, with requests to replace hanging tiles, render and pebble dash a common theme. Glen finds that installing external cladding really can drastically change, modernise and improve the appearance of a home. He explained “ I use both Freefoam’s Fortex and X-Wood

He said “The difference fitting insulation can make to the heating costs and comfort of customer’s homes is life changing.” Another benefit to installers like Glen is that the Freefoam cladding system is it’s quick and easy to fit. Glen finds that he can complete the front of a property in a few days, giving the homeowner an almost instant makeover, transforming the look and create that all important kerb appeal.

cladding ranges. Fortex has a large colour range and it features an embossed wood effect finish, which is very popular with customers. I think X-Wood cladding is amazing, it has a woodgrain finish which means it’s a great option where wood might typically be chosen. It has by far has the nicest finish and more customers are choosing it.” Glen also fits insulation behind the cladding to help improve the heat retention of homes.

Glen took over the family business established by his father three years ago, and has had 30 years experience of fitting UPVC products including fascia, soffit, guttering and cladding. He works in and around Berkshire on a wide variety of properties and buys the Freefoam range from local Freefoam stockist Willmotts Plastic Building Products in Reading. Glen explained “The owner Scott is amazing! Willmotts are always there to help, and the effort they made throughout the COVID lockdown to keep my business going was phenomenal. The delivery drivers are always on time and they will always try to get deliveries to me the next day! I couldn't say enough about how fantastic Scott and his company are.” As a Freefoam Registered Installer Glen receives support from Freefoam, including marketing materials and sample packs,

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which help him me sell to customers easier. He also receives free homeowner leads for cladding and roofline work, which he finds a valuable addition to his business. Glen summarised “Hopefully I’ll be fitting Freefoam for many more years to come. Combining great products with a quality installation has always made homeowners happy.” Video link: https://youtu.be/0lYzdYROA9k

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MACHINERY

The UK’s Leading Glass & Glazing Newspaper

MF PLASTICS MANUFACTURING

BLOSSOMS INTO SUCCESS WITH AVANTEK

Established in 2009, successful window installation company MF Plastics Ltd found itself in a position that required a more stable, reliable supply chain. Deciding to manufacture their own windows out of necessity, in 2015 the company founded the fabrication operation MF Plastics Manufacturing Ltd. The fabrication company quickly flourished and by 2019 Managing Directors Manuel Fernandez and Mick Crawford were ready to put their efforts into expanding the group even further. In 2020, the MF Plastics team moved into a new facility three times the size of its original premises – but to complete the expansion it would require new machinery, too. The focus was on machinery that would provide efficiencies to its current fabrication operations whilst continuing to produce the high-quality products the company has built a reputation for producing. After researching machinery companies within the marketplace, MF Plastics turned to its PVCu profile supplier Liniar for an introduction to its sister company Avantek Machinery.

to supply and deliver the aftercare package, which was really important to us.” “Once we’d witnessed the Supercut in action, we were faced with another decision,” continues Manuel. “We decided to invest again and move our fabrication operation to an even bigger facility – one that was large enough to accommodate the Supercut.”

THE 50TH SUPERCUT The Supercut ordered by MF Plastics turned out to be the 50th Supercut cutting and machining centre sold by Avantek Machinery in just five years – a milestone for the company. It was originally planned to be delivered in March 2021 – but the worldwide container shortage, compounded by the Brexit impact on ports, meant the fully assembled and tested machine wasn’t delivered until August 2021. “Whilst there were some obstacles to overcome during the ordering and delivery process, our team was enthusiastic to finally take receipt of the Supercut in August. We’d been paying higher rental rates on the new factory for quite some time and we were obviously keen to recoup those funds and begin to turn a profit,” says Manuel. With the Supercut’s installation complete, Avantek’s technical support team went straight to work helping to train the MF Plastics team. Manual comments, “Our team were very appreciative of Avantek’s engineers – they were informative, helpful and confident in their product.”

“We went through a week’s worth of extensive training on the Supercut’s operation and maintenance, and by the following Monday we were happy to jump straight in to use the Supercut.”

THE PROOF IS IN THE PUDDING Since the arrival of the Supercut, MF Plastics Manufacturing is beginning to manifest the efficiencies it’d been hoping to achieve for more than a year – and the whole team are incredibly happy with the investment. Manuel says, “Our window and door production has increased substantially. We’re delighted with the reduction in PVCu wastage and ultimately, the future boost in margin this will bring. Once we’re at optimum levels of manufacturing, our potential will only be limited by the storage capacity onsite. Our business is thriving!” Avantek’s Jamie Munday comments, “We’re delighted that after all the setbacks and unforeseen delivery issues, our 50th Supercut is finally installed in its new home at MF Plastics – and even more delighted that they are already seeing the benefits!” Discover Avantek’s Supercut cutting and machining centres by visiting www.avantekmachinery.co.uk/supercut. Learn more about MF Plastics Manufacturing on their website at www.doubleglazingmanufacturing.com.

A TIME FOR EXPANSION Manuel explains, “The coronavirus pandemic had an unexpected impact on the fenestration industry – unprecedented demand for windows and doors. “Prior to our expansion efforts, we’d been in business for a number of years. It was clear that we would need to fully update our production processes to efficiently manage and cope with the increased demand. We’d already moved to a new site across town, which was much bigger than our original premises. Within the first eight months, we realised there was so much more potential – if only we had the right machinery.”

