6 minute read
Cold Calling
STEEL WINDOW ASSOCIATION PUNCHING ABOVE ITS WEIGHT FOR MEMBER COMPANIES
While there are larger trade bodies in the construction industry, the Steel Window Association continues to punch above its weight representing the sector’s interests at Government level throughout the pandemic, whilst also working on adapting existing products to meet ever changing regulations.
The SWA's members not only offer UKwide coverage, they can undertake contracts ranging from delivering contemporary steel fenestration packages for commercial developments, through to the detailed restoration of early metal windows in heritage situations. Amongst the projects the SWA has successfully completed in recent years has been the development of the W30 range of steel sections and the landmark introduction of thermally broken steel frames which represent a step change in the energy performance of steel windows. Most recently, the association's Product Development Group has completed a programme of fire testing to BS 476 Part 22 at Warrington Exova on internal single and double doorsets - with and without side screens.
Kris Bennell, President of the Steel Window Association
The President of the SWA, Kris Bennell, comments: "Depending on the project, our Product Development Group involves up to 20 highly experienced people from across the member companies, working together in a truly collaborative way. With that sort of expertise, mix of ideas and technical resources, improvements can be achieved faster and more cost-effectively. "The SWA also has access to a Technical Advisor, with many years of experience in the steel window industry, who represents us on a number of trade bodies including energy groups. This gives our members a voice to lobby Government when new legislation is being drafted." Referring to the everyday benefits available to members, Kris Bennell added: "On a continuing basis, the SWA's website and marketing activity generates new leads for our members".
The next project the PDG is starting work on is testing to meet Part Q Security requirements for W30 windows which have proved very popular with architects and developers for replacement domestic windows.
For further information on the Steel Window Association or if you're interested in becoming a member, please visit www.steel-window-association.co.uk
DANNY WILLIAMS ‘COLD CALLING’
Each month our special correspondent Danny Williams* replies to a reader’s letter...
BR Yorkshire
YES! Absolutely, no question. You should make the effort to go. And for once I would encourage you to actually believe the barrage of information that is coming at you.
I looked at your website BR and see that you have a nice business that seems to be doing well. You have a decent range of products, including a good brand of PVC-U windows, composite doors that appear to be from one of the larger players in the market (more on that later), and some nice garden doors, including French, sliders and bifolds, which will allow your lucky customers to get out into the blizzards and storms that I always assumed were a constant in your part of the world. You also appear to be dipping into other product areas though that seems to be a tad half-hearted, with little information compared to the treatment your main lines receive.
All of which tells me that you need to give your product offer a bit of oomph. I have been to every FIT Show (did you know that FIT stands for ‘Fabricator Installer Trade’?) and have had a blast each time. It has been said that I like to chat (!) and being able to recycle my stories to a new audience each time is a bonus. But to get serious, the FIT Show is a huge collection of the products of the type that you and I sell BR, and more to the point, products (and services) that we might want to sell and use to build your business and add a bit of sparkle. A perfect example for you is your lack of aluminium windows. Without aluminium you must be missing thousands of pounds in orders; it’s the biggest hole in your product offer and that alone is one that will easily be plugged by a day (or two!) at the show. Going back to your range of bifolds and sliders, they are OK but pretty average and the offer, I suspect, of your local friendly fabricator. At FIT there is always a huge choice of alternatives that provide a choice of styles, quality, hardware options, framing… everything…and from companies that can usually supply just as quickly as your local bloke, at least when the chips are down. In the modern world, you do not need to limit yourself to suppliers that are on your doorstep, which also means limiting yourself to the same stuff that most of your competitors are selling for the same reasons. You tell me that your business is well founded (22 years) and you have three teams out fitting so you are not a one-man-band. And I also suspect that you might take the odd day off to play golf/go fishing/shopping with the missus. None of which will put money in your trousers. Whereas a couple of hours each way in the motor, 5 or 6 hours around the show, should give you a proper idea of what is out there, that you will not get from any other source. Not magazines (sorry ed!), not the Internet…nowhere. I think you will be like a kid in a toy shop, especially as you have never been to a trade show previously. And if you don’t come away with at least one new fantastic product line to offer your customers as a result of going to the FIT Show, I will pay for your petrol.
HAVING SAID WHICH…
Whist you are there you might come and see me BR. For whilst my advice to you is from the heart and the head, for the first time since the launch show in 2013 yours truly has a stand at this year’s FIT Show. For some time now I have been concerned about the general product quality and more so, customer service levels of some of the composite door suppliers ‘serving’ our industry. And when I earlier remarked ‘more on that later’ it was because the resi doors that you fit are from one of the worst culprits. After researching the market for two years I have found a superb range of entrance doors manufactured by Gerda (you can have a sneaky look before the show right here, though work is still being done on the UK website: www.gerdadoors.co.uk), a significant brand in mainland Europe and I am launching them at FIT Show. They are not your run of the mill composite doors as they are either steel, or aluminium faced and constructed quite differently from anything else already available in the UK market. The security and insulation performance values are particularly impressive. They are, nonetheless, very competitive with the midmarket offer of most composite door makers. They could – perhaps should – be sold alongside a quality GRP faced brand, they are that different – and that good! Now, forgive me for this blatant bit of self-promotion but in my defence I usually approach my monthly outburst with restraint and a genuine commitment to the amusement, engagement and betterment of my regular reader. And now you, BR. But it is also an indication of my belief both in the FIT Show and in my genuine concern for the state of the ‘popular’ end of the resi door market in the UK. You might say that I am putting my money where my mouth is BR: do the same and come and see us whilst you’re at the NEC in May. I am convinced my petrol money is safe.
