Glass News January 2024 by Christina Shaw

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! AY Wu r y E Aux e I V r L th on G ola m cti S P fro lle . A t i f u l i o n r C op l e y i T Me a u u s h o l a S h IS b C l P J R a et a a H W i n V e l va s t i cE m m

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Summ er tim e garden ready

Big Gl azing? Big Sh ading! Award winnin g cottag e refu rb The pe rfect s pace for en tertain ing Exquis it in just e Renovatio n five d ays! Summ er 2022

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G23 AWARDS REVIEW

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The next editions will be out in Spring (a digital edition and a print edition). You can decide whether to advertise in one of these editions, or both – so the flexibility is yours! Deceuninck’s Rob McGlennon

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increase in performance beyond the 1.2W/ m2K introduced in the revision of Part L in June 2022, was at once a relief and a disappointment. A disappointment because as industry it is our role to look to the future, to innovate and to design and develop new and better windows and doors which require less energy and carbon in manufacture, and which deliver further carbon savings through life. A relief because at an initial reading it appears that we won’t have to move to triple-glazing to meet future requirements, but that’s at the first reading. The consultation has an unexpected sting in its tail - The Home Energy Model. This has ramifications almost as big for fabricators as any u-value of 0.8 W/m2K might have done because it has the potential to bring the industry back to exactly the same place - triple-glazing! Contined on page 4...

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Having been braced for a new notional value for new build of 0.8 W/m2K, the news that there would be no further

SEE PAGE 36

A consultation document has rarely been anticipated more. After four years of speculation, the Consultation on the Future Homes and Buildings Standards was finally published on 13th December.

SEE PAGE 58

HOW WAS 2023 AND ARE YOU LOOKING FORWARD TO 2024?

! AY Wu r y E Aux e I V r L th on G ola m cti S P fro lle . A t i f u l i o n r C op l e y i T Me a u u s h o l a S h IS b C l P J R a et a a H W i n V e l va s t i cE m m

Highly anticipated, the publication of the consultation on the Future Homes and Building Standards will send shockwaves through the window and door industry but for a completely unexpected set of reasons according to Rob McGlennon, Managing Director, Deceuninck.

VOICE OF THE INDUSTRY

Note from the Editor The Future Homes and Buildings Standards: 2023 Consultation document has made a surprise appearance just in time for us all to have some reading matter to pour over during the Christmas break. It’s a weighty tome to wade through but the pertinent portion that refers to windows and doors has been nicely analysed by Deceuninck’s Rob McGlennon and, rather than repeating his words, I’m happy to share his analysis in its entirety. The consultation period is from 13 December 2023 until 6 March 2024.

Issue 154 | January 2024

IS !! TH NTH MO

A RELIEF OR A DISAPPOINTMENT?

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

FUTURE HOMES:

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

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Improve is distributed as follows: • 30,000 print distribution via Sainsbury’s ABC1 stores • PDA Technology ensures 100% proof of delivery • Four Digital Editions per year, emailed to 16,500 homeowners each quarter • Facebook and social media channels (12 month social media campaign) – we reach a minimum of 350,000 Facebook users per quarter • We target homeowners/gardeners and people interested in DIY (age 27 - 65+)

David D - Exce omoney ll Hortic ence in ulture

Summ er tim e garden ready Big Gl azing? Big Sh ading! Award winnin g cottag e refu rb The pe rfect s pace for en tertain ing Exquis it in just e Renovatio n five d ays! S um m 1

Celebrity Features; Expert Articles and Advice Columns We’ve featured TV legend Kevin McCloud, gardening gurus’ David Domoney and Huw Richards as well as a double act from George Clarke & Max McCurdo, not to mention interior designer to the stars Kelly Hoppen and master of the home makeover Georgina Burnett and Laurence Llewelyn Bowen! To mention a few! Every Edition contains expert advice from people within the fenestration and surrounding industries, to ensure our readers are not only entertained but also kept informed of subjects such as planning permissions, building regulations and the latest trends and style. Distributed Via Sainsbury’s

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JANUARY 2024

The UK’s Leading Glass & Glazing Newspaper

IT’S 2024. ARE WE CHEERING? What will this New Year bring? It seems only yesterday that we were asking the same question about 2023 and I suspect the answers for the coming year will very much mirror what we said last year. I remember writing: “Here we are welcoming in a New Year, full of hope for our future success and looking forward to the challenges that 2023 will bring us. Or possibly not. While not wishing to bring an instantaneous dampener to the endorphins generated by thoughts of new and exciting challenges ahead, I have that awful sense of déjà vu…” And in 2024, is it going to be more of the same? Could things get worse? Having seen casualties in UKWG and Safestyle, are there more to come? Talking to someone with his ear close to the industry it sounds as if there may be others on the brink. Is this a disaster awaiting us or an opportunity for the survivors of the storm?

Do You feel positive about 2024 or are there so many threats that you are fearful about the New Year? Are you planning on launching new products and which products do you think are going to be most in demand during the year?

Trade News

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

30 Face To Face 32 Hardware 34 Face To Face

‘TIME OUT’ WINNERS – DECEMBER! Sudoku: Janet Hudson, Basildon, Essex Eye Spy: P Carroll, Exeter, Devon

36 Voice of the Industry 50 Software & IT 56 Company Profile: Glazerite 58 G23 Awards Review 64 Profile Bending 64 Roofing 66 Face To Face

Crossword: Mr D Kyte, Nantwich, Cheshire

70 Trade News

Congratulations to all our winners! Good luck in this months Time Out pages!

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

54 Cold Calling

Spot the Difference: Lee Atkin, Shaw, Oldham

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

68 Q&A: Guy Hubble 81 Colour 82 Marketing Expert 84 Letters

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

85 Fabricator Focus 86 Careers & Qualifications in Fenestration 88 Time Out! 89 Find A Supplier

@GlassnewsMag @GlassNewsmag

Christina Shaw @Glass News

@GlassNewsMag /GlassNews

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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.

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WA N T TO B E A PA RT O F I T ?

The next editions will be out in Spring (a digital edition and a print edition). You can decide whether to advertise in one of these editions, or both – so the flexibility is yours! Wi n te r

IT’S TI

M E TO

BRING

Spring

2023

IT’S TI YOUR

DREAM

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ME TO

BRING

Summe

2023

IT’S TI YOUR

DREAM

S TO L

ME TO

BRING

YOUR

IFE

DREAM

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r 2022

IFE

Smoot h Renov a Result tion s

5 STEP

to Cho osing PVC C laddin g

Max a

GUIDE T PLANN O

nd Ge

orge

Amazing Spaces, The Tool and some Club pretty cool conversi including ons, an ambulan ce We talk to TV celebriti makeover! es Max McCurd o and George Clarke

ING And P ermitt ed Develo pment .

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While I have full confidence in our industry, I really struggle to understand our dispensing cash to, for instance, the EU whom I thought we’d left, countries that spend on space exploration while taking aid from us – the list of waste seems endless, like £millions being spent to find a culprit for our approach to Covid while letting those who filled their coffers with PPE scams are not being pursued. Regrettably there seems no answer to our grubby, selfserving politicians or the civil service which is meant to serve the people. Happy New Year!

Front Page Story

28 What Door?

I find the answers we receive, in the very restricted 170 words we request, to be my best monitor of the state of our industry and its expectations for the future. No one claims life is easy out there but, there again, no one is throwing in the towel! We seem capable of adapting to the varying marketing conditions and I certainly don’t sense a state of panic. In fact, there is plenty of investment across the industry, both in kit, marketing and people.

26 Editor Interview: Epwin Window Systems

! AY Wu r y E Aux e I V r L th on G ola m cti S P fro lle . A t i f u l i o n r C op l e y i T Me a u u s h o l a S h IS b C l P J R a et a a H W i n V e l va s t i cE m m

Ongoing wars are certainly not helping the economy, oil prices keep fluctuating, then we get banks offering easy access accounts paying over 5% interest. Are things getting better or not? We are being warned of a

In our ‘Voice of the Industry’ feature for this January edition we asked: “Can we expect 2024 to be an improvement on 2023, or are regulations, interest rates, inflation, politics and so on conspiring against you? What will happen within the supply chain? Will customer demand grow or is everyone shoving their cash under the mattress? Will home improvement be important to homeowners and, if so, will they look for high end products or something really cheap? Is commercial work important to your business and will it grow? And what of the workforce, premises and plant and machinery…is this the time to invest? Can you even find the talent if you want to expand the workforce or are you moving towards automation?

CONTENTS 24 Windows

The supply chain is vital to us all and I was astounded to read recently that the Panama Canal was being affected by severe drought such that ships are both queuing and throwing bribes around to queue jump to get through narrow navigable passages. Failing that, they are diverting, and it’s a pretty big diversion, and going around to come through the Suez Canal instead. With the amount of water we’ve experienced in recent months and with plenty of ribald remarks about ‘global warming’, it’s hard to believe that drying up of that canal is possible….it shows what I know, or don’t know, as I thought the canal connected the Pacific Ocean to the Atlantic and would therefore be filled with seawater! Thank goodness for Google. Little did I know that this 51 mile waterway is actually serviced by an artificial freshwater lake that provides the water for the locks that lift and lower the ships, using 200,000,000 litres of freshwater for each passing ship. There’s no extra charge for this information that you can use in the pub quiz! The point of this little aside is that millions of tonnes of product are now delayed such that goods coming via the Pacific must cause problems in everyone’s supply chain.

mortgage crisis looming with fixed rate terms coming to an end and replacement deals nowhere nearing matching the 2% deals some householders have enjoyed. I have heard many voices advocating pushing high end products as that’s where the market is, and that makes sense. Those without mortgages and, quite possibly, with reasonable savings stuffed away, are those who will keep maintaining their homes and will seek quality products when they do so. Is this the era when quality wins out over price? I’m guessing it’s a mix of the two: yes, the high-end products will be in demand, but everyone wants a bargain, given half a chance.

December 2023 crossword solution:

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David D - Exce omoney ll Hortic ence in ulture

Summ er tim e garden ready Big Gl azing? Big Sh ading! Award winnin g cottag e refu rb The pe rfect s pace for en tertain ing Exquis it in just e Renovatio n five d ays! S um m 1

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

www.glassnews.co.uk | January 2024

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ASWS ADDRESSES LEAD PAINT ISSUES DURING DOVER STREET CONTRACT As an acknowledged specialist in dealing with the presence of lead paint, as well as the restoration of all types of metal windows, Associated Steel Window Services (ASWS) has carried out a detailed contract on behalf of Collins Construction during the refurbishment of 35 Dover Street in London.

Deceuninck’s Elegant window

Continued from page 1... The proposed Home Energy Model is according to the authors of the consultation ‘based on the latest evidence and is more sophisticated than SAP’. In the belief that you get out, what you put in, they highlight that the use of the standard sizes to work out u-values is problematic. The proposal instead is to use ‘either the actual size and configuration of the window or door, or measured using the appropriate hot box method set out in the BS EN ISO 12567 series’. This effectively means modelling each specific window configuration - and that creates a challenge because most of windows supplied in a real-world context are smaller than the ‘standard’ window configuration (1230x1480 open/fixed). The smaller the glazed area, the harder it is to achieve a u-value of 1.2 W/m2K. This is especially problematic where steel reinforcements are required. If the model is adopted, for a lot of window and door systems that brings us right back to where we started, triple-glazing. It will also place new onus on fabricators to evidence compliance on a product-by-product basis. It is worth noting that under current arrangements under Part L, the definition of ‘new build’ extends beyond volume installations to individual builds and extensions. Again, we have to play the waiting game, to feedback on the consultation and play our cards once the dust settles and the regulation is written. As a socially responsible business which is committed to positive environmental change, Deceuninck will continue to innovate regardless of regulation, developing new products which achieve consistently higher levels of energy efficiency - because ultimately, that is what homeowners want. For more information call 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk.

"It will also place new onus on fabricators to evidence compliance on a product-by-product basis. It is worth noting that under current arrangements under Part L, the definition of ‘new build’ extends beyond volume installations to individual builds and extensions." 4

The London-based company was selected to carry out the painstaking work, which required multiple applications of a non-toxic poultice strip, as the result of its previous involvement with the main contractor on other high profile projects. ASWS’s team of highly trained operatives was involved across four of the five storeys to the former ‘Empress Club’ and office building, striping and restoring a total of 36 large steel windows and screens. The use of lead paint was banned 30 years ago on health grounds, which means its presence is almost always masked by later coats of modern gloss paint; but trying to remove the build up by sanding or heat risks exposing workers to inhaling the harmful heavy metal. ASWS

can offer other methods of paint removal, but chemical stripping was the best option for Dover Street, to take the frames back to bear metal for repairs to commence. Director of ASWS, Kris Bennell, commented: “The options for onsite paint removal are limited, but they do include grit blasting which can be noisy, has to be tented, and requires the provision of cleaning and changing facilities allocated just to the operatives involved. The second alternative is using handheld chipping and scraping tools, which still generate significant vibration and dust hazards; or there is the poultice chemical removal.” Kris continues, “At Dover Street we applied between five and seven coats of the epoxy paste to the windows – some of which were quite large – and this has to remain for 24 to 72 hours before being scraped off. Not only is the paint retained within the ‘poultice’, but the lead is neutralised and converted into a manageable form, which is bagged and removed by an approved waste management company. The actual repairs involved replacing broken hinges and some corroded frame

Dover Street

sections and the overhaul and the fitting of new single glazing into the very shallow, 3mm upstands. We also undertook the full redecoration of the windows.” ASWS can provide a full range of services for the repair or replica replacement of metal windows from the early wrought iron and traditional Medium Universal section, through to mid and late century aluminium curtain walling. Options include the addition of draught-striping and a switch from single to double-glazing for improved energy performance, as well as the replacement or polishing of all ironmongery. For more information on ASWS, please visit asws.co.uk.

SECURE OPPORTUNITIES WITH FDS FROM DISTINCTION DOORS fds is a fully compliant FD30 internal and external composite fire door system from Distinction Doors, which is already well established, with products installed in homes right across the UK and Ireland. “The time is right to open fds up to a wider audience,” comments Distinction Doors’ commercial manager fds, Elliott Dawson. “There’s a wealth of opportunity in the fire door market and we’re here to help fabricators and installers make the most of this. “We’ve been active in the market for more than three years now, building awareness and providing a robust and consistent composite fire door solution. It is well-received, and all stakeholders are reassured by the peace of mind it affords. Our fds customers have the advantage over other providers due to their association with an established and trusted brand and a recognised product.” “fds is available to all, those who may be interested in becoming an approved fds manufacturing partner or others who are simply looking to buy-in the fabricated doorset. Either way, we have the expertise and

knowledge to support customers in conquering the fire door market.” The fds FD30 fire door system is independently tested to EN1634-1: 2014. It has achieved an average of 45 minutes integrity performance over 44 individual test specimens subject to 22 bi-direction fire tests. Every fire test was filmed. To address variables in test laboratories and prove consistent performance, the system experienced the same test methods across three countries and was installed in both rigid and flexible supporting wall construction. All submitted doorsets featured the same letterplates, viewers, and autothrow lock to underpin the need for consistency in testing. A variety of overhead door closers were also tested. The fds system also delivers on ambient smoke control (EN16343:2004), security (PAS24:2016), weather (BS 6375), sound insulation (Approved Document E) and thermal performance (Approved Document L). It is Secured by Design accredited and triple Q-marked for fire

resistance, smoke control, and enhanced security under the BM Trada Q-Mark Fire Door Manufacturer certification scheme. Most recently, the fds GRP composite FD30 fire doorset gained UKCA mark status and is fully compliant for external use. Installers and contractors can access fds through an official fds doorset manufacturing partner. After stringent testing and audits, each one is awarded the respected Q-Mark against BM Trada STD 170 scheme which is over and above Building Regulations mandatory requirements. To find out more about the fds composite fire door system and approved partner network please visit firedoorsystems.co.uk. If you are interested in becoming an official fds doorset manufacturing partner, please contact Elliott Dawson via 0345 2000 816.

January 2024 | www.glassnews.co.uk

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TRADE NEWS

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LINIAR INVESTS IN CUTTING-EDGE HUMIDIFIER SFS RAINSCREEN SUBFRAME SYSTEMS

– MORE THAN JUST A HELPING HAND

Rainscreen cladding solutions feature on many different types of property, from apartment blocks and hotels to schools and railway stations, while the build-up behind the visible panels is relied upon to ensure their performance benefits extend to far more than being a first line of defence against the weather. With this need for multi-functionality, industry specialist SFS has developed its offering on rainscreen cladding support systems to enable architects, design engineers and cladding contractors to achieve an installation which delivers the required thermal, structural, fire and other performance targets in a safe and economic manner. The manufacturer’s NVELOPE range supports concealed and visible fastened systems to meet most project’s aims while SFS Thermal Solutions ensures that the crucial challenge of closing the ‘Performance Gap’ can be adequately addressed. This requires not only understanding how the system can be correctly and efficiently installed on site; it also demands precise thermal modelling of the subframe to minimise point loss thermal bridging compromising the overall energy performance of the system. David Fraser the Business Unit Manager for SFS, explained: “As a key aspect on many building façades across our built environment, rainscreen cladding is a key contributor to a property’s overall energy performance, including for the huge number of older buildings which must be improved if we are to meet our net zero targets. Specifiers and installers need expert guidance if project energy design standards are to be achieved in practice. Our Thermal Solutions service and dedicated project managers can assist from the concept stages through to final delivery. Although the fitting of helping hand brackets represents a point loss thermal bridge within the continuity of the insulation, having accurate thermal modelling of different components and details, including for higher performing stainless-steel brackets and the essential thermal breaks to separate them from the main structure, helps to minimise the potential for problems relating to SAP or possibly during the working life of the building.” While the SFS bracketry is designed for speed and ease of installation, as well as to accommodate normal variations in the construction tolerances of the masonry or metal framed structure, the systems within the NVELOPE Thermal Solutions range also offer a choice of performance points and the NVS+Thermal system is certified under the Passivhaus component standard. The NVELOPE VB and HB ranges are produced in aluminium. (NV + Thermal & HB + Thermal are also compatible with SFS Thermal Pad) Then the NVELOPE NVS and NVS+ ranges offer the far lower thermal transmittance characteristics of 316 Stainless Steel, with a non-compressible thermal pad included to achieve the optimum U-values. For further information, call 0330 0555888 or visit https://uk.sfs.com/

Liniar, the UK’s leading PVCu systems company and a subsidiary of Quanex, has invested almost £30K installing a cutting-edge humidity control system in its Lamination Hall. The installation is part of the company’s continuous improvement culture and helps create the best possible environment for producing the highest quality foiled products. Lamination Production Manager John Stark explains, “Humidity control is critical to the moisture activated glues used in foiling PVCu profiles. With the new system we can ensure a consistent, measurable moisture level, enhancing our already industryleading standards and creating the optimal environment for superior results all year round.” He continues, “As far as we’re aware, Liniar is the only PVCu extrusion facility in the UK to have implemented

Liniar Director of Operations Peter Grundy states, “Historically, many systems companies have focused on the impact of air and profile temperature on adhesive and primer curing, with humidity often neglected. Humidity control system in operation, Liniar’s Lamination Hall 2023

this technology, which has been fully operational since September 2023 and works seamlessly with a fast-action shutter door to control the temperature within the Lamination Hall.”

“Our commitment to creating the best possible environment for year-round production is evident in this latest investment. By addressing humidity control comprehensively, we aim to deliver the highest quality products consistently and continue to meet the excellent standards Liniar’s customers have come to expect.”

LEAD ON QUALITY AND SERVICE AND KEEP YOUR CUSTOMERS ONSIDE Jeremy Phillips, Group Chairman of leading specialist aluminium fabricators CDW Systems, reflects on a new installer survey which indicates that even in tough times, it’s not always price that is the winning factor… With times getting tougher over the last year, it is certainly the case that there is less loyalty in the industry now, with some installers will have changed supplier because of price or lead times. Which is why Insight Data’s recent ‘State of The Industry’ report, particularly a survey carried out among a sample of more than 2,000 installers, large and small, in September, made such interesting reading. Each installer was asked the same four questions around enquiry levels, change of suppliers, projected growth and what drives supplier choice and the findings provided a fascinating snapshot of where our industry is right now. While there are clear indications of a general trading slowdown and industry jitters, there are also one or two rays of sunlight which, we hope, points to a better future for us all. Of these, the one I found most interesting was ‘When choosing a supplier, what key aspect is most important to you?’

By focusing on humidity, Liniar has taken a proactive approach to perfecting its laminating process, ultimately improving the bond between primer and adhesive. This results in consistently efficient air curing times, regardless of seasonal fluctuations.

Now, in these challenging times, you might expect many replies to centre on price, as we are a very price focussed industry. Surprisingly, this isn’t the case. Only 13 per cent of respondents mentioned price as a factor. The majority (55 per cent) focused on product quality, with 22 per cent, the second highest, citing customer service. Now, let’s consider that in terms of another stat the survey uncovered, which was that more than threequarters of respondents (78%) said they had stayed with the same supplier over the previous year. Stitch this and the previous stat together, and we can see that if suppliers are consistent with the quality of their products and customer service, installers will not desert them on the grounds of price. It’s a lesson to learn, especially for suppliers newer to the market. Competing on price alone – trying to undercut everyone else – simply isn’t sustainable. This is something we’ve taken on board since we began more than 30 years ago, which is why at CDW Systems we have always focused on product quality and customer care, knowing that we stand or fall by these measures. I’ve often said that as a fabricator, you need to be far more than a supplier. Quality products, lead times, and reliability must be backed up with the right help, advice, and support. We understand this completely, and

it’s why we try to offer a broad range of products, so our customers have everything they need. We have been continually trying to get our lead times down, having reduced our lead time of three weeks on “house” colour Dualframe aluminium casement windows, while we have recently extended our office hours for customers, with the office now opening at 7.30am instead of 8am so staff are available for the times when customers need them the most. Yes, price is important, but it’s by no means the end of the story – and these statistics prove that competing on quality and service will go a long way to not only winning more business but, more importantly, keeping it when you get it. Established in 1992, CDW Systems aluminium products include sliding patio doors, bi-folds, windows, commercial entrance doors and curtain walling. For more information visit www.cdwsystems.co.uk or call 01452 414853.

January 2024 | www.glassnews.co.uk

YOU’RE HOME WITH HURST

Introducing stunning new door styles, glass designs and hardware to our leading range of composite doors. From the contemporary, sleek elegance of matte black pull handles to the whimsical character of our bee and butterfly knockers and glasses, you know you’re home with Hurst.

DOWLOAD OUR BROCHURE Visit hurstdoors.co.uk or call 01482 790790

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EPWIN WINDOW SYSTEMS FURTHER ENHANCES PATIOMASTER’S SECURITY CREDENTIALS Epwin Window Systems has further enhanced the security credentials of its PatioMaster Sliding Door System with the introduction of a new and exclusive Yale 10-Point Locking System. Designed in collaboration with Yale, a global leader in security solutions, the new Yale 10-Point Locking System redefines door security by delivering the equivalent of a standard lock plus additional shootbolts at the top and bottom of the sash. By incorporating this advanced 10-point locking mechanism in addition to the Yale 3* cylinder, the PatioMaster Sliding Door System has exceeded the stringent requirements of PAS24:2022 enhanced security accreditation, underscoring the company’s commitment to security excellence. Commenting on the upgrade, Phil Parry, Technical Director at Epwin Window Systems, said: “The introduction of

the new PAS24 Yale 10-Point Locking System further demonstrates our commitment to adopting and meeting the latest industry standards. The high security locking system ensures the operational forces are within the allowable limits and delivers a step-change in door hardware security for our customers”. Every component of the PatioMaster System is impressive and has been intelligently designed to elevate its technical performance. A new sash profile increases glazing options and means the system offers outstanding thermal performance with U-values as low as 1.0 W/m2K with triple glazing. It also has class-leading weather performance and has achieved a market-leading wind loading of 1600Pa which means PatioMaster is the superior sliding door solution for coastal or high-rise properties. Compared to mass market offerings, the PatioMaster doors are 33% stronger by design. And a new interlock prevents intruders from prising the panes open to gain entry. The door system delivers enhanced performance with superior aesthetics, while self-levelling rollers ensure an easy-glide operation, making it a pleasure to use. PatioMaster’s impressive performance credentials make it well-suited for the diverse range of sliding doors applications, establishing the door as the superior solution for ground level, coastal and high-rise environments. Phil concluded: “PatioMaster has always brought the reassurance of a tried and tested brand with an exceptional market pedigree. With the new Yale 10-Point High Security Locking System and PAS24:2022 accreditation, the highsecurity benefits build on an already powerful proposition.” Tel: 0845 340 3968 – www.epwinwindowsystems.co.uk

CARL F GROUPCO TO SPONSOR THE 2024 GLAZING SUMMIT Leading independent hardware distributor Carl F Groupco has become the first sponsor of the 2024 Glazing Summit. The conference, which takes place in October 2024, is the UK’s premier event for industry leaders. Clare White, Marketing Manager at Carl F Groupco, said: “We are delighted to be sponsoring the 2024 Glazing Summit. It is a prestigious conference that is respected and supported across the entire fenestration industry.” Carl F Groupco has attended every Glazing Summit since its inception in 2018, and 2024 will be the fourth consecutive year in which the company has sponsored the event. Clare says this loyalty reflects the event’s calibre. “It’s invaluable to get the insight of fellow industry leaders on the topics that matter. It gives us a true picture of the industry, its challenges and opportunities – and how we as a supplier can help with them.” The agenda for next year’s conference is set to include debate about the burning issues facing the glazing industry. This includes supply chain crisis challenges, labour shortages and threats from upcoming regulatory changes. The next (2024) Glazing Summit will be the first since the conference was acquired by the Mark Allen Group. New to the helm but certainly no stranger to the glazing market – having worked within the industry for more than fourteen years of her career – Sarah Knight, Business Development Manager for Mark Allen Group, is handling sales for the Glazing Summit.

“We couldn’t be more thrilled that the Carl F Groupco team has chosen to continue its support of the Glazing Summit,” said Sarah. “By doing so, they are significantly boosting awareness of an already market-leading brand, thanks to the additional opportunities that the Mark Allen Group is bringing to the event. We look forward to working with the Carl F Groupco team.”

OPEN DAY SUCCESS

FOR HÖRMANN TRUEDOR Hörmann has opened its doors for a series of Open Days and welcomed visitors to South Wales to find out more about their Hörmann Truedor range of composite doors and view one of the most advanced door manufacturing facilities in the UK. The Open Day events were held at the company’s IG Doors new 200,000 sq. ft manufacturing plant located in Oakdale, with sessions being held over three days. Over 90 existing and prospective customers, along with members of the press attended and were able to tour the highly automated manufacturing facility. The day started with a short presentation on the history and the capabilities of IG Doors, together with a brief introduction to the comprehensive Hörmann Truedor range of doors. This was followed by a tour of the on-site showroom which featured not just an extensive display of composite doors but also the company’s Platinum44 steel doors, Ignis30 fire door and the Clima63 – a thermally efficient composite door which is able to achieve a U value of 1 W/M2K and below. Hörmann Truedor hold a unique position in the market by supplying the only GRP composite door to feature a door slab totally produced in the UK, which means they can ensure consistent quality and secure supply. The

addition of local, short supply lines and advanced manufacturing methods results in one of the most sustainable doors on offer. Visitors were able to see first-hand the whole manufacturing process from the creation of the complete door slab, paint, assembly and finishing, right through to despatch, with experts from both the Hörmann and IG teams on hand to answer questions. Commenting on the events, David O’Mara Marketing Manager for Hörmann Truedor, “We were delighted by the attendance at the Open Days with new and existing customers joining us from all over the country, with one company even visiting from Shetland. I can confidently say that everyone who went on the factory tour were impressed by the scale of the plant, the levels of automation and the expertise on show, and being able to see the actual production of a door slab was a first for all concerned. In fact, the six sessions we held were such a success and Hörmann Truedor have such a positive and compelling message to convey to the market, we are planning further Open Events in the Spring of 2024, dates of which will be announced in due course. So, as they say, watch this space.” To find out more about Hörmann Truedor visit Composite Doors by Hörmann-Truedor - The Fine Art Of Composite Doors or call 01530 516868.

Carl F Groupco is one of the industry’s longest-established names. It supplies an extensive range of premium quality window and door hardware and has longstanding relationships with Europe’s most innovative manufacturers. It is renowned for its proactive approach and for taking the lead on the topics that matter. As such, its ongoing support of the Glazing Summit is a perfect partnership. Tel: 01733 393 330 – ww.carlfgroupco.co.uk www.smartsecure.co.uk – www.carlfdirect.co.uk

January 2024 | www.glassnews.co.uk

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TRADE NEWS MANUFACTURING EXCELLENCE SEES DEKKO CROWNED A WINNER IN SCALE-UP AWARDS

The UK’s Leading Glass & Glazing Newspaper

DEKKO CELEBRATES TEN-YEAR PARTNERSHIP WITH RESIDENCE COLLECTION

The team at leading trade fabricator Dekko Window Systems is celebrating a big win at the prestigious Scale-Up Awards, having been crowned the winner in the ‘Manufacturing Excellence’ category. Organised by Business Leader, a leading media company for entrepreneurs, CEOs and investors, the Scale-Up Awards celebrate high-growth companies, with this year’s applicants judged by an independent panel that includes Dragon’s Den investor Touker Suleyman, investor and author Alpesh Patel OBE, By Caprice founder Caprice Bourret, and many other esteemed business figures. The win follows a very successful past 12 months for Dekko, with increasing demand across its entire product range, which includes windows and doors from both Reynaers and Deceuninck. The company is also the UK’s largest fabricator of Residence Collection windows and doors, and recently launched the world’s first fully seamless uPVC window, thanks to an exclusive agreement with machinery expert Haffner. Sales Director Kurt Greatrex comments: “It’s an honour to have been named a winner in the esteemed Scale-Up Awards – the prestigious recognition is a testament to the relentless dedication and innovative spirit of our entire team. “Over the past 12 months, we’ve seen a continued growth in demand for our product ranges, with the recent milestone of launching the world’s first fully seamless window proving our dedication to pushing the boundaries of innovation. “This award is a reflection of the collective efforts of every member of the Dekko team, and we share this success with our valued partners. As we celebrate this achievement, we remain committed to delivering excellence and pioneering solutions that re-define industry standards, and are very grateful to our wider network of partners, suppliers, and of course, our valued customers.” www.dekkowindows.com

Leading trade fabricator Dekko Window Systems is celebrating ten years of collaboration with Residence Collection, a significant milestone that underscores a decade of shared success, innovation, and an unwavering commitment to delivering excellence. Since joining forces in 2013, Dekko has manufactured premium timber alternative uPVC windows and doors that meet the highest standards of quality and design, having since become the UK’s largest Residence Collection fabricator. In ten years, Dekko has manufactured over 61,000 Residence Collection frames, averaging 130 frames per week across the R9, R7, and R2 ranges. Dekko Sales Director Kurt Greatrex comments: “Today’s consumers are looking for high quality, beautiful and functional products, and that’s what they get with The Residence Collection. We’ve been proud to produce their stunning windows and doors for ten years now, and from day one it’s been a productive relationship. “Our enduring collaboration with Residence Collection extends beyond mere product manufacturing – it’s a shared journey of innovation and excellence. The premium systems from Residence have played a pivotal role in enhancing our product offerings, enabling us to consistently provide exceptional solutions to our customers. “This partnership has been a driving force behind our continuous strides in technology, design, and, most importantly, overall customer satisfaction. As we raise a toast to the last ten years of success, we are excited about the possibilities and achievements that the next decade holds for us together.” Residence Collection Sales and Marketing Director Sarah Hitchings added: “Long lasting relationships like this one are the cornerstone of our business, and we couldn’t bring our products to customers without Dekko’s expertise and commitment to the highest standards of production. Both our businesses have grown over the past decade, and we’re looking forward to even more success in the future!” Visit www.dekkowindows.com and www. residencecollection.co.uk.