VISITING THE AVANTEK SHOWROOM Liniar Sales Director Ken Allen made the initial introductions between MF Plastics and Liniar’s sister company, Avantek Machinery. After much research and due diligence, Manuel and Mick made the trip to the East Midlands to visit Avantek’s factory and showroom, with the specific intention of seeing the Supercut cutting and machining centre. Avantek Machinery Sales Director Jamie Munday provided a demonstration of the Supercut in operation whilst explaining in detail the features and benefits of this cuttingedge machine. Manuel was impressed: “The Supercut seemed to fulfil the requirements of what we were looking for and the Avantek team instilled confidence in their ability

October 2021 | www.glassnews.co.uk

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MACHINERY

The UK’s Leading Glass & Glazing Newspaper

10 YEAR PARTNERSHIP DELIVERS BENEFITS FOR CUSTOMERS “In terms of product quality and overall efficiency, it’s impossible to overestimate the competitive advantage that you can get from having the right machinery set up in your factory.” That’s the view of Yogesh Gopal, Managing Director of London-based Everglade Windows, which has just marked 10 years in partnership with Emmegi (UK) by investing in a brand-new Comet X4 fully soundproofed 4-axis CNC machining centre. Yogesh says that the benefits for trade customers who are buying aluminium products from Everglade Windows go beyond the quality of the output from the machines and extend into shorter lead times, reduced errors and minimal downtime. Everglade Windows bought its original Emmegi machining centre, a Phantomatic T3A in 2011. It then added a Comet T6HP, which it upgraded to a Quadra L1 cutting and machining centre in 2012. It also purchased a Satellite XT which it part exchanged for a second Quadra in 2018, and now also owns the latest Comet X4. It has two dedicated factories for fabricating aluminium products – one with a Quadra and Phantomatic T3A and one with a Quadra and Comet, both with the same layout and similar outputs. The Emmegi team, including Managing Director Ian Latimer and Sales Manager Andrew Jones, has worked closely with Everglade Windows over the past decade, advising them on the right machine choices and keeping them up to date with the latest innovations and investments both at Emmegi (UK) and at Emmegi in Italy. Yogesh adds: “Our relationship with Emmegi is very much based on mutual respect and understanding. There’s no hard sell – just a genuine commitment from them to help us leverage as many benefits as we can for our customers using their machinery. For instance, they pointed

out that the new Comet X4 delivers even faster output than the Phantomatic and has features which will help us to optimise production on our bespoke frames. For us, that could potentially make an important difference to our efficiency and service, which would in turn benefit our customers.” For Emmegi (UK), the partnership with Everglade Windows is a great example of the benefits for a fabricator of sticking with a single machinery supplier, who can really get to know the strengths and objectives of their business. Ian Latimer explains: “We have been involved with Everglade Windows’s expansion for years and have helped them invest in machines which met their longer-term plans. As a result, they are very well prepared for the current record levels of demand and are seeing a really good return on their investment.” Yogesh is particularly happy with the service and support that Everglade Windows receives from Emmegi (UK). He says: “We know that we will always get a fast response to any service or maintenance call. Any machine downtime is minimised because they send engineers out to help who are knowledgeable and efficient and who crucially, know our business and our set up really well.” When it comes to maximising the competitive advantage, one thing which Everglade Windows does particularly well is to showcase the advances in its factory to existing and potential customers. Everyone who visits the company is invited to tour the factory and see the scale and sophistication of the machinery set up for themselves. Yogesh adds: “Once customers see the speed, consistency and level of precision coming from the machinery, it almost invariably convinces them to partner with us.” For more details, visit: www.emmegi.com and www.evergladetrade.co.uk.

ABCELL CHOOSES HAFFNER TO SUPPORT ITS GROWTH STRATEGY Trade fabricator Abcell recently expanded into PVC-U fabrication as part of an ambitious growth strategy. It chose Haffner for the machinery it needed to support its plans and secure success. Neville Gleed, Director of Abcell, said: “We decided to move into PVC-U fabrication as it made good business sense. We needed the best in PVC-U automation technology so we could deliver the exceptional quality we have built our name on. Haffner was the answer.” The Abcell team discussed their plans with Matt Thomas, Regional Sales Manager at Haffner, who recommended the SBA-4 PVC-U Profile Machining Centre as the machine that would best support their ambitions. The SBA-4 Machining Centre is the perfect combination of cutting-edge automated technology and high-quality output for PVC-U profiles. The heavy-duty design, top quality parts and Beckhoff control system