ISO CHEMIE’S WINFRAMER SPECIFIED FOR MK RESIDENTIAL WINDOW UPGRADE ISO Chemie’s thermal insulating and load bearing bracket support system has been specified for a major South East housing refurbishment programme. The move sees dozens of WINFRAMER units being retrofitted by Sandybased Potton Windows on pre-fabricated residential properties on a Milton Keynes housing estate over the next two years as part of a window upgrade investment project. The use of WINFRAMER will help to provide improved standards of thermal insulation, eventually bringing the properties up to zero carbon ready standards and delivering energy efficiencies for home owners together with longterm cost savings. Passivhaus certified and fire rated to up to 30 minutes, WINFRAMER is a prefabricated installation frame, manufactured to accommodate cavities up to 250mm that allows windows to be supported independently from the face of the wall regardless of any external cladding being in place. Quick and easy to install, the product’s application alongside the new window units is already reaping benefits for some homeowners, who are seeing a reduction in their heating usage with ‘huge’ energy cost savings. The Potton Windows Milton Keynes project comes as a wider Government strategy continues to push to reduce carbon levels in housing that has single skin, cavity

ISO Chemie’s WINFRAMER thermal insulating and load bearing bracket support system has been specified for a housing refurbishment programme in Milton Keynes

or non-cavity walls - these buildings have a reputation for losing considerable amounts of energy, heat and sound. Tom Ray, contracts manager at Potton Windows, which manufactured and installed the original windows back in the late 1980s and is now replacing them supported by ISO Chemie’s sealing technology, said: “As window system designers and developers, we are always looking at smarter ways to deliver low carbon units. ISO Chemie’s fit and forget products offer solutions for effective window sealing, delivering measurable airtight, acoustic and thermal sealing benefits in the process.” Andy Swift, country director at ISO-Chemie, said: “As new building regulations continue to bite, property owners and window contractors require smarter ways to deliver refurb projects through sustainable technologies. By working in partnership with ourselves, we are helping Potton create high-performance windows with a highly efficient installation.” The composite WINFRAMER brackets can bear heavy windows loads, including bi-fold doors, to provide a reliable, strong and high-performance support frame. Installation is quick with windows attached directly and secured mechanically using either standard fixing screws or fixing lugs in the usual manner. A hinged insulation core combines with the composite wood structural bracket to become an integral part of the overall wall structure, providing compliance with window energy saving regulations (EnEV) and the RAL quality assurance association. www.iso-chemie.eu/en-GB/home

“As window system designers and developers, we are always looking at smarter ways to deliver low carbon units. ISO Chemie’s fit and forget products offer solutions for effective window sealing, delivering measurable airtight, acoustic and thermal sealing benefits in the process.” January 2024 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

BUY PUNCH TOOLS WITHOUT CUSTOMS HASSLE, COST AND DELAYS, SAYS JADE

VINYLPLUS TO RIGOROUSLY ASSESS ECHA’S INVESTIGATION REPORT ON PVC AND ITS ADDITIVES VinylPlus®, the European PVC industry’s Commitment to Sustainable Development, takes note of the publication of the European Chemicals Agency’s (ECHA) Investigation Report on PVC and its Additives. For over 20 years, through successive VinylPlus sustainability commitments, the PVC industry has worked to ensure that PVC does not pose a risk to health or the environment. The ECHA report reflects this progress, showing that risks linked to the production of PVC are adequately controlled, that many additives used in PVC do not present a risk, and that PVC is being recycled across the EU in greater volumes than ever before. Responding to the report, Brigitte Dero, Managing Director of VinylPlus, said: “VinylPlus constructively worked with ECHA in its task of performing a whole lifecycle assessment of PVC, its additives, and potential alternatives, highlighting their performance, costs, and lifecycle benefits alongside the impact on human health and our environment. VinylPlus, thanks to the collective efforts of its value chain partners, has provided extensive, up-to-date information, including

volumes, uses, migration, hazards, exposure, and potential risks. I am proud of the role played collectively by the PVC value chain.” She added that “VinylPlus will carefully examine the report and its annexes. Given the evidence submitted by VinylPlus throughout the investigation process, we question the risks identified by ECHA for some ortho-phthalates and other plasticisers, organotin stabilisers and microparticles, and we are committed to working with regulators to provide information as needed.” Although the evidence submitted by VinylPlus demonstrates the safety of PVC for human health and the environment, VinylPlus will respond to the data gaps and concerns raised by ECHA. The European Vinyl industry has a track record of proactively and successfully substituting hazardous additives such as Low Molecular Weight (LMW) phthalates and lead/ cadmium-based stabilisers and shows industry leadership in continuing to improve the sustainability of additives used in PVC. VinylPlus efforts have made PVC safer, more sustainable, and more circular, as currently, around a third

of PVC waste produced annually in Europe is recycled, and the industry is investing in collection, sorting, extraction and dissolution technologies, as well as chemical recycling technologies in order to identify and manage PVC waste containing legacy additives. By 2030, the industry aims to achieve 1 million tonnes per year of recycled PVC used in new products. VinylPlus consistently advocates for a robust and science-based approach to ensure that materials such as PVC are regulated in a way that provides optimum protection of human health and the environment while giving our industry the necessary regulatory predictability to invest and innovate in sustainability performance to the benefit of society. The European PVC value chain is fully committed to contributing to the success of the EU Green Deal and the Circular Economy Action Plan through the beneficial use of PVC across products that are essential to modern life, including construction, transportation, and medical applications.

With the rapid resurgence of the UK aluminium window and door industry, especially in the home improvement sector, a supply chain has emerged that sees machine tools and especially punch tools frequently imported from Europe and further afield, following established links with many overseas-based systems companies. It is a process, says Adam Jones, director of Coventry-based Jade Engineering, that has become cumbersome, slow and expensive. And perhaps unsurprisingly, he believes that his company, which has been supplying such products for more than 15 years, can bring significant benefits to aluminium fabricators: “Many aluminium systems companies operating in the UK are divisions of overseas operations and have traditionally bought their machine tools and especially punch tools, from manufacturers in mainland Europe and even further afield,” observed Adam. “We have been told by a number of their fabricator customers, that due to increasingly complex, post-Brexit, customs legislation, the supply and repair of such products, is slow and problematic. This not necessarily in terms of import, but the export of old tools for refurbishment especially comes with delays and other issues that, for such a crucial but relatively low-cost product, is cumbersome, expensive and subject to considerable disruption. “Suppliers further afield do not have the EU red tape to contend with, but the sheer logistical challenge for products that are routinely renewed and refurbished, can bring its issues, especially when international events and weather, for example, disrupt the supply line. My point is: when a better alternative is available locally, why not take a look?”

Jade Engineering has the proud boast that it supplies every fabricator of PVC-U window and door frames in the UK, with ongoing supply agreements with every PVC-U systems house. The firm has a similar and growing number of relationships with the burgeoning number of aluminium frame makers and many of their systems suppliers, though some remain locked in to what Adam calls ‘a habit’ of buying tools from overseas: “The punch tools and other products that we supply are as good as anything manufactured anywhere in the world and actually, better than most. We supply punch tools from stock when we have supply agreements with systems companies, able to call them off and deliver literally within hours. “I hesitate to use the ‘British is Best’ tag but in this case it makes sense,” added Adam. “Punch tool refurbishment is managed in hours rather than weeks or even months and there is no threat to the supply chain due to wars, hurricanes and the odd barge caught in the Suez canal.” In addition, custom solutions such as those provided for some of the UK’s most successful aluminium systems companies, can be developed and delivered in weeks, advised Adam: “At Jade Engineering we especially enjoy the challenge of being given an ‘impossible’ task and solving it quickly, efficiently and cost effectively. And because we are usually within an hour or two of the customer, we can visit and examine the problem first hand, far quicker than engineers travelling from oversees. Often, we have solved the problem even before an engineer could fly in.”

WARWICK NORTH WEST DIRECTOR GREG JOHNSON CROWNED YOUNG ENTREPRENEUR OF THE YEAR Warwick North West Director Greg Johnson has been crowned Young Entrepreneur of the Year at the Downtown in Business’ ‘Livercool Awards’. With over 900 members from a diverse range of sectors, Downtown in Business is one of the fastest growing business organisations in the UK with offices in Liverpool, Lancashire, Manchester, Leeds, Birmingham, Cheshire and London, with their annual ‘Livercool Awards’ celebrating people within Liverpool who have made a significant contribution to the economic growth of the city. Founded in 1998 by Greg’s uncle Gavin Johnson, Warwick North West grew significantly over the years, and was taken over by Greg’s father Brian Johnson in 2008, who successfully navigated the company

through a global financial crisis and reached a turnover of £12 million by 2022. Greg had joined the business in 2007, starting out on the manufacturing floor and working his way up into sales and production. In 2022, when his father was diagnosed with prostate cancer, Greg took over his role as Director at the age of 34, further growing the business and successfully driving product development and innovation. Today, Warwick North West occupies a 100,000 square foot manufacturing facility in Bootle, employs a team of over 120 industry professionals, and manufactures a wide range of Eurocell uPVC windows and doors, as well as a range of aluminium products from Sheerline and Cortizo, for the trade, new build and commercial markets.

Greg has also successfully taken the helm in driving job creation, having secured partnerships with workforce organisations Nobody Left Behind and Inside Connections, an in securing exclusive business insight by becoming a strategic partner of the Liverpool Chamber of Commerce. With a commitment to helping the local community, Greg has also secured partnerships with Ykids and Alder Hey Children’s Charity in an effort to help better the lives of vulnerable children. “Being recognised for ‘Young Entrepreneur of the Year’ is an honour – the achievement is testament to the hard work and dedication of the entire team at Warwick North West, and I would like to express my gratitude to Downtown in Business for their support,” Greg said.

“This award is not just a personal achievement, but a celebration of the collective efforts that drive our success. I am excited about the future and continued growth at Warwick in contributing to the economic development of Liverpool and beyond.” Visit www.warwicknorthwest.co.uk.

January 2024 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

REHAU PRESERVES GOTHIC AESTHETIC OF A GLASGOW PROPERTY Quality Trade Windows, a family-owned window supplier, has transformed the energy performance of a historical luxury residential property in East Kilbride, Glasgow, while retaining its original gothic aesthetics. To meet the private owner's expectations, bespoke Heritage Vertical Sliding windows were fabricated for the project. Based in East Kilbridge, Scotland, Quality Trade Windows is a long-established window fabricator. In April 2022, the company was contacted regarding replacing 11 windows in a Victorian property in East Kilbride, where the original single glazing was causing the home to lose a significant amount of heat. While thermal efficiency was a key driver, the client was passionate about ensuring the new windows were as close to the original gothic variation as possible.

Founded in 1994, Quality Trade Windows has been exclusively manufacturing REHAU’s windows for almost 30 years. Stuart Carlin led this particular project from specification to installation. To solve the challenge, Stuart offered a traditional yet innovative solution to the owner and, in April 2023, all 11 windows were replaced with REHAU’s Heritage Vertical Sliding window system. The finished product was designed in white woodgrain and featured Georgian bar arches with run-through sash horns. Reflecting on the project, Stuart said: “The job in East Kilbride was a tall order because of its unique gothic design requirements. Aside from aesthetics, there were other priorities to take into consideration including energy performance, security, dimensions and other window features. We were able to meet the client’s high expectations thanks to REHAU’s Heritage Vertical Sliding windows and first-class customer support team.” The window profiles were foiled, delivered to Quality Trade Windows and fabricated by the glass supplier into the unique arched glazing style using Georgian bars. Additionally, the Heritage Vertical Sliding Windows all achieved the highest BSI weathertightness ratings for wind, air and water, BSI KM 13358 - BS EN 12608 (BS7412), with U-values of 1.3 W/M2K. Alongside the improved

“It’s not often that we get the chance to work with gothic buildings, but we were able to meet all requirements with the Heritage Vertical Sliding system.” performance and aesthetics, the new windows were designed to also work with the building’s existing window shutters, a feature that the owner was keen to retain. Samsara McDonald, Commercial Sales Manager at REHAU’s Windows Division, oversaw REHAU’s involvement in the project. Commenting on the success, she said: “When Quality Trade Windows briefed us on the East Kilbride period property, we knew the exact product for the job. It’s not often that we get the chance to work with gothic buildings, but we were

able to meet all requirements with the Heritage Vertical Sliding system. “True collaboration with Quality Trade Windows ensured the project was finished on time and within budget, leaving the client to enjoy the windows in all their glory. Now they have better heat retention, higher energy efficiency, improved security, and all while preserving the original gothic features of the building’s exterior.” To find out more about REHAU’s Heritage Vertical Sliding windows, see: https://shorturl.at/gvVW2.

January 2024 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

MADE FOR TRADE CELEBRATES 40 YEARS OF UNPARALLELED INNOVATION AND EXCELLENCE December anniversary sees pioneering North East manufacturer raises glass to celebrate a staggering four decades at the forefront of fenestration. In a world where a lot can happen overnight, rolling the clock back 40 years brings visions of an entirely different era; one where the UK was even yet to see the arrival of a Compact Disc let alone online sales and domestic 3D printing. The fenestration industry was however heading into its PCVU boom time and one business was set to shake up the industry in more ways than one; known in the years to follow as Made for Trade. Originally established as Aanco by Richard Gaunt in 1979, the company was officially incorporated on December 13th 1983, and since then has evolved into a powerhouse in the industry. A business that began as a supplier and installer of windows and conservatories to the retail market throughout the 1980s and 1990s, it moved from an original location in Sheffield to the North East, and soon became known for raising the bar and doing things differently in that busy PVCU sales era. It wasn’t long before an enviable reputation was firmly established in the Tees Valley area; becoming known for unparalleled quality in both products and service. As well as delighting customers by offering unbeatable prices, the company invested in the region with its inaugural purposebuilt Teesside factory, soon followed by a show village to engage with consumers and showcase the products for which they had already become known. That same quality-led ethos has remained at the core of the business for the last four decades, and during its transition from retail to trade with fenestration products that moved with the times and market demand. The company steadfastly remains a family enterprise and still provides the best quality products at the best prices, whilst that famous North Eastern friendliness is reflected in the industry’s best customer service and support from what is now a workforce in excess of 250. The strive to constantly improve production and manufacturing took a huge leap

forwards in the early 2000s when Richard’s son Bradley joined the team, bringing with him qualified experience in lean manufacturing – a step change that was set to revolutionise not just their home-grown company through newfound efficiencies but to pioneer new precision engineering standards across the industry. The Made for Trade name was suitably established in 2005 and the company continued to grow in size under new leadership. The next significant step came in 2016, with the launch of the Korniche brand; a disruptive product line that would go on to change the perception of the fenestration industry and stand behind a range of items with a unique engineering-led focus. So much so in fact that in the years that followed, Made for Trade is often regarded not as a fenestration business, but as a precision engineering company that just happens to be designing and manufacturing fenestration products. The first Korniche product to market was the Aluminium Roof Lantern, which alongside its design set the bar to new heights when it came to ease of installation, graphic instructions, and its ability to reduce the time spent on site for installers. The brand established its presence as a household name for both consumer and trade buyers at the 2016 FIT Show and the Homebuilding and Renovating Show two years later; where live demonstrations wowed onlookers via installations measured in minutes.

Bradley with Richard Gaunt in todays Head Office Show Room with the new Korniche Flat Glass product

Designed by the ever-growing engineering team now headed up by Bradley’s brother, Ashley Gaunt - recruited back to the family firm from his role designing motorsport suspension systems in Italy - the second clean-sheet product to be announced under the auspices of the Korniche brand was the Bi-Folding Door. It appeared for the first time at the 2019 FIT Show to a rapturous reception thanks to a number of highly innovative features, plus a price that saw it compete with industry bestsellers. Product number two swiftly became one of the most sought-after aluminium glazed product in the UK as a result. Production commenced the following year just as the company settled into their new home; a huge 120,000 sq-ft three-factory site in Wynyard that brought most of the core functions of Made for Trade under one roof. From initial quotation to final delivery – something which would soon include glass on the same drop - Made for Trade now served the entire UK market. The next three years saw extensive growth as the family team geared up to meet exceptional demand; whilst a new site in Hartlepool underwent redevelopment ready for the next stage of expansion. Of key importance during this time was gaining enviable ISO 9001 accreditation for quality standards; another landmark in manufacturing for a company in the fenestration industry. The Korniche Flat Glass was suitably unveiled in MFT’s 40th Anniversary year as the third product under the gamechanging brand name; again at the ideal time to capitalise on market demand, and the systems are now available to order with deliveries starting in January. Made for Trade is poised to continue its upward trajectory of growth and success in its 40th anniversary year as alongside new products it prepares trade days, press events, and in-house celebrations to honour its dedicated staff, many of whom have been with the company throughout its remarkable journey. Here’s to the next 40 years of remaining at the forefront of the fenestration industry. For more information www.madefortrade.co

How it started: The start of the Korniche journey, Bradley and Ashley unveiling the Aluminium Roof Lantern at FIT Show 2016

How it’s going: The Homebuilding & Renovating Shows 2023, the Korniche brand fast becoming the product of choice for both homeowners and trades

January 2024 | www.glassnews.co.uk

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Think you know Liniar...? INVESTING IN DESIGN AND DEVELOPMENT YEARS BEFORE FUTURE BUILDING REGULATIONS REQUIRE IT MEANS A LINIAR PRODUCT WILL ALWAYS EXCEED LEGISLATION. OUR FOCUS ON INNOVATION MEANS LINIAR CUSTOMERS REMAIN AHEAD OF THE CURVE - ANOTHER WAY LINIAR’S DIFFERENT. “Innovation helps us differentiate ourselves”

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TRADE NEWS

FAIRCO TRADE FRAMES CHOOSES HAFFNER FOR BUSINESS GROWTH Northern Ireland’s Fairco Trade Frames was established in 2021 to help meet the needs of the Irish trade community. When setting up its manufacturing facilities, the team made a strategic decision to collaborate with award-winning machinery specialists, Haffner. This decision has proven to be one they unequivocally stand by, reflecting the success and satisfaction derived from the partnership. Fairco’s General Manager Gary Malone explains: “Based on our direct experience with the quality and innovation of Haffner’s machines in a prior business, the decision to collaborate with Haffner in our new venture was immediate. From the initial machinery audit, their guidance, support and rapid turnaround ensured a prompt and efficient start, allowing us to be operational very quickly.” Fairco operates from a 15,000 sq ft facility in Carrickfergus, Northern Ireland, where its Haffner equipment includes an SBA-2 PVC-U Profile Machining Centre, an SMR 5 Five Head Welding Machine, a KB 515 Single Head Welding Machine, an SVK-2 CNC Corner & Transom Cleaning Machine, a DV 404 Reinforcement Profile Screwing Machine, a TC 294/20 Glazing Bead Saw and an MS 300 Measuring & Stop System.

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UNIQUE SUPPORTS CHILDREN IN NEED PROJECT Unique Window Systems, the multiaward-winning fabricator of PVCu and aluminium windows, doors, and curtain walling, has lent its support to this year’s DIY SOS The Big Build for Children in Need.

Left to Right: Chris Curran, Haffner - Gary Malone, Fairco

Gary commented: “We appreciate the speed, accuracy and quality of the Haffner machines in helping us deliver on our commitment to excellence at every level.” Fairco also has an ongoing maintenance contract with Haffner to ensure its machines are always working at their optimum. Gary said: “The hands-on approach of the Haffner team is invaluable. We work closely with Chris Curran, Technical Sales Manager at Haffner, and we’re further supported by service engineer David Carruthers. Together, they ensure we are making the most of our investment.” Fairco Trade Frames has gone from strength to strength since 2021 and has recently been nominated in the Northern Irish Enterprise Awards 2023. The company works across the retail and trade markets and its products include its Hampton Flush Glaze Windows range, Imagine Patio Doors and Matrix Fully Sculptured Windows and Doors. The company has ambitious plans for the future too, including further extending its trade market share. Gary concluded: “We have the capacity to expand our operations and our footprint at Kilroot Business Park. As we scale up our operation, we will be increasing our output with additional machinery from Haffner. We know their machines and their service support adds value to our business and we are looking forward to continuing the partnership.” Tel: 01785 222421 www.haffnerltd.com

to have the DIY SOS team come to Derbyshire to create a brand-new counselling and therapy centre within our grounds in Risley. “Just like adults, children who have lost someone important can find themselves struggling with a powerful range of emotions which can affect their daily lives and relationships at home and school.

The business donated aluminium double doors to help construct a new children’s counselling and therapy centre at Treetops Hospice in Risley, Derbyshire. Celebrating its 40th anniversary in 2023, Treetops Hospice supports individuals and their families from across Derbyshire and Nottinghamshire who are affected by life-limiting illness. This includes conditions such as cancer, heart disease, respiratory disease, motor neurone disease, multiple sclerosis, dementia, and Huntington’s Disease The services provided by Treetops Hospice, which include nursing care, emotional support, respite care and bereavement support, are all offered free of charge. Every year, the hospice must raise more than £4.3 million to meet its running costs which equates to around £12,000 per day. 70% of this sum comes from charitable donations and fundraising events. The double doors donated by Unique offer Treetops Hospice a number

of valuable benefits. This includes improved comfort and warmth, thanks to their high levels of heat retention and energy efficiency, as well as increased peace of mind due to their impressive security performance, which is Secured By Design accredited. Speaking of the company’s involvement in this year’s DIY SOS The Big Build for Children in Need, Mir Patel, Senior Manager at Unique, said: “Unique Window Systems has a firm commitment to corporate social responsibility, and we believe it’s important to give something back to the local communities that are home to many of our team, our suppliers, and our customers. “Our participation in the DIY SOS project at Treetops Hospice fully reflects this. We are delighted to support such an important and worthy venture.” Jules Kirk, Therapeutic Services Manager at Treetops Hospice, said: “We are absolutely over the moon

“Annually, we provide over 900 counselling sessions for local children, some as young as 7 years old, who are struggling after the death of a loved one. “Many of our young clients have experienced unexpected or traumatic bereavements including accidents, suicide, and murder. Many children are also still feeling the effects of the pandemic, having a detrimental effect on their mental health and ability to cope after the death of a loved one. “The DIY SOS The Big Build for Children in Need will make an immeasurable difference to hundreds of children and their families across our local area.” The special episode of DIY SOS The Big Build for Children in Need featuring products from Unique Window Systems airs on BBC One at 9pm on November 16th 2023 and will be available on catch up TV afterwards.

CORNWALL GROUP ACQUIRES FORWARD GLASS Cornwall Group has acquired Birmingham-based Forward Glass in a transaction that completed on December 1st in the Group’s most substantial deal to date. Cornwall Group purchased 100% of the share capital of Forward Glass, the Midlands’ largest independent toughened glass manufacturer and stock distributor. The Company will continue to trade under its own name. “Forward Glass is a great fit for us,” Cornwall Group’s chairman Mark Mitchell said. “The business is very similar to our Bristol based company Mackenzie Glass, which we bought from Pilkington Glass in 2017. They are an independent, family-owned business, selling single toughened, processed glass and stock to the trade. Cornwall Group has also acquired the 100,000ft2 site. “Forward Glass has a turnover in excess of £10m a year, employing over 100 people and, looking ahead, we have plans to broaden the offering. The Birmingham based company has three toughening plants, which brings the total at Cornwall Group to

eight. Forward’s typical customers are sealed unit manufacturers, traditional glass merchants and shop fitters. They are a successful business with a loyal customer base, and to them I would say it will be very much ‘business as usual’.” The current joint Managing Directors of Mackenzie Glass – Matt Prowse and Mark Herbert – will handle the dayto-day running of the business. Forward Glass’s former owner and Managing Director, Mark Weston Smith, who plans to retire, is the fifth generation of his family to operate in the glass industry, and was careful to find the right home for the employees and customers. “For me and my family, Forward Glass represents more than a century of tradition and experience,” he said. “I was keen to ensure the business was acquired by someone who shared our values. I believe Cornwall Group has a similar culture and the expertise and experience to manage the business and take it forward.” “Our plans for the future include investment in plant and machinery

and the introduction of an apprenticeship programme,” Mark Mitchell said. “But, ultimately, the acquisition of Forward Glass will allow the Cornwall Group to step out from its traditional base in the South West and expand into new markets.” Cornwall Glass’s advisors were Coodes (legal) and Lang Bennetts (financial), and Forward Glass was represented by Higgs (legal) and Springboard Corporate Finance (financial). For more information, please call 01726 66325 email info@cornwallglass.co.uk or log on at www.cornwallglass.co.uk.

January 2024 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

MADE FOR TRADE REMAIN ON TRACK FOR FAST-PACED RACING RESULT Management duo behind North East company’s game-changing Korniche product line conclude 2023 ahead of plans for yet more competition. Whether it’s an award-winning marketing campaign such as ‘Faster to Fit’ or engineering a new fenestration product that knocks valuable minutes and seconds off a day of fitting for trade installers, the concept of chasing time gains has long become synonymous with success with Made for Trade and its Korniche brand. This is something that was capitalised upon in the most visceral sense in 2023 for Managing Director Bradley Gaunt and Engineering Director Ashley Gaunt, as the pair applied that drive to be one step ahead of the competition by participating in the Hagerty Radical Cup UK for the first time. Competing in a club-level car circuit racing championship against other drivers - ranging from fellow novices to experienced championship winners - the MfT duo applied their sharp vision and technical backgrounds to the new venture as well as raising awareness of the company in front of huge crowds and on national television. The pair were behind the wheel of Radical SR1 racing cars; like all Made for Trade products these lightweight ‘sports-racing cars’ are proudly manufactured here in the UK and have also gained an enviable reputation for quality and value in their respective marketplace.

racing year. Like an off-balance builder struggling to install lesser fenestration products, there were a few accidental trips backwards into gravel traps along the way, but it wasn’t long before the pair started to get to grips with their 185bhp, 490kg racing machines. Next up, the championship headed to Brands Hatch in Kent, before visits to Snetterton in Norfolk, and Oulton Park in Cheshire - supporting the British Touring Car Championship in front of a mammoth crowd of motorsport enthusiasts. Those BTCC events saw race coverage by ITV, which meant that the Made for Trade and Korniche brands appeared on screens in people’s homes around the country; whether it was from an impressive overtake or a miscalculated mistake – the camera never missed an opportunity. Whilst the fast-paced world of fenestration innovation was second-nature to the brothers, the opening events were certainly a baptism of fire as they battled at the back of the grid, as well as learnt their way around so many of the UK’s circuit racing

The Gaunts’ racing season kicked off at Donington Park in the East Midlands, where the brothers soon realised some of the challenges that would lie ahead during their rookie

venues for the first time in a variety of weather conditions. Come mid-season, not only did the racing pair go on to compete at the home of British Motorsport on the full Silverstone Grand Prix circuit, but the also made progress up the order both within their novice category but also overall in their class for the bike-engined and sequential gearbox-equipped cars. The brothers’ Radicals were resplendent in contrasting Made for Trade and Korniche teal and maroon liveries, and they applied their extensive engineering knowledge to refine the set-up of the cars with the team throughout the year. Along the same lines as Made for Trade in its 40th Anniversary year, Radical Motorsport has enjoyed unprecedented growth as it heads into its 25th year, with a total of 14 factorysupported Radical Championships taking place across four different continents. Having been ably-equipped with the support of bikeengined racecar specialists North Motorsport throughout the season, the Gaunts were also coached along the way by multi-experienced North East-based racer Simon WalkerHansell, and all the hard work paid off. Come the end of the season and after a return to Donington Park, the Made for Trade office mantelpiece duly featured a selection of new silverware to sit alongside the countless awards for fenestration and Korniche innovation; reflecting some of the pair’s best results gained during their novice year. As Made for Trade enters its fifth decade of leading the way in fenestration design and manufacturing, the Gaunt brothers are set to return to their second season of Radical competition, aiming to build on the successes of 2023 and this time lead the way on track alongside.

Think you know Liniar...? BACKING FROM PARENT COMPANY QUANEX MEANS WE’RE A FINANCIALLY SOUND, STABLE BUSINESS. CUSTOMERS CAN MAKE LONG-TERM PLANS AND REMAIN REASSURED THAT THEY’VE PARTNERED WITH A RELIABLE SUPPLIER. OUR AIM IS FOR CUSTOMERS TO FOCUS ON GROWING THEIR BUSINESS WITHOUT DISTRACTION. “It reassures me to know Liniar is here for the long term”

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www.glassnews.co.uk | January 2024

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

WILL COMPOSITE DOOR PRICES HOLD UP? Composite doors continue to sell in growing volume but in a toughening market will margin be eroded? Mark Atkinson, Sales Director, Hurst Doors, discusses.

The Hurst Cottage Collection is designed to replicate traditional timber installations with a more rustic tongueand-groove appearance. In addition to the Designer Collection homeowners looking for a more modern finish can also choose from the Contemporary Collection. “Not everyone we work with has a sales team on the road, and even if they do, having the tools to generate the lead and help convert the sale is still important”, Mark continues.

If a single product has upheld the fortunes of the window industry, the composite door is it. Just 19 per cent of the total market as recently as 2007 (Palmer Market Research), composite entrance doors have taken the biggest single share of entrance door material for more than a decade, delivering solid margins to installers.

“The new Hurst Composite Door Collection and the ‘You’re Home With Hurst’ brochure, delivers a step change in the sales process. “We’ve created a stunning brochure, which is packed full of aspirational lifestyle imagery designed to inspire and guide the end-user.

COULD THAT, HOWEVER, BE ABOUT TO CHANGE? Toughening trading conditions at the end of 2023 and going into the start of 2024 are squeezing retail prices. “The marketplace is becoming increasingly challenging”, says Mark Atkinson, Sales Director at specialist door manufacturer Hurst.

Mark Atkinson

“We’ve also developed a supporting video campaign. The brochure features a QR code which they can scan on their phone and access a professionally presented video, which guides them through colour options, door performance, through to security and hardware. It’s genuinely like having an additional person in your sales team.”

AUGMENTED REALITY

“Historically as trading conditions have hardened, we’ve seen a race to the bottom to win business, but it's folly to do so. In the long term it simply erodes margin and proves unsustainable.

Mark continues: “Marketing also assumes pivotal importance against this context. We need to be able to support our customers sales process and give them an added armoury of marketing tools to help convert sales.”

Hurst has also gone one step further, creating a new augmented reality tool, which allows homeowners to visualise their new door in an AR environment on their property.

Mark continues: “When the market is more challenging you have a choice: to lower prices or stand by your business with full confidence in your offering and promote the benefits and added value in using your products and services.

PEOPLE ARE PREPARED TO PAY FOR QUALITY AND CHOICE

The next generation platform builds on Hurst’s market leading support offer, mobilising cutting-edge technology to support customer retail sales.

Hurst has invested significantly in its glass offer, as a key part of its strategy to support retail sales, with more than 40 different glass options available across its ranges, some of which are manufactured in-house by its team of glass-artists.

Opened in their browser, homeowners can choose from 12 popular composite door styles, viewing them as either a fully rotatable and zoomable 360∞ CGI; or superimpose their selection against their property on the screen of their device.

It’s also developed a carefully selected hardware range including its new premium black powder coated bar handle range. Finished in a matt black, the range has been developed as a sleek and minimalist pairing to its Designer Collection.

“We’re working to do everything that we can to support our customers so that they can sell on performance and aesthetics, rather than price”, Mark continues.

“We really need to get back to the fundamentals of selling. Identifying customers requirements matching those needs and wants, and providing a quality solution that is delivered on time.” While Hurst may have built its reputation on PVC-U panel supply, it manufacturers and ships 500 composite doors each week alongside 3,500 door panels, and has big ambitions for the future.

“We really need to get back to the fundamentals of selling. Identifying customers requirements matching those needs and wants, and providing a quality solution that is delivered on time.”

Developed to emulate the appearance of aluminium it’s been carefully curated by Hurst to support its customers in tapping into the demand for the aluminium aesthetic, but at a more accessible price point. It features four different styles, including solid and glazed options, which in addition to a dedicated hardware offer Hurst has paired with a contemporary and carefully selected colour palette, maximising design reach, with a choice of flat colour finishes in greys and black.

“The new marketing initiatives and marketing support that we've recently introduced, gives our customers additional resource. “Making use of new technologies pushes the envelope in terms of how we can best support our customer, sell or assist with their sale.” For more information please visit www.hurstdoors.co.uk, email info@hurstdoors.co.uk or call 01482 790790.

“It’s not only the ranges, hardware, colour and glass options that we have developed”, continues Mark. “It’s how we have approached the sales process. “We’ve been working to not only give our customers the products - but also the sales support - to help them to win business.”

DIFFERENTIATION IN HOW ITS SOLD This approach is evident in Hurst’s composite door sales customer support strategy. This includes the launch of the new Hurst Composite Door Collection, which integrates ‘traditional’ printed literature with video - and ultimately new digital tools, opening up a completely new level of dialogue with the end-user. In addition to the Designer Collection, it includes the Hurst Classic Collection, the mainstay of its offer, featuring Hursts most popular styles including the Composite Four, which features two top lights and two panelled details.

January 2024 | www.glassnews.co.uk

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TRADE NEWS

WINDOWS

The UK’s Leading Glass & Glazing Newspaper

EPWIN WINDOW SYSTEMS’ FLUSH CASEMENT WINDOWS DELIVER TIMELESS APPEAL

LEADS 2 TRADE LAUNCHES “THE LEAD VAULT” A FLEXIBLE WAY TO BUY LEADS FOR A WIDER INSTALLER AUDIENCE Leads 2 Trade has updated its Lead Vault to provide its existing and any new installer members with another avenue to buy leads – whatever their size and budget.

“Our premium appointed no pitch no fee leads have proven very popular."

The leading supplier of double qualified home improvement sales leads has continuously refined its lead offerings for installers since launching over 17 years ago, including the introduction of its premium appointed, no pitch no fee leads, and the Lead Vault is set to be another winner.

customer, they might be new start-ups, or are not in a position to cover whole postcodes and can’t commit to a certain minimum number of leads per week.

It will feature a range of lead types, from qualified with notes, exclusive to non-exclusive sold to you and a maximum of one other, and web qualified forms from its comparison websites, all priced accordingly. Andy Royle, co-founder, and director of Leads 2 Trade explained: “We launched the lead vault originally in 2019 and during Covid we used it to advertise leads for the percentage of installers who still wanted to buy leads whilst we were closed. “Our premium appointed no pitch no fee leads have proven very popular, but we realised that they are not suitable for all installers who may for example want to book their own appointments. “We get a lot of enquiries a month from installers who want to join our network, but they don’t necessarily fit the profile of a premium

“We know it’s not one size fits all, and the Lead Vault will appeal to that different type of lead buyer as well as our existing members who want to top their lead volumes up who may want different lead types with pricing to reflect that. There are no minimum orders or weekly commitments, installers can pick and choose the leads they want, when they want.” Leads will only stay in the Lead Vault for a maximum of three days so they don’t go stale, with a timer counting down from 72 hours, and members will be able to choose multiple leads and add them to their cart to checkout like an e-commerce website. The price of the leads will be from as little as £15 making them more affordable to a wider lead buyer audience. Any new Installers will still need to meet certain criteria to register for the Lead Vault, including being registered with their industry body, trading for a minimum period and have an existing web presence with reviews. “We now have a package to cater for all, with premium appointed leads, double qualified leads, and now the lead vault pay as you go leads,” added Andy. “And our existing premium members will also have access to the Lead Vault to top up their leads when needed.”

For more information on Leads 2 Trade’s membership options, telephone 0800 124 4308 or visit https://leads2trade.co.uk/about/membership-options/

Epwin Window Systems’ Flush Casement windows have proven their timeless appeal in a recent Yorkshire home remodelling project. The comprehensive front property elevation was carried out by local builder and property owner, Ralph Schorah-Croft who fitted the Flush Casement windows in a sympathetic extension of his detached bungalow in Pickering, North Yorkshire.