"The SBA-4 Machining Centre is the perfect combination of cuttingedge automated technology and high-quality output for PVC-U profiles. The heavy-duty design, top quality parts and Beckhoff control system gives years of trouble-free bar processing and superb product accuracy." 62

gives years of trouble-free bar processing and superb product accuracy. It also gives fabricators the flexibility they need because it’s easily programmed and adjusted to suit any range of window styles. The Haffner team was able to deliver the machine to Abcell within six weeks from order placement and it’s now helping the company to meet and exceed customer requirements as it moves into PVC-U fabrication. Neville commented: “We were pleased with the efficiency of the Haffner team and delighted to be able to get up and running with the new machine so quickly.” Abcell has been an established fabricator for over 30 years and manufactures and supplies a comprehensive range of specialist products including Guardian™ Warm Roofs, Warmcore bifolding doors, Stratus Lantern Roofs, Ultraframe roofs and ALUK products direct to the trade. It operates from a 100,000 sq ft high performance, state-of-the-art three-unit manufacturing facility in Birmingham. Haffner has the largest and most comprehensive PVC-U and aluminium fabrication machinery portfolio in the industry. It has an exclusive supply partnership with Italian-machine innovators, Graf Synergy, which is well-known for its world class seamless welding technology and patented welding techniques. Haffner is also the sole UK agent of Haffner Machinery, which designs innovative and high-quality engineered products and it also supplies a range of aluminium fabrication machines from worldwide machine-giants, Fom Industries. Award-winning Haffner has become the industry’s go-to machinery partner for several years due to its comprehensive product offer and expertise in manufacturing solutions. In helping Abcell deliver its growth strategy, it’s proving exactly why it deserves its status. Tel: 01785 222421 www.haffnermurat.com

October 2021 | www.glassnews.co.uk

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Tel 01785 222421 www.haffnermurat.com The Accolade Building, Common Road, Stafford, Staffordshire, ST16 3EQ

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COLOUR

The UK’s Leading Glass & Glazing Newspaper

KOLORSEAL AND HURST DOORS

WORKING TOGETHER FOR A BRIGHTER FUTURE

We use Glass News as part of our annual PR plans. Glass News run a good variety of features to engage readers throughout the year. We use these to communicate our messages and news to a relevant audience. We like the variety of print and online formats available from the Glass News titles, and are increasingly using digital formats to reach people.

Louise Sanderson Marketing Manager Freefoam Building Products

Hurst Doors, (Hurst Plastics Ltd), has a long established working partnership with Kolorseal Ltd. For over 13 years the company has been supplying colour coated products to the UK’s largest manufacturer of pvc-u door panels, composite doors and fire doors. Kolorseal, provides a vast range of premium colour coatings for uPVC, metal, aluminium and composite products, which are recognised throughout the sector for the highest quality standards. Being able to assist Hurst and its customers achieve the desired colour for any sized composite door project, is a priority for the Kolorseal team. This helps to ensure each project is finished with the best possible colour solution that will last. As with any good working relationship it requires a combination of trust, reliability, choice and a tailored service. Deborah Hendry, Managing Director comments: “Having worked with Mark Atkinson, Howard Wilson and the team for so long, we understand Hurst’s market needs. We can be honest and open when discussing projects and are flexible in terms of what might be needed, providing products in virtually any colour required. There is a mutual respect which shows that we value each other’s opinion, and we find the right solutions based on collective insight and guaranteed quality.” Kolorseal paints provide a maximum weather-proof adhesion, with a resistance, colour vibrancy and durability that is

www.glassnews.co.uk 64

guaranteed for 10 years. For Hurst Doors, part of the Hurst Group which is a family-owned company based in Yorkshire, transparency with customers is essential, so providing the highest levels of quality is paramount. Serving the UK as well as Europe, the company has to rely upon suppliers to guarantee the same work ethic. With a turnover in excess of £40 million, the Hurst Group, which has been established for 50 years next year, aims to deliver excellence in all aspects of interior fit-out and refurbishment projects. Household brands including Marks & Spencer, Vision Express, IKEA and many more have all been supplied with products from the company’s broad portfolio. Mark Atkinson, Sales Director, Hurst Doors, comments, “Hurst as a business aims to make customers feel valued, with the whole team believing that only the best will do. The staff at Kolorseal understand this and provide an unbeatable service every time. From the very beginning, they have been a key part of the development of our Premium Range doors, ensuring consistent quality on every order.” As two businesses focused on solutions and opportunities, Kolorseal and Hurst Doors have a strong professional association that opens up opportunities for installers and builders. Howard Wilson, Composite Manager, comments: “The Kolorseal team understands our "bigger picture," and can anticipate our needs, working tightly to our schedules to keep things moving smoothly. Forming a strong connection with them over the years, we have complete reassurance in the products and services they provide us.” For more information on the Kolorseal Ltd colour portfolio and the Hurst Doors range please visit the websites: www.kolorseal.co.uk and www.hurstdoors.co.uk respectively.

October 2021 | www.glassnews.co.uk

NATIONAL HOME SECURITY MONTH

The UK’s Leading Glass & Glazing Newspaper

SECURITAS SECURITY WINDOW LOCK FROM VBH

Hardware specialist VBH has introduced the brand new greenteQ Securitas Security Window Espagnolette.

"VBH advise that these double cam locking points are extremely strong as they spread the load if the window is attacked rather than allowing all the force to be concentrated on one point."

VBH advise that the new window lock comes with industry standard 20 and 22mm backsets to ensure compatibility with most current window systems and with a choice of two mushroom cam heights. VBH Marketing Manager Gary Gleeson tells us “Adding Securitas to our range allows fabricators to fit a greenteQ PAS24 rated window lock whether their preference is for a shootbolt or espagnolette – type product.

Securitas sits alongside the entry level greenteQ Window Espagnolette and popular PAS24 tested Invicta Window Shootbolt to provide three lock options for manufacturers of outward opening windows.

“Fabricators have told the greenteQ design team here what they want from a window lock all through the development phase so we know that Securitas meets their needs. It will hit the ground running and quickly become one of our core products.”

Securitas features pairs of mushroom headed cams that lock into both sides of a night vent striker plate. VBH advise that these double cam locking points are extremely strong as they spread the load if the window is attacked rather than allowing all the force to be concentrated on one point.

Securitas has been successfully tested on a number of profiles to PAS24:2016 at BSI. As a result, it is rated as a PREMIUM products in the Q-secure Approved Products List.

Each Securitas lock has a minimum of 4 mushroom cams (2 pairs) with the larger sizes boasting 4 pairs. Securitas is as quick to fit as a standard espagnolette as all fixings are applied in the same direction and there are no extensions to fit.

To find out more about Securitas and the rest of VBH’s range, visit www.vbhgb.com, email sales@vbhgb.com, or call 01634 263263.

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PRODUCT SEARCH

The UK’s Leading Glass & Glazing Newspaper

PRODUCT SEARCH BROUHA

Brouha is a boutique public relations, content marketing agency and branding strategy consultancy working with clients who sell products and services that make buildings – residential and commercial – look better, be safer and function more efficiently. We work closely alongside customers to craft and deliver unique campaigns that speak directly to their business goals and strategy. Core services include media relations, consultancy, communications strategy,

policy and stakeholder communications, ‘thought leadership’ development and the creation of compelling content for PR and digital.

REVOLUTIONARY FLUSH SASH NFA New Product of the Year, the revolutionary double-rebated flush sash Resurgence window from Liniar offers all the charm of a traditional timber window with the benefits of exceptional modern energy efficiency. Resurgence is designed with a range of fabrication options, from mechanically jointed to Timberweld® and is simple to install, with no glass bonding.

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ROOFING SYSTEMS

Stocked in range of modern colours, Liniar’s most recent addition to its window suite delivers patented perfection. A UK first, with double co-extruded bubble gaskets and an external seal discreetly mounted out of sight, Resurgence looks as beautifully as it performs. For more information visit: http://www.liniar.co.uk/upvc-windows/resurgence/

Homeowner demand is set to continue Ensure your portfolio offers an extensive range of roofing systems WE FABRICATE:

LINIAR’S OUTDOOR RANGE Customers want more choice - and with Liniar’s outdoor range you can offer more than ever before! Liniar’s low maintenance PVCu decking and fencing ranges are designed, manufactured and stocked right here in the UK. Available in a range of styles, a variety of colours and a wide variety of accessories including foiled balustrades to match Liniar windows and doors, outdoor products are the idea opportunity to provide a fully matching finish with a single point of contact for guarantees.

As we progress through post-lockdown life, consumer enquiries for PVCu decking and fencing have skyrocketed – don’t miss out on the chance to provide homeowners with just what they want. Find out more: https://www.liniar.co.uk/outdoor-range/.

Full marketing & technical support with in-house or on-site training provided.

We do more so you do less!

T: 01709 710100 | F: 01709 525262 E: info@connaughtconservatories.co.uk

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October 2021 | www.glassnews.co.uk

MARKETING

The UK’s Leading Glass & Glazing Newspaper

LET US HELP YOU WITH YOUR MARKETING IN 2021

Marketing doesn’t need to be scary

We can help you overcome your fears

T:07429 103925

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Marketing Experts for the Window & Construction Industries Glass News has teamed up with the very best marketing companies within the window and construction industries. Find your marketing partner here!

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26/02/2018 19:15

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

FENSA APPOINTS

BRISANT APPOINTS HEAD OF SALES AND CUSTOMER SERVICE

NEW BOARD MEMBER FENSA, the industry’s main competent person scheme, is pleased to announce the appointment of Phil Slinger, Chief Executive of Council for Aluminium in Building (CAB) to the FENSA Board.

Brisant Secure has appointed a new Head of Sales and Customer Service to help the company lead the way in customer service as it continues to lead in product innovation. Carrie Young brings with her 21 years of experience in customer service across a variety of different sectors. Since joining Brisant, she has introduced new systems and ways of working to provide the best and most efficient service for customers. Carrie is responsible for a team of 11 people and is part of the senior management team. Carrie says: “Brisant Secure is growing rapidly and we are handling a lot of calls and emails. To support that growth, it is important that we get the service right for customers and refresh the operations within the department. “I had what Brisant Secure needed in terms of skills and experience and I am already working closely with the team, who are keen to provide support for customers and just need some guidance to make the customer experience even better.” In just a few weeks, Carrie has promoted two advisors to team leader positions as well as creating two new roles to create a strong customer services team. Carrie adds: “We are the hub of the business, the face of the company. It is our responsibility to provide a service that stands out for all the right reasons. We want to ensure that we are gaining a great reputation and helping to retain business. No-one expects perfection, but by providing quick and efficient service, we can make our customers’ lives as easy as possible and exceed expectations whenever we can. “When you are leading the way, as Brisant Secure is, you’ve always got people biting at your ankles. I find that exciting and I want to do everything I can to make sure that the