W40 STEEL PROFILES AN IDEAL MATCH FOR MODERN LIVING The versatile W40 window profiles, specifically developed by the Steel Window Association (SWA) for its members, are a stylish and modern solution that suit both new-build and refurbishment applications. While the classic W20 section continues to be preferred by conservationists and many property owners for early 20th century and older properties, W40 exemplifies how steel fenestration systems have kept pace with modern tastes and technical demands, while retaining key attributes such as strength and excellent daylight transmission. Today’s W40 profiles, manufactured from hot rolled steel, provide greater flexibility than their predecessors, being able too accommodate thicker double or even triple glazing units. They are also capable of creating larger window openings without coupling individual frames together. Doors manufactured using W40 profiles and featuring double or triple glazing can achieve very good thermal performance, while further providing excellent security; with multipoint locking being an option. The preferred IG unit for a building regulations compliant W40 steel window now features a 4-8-4-8-4mm construction, with two soft-coat Low-E panes; plus warm edge spacer bars and argon gas filling. They can also contain acoustic glass, making W40 designs ideal for many innercity areas where noise pollution is a common issue. The SWA represents steel window manufacturers, from expert restorers working with heritage bodies and local conservation officers, to large companies producing W40 frames for commercial offices and leisure destinations as well as modern apartment blocks, schools, hospitals, and other public buildings. Significantly, W40 profiles can be used to fabricate a wide variety of opening formats, including multi-leaf folding/stacking doors, in a full selection of RAL colours.

The windows for the comprehensive front elevation including the construction of an additional front bay window, were manufactured by longstanding Epwin Window Systems’ fabricator, Kingfisher Windows. Deborah Beeley, Sales and Marketing Manager at Kingfisher Windows explains. “The customer wanted to extend their 1970’s built bungalow which included the construction of a full front extension and porch area. The Flush Casement windows were chosen for their timeless aesthetic appeal and were manufactured in sage smooth on white to sympathetically complement the property’s light stone façade. The new extension is impressive and has delivered the transformation this family home required.” Having been a customer of Kingfisher Windows for some time, Ralph Schorah-Croft new first-hand the quality and appeal of the products. He said: “Having used Kingfisher Windows before, we knew we were in safe hands with our own home refurbishment project. The windows look superb and have been a real talking point with many neighbours and passers-by enquiring about the windows. It’s nice to hear such positive comments and have certainly added additional kerb appeal to our property.” Epwin Window Systems’ Flush Casement system delivers the hallmark of a traditional timber window but with all the modern PVC-U performance. Suitable for both new build and refurbishment projects, the windows are designed to maximise thermal efficiency. The PVC-U system meets and exceeds all regulatory requirements and achieves a window U-value of 1.2W/m2K with 24mm double glazing. Kingfisher Windows, who are strategically located just 400 yards from Junction 27 on the M62/M621 and 5 miles south of Leeds City Centre, have been manufacturing and supplying a comprehensive range of windows and doors for over thirty years across the North and Northwest of England. The long-established family-based business has an excellent reputation thanks to its commitment to offering quality products and a reliable service. Deborah concluded: “We are thrilled to hear the positive responses generated by the installation of our Flush Casement windows. This project exemplifies the timeless elegance that Flush Casement windows can bring to any property and the positive feedback further underscores the excellence and design of our products." Tel: 0845 340 3968 – www.epwinwindowsystems.co.uk

The SWA offers UK wide coverage with member companies able to carry out the full range of contracts from the repair and restoration of heritage windows through to the installation of major fenestration packages in contemporary commercial, residential and other types of developments. 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.

January 2024 | www.glassnews.co.uk

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EDITOR INTERVIEW: EPWIN WINDOW SYSTEMS

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RESPONDING TO THE FUTURE HOMES STANDARD CONSULTATION With the industry responding to the Future Homes Standard consultation, Glass News caught up with Phil Parry, Technical Director at Epwin Window Systems, to look at the proposals and discuss next steps.

resemble the fabric standards in the 2021 Part L uplift to the Building Regulations. We investigated including better walls, floors, roofs, triple glazing and improved thermal bridging. However, the only cost effective and practical improvement we found could be made to the standard was an improvement in airtightness. This improvement in airtightness is matched with the change to a decentralised mechanical extract ventilation system, in line with Approved Document F, Volume 1: Dwellings.”

The Future Homes and Buildings Standards: 2023 consultation proposes no change to the thermal efficiency requirements that were introduced in 2022. This sounds like good news. Is it?

It says the decision to keep fabric standards largely the same was driven by several factors. It notes that: “the level set in 2021 will ensure that (with adequate ventilation) new homes do not generally experience damp and mould or excessive temperatures; an increase in fabric beyond this level does not give significant additional benefit.”

Yes, to a certain extent. The consultation only proposes no change to the 2022 Document L of Building Regulations fabric performance levels. It’s a pragmatic approach. There is still some unpicking to do to understand the full impact so it’s too soon to breathe a sigh of relief. This is

Phil Parry

only the consultation document so there could still be changes made depending on feedback.

What exactly does the consultation say?

As is the way with these things, this is a lengthy document of over 18,000 words. The part that is most relevant for our purposes is section 4.2.3, which covers the fabric of homes in relation to performance requirements. It states: “The performance requirements in this consultation closely

Importantly, it notes that: “fabric improvements are increasingly not a costeffective intervention to reduce carbon. This means that as we increase fabric beyond the proposed level, the monetary value of carbon saved by increasing fabric efficiency is less than the cost of installing that additional fabric. As such, there are other interventions that decrease carbon and consumer bills in a more cost-effective way, such as (above) switching heat source and including solar PV panels.” In essence, they agree with our argument that tightening thermal efficiency requirements simply made no sense. The only way to reliably achieve 1.2W/m²K or below at present is by using triple glazing. If lower U values were mandated, it would require the amount of glass required in the industry to increase by 50%. There would also be knock-on implications for the amount of raw materials needed in frames and hardware. All of these factors would increase the cost of glazing – and create additional carbon in their manufacture.

It’s reassuring to see that government listened to the industry’s expertise when drawing up the consultation. Would you agree? Undoubtedly. The Department for Levelling Up, Housing and Communities, which is responsible for the Future Homes Standard consultation, gathered information from the industry about the future direction of Document L for this consultation. This included the Glass and Glazing Federation

January 2024 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

Document L Working Group, of which Epwin Window Systems is a part. We put forward our well-reasoned arguments around the realities of reducing U values in terms of cost and use of precious finite resources. It’s good news they took our input on board.

The devil is in the detail, as they say. Are there any potential stumbling blocks in the consultation we need to be aware of?

Responses can be submitted via https:// consult.levellingup.gov.uk/energyperformance-of-buildings/fhbs-2023consultation/.

What are the lessons we can learn from the months of uncertainty around the Future Homes Standard? I think there are two lessons.

EDITOR INTERVIEW: EPWIN WINDOW SYSTEMS

Firstly, that it’s important as an industry to step up and make our voices heard. We actively lobbied around the realities of reducing the U values of glazed elements and how it could even be detrimental to the UK’s journey to Net Zero. Our voices made a difference, as we see when we look at the consultation document. It’s a powerful reminder that, as an industry, we have a strong voice. This is especially important given the vital role we have to play in helping the UK reach its Net Zero targets. Secondly, that it’s never been more vital to partner with a systems company that’s

leading the way in this area. We stepped up when it counted – and will continue to do so. At the same time, we’re ready to support our customers when and where it matters. We offer the largest choice of Part L-compliant PVC-U and aluminium window and door systems on the market today. Together, they deliver everything that’s needed to maximise the opportunities in every sector – and deliver the vital carbon reductions that our planet needs. www.epwinwindowsystems.co.uk

Yes, very much so. The proposal to retain existing thermal efficiency requirements will attract all the headlines. But one important change the consultation proposes is to remove the standard window configuration from new building dwellings. This means that each window’s U value will have to be calculated on their actual size. In other words, even the smallest toilet window will have to comply with the requirements.

What are the next steps from your point of view? Now is not the time to be complacent. These proposals are in the consultation period and everyone in the industry needs to continue to make their voices heard. When it comes to thermal efficiency, if we all sit back and think “job done” and not respond to the consultation, there’s a risk that others who do respond may object to the proposal and ask for tighter U values. We must all highlight our agreement with the consultation in this regard. At the same time, we also need to highlight the potential issues with the removal of the standard window configuration. Removal of this will add complexity and whilst it’s important that real life performance replicates the models, it’s also important to not burden the industry with red tape and to make things as practical as possible. The consultation period is open now and ends on 11:59pm on 6 March 2024.

www.glassnews.co.uk | January 2024

TRADE NEWS

WINDOW SUPPLY COMPANY NAMED AS THE FASTEST GROWING MANUFACTURING AND ENGINEERING FIRM IN SCOTLAND AND 5TH FASTEST GROWING COMPANY OVERALL IN SCOTLAND’S 2023 FAST GROWTH 50 INDEX Window Supply Company, a uPVC window and door manufacturing firm in West Lothian has been recognised as the 5th fastest-growing business in Scotland. This is part of the Fast Growth 50 index for 2023, which identifies the fifty fastest-growing companies across six nations and regions, including Scotland. This achievement underlines Window Supply Company's significant impact on Scotland's economy and its capacity for growth and innovation.

ABOUT THE FAST GROWTH 50 The Fast Growth 50 is an annual index that identifies the top 50 fastestgrowing companies in six nations and regions, including Scotland. This year's index for Scotland has highlighted businesses from multiple sectors that together generated a turnover of £891 million, at an average growth rate of 134 percent, with the creation of nearly 2,488 jobs last year.

ROLE IN SCOTLAND'S BUSINESS SCENE Being part of the Fast Growth 50, Window Supply Company has shown strong performance and made a positive contribution to Scotland’s business community. Professor Dylan Jones-Evans OBE, Founder Fast Growth 50 said: "The UK Fast Growth 50 Index

demonstrates that a small number of fast growth firms such as Window Supply Company make a substantial contribution to the UK’s economic landscape, providing real examples of how innovation, enterprise and sheer hard work can make a real difference in all sectors from construction to financial services to technology. "Their incredible growth during difficult times shows that through generating wealth and jobs in their local communities, entrepreneurship is the cornerstone of regional and national prosperity. Most important of all, their success stories demonstrate the impact of ambition and adaptability, providing a blueprint for sustainable growth that will hopefully inspire others to follow a similar journey.” This year’s Fast Growth 50 Scotland list is in partnership with UBS, the world’s leading and truly global wealth manager. Mark Goddard, Head of UK Regions at UBS Global Wealth Management said: “Business owners and entrepreneurs are the engine of our economy, and UBS has a long history advising and connecting them on each stage of their wealth journey, helping them to unlock their potential. Led by entrepreneurial spirit and often solving some of the UK’s biggest issues, the level of talent and innovation uncovered through this year’s list shows that more needs to be done to support small businesses to strengthen local economies and give back to the local community. As the lead sponsor of this year’s Fast Growth 50, UBS is looking forward to following and supporting these businesses as they go from strength to strength.”

SHORTLISTED FOR TWO AWARDS In addition to the prestigious acknowledgement of the 5th fastestgrowing business in Scotland, Window Supply Company is ranked number 1 fastest growing firm within manufacturing and engineering. The company has also been shortlisted for both the ‘Customer Service Excellence’ and ‘Sustainable Practices Champion’ awards to be announced on 28th February 2024. Duncan Murray, CEO & Founder of Window Supply Company says: “We are growing and at pace. We are thrilled to be recognized as one of the fastest growing businesses in Scotland. To be positioned as the fastest growing firm in the manufacturing and engineering sector is testament to the team’s expertise and forwardthinking vision. Key to our success is undeniably our agility, as we continue to adapt to the many challenges facing the sector. A carefully selected mix of industry leading supply chain partners driven by product innovation keeps Window Supply Company at the forefront of our sector, contributing to our success.”

CONTRIBUTION TO GROWTH AND JOB CREATION During 2020 to 2022, Window Supply Company was instrumental in the Fast Growth 50’s collective turnover increase of £510 million, also creating 170 new jobs. This highlights the company's role in Scotland’s economic growth, particularly post-COVID-19.

DIVERSE RANGE OF BUSINESSES The Fast Growth 50 features companies from various sectors, adding to the diversity of Scotland's economy. Window Supply Company with its focus in the construction sector is part of this varied business landscape.

GRIPCORE 2.0 IS READY FOR MARKET DoorCo announced recently that version 2 of their premium composite door slab, GRiPCORE is being released in January. The leading product has a new core that has evolved into a revolutionary hybrid timber-foam core and is now ready for sale supported by a new suite of marketing materials, including a brand-new printed and digital brochure. Ian Glenister, DoorCo’s Technical and Sales Manager, tells us more about the new GRiPCORE door: “Moving away from a timber only core to achieve greater results in rigidity, security and energy efficiency, GRiPCORE’s core is now a hybrid of layered HDF plywood timber and PIR foam, compressed between two sheets of aluminium, an additional sheet of exterior grade plywood and finished with our signature 5mm GRP outer skins. The combination of foam and wood provides enhanced thermal capabilities and impressive strength, whilst the aluminium acts as a vital layer for protecting against moisture infiltration and extra stability. The result of bringing all these elements together is a one-of-a-kind, premium slab that delivers a low centre pane U-value of just 0.8. “The futureproof engineering of GRiPCORE’s hybrid timber-foam core means it is stronger, more secure and more thermally efficient than solid timber core counterparts.” DoorCo’s Marketing Manager, Ellie Pool, tells us more about the launch: “GRiPCORE 2.0’s high-quality and unique composition delivers all the USPs that you want from a door – stability, weather resistance, strength and style. Our network of fabricators is excited about being able to offer such a high-quality product in their composite door portfolios and so far, the feedback has been extremely positive. “We’re ready to support our customers to bring this industry-first composite door to market with an updated collection of marketing tools. Central to this is a brand-new dedicated GRiPCORE brochure that has been designed to really bring this impressive door to life. There is key information about the product and its exclusive core, new AR models hosted on a brand-new GRiPCORE website, and some fresh new colour choices to help inspire the end user. “The new brochure is already available digitally, with printed versions arriving for distribution in January. As with all of our brochures, there is the option to customise the design and the marketing team are on hand to help with this. “GRiPCORE 2.0 is truly a one-of-a-kind door and a first for the UK industry. It’s a game changer for fabricators and installers looking to offer ‘premium’ and ‘energy efficiency’ in one composite door, and we’re really excited to see GRiPCORE 2.0 claim its place at the top of the premium door market.” For more information, browse the brochure: https:// www.paperturn-view.com/uk/doorco/gripcore-brochure2024?pid=ODc8768252&p=15, call 01625 428955 or head over to: https://trade.door-co.com/gripcore-by-doorco/

WHAT’S NEXT FOR WINDOW SUPPLY COMPANY While the current economic climate in the sector remains volatile, there’s more growth planned as the company seeks to capitilise on their market reach in England and launch a range of diverse new products to satisfy growing market demand.

January 2024 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

ENDURANCE® DOORS’ SALES INITIATIVE CELEBRATES FIRST ANNIVERSARY - AND EXCEPTIONAL SUCCESS RATE Manufacturer of solid, secure and stylish composite doors, Endurance® Doors is marking the first anniversary of the opening of its dedicated consumer focused showroom. Since its opening 12 months ago, the innovative form of sales support has enabled numerous Endurance installer partners to enjoy a 100% success rate in converting homeowner enquiries into actual orders. “Endurance® Doors has always recognised that our relationship with our installer partners is symbiotic” explains Russell Hensman, group marketing manager at the business. “The better they do, the better we ultimately do and that’s why we remain committed to

not offering them high quality products but also the highest levels sales support.

for homeowners across the Yorkshire and Humber region for 35 years.

“The opening of our showroom in 2022 demonstrates the strength of that commitment. It adds to a range of other sales tools we offer such as professionally produced literature and digital assets like videos and online case studies.”

It has sent dozens of customers to the Endurance® Doors showroom and every single one of these prospects has gone on to place an order.

Located in Brigg, North Lincolnshire close to its main manufacturing site, the Endurance® Doors’ showroom allows homeowners to experience a full range of the brand’s doors, hardware and accessories first-hand. Installers can either attend the showroom with prospective customers or they can advise customers to visit of their own accord. In this latter case, Endurance® Doors’ dedicated showroom team can do the selling on the installer’s behalf before passing the sale back to them.

“In the year since its opening, the Endurance® Doors’ showroom has proven to be a real asset. It has become a valuable, on-tap resource that’s like having our own showroom but without the associated costs of establishing, running and staffing one.”

“Our team can now spend less time selling doors - and more time fitting them.” To ensure installers and their customers can benefit from the showroom regardless of where they are located in the UK, Endurance® Doors also offers virtual appointments. These are fully interactive and are conducted on a 1-2-1 basis by a showroom specialist using the very latest video conferencing technology. Installers who have used the showroom to great effect include Savills Glass. Located in East Yorkshire, this business has been fitting windows, doors and conservatories

Managing Director, Julian Savill says: “In the past, if potential customers wanted to physically see a door before they placed an order, they would have to view whatever we had in stock waiting to be fitted. “This meant they could only ever get a limited glimpse of the wide selection of Endurance® Door styles, colours, hardware and accessories we offer. As an operational rather than retail focused site, our premises are also not wholly conducive to selling. “In the year since its opening, the Endurance® Doors’ showroom has proven to be a real asset. It has become a valuable, on-tap resource that’s like having our own showroom but without the associated costs of establishing, running and staffing one.” Summing up, he adds: “Aside from ensuring an enhanced customer experience, the showroom has given our business a boost. Our team can now spend less time selling doors - and more time fitting them.”

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www.glassnews.co.uk | January 2024

FACE TO FACE

The UK’s Leading Glass & Glazing Newspaper

THIS MONTH: Dean Bradley, Sales Director, Glazpart Dean reflects on his journey to the top of the glazing components sector. In this face to face interview, Dean provides the background to his success, shares some of his personal interests and passion for the great outdoors.

IT’S ALL ABOUT YOU...

have been witness to this and can testify on my behalf.

Where were you born and live currently?

Someone of something that inspires you

I am from God’s own country having grown up with the last of the summer wine in the Holme Valley in glorious West Yorkshire. Work took me to live in cities for periods of my life but I have returned to the country side and the wonders of the beautiful Derbyshire.

From a personal perspective that was my definitely my mum who left us far too soon.

Your education and subject or activity in which you excelled? At school, I was unsure about what I really wanted to do in higher education but I studied at De Montfort University where I gained a degree in Marketing and Accountancy. It was the marketing that drew may attention and following graduation, I started my career in marketing and went on to gain a postgraduate Diploma from the Chartered Institute of Marketing. After some years in the marketing profession, I then naturally migrated into sales, though its fair to say my current role bridles both disciplines.

Your favourite sports or interests? Rugby has been in my DNA since my earliest schooldays. I stopped after many years of enjoying the sport when I struggled to shake off the previous week’s pain before the next match kicked off. Beyond that the hillwalking/trekking in great outdoors and kayaking down some very fast and wild rivers have been keen pass times.

Your biggest regret in life? This would have to be, not finishing the final section of my Gold Duke of Edinburgh award, life takes over sometimes.

The temptation you can’t resist You can’t beat a great bottle of red wine, a good Pinot or Malbec currently. It is especially a great pleasure after a hard day’s work at an event or exhibition. I am sure there are many FIT Show exhibitors who

Professionally, I find innovation a very inspiring thing. That’s why I enjoy working for Glazpart, our research and innovation team who bring products like our awardwinning Link Vent to market, is a great and

very inspiring process to be involved in. And even more rewarding in the case of the Link Vent because it makes people’s home’s healthier and improves wellbeing.

YOUR CAREER... When and how you joined the industry? I started work in the manufacturing sector back in the mid-1990s and did leave the industry for a while to do consultancy but

somehow, I’ve been drawn back into the mix. The opportunity to join Glazpart in 2012 and take on a great business with a strong reputation and grow it beyond its expectations and take it to a different level was too good to resist.

What is your job? To lead the business and all its customer facing activity to maximum effect. I do a lot of research and reading up on policy, legislation and market trends to try to sharply follow where the markets are leading us. From the research I then ensure we have the plans in place to make the products and solutions available.

Your greatest achievement? Over the last 14 years, I have been instrumental in tripling the size of the business and built a great team to fully support our customers.

AND YOUR FUTURE... What would you do if you weren’t in this industry? Living in Cumbria and being outdoors as much as the UK weather allows.

A particular ambition? Walking the Pennine way. Or if I was to win the lottery then I’d like to travel the world in style and of course enjoying the great outdoors. I would someday like to do the North Coast (NC) 500 and enjoy the ultimate road trip enjoying the full 500 miles of the rugged North Scottish coastline.

How would you want to be remembered? Firstly, I’d like to be remembered. It would nice to be remembered as someone who made a difference through trying to do my best and for getting more things right than wrong. I’d also like to be remembered for leading and nurturing a team of professionals to do even better than me in the future. www.glazpart.com

If you would like to appear in ‘Face to Face’, or would like to nominate someone else to be featured, simply email chris@glassnews.co.uk. 30

January 2024 | www.glassnews.co.uk

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HARDWARE

The UK’s Leading Glass & Glazing Newspaper

CARL F GROUPCO GAINS PREFERRED PARTNER RECOGNITION WITH COTSWOLD ARCHITECTURAL PRODUCTS Leading independent hardware distributor Carl F Groupco has announced it has gained Preferred Partner status for the Cotswold Friction Stay range from Cotswold Architectural Products. John King, Sales Director at Carl F Groupco, said: “The Cotswold brand is renowned in the industry as a leading friction stay manufacturer and we know our customers value the quality and reliability of the products. We are delighted to have Preferred Partner status which demonstrates the strength of this longstanding relationship.” Tim Ferkin, Managing Director of Cotswold Architectural Products, said: “We’ve partnered with Carl F Groupco for many years and are delighted to be extending our relationship with them. We look forward to further supporting the team and continuing to deliver product excellence to its customers.” The Cotswold Friction Stay range from Carl F Groupco includes the renowned Cotswold Sinidex Friction Stay, as well as the Egress Friction Stay, Egress Easy Clean Friction Stay, Restricted Friction Stay and the heavy duty Extreme variants. Together, the impressive hardware collection offers the full range of options for standard casement opening requirements. As John notes, Cotswold Architectural Products is a company synonymous with

the friction stay market. It was the first company in the UK to manufacture friction stays and it has grown into a world leader in the field. Carl F Groupco provides an extensive range of premium quality window and door hardware components. It has distribution centres in Peterborough and Cumbernauld, which allows it to service the entire UK, including the Scottish Highlands and offshore islands. The company prides itself on its longstanding relationships with the industry’s most innovative hardware manufacturers, which means it has the flexibility and competence to ensure its range always reflects current market trends. The partnership with Cotswold is testament to the mutual trust and collaboration that has defined the relationship over the past fifteen years. During this time, both businesses have evolved and grown together, navigating industry challenges and embracing innovative hardware solutions. The recent establishment of the Preferred Partner recognition marks a significant milestone for both businesses, underscoring the commitment to shared success and continuous advancement in product innovation. Tel: 01733 393 330 www.carlfgroupco.co.uk www.smartsecure.co.uk www.carlfdirect.co.uk

DHF OFFERS UP TO 15 MONTHS OF DHF MEMBERSHIP FOR THE PRICE OF 12! Door & Hardware Federation (DHF) has announced that from 1st December, it is offering up to 15 months of membership for the price of 12. To achieve up to three months additional membership benefits, would-be members are encouraged to complete the membership process by 31st December. “With so much changing in the industries we represent there is no better time to join a trade association like DHF. Membership will ensure you are kept up to date with the changes to secondary legislation following the Building Safety Act becoming law in April 2022, understand the requirements for sustainability including Environmental Product Declarations (EPD) and be aware of the continued development of competency frameworks. So, we are delighted to present this brilliant pre-Christmas membership offer to enable more companies to benefit for longer,” says DHF’s Commercial Director, Patricia Sowsbery-Stevens.

In line with its commitment to continuous product research and development, Endurance® Doors has developed a new PAS 24 certified, multi-point locking system for use across its range.

Not only does this latter feature provide the homeowner with a better experience when opening and closing the door, but it also allows installers more movement and flexibility during the fitting process.

“As a federation we provide a plethora of other benefits, for example access to the technical helpline which fields more than 5000 technical queries each year; exclusive access to CPD certified technical webinars; discounted training on courses including the new Level 2 Award in Dock Leveller Safety (which can be formally accredited by ABBE) and the CPD certified Security & Emergency Exit Doorsets (non-fire), as well as the option to book private courses for your staff and/or customers.”

Called the Guardian5, the next generation system has been designed from the ground up to offer multiple benefits including exceptional levels of security, impressive reliability and a more fitter friendly design.

The new Guardian5 system is non-handed and has been tested to 100,000 cycles to ensure it can deliver the high and consistent levels of performance that have become synonymous with the Endurance® Doors’ brand.

DHF represents its members at the meetings of the Construction Products Association and Build UK who lobby government on behalf of their members. A key result, being the adoption of the Payment Practices and Performance Regulations in the construction industry.

Specifically, the Guardian5 employs five, strategically located, twin deadbolts. These deadbolts, which are nickel-plated, have a 20mm throw which fully inserts into heavy-duty, high-grade steel keeps.

Scott Foster, sales and marketing director at Endurance®Doors, comments: “At Endurance® Doors, we have a highly active programme of product research and development, and we are continually looking for ways to enhance our products both for the benefit of the homeowner and our installer partners.

DHF’s combined years of expertise and knowledge has proved a steady pair of hands for the trade association’s now 537 members, and it remains the ‘go-to’ leading authority, recognised by key influencers such as Secured by Design (Police), NHBC (Housing) and RISC Authority (Insurance). “With DHF sitting on various committees such as CEN for European Standards, BSI for British Standards and various technical committees, it continually contributes toward the creation of standards on behalf of members. This means our members can be assured that the information they receive is up to date,” explains Patricia. “Our technical team is also on hand to provide members with further guidance and support through the ever-changing landscape of conformity marking.” For information regarding this offer or to request an application pack, please email membership@dhfonline.org.uk or call 01827 52337. For more information about membership and to view a short video that highlights the wide range of benefits on offer visit: https://bit.ly/2MgkrGR

ENDURANCE® DOORS LAUNCHES NEW LOCKING SYSTEM

An engineered alloy sprung latch and a further nickelplated steel deadbolt also ensure maximum strength in the door’s centre, whilst an advanced sprung gearbox enables the lowest possible operating forces and helps to prevent handle ‘droop’. In addition, the new locking system makes fitting doors easier for Endurance’s installer partners. It offers greater tolerances when throwing the deadbolts as well as superior frame compression.

“This ongoing commitment manifests itself in many ways and in the last few months alone, we have launched new door colours, new hardware, and new glazing options. The introduction of the Guardian5 system adds to that. Plus, we have further exciting developments to unveil in the not-so-distant future as our already impressive offer continues to grow and evolve.”

January 2024 | www.glassnews.co.uk

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FACE TO FACE

The UK’s Leading Glass & Glazing Newspaper

THIS MONTH: Robert Vaughan Product and Technical Manager Window Ware Seventeen years at Window Ware has seen Rob work his way from Technical Assistant all the way up to Product and Technical Manager. When not managing the product portfolio to meet the changing needs of customers, Rob tries to get out on his motorbike when he can.

IT’S ALL ABOUT YOU...

Your greatest achievement? I see Window Ware’s strong product portfolio and excellent reputation for trusted technical support as the greatest achievements in my career so far. If a new product is in demand and selling well from the get-go, then I know I’ve done my job right by adding a product which precisely meets the needs of our customers – that’s always the goal. Likewise, I’m enormously proud of the role I’ve played in helping to train our brilliant staff, so they always have the right answers ready whenever our customers ask.

Where were you born and live currently? I’m a Bedfordshire lad born and bred. I grew up in this area and I still live local just a stone’s throw away from the colossal Cardington airship hangers, which are now used to film TV shows and movies. It’s quite something when you get to watch full-sized aeroplane props pass by your house on a huge transporter!

Your education and the subject or activity in which you excelled? My education followed a very typical path: GCSEs, then A-Levels. I was just your average student experiencing all the usual classroom moments. When I left school, I had a rough idea of what I wanted to do but you can never really know where life will take you, so I tried to stay open to different opportunities while I found my calling. I’m quite technically minded. I was always interested in IT, and I had a natural curiosity for computers and how things work. This innate aptitude has definitely helped me get where I am today.

Your favourite sports or interests? I’m a keen gamer! When COVID first hit and lockdowns meant all meetings were conducted from my home office via Teams, I was very glad of my old-faithful, well-worn gaming chair! I’ve been riding a motorcycle for 6 years now, but in winter, I admit I prefer to stay warm and dry in my car. Biking is definitely more of a fine weather hobby for me now, especially since the recent birth of my son.

Your biggest regret in life? I don’t really have regrets because I’m very happy where I am. Besides, there’s really no point thinking, “If only, I’d done this!” Regrets never change anything! I suppose I could have been more gung-ho in life and taken a few more risks along the way, but by nature, I’m pretty risk adverse, and it’s very hard to fight against your true nature.

AND YOUR FUTURE... What would you like to do if you weren’t in this industry? The temptation you can’t resist...? I’m a sucker for a great gadget or a bit of smart new tech – your typical geek! In fact, this year, Santa brought me a new telescope for Christmas with a tracking facility that finds and follows night sky objects automatically! Oh, I like a good, spicy curry too!

Someone or something that inspires you? This might be controversial, but I don’t get inspired by people per se; it’s great ideas and new thinking that inspire me instead. I think this impartial approach allows me to keep an open mind and judge everything on its own merits.

YOUR CAREER... When and how did you join this industry? I first got into the world of fenestration over 17 years ago in March 2006 when I joined Window Ware as a fresh-faced Technical Assistant, helping to provide a solid product helpdesk function to colleagues and customers. Window Ware’s Commercial

Director, Richard Bryant, recognised my potential and knew I was keen to progress, so when the opportunity arose 5 years later for me to lead the department, I was promoted in May 2011 to Head of Technical Services. Fast forward another five years and I became the Technical Manager. Five years later in January 2021 (there’s a pattern developing here), I took up my current position as Product & Technical Manager.

What is your job? My most recent move from Technical Manager to Product & Technical Manager reflected a shift in my role to incorporate additional responsibility for all new product introduction. Today, I help manage our product portfolio to identify potential new products, review existing products and retire old stock to ensure our hardware offering stays current and continues to meet our customers’ changing needs. As a member of the Operational Management Team, I also support the day-to-day functions of the business and help to make sure it’s all running like clockwork. I’m still the go-to man at Window Ware for more specialist technical queries. And I lead the employee training program to ensure our teams are knowledgeable and well-equipped to provide our customers with the very best advice.

I originally wanted to become a web designer or programmer, possibly even a Google App designer.

A particular ambition? My ambition is to go as far as I can in life, and my career – wherever the road takes me. I suppose it would be nice to have a bigger house, but its not necessarily the material things that make me happy. I’m more interested in making memories and taking time to enjoy the journey. On a completely different note, I own a collection of unusual instruments which I would like to be able to play better in the future. I have an Erhu (Chinese violin), a dizi flute (traditional Chinese flute) and an ocarina (ancient wind instrument which dates back to Mayan times.)

The way you want to be remembered? Among my industry peers and colleagues, I hope people will say, “He knew his stuff!” I want them to feel that I always knew what I was talking about and they could trust what I had to say. Among my friends and family, I’d like to think I was someone who was supportive and good fun to be with.

If you would like to appear in ‘Face to Face’, or would like to nominate someone else to be featured, simply email chris@glassnews.co.uk. 34

January 2024 | www.glassnews.co.uk

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VOICE OF THE INDUSTRY

The UK’s Leading Glass & Glazing Newspaper

VOICE OF THE INDUSTRY

HOW WAS 2023 AND ARE YOU LOOKING FORWARD TO 2024?

Did 2023 live up to your expectations? Did your business expand, become more profitable or was it all a struggle? Can we expect 2024 to be an improvement on 2023, or are regulations, interest rates, inflation, politics and so on conspiring against you? What will happen within the supply chain? Will customer demand grow or is everyone shoving their cash under the mattress? Will home improvement be important to homeowners and, if so, will they look for high end products or something really cheap? Is commercial work important to your business and will it grow? And what of the workforce, premises and plant and machinery…is this the time to invest? Can you even find the talent if you want to expand the workforce or are you moving towards automation? Do You feel positive about 2024 or are their so many threats that you are fearful about the new year? Are you planning on launching new products and which products do you think are going to be most in demand in the year?

Jim Blanthorne Managing Director, Keylite Roof Windows

John King Sales Director, Carl F Groupco

Andy Swift Sales and Operations Manager, ISO-Chemie

Nickie West Event Director, FIT Show

Roy Frost MD, Listers & GJB Holdings Group

Reflecting on 2023, Keylite Roof Windows encountered challenges amid market fluctuations. While Q1 and Q2 saw a slowdown attributed to inflation impacting consumer confidence, our commitment to innovation and strategic adjustments facilitated resilience. Q3 stabilised supply chains, but new challenges arose with timber certification changes. Q4 demanded heightened agility, prompting a reaffirmation of our commitment to excellence.

2023 was a good year for us. Our financial year starts in August and in each month to December we exceeded our sales targets, which is always pleasing to report.

I believes demand for retrofitted energy efficiency products will help to drive sales of fenestration foam tape sealants in 2024. This comes on the back of a strong performance for the company in 2023, with growth across the business, investment in additional sales talent and completion of a number of significant projects.

As the dust settles on FIT Show’s amazing tenth anniversary year, I’d like to take the opportunity to thank each and every one of our FIT Show family for their continued support. The industry faced a plethora of challenges in 2023, but pulled together to do what it does best, with FIT Show serving as the perfect platform to showcase how resilient we are as a sector.

As one of the UK’s leading fabricators we recognise the pressure that our installer customers have been under in 2023, it’s been a difficult market with New Builds slowing and homeowners challenged by rising interest rates. I predict more of the same throughout 2024 and we continue to work hard with our supply chain partners to keep the innovations pipeline flowing and prices stable.