On Phil Slinger’s appointment to the FENSA Board, GGF President and FENSA Chairman, Tony Smith commented, “It’s great to have Phil and CAB on the FENSA Board. It’s a dynamic and diverse Board with one broad aim, to make things better for our industry.” Carrie Young, Head of Sales and Customer Service at Brisant Secure

company remains ahead in the industry, in terms of customer service. “In the near future, I would love Brisant Secure to achieve the Customer Service Excellence Award, which will demonstrate to people just how good we are at what we do.” Nick Dutton, CEO of Brisant Secure, says: “As our business continues to grow and thrive, we need to have the right customer service to back up our ground-breaking products. Carrie is a tremendous asset to our team and is already making strides to make improvements and implement procedures that will help take the service we provide for our customers to the next level. She is already positively influencing her team and creating a sense of passion and achievement in the department.” Brisant Secure has been raising standards in the door industry since it burst onto the locksmith scene in 2013 with its ultrasecure Ultion family of locks and Sweet, its suite of beautiful corrosion resistant hardware. The company featured in the annual Sunday Times Virgin Atlantic Fast Track 100 for the past two years as one of the UK’s fastest growing businesses. Discover more at www.brisant-secure.com, call 01924 410 200 or email contact@brisant-secure.com.

The FENSA Board now has representation from all the trade bodies representing the framing materials in the industry. CAB joins the British Woodworking Federation, Steel Window Association and British Plastics Federation on the Board of the government-authorised scheme that monitors building regulation compliance for replacement windows and doors. Phil Slinger adds, “I am delighted to join the FENSA Board, being relatively new to the industry it’s important that CAB is represented at industry meetings and that we work with other trade organisations for the benefit of our Members and the wider industry.” Chris Beedel, FENSA Director of Membership comments, “Being the largest and longest standing competent person scheme in the fenestration sector, FENSA has stayed as the industry’s preferred choice because of its balanced working approach with all sides of the industry. We continue to work with organisations such as UKAS and Federation of Master Builders amongst others for the benefit of FENSA members and homeowners.” The collaboration and wide representation seen at board level is replicated across the FENSA community that has more than 6,300 FENSA Approved Installers across England, Wales and Scotland, ranging from sole traders to nationwide companies, all of them benefitting from several benefits with

Phil Slinger, Chief Executive of Council for Aluminium in Building (CAB), FENSA Board

external partners as part of their FENSA membership. With every potential FENSA benefit the same questions are asked. Will it save FENSA Approved Installers money, make their lives easier, win them more work, or all of the above? FENSA’s partnership with TradePoint saves installers 10% on all items across the board and the association with Fuel Card Services means the FENSA community can save up to 10p per litre off their fuel costs. FENSA’s range of financial partners include Improveasy, TrustShare and Take Payments, all of them offering invaluable products and expertise that will help FENSA Approved Installers to win more work at heavily discounted rates. Alongside them, the FENSA Training Academy and FENSA Recycling scheme are run by industry experts Total Support Training and CNC Recycling respectively. Only last year FENSA worked with industry lead generation experts ICAAL to launch FENSA Lead Generation, providing homeowner leads direct to our installers’ inboxes for free. Anda Gregory, Chief Development Officer for the GGF adds, “The culture within FENSA is one of collaboration. We work with partners and industry leaders to ensure the FENSA community have unparalleled access to experts, products and services that help their business thrive. We’ll continue to drive forward change for the betterment of our industry and our members.”

October 2021 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

NEW APPOINTMENTS

GQA HELPS FENESTRATION INDUSTRY DEVELOP TAILORED QUALIFICATION SOLUTIONS

RICHARD JACKSON, FREEFOAM UK SALES DIRECTOR Freefoam Building Products, a leading manufacturer of a wide range of innovative products for the building industry in Ireland, the UK and Mainland Europe are delighted to announce the appointment of Richard Jackson to the new post of UK Sales Director. Richard has been with Freefoam for the last 16 years as National Sales Manager, and as a result of the companies exceptional growth over that time, the senior management team have introduced this new post to meet the business needs in to the future and to ensure continued sales development and commercial success. Richard has worked in the industry for over 25 years in sales and business development roles and has built up an exceptional level of knowledge, expertise and commercial acumen. Whilst at Freefoam he has continuously developed and grown the evolving sales team in line with needs of the business. Alongside the sales growth, Richard has been the driving force behind the diversification and development of the customer base, with the continuous support

Richard Jackson Freefoam UK Sales Director

of existing customers and the introduction of new customers, both independent stockists and national merchants. Richard commented “I’m looking forward to working with our sales team and customers to maximise market opportunities and ensure Freefoam stays at the forefront of the PVC roofline and cladding market.” Aidan Harte, Freefoam Managing Director summarised “Our sales in the UK have consistently grown year on year, and Richard has been a key part of that. The appointment of Richard to the role of Sales Director will help Freefoam achieve the ambitious and challenging strategic sales goals we have set ourselves.”