Despite hurdles, Keylite’s dedication to meeting evolving regulations and delivering innovative solutions remained unwavering. Looking ahead to this year, lessons from the last quarter of 2023 guide our strategy, emphasising agility as a cornerstone. While uncertainties linger, our commitment to customer satisfaction places us at the forefront of navigating challenges. We remain cautiously optimistic, with plans to launch new products aligned with market demands, focusing on adaptive strategies in an ever-changing landscape.

As for 2024, it is very much for the crystal ball for the moment, because if the past few years have taught us anything, it’s impossible to predict anything with absolute certainty and that includes this market! However, acknowledging the uncertainty is important and as business leaders, it’s our responsibility to ensure we have built strong financial and strategic foundations that allow us to respond with flexibility. Whether it’s continually reviewing product lines, diversifying into new markets or investing to ensure we continue to deliver the best in terms of service and delivery, we are consistently focused on growth for our customers’ benefit. These foundations help us provide the resilience our supply and customer partners always need. It’s an ethos that has stood us in good stead throughout our history and I’m confident it will continue to be the right approach – no matter what 2024 brings!

Looking forward, he expects the sealants’ sector will remain buoyant over the next 12 months, seeing steady growth despite a challenging construction sector and wider inflationary and economic pressures. With the continued focus on energy conservation amid higher energy costs and more architects bringing forward their Passivhaus designs, especially in Scotland, readily available highperformance foam window and door sealants will be well positioned to meet specifier and installer needs in the coming months. Indeed, buildings and homes that provide the highest thermal standards are now a priority for commercial and residential developers. It’s an important message that we and other sector leaders will continue push during 2024 to architects and other property specifiers.

We’re very much full steam ahead with the campaign for FIT Show 2025. We’ve already received exceptional levels of support, with 60% of the floorplan already booked. I’m excited to take these brands on the FIT Show journey throughout 2024 as we work to enhance the show offering, reaching and attracting new audiences. There are a number of big changes afoot for the industry in 2024 and we will be working with our partners to ensure that FIT Show continues to shine a light and provide support for our community on these. But for now, I’d like to say a very happy New Year to each and every one of our FIT Show Family. Thank you to everyone within our community for your continued support.

Recently there is some positive economic news with inflation dropping and mortgage rates below 5%, however set against that is the fact that 2 million homeowners will come off their fixed rate deals in 2024, our market is driven by house transactions and mortgage lending so not good news. My advice is to plan for the worst and hope for the best in 2024! We have recently launched some great new products and importantly upped our unique marketing support for customers with new POS, quoting software and digital assets to help customers sell, we have events with experts helping customers navigate through a tough market throughout January.

January 2024 | www.glassnews.co.uk

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Kurt Greatrex Sales Director, Dekko Window Systems

Michael Hewitt, Sales Director, AT Precision

Thanks to significant market disruption in recent years, 2023 has certainly seen the industry shift away from the ‘one stop shop’ fabricator approach.

Increasing threats posed by global warming, extreme weather events, and the depletion of natural resources have propelled the climate crisis to the forefront of societal consciousness, and as a result, it’s imperative that businesses actively address the environmental challenges we face and integrate sustainable practices.

Previously, offering an array of specialised solutions was justifiable when there was high demand for niche products. However, factors such as the Ukraine-Russia conflict, rising energy costs, and market consolidation have made this approach difficult. Given these challenges, it’s no surprise that fabricators are turning away from trying to do it all, and are instead looking to buy specialist products from dedicated manufacturers like Dekko, known for our comprehensive product ranges from premium systems Reynaers, Deceuninck, and Residence Collection. By buying from specialists like us, fabricators can ensure consistent quality and benefit from product innovation without the hassle and costs associated with research and development. In an industry marked by shifting demands, partnering with a specialist manufacturer can be the key to sustainable success. As we navigate uncertain waters in 2024, let’s focus on delivering excellence in specific areas rather than trying to do it all ourselves.

At AT Precision, 2023 has been all about sustainability, starting off with a significant investment into an in-house recycling scheme in January. Following the purchase of a new £370K extrusion machine, our scheme involves picking up unused uPVC materials from our customers, and processing these for use in manufacturing thermal reinforcement bars, and most recently, our new range of uPVC roof laths and joists. To date, we’ve recycled over 100 tonnes of material, a real indication of the commitment of not just AT Precision, but of our customers, to reducing waste. Our efforts will certainly continue throughout 2024, helping both AT Precision and our valued customers mitigate environmental impacts, reduce waste, save money, and overall contribute to a more sustainable and environmentally friendly industry.

www.glassnews.co.uk | January 2024

Suzanne Nicholl Head of Sales and Marketing, ODL Europe In 2023, our industry navigated unpredictable variables and our strategic response involved bringing more manufacturing in-house and enhancing control over our product inventory, yielding positive results. As we start 2024, we are optimistic. The TriSYS® cassette system remains the cornerstone of our business. Further investments in our cassette range ensure alignment with evolving design aesthetics while upholding performance and assembly convenience. Anticipating the imminent launch of our new glazing cassette, we look ahead to a year marked by innovation and success, solidifying our market position. Furthermore, the depth and breadth of our composite door offering is compelling and provides a competitive advantage for customers. And for customers working in the commercial market, our award-winning Guardsman Fire Door is the first in the next generation of composite fire doors delivering better, more reliable protection in the event of fire. Despite market uncertainties, there is a lot to look forward to in 2024 and we are focused on supporting our customers by delivering the best in composite door innovation.

Jamie Munday Sales Director, Avantek Machinery

Martin Thurley Group Managing Director, Liniar

Steve Cross Director, Mercury Glazing

2023 has been another successful year for the Avantek team, with strong sales and enquiries. In September we broke our record for the number of Supercut installs in a single month, as our flagship cutting and machining centre continues to enjoy its reputation for quality and reliability within the industry.

2023 got off to a great start as we launched our ultra energy efficient Zero|90 window and door range in January. This innovative 90mm product range has been very well received, getting excellent feedback from our customers.

In 2023, Mercury experienced notable growth with our premium product portfolio attracting interest across all market sectors. This included aluminium windows, sliding doors, bifold doors, designer doors, aluminium sash windows, curtain walling and internal screening. The resilience of PVC-U sash window sales remained evident throughout the year too.

We’ve welcomed some new members to the team and continue to operate with highly experienced people in place. We’re also delighted to be back to pre-pandemic stock levels and are therefore able to deliver machinery on much shorter lead times than our competitors. Our spare parts and consumables division has also experienced robust growth, fuelled by heightened customer awareness of Avantek’s expanded product and service offerings. Despite industry turbulence this year, we are entering 2024 with a strong order book, instilling a high level of optimism in our positioning. We’ve been collaborating closely with our engineers and suppliers, developing new machinery in direct response to customer requirements. Anticipation is high as we look forward to unveiling our latest models in 2024. Watch this space!

With the UK accelerating its journey towards Net Zero, we expect the demand for sustainably manufactured, low-carbon building products will continue to grow in 2024 and beyond. We are achieving yearon-year growth, and with continued support from parent company Quanex we are investing heavily in our facilities, personnel, and new product development. This means Liniar retains the headroom capacity to support the growth of its customers, a first-class team providing unparalleled customer service, and a high-quality product range that allows customers to really make their businesses stand out. Doubling the size of our Denby headquarters as part of our ambitious expansion plans will allow us to operate even more efficiently in line with Liniar’s Continuous Improvement culture. As ever, we remain committed to being a reliable business partner focused on growth and innovation. We’re excited about 2024!

We achieved a significant milestone as part of lean manufacturing journey, establishing a dedicated metrics room that is now an integral part of our multi-site operation. This accomplishment was marked by our first ‘GREEN’ day across all manufacturing factories, underscoring our commitment to operational excellence. Looking to 2024, we are approaching the future with cautious optimism. The late 2023 downfall of some major industry players caused market disruption, leading installers to seek new supply partners, benefiting Mercury. The first quarter of 2024 holds a robust pipeline of planned work, and we remain proactive in securing additional new business. Stability is paramount this year, and with over two decades of continued investment and supporting customers, we remain a reliable and steadfast fabrication partner.

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Pete Temprell Managing Director, Schüco UK & Ireland We think the year ahead certainly has challenges, but also plenty of opportunities for a company with the scale and support of Schüco. In the commercial market we see the issues of competency and sustainability having an ever-greater impact on product choice. The Building Safety Act provisions are starting to hit home and specifiers, contractors and property owners need the support of their systems house to ensure all competency requirements are met. Carbon control is also increasingly important, with investors looking to the supply chain to deliver on lower carbon buildings. For the systems house, this requires low-carbon product options combined with the design expertise to reduce the carbon emissions of buildings in use. The residential sector will undoubtedly be affected by inflation and higher interest rates. However, the market in the luxury sector remains strong, with high-income individuals prepared to pay for the best quality. Successful companies will be those with the resources to deliver on robust technical education and to drive product innovation to meet evolving market demands.

Neil Travers Managing Director, Production Software Technology (PST) 2023 has certainly posed many challenges for the industry, with installers vying for a reduced market share. Strategic approaches are needed in order to thrive, and I believe that gaining this competitive edge relies on embracing technology – and in particular, augmented reality (AR). Installers who have are better equipped to stand out from the competition – it’s why at PST, we’ve developed vsHome, a unique sales platform designed for the modern installer that allows for the design, visualisation, and pricing of home improvement products. vsHome AR, our companion AR app, then allows installers to share product designs directly to their customer’s phone or tablet to visualise what their new investment will look like as a life size representation attached to their home or presented on a tabletop. Despite growing popularity amongst consumers, thanks to modern TV programmes and video games, AR hasn’t been fully embraced within our industry – throughout 2024 and beyond, PST aims to change that, help installers meet consumer expectations, and thrive in an increasingly competitive market.

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Matt Thomas Managing Director, Haffner Ltd 2023 was undeniably a tough environment for the industry, with turmoil and high-profile casualties. But amid all the turbulence, the value of automation in navigating the challenges has never been clearer. Quite simply, sensible investment in machinery now allows fabricators to get ahead of competitors who are sitting on the fence. Overall, we saw 20% growth last year, with wins across the business, including the installation of 25 new machining centres, which represent the ultimate in automation solutions. It’s a trend we predict to continue, and we already have a strong pipeline of confirmed orders. We were also proud to be named Machinery Supplier of the Year at the G Awards for the second year in a row. One of the reasons was our commitment to innovation, which will continue in 2024 as we look to support more fabricators with the best in automated machinery solutions. I have no doubt 2024 will bring challenges, but this industry is resilient and I am confident it will be a positive year overall.

Tracey Jackson Business Development Manager, Howells Patent Glazing

Colin St John Commercial Director, Freefoam Building Products

2023 has been a rollercoaster. It started strong and then bombshell interest rate hikes caused the UK economy to crash and as a result, we’ve experienced a natural pushback on start dates and witnessed several long-established businesses flounder. We dedicated much of the year to R&D and product development, and I am pleased to say to we have several new products in the pipeline which we plan to launch later this year.

The Chinese Year of the Rabbit, 2023, stands for longevity, peace, prosperity. That wasn’t what we got, and 2024 may be tougher. The list of potential threats is long, from climate change, disruption from war, loopy governments, to a troubled housing market.

With more than 50 years’ trading under our belt we know that resilience and strategic planning and decision-making is crucial in challenging times, and we are still going strong. We are also fortunate to be included in the talks about the withdrawals of BS 55162 and its subsequent impact on other standards. The downturn may have been predicted but so has the natural bounce back. We are already witnessing this as homeowners remain resolutely committed to improvement projects and commercial contracts are busy booking in 2024 installations. We are hopeful of stability and a brighter 2024.

But for most of us, having survived Brexit, COVID-19, raw material shortages, global supply disruption, and 44 days of Liz Truss, this is a familiar landscape. Despite the disruption and threats, there are huge opportunities in Home Improvements, if you’ve got the right products. The Stayers and Can’t Sellers will continue to improve their houses and they’re not just looking to improve, but transform their homes, adding value and saleability. Exciting new cladding and internal panelling products from Freefoam give stockists and installers the products to wow these homeowner transformers. 2024 is the year of the Dragon: the mightiest animal in the Chinese Zodiac. Dragon people are active, brave, unafraid of challenge, and strive to achieve their goals.

Jason Bamford Managing Director, Regal Aluminium 2023 was a strong year for Regal Aluminium, with turnover up by 45%. I attribute our growth and resilience to our strong business foundation built on quality, service and support. Critical to this approach is being willing to flex your business to support the market. Our portfolio features the premium heritage and general aluminium products that are in high demand at the moment and look likely to remain strong throughout 2024 too. It gives installers what they need to tap into the market hotspots and secure the premium projects that boost their profit margins. As well as the products, we also have the service to match. It includes our distinctive USP of tailored marketing support and business development input that draws on my industry experience, which is perfect for ambitious business that want to move to the next level. For any business looking at what 2024 might bring, my advice is to focus on these fundamentals – and partner with suppliers who are as committed to your success as you are.

Are you ready to be mighty?

January 2024 | www.glassnews.co.uk

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Mark Mitchell Chairman, Cornwall Group

Elton Boocock Managing Director, Business Pilot

The year ahead will be tough: General Election, high interest rates, high inflation, high energy costs, and higher labour costs.

People like to make predictions for the year ahead, but in a rapidly changing environment, the real value is properly understanding what is happening on a day-to-day basis. Why wait until the end of the year to discover all the opportunities you’ve missed?

It’s going to be difficult for some, especially those who are indebted to private investors, because we are not going to see records for sales and profits broken. But things will improve, and it’s important to look one step ahead. For example, don’t delay your investment plans because you will be unprepared for when the market picks up again. We’ve invested heavily over the last year – new sealed unit line, new heat soak oven, and new cutting table, to name just a few. We’ve also acquired a new business – Birminghambased Forward Glass – which is a great fit with the Cornwall Group culturally. We are looking forward to working with them immensely, and stretching our wings beyond the South West. We will also continue to invest in our apprenticeship programme. The future of our industry depends on us training the next generation, and we know that investment in apprentices really does work. They are arguably more important than the machinery.

For many window companies, their window into the health of the market is the number of leads that cross their desk, because they don’t have access to a CRM system like Business Pilot. So, for them, if leads are down, the prospects are poor. But thanks to the Business Pilot Barometer, which we publish monthly, we know the business is there, even if leads have dropped! Business Pilot users can access that data daily and know where to concentrate their resources, and operate efficiently and profitably. Live in the moment and use the data at your fingertips to make the right business decisions based on what you can measure, and that is what a good CRM can provide.

www.glassnews.co.uk | January 2024

John Park-Davies Group Managing Director, Vertik-Al and IKON Aluminium

Gareth Jones Managing Director, Solar Fabrications Holdings Ltd

This time last year even the most insightful individual would have struggled to predict how 2023 would unfold. We have seen multiple conflicts around the world, rampant inflation in the UK, material price volatility, and firms, both large and small, in distress. It’s safe to say that we’ve experienced turmoil across all areas - social, political and economic.

The economy in 2024 depends on who you want to believe but the story will be much the same as in 2023 - we’ll continue to face a challenging trade and retail environment, and businesses will need to implement measures to cope. The industry faces more uncertainty and the run up to the General Election will further complicate matters. That said, across our group of businesses, we’ve had a reasonable year, thanks to having a wide range of products across multiple sectors.

Despite this, I am proud to say we have achieved superb results across our group of companies. Our investments in people, plant and equipment have led to our turnover, profit, and quality KPI’s exceeding expectations. We have grown more formidable, and our business has provided exceptional service and standards across all areas. While some large commercial projects experienced delays last year, for assorted reasons, we have a strong order book for 2024. Demand for powder coated architectural aluminium and fixed ventilation products remains high. The home improvement market has proven to be very resilient and with rising consumer awareness and the growing popularity of aluminium fenestration products 2024 looks an exciting proposition.

Here’s my starter for ten: • We will sadly see more business failures and, while this is bad news for jobs, will take capacity out of the market which isn’t a bad thing – those that survive will come out stronger. This has been our experience in the past. • We might finally have a clue what is included in the Future Homes Standard and can really start to implement changes to meet the challenge. • England won’t win the Euros, no matter how hard they try…but as a proud Welshman, I would say that, wouldn’t I!”

Nigel Headford Director, Deceuninck Aluminium

Ryan Johnson Group Managing Director, Emplas

I expect the new build sector to start moving from the mid-point of this year. House prices are tipped to recover which should encourage developers to move forward with projects.

Despite high inflation and tougher trading conditions last year, we’ve continued to move forward, winning new business, and investing for the future.

Decalu customers have a distinct advantage in this space. The current – and indeed future - u-value requirement of 1.2W/m2K in new build remains out of reach to many aluminium systems without going to triple-glazing. The Decalu88 window suite, that’s flush, fully reversible and tiltand-turn options get there double-glazed! That’s less weight in fitting and more sales for fabricators. Home improvement is going to remain comparatively tough. Innovation and generation of new opportunities to diversify your offer, is going to consequently assume increased importance in retail. We have a number of new product launches planned for this year which will support home improvement specialists in doing that. Across the board, however, energy efficiency remains a key driver of window and door sales. Against this context manufacture of Decalu as a next generation and ultraenergy efficient aluminium system is a definitive advantage.

I don’t expect things to materially change this year [2024]. The housing market is predicted to be sluggish and this is likely to impact both home improvement and new build. There are, however, still grounds for optimism and we will continue to work to ensure that our customers are primed to capitalise on opportunities. It’s worth noting that from the start of this month [Jan] the increase in the energy price cap will lead to a 5% increase in energy prices. This will bring typical household energy bills to £1,928 – up from £1,834 in October 2023. Energy efficiency still resonates and will be an important driver of sales in retail this year. While we’re going to have to work for business, I believe that with continued investment, the right product offer and supply partners, we and our customers will continue to see growth in the year ahead.

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Rob McGlennon Managing Director, Deceuninck As an industry we ran into significant headwinds last year [2023]. Inflation put pressure on household budgets, the housing market slowed, and developers delayed starts. This year we can expect continuing challenges but despite them, we will make and sell windows and doors, and people will buy them. Higher mortgage interest rates impact people with mortgages. If you don’t have a mortgage or have only a few years for your mortgage to run, you don’t feel the pinch in the same way. This is the reality for many people, particularly those in their 50s, 60s and 70s. It is this 50 plus group who we should be targeting. They have the cash to spend and are for the most part insulated from the direct impact of inflation. We also know that for this age group, aesthetics, performance and sustainability are key. They want colour choice, they want a window that delivers the right match to their home; and they want performance – and that is what we will deliver to them.

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David Jennings CEO, UAP

Mike Rigby CEO, MRA Research

In a challenging economic climate, we continued to diversify the UAP group in 2023, growing our overall business by more than 50 percent. Strategic acquisitions supercharged our expansion with Maher London and Security Hardware joining the UAP family.

Home improvement market volumes were down 10-15% in 2023 and won’t recover until 2025. So, follow the money. Sell to the ‘Haves’. Why knock yourself out trying to sell to the Have Nots who are only buying essentials and hunt for discounts.

Our diversification also saw us launch Fire Door Maintenance (FDM), and invest in a new business which is developing an anti-bacterial hardware range. To improve efficiency, we moved from a multiple warehouse operation to a new 120,000 headquarters with a massive stock holding capability. We also increased our supply chain team in China and India. New product development is fundamental to UAP’s strategy. We’re launching new features for the IONIC electronic lock, which have been developed thanks to our intuitive haptic technology. In 2024, we’ll also reveal our IONIC replacement handle. Looking ahead, I think the UK retail window market will increase slightly. As buyers’ confidence grows, so should the demand for new build. Across the public sector, I believe there will be a renewed focus on capital projects, helping to boost the fire door market.

Be the name that springs to mind when the Haves want to buy. Sell the best; it’s what they want. Help them get their homes fit for tomorrow’s climate, not yesterday’s. Today’s homes weren’t built for today, or the hotter, wetter, more challenging extremes we’re going to be living in. Don’t cut your marketing; the Haves have to find you to choose you. Three stars show how. Deceuninck fabricators and installers sell twice as much colour as others because that’s what the Haves want. Demand has grown rapidly for the classy Sheerline aluminium system with its benchmark looks and performance. And 900 users now use Tommy Trinder’s brilliant presentation software to wow the Haves. Good market research puts the zip into marketing, that puts the zip into sales.

Mark Hickox Sales Director, Thermoseal Group

Ian Short Managing Director, Morley Glass

If you aren’t preparing for triple glazing in 2024, you may struggle to meet the expected increase in demand in 2025.

A more restrained market, following the post-pandemic home improvement boom, was certainly evident during 2023. But that didn’t adversely affect our sales, our short term plans or our longer term growth ambitions.

While the Future Homes Standard (FHS) only applies to newbuild, most window companies will have to comply at some point because extensions also fall under that category. It is likely that demand from domestic refurbishment will also increase once homeowners are aware of the upgrade. So, are you investing in infrastructure? You are effectively doubling your output on the same number of orders, and that could require extra machinery, extra shifts, more storage space, increased transportation, etc. And do you know if your units continue to comply with BS EN 1279 with three panes rather than two? We are already increasing output of both our Thermobar rigid spacer bar and our Thermoflex flexible spacer bar, in multiple dimensions in preparation for triple glazing requirements. And we continue to regularly test all our IGU components together at our extensive facilities in Wigan, so our customers are tripleglazing-ready. Will you be?

Amongst the year’s highlights for us were winning a G23 Award and the launch of several exciting new products at the FIT Show – our busiest show yet. These included a new ScreenLine® integral blind for flat glass rooflights and exclusive new UniBlinds® colours. We even diversified with UniSwitch®, a new switchable smart glass system, to support installers in the high-end residential and commercial markets. Whatever market conditions unfold during 2024, we will stay focused on the longer term, which means exceeding expectations through the quality and service we offer. We will continue to develop our approved installer network, and boost the volumes of post-consumer glass we collect and crush through our recycling initiative to fund many more local good causes. A number of new products are also under development which are set for release from March onwards.

Phil Parry Epwin Window Systems, Technical Director 2023 was undeniably disruptive, with the loss of some larger industry players, but Epwin Window Systems remains focused on supporting customers and investing for the future. This is especially important given 2024 is a significant year for the industry. The government has launched its Future Homes Standard consultation which considers how the industry will ensure all new homes are zero carbon-ready. Here at Epwin Window Systems we’re making our voice heard in agreement with the proposal to keep thermal efficiency requirements at their 2023 levels. We’d urge others to do the same. We’re also keeping a watching brief around the updates we know are expected to Document Q of Building Regulations. Whatever happens with this or any other legalisation, you can rest assured that all our multiple PVC-U and aluminium window and door systems will always be compliant. Ultimately, being part of the sector that plays such a vital part in the future of the planet is positive. Let’s continue to lead the way with ambition and enthusiasm!

January 2024 | www.glassnews.co.uk

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Dean Bradley Glazpart

Dan Sullivan MD, DoorCo

Mark Atkinson Sales Director, Hurst

2023 was a challenging but rewarding year as Glazpart’s award winning Link Vent continued its volume growth and widened its acceptance as the most affordable and practical ventilation solution when replacing windows and doors.

2023 was a year of consolidation, with efforts focused on the DoorCo team, infrastructure and R&D, all aimed at ensuring we can service our customers in the very best way to make them successful. This all came together in December, with award wins for the team and an INNOVATiON Week takeover that delivered 11 product-related launches and other big announcements. This was the platform for DoorCo and our customer base to hit the ground running in January 2024, when most of these innovations come online.

The last year was a mixed bag. We had some customers who were down, others up. on balance, we held our own.

Industry compliance to Building Regulations Approved Document F (ventilation) still has a bit to go. It’s estimated around 70% of installers are compliant but our awareness campaigns for the Link Vent and the regulations as well as our constant customer support has increased orders. Generally, companies throughout the supply chain are more aware of the importance of ventilation (in terms of health and well-being) and subsequently more are becoming compliant. 2023 also marked the introduction our new Glazpartners initiative. Launched at the FIT Show in May, over 40 companies have now subscribed to receive multiple promotional and collaborative benefits. Though the socio-economic and regulatory landscape still makes for difficult trading, we are always thinking ahead, anticipating change, looking to innovate and work closer with their customers to meet their needs. I am positive for 2024.

It is an undoubtedly tough market and it’s imperative that we keep a close eye on all the sectors our customers operate in – retail, new build and social housing. There are challenges across the board but as a composite door component supplier, we will be there with the support and innovations our customers need to keep pushing forward. INNOVATiON Week was packed with news but there is more to come from DoorCo as we navigate all that 2024 has to offer. Watch this space…

www.glassnews.co.uk | January 2024

For me this year is most likely going to be much of the same. The market has hardened so we need to get back to the disciplines of selling, extolling the features and benefits of the products that we and our customers supply and the service that underpins them. If we want homeowners to take an interest in home improvements, we need to inspire them. We relaunched our composite door offer last year. This included the creation of new retail literature, aspirational lifestyle imagery and QR code linked professionally created video content. Our new augmented reality sales tool builds on this foundation. Homeowners can superimpose our most popular composite door styles against their property using their mobile phone or tablet. 2024 will be about using innovation in technology to give the retail customer a different experience, explaining the benefits products deliver and supporting homeowners in making informed choices.

Greg Johnson, Director, Warwick North West 2023 saw Warwick North West not only celebrate our milestone 25th anniversary, but also continue to make strategic investments to futureproof the business and help our customers. The Future Homes Standard has been a hot topic amongst the glazing industry, and it’s expected that come 2025, a new national U-value for new build homes of 0.8 will be required. At Warwick, we’ve been making several strategic investments over the years to ensure that we are well prepared. These include the investments in Modus, the uPVC casement window from Eurocell that can achieve a U-value of 0.7 with triple glazing, and in our own in-house IGU manufacturing unit, giving us the flexibility to change with the times. If triple glazing is indeed the way forward, Warwick is more than capable of adapting right away, rather than waiting until 2025. Investing in cutting-edge technology and staying ahead of industry trends, we’re ready to embrace the Future Homes Standard, ensuring environmental responsibility and customer satisfaction in the everevolving landscape of energy-efficient glazing.

Andrew Scott CEO, Purplex It’s safe to say the last 12 months have been challenging, with companies feeling the strain from the unstable economy. It was hardly surprising 2023 sadly saw some casualties – Safestyle and UKWDG being the highest profile – and with chief economists predicting the UK economy will remain weak, I expect more to come in 2024. While the accountant in us says we should cut marketing spend when times are tough, you should actually do the opposite. Companies who continue to market themselves during turbulent times come out stronger on the other side. Thankfully, Purplex clients understand the importance of marketing and I’m personally looking forward to getting back ‘in the trenches’ and supporting them in 2024. I recently sold two of my businesses - media company Business Leader and the Glazing Summit and this has freed me up to spend more time focusing on the core business. 2024 is also Purplex’s 20th anniversary so we have some exciting initiatives planned and I’m really looking forward to celebrating with clients, friends and my fabulous team.

Neil Parton Managing Director, elumatec UK elumatec UK is a machinery supplier. In 2023 we launched new products and expanded our customer base. Growth rates could have been higher, but in the context of global turmoil and rising costs, we’re happy with our results. The supply chain is becoming healthier too, with components for our machines more readily available. Our 2023 investment plans went ahead, and further investments are scheduled for 2024. I’m positive and realistic about 2024’s prospects. Machinery acquisitions are often funded through finance and, doubtless, buyers will be impacted by higher interest rates. But most buyers know that their investment in buildings, software and machinery will pay substantial dividends in the long term. Their confidence will cascade through the UK market. Finding and retaining talent remains challenging. Rising living costs mean employers have to offer higher salaries and improved benefits – which, naturally, impacts prices. This must be countered with efficiencies. Within the elumatec group, we’re making great progress on this. Ultimately our strategic moves will strengthen our position in the UK market.

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Jeremy Phillips Group Chairman, CDW Systems

Andy Royle Co-Founder and Director, Leads 2 Trade

Howard Trotter, Business Manager, Shelforce

Mike Parczuk Managing Director, Sternfenster

Steve Hacking Managing Director, SupaLite

Despite the predicted doom and gloom for 2023, it was a good year. We had a really strong summer turnover wise in particular, but there has been a slight drop off from autumn which was to be expected.

With the market slowing down, and winning work becoming tougher as a result for installers, the appetite for leads returned in 2023 and we expect that to continue as the cost-of-living crisis is likely to continue to bite in 2024, keeping consumer confidence low and squeezing disposable income.

2023 was another wonderful year for Shelforce and our wonderful team. In April we won the King’s Award for Enterprise in Promoting Opportunity (through social mobility).

2024 is a very big year for Sternfenster, because along with our Lincolnbased retail business Starglaze, we turn 50 this year!

Despite the many ups and downs the industry faced, we’re pleased to report that 2023 wasn’t all doom and gloom for us here at SupaLite.

Of course, we won’t be resting on our laurels. We’ve got some significant product launches in the pipeline, and we will be upgrading our popular customer support software EasyAdmin. We are also investing in our infrastructure, including new machinery and solar power.

We successfully expanded our offering by adding quality glass conservatory roof replacement products and have made further investments to support ambitious installers across the UK.

We managed to introduce some new products which have gone down well with our customers, as we continue to provide them with a range of compliant products, while heritage and crittal products have proved very popular and should continue to do so in 2024. We have also strengthened our team in the office and extended our office opening hours for customers, which has been important. In terms of this coming year, we are expecting aluminium sliding doors to become the new bi-fold doors with consumers, while black will take over from anthracite as the colour of choice. There will be challenges, not least U-values and the triple glazing question, which will mean a total redesign of products, while recruitment will continue to be difficult, for both fabricators and installers.

It’s no surprise that we have been able to get our trusted installer network back above 300 members, after that dropped during the home improvement boom of the previous years. Lead generation tends to come to the forefront of the minds of installers when work starts drying up. On the flip side of that, however, has seen us continue to generate leads and enquiries through our comparison service and our online assets for installers, as high earners continue to spend on their homes so we are confident that the leads will be there for our members in 2024. Trust is also going to be key for consumers due to the current financial climate so local installers will be in demand, which is perfect for our members. Looking after our members, making sure their order books are full, and providing a low cost per sale and high conversion rates is our number one priority for 2024.

It was a huge honour for everyone and got Shelforce some outstanding exposure on the local BBC and ITV news. We also featured in a special 75th birthday commemorative album for King Charles III. Thanks to the demand for fire doors, we had to increase our manufacturing capacity which helped us post a record turnover last year of just under £6million and we also introduced a new management software and phone system to help with efficiency. This coming year we are on track to hit a record turnover again, with conservative estimates at around £9million, and this has been down to not just fire doors but the demand for more energy efficient windows in high rise accommodation on the journey to net zero. The King’s Award for Enterprise has also provided us with several exciting opportunities for 2024 too, so the future is bright, and it should be another good year for us.

There aren’t many companies in the window and door sector that has operated for 50 years continuously. If you want a trip down memory lane, we’ll be publishing all sorts of vintage material on social media during 2024, including old magazine adverts, radio jingles, celebrity endorsements, and plenty of very dated photographs. We’ll also be discussing how innovation has changed during that time, and we’ll be talking to some of our customers about what partnership and support means to them. Search for us on LinkedIn, and keep an eye open for some very tasty offers!

We ended last year on a high by travelling up and down the country, holding dedicated Supa6 Seminars for both new and existing customers. Each session went amazingly well and allowed us to collect valuable feedback from those that attended. During the seminars we discovered that while bigger companies have really felt the strain throughout 2023, the collapse of Safestyle and UKWDG has actually created new opportunities for smaller installers who have seen a boost in business. We’re truly passionate about doing what we can to support installers within the industry and so they’ll be a big focus for us next year. We’ll be kickstarting 2024 with the launch of our brand new registered installer scheme and we can’t wait!

Dave Broxton MD, Bohle At a roundtable event we hosted in the summer, our customers and other guests said a focus on sustainability was considered important for success, as was an investment in your workforce and diversification of your product offering. Together, delegates concluded, this approach helped avoid competing on price, which was considered important for survival. Bohle also develops new products and services to remain agile, and to open-up new markets for customers. For example, while we were known as a distributor of glass hardware, we now manufacture glass hardware with our own brands, our own R&D, and our own designs. This evolution of Bohle will continue into 2024, as we seek to establish ourselves as the supplier of choice for glass hardware and home improvement products like Juliet balconies, balustrades and internal sliding door systems. This moves the conversation away from one simply based on price, to one that discusses value, choice and opportunity, and one that builds in margin and profitability.

January 2024 | www.glassnews.co.uk

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The UK’s Leading Glass & Glazing Newspaper Greg Beachim Sales Manager, Cyncly Brand Window Designer

We will have to pay closer attention to what homeowners – and other end users – want over the course of 2024 and beyond.

concluded that collaboration will help drive innovation, improve efficiency and create a better user experience, thanks to a closer integration of products and services.

Thanks to technology, homeowners already conduct much more research before approaching window companies, and only choosing those who they know have the product ranges they desire. And this will impact everyone else in the supply chain – to supply want consumers want, not what they can be sold.

Cyncly’s software – including Window Designer – is already helping every part of the manufacturing process work together seamlessly, all the way through the end user. We want consumers to get what they want, and we want our customers to achieve that in the most efficient way possible.

Also, in October 2023, I took part in a roundtable event with other industry leaders in the technology space, which

Faisal Hussain Chief Executive, DGCOS

Mike Bygrave Director, Roseview Windows

It’s fair to say that some of our installers had a tough year in 2023 as consumer spending on home improvements slowed down. Installers have been reporting to us that the impact of the cost of living has filtered down the supply chain and consumers have been holding onto their money. However, with early signs of things turning a corner, we are optimistic that 2024 will be a better year for installers.

In terms of market conditions 2023 was supposed see a return to normality. But in reality it did anything but. It certainly didn’t compare with the madness of the previous three years, but neither did it return to pre-pandemic conditions. The year was full of puzzling peaks and troughs, with little predictability. However, what is clear is that— generally speaking— consumer confidence was consistently low, for all sorts of well-documented reasons.

In light of the current economic situation, we have worked hard at DGCOS in supporting our installers to maximise their efficiencies, which helps them add to their bottom line. This is something we are planning to build on next year. I am still personally committed to the ongoing conversation around mental health in our industry, and following the success of the first series of mental health and wellbeing podcasts, we are producing a new podcast series that will equally benefit installers which will be available in 2024. A healthy workforce means a healthy industry, and this is something I will continue to talk about.

Whether this will change in 2024 is open for debate. Economic signals point towards a relatively flat but stable market, certainly for Q1 and Q2. We expect it to be a year of stability and consolidation rather than strong growth, but with improving prospects as conditions improve and consumer confidence gradually returns. Against this backdrop, 2023 was an excellent year for Roseview. We had made some very big changes over the past three years, and 2023 saw them start to bear fruit. We’re now a much more modern, dynamic and efficient fabricator than before, better suited to face future challenges. Whatever 2024 throws at us, we’re ready!

www.glassnews.co.uk | January 2024

And together we can improve upon that.

Laura Richardson Director,TWR Group

Richard Gyde Mila

Sioned Yates Whitesales

The market certainly slowed down in the last quarter and while smallmedium businesses can buckle down and keep their costs under control, bigger companies that need more leads and have bigger wage bills will struggle.

Team Mila are looking ahead to 2024 with a huge amount of enthusiasm and anticipation.

I’m extremely confident that 2024 will be a year of opportunities for Whitesales – and for companies who choose us as their flat glass rooflights and lantern supplier.

We saw more fabricators turning to us to help them take up the slack on bigger projects which they didn’t have the capacity to do, or with products that require a different skill set, which is something that will continue to happen. The price of glass has turned due to the demand not being there and come full circle after prices during and after Covid increased and we are now getting the prices from five years ago because the companies are under pressure to get the volume, so we are seeing things settle in that regard. The race to the bottom tendency in the industry has gone on too long, but with the cost of living, and consumers being committed to higher fixed mortgages, it will continue to be a competitive marketplace in 2024.

Starting in January, we’ve got the most ambitious new product pipeline we’ve probably ever had – including something very exciting for composite doors and a big new initiative in stainless steel. And that’s on the back of a really successful brand launch in October for Advance™ - our new range of precision engineered products developed specifically for aluminium, which started with our very clever Magnets for holding open bi-fold doors. These are designed with patentpending self-aligning pivot technology which lets them move up to 30° from side to side so they achieve 100% face-to-face contact as soon as they come within reach of each other. Existing customers who fabricate in aluminium as well as PVC-U have told us that they love the idea that they will be able to buy more products from Mila with our proven guarantees on service, stock and customer support, and we will be rolling out further Advance TM innovations early in 2024.

We’re expecting demand to continue in schools and leisure facilities in particular – driven by the requirements of BS EN17037 2018, which focuses on the physical and mental health benefits of daylight, as well as the energy savings that can come from minimising the requirement for artificial light. And in the retail market, I think demand is likely to hold up at the higher end of the market, as affluent and mortgage free homeowners opt to improve rather than move. Our message to fabricators and installers in 2024 is simple: ‘Grab every opportunity you can, because we will support you at every stage with the all the quality, service, knowledge and resources you need to turn those opportunities into profit’. Our 30+ years of experience means we can help with any project – no matter how big, small, quirky or complex.

Dean Hodges Managing Director, BM Aluminium 2023 was pretty much in line with our expectations. We did see some customers disappear from the market, but we nonetheless grew both our overall customer base and our turnover. We also further strengthened LogiKal’s position as the number one aluminium processing software in the UK by adding the two newest systems – Alunet and Garnalex - to our database portfolio. We’re starting 2024 with the January release of SimplyTag, the clever new LogiKal module which lets fabricators add a QR code to their frames and embed any amount of information they like – from the CE/ UKCA mark and the U-Value certificate, to the glass and hardware spec, warranty, datasheet and even cleaning tips. Looking further ahead, I’m expecting to see the biggest demand in 2024 to be for machine links in LogiKal, as the number of fabricators investing in CNCs continues to increase. We’ve already got new enquiries from fabricators of all sizes. What’s clear is that it’s no longer just the larger fabricators investing in automation – even small and medium sized fabricators now see automation and the efficiencies it brings as being key to their growth.

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Russell Yates Managing Director, AluK

David Thornton, Chair, The Window Company (Contracts)

2024 looks like being another positive year for aluminium, with no real signs of growth faltering (the UK market is up 19% since 2019). AluK will be pushing ahead with big investments in R&D and new initiatives designed to make it even easier to buy, fabricate and sell our aluminium products.

When it comes to installation, I think it will be a market of two halves next year. The domestic sector looks like it will be subdued, while here in the commercial sector we already have a full order book.

It would be naïve to think that things won’t be turbulent at times obviously, and anyone who doesn’t focus on really controlling their costs will find themselves under pressure, but AluK has exciting plans in place designed to help us and our customers get through it in good shape. We’ll be announcing a major coup in the New Year with the appointment of a new, high profile R&D Director, and delivering updates to our market leading, tested, tried and trusted BSF70 bifold and new sliding and Heritage doors in 2024. I’m pleased to say that AluK’s service levels are at almost record levels, with OTIF figures routinely above 98% every week. Now, we’re shifting attention towards how we can leverage that operational efficiency to bring even more tangible benefits to our customers.

That’s obviously good news but it brings its own set of challenges as well – primarily in terms of securing our supply chain and not being too reliant on any one company. We’ve already seen two big name collapses and there could potentially be more to come. For us, 2024 will be all about dual sourcing, surveying and placing orders further in advance than we would normally, and strengthening our supplier relationships so that if there is any competition, we are in the best possible position. We’re taking a watching brief on the question of triple glazing as well – until there’s an affordable and practical option which works for the social housing sector, then no amount of promotion by the glass manufacturers will create the momentum required for this to be a mainstream option for us.

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Dan Brown Strategic Relationships Manager, GQA Qualifications

Marcel Brown Business Development Executive, RPS Software

After much talking the Building Safety Act finally came into being in 2023. It had been a long time coming, and many were unsure about its direct relevance to our industry. Now we all know, it is very relevant, and it has spawned many conversations and actions across the sector. The point is, to comply with the requirements of the act, all suppliers must be able to demonstrate competence in their staff, with significant penalties for failing to do so.

Probably like many others, I am thinking, where did 2023 go? It feels more than ever that the year has flown by, and so it is good to have the opportunity to reflect and to think about what we have achieved, and of course, what does 2024 hold for us?

As the industry’s leading awarding organisation GQA has taken it upon itself to try to provide impartial information about the act, and its implications for the industry, and we started to do this at the Glazing Summit in October and have followed up by talking to a wide range of industry and interest groups. In 2024 we will continue to help to support the industry with advice and solutions to help them understand, and comply with the Act’s implications, hopefully leading us to a position where our industry is at the forefront of embracing the changes required of it.

As developers of software for those selling conservatories, orangeries and garden rooms ours will always be a sector of the industry that needs to progress. With the consumer market tightening due to economic pressures, the importance of having the best tools available to compete for what business there is, is even more significant for our customers. So the development of our Augmented Reality design software with its code sharing feature that allows customers to share 3D designs with homeowners on their tablet or smartphone has been a major plus. We know this will make a major difference to the market in 2024 and will start to alter the sales process, heightening it to compare with anything any other industry can offer.

Mark Handley Partnerships Manager, Building Our Skills

Huw Williams Commercial Director, Tyman UK & Ireland

Into 2024, and it feels like 2023 has gone in a flash. What did we achieve – did we meet our targets and the expectations of those who support us in the industry?

Following another turbulent year, we are yet to see a return to the natural trading patterns seen pre-pandemic. Rising inflation and interest rates have affected consumer confidence. This has shown the importance of working dynamically and closely with our trade customers.

Hopefully that’s a yes; as an organisation committed to raising awareness of the industry to the outside world, with a particular focus on the career opportunities available to those wanting to join it, I think we have made more great strides. With the help, support and guidance of our industry advisory panel we have continued on our path to help reduce skills shortages, and to look further ahead to a time when youngsters especially will choose our industry as a career of choice to meet their long term ambitions and aspirations. It is with great excitement that we approach 2024 with two industry bespoke ’50 careers in one day events’ ahead of us in March where we are hoping to showcase the industry to over 1000 students.

Despite the changeable market, the team has shown its continued commitment to supporting our customers which has helped ERA and Zoo go a long way to achieving their 2023 plans. We’re expecting demand in H1 2024 to be similar to the softer H2 this year. Both Zoo and ERA have demonstrated resilience and enter 2024 with confidence, focusing on customer relationships and needs. 2024 will see the evolution of our smart security offering, with new solutions, building on the success of our TouchKey. With the support of our trade partners, we’ll also keep working to educate homeowners about home security and the importance of certified solutions that meet industry standards. Finally, we’ll continue working towards achieving our Science Based Target commitments and making headway on our Sustainability 2030 Roadmap.

January 2024 | www.glassnews.co.uk

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Peter Sutcliffe, Managing Director, Debar

Sam Nuckey Manging Director, Window Ware

2023 was an incredible year for Debar as we officially marked 15 years operating in the bi-fold market.

Overall, 2023 was a much stronger year than expected. The loss of UKWG and Safestyle, while extremely sad for everyone involved, presented some firms with new opportunities in the market as demand and volume was redistributed.

Despite the many challenges the home improvement sector faced, we were able to launch new products, expand our team, reobtain the prestigious ISO9001:2015 standard and make some fantastic headway with our international strategy. We even rounded off the year by attending the biggest event in the construction calendar, Big 5 Global, where we met many inspirational businesses and potential customers. Unfortunately, I don’t think we’ve seen the end to the challenges currently facing the UK economy. In fact, the first few months of 2024 are likely to be just as turbulent as homeowners continue to claw back on spending as the cost-ofliving crisis rages on. That said, we’re feeling optimistic about the future here at Debar. We have a fantastic team working hard behind the scenes guaranteeing we keep operating to the same high standard as always. Plus, with ambitions to continue raising our profile overseas we’re confident that 2024 will be another great year.

We have seen consistent growth for higher end products for the aluminium and flush sash markets, e.g. our MACO lift and slide hardware and our Regal Hardware heritage door and window handles. As you might expect, given the changes to Part F ventilation regulations back in June 2022, our trickle vents from RW Simon, Glazpart, Yale, and Greenwood have also been in high demand. I’ve no doubt, the market will keep us on our toes in 2024 as demand continues to soften due to reduced spend on new builds and tighter consumer spending. However, we are having lots of positive conversations with people looking to develop their businesses and invest in new products, which is good news. For our part, our teams will continue their focus on service, ensuring our accuracy, response times and OTIF tick all the right boxes for our valued customers.

www.glassnews.co.uk | January 2024

Victoria Brocklesby COO, Origin We have an exciting year ahead of us in 2024! With the Future Homes Standard on the horizon, our in-house R&D team has been hard at work creating a suite of products that not only look great but are certain to deliver the quality that Origin is synonymous with. These products will deliver on the all-new thermal requirements whilst leading the way with what the market wants in terms of design, aesthetics, and performance. This will ensure our Partners are ready-to-go ahead of the new regulations and are competitive in their offering. Our other focus will be helping our Partners continue to navigate a turbulent time for the housing market. Throughout 2023 we saw rising mortgage costs and a drop in house prices, which meant many homeowners started to improve instead of move. We anticipate this trend will continue in 2024 and we will be on hand to help our Partners deliver market-leading products with short lead times and excellent customer care. We will also unveil more about some really exciting projects we’ve been working on. We can’t reveal too many details yet but watch this space!

Phil Guy Key Account Manager, Senior Architectural Systems 2023 was a momentous year for Senior, from opening our new Thermal Improvement Facility in Rotherham to winning the King’s Award for Enterprise in innovation for our patent low U-value PURe® system. It was also a year of big changes for our customers, and helping them get to grips with Part L compliance has been our key priority. Looking ahead to 2024, we will be unveiling new products and further updates on our use of low carbon aluminium. This is all part of how we are continuously investing, and innovating, to help our fabricator and installer customers secure more work. On a personal note, I’m really looking forward to building on our current revenue and working hard to drive new business following my appointment to National Key Account Manager in September 2023. With new regulations looming and energy-efficiency continuing to dominate discussions with main contractors, we’ll be giving our customers plenty to talk about with our innovative products, all while supporting them with our technical expertise. There will be more challenges ahead but nothing that we can’t rise to together.

Stephen Nadin Managing Director, Endurance® Doors

Andy Short Director, Jack Aluminium Systems

Endurance® Doors enjoyed a successful 2023 where we continued our track record of year-on-year growth. We achieved this by reinvesting back into key areas such as business systems, consumer marketing, infrastructure, and new, strategically important hires.

Success always comes with its challenges, but despite having to overcome some obstacles, 2023 has by far exceeded our expectations at Jack Aluminium Systems. Despite a very busy year - from moving into the domestic market with the launch of our ID30 range, expanding our manufacturing facility by 17,000 sq. ft. and welcoming new team members to take our product development to the next level - our ethos of providing our customers with products that are fit to deliver and easy to install, has never faltered.

The benefits of this capital expenditure, which totalled over £600,000 in the last six months alone, have been complemented by the continued hard work and commitment of our team and our partners. 2024 will be more difficult due to further reduction in demand for fenestration products. To overcome this and enable our installer partners to capitalise on the opportunities that do exist, we will be increasing the support we offer them to generate consumer enquiries and optimise lead conversion. I am a glass half full person, so I am still positive for the year ahead. We have additional investments planned for 2024 which will lead to some exciting developments and possibilities. We’ll also be making additions and enhancements to our offer to support our success as well as keep our installer partners happy and excited to be part of the wider Endurance® Doors’ team.

While the state of the country has brought with it certain challenges, it means that there will most likely be more hurdles to overcome in 2024. While they are major obstacles we’ll have to face, myself and the Jack Aluminium Systems’ team will remain focused on providing the best possible products and services to our customers.

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Stuart Green Joint Managing Director, Framexpress At the start of the year, myself and the entire team at Framexpress set out to make 2023 our best year yet, and it’s safe to say we’ve soared. Of course, we’ve faced some challenges along the way – from the turbulent political landscape, financial uncertainty, market instability and the UK government’s back track on climate goals – but we’ve proven that even after decades of continued success, we can stand strong in uncertain climates. 2023, our 25th year in the industry, was a recordbreaking year for us sitting around 17% higher than in 2022, but our ambitions are only growing stronger. We know that 2024 will come with some difficulties, as everyone tightens their belts, and the general election threatens to turn things on its head. But, with our dedicated workforce, commitment to reinvesting in machinery and delivering on exceptional lead times, and our unwavering ethos of providing faultless manufacturing processes for our customers – it’s clear that we are the fabricator that no installer can live without.

Alan Calverley Director, Department of Marketing As a construction industry marketing agency, we work across sectors affording us a wider view of the markets. In our opinion, the doom and gloom predicted for 2023 is yet to filter through to the bottom line, and cautious optimism exists. Growth has been difficult for some with recruitment proving lengthy and challenging across all roles. Extended lead times on some product categories has also slowed and hindered capacity. Expanding product sectors including aluminium fenestration, timber frame and high-end home improvement are thriving though. Those targeting the consumer sector have seen the higher end holding up well with many refusing to compete in price wars against lesser products and consumables. Those that have not invested in product development and customer service in 2023 are at best treading water. As you would expect me to say, investing in marketing, planned against a defined strategy, will reap rewards in the year ahead. You can’t simply turn the marketing tap on, especially during a downturn, and expect results – consistency is key.

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Nicola Harrison MD, Bereco Truthfully, 2023 finished below our expectations at Bereco as we felt the impact of the price increases at the very beginning of the year. However, as we enter 2024 with a healthy-looking order book and impressive enquiry levels, our confidence has returned. Where home improvement will go in the New Year is anyone’s guess. The upfront cost of energy efficient products outstrips the savings made and with no incentives encouraging people to make upgrades, why would they? Therefore, I believe the next couple of years will be relatively subdued. To combat the impending regulatory change, I believe we need to work better together to uncover solutions as an industry. We must find the best recipe to meet the new regulations and we need help from our supply chain. Without their support how will we know the true environmental impact of our products? Let’s make 2024 the year of change, where we band together and embrace what’s to come for the good of the home improvement industry and commercial sector.

Jay Patel Director, Everglade Windows At Everglade Windows, we’re always working hard to ensure each year is better than the last, and it’s safe to say 2023 was our best yet. From hosting our most successful Trade Customer Conference; launching eight new cutting-edge, trendled products; hosting our valuable quarterly TECHtalk sessions; and, of course, taking home not one but two awards at the G23 Awards, including the coveted Fabricator of the Year – we have definitely reaped the rewards of our hard work this year. Of course, our ambitions are to build on this outstanding year in 2024, as it’s in our DNA to continuously look for ways to grow and innovate, while providing our customers with an excellent service along the way. We will continue to reinvest in the company – as we have done for the past 43 years – to ensure our customers can constantly grow and evolve with us.

Sarah Hitchings Sales & Marketing Director, The Residence Collection and Window Widgets: In 2023, the business excelled beyond preCOVID levels for the majority of the year. The Residence Collection consumer website continues to see year-on-year increases for visits, indicating there is a strong public interest in home improvement and premium products. The first half of 2024 could be uncertain with external factors impacting the economy, particularly homeowner hesitancy in making significant purchases. However we can use market downturns to recognise potential opportunities for new products and refine our marketing strategies. Forecasts suggest sustained elevation in raw material prices and labour costs, which means it’s key to enhance internal efficiencies. Acknowledging the bespoke nature of every window in our industry, accurate product pricing remains essential. Heading into 2024, we emphasise the importance of a diverse product strategy, maintaining focus on consumer segments while seeking growth in commercial endeavours. Building on our successes at the G Awards in 2021 and 2023, optimism surrounds our growth plan for the commercial sector.

Adrian Barraclough Chairman, Quickslide We’ve gone from red hot consumer spending, pent-up demand, and low interest rates to demand that’s now normalised to pre-covid levels, soaring interest rates and skyhigh inflation, so it’s not surprise that the market is tough. “Decline” in demand means increased competition. We have seen increased competition but based upon price cutting rather than improved service levels and product quality and innovation – which is our focus – and we have all seen the results in the market recently where a company’s key USP is price. This misses the point about our primary sector – the product isn’t a stack ‘em high sell ‘em cheap kind product. Those homeowners who can afford VS windows are better cushioned against these economic factors. We’ll continue to build on our competitive edge by diversifying our service offering through marketing support, real-time delivery notifications, online ordering, lead gen and more – to help our customers sell more and at reasonable margins. We continue to be optimistic – we wouldn’t have taken delivery of a 1.7m machining centre in 2023 with another £1m investment lined up for 2024, if we were not.

January 2024 | www.glassnews.co.uk

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The UK’s Leading Glass & Glazing Newspaper Steve Winslet Group Managing Director, Victorian Sliders

2023 has been a pivotal year for Victorian Sliders. Since 2021, we’ve focused on driving dramatic improvements in quality, efficiency and customer service. But October this year brought the biggest change of all, as growth funders BGF acquired a majority stake in the business. Now, we have the support to make even more sweeping changes and improvements, as we seek to become the most customer-centric company in British glass and glazing. To help us achieve that objective, I’ve appointed a number of hugely experienced people in senior roles across production,

Asa McGillian Managing Director New World Developments, manufacturers of Apeer Doors, Silka Doors and Windows With the launch of the Residence Door Collection by Apeer at the FIT Show in 2023, we stepped into the luxury home improvement market, a move that gives us niches at three key price points, what we identify as ‘Good, Better, Best’. It has been a most interesting experience and allows us, we believe, to offer a degree of protection against the vagaries of an unsettled economy for our retail installer customers. This will be especially important during the next 12 to 18 months when the consensus seems to be that the UK will slip into recession, although other indicators have shown that retail spending appears to have been resilient despite the cost-of-living pressures that every household is facing, in the UK and also in Ireland. And whilst at the time of writing pre-Christmas, the home improvement market is reportedly around 20/25% down, sales of our ‘Better’ and ‘Best’ products including SIlka and The Residence Door Collection, are proving resilient. I believe that will continue through 2024.

Danny Williams Managing Director, Pioneer Group/Gerda I believe that we might see a resurgence in the PVC-U sector as the emphasis on energy efficiency grows as we approach the imposition of the Future Homes Standard, as whilst that dictates values for new build, there will be an influence on replacement products. But also, as the aluminium sector becomes more crowded and competition is already prompting price cutting in a classic race to the bottom. Neither does it help that the aluminium systems suppliers insist on producing what they want, rather than what suits the fabricator and ultimately, the end user. Historically, aluminium was the first replacement window type then PVC-U replaced it – will we see history begin to repeat itself in 2024? We have been protected by the undoubted dip in the home improvement market by having diversified in recent years. Our Gerda aluminium and steel residential entrance doors have taken off since we launched them early in 2022, and our work in manufacturing and installing windows and doors for NHS estates, is serving us well.

www.glassnews.co.uk | January 2024

Adam Jones and Sean Mackey Directors, Jade Engineering

Mike Derham Chairman, Mighton Products and Avia Smart

We have had an exceptional year but of course, whilst business has remained strong across each of our divisions, the demise of Duraflex created a surge of business as former fabricators of the brand rushed to retool. It is not something we welcome as of course, such failures undermine the whole industry.

Research carried out by Linked In a year ago predicted growth in the US smart lock market of 11.8% between 2021 and 2028, to a remarkable USD 3,639.5 million. Using anecdotal evidence and our own experience at Avia Smart, we continue to be optimistic that growth in the UK will continue and grow at least in relation to the number of smartlocks chosen over conventional hardware.

The sector has returned to pre Covid levels in terms of our bread and butter of replacement tooling and the Jade single purpose machines. However, we have noted a change in supply chain issues, belatedly post Brexit, in that aluminium tooling, particularly punch tools, are facing logistical issues. We are highly experienced in this product sector and are working with a number of aluminium systems houses to provide immediate solutions. We have also been able to refocus on completing the move into our new HQ building round the corner from our existing premises, a project that we hope to complete by the spring. That in itself will ensure that we have an eventful and interesting 2024.

Trust is a key driver and is therefore something that we at Avia Smart continue to spend a great deal of time, effort and money ensuring. Our most recent accreditation was the key standard introduced by the Door & Hardware Federation (DHF) that followed growing demand for a trusted, third-party certification of residential smart and electronic door locks, DHF TS621:2018. As homeowners understand that smart hardware is at least as secure as manual locks and devices but offers huge benefits in ensuring the security of a property by alerting the homeowner to unlatched windows and unlocked doors as well as proving the convenience of keyless entry, smart hardware will increasingly help installers sell windows and doors.

customer service, sales and marketing, who are already making a major impact. While 2023 has been a tougher year economically than we’ve experienced recently, and 2024 looks set to continue that trend, we remain extremely confident. As one of the sector’s most vertically integrated manufacturers, we’re perfectly positioned to weather the storm, and continue offering the right quality product, at the right price, at the right time, to thousands of installers across the UK.

Stuart Stockley Managing Director, VEKA Recycling

Rhonda Ridge Director, Ab Initio/Adminbase

Trading during the next 12 months is likely to be as testing, if not more so, than the year now behind us. The pressures of simply managing a business will increase, which means that trust between trading partners becomes even more important; trust that everyone in the process is doing their job to the best of their abilities, that agreements are being fulfilled to the letter, that interventions are rare if ever called for.

My view, perhaps unsurprisingly, is that more installers of every size, will upgrade their admin and project management systems during the next 12 months, perhaps even in record numbers. Why do I say that? Because the Covid years and those since, have proved that operating a business through a centralised, paper-free, portable, endto-end system that does away with repeated data entry and scraps of paper, makes sense.

Recycling of virgin offcuts is well established and now, post-consumer frame recycling has become mainstream rather than something adopted by a handful of forwardthinking retail installers. The recycling of old frames is widely adopted because it makes common sense logistically, as well as for the environmental benefits. Trust between the installer and recycler must also therefore, be as robust and intuitive as any other stage on the supply chain. Our focus during the 2024 will be to ensure that the recycling process we offer, will continue to be so simple and well managed as to be almost invisible, to ensure that the process becomes as matter-of-fact as every other part of the cycle should be.

No longer is a business management system the reserve of larger, national home improvement companies, it has been widely adopted by companies with a couple of employees, up to nationals with hundreds. During the next 12 months those that have adopted business management systems – such as Adminbase of course – will prepare quotes faster, communicate with their customers efficiently, accurately and effortlessly, run installations seamlessly, get paid quicker and, crucially, end the year more successfully.

VOICE OF THE INDUSTRY

Paul Higgins Commercial Director, TuffX Glass

Bradley Gaunt Managing Director, Made For Trade

Some years ago at TuffX we took the decision to use our experience and skills to add value to glass by developing performance enhanced glazed products, rather than continue in the mass market of low margin, high volume goods, such as standard IGUs. That has proved to be highly successful, especially as the casualties amongst ‘standard’ glass processors in recent years – particularly those producing IGUs – has been very high.

An anticipated 0.5% growth rate in 2024 signals economic stagnation but a lowering of inflation to 2.5% indicates the possible reduction in interest rates from 5.25% to, perhaps, 4.5%. There’s also a possible rebound in real wages with the decrease in inflation and strong wage growth meaning that consumer confidence could return by the end of H2.

Whilst we have stepped away from the standard IGU offering, we do consistently well from home improvements, but with products such as high performance rooflights, high performance conservatory glass, balustrades and canopies and also bespoke commercial entrances and other projects. Most of these are supplied to upmarket homes and projects that have been more resistant to the fluctuations in the economy. Our new product – Glow – which enables bi folding doors to also become the primary heat source in a room, extension or conservatory, is intended to continue this pattern during the next 12 months and onwards and is an insight into how we are preparing our business and products for the Future Homes Standard 2025.

A recession could be avoided by a quarterly growth of 0.1% although below pre-pandemic employment levels and low business investment impede real growth throughout the industry. In line with the economy, the fenestration sector will continue to contract and there will need to be a realignment of prices as everyone fights for sales. Commodity products with tight margins will suffer most but even at the other end with premium products there could still be casualties. However, as we enter the back end of the year, I anticipate things will start to improve across the UK and within the fenestration industry, specifically. For 2024 we are still budgeting for growth within Made for Trade.

The UK’s Leading Glass & Glazing Newspaper

Robert Thiroff Managing Director, profine UK and Kömmerling 2023 has been a good year for Kömmerling as we fully integrated our newly designed brand. We are equally positive about 2024 too, as we look to put on a strong showing at Fensterbau Germany in March. In addition, we will be diversifying into other building materials. There will be a renewed push on our WarmCore range for 2024 and further educating our customers and the wider market to the qualities of our 76 system. At the same time, our market-leading 70mm system will see the introduction of a dedicated flush door sash, offering the clever technical attributes similar to the window flush sash. Our onsite design centre was recently opened and hosts our dedicated Passive House area, showcasing our 76mm and 88mm platforms. I would like to personally send out an extended invite to our customers, and their installers to feel free to visit the facility. From a marketing perspective we will be introducing Kommerling@ Home, a new installer scheme which will provide Kömmerling installers with a variety of resources to help develop their staff and to promote their businesses.

Chris Cooke Director, Prefix Systems 2023 was a defining year for Prefix in many ways, but notably when improved the supply chain for glazed roofs with the launch of the next generation S2 system alongside the wellestablished S1 lantern by Sheerline. The historic conservatory sector has been given a massive wake-up with a new contemporary solution boasting bold aesthetics and a completely new modern feel. From an economic perspective, indications are that 2024 could be challenging and so consumer confidence will be influenced one way or the other. Yet at the same time I feel the continued demand for better products, service and value will be a big plus for us. An increasing number of installers are moving away from timber-framed cold roofs to our true warm roof solution under our WARMroof brand. As we look to educate the market further, we expect that the technical limitations and failings of these cold roofs will resonate further. In all 2023 allowed Prefix to evolve, but 2024 is likely to be strong for us as we give the market quality, value and service across all product groups.

Sunil Patel Joint Managing Director, Unique Window Systems 2023 was a good year for Unique where we saw further growth. In fact, our continued expansion, which has seen our turnover double and our team grow by 50% since 2020, led to us receiving a number of awards such as 2023 LeicestershireLive Business Award for Growth. We also won two Leicestershire Business Awards for both Outstanding Growth and the Business of the Year. The challenges of the currently flatlining UK economy will continue for most, if not all, of 2024 but we are upbeat about the year ahead. We are anticipating further growth and are already taking steps to facilitate this. For example, we have invested into extra capacity. This will see our current site footprint increase to 165,000 square feet in 2024 as well as new, state-of-theart machinery being added to our already extensive production infrastructure. There are plenty of other reasons for our team and our customers to be positive too. This includes the imminent launch of new products and the refinement of existing lines as we maintain our commitment to continued business evolution and improvement.

Dave Mechem Director of Inspection & Assessment, RISA The past year has seen installers come to terms with the Building Regs changes made in June ’22 and pleasingly we’re seeing no drop in the quality of installation work carried out. It will be essential for all installers to stay abreast of the changes coming in the Future Homes Standard. Pulse Testing will become more prominent in ’24. We’ll see more installers look for alternative means in which to install windows without trickle vents yet comply with Building Regs. From extensive testing we know Pulse Testing works and is an affordable option for homeowners who are completely anti trickle vent. We’re also seeing an increasing demand from installers for our Expert Witness service. Installers who understand they have fitted a job as promised but who are having issues with their customers over the finished work or payment. Our service as an independent assessor on the matter will frequently see both parties save money on the process and outcome of going to small claims court.

January 2024 | www.glassnews.co.uk

VOICE OF THE INDUSTRY

The UK’s Leading Glass & Glazing Newspaper

John Agnew Managing Director GGF

Lis Clarke Operations Director, FENSA

From a business perspective the GGF has exceeded expectations this year. We have seen a near 20% increase in membership numbers, hosted the most well attended, and received, Members’ Day in recent years and made real strides with government on how our industry can make a difference to the country’s Net Zero goals.

There’s no doubt 2023 has seen a reduction in the level of domestic installations in England and Wales. However, this year has simply seen figures revert back to those seen pre-Covid rather than off the edge of a cliff that some have been predicting. Given the increased demand seen by many in the industry over the past two years we are likely to see a reduction in that activity next year also before seeing a recovery in 2025 and beyond.

The GGF attending No 10 Downing Street to discuss our industry goals with senior government advisors marked a significant milestone for the sector, the first time for many years that we had the attention of the highest office in the land and is testament to the work of Chris Beedel in his advocacy role to date. Next year will challenge companies who cannot showcase the sustainability of their company and the products they use. With EPDs and LCA becoming de rigueur when tendering it is imperative the sector is a frontrunner within construction for using green products and we expect the GGF recycling scheme that tackles the issues around recycling post-consumer cullet to come to the fore.

The collapse of Safestyle cannot be ignored and is a wake-up call, if one were needed, for everyone in the industry of the need to showcase the positive impact our products can have on the nations’ homes. The highest tax burden the UK has seen since 1943 will undoubtedly hit homeowners hard in the pocket, so it is up to us as an industry to stand out above other trades in the home improvement market and give customers the ‘home sanctuaries’ they crave. We fully expect the FENSA community to do so.

www.glassnews.co.uk | January 2024

Asa McGillian CEO, SILKA It’s been an incredible year for us at SILKA. In 2023, we have gone from initial brand launch to being one of the major players in the glazing industry, following the introduction of our superinsulated aluminium glazing products, and the unveiling of our exclusive SILKAselect Trade Partnership. The response we’ve had has been incredible, with 30 SILKAselect Trade Partners signed up already. And, as we look to 2024, we’re excited to further build this network and help a bigger pool of installers who will help bring the future home with our Thermafill® technology, triple glazed units as standard and beautiful, sleek design. Plus, as the Future Home Standard creeps closer and the need for greater energy efficiency is paramount, we believe that our products are part of the solution to encourage that change. Whether it’s a refurbishment, renovation, extension, or new build – SILKA can deliver it all.

Stuart Dantzic Managing Director, Caribbean Blinds 2023 was a year full of ups and downs, and being able to react quickly to market conditions has been key. The sales process has reverted back to how it was pre-pandemic, with a much longer consideration process, resulting in a knock-on effect to production. The weather has been a wash-out compared to the last two years, reducing enquiry numbers and making it harder to win orders from any enquiries received. The poor spring/ summer weather we have experienced this year has meant order values on pergolas have been higher than usual, as clients look to weatherproof their outdoor spaces. Customers still want to invest in quality over price but want to know more about the technical aspects of our premium products, so being detail focused has been key in the marketplace. Commercial (hospitality) projects have been pushed into 2024, largely due to the significant rise in overheads, while trade installers have fared well, with an increase in orders across the board.

Jeff Dunn Group Sales & Commercial Director, Glazerite UK Group Glazerite is welcoming a host of new products this year, aimed at securing new business for our installers. Our portfolio of trusted brands includes VEKA, Halo, the Residence Collection, DoorCo, Ultion and Kubu, giving our customers access to reliable and highquality products. Enabling our customers to achieve success is the driver for our portfolio expansion, which has recently included the welcome addition of Deceuninck. This month, we will begin manufacturing the 2500 and 2800 profiles at our brand new Barnsley site. Winning and retaining business in a competitive industry is also about delivering high levels of service, and it’s an area we are continuously improving on, from investing in our operations to the delivery of added value solutions like marketing. There is no doubt that the coming year will be challenging for the industry. It’s why we are committed to futureproofing our business for our installers by investing in our operations, people and resources. With recent expansion and our future plans, we’re excited to see what opportunities this year will bring for Glazerite’s installers.