NEW APPOINTMENTS

As well as taking over the day-to-day management of Quickslide’s vehicles and drivers, Nick will be overseeing fleet compliance, route planning and, crucially, ensuring that deliveries are made on time and in full to customers who are kept up-todate with accurate information on when to expect their orders. “I’m delighted to have joined Quickslide where, as well as supporting the drivers in all aspects of their roles, I’m keen to create improvements to the planning process to ensure better delivery information for all our customers,” says Nick, who has 20 years’ experience as a Transport Manager in various sectors including distribution, pallet networks and production companies.

www.glassnews.co.uk | October 2021

Two specialist services provided by GQA Qualifications are helping the fenestration industry to develop training solutions tailored to the specific needs of employers and their staff. The ‘Accredited Training’ and ‘Bespoke Qualification’ services provided by the fenestration industry’s leading awarding and qualifications-writing organisation means that employers can create and accredit in house developed training courses and learning programmes in addition of course to utilising existing qualifications.

means that employees can fully prove their competency, and employers can put into place for them a career progression route. Once developed, the qualification is exclusive to the employers concerned. “Both our Accredited Training and Bespoke Qualification services are proving extremely popular. They demonstrate the need for a flexible approach to training. Here at GQA we have close to 200 qualifications covering a broad variety of sectors. The fenestration industry, just like any other, needs training solutions tailored to its specific needs. I’m proud that we are helping to facilitate this and contributing to raising standards and assisting in shaping careers.” More information on GQA is available at www.gqaqualifications.com.

GQA’s Accredited Training service is aimed at employers in the industry who want to have their in-house training endorsed by GQA Qualifications and gives them the opportunity to deliver training that focuses on candidates’ particular needs specific to their role with the employer. Commenting on the service, GQA’s EQA/ Technical Officer, Martin Sadler says: “Using our Accredited Training service means that employers can develop their own training to suit their employees or their customers’ needs with the GQA stamp of approval to show the quality of the training delivered. The GQA-branded certificate we offer is an important tool and highlights the third party endorsement we bring. We can also help to develop specific courses in the consultation phase of our collaboration.”

QUICKSLIDE WELCOMES NEW TRANSPORT MANAGER Nick Craddock has joined Quickslide as its new Transport Manager, with responsibility for all aspects of the award-winning doors and windows manufacturer’s transport functions.

CAREERS & QUALIFICATIONS IN FENESTRATION

“My priority is also to increase our use of IT on the road. For example, using vehicle tracking linked to order profiles, in conjunction with rolling out digital handheld devices to all our drivers for delivery information and proof of receipts, so we can provide even greater – and faster – visibility to customers regarding the status of their orders.” Quickslide’s Managing Director, Ben Weber, said of the new appointment: “We pride ourselves at Quickslide on our honest and open approach with our customers and trade partners, and Nick’s role will be vital in ensuring we continue to give our customers the most up-to-date delivery information that we possibly can. Sharing updates regarding deliveries as and when they happen is crucial for our customers of course, as it also helps them communicate better with their customers too.” www.quickslide.co.uk

GQA’s Bespoke Qualification service is aimed at employers who wish to be able to offer those staff undertaking very specific roles the opportunity to work towards gaining a qualification where one does not already exist. The service is perfect for niche specialist areas which do not lend themselves to meeting the required content of a standard regulated qualification. In close consultation with the company concerned, GQA will develop a qualification that meets the needs of the organisation and the people who require it. Martin continues: “It is disappointing when people in specific, specialist job functions are not able to develop their careers by working towards achieving a qualification because a relevant regulated option is not available. This is where our Bespoke Qualification service can help. Developing a qualification tailored specifically to them, which carries the approval of GQA,

CAREERS & QUALIFICATIONS IN FENESTRATION

The UK’s Leading Glass & Glazing Newspaper

CAREERS

PARENTS SHARE THEIR THOUGHTS ABOUT CHILDREN GOING TO UNIVERSITY OR INTO INDUSTRY A YouGov survey* commissioned by GQA Qualifications has brought to light fresh insights about the attitude of parents to vocational training and careers as an alternative to their children going to university. The survey took note of the views of over 1,000 parents asking them to give their opinions on the routes available to their children after completing their initial education. Did parents think that their children should go to university as so many have done in the past, or did they think a vocational career path was a better option? The survey spoke particularly about the Fenestration Industry, offering parents a brief overview of what the sector was, and what it delivered to the economy in the UK.

construction of the glass sky scrapers which adorn every major city skyline in the UK; an industry that is worth over £4.6 billion per year, and has over 25 recognised career paths, all with training and qualifications available to those who choose to make their career in it.” While only 8% of the respondents claimed to have any awareness of the extensive number of career paths in the Fenestration Industry that are open to their children, encouragingly over 75% of them were not averse to their children choosing the industry as a potential career. Almost 60% of them agreed that for decades we have been sending too many young people onto university courses that do nothing to improve their life chances or help with their career goals, and with the skills gap and general need for staff across all industries at an all-time high, it’s encouraging that parents are now moving away from what had become a seemingly automatic process that sent their children onto higher education. Additionally, the survey revealed that just under 70% of those parents said they were not averse to their children entering the Fenestration Industry instead of going to university, and almost half revealed that they would actively like

Statement agreement Please think about this statement. "For decades we have been recruiting too many young people on to university courses that do nothing to improve their life chances or help with their career goals" As a parent, to what extent do you agree or disagree with this statement?

45.0% 40.0% 35.0% 30.0% 25.0%

20.0% 15.0% 10.0% 5.0% 0.0%

Strongly agree

Tend to agree

Neither agree nor disagree

their child to explore vocational career opportunities first to give them a balanced view of the options available to them as part of the decision-making process.

"Continuing personal and professional development are at the heart of what we promote at GQA, and we will continue to collaborate with industry employers, professional bodies and campaigning organisations to raise awareness of the industry and what it offers."

Commenting on the survey, Mick Clayton, CEO of GQA Qualifications who commissioned the survey said: "While it's great that such a high proportion of parents are not averse to their children entering the Fenestration Industry, it's clear that we still have a lot of work to do to raise awareness of the sheer variety of roles it offers. With over twenty-five career paths available, all with the opportunity for ongoing training and formal qualifications, it is a great industry for anyone to consider as a home for their skills and career ambitions. Continuing personal and professional development are at the heart of what we promote at GQA, and we will continue to collaborate with industry employers,

Like or dislike child exploring vocational training/ qualifications

Agreement scale

“The Fenestration Industry was described as that which is concerned with the placement of windows, doors and glazing into buildings; is an industry instrumental to the

Please imagine that your child was thinking about further/ higher education (e.g. A-levels, university etc.)... To what extent would you like or dislike your child to explore vocational training and/ or vocational qualification career opportunities FIRST as part of the decision making process, or would you have no strong feelings either way?

Tend to disagree

Strongly disagree

professional bodies and campaigning organisations to raise awareness of the industry and what it offers. “There is without doubt encouragement that parents are recognising the industry as a suitable place for their children to forge their careers and we will continue to work to raise awareness of the opportunities that are available." The full survey is available for download on www.gqaqualifications.com and for more information about the industry please also visit www.buildingourskills. co.uk. * All figures, unless otherwise stated, are from YouGov Plc. Total sample size was 4506 adults. Fieldwork was undertaken between 15th 19th July 2021. The survey was carried out online. The figures have been weighted and are representative of all UK parents.

As a reminder, the 'Fenestration industry' is the sector that constructs, places and glazes windows and doors in a building. It is one of the industries which is heavily involved in building many modern skyscrapers and buildings across major cities in the UK, such as the Shard in London. To what extent do you agree or disagree with each of the following?

45.0% The Fenestration industry as a potential career path for my child

40.0%

The Fenestration industry as an alternative to my child going to university

60.0%

35.0% 30.0%

50.0%

25.0%

40.0%

20.0%

30.0%

15.0% 20.0%

10.0%

5.0%

0.0%

Like a lot

Like a little

No strong feelings either way

Dislike a little

Dislike a lot

0.0%

Strongly agree

Tend to agree

Neither agree nor disagree

Tend to disagree

Strongly disagree

Fenestration agreement scale

October 2021 | www.glassnews.co.uk

LETTERS

YOUR LETTERS

The UK’s Leading Glass & Glazing Newspaper

COULD YOUR BUSINESS GET THROUGH ‘ANOTHER 2021’ IN 2022?

Feel free to get in touch with your views on the industry, legislation, government, or even the newspaper. Contact Chris: chris@glassnews.co.uk

Dear Chris, I’m going to start by saying that things still look pretty good. Our customers are busy (probably if we’re honest, still a little too busy), and the housing market remains strong, with house price growth, according to the Nationwide, up 2.1% and 11% annually.

Dear Chris,

want to be - but it’s not bad going, given the challenges we have seen.

We knew the road back from COVID and Lockdown would be bumpy but the challenges we and the window and door industry have contended with in the past year, have far exceeded our expectations.

We’ve seen our foils offer continue to grow. We hold 30 colourways in stock with 20 additional colours available in just 15 working days. Deceuninck fabricators sell twice as much colour as their competitors, while this year foil sales have made up 60% of our turnover.

It’s been incredibly tough, everyone’s expended a massive amount of energy, and people are tired, if not exhausted. Trying to manage suppliers, customers, and exponential growth in demand has been challenging in the extreme. We’re now in the tail-end of this year and are no doubt looking forward to a better year ahead. It is, however, worth noting that some of the challenges that we have seen in the last year are likely to be with us for some time to come. Resin and glass supplies remain under pressure, steel prices remain high. The cost of shipping containers continues to escalate - up $6,000 since April this year - disrupting supply of anything delivered in them, from hardware to composites. That’s before you build a shortage of labour, particularly lorry drivers, and the impact of COVID into the equation.

WHAT’S YOUR OPINION?

HAVE HOMEOWNERS FIXED EVERYTHING YET?

The fix to those problems isn’t going to be delivered over night. If you have encountered issues with your supply chain this year (and let’s face it, everyone has), the odds are that the start of 2022 is probably not going to feel so very different, however much we hope it will. I’m not going to pretend to have the answers. We are subject to the same forces for good or bad as everyone else. What I would go as far as saying is that I believe that we have manged those challenges as well as anyone, if not better than most. It’s been no walk in the park, but we have maintained our OTIF at 90%. That’s down 7% on where we were pre-COVID, and 10% on where in an ideal world we would

www.glassnews.co.uk | October 2021

We’ll also hit £50million turnover this year. That includes new customer wins. More importantly, it reflects the gains in market share seen by our pre-existing customer base in the last year. I can’t guarantee that we will be able to improve, or deliver the same service levels again, next year. That would be pure speculation given the continuing COVIDgenerated flux and uncertainty. I can only point to what we have delivered and say that going into the new year we are more adapted to the challenges that we have seen. We have made a multi-million investment in our UK plant, in our foiling capacity, and in our recycling capability as a group. We are in short stronger than we have ever been. We would encourage fabricators to take time out now to reflect on the last 12-months and the service levels that they have seen from their systems and wider supply chain.