Ian Cocken Director of Sales and Marketing, aluplast The challenges that 2024 presents will, for the most part, be a continuation of what we’ve seen over the last year, which has resulted in low growth and a high cost of living. We are unlikely to see the world stop turning, but I believe some companies are becoming tired with obstacles that they believe are (in many cases) avoidable. I include supply chain issues in this, because if you partner with companies with a long-term view – family-owned aluplast is one such example – then the infrastructure should be in place to handle the significant ups and downs we’ve experienced in the last four years. So, with the Future Homes Standard (FHS) likely to come into force in 2025, I think many companies will be using the next 12 months to get their houses in order, to create a level of stability in preparation for 2025 and beyond. And I believe that if you partner with suppliers that have a long-term strategy for growth, then you can confidently invest in your own business to make the most of those opportunities. And we are already seeing that happen.

SOFTWARE & IT

The UK’s Leading Glass & Glazing Newspaper

‘MOVE UPMARKET’ CREATES DEMAND SURGE FOR TOMMY TRINDER The desire amongst installers to ‘attract more high-end clients’ has become a primary reason for seeking new quoting software, according to latest research from Tommy Trinder. Tom Barfield, Business Development Consultant to Tommy Trinder, speaks to a lot of window installers; he’s carried out more than 170 demos of the firm’s market leading sales app over the six months. And, according to Tom, when it comes to buying software, it's all change: “During the pandemic it was all about saving time. Installers, working all hours to keep up, turned to Tommy in the need for speed; as a means to get quotes out more efficiently. Quite honestly, installers just wanted their evenings and weekends back! “But 2023 was totally different. The going got tough, and installers quickly recognised that there’s more to winning hearts & wallets than simply getting a quote out of the door. This year installers have been on the hunt for software that will wow homeowners; tools to help position them at the upper end of the market selling quality products to discerning customers.”

The rise and rise of Tommy Trinder is welldocumented; from a standing start four years ago the firm has grown rapidly to become to go-to quoting app for over five hundred window installers. The ‘flight-to-quality’ amongst installers in 2023 has spurred further gains for the firm, with more than twenty installation companies now signing up to use the app every month. Commenting on the changing role of software in the industry, Chris Brunsdon, founder & CEO of Tommy Trinder says: “The cold wind that has been blowing in the bottom half of the market seems set to continue for some time, so it’s no wonder that installers are actively seeking out tools that will help them stand out from the pack.

“Tommy Trinder makes it easy to show off premium features such as foils, dual colours, dummy vents, mechanical joints, flush casements, surface mounted bars, premium ironmongery etc. in a visual and engaging way. With sales of basic white windows dwindling, installers are telling us these details are key to making the most of every opportunity.” Another key weapon when selling to the premium market is the ‘makeover’. Tommy Trinder report that around 100,000 homeowners received a quote generated by the app in 2023, and notably 60% of quotes were accompanied by a ‘makeover’. “The makeover, where installers provide a mockup to the homeowner of their new windows in situ, is definitely becoming a staple part of the quoting process,” says Chris. “When you consider the ease with which consumers are able to model other significant purchases like cars or kitchens, it feels inevitable that offering the client a visual of windows and doors will become the norm. Customers love being able to try before they buy trying out different styles, colours and bar options and instantly seeing the results in situ. It all adds up to a memorable and compelling buying experience.” Installers can find out more about Tommy Trinder and book a free demo at www.tommytrinder.com. To find out more about the platform and its benefits visit the main site www.tommytrinder.com.

January 2024 | www.glassnews.co.uk

WA N T TO B E A PA RT O F I T ?

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www.improve-magazine.co.uk

SOFTWARE & IT

The UK’s Leading Glass & Glazing Newspaper

BM ALUMINIUM LAUNCHES SIMPLY TAG USP FOR FABRICATORS Simply Tag is a brand new module available in the latest version of BM Aluminium’s LogiKal software which allows fabricators to provide full traceability of their products and eliminate the need for cumbersome printouts and paper documentation. The software automatically generates a QR code from the fabrication assembly list, which is paired with a self-adhesive tag ready to be applied to the inside of the frame once it is complete. When this code is scanned, the trade customer or end user can instantly access all the information they need about that product – from the CE/UKCA mark and the U-Value certificate to the size and specification, including the glass, finish and hardware. It enables fabricators to meet their obligations in terms of showing compliance with standards and helps installers and end users with any questions they might have about maintenance, repair or replacement at any point in that frame’s lifecycle. Simon Crilley, BM Aluminium’s Product Manager says Simply Tag is a smart way to embed any amount of information about a window, door, screen or curtain walling installation in a sustainable digital format: “It’s all

about reducing paperwork and giving fabricators a nice USP to offer to their customers. They can add as much information as they like, including product datasheets, warranties and cleaning tips, as well as all the standard documentation. “A simple scan of the QR codes provides direct access to the documentation required for any customer query – from maintenance and cleaning all the way to reporting a service call request if any product failure has taken place. The end user can scan the QR code, take an image on their mobile, attach that to the service report and type a message which is sent direct to the installer. That automatically locates the contract within LogiKal and brings up all the data held about it. Not only does it potentially reduce the need for an engineer to make an initial site visit, but it eradicates any risk of wrong or confusing information being sent, and gives installers absolute confidence in the accuracy of what they receive. “QR codes have come surging back since the pandemic and are now regularly used on everything from reality TV voting to restaurant menus and ordering. They’ve become a routine part of everyday life, so it makes perfect sense to make them a routine part of aluminium fabrication and supply.” The Simply Tag option is available in the new v12 of the market leading LogiKal aluminium design and processing software. The team at BM Aluminium can provide all the help and support customers need to install the new module and start setting the agenda when it comes to providing digital support in aluminium.

More information is available at: www.bmaluminium.co.uk or via sales@bmaluminium.co.uk.

THE CONSERVATORY DRAWING SERVICES NOW QUALIFIES FOR THE MILE HIGH CLUB! GENERATE LEADS TODAY WITH NEW SOFTWARE TOOL FROM PST Actually it’s the six mile high club. On Sunday morning, business owner, Giles Hayhurst and his partner left Manchester airport bound for Barbados, but he received a request from his customer, Worfield Windows of Wolverhampton for a drawings of a porch just as they were boarding the plane. With wifi available on board it didn’t take Giles long to create the CADs and beam them down to his customer from half way across the Atlantic ocean. Giles commented “Well, we try to produce drawings within a couple of hours, so I thought I’d keep to that despite being in the air” Giles’ break finishes in a week but in that time he will rely on hotel wifi. Do you spend time waiting for substandard drawings from your supplier? - and if changes are required do you have to wait the same amount of time all over again? Perhaps you’d like to produce professional drawings but can’t justify the subscription or outright purchase costs - this applies a lot to orangeries where the volume of enquiries is usually a lot less than for conservatories. Do you already have software but which can’t show warm/tiled roofs properly? Do you already have software that can’t (or is too complicated to) draw complicated non-standard designs? Bradley Giles prides himself on quality - you receive a full set of seven drawings from all angles - all with your company logo and colour matched border usually within 24 hours. www.conservatorydrawingservice.co.uk www.bradley-giles.co.uk

Production Software Technology (PST), a leading provider of software solutions for the glazing industry, has launched a new lead generation tool to help conservatory installers gain valuable insights into customer engagement and trending products. The new tool works in conjunction with vsHome AR, PST’s software solution that allows installers to share product designs with customers to view in augmented reality as either a life size representation on the side of their home or as a tabletop view through their smartphone or tablet. Managing Director Neil Travers explains: “When homeowners search online for conservatories or orangeries, their first port of call will be to visit installer websites to explore their available options. With our new lead generation tool, installers can place various product models on their website along with QR codes – once they find a model they like, potential customers can scan the corresponding QR code using the vsHome AR app. “To access the model and view it in augmented reality, customers will then be required to create an account and input their contact information, which is verified by us. From that point forward, the lead generation tool will track every time customers interact with a model in the vsHome AR app, capturing data such as which model was viewed and their approximate location. “This new lead generation tool allows conservatory and orangery installers to not only generate new leads, but to also gain valuable insights into customer preferences. By analysing this data through our internal database, companies can make informed decisions about product development and marketing strategies.” In addition to providing valuable data insights with their new lead generation tool, PST offers an additional service where they can provide a bespoke version of their app with companies’ branding included, helping installers differentiate themselves from competitors by offering a personalised experience to potential customers. Neil concludes: “We are thrilled to introduce our new lead generation tool for conservatory installers. By combining our vsHome AR app with the lead capture feature, installers can not only generate new leads, but also provide a personalised experience for potential customers. We believe that this tool will truly revolutionise how installers connect with their target audience and ultimately drive business growth.” Visit www.pstonline.co.uk.

January 2024 | www.glassnews.co.uk

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SOFTWARE & IT

COLD CALLING

PST SOFTWARE SOLUTIONS SPEARHEAD EFFICIENCY AT MODPLAN Efficiency is at the core of any successful fabrication business, which is why many in the industry are seeing the benefits of Virtual Shopfloor, a unique and powerful manufacturing software from Production Software Technology (PST) that can help achieve a flat pack rate of 97%. One of these manufacturers is leading trade fabricator Modplan, who have been using the software for 15 years. Virtual Shopfloor is a manufacturing-based software that allows fabricators to choose from a library of 3D model templates or create custom designs from scratch. Manufacturing reports can then be generated with the option to send instructions directly to CNC machinery. Wayne Curtis, Modplan’s Conservatory Technical Manager, comments:

“Virtual Shopfloor has been a game changer for us in terms of efficiency – when an order comes in, we upload it to the system and process it through Virtual Shopfloor. This then goes to the shopfloor and the product is manufactured directly from the paperwork generated by the software. “The software has also played a big role in increasing our flat pack rate. Previously, we would spend a lot of time and resources on building conservatory roofs at our manufacturing facility, whereas now, we can rely solely on the accurate paperwork from Virtual Shopfloor and cut straight from that. “This means that space that was previously used for roof builds has now been allocated to increased manufacturing capacity, enabling us to manufacture up to 40 conservatory roofs a week.”

AR, an innovative companion app that allows installers to share their designs directly to their customer’s phone or tablet so they can explore their potential purchase using advanced AR technology. Wayne explains: “Our export customers use vsHome to easily quote for a full conservatory and can be assured that the price is within 2% accuracy. They also use the vsHome AR app to open up their conservatory on their phone, walk inside it and even attach it to their house, and they love that. “Overall, working with PST has truly transformed the way we work at Modplan, and I would definitely recommend their software solutions to fabricators and installers across the country.”

Modplan has also equipped its export customers with vsHome, PST’s installerbased software that allows them to design and bring their customers’ ideas to life using drag and drop tools within an integrated 3D editor. A unique visualisation tool can then be used to fit models onto a photo background, producing a real-life representation of the finished product.

PST Managing Director Neil Travers comments: “Efficiency is the cornerstone of success, and at PST, we are committed to empowering businesses with our cutting-edge solutions. Modplan’s experience speaks volumes about the transformative impact of our software solutions, and our goal is to continue revolutionising the industry and helping businesses achieve unparalleled efficiency and success.”

This can then be taken a step further with vsHome

Visit www.pstonline.co.uk and www.modplan.co.uk.

DANNY WILLIAMS

‘COLD CALLING’ Each month our special correspondent Danny Williams* replies to a reader’s letter... “There’s been a lot of talk about triple glazing recently Danny and publicity about Edgetech’s Triple Glazing Event in March. Will this be the year that triple glazing starts to take off?” KN, Retail installer, Lancashire You and my other reader will know that I am almost Messianic in my belief in and support for triple glazed windows KN. I have them fitted throughout Danny Mansions as do many of my friends and family in their homes, after coming to me for advice. So passionate am I that triple glazing is the future, that I am considering setting up a cult. Yes, I did spell that correctly. Those lovely people at Edgetech, who brought us the warm edge tech that we all now take for granted, are reviving their splendid Triple Glazing Question in March. This ambitious event is a decade on from the first and whilst that show was a triumph in bringing together all sides of the industry to consider the question of triple glazing, the nett effect was – zero. I don’t believe that a single extra triple glazed window has been sold as a result. Will this one be any different? I don’t think so. Triple glazing was discussed at length during the recent Glazing Summit and repeatedly features in the pages of this and the many other industry mags and rags. At the Summit we heard the usual narky objections to triple glazing including the old platitudes about weight and ruining vehicles and fitters getting bad backs…So why should discussions at the 2024 Edgetech Triple Glazing Question event be any different? As I hack away right now at producing this outburst, the Future Homes consultation document has just been published and that has thrown the cat amongst the pigeons, including the organisers of the Triple Glazing Question apparently. First run through suggests that the U value of windows will remain unchanged but further consideration reveals that the calculation methods will in fact improve the performance requirements for many windows. Triple is still likely to be to achieve the required performance in new homes. The techies will be slavering over this one and by the time this

appears in print, the dust will have settled and we will know what is required of us. For the home improvement sector however, experts at the Glazing Summit unanimously agreed that U values would remain as they are currently. So Pah! no need for triple glazing at all then. So many – the majority? – in our industry will be chuffed that we won’t have to change to triple. And that winds me up no end. We should not wait for legislation to do the right thing, for ourselves as an industry and certainly for our homeowner customers. I have manufactured and installed thousands of triple glazed windows in recent years, with a contract to install 1,800 in one current project alone. And I can, through actual, real-world experience say that I have not had a single issue with axles breaking and tyres exploding whilst transporting these windows to site using our existing fleet; and perhaps even more remarkably, not a single ‘Dan I can’t come in today ‘cos me back’s out’ from any of my fitters. We just get on with it and even in the early days we simply did not have an issue. Forget the U values! My family’s personal experience and that of our friends, is that we enjoy tangibly improved comfort and warmth, and for me having an averagely busy main road within a hundred feet of the gatehouse, the effect on sound deadening is amazing. So convinced am I about the superiority of triple over double, from my experience as a user as well as a manufacturer and installer, that I find it faintly ridiculous that we are selling any double-glazed windows at all. It’s Ford Model T compared to a Mustang. My prediction for the outcome of the Edgetech event is that there will be no change whatsoever to the current status quo: the doubters will win because to do nowt is so much easier than making change that is not driven by legislation, even if to do so would be better for our industry, and for our customers.

* 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.

January 2024 | www.glassnews.co.uk

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COMPANY PROFILE: GLAZERITE

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GLAZERITE BROADENS ITS PORTFOLIO, SOLUTIONS AND REACH FOR INSTALLERS After more than two decades in business, Glazerite UK Group is still delivering premium quality products and services for installers across the country. The secret to its success? Its customer-focused approach, which is intrinsic across every aspect of the business. Now the fabricator is broadening its UK reach to further benefit installers with the launch of a new manufacturing facility in Barnsley, South Yorkshire. Rob Brearley, Glazerite's Group Managing Director, explains why the company made the decision to open a new facility. “It’s been an ambition of ours to open a site in Yorkshire for a long time. Now we have one, it will further enhance our ability to service the installers we have in and around the area and complement the sales and customer service presence we already have in Barnsley.” The site was opened in late 2023, with the purpose-built 30,000 sq. ft facility focusing exclusively on the fabrication of Deceuninck 2500 and 2800 profile systems. Adding Deceuninck to its existing portfolio last year was a move welcomed by installers who are able to share more choice with their own customers. Alongside the Deceuninck 2500 bevelled range of casement and tilt & turn windows and residential and French doors, Glazerite’s new facility has enabled the fabricator to add the 2800 sculptured range to its Deceuninck offering. Rob says: “Glazerite has a comprehensive offering of products, which includes VEKA, Halo and the Residence

Collection. By fabricating Deceuninck, we are able to give our installers access to another high-quality option.”

media content, and traditional marketing materials like brochures and POS.

Like Glazerite, Deceuninck puts customers at the heart of its business, seeking to develop long-term partnerships and delivering on its promises to deliver high-quality products and services. Adding Deceuninck was a decision made, as ever, with installers in mind, and done in order to help them win new customers and stand out amongst competitors.

Meanwhile, to ensure Glazerite continues to hit the mark with quality, the company is continually investing in its operations to help support installers deliver the very best installs and grow their own businesses.

Glazerite’s customer base ranges from large-scale commercial installers to sole traders. Each installer is valued and their individual approach to their end-markets is respected, with Glazerite tailoring its services and solutions to suit. Rob explains: “Every installer faces their own challenges, from planning and building regulations to specific demands from the end customer. It’s our role as their fabricator to make meeting these requirements and expectations easier. “We do that with our comprehensive portfolio alongside the provision of technical and marketing advice and exceptional customer service.” Glazerite’s sales teams are always on hand too, working with customers from the very beginning of a job to the installation of every high-quality project. For commercial installers, this could see the sales team getting involved at the initial quote stage to ensure the architectural designs can be replicated in uPVC and that they meet the current testing guidelines for all accreditations. For domestic installers, it could be recommending the use of Glazerite’s rounded marketing solutions to ensure they are getting in front of potential customers. Glazerite’s marketing team uses an initial audit so that it can tailor its approach to suit the needs of the installer, with subsequent support including digital marketing, bespoke websites and social

During 2023, Glazerite invested almost £1 million to increase capacity, capability and quality. This included new machinery to boost service and quality for installers, with each of Glazerite’s sites benefiting from the investment. Rob explains: “Investing in our sites enables us to boost production for the benefit of our installers. Our teams work hard to continuously improve operations to enhance the quality and timeliness of our output. “We focus on the quality of our people too, with training high on our agenda, A flexible and agile workforce enables us to upscale to meet demand when required, without compromising on quality.” Alongside new machinery and people power, Glazerite has added to its fleet of delivery vehicles too. “Everything we do internally is geared to the installer. By improving consistency, quality and efficiency at every stage of fabrication and at every customer touchpoint, we can rest assured our installers are getting the best quality products and service.” As one of the largest fabricators in the UK, Glazerite’s installers are confident too that supply won’t be compromised. “We operate a sound and financially sustainable business model built to last,” adds Rob. For installers looking for a supportive fabricator offering high quality products, added value solutions and UK-wide reach, Glazerite leads the way. www.glazerite.co.uk

January 2024 | www.glassnews.co.uk

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G23 AWARDS REVIEW

The UK’s Leading Glass & Glazing Newspaper

MORLEY GLASS RECYCLING INITIATIVE CROWNED WINNER IN G23 AWARDS The post-consumer glass recycling scheme developed by leading integral blinds manufacturer Morley Glass in conjunction with SaintGobain Glass has been named the winner of the G23 Award for ‘sustainability initiative of the year’.

The post-consumer glass recycling scheme has been so successful that it now provides an effective model for others in the industry to adopt. Saint-Gobain Glass is, in fact, already partnering with window fabricators and installers across the UK to roll-out similar schemes.

Winning the prestigious award in the ‘industry Oscars’ is high level recognition for the scheme which, in the space of two years, has saved a vast amount of resources, energy and CO2 emissions, as well as providing thousands of pounds in financial support for numerous good causes.

“The scheme could not have succeeded, however, without the positive mindset and buy-in from our partners at SaintGobain Glass, everyone in the Morley Glass team and, most importantly, our installer customers. We’re delighted that so many of our customers have already accepted our offer to collect their waste glass, and it is really encouraging to see more installers coming on board every month.

The Morley Glass and Saint-Gobain Glass collaboration has shown that old, end-oflife double glazed units removed during window and door replacement work can be successfully diverted away from landfill into the re-manufacture of higher performing new glass. Under the scheme, Morley Glass collects post-consumer IGUs using its fleet of delivery vans. Drivers pick up the old sealed units from installers free of charge when they deliver new orders of Uni-Blinds®, and these are transported back to the Morley Glass HQ near Leeds where they are crushed into cullet. This high quality raw material is then supplied to Saint-Gobain

Ian Short, Managing Director of Morley Glass said, “We’re absolutely over the moon to win the G23 Award for sustainability. There really is no bigger honour to receive in the UK fenestration industry so it is fantastic for our hard work and commitment to be rewarded in this way.

Mike Butterick, Marketing Director of Saint-Gobain Building Glass UK, and Ian Short, Managing Director of Morley Glass collecting their G23 Award for ‘sustainability initiative of the year’

Glass who have invested in the facilities and processes to use it in place of virgin raw materials for the production of new float glass. So far, Morley Glass has generated nearly 2,500 bags of cullet, which has saved the need for more than 1,850 tonnes of sand and reduced CO2 emissions in the glass manufacturing process by over 1,000 tonnes. This is because the use of cullet in place of virgin raw materials means less energy is needed to operate the furnace.

The initiative is not only improving the sustainability of glass manufacturing, however. It also helps installers to save thousands of pounds every year on waste disposal costs, and benefits the wider community through the GreenVision fund. All revenue raised through the production of cullet is made available to eligible charities, groups and individuals who are working on initiatives to deliver environmental or social improvements in their communities.

“The icing on the cake for everyone involved is the fact that so many community improvement initiatives benefit too. In 2023, the scheme has been able to provide funding for everything from dance scholarships to an organisation which manufactures blankets for homeless people using waste crisp packets, and we look forward to supporting many more initiatives in 2024.” Find out more about the glass recycling initiative and the GreenVision fund at www.morleyglass.co.uk.

January 2024 | www.glassnews.co.uk

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G23 AWARDS REVIEW

The UK’s Leading Glass & Glazing Newspaper

DECEUNINCK WIN STERNFENSTER WINS TRAINING DEVELOPMENT INITIATIVE OF THE YEAR AT THIS YEAR’S G AWARDS PROMOTIONAL CAMPAIGN GONG AT THE G23 AWARDS Sternfenster won the Training Development Initiative of the Year award at the G23 Awards on Friday November 24, for the second time in two years.

Deceuninck won the Promotional Campaign of the Year award at this year’s G-Awards, thanks to its ongoing programme of sustainability marketing support for fabricators and installers.

At a packed ceremony at the Hilton Hotel in London, where 800 guests gathered to celebrate the very best the glass and glazing industry has to offer, Sternfenster won the Training Development Initiative of the Year award thanks to its ongoing investment into the professional development of all employees at the Lincoln-based trade fabricator.

“This includes giving fabricators and installers the marketing and lead generation tools to convert a track record on sustainability into a commercial advantage.” Deceuninck claimed the highly contended Sustainability Initiative of the Year at G22 in recognition of the commitments it has made to lower its operational impact on the environment through the corporate carbon reduction scheme, Science Based Targets. Since then, it has successfully lowered the carbon footprint of its operations by 21% compared to its 2021 baseline. To support fabricators and installers to become greener, Deceuninck launched the Deceuninck Energy and Carbon Footprint Calculators as well as developing a raft of ownbrandable marketing tools. Drawing down on Deceuninck’s lead on sustainability, this includes sustainability brochures; website content and social posts; sustainability explainer videos; presentations and point of sale tools; segmented across b2b and b2c audiences. For more information about Deceuninck’s product and service offer please call 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk.

“So, as cliched as this sounds, this award is genuinely thanks to everyone who works at Sternfenster, and I would like to congratulate each and every one of them.” In October 2022, shortly after winning the same award the G22 Awards, Sternfenster achieved IIP Gold, something only 23% of assessed businesses globally can claim. The company has now embarked on its ‘Pursuit for Platinum’, which – if achieved – will put it in the top 3% of all IIPassessed companies.

“We are thrilled to have won this award because it recognises the considerable investment we have made in promoting the importance of sustainability in our industry,” Deceuninck’s Managing Director Rob McGlennon said. “Sustainability and the journey to Net Zero will define our sector for the next decade. We are working hard to lower our carbon footprint and to lessen the impact of our business, while also investing in the creation of tools, which support Deceuninck fabricators in doing the same.

“This award is a significant win for everyone within the company,” Managing Director Mike Parczuk said. “As a business, we invest in product development, machinery, IT and distribution, and all of those are key for the development of our business. But nothing is more important than the genuine investment in the people who actually run the business, without whom there would be no Sternfenster.

“Making tomorrow better than today is a fundamental value at Sternfenster, and one that underpins training and development within the company,” Mike said. “It helped us achieve IIP Gold, and will support us on the IIP Platinum journey, which is our next milestone in 2025.” For more information visit www.sternfenster.com email sales@sternfenster.co.uk or call 01522 512525.

FEBRUARY FEATURES • What Door? (Composite, Bi-Folds, Sliding, Patios, Panels) • Machinery Focus • Coloured Products • Energy Efficiency • Software & IT • Sustainability

To be part of our February issue, please email: christina@glassnews.co.uk 60

January 2024 | www.glassnews.co.uk

G23 AWARDS REVIEW

The UK’s Leading Glass & Glazing Newspaper

TWO IN A ROW: CLEARVIEW HOME IMPROVEMENTS IS ONCE AGAIN NAMED INSTALLER OF THE YEAR Clearview Home Improvements is celebrating an unprecedented success after being named the UK’s Installer of the Year at the G Awards for the second straight year. Twelve months ago, the North West installer of windows, doors and luxury living spaces wowed the judging panel of industry experts with its commitment to

quality, design, the customer experience and an unrivalled focus on health and safety, receiving a perfect score from the independent assessment. After gaining further certifications such as CHAS and Constructionline accreditations and only building on its reputation for delivering excellence with every installation, Clearview once again impressed the judges and retained their status as the nation’s number one installer. In doing so, Clearview has become the first company to win the prestigious Installer of the Year Award twice.

For Clearview to emerge victorious is a testament to our team. The award caps off a fantastic 2023 for us all and sets us up to continue our growth in 2024 and beyond.” Greg Kane, Clearview Home Improvement’s CEO, commented on Clearview’s achievement by saying: “This award recognises the hard work and dedication shown by everyone associated with Clearview. It’s a celebration of the care,

consideration and outstanding work that we deliver to help homeowners across the North West of England transform their homes. “To win successive awards is a monumental achievement. Nobody else has ever done this.” “Over the past year, we have invested heavily in further securing the operational side of the business and have gained industry-leading qualifications that are commonly associated with largescale housebuilders, not regional home improvement companies. This, alongside further improvements to our marketing and design software, impressed the judging panel.” Greg added: “Our spirit, attitude and determination to continuously raise the bar sets us apart from other installers. And its why so many people trust Clearview to improve and develop their homes.” As part of the judging process, members of the Glass and Glazing Federation (GGF) visited Clearview’s head offices in Leyland to see first-hand the steps the installer had taken to build on last year’s success. The judges heard about Clearview’s new marketing campaigns – several of which are an industry-first –how the company had taken strides to build a best-in-class operational division and its longstanding partnerships with the likes of Conservatory Outlet, Ultraframe, Epwin and Clayton Glass. They too listened to first-hand testimonials from several of Clearview’s satisfied customers, learning about the attention to detail and care that goes into both the design and construction phases of each project. The G23 Awards celebrates the very best of the UK’s glass and glazing sector. The renowned actor and comedian Omid Djalli hosted the event, which was held at the prestigious London Hilton on Park Lane. Tony Higgin, organiser of the G23 Awards, said: “The quality and quantity of entries was truly outstanding, and this year’s winners fully deserve this recognition for the innovation and professionalism they have shown in the industry.”

Clearview Home Improvement staff members collect their Installer of the Year Award on stage at the G23 Awards in London

www.glassnews.co.uk | January 2024

Greg Kane concluded by saying: “It was a superb night, celebrating the best of the industry. For Clearview to emerge victorious is a testament to our team. The award caps off a fantastic 2023 for us all and sets us up to continue our growth in 2024 and beyond.”

G23 AWARDS REVIEW

The UK’s Leading Glass & Glazing Newspaper

BACK TO BACK WINS FOR HAFFNER AT THE G23 AWARDS Leading machinery innovators Haffner Ltd has been named Machinery Supplier of the Year for the second year at the prestigious G23 Awards. Commenting on their back to back win, Matt Thomas, Haffner’s Managing Director, said: “Becoming the first company to win the Machinery Supplier of the Year in 2022 was special, but to win it for a second year running is incredible and is testament to the hard work and commitment of the talented Haffner team. We are absolutely thrilled.” Haffner secured the title due to their ability to deliver bespoke machinery solutions that go above and beyond supplying off-theshelf machines. This ethos was perfectly demonstrated in a recent project with CWG Choices and Timberweld®. The Haffner team developed a bespoke machinery solution which meant CWG Choices could manufacture 350 Residence Collection windows with Timberweld® joints every week with just four people, further

increasing the efficiency and productivity of the company. This project showcased Haffner’s outstanding technical innovation in delivering high-quality automated solutions and has given CWG Choices Ltd a competitive business edge whilst setting a new benchmark for others in the industry to reach. The judges commented: ”Haffner has clearly demonstrated their enthusiasm and willingness to work with customers in developing manufacturing solutions that provide efficiency, quality and accuracy whilst reducing manpower. The CWG Choices project is innovative and exciting, reflecting the passion and standards on which the company was founded in 1990.” Actor and comedian Omid Djalili announced the award at the prestigious Gala Dinner and Awards ceremony at the London Hilton on Park Lane. Matt concluded: “This is a proud moment for everyone at Haffner and recognition of the hard work and dedication of our CEO, Dave Thomas. This award further fuels our passion for innovation and motivates us to continue pushing the boundaries of machinery excellence in the years to come. We extend our thanks to everyone who has been a part of the Haffner journey as we celebrate this magnificent achievement and the promising future that lies ahead.” Tel: 01785 222421 www.haffnerltd.com

CONNECT FROM EPWIN WINDOW SYSTEMS TAKES BEST BUSINESS INITIATIVE OF THE YEAR AT THE G23 AWARDS Epwin Window Systems has won Best Business Initiative of the Year at the prestigious G23 Awards for its Connect digital resource platform. 2023 was the first year the category of Best Business Initiative was included in the G Awards. Gerald Allen, Head of Marketing at Epwin Window Systems, said: “Winning an award is always noteworthy but to be the first winner in a new category is even more special. Our Connect digital platform embodies our commitment to elevating customer support across all business touchpoints and it’s fantastic to see the efforts of the Epwin Window Systems team recognised in this award. We are thrilled.” Connect empowers users to conveniently access and download multiple resources from various devices including desktops, mobiles, iPads and tablets. Through continued investment, the intelligently designed platform has continued to evolve into the industry’s most comprehensive customer resource hub. With over 1,000 registered users, over 2000 direct downloads per month and an extensive library of 1,700 downloadable assets, the site continues to deliver added value benefits to fabricators and installers. The judging panel commented: “Connect is a hugely comprehensive and industry

leading system. Epwin Window Systems is supporting at an impressively high level.” Now in its nineteenth year, the G23 Awards celebrates innovation and excellence in the fenestration industry. The lavish Gala Dinner and Award Ceremony was hosted by actor and comedian Omid Djalili at the London Hilton on Park Lane. This year there were a record number of entries for the awards reflecting the exceptional achievements across the industry. Gerald concluded: “The G Awards are always a very special event and an opportunity to celebrate the industry’s best. We are delighted to have become the first company to win the Best Business Initiative of the Year with Connect, which will further cement its reputation as the customer support hub that has set a new benchmark for the industry.” Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

SHEERLINE’S BEN HARTSHORN NAMED RISING STAR OF THE YEAR AT G23 AWARDS Sheerline’s Ben Hartshorn was named the fenestration industry’s newest Rising Star after winning the coveted award at the G23 Awards at the end of November. It was one of the most competitive award categories, with Ben up against seven other entrants for the accolade. He was put forward by the team due to the exceptional and busy year Ben’s had, and how he has risen to the challenges and opportunities this has given him. In a relatively short space of time, Ben has progressed from assisting in designing and testing prototypes in the early stages of the product cycle, to leading product development from the ground up, as well as managing one of Sheerline’s key customer facing departments. Although Ben was new to the fenestration industry when he joined Sheerline in 2019, he took the skills he gained during his apprenticeship and his previous experience as a tool maker and applied them to live projects. Not only did this help him hit the ground running, but it was also beneficial to the R&D team and business as a whole. Products Ben has worked on include the recently launched Classic Heritage Door, which was previewed at the FIT Show 2023 in May. It is expected to become one of Sheerline’s most popular products with both installers and fabricators.

It offers authentic heritage features with its lockbox design, making it ideal for period renovations and modern properties that can benefit from classically styled doors. Ben also played a pivotal role in the development of several other Sheerline innovations, most recently Prestige’s reverse butt joint solution which is just being launched. Alongside Ben’s product development work, he has become increasingly involved in ensuring Sheerline’s fabrication tooling and support is market leading, building on his past experience in this area. Sheerline prides itself on recognising when team members go above and beyond, which is reflected in the fact that Ben was recently promoted to Technical Support Manager. This role requires him to oversee a team of national technical sales engineers committed to providing unrivalled support. When speaking to Ben’s colleagues, two attributes that they particularly appreciate are the fresh perspective he offers, alongside a willingness to see the bigger picture, ensuring projects are delivered in a pragmatic way, that work for Sheerline customers. Ben said of his award win: “Winning this accolade at the start of my career within the fenestration industry reflects Sheerline’s commitment to training and the apprenticeship

process. Over the past four years, Sheerline has given me an opportunity to gain a vast amount of knowledge and build contacts within the industry.” “From a technical and design perspective, it’s great to be part of such an innovative team as this has enabled me to get involved with a variety of interesting projects. I’d like to thank the team at Sheerline for putting me forward for this award and the opportunities they’ve given me so far. I look forward to the future,” he added. To find out more about the Sheerline team, visit the website here: https://www.sheerline.com/about-us/

January 2024 | www.glassnews.co.uk

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PROFILE BENDING

ROOFING

The UK’s Leading Glass & Glazing Newspaper

2024

PREMIER ARCHES MARKS SUCCESSFUL – THE YEAR PARTNERSHIP FOR WARM WITH COMP DOOR Leading arched frame supplier Premier Arches is marking a successful partnership with Comp Door, with the composite door manufacturer having become a significant customer since opening their doors 18 months ago. Manufacturing a wide range of arched and angled frames, Premier Arches stocks eight leading uPVC profiles, including Liniar and Optima, which made them the most suitable profile bending specialist for Comp Door. The St Helens-based company also supplies fully glazed frame options, and operates on three core principles – excellent manufacturing, clear and honest customer service, and a ‘make life easier’ offering for customers – which Pierre Mifsud, Comp Door’s Technical Director, says has hugely benefitted his company’s processes. “Premier Arches’ dedication to excellent manufacturing is evident in the quality of their products, while their brilliant customer service and ‘make life easier’ offerings, such as their unique online ordering portal, quick turnaround times and attentive communication, have also played a big role in growing this successful partnership over the past 18 months,” he said. “The partnership with Premier Arches has been nothing but positive – the process is seamless from start to finish, and they’re very responsive, which makes things much easier and more efficient.” Sean Greenall, Managing Director at Premier Arches, commented: “Our relationship with Comp Door works well because we both share a focus on high-quality products and fantastic customer service. It’s been an absolute pleasure watching them grow from strength to strength – they are a pleasure to deal with and we are confident in their future success. “We very much look forward to continuing our successful partnership with Comp Door as they strive towards providing high-quality products combined with exceptional customer service.” Visit www.premierarches.co.uk and www.compdoor.co.uk.

OF LEKA XI ROOF DESIGN SALES UP 20% IN 2023

With increasing issues including condensation, for solid roofs that are a ‘cold roof ’ design, Prefix Systems believe that 2024 will be the year in which diligent installation companies will move over to solid roof solutions that are 100% ‘warm’ by design.

With increasing regularity, Prefix Systems have been on site to inspect timber cold roofs in 2023 that have failed due to condensation. Subsequently, they went on to replace these roofs with their award-winning WARMroof as the ultimate permanent solution. On site these cold roofs had failed despite best efforts with limited ventilation, and with dew points affecting the UK 9 months a year on average, the risk of condensation is a real issue for these roof types. With conservatory roofs being replaced with surprising regularity, some companies are opting for a roof solution which doesn’t provide a long-term solution. A ‘warm roof ’ by definition is one where the insulation sits above the rafters and not just in between (which is a cold roof by definition). So the message is clear, as Chris Cooke, director of Prefix Systems points out and said: ‘Ask your current solid roof supplier if their insulation sits above the rafters, if it’s a no, then it is NOT a warm-roof - it’s a cold roof. Furthermore, you’re at risk by installing such products in terms of remedials and importantly the risk in losing out on future referral sales,’ he added. Chris continued: ‘Warm roof design is the preferred method for roof composition across the construction sector and with good reason. It ensures roofs perform not just in terms of years, but for decades and it’s the same philosophy for Prefix. Our award-winnning WARMroof solution is part of a permanent solution to the home, much in the same way that a Building Inspector would prefer to see a warm roof constructed extension and it’s a must that we should as an industry think in the same way.’ For further information on please visit www.prefixsystems.co.uk or contact the head office for a free brochure pack including details on WARMroof on 01254 871800, alternatively you can e-mail marketing@prefixsystems.co.uk. You can also follow them on social media @prefixsystems.

Leka Systems has just announced that sales of its innovative modular conservatory system, the Leka Xi, are up 20% in 2023. Rhys Hoddinott, Managing Director of Leka Systems, commented: “As this sales increase shows, the Leka Xi brings huge added value to homeowners – and to fabricators’ and installers’ portfolios.” The Leka Xi is a quick to install, thermally efficient alternative to a traditional block or brick-built conservatory base or wall. It consists of highly engineered, pre-fabricated modular sections that are typically installed on concrete pads or ground screws in a matter of days, offering significant time savings and minimising disruption. The modular sections also make the product ideal for homeowners with limited or no rear property access because it can be carried through in individual pieces. The sections can be clad in a range of authentic brick-colour effect GRP skins or a customer’s own finish. Rendered options complete the range of finishes offering a stylish and low maintenance modular home extension. The GRP construction of the building also helps ensure exceptional thermal efficiency, another valuable benefit for homeowners. Homeowners can choose dwarf walls, full walls or a combination, giving them the flexibility to create everything from a new build conservatory to a single storey home extension. Rhys noted: “The Leka Xi is the innovative, intelligent way to give homeowners what they’re looking for without any of the hassle or disruption of a traditional building project. When combined with a Leka Warm Roof or a Leka Orangery Roof, it’s a complete home transformation solution.” The Leka Xi is a valuable product for installers because it’s the go-to home extension solution that homeowners are seeking. However, its advantages extend beyond this primary function. Not only is it compliant with building control regulations, streamlining paperwork, but Leka installers also benefit from comprehensive marketing and technical training support. This support ensures the maximisation of sales and guarantees a hassle-free installation process every time. Additionally, Leka installers enjoy an exclusive discount on Checkatrade membership. Leka’s products have been strategically produced to provide a competitive advantage in the market. Fabricators and installers can reap substantial benefits by adopting rapidinstallation solutions such as the Leka Xi, propelling themselves to the forefront of a rapidly growing market. Rhys concluded: “To any fabricator or installer yet to bring the Leka Xi into their portfolio, I’d say there’s no time to waste. Get in touch today.” Tel: 0800 773 4040 – www.lekasystems.co.uk

January 2024 | www.glassnews.co.uk

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FACE TO FACE

The UK’s Leading Glass & Glazing Newspaper

THIS MONTH: Karl Grandfield, Sales Manager, Whitesales Karl is the other half of the newly created Whitesales fenestration team. He is looking after customers in the north and Midlands, while Piers White, who went Face to Face in December, looks after customers in the south. They’re contrasting characters, but share the same levels of knowledge and expertise, and the same determination to show why Whitesales is the best rooflight partner in the business.

IT’S ALL ABOUT YOU...

Someone of something that inspires you

Where were you born and live currently?

Bear Grylls – for his survival experiences and his love of the outdoors and martial arts – all of which is right up my street. One of the best birthday presents my wife ever bought me was a survival experience on Exmoor. I loved it and the only thing missing was the wise life advice from Bear!

Bridgwater, and despite living for several years in Horsham and now in Telford, I’ve still got an accent that is distinctively Somerset!

Your education and subject or activity in which you excelled? I went to school in Bridgwater and my two best subjects were undoubtedly PE and Design Technology. In fact, it was my love of Design Tech which led me into a carpentry apprenticeship and then into running my own carpentry business in my 20s.

Your biggest regret in life? I was twice offered the chance to go and work overseas – first in Australia and then in Dubai and both times I turned it down. Now I’m older and my children are settled at school, I regret not grabbing those opportunities when I had the chance.

Your favourite sports or interests?

The temptation you can’t resist…

I’m a very keen golfer (although my handicap would suggest otherwise!) and I’m into clay pigeon shooting.

Live music in pubs. I used to work in pubs and clubs, and I adore music, so if there’s ever a live band on, I’m first in the queue.

YOUR CAREER... When and how you joined the industry? I joined Whitesales in 2015 as a Contracts Manager, bringing all that I’d learned from working on sites fitting windows, doors and rooflights for my own carpentry business into rooflight design and installation. I moved into Key Accounts sales and then, when the opportunity came up to work in fenestration, I jumped at it.

The job you do? Most of the time, I’m out visiting fabricators and installers and talking to them about the opportunities in rooflights and how Whitesales can help them make the most of those. I’ll be on the road even more in 2024 as well, because I’ll be taking delivery of a fully liveried, fully equipped demo truck. That will mean I can take product out to trade outlets and customer Open Days and spread the word even wider about the quality and support that Whitesales customers can simply take for granted.

Your greatest achievement? Professionally, it was definitely the FIT Show in May last year. That was the highlight of my time at Whitesales so far – I just loved interacting with visitors from behind the bar and on the installer stage and the response we had from potential customers helped convince me that I would love this new role.

AND YOUR FUTURE... What would you do if you weren’t in this industry? I’d probably still be running my own business – but with 10 years’ more experience. I’ve learnt so much in my time with Whitesales about service and efficiency and always putting the customer first, and that would definitely make a difference.

A particular ambition? I’d like to own the best pub in the world – live music, great beer and fantastic food. I’ve even promised myself I’ll learn to play the piano in the bar!

How would you want to be remembered? As someone who knows their stuff, and is trustworthy and accountable – pretty much like Whitesales! www.whitesales.co.uk

If you would like to appear in ‘Face to Face’, or would like to nominate someone else to be featured, simply email chris@glassnews.co.uk. 66

January 2024 | www.glassnews.co.uk

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Q&A: GUY HUBBLE

The UK’s Leading Glass & Glazing Newspaper

GUY HUBBLE: PREDICTIONS FOR 2024 RegaLead, although essentially associated with decorative glass, operates across the whole of the fenestration industry, but has also moved into paint supply and application. Is that the growth area of the business? Decorative glass is still a key product focus for RegaLead, but certainly not the only product line we offer and that’s why today, I see RegaLead as an all-round decorative products supplier. We are one of the few suppliers that works directly and indirectly with such a large percentage of system companies, door manufacturers, fabricators, and installers within the glazing industry. Over the years, we have seen design trends massively change in windows and doors, and RegaLead has added new products to both drive and reflect these changes. Our vast composite door glass offering has made us the leading supplier in the UK. Contrary to other manufacturers, we have a UK factory in Hawick on the Scottish borders, where we offer fast turnaround times on both standard and bespoke units. In 2023, we have also seen substantial growth in sandblasted and etched glass, particularly our etched custom letters and numbers. Paint, or more accurately, colour is one of our biggest growth areas. The number of colour options that we now supply has never been greater, and demand continues to grow. We’ve also seen more and more fabricators bringing spraying in-house so they can offer more choice and faster lead times to their customers. Also, within the ColorSpray Division, we have ramped up production for aerosol cans and now offer next day delivery across the UK, making it easier for installers to do touch-ups onsite as well as spraying matching trims. Growth has also come from Urban Bar, our aluminium astragal bar system with a patented clip, for a quick and secure installation. Urban Bar is designed to transform bifold and glazed doors and windows into the heritage styling that’s proven to be such a massive trend in fenestration. What’s more, while Urban Bar was primarily designed for aluminium windows and doors, the low profile has also seen it used extensively on PVCu flush sash windows.

Guy Hubble

You have a global business, but are there specific geographies on which you concentrate? Our focus in 2023 has really been on the UK. We have so many products now that give our UK customers the choice their customers want, and this has given us good growth levels. In Canada, we have switched to working with a distribution partner this year which is proving to be a more efficient model. We know that different geographical areas have very distinct product requirements. The North American market is predominately centred on decorative glass, in the Middle East, it’s coatings and most of our business in Eastern Europe has traditionally been our core lead film and bevelled products.

Where will the industry go in 2024? In the short term, the sector is going to continue to be affected by the continuing cost of living crisis and rising interest rates, which are dampening demand, particularly at the lower to middle end of the market. We have seen from previous falls in the market that there is a polarisation within the industry. There are some companies that engage in a race to the bottom on prices, and those that offer the best products and options to maintain high levels of service and, more importantly, prices. History has shown us that no one wins when there’s a race to the bottom. But, since the last recession, we have seen a huge amount of professionalisation in the industry, which is why we are hopeful that there will be more companies choosing to upsell, rather than price-cutting this time round. Specifically, we predict that there will be two top areas for growth. Firstly, the demand for colour will continue to grow with wider

colour range offerings and an increase in the number of fabricators moving spraying in house to meet this demand. We believe there will be further acceleration in 2024, as fabricators seek to extend their colours beyond the limited choices offered by foils.

0.8 U-Values that were predicted for the Future Homes Standard. Disappointingly, the Government has again capitulated and there’s now no legislative changes coming for the energy efficiency of windows and doors.

Secondly, Urban Bar which is the latest part of the business we’ve invested in this year, will continue to be another key focus for us in terms of product development and customer engagement over 2024. We’ve seen huge growth in the demand for aluminium astragal bar systems, that efficiently creates the industrial heritage look, which is so in vogue.

But, if we look at the electric car market as a guide, the Government does not necessarily represent the wants and wishes of consumers. Despite the Government removing the full transition to electric vehicles, it hasn’t affected the sales volumes and consumers are still choosing to buy electric. If we extrapolate this into the home improvement market, consumer demand will be for better and more energy efficient products despite no legislative requirements.

Moving away from RegaLead itself, what do you see as being the main factors that will influence your business in 2024? You have plenty to choose from: wars, politics, financial markets, regulation – for instance, Future Homes, the move towards triple glazing, consumer demand or the lack of it, do you think that the high-end products is where the market is going, how does consolidation in the market, or the loss of the likes of Safestyle, affect your confidence in the future? The industry has made huge strides in developing better energy performance for window and doors in 2023, ahead of the

With system companies and door manufacturers so far down the line in product development to hit the predicted and more stringent 0.8 U-Value targets, many companies will have them in their sales armoury as early as 2024. This means they will be able to offer 0.8 U-Values as an upgrade, and the demand for higher performing energy efficient glazing products will be market driven, and in turn gives installers an opportunity to upsell. We have seen the new window and door systems lead to a change in specification for our products, particularly in our door glass division. We’re in a unique position amongst suppliers, in that our manufacturing is based here in the UK and we can support any changes.

If your fairy godmother could grant you a wish for 2024, what would you wish for? Mind you, knowing you, one wish wouldn’t be enough, so I’ll let you have a few. What are those wishes? The industry as a whole needs to see a reduction in interest rates, which will stimulate demand. Whichever party is in power, we also need to see some clarity from the Government on the future of housebuilding. However, irrespective of Government policy and the state of the overall market, RegaLead continues to develop products that add value for our customers to help them maintain prices and profitability.

January 2024 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

SMART MONEY

Smart technologies are coming of age and have the potential to transform the door market in 2024. Mark Atkinson, Sales Director, Hurst Doors, explains. Smart technology hasn’t quite delivered the revolution in the window and door industry that it was meant to. It’s gained traction but more slowly, especially when compared to other related sectors, for example security or heating, where smart tech makes up between 30 and 40% of all products sold. That could, however, be about change with a raft of new smart window and door products entering the market, alongside growing levels of end-user confidence in smart home products. “It’s a snowball effect”, says Mark Atkinson, Sales Director, Hurst. “There are always early-adopters, people waiting to dive into the latest technology. It takes longer for those markets to become mainstream. “With smart technologies in so many of our homes, the step to smart window and door technologies is a far smaller one, and one that people can make more comfortably. “We’re now getting there with smart-locking and notifications. It’s only going to be a growing market.”

MAKING SMART TECHNOLOGIES ACCESSIBLE TO INSTALLERS Hurst was one of the first window and door manufacturers to offer the Avantis Kubu equipped 750 Series Composite door lock as standard.

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Mark Atkinson

giving them full visibility of the status of their door. Easy to set up, Kubu also works with other smart devices including Alexa. Amongst other features, the system can be set up to deliver an alert if the owner leaves their property without locking the door, triggered as they disconnect from their home WIFI. “It’s easy to be intimidated by smart technology, we’re window and door companies not tech companies”, continues Mark. “Kubu has established itself in a unique space. Fitting Kubu equipped locks into homes doesn’t require any additional installation time, you simply fit the door as normal. The door lock is supplied ready to be activated should the homeowner wish to purchase the Kubu Kit, they are then simply directed to the Kubu website. “Once they receive their Kubu kit, it is so simple to set up and use, they can install it themselves within minutes and if the homeowner has a technical question, the Kubu team are ready to help, and the homeowner speaks to them directly. It's an opportunity to increase upsell potential and grow your business without any drawbacks or additional investment.”

SMART TECH IS BECOMING AN EXPECTATION

An upgrade to a standard multi-point locking system, with no wiring or additional work required, it can be paired with the Kubu Smart Kit, through the optional insertion of a Kubu sensor module into the locking strip.

Analysts forecast major growth in smart home technologies, with 77% (TechUK) of adults in the UK already owning one connected home device.

This can then be linked by the end-user to the Kubu hub and monitored in realtime via an App on their mobile or tablet,

Ownership of smart home security devices currently sits at around 30%, this compares to less than 20% in 2020.

The Connected Home Market Report also found that age was no barrier to adoption. While the 25-45 age groups had the highest uptake, the over 65s are largely aligned with national averages. “That smart technology has appeal with older people (as long as they have confidence in it), is very important because they tend to be an age group who are prepared to spend more on home improvements”, Mark says. “Kubu's primary advantage lies in its simplicity and ease of use. Unlike remote locking systems or digital keys, it eliminates concerns about being hacked or system failures, thus alleviating common anxieties around security.” This was also evidenced in TechUK study with 39% of respondents expressing concern that smart home security solutions, for example digital keys, could in fact make their homes more vulnerable. “Kubu’s answer to this concern is simple. It doesn’t lock your home. It does tell you if its secure”, Mark adds.

SELLING ON THE STRENGTH OF SECURITY “Kubu is the logical next step in door security," Mark continues. "Fear of crime is a big issue for many homeowners. If we can offer installers technology that provides the assurance that their customers' homes are secure and locked, it not only benefits our business but also gives installers a competitive advantage in the market.”

This includes professionally created and presented homeowner guides, designed to walk homeowners through door performance including security options which feature Kubu. Watch the video [Our video only briefly mentions what Kubu, there is a more detailed video on our YouTube channel]

A FLEXIBLE COMPOSITE DOOR RANGE The Hurst Composite Door Collection, includes four distinct ranges. The Hurst Classic Collection, is the mainstay of its offer, featuring Hursts most popular styles including the Composite Four, which features two top lights and two panelled details. The Hurst Cottage Collection is designed to replicate traditional timber installations with a more rustic tongue-and-groove appearance. Homeowners looking for a more modern finish can choose from either the Contemporary Collection or the new Designer Collection. Developed to emulate the appearance of aluminium the Designer Collection has been carefully curated by Hurst to support its customers in tapping into the demand for the aluminium aesthetic, but at a more accessible price point. Mark concludes: “The core offering is excellent. Its flexibility aids in securing business. Kubu, our latest brochure, and the new videos collectively create opportunities for upselling, all without the need for additional effort or cost.” For more information please visit www.hurstdoors.co.uk, email info@hurstdoors.co.uk or call 01482 790790.

January 2024 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

HOMEBUILDING AND RENOVATING SHOWS THE SUCCESS OF MADE FOR TRADE AND KORNICHE

FAMILY OF EXHIBITIONS ALLOW KORNICHE PRODUCTS TO BE WELL-RECEIVED NATIONWIDE When it comes to researching and purchasing a significant product for a homeowners’ extension, self-build, extension project or refurbishment, internet gloss and social media content can only extend so far into the psyche of the customer. As a result, nothing really comes close to getting hands-on with the product in question and speaking to the team behind the design, which is why the chance to showcase products at the Homebuilding and Renovating Shows has proved such a valuable part of Made for Trade’s success in recent years. Whilst the unveiling of the first Korniche product – the Lantern Roof – at the FIT show in 2016, followed by the revealing of the Korniche Flat Glass system at the same show in May of this year, built loyalty to the brand with trade customers, the Homebuilding and Renovating Shows have provided an opportunity to showcase products direct to consumers, leading them to request Korniche by name alone to their trade installers. In 2023, the exhibition journey began at the NEC, Birmingham in March for the National Homebuilding and Renovating Show where, despite concerns over the economy and inflation, Made for Trade’s season opener proved to be a hit. That event saw almost 10% more visitors than last

time around, putting the Korniche products and brand in front of nearly 26,000 homeowners, developers, and self-builders, keen to find out more about how Korniche’s precision-engineered USPs would benefit their home projects. A reputation for saving time and money without sacrificing quality within the trade community has always been paramount for the success of Made for Trade products, and in particular, the Korniche brand. A strong reception for the new Flat Glass at the FIT Show in May set things off to a good start for this latest innovative product from the MfT team. The showcase was supported by new Made for Trade brand ambassador, TV presenter and

recognised tradesman, Mark Millar. Having had first-hand experience of Korniche products, Mark advocates for the timesaving measures, and high-quality engineering, clever design and ease of use of each item. For the consumers and fitters alike, Mark’s excitement and knowledge of the quality of these products, imbues them with confidence in the Korniche brand. The Homebuilding and Renovating Shows aim to provide attendees with practical tips, inspiring advice, and the latest products to support them in selfbuilds and renovations alike. With thousands or products showcased at these nationwide events, Made for Trade’s uniquely-engineered designs, award-winning products, friendly staff team, and new enthusiastic ambassador, Mark

Millar, means they stand apart from the competition. After the success of the May event, the team prepared for Homebuilding and Renovating Shows in London and Harrogate, where they adjusted the stand to better showcase the new Flat Glass product to large and eager audiences. The London show brought about a new audience who were also met by the outstanding design quality of the Korniche product range, once again demonstrated not only by the Made for Trade team but also Mark Millar in attendance. Only weeks later, Made for Trade continued to impress Homebuilding and Renovating Show audiences in Harrogate, where the Korniche brand continued to be a main sponsor

for this regional event, providing a strongly branded platform for their products. Despite being towards the end of the season, the Harrogate show was just as busy in North Yorkshire as its sister event in the capital, proving that even in times of economic unrest, people are still willing to invest in their home renovations and extension builds. The continued demand for all high-quality aluminium Korniche products, including Roof Lanterns, Bi-Folding Doors, and Flat Glass Roof Lights, at these shows demonstrates their enduring aesthetic appeal and desirability to the aspirational homeowner, twinned with the time-saving attributes and ease of installation for the trade partner, ultimately saving time and money for all involved.

January 2024 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

REHAU. A GLOBAL COMPANY

THAT CONTINUES TO GROW IN THE UK Glass News’ Editor, Chris Champion, attended REHAU’s Press Event for the editors of the trade papers and magazines and reports on the event that was held at the Savoy Hotel in London. While we think of REHAU UK as being a large system house providing PVCu profile for fabricators throughout the UK’s fenestration industry, it is, of course, part of the globally operating polymer company REHAU that has very wide interests. Apart from delivering market leading products, they also offer consulting and service innovations, supported by market specific know-how from five business areas; Window Solutions, Building Solutions, Furniture Solutions, Automotive and Industry. In fact, they offer more than 40,000 different products. In the early 1950s, they manufactured custom merchandise for the shoe and automotive industries whilst today, the product range spans complex system and service solutions for the construction, furniture and automotive industries as well as for a number of other applications. Now, as stated by the CEO of REHAU UK, Martin Hitchin, they are a “whole solutions provider”. This is important as it takes REHAU beyond being a manufacturer of PVCu to becoming “a one-stop-shop that provides ancillary products alongside polymer”. Customers, therefore, alongside their profile, can also take delivery of other items such as hardware, steels and trickle vents. A good example is with their Rio and SLINOVA doors that now come with their own, often tailor-made hardware solutions too. Martin Hitchin says, “Being able to further emphasise REHAU’s expanded service offering with each product launch is crucial in keeping the market aware of just how much we can do.”

Martin Hitchin

its modern design aesthetic and achievable large spans, normally only possible with aluminium. Fabricators are also enjoying the simplification of the program range and interchangeability of the components.

Increasing efficiency and reducing waste is a priority for the company, and that is for themselves and their customers, too. The introduction of cut length steels and the soon to be launched webshop are exciting developments for the company, with the Webshop simplifying the order process to a single source, wherever possible.

operations over 2023. Used frame recovery is what REHAU is looking for – basically, one old frame out, one new frame in, and this is what they are focused on. This will become especially important in commercial and social housing projects where local authorities are increasingly emphasising the sustainable reuse of old windows.

When it comes to reducing waste, REHAU are at the forefront with their facility at PVCR Runcorn. PVCR is focused on the long term and sustainability is one of its core values, so they want everyone to recycle as much as they can. The goal is to make it as easy as possible to protect the environment, whilst providing the security and assurances that it is economically viable for a business. Over 2023, there has been significant improvements in the plant’s ability to meet the quality and quantity demands of REHAU’s extrusion plant in Blaenau Ffestiniog, North Wales. Under the leadership of plant director Gwyn Jones, the two facilities are working closer together than ever before, and REHAU has been able to increase the amount of finished goods made using recycled material to 50%. The partnership with polymer recycling specialists, CNC Recycling, has also really impacted the sustainability of the company’s

2023 has seen REHAU develop a number of partnerships that enhances their position in Smart technology, hardware and traceability software. They’ve launched Window ID so that components and products have complete traceability such that frame maintenance and replacement regimes are easier for everyone – installer, fabricator and the end user. There’s then the Yale partnership that provides a bespoke range of hardware and we await news on REHAU’s move further into the arena of Smart products and services. Continuing progress is key to keeping up or, indeed, leading the market. The AGILA sliding door has given way to the SLINOVA giving REHAU’s customers improvements to the product that will help them win further business. It’s all about making the doors easier to fabricate and easier to install. ARTEVO is an interesting product that particularly appeals to architects because of

Attendees at REHAU’s Press Event at London’s Savoy Hotel

Finally, the new pre-inserted ‘low-e foil’ included in ARTEVO Max helps properties achieve the Passivhaus standard without the conventional foam thermal inserts traditionally required. Because of this, REHAU is seeing great enthusiasm from installers looking to win new business, especially with sustainability having long moved from a preference to being a priority on all projects. Every company is experiencing difficulty in finding suitable staff to fill vacancies and that is a real issue if a company is constantly expanding. REHAU has always looked to provide promotion opportunities for their staff as well as attracting new talent, and that has been the case in 2023. The sales force has been strengthened by focusing teams on specific market groups such as architects and specifiers or trade sales – all aimed at pulling demand through to the fabricator network. With legislative changes ever present, training has become even more important and embracing the digital world and keeping up with their own developments such as Webshop, Windows ID and online exhibitions is key to ongoing success. And where do REHAU anticipate growth in 2024? Martin Hitchin gives his answer: “The retrofit and social housing sectors are becoming increasingly important for us as councils look for energy saving solutions capable of meeting current and future building regulations. By launching some new on-trend colours in the spring including ‘Pebble Grey’, ‘Sage’ and ‘Alux’ gunmetal, we also hope to give fabricators focused on refurbishment residential properties more options to differentiate themselves. Changes and portfolio expansions such as these will be vital to companies looking to thrive in an increasingly challenging market. Everything adds up, and it’s always struck me on how large decisions can hinge on even the smallest thing. Alongside remaining up-to-date on products, simply being able to offer more colour choice in a portfolio could be a difference-maker for fenestration professionals. If REHAU can help with that – well, I think that’s fantastic.”

January 2024 | www.glassnews.co.uk

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

TRIPLE GLAZING QUESTION POSTPONED AFTER “MISSED OPPORTUNITY” OF FUTURE HOMES STANDARD

ECOFIT TURNS DENS PARK ORANGE AND BLACK AS SALES SOAR Dundee's Ecofit Windows & Doors has turned a corner of the traditionally blue Dens Park orange and black. The Tayside company has recently signed a sponsorship agreement with Scottish Premier League side Dundee FC that will see Ecofit's distinctive orange and black branding pitch side at Dens Park. The decision to do so comes on the back of a sustained period of growth for the company, which is benefitting from its decision to join the Conservatory Outlet Network. Since linking up with the renowned manufacturer, Ecofit has gone from strength to strength and has increased its sales by 55% in the past two years. They’ve also benefited from a state-ofthe-art website being designed and developed for them, and wider marketing and business support. Alongside its marquee positioning at Dens Park, Ecofit is also increasing their physical marketing footprint across Dundee. The company, led by longtime business partners Paul Reid and Garry Myles, are launching an additional targeted marketing campaign that aims to solidify the firm’s reputation for delivering high-class, quality and affordable installations across the city of Dundee and the regions of Fife and Angus. It is an exciting time for Ecofit, as company Director Paul Reid explains: "2023 has been a fantastic year for us. We’ve seen terrific growth in the face of some adverse trading conditions. Taking further steps to solidify our brand and market share in the local area is all part of our plan to continue to grow the business. "Working with Dundee FC and Dens Park was an obvious choice for us. We're thrilled with the reaction and interest that the campaign has received so far; the extra eyes on the Ecofit brand name will only be a positive as we continue to expand the business over the next couple of years." In early 2024, work will be completed extending the company’s headquarters in the bustling West Pitkerro Industrial Estate. The investment will double the amount of showroom and office space the company has and will comfortably accommodate the rise in footfall that Ecofit has seen in the past twenty-four months. Greg Kane, Conservatory Outlet’s CEO, praised Ecofit by saying: “It’s been fantastic to see Ecofit’s growth and the success that Paul, Garry, and the rest of the Ecofit team has achieved. They are also keen to be involved with the Network and have benefitted from our consultative and collaborative approach. “Their hard work has been nothing short of outstanding. It is fantastic to see them all reap the rewards of their exceptional work. I look forward to working closely with Paul and Garry throughout 2024 and beyond.”

Garry Myles (left) and Paul Reid (right) alongside the newly unveiled Ecofit sponsorship board at Dens Park, the home of SPL side Dundee FC

MAKITA UPDATES IMPACT DRIVER RANGE WITH NEW DUAL SPRING TECHNOLOGY Makita has introduced a new Impact Driver to its powerful XGT range. Offering the same benefits as its predecessor, the leading manufacturer has introduced new dual spring technology and enhanced anvil stability for less bit wobble with its new TD002G 40VMax XGT Brushless Impact Driver. Powered by a 40VMax XGT Li-Ion battery, the heavy duty TD002G 40VMax XGT Brushless Impact Driver delivers a maximum fastening torque of 220N/m, a no-load speed of up to 3,700rpm and up to 4,600 impacts per minute. Notably, Makita has developed a new dual spring mechanism for this impressive tool, consisting of two types of springs with different load capacities to adjust impact power according to the workload whilst helping to reduce recoil and vibration. This enables more comfortable operation across a wider range of applications, from light-duty screw tightening to heavyduty metal fastening where the second spring is utilised. Furthermore, an increased screw tightening speed enables greater working efficiency – between 10% and 25% faster, depending on the type of screws being used. Users will also appreciate the one-touch bit installation which has been refined to remove resistance when inserting the bit. As such, screwdriver bits can be inserted easily with one hand without needing to pull back the chuck collar. With variable speed control and multiple operation modes; 4-speed power selection plus 6 assist modes (2x T-modes, 1x Wood mode, 3x Bolt modes), the tool can be used for precise work across a wide range of applications. The LED lights on the front of the tool head aid visibility for poorly lit conditions.

The government has announced the proposed details of its Future Homes Standard. Edgetech’s Chris Alderson responds.

Who knows how long that will take – and the country will surely be left struggling with supply challenges for heat pumps and solar panels.

With the Future Homes Standard, the glazing industry has yet again been overlooked.

As many of you will know, our intention had been to hold an event in March 2024 to discuss the impact of the Future Homes Standard.

Like many in the sector, we expected it to recommend high-performance triple glazing to help drastically improve thermal efficiency. In fact, in the government’s 36,000-word consultation document, released on December 13th, glazing is mentioned a grand total of three times. The proposals make no change to required U-Values or minimum fabric standards. Instead, they focus on heat pumps, airtightness and solar panels. Far from representing a step-change in building performance, the suggested requirements are lower than some homes are being built to now. Rather than improving energy efficiency, and thereby reducing total energy consumption, the focus is on rapidly decarbonising the energy we use.

At Edgetech, we feel this is a colossal missed opportunity to make Britain’s buildings better, and pave the way to a net zero future.

We asked our customers whether they thought the time was right for a second Triple Glazing Question, and the answer was a resounding yes. The day would’ve explored what part triple glazing could play in achieving Britain’s net zero objectives. However, in light of this announcement, which indicates glazing has no place in the government’s plans, we have decided to postpone the event. We are sceptical whether the measures will achieve the required 75-80% reduction in emissions, and think it’s possible the subject will be revisited. If and when that happens, we will reschedule the event, and help the industry adapt to this unpredictable and rapidly changing situation. For more information, please call 02476 639931 or visit www.edgetechig.co.uk

As with all cordless impact drivers produced by Makita, a range of accessories are also available to accompany this model. These include an eight-piece socket set, six-piece nutsetter set, and 33-piece screw bit set. Kevin Brannigan, Marketing Manager at Makita UK commented: “We pride ourselves on making continuous improvements to our range of power tools – this ethos has been central to Makita’s longevity and success over the past 100 years. What may seem like small improvements can make a big difference, and this is certainly the case with the new dual spring system in the TD002G. Users can expect greater comfort thanks to the introduction of a second spring to support heavier duty applications.” To find out more about Makita and its range of products visit: www.makitauk.com.

January 2024 | www.glassnews.co.uk

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ARCTIC GLAZE SELECTED TO INSTALL OVER 200 SECONDARY GLAZING UNITS DESIGNED TO HELP MINIMISE HEAT LOSS FOR COVENTRY TOWN HALL Arctic Glaze Ltd was commissioned to install over 200 secondary glazed units to reduce heat loss for Coventry Town Hall. The building, built in 1917 and designed by Edward Garrett, is a Grade II Listed building that serves as the offices of Coventry's local officials and the Mayor. Since the building had single-glazed windows, Arctic Glaze was tasked with designing and installing a bespoke secondary glazing package to increase thermal insulation and prevent heat loss. Arctic Glaze suggested the installation of bespoke secondary glazing that would match the primary windows' aesthetic and function. Over a period of seven weeks, Arctic Glaze successfully designed

and installed over 200 secondary glazed windows. To ensure minimal sightlines and match the primary windows' style and function, a combination of horizontal sliders, vertical sliders, hinged units, and lift-outs were installed. Arctic Glaze also designed a discreet stacked secondary glazing system that would minimise heat loss for windows that measured over 4 meters. Secondary Glazing is a popular choice because it can significantly lower a building's carbon footprint. This reduction in heat loss makes rooms noticeably warmer while reducing heat consumption and cost. The final results were truly outstanding, with an increase in thermal insulation of over 75%. Jonathan Mott - Arctic Glaze Managing Director Comments, "We have seen an increase in the demand for thermally efficient Secondary Glazing, and we believe

it is driven by Government initiatives and growing pressures on local authorities to reduce carbon emissions. Coventry Town Hall was a challenging project because of the 4-meter tall windows and the variation of window styles within the building. We installed a range of slimline secondary glazing designed to match the function and style of every individual window. We were delighted with the final aesthetic, where our client noted that rooms felt instantly warmer once the secondary glazing was installed." Slimline Secondary Glazing is designed to block noise, reduce heat loss and enhance security, manufactured from durable aluminium and with speciality glass we can help to reduce noise levels and increase thermal insulation. Arctic Glaze is acknowledged as the UK’s leading specialist designer, supplier and installer of bespoke aluminium Secondary Glazing. We provide solutions that will

substantially increase both acoustic and thermal performance while offering additional security features. As leading specialists, we work within commercial and domestic markets where we provide tailored solutions to increase the performance of your existing fenestration. We provide an unrivalled service, exceptional quality and high product performance. Established for over 15 years, we understand that high quality, exceptional performance and a discreet installation is what matters to our customers. We source and install the very best products where our qualified installation teams have been trained to offer an unparalleled service. For more information or to discuss Secondary Glazing in greater detail please get in touch. Tel: 01246 807 388 Email: info@arcticglaze.com Web: www.arcticglaze.com

January 2024 | www.glassnews.co.uk

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TWC HOME IMPROVEMENTS WELCOMES A SPECIAL VISITOR TO THEIR SWINDON SHOWROOM THIS CHRISTMAS TWC Home Improvements has joined forces with Totally Crazy Entertainment to bring a very special visitor to Swindon this festive season. Normally spending the time in the run-up to Christmas working hard at the North Pole, Santa Claus has instead opted to relocate to Wiltshire and has worked with the team at TWC to turn their showroom into a winter wonderland. “This is a fantastic opportunity,” begins Joseph Heaton, Director of TWC Home Improvements. “Totally Crazy Entertainment’s Christmas events are incredibly popular and we’re thrilled to be working with them this year and bringing Santa Claus to our newly renovated Swindon showroom.