That’s important because we know confidence and activity in the housing market drives investment in home improvement. There’s a growing consensus that the Stamp Duty holiday, other than costing the taxpayer £4.7bn in lost tax revenues, didn’t artificially inflate the housing market after all. That, according to the Resolution Foundation, was happening regardless of tax breaks, and was something singularly attributable to the fact that we’ve spent a stack more time at home/ Locked in them, since COVID first rolled in onto our shores. Order books look good, people have work into the new year. The only – and continuing challenge – is the supply chain - ours, yours, and us as part of it (again, we’re sorry that our service levels aren’t where we would expect them to be, but we are doing our best). We believe things may get a little better. Glass supply may start to ease in the months ahead as float lines, down since May for cold repair, come back online. As for everything else, steel, hardware, composite doors, polyamide thermal breaks? Well, we hope it’s going to get better soon, but I’d suggest we’re in for more of the same through to the end of Q1 at the earliest.

up 77% last August, on the same time in 2021. People are eating out in restaurants, going back to pubs and sporting events. The end of September is also the time that thousands of companies, are expected to lead the push to get workers back into the office, or at the very least some hybrid form of working. So if we aren’t in our homes as much going forward, can we be expected to be willing to spend at the same levels as we have for the best part of two-years, when we’ve had nothing else to do? I’m not suggesting for a moment that we should be panicking but reminding ourselves how we generate leads and what homeowners are going to want from us going forward, is sensible. For me that’s about two things. Professionalism and product. Homeowners will have had some great, but also not so great, experiences in the last 18-months. As we come out of the boom and return to more normal levels of demand, professionalism and customer experience, will win – and lose – retailers, business.

That, as I’ve said, makes margin protection important in the short term. Costing and pricing jobs to give yourself room to accommodate delays and price increases.

We continue to invest in tools which support our customers in establishing a professional approach from the fist touch point with the consumer.

I want, however, to focus on what happens next? The demand in home improvements has been driven above all by the fact that our lives, for much of the past two-years, have revolved almost entirely around the home.

We’re launching a new Proposal Builder, which literally does ‘what it says on the tin’. Our customers can upload images, their own branding, terms and conditions, and create professional proposals in minutes.

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

Freedom Day (19th July) didn’t deliver a radical shift overnight in our behaviour, but it did start the ball rolling. People started to turn their attention from home decking and patio projects to the gym, with memberships significantly up in the first few months since the easing of restrictions.

As soon as the homeowner comes back with confirmation and a deposit is paid, the order is instantly transferred to our customer CRM, EasyAdmin, where it can be sent directly to production. What it means is that process is simplified and managed right from the very first point of contact.

Rob McGlennon, Managing Director, Deceuninck

Searches for holidays for 2022, particularly those in the UK, were

Mike Parczuk, Managing Director, Sternfenster

As I’ve said, no one’s been perfect, but if they’re not going to get better, could you survive another quarter, six-months, a year, of the same? We can’t control the impact of COVID or labour shortages, but it is in our gift to change supplier if we believe we’re not getting the service that we need. Recognising that in time is going to be very important.

TIME OUT!

The UK’s Leading Glass & Glazing Newspaper

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October 2021 | www.glassnews.co.uk

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MACHINERY

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Emmegi (UK) Limited UnitLimited 14, Spitfire Close Coventry Business Park - CV5 6UR Coventry Emmegi Emmegi (UK) Emmegi (UK) Emmegi (UK) Limited Emmegi Unit Limited 14, (UK) Emmegi Unit Spitfire (UK) Limited Unit 14, Limited 14, Spitfire (UK) Close Emmegi Unit Spitfire Limited Unit Coventry 14, Close 14, Spitfire (UK) Close Unit Coventry Spitfire Business Limited Coventry 14, Close Spitfire Close Business Unit Coventry Park Business Coventry 14, Close - CV5 Spitfire Park Business Coventry Park 6UR Business - CV5 Close Coventry - CV5 Park 6UR Business Coventry Park 6UR Coventry - CV5 Coventry - CV5 Park 6UR Business 6UR Coventry - CV5 Coventry Park 6UR Coventry - CV5 6UR Coventry Tel. +44 2476 -Tel. Fax. +44 2476 677 381 www.emmegi.com - info.uk@emmegi.com Tel.676 +44192 Tel. 2476 +44 676 +44 2476 192 Tel. 2476 676 -Tel. +44 Fax. 676 192 +44 2476 +44 192 -Tel. 2476 Fax. 676 2476 -+44 Fax. 676 +44 192 677 2476 +44 192 2476 -Tel. 381 Fax. 676 2476 -+44 677 Fax. www.emmegi.com +44 192 677 2476 381 +44 2476 - 381 Fax. www.emmegi.com 676 2476 677 www.emmegi.com +44 192 677 381 2476 - 381 Fax. www.emmegi.com - info.uk@emmegi.com 677 www.emmegi.com +44381 2476 - info.uk@emmegi.com www.emmegi.com - info.uk@emmegi.com 677 381 - info.uk@emmegi.com www.emmegi.com - info.uk@emmegi.com - info.uk@emmegi.com - info.uk@emmegi.com

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25/01/2021 17:40 October 2021 | www.glassnews.co.uk

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The UK’s Leading Glass & Glazing Newspaper

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