Santa Claus posing with an Extreme Window, manufactured by Conservatory Outlet

“We’ve been involved with some fantastic community projects this year, including hosting several charity fundraisers and completing the National Three Peak Challenge with other members of the

Conservatory Outlet Network. But securing Santa for the festive season and helping families make the most of this time of year is something truly special.”

Santa in his winter Grotto inside TWC’s showroom in Swindon

Excited children can visit Santa Claus all through December. The magical journey begins the second you walk through the doors to TWC’s showroom, where ticketholders will be greeted by Santa’s Chief Elf-xecutive, who’ll hand you your official passport to Christmas and send you off on your captivating Christmas adventure. There will be lots to do for children (and adults!) of all ages, including a visit to the Reindeer Shed where you will make some special food for Rudolph and friends as they get ready to whiz around the world on Christmas Eve. Then, it’s on to the Craft Cabin where you’ll create a glittering gift of your own. What will you make? Once that’s done, Santa’s Swindon Grotto awaits! You’ll get to spend time chatting with Father Christmas himself and go through your wish list for the big day. He’ll also let you know if you’re on the naughty or nice list this year!

Santa in his winter Grotto inside TWC’s showroom in Swindon

www.glassnews.co.uk | January 2024

After speaking with Santa, your final stop will be the Toy Workshop where all children

“This is a fantastic way to close out the year. We can’t wait to welcome everyone to our showroom and give them the chance to create memories that will last a lifetime.” will be able to pick from a selection of toys as your special, secret gift from the big man himself. Joseph concludes: “This is a fantastic way to close out the year. We can’t wait to welcome everyone to our showroom and give them the chance to create memories that will last a lifetime.” Santa will be in TWC Home Improvements’ showroom on Athena Avenue (SN2 8EJ) throughout December. Further information and tickets can be found at www.totallycrazy.co.uk or www.twchome.co.uk.

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METAL TECHNOLOGY Since 1985, Metal Technology has been deﬁning spaces through its architectural glazing solutions and has grown to become one of the UK and Ireland’s leading designers and suppliers of bespoke aluminium window, door, curtain wall and solar shading systems for commercial and residential applications. Committed to excellence in all aspects of sustainable product design, customer service and technical support, the company has become a trusted partner of fabricators, developers, contractors and architects. BUILDING A SUSTAINABLE FUTURE Dedicated to reducing its carbon footprint, Metal Technology is committed to reducing its scope 1 and 2 greenhouse gas emissions by 50% by 2030, as well as measuring and reducing its scope 3 GHG emissions. Metal Technology is also certified to BES6001 for responsible sourcing of construction products and through its ISO14001 environmental quality accreditation, the company has been able to reduce the impact of its operations on the environment year on year. Metal Technology has recently completed its third solar installation which provides a further 100KW of energy and with the added benefit that, from this system, we can introduce battery storage for any excess energy which may be produced, particularly over the summer months. This represents an investment of over £100,000 and coupled with the introduction of 3 new electric forklifts, full LED lighting upgrades to all offices and a new contract for purchased energy from renewable sources, brings overall sustainable investment to circa £400,000 in 2023. We are enormously proud of our achievements and recent recognition of our environmental gold status at the Northern Ireland environmental benchmarking survey. We have more initiatives planned for 2024 and look forward to sharing more information on our journey.

PRODUCT RANGE Metal Technology’s product portfolio encompasses over 30 window, door, curtain walling, brise soleil and louvre systems. Its Thermally Enhanced (Hi+) portfolio oﬀers the designer a wide and diverse choice of proﬁles that provide structural integrity, weather performance, thermal enhancement and security. The introduction of its new Passive House range is further testament of Metal Technology’s commitment to the built environment. System 17 Hi+ Curtain Walling, System 5-45 Hi+ Window and System 5-35D Hi+ Door have been certified by the Passive House Institute (PHI). Further Passive House products are under development as Metal Technology continues its drive to reduce its carbon footprint on the road to Net Zero.

PROJECTS Metal Technology has vast experience of providing fenestration solutions throughout the UK for the commercial, education, healthcare, leisure, retail and residential sectors. Contracted for many commercial schemes throughout the UK, Metal Technology has supplied its architectural glazing systems for impressive developments such as CABI’s stunning low energy headquarters in Wallingford; the award-winning CDE Global Headquarters in Cookstown; the Halo Enterprise and Innovation Centre (HEIC), part of the £63m brownfield urban regeneration project by HALO Urban Regeneration Company; Wolverhampton’s BREEAM ‘excellent’ rated i9 Building which picked up Best Commercial Development at the RICS West Midlands Awards and is now home to the Ministry of Housing, Communities and Local Government. Metal Technology has applied its expertise in close collaboration with designers to deliver ﬁnancially economic yet technically robust solutions for the healthcare sector.

HALO Enterprise and Innovation Centre (HEIC), Kilmarnock, Scotland

The company supplied its high performance glazing systems for the National Treatment Centre for NHS Highland, an ‘exemplar’ healthcare facility for ophthalmology and orthopaedic surgery in Inverness and for the prestigious, £233m Baird Family Hospital and The ANCHOR Centre in Aberdeen for NHS Grampian. Metal Technology has vast experience within the education sector, providing fenestration solutions for universities, colleges, schools and student accommodation developments throughout the UK. Key projects include Madras College, Fife’s new ‘Platinum Standard’ sustainable school; the striking Nucleus Building, a £48m four storey learning and teaching facility built within the King’s Building Campus at the University of Edinburgh and the £130m University of York flagship student accommodation project. Metal Technology is leading the way in Passive House education, with its Passive House certified systems being specified to assist in providing the overall requirement of Passive House criteria for a number of Passivhaus education projects.

Designed by Hamilton Architects LLP and built by Tracey Brothers Ltd, Erne Campus at South West College in Enniskillen, N. Ireland was the world’s first educational Passivhaus Premium building and the first non-domestic Passivhaus Premium in the UK. Metal Technology played an intrinsic role in the design process and Mullarkey Pedersen Architects were the lead Passivhaus design team on the project - the result is a world class, award-winning environmental building that is pushing the boundaries of sustainable design and energy efficient buildings. Metal Technology also supplied its high performance glazing systems, including its Passive House systems, for Scotland’s first Passivhaus Primary School, Riverside Primary School in North Perth and for St Columba’s RC High School and Woodmill High School, part of the impressive, super-sized Dunfermline Learning Campus. Designed by AHR Architects and being delivered by BAM Construction for Fife Council, the innovative 55-acre, circa £220m development will also incorporate the new Fife College Halbeath Campus and is believed to be one of the world’s largest ever Passive House education projects at 26,666m2. Furthermore, Metal Technology has secured four new Passive House education projects: Perth High School, Currie Community High School, Montgomerie Park Primary School in Irvine and Tain Community Campus in the Highlands. Visit metaltechnology.com to view Metal Technology’s full project portfolio and for further information on the company’s range of high-performance, architectural glazing systems.

Erne Campus, South West College, Enniskillen, N.Ireland

Follow us on LinkedIn to keep up-to-date with our latest projects and to hear about our Passive House systems showcased at Learning Places Scotland Exhibition 2023 - https://linkedin.com/company/metaltechnology-ltd

January 2024 | www.glassnews.co.uk

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COLOUR

IS ANTHRACITE GREY THE ROLLS ROYCE OF THE NEW ‘BLACK’? CONSUMER PROTECTION The Double Glazing & Conservatory Ombudsman Scheme (DGCOS) recently announced its successful accreditation to ISO 9001, one element of which includes customer satisfaction. ISO 9001 seeks proof that a business needs to ensure it maintains a focus on enhancing customer satisfaction, always looking to improve the customer and supply chain experience. Faisal Hussain, DGCOS Chief Executive, comments: “We loved the customer satisfaction focused elements of ISO 9001 because it’s something that is at the heart of what we do. Working with installers and consumers, we want everyone at every touch point with our brand to be satisfied. One of the key ways we achieve this is through collaboration, embracing the transformative power that working together has, when it’s properly integrated into a business. Of course, for true collaboration, you need to know what your customers are thinking, planning and are looking to improve. “Our Membership teams speak to customers day in day out to keep ahead of market trends, offer support on challenges being faced, and to make sure the organisation remains relevant and fit for purpose. This is where our members tell us DGCOS really comes into its own. We always have our members’ best interests at heart. We listen and engage with them so they can contribute and collaborate in industry topics and feel heard. We then turn this feedback into actions which serve purely to raise standards, protect consumers, and help our members’ businesses stand out and thrive. Our Installer Journey Benefits highlight all the areas in which we collaborate with and bring value to our members at every stage of their journey.”

our personal approach means we deliver time and time with the right quality products and the right price. This focus on ‘quality’ underpins the strong synergy Crystal Clear has with DGCOS. We are a founding member of the organisation, having recognised over a decade ago that the industry needed a decent regulator and ombudsman who would work with decent installers to protect both sides of the contract process. DGCOS fills this role fantastically. On a practical level, the ability for us to get advice and offer mediation to clients who feel that we’re not being fair, is critical for our business. From a marketing perspective, we can sell the fact that our customers have free access to this should it be needed which gives them true peace of mind. We would absolutely recommend DGCOS membership to others for the confidence it gives both installers and homeowners.”

FRIENDLY, APPROACHABLE BUSINESS SUPPORT A founding member since 2010, Ideal Window Solutions has over 12 years of association with DGCOS and has protected over 6,500 customers. When asked the benefits of being a member, Thom Emerson, Sales and Marketing Director of Ideal Window Solutions comments: “I believe as a company that we really are a consumer champion. We work very hard to be communicative and transparent with our customers, but as with many construction projects, disputes do occur. Having a professional body to go to that you have absolute faith in to mediate any issues is so important for both our business and the homeowner.

MUTUAL TRUST “Another key benefit of our relationship with DGCOS is trust, and we trust them to support our business and our customers in the best way possible. Consumers also put trust in recognisable brand ambassadors, and this is most definitely true of DGCOS’s brand ambassador, George Clarke. To me, DGCOS are the Rolls Royce of consumer protection. We take full advantage of their installer journey benefits, lifting the lid on our business - our financials, our contracts, our procedures – to DGCOS to gain insight into where we can improve. If you take this support, you will improve and it will, ultimately, make you more profitable.”

A TWO-WAY STREET Faisal Hussain concludes: “It’s fantastic to receive and share such positive feedback from members. I’ve spoken many times before about the fact that membership is not for everyone. Like us, the people behind our members believe in doing the right thing and most importantly, they care. We do offer a service that supports installers’ businesses but that’s a two-way street, and we continually work with our members to improve. They feedback to us about what we’re doing right and wrong which guides our future direction of travel. We also make sure that when we’re dealing with consumers on their behalf, they are invited to engage with a satisfaction service to monitor how they feel after the service with a complaints procedure for anyone that is not happy. At the end of the day, DGCOS focuses on doing the right thing – and so do these customers.” www.dgcos.org.uk

Freefoam Building Products announce the recent introduction of Anthracite Grey to their growing range of PVC Cladding products. So is Anthracite Grey the new ‘Black’ . . . it’s certainly up there as one of the front runners to replace tired old timber cladding or white PVC cladding. Anthracite Grey is now available across the full Fortex cladding range featuring three different styles of board. The Weatherboard style is a feather edge product designed to give a clean ‘New England’ look, the Double Shiplap range features a wide board giving quick coverage over large areas, and the most recent introduction the Shadow Gap board offers an attractive more subtle embossed finish with an attractive groove giving definition between boards.

The use of colour in exterior home improvements has increased year on year with greys continuing to be one of the most popular choices. Homeowners find that grey is a particularly practical shade for exterior home improvements, being a neutral that works well with other shades and instantly brings properties up to date, but doesn’t highlight dust and dirt like white does. Freefoam now offer three greys across the Fortex® cladding range, Misty Grey a soft light shade, Storm Grey, a mid range tone and now the darker colour of Anthracite Grey. Anthracite Grey has certainly been trending on windows, doors and bi-folds for the past four-five years and shows no sign of slowing – so by adding it as a cladding option means installers and homeowners can now match cladding and roofline to a suite of windows for a total house transformation. Freefoam know that availability is key for any new building product, so all colours of cladding are available directly from stock, with no lead time - a big advantage for stockists and installers. Freefoam have long been seen as the colour specialists. Making a commitment to colour over 15 years ago we manufacture one of the most advanced PVC-U and PVCUE fascia and soffit ranges using patented Colourmax® technology. This means we offer colour variety, colourmatching and colour-fast options across our range with no lead time on our standard eight fascia and soffit colours. “Anthracite Grey is an incredibly popular choice for fascias, soffits and gutters,” comments Colin St John, Commercial Director at Freefoam. “It was the next logical step to add this attractive shade to our cladding range. It means homeowners can now match their cladding to their roofline, windows, and doors for a full suite, which offers installers the opportunity to upsell additional products – another example of Freefoam ‘Helping Customers to Grow’!” www.freefoam.com

DON’T JUST TAKE OUR WORD FOR IT DGCOS recently spoke to a couple of members about the benefits of being part of the Scheme. James Mizen from Crystal Clear comments: “As a family business with over 100 years of combined experience in the home improvement industry,

www.glassnews.co.uk | January 2024

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INSIGHT DATA SHINES LIGHT ON THE FUTURE OF THE INDUSTRY Market intelligence is power; having access to in-depth information in real-time helps business leaders and sales and marketing teams make better decisions, move faster and deliver better results. That’s why over 800 suppliers across the industry rely on Insight Data. Since 2006 the firm has collected and analysed detailed information on over 14,000 fabricators, installers and glass companies. It was founded by industry marketing expert Andrew Scott, who believed that data was the key to business growth and profitability. He commented; “For years, companies used old customer lists, out-dated Google searches, or relied on a sales rep’s black book. Without access to real market intelligence, companies took a blanket

approach to marketing, believing if they threw enough money or resources at least some of it would result in new customers.” “Insight Data changed all this forever. With the Insight database clients simply log-in and build a list of their ideal customers, selecting products, materials, profile/systems brands, volumes, and even financial history, along with the direct contact details of decision makers. It has literally transformed supply chain sales and marketing.” The machinery behind Insight Data is sophisticated. An in-house team of researchers make over 20,000 phone calls every month, interviewing fabricators, installers and glass companies. This information is updated live in real-time on the Insight database. Meanwhile a stream of external data feeds, including a credit monitoring service, integrate with the database and a specialist team analyse and validate vast amounts of information. There are seven methods of updating and verifying the database and each month over 1,200 records change – companies move, change contacts, go out of business and new companies set-up. It’s all on the Insight database.

SALESTRACKER SOFTWARE PLATFORM Sales and marketing teams access the Insight database via Salestracker, a cloudbased platform that can be used on any internet-enabled computer or device in the office, at home or on the move. It provides detailed information on each business along with credit ratings, CCJ’s and net worth. It’s available on a simple, cost-effective monthly subscription.

Andrew Scott

The system has several modules, such as a CRM solution so users can manage all their leads and customers in one platform with data updated live in real-time. This includes Alerts, so users can be notified of key information, such as change of directors or credit rating. Salestracker can also be used by telesales teams with some powerful telemarketing features, while email campaigns can be created, sent and reported on via the platform’s email marketing tools. Andrew added: “Salestracker is the perfect B2B tool for sales, marketing and management with the platform giving full oversight of all activity and reporting. It is configurable for each business and user, and our clients range from a regional fabricator with two or three users up to international conglomerates with 50+ users. “The industry is changing faster than ever with major consolidation, diversification, new companies setting up and sadly some collapsing. If sales and marketing teams don’t have the latest information at their fingertips they’ll miss out on millions of pounds of business.” Insight Data is trusted by over 800 customers including most of the industry’s biggest names such as Rehau, ALUK, Saint Gobain, and the GGF. The firm is ISO 9001 certified and GDPR compliant so suppliers can use the information with confidence. While the primary reason companies subscribe is for sales and marketing

“The industry is changing faster than ever with major consolidation, diversification, new companies setting up and sadly some collapsing. If sales and marketing teams don’t have the latest information at their fingertips they’ll miss out on millions of pounds of business.” 82

purposes, there is growing demand from companies using the information for market research, identifying trends and gaining a better understanding of the sector.

NEW DATABASES LAUNCHED While Insight has always been a fenestration industry data company, the firm has developed a number of related databases to help suppliers target customers in the commercial and new-build sectors. Companies can now target over 19,000 local builders, 8,000 builders’ merchants, major construction firms and regional and national housebuilders, as well as 8,500 architects and specifiers - allowing companies to get their products specified earlier on in the sales process. What’s next for Insight Data? Andrew Scott concludes; “We are already developing the next generation of Salestracker with deeper information, advanced AI and powerful connectivity and API’s. We’re also excited to launch several new initiatives in 2024, including Insight University to help marketers get the best data-driven marketing, and a new certification for users. But the one initiative I’m most looking forward to is completing a new training centre at our HQ near Bristol, were we’ll invite customers to join us for introductory and advanced training on Salestacker and data-driven sales and marketing.” If you want to gain access to exclusive marketing data and consistent business growth, get in touch today. Call us on 01934 808 293 or visit www.insightdata.co.uk.

January 2024 | www.glassnews.co.uk

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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 Editor,

Dear Editor, It’s that time again when businesses look back over the previous 12 months and plan ahead for the new year. As the UK’s leading composite door innovator, having already updated our customers, we want to share our plans with the broader market to help signal the direction of travel in 2024. Looking back….. During 2023 we invested significantly at DoorCo, increased our workforce, purchased lots of new equipment including tooling for a new ORiGINAL door design, a second beam saw, 2 more CNC machines and a third paint booth. These investments have allowed us to significantly increase our production capacity in Macclesfield and reduce leadtimes even further. We have also ordered a new production line for a brand-new product launching in April 2024. Looking ahead….. January 2024 will mark the start of a revolutionary year where DoorCo will continue to support our loyal and passionate customers and maintain our position as the brand that offers one the broadest and most innovative door product and service ranges. However, we do realise the pressures everyone is facing with high interest rates, continuing inflation, and turmoil in the energy markets, and because of this DoorCo will not increase our prices in January. We will review this position in May, based on the cost-of-living wage increase, and any further savings we can make in the supply chain. We will keep the market up to date, but for now, we hope 2023 finishes strong for our markets, and that DoorCo’s new products and innovations make for a fresh and prosperous start to 2024.

WHAT’S YOUR OPINION?

DIFFICULT ECONOMIC CONDITIONS

Kind regards Dan Sullivan Managing Director

BEING READY FOR THREATS Dear Editor, As I write this about the age-old battle against break-ins, and the need to develop 3 star locks and the security standards that underpin them so they remain effective, past and present Prime Ministers are being grilled by the Covid inquiry over lockdown delay and the government’s slow and arguably inadequate response to the pandemic. It’s more than dramatic courtroom theatre because there will be another pandemic, a new more deadly virus at some point. Perhaps it’s on its way now. What is in doubt is how well we prepare for it. People forget the lessons of pandemics quickly and the point of the Inquiry is to make sure we learn from it. After security pandemics too, people slip back to installing doors with cheap locks, and locks designed for theoretical security threats rather than the actual attack methods intruders use. It didn’t matter how secure against picking or bumping a lock was when burglars learned how to snap them in 9 seconds. Once a means of breaking in quickly and quietly has been found, word spreads rapidly online, and millions of homes are at risk. Over the last 20 years, we’ve lived through the potential threats of picking, bumping, snapping, drilling and most recently torching locks, exploiting the risks of newly found weaknesses. Burglars will never stop trying to find new ways to attack locks, there will always be a next time. It’s a constant tussle between attackers and defenders, a see-saw when one side achieves a temporary advantage over the other.

As we have seen over recent months, difficult economic conditions, high interest rates and an increase in the cost of living have resulted in some unscrupulous traders potentially taking advantage of consumers. In addition, difficult trading conditions have put pressure on installation companies who have seen their fixed costs rise and some, including big names, have ceased to trade. This has created a perfect storm of circumstances under which consumers are more vulnerable and more likely to experience difficulties in their door, window and conservatory installations, potentially leaving them out of pocket and/or with incomplete jobs. At times like this, the team at DGCOS is at the forefront of the consumer experience, which gives our team a real insight into the importance of consumer protection for them, installers and for the wider industry and economy. The benefits to homeowners of consumer protection schemes like DGCOS are clear. Using an accredited supplier for home improvements gives them comfort that the installer has been vetted by an independent organisation. They can be safe in the knowledge that they are being treated in a fair and responsible way with all the protection that using a DGCOS member brings, including a consumer advice

line, deposit and stagepayment protection insurance, an insurance backed guarantee, alternative dispute resolution and access to an Ombudsman, should the installer meet all of DGCOS’s required conditions. A DGCOS member also gains from being part of the scheme. DGCOS membership will help enhance a good reputation which leads to more recommendations, new leads and an increase in profitability. They also benefit from a range of support services from DGCOS which helps them to run their businesses efficiently. These services help installers at every stage of their journey from getting started, marketing and digital, selling, installing, customer service and satisfaction, and an annual review. Each stage is made up of multiple benefits that DGCOS offer to their members. If we can maintain high standards of product and service through schemes like DGCOS, it creates a dynamic, competitive market, leads to innovation and quality of product, fair pricing and high levels of customer service. If we want a healthy and sustainable industry with a choice of products at competitive prices and high delivery of service to homeowners to ensure profitability, we need to recognise the importance of consumer protection. Fasial Hussain Chief Executive, DGCOS

With Ultion we aim to stay ahead and build in protection for attack methods that may never materialise or go viral in a pandemic. But if a threat emerges that we didn’t see coming we act swiftly to defeat it. We see that as our job. We can’t prevent new security threats, but we can be ready and respond rapidly to combat them. It’s always been an integral part of Ultion’s policy to have the answers to new security threats, not just stock solutions to yesterdays’ threats. Nick Dutton Brisant Secure

January 2024 | www.glassnews.co.uk

FABRICATOR FOCUS

The UK’s Leading Glass & Glazing Newspaper

WHY WAIT WHEN YOU CAN FABRICATE? Having visited the excellent Glazing Summit and digested the latest industry figures, the statistics seem to demonstrate that there is a steady decline year-on-year in the number of PVCu window and door fabricators operating within the UK. However, it seems that PVCu Systems Company Selecta Systems are currently in the process of bucking that trend as they are seeing more new fabricators coming on board than what they’ve witnessed in previous years. Selecta Systems Sales Director, Andy Green, analyses the figures and explains why there seems to be a surge in new fabrication start-ups and installers going back in to or start fabricating. I read with great interest the most recent and excellent Industry Report produced by Insight Data. The figures make thoughtprovoking reading and are certainly in line with many people’s perceptions of the current state of play within the industry. As for Selecta, 2023 has seen an increase in new start-up businesses, conversions and also fabricators diversifying and dual sourcing. However, what is interesting, is that Selecta have seen an increase in installers moving in to fabrication, with the clear reasoning being, to ‘take back control’ of their business.

TAKING BACK CONTROL The recent demise of some big industry figures has certainly played a big part in many a businesses plans, from both an installers and fabricators perspective. We totally understand the rationale behind this ‘taking back control’ spate, which has been very clear and concise, especially with the failure of some big trade suppliers, another systems company and one of the largest window and door installers in the UK. We’ve started to see installers looking at their own business models with many recognising that ‘buying in’ manufactured products totally removes an element of control over the quality and service they provide. These trade supplier failings significantly affect their installation business. The closure of some large window and door trade suppliers has also forced a lot of installers in to making decisions regarding their current business model. It’s also made others think more about other issues that can affect their service, such as, delivery performance, poorly and incorrectly fabricated products, with both potentially causing installation headaches of which they have virtually no control

www.glassnews.co.uk | January 2024

over. All these factors have had and can have damaging knock-on effects to their installation business, not only their reputation, but also on the efficiency and effectiveness of their operations. There’s nothing worse for installers than booking in a job, their customer having time off work and then having issues where the product hasn’t arrived or is damaged during transit. Then there’s the possibility of fabrication problems when fitting on site. The majority of these issues may not be able to be resolved by the installation company, whereas if they were fabricating, they could apply their own corrective actions and also have greater control of what goes out the door and when. As for delivery timescales, why wait when you can fabricate? I’m not saying this is the case everywhere for fabrication and installation companies, but we’ve certainly experienced an increase in installers wanting to be in control of their own destiny, with a number starting to and showing increasing interest in the fabrication of our ADVANCE 70 System of late. The numbers we’ve seen of late are certainly more than we’ve experienced in a long time. Selecta have always had a strong and successful history of setting up fabricators and fabrication facilities from scratch and assisting in all aspects of the process from layout and floor plan design to full blown training, with your own personal technician making the transition as smooth as possible. The statistics also point you in the direction that aluminium windows and doors are on the increase, with PVCu fabricators and installers diversifying and venturing in to this growing area. This may be the case, but at Selecta we’re also seeing a trend in aluminium fabricators moving in to PVCu fabrication and expanding their product range. This certainly demonstrates that PVCu remains a strong proposition in a customer’s portfolio and that businesses are looking at how they can further protect their business to meet the ever-changing landscape. The increase in new business start-ups may be more surprising for some, especially with the current state of play with the cost-of-

living crisis and other factors that may deter the home improvement market. However, there are plenty of opportunities out there and the number of frames per week that companies like Safestyle and UKWG were fabricating have to be fulfilled somewhere. Those kind of numbers and opportunities are still out there, they simply don’t just go away.

SERVICE AND SUPPORT IS KEY Whether you’re a fabricator or installer, our aim at Selecta is to provide a service and support package that suits everyone, from sales to delivery, technical to marketing. We have an extensive range of retail-based marketing support and sales brochures, literature and sales videos, whilst we also provide a series of trade sales and technical information guides aimed at promoting the window and door range to trade customers and installers. Our Connect customer support portal, now includes more sales and marketing tools than ever before! A Window and Door Designer with Home Visualiser is available to fabricators and installers to personalise with their branding and feature on their website. This amazing designer package and sales lead generator takes the way you sell and present windows and doors to a whole new level. Also, within Connect is a completely brand-new website support package, where themed ready-made websites for both trade and retail businesses are available to customers who don’t want to go through the headache of a website build. Link that up with the Window and Door Designer and you have the complete online package to help you win new business! We also have a web2print brochure creator on its way that allows customers to brand and edit our range of brochures with their own information and imagery, without requiring any graphic design experience. It’s a simplistic way of upgrading your sales and marketing offering, promoting you, your products and services.

PERFECT BUSINESS PARTNER In light of recent events within the industry, it is now vitally important whether you’re a

fabricator, installer or both that you have, not only the right window and door profile system, but also the right supplier that can service and support you and your business. I believe this is essential in building a successful business partnership. Our ADVANCE 70 System is now firmly recognised as one of the leading PVCu window and door profile systems. Whether you are fabricating, installing or both, you can be sure of a quality and comprehensive range of window and door solutions at your disposal. Combine this with our personal customer support and service, marketing and technical support package and you have the perfect partner to not only support your business, but also grow your business. Whether you are already fabricating, or looking at fabricating, diversifying or broadening your product range, feel free to contact us and have that friendly chat on how Selecta can help you win new business.

CAREERS & QUALIFICATIONS IN FENESTRATION

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NEW APPOINTMENTS

GLAZPART CONFIRMS NEW COMPANY ACCOUNTANT

FEBRUARY FDM APPOINTS FEATURES MANAGING DIRECTOR CAREERS

Fire Door Maintenance (FDM) has announced the appointment of a managing director.

Glazpart is pleased to confirm the appointment of Tamás Bareith as Company Accountant taking responsibility for the financial management of the Glazpart Group. Tamás has 10 years’ experience in the food production equipment and transport sectors, where he has applied his financial management expertise for SME companies. On confirmation of his appointment, Tamás commented “It’s an exciting time of growth for Glazpart and I am delighted to be part of the management team.” Dean Bradley, Glazpart Sales Director added, “With Tamás experience, knowledge and skills, I have no doubt he will be a great asset to the Glazpart Group.”

Nicola John will lead the business, which offers fire door inspection and maintenance services and is owned by UAP.

• What Door? (Composite, Bi-Folds, Sliding, Patios, Panels) • Machinery Focus • Coloured Products • Energy Efficiency • Software & IT • Sustainability

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Throughout her successful career, Nicola has spent 19 years working with door manufacturers in various management and director roles. A former business consultant, Nicola also ran her own company, using her knowledge to advise a range of organisations on strategic growth and

development. For the past four years, she has been working with UAP to provide specialist leadership, management and training guidance. Launched in early 2023, FDM offers fire door inspection and maintenance services primarily aimed at housing associations and local authorities. Clients can access a 400-strong pool of highly-trained operatives with the skills needed to deliver inspections which meet the latest fire safety regulation. FDM also provides specialist fire door training for organisations and individuals that want to upskill in line with new fire safety rules. Speaking about her appointment, Nicola said:

“I’m really looking forward to leading FDM and making a positive difference to the fire door industry. Changes to regulation mean housing providers must put more resources in place to inspect and maintain fire doors. My aim is to work directly with these organisations as well as door manufacturers, to help meet this need. “The Hackitt report underlined the importance of the ‘golden thread’, and this is at the centre of our approach. This sees us prioritise the use of primary test evidence to deliver inspections and maintenance, ensuring the correct components have been installed on each door and have not been substituted or changed. “Whether a client chooses to access our specialist training or to use FDM’s operatives to put more boots on the ground, or focus is on raising standards, ensuring compliance and delivering the highest level of safety.” FDM’s operatives can provide inspection and maintenance services nationwide while its training is delivered from its head office in Bury, Greater Manchester.

January 2024 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

CAREERS & QUALIFICATIONS IN FENESTRATION

CAREERS

NEW APPOINTMENTS

PYROGUARD STRENGTHENS PRESENCE IN THE NORDICS

LEADS 2 TRADE WELCOMES DALE SAXTON FROM SAFESTYLE AS NEW AFFILIATE MANAGER

Pyroguard, the world’s leading independent supplier of fire safety glass, has significantly strengthened its presence in the Nordic region through the appointment of Elvedin Ramic as Technical Sales Manager. Forming another strategic move in Pyroguard’s continued international expansion programme, Elvedin’s appointment not only contributes a wealth of experience but also coincides with excellent extensions to the company’s fire test database. This comprehensive bank of test evidence now includes the market leading framing manufacturers; Schüco, SAPA and Stålprofil. Speaking about the appointment, Steve Goodburn, Business Development Director at Pyroguard said: “We’re thrilled to welcome Elvedin to the team. In his position as Technical Sales Manager, he will play a fundamental role in strengthening our existing customer relationships and further establishing Pyroguard in the Nordic region. “Having previously worked with Reynaers, Purso, Hydro and Elitfonster, Elvedin brings a real wealth of framing fabrication experience and expertise to our regional team. This together with the recent extensions to our fire test evidence places us in a very strong market position and will enable us to provide comprehensive and locally based system support.” As a global supplier and manufacturer of cuttable and toughened fire safety glass, Pyroguard’s portfolio of solutions are installed and specified on projects all around the world. Pyroguard has revenue in over 40 countries, as well as international local customer support teams, with a strong market share across Europe. For more information, please visit: www.pyroguard.eu.

Leads 2 Trade has appointed a new Affiliate Manager to strengthen its position as the leading supplier of double qualified sales leads in the home improvement sector. Bringing a wealth of experience and expertise from his tenure at Safestyle UK, Dale Saxton joins Leads 2 Trade with a proven track record in affiliate management and huge experience in the home improvement industry. With a career marked by accomplishments and a commitment to fostering partnerships, Dale is poised to lead and strengthen the affiliate network at Leads 2 Trade and he said: “I am thrilled to be joining Leads 2 Trade, a company renowned

“We are delighted to welcome Dale to the Leads 2 Trade team.”

for its excellence in providing top-tier sales leads and appointments and who I’ve worked with for several years. “I managed a large affiliate program at Safestyle, so this is the perfect fit. And I’m looking forward to working closely, and building solid long-term relationships, with our existing affiliates and bringing new ones on board. I’m also excited to be dealing in not just windows and doors but our wider home improvement products, such as solar panels and heat pump solutions.” Andy Royle, co-founder, and director of Leads 2 Trade, shared his excitement about the appointment, commenting: “We are delighted to welcome Dale to the Leads 2 Trade team. When he became available after Safestyle went into administration we moved quickly as he was head of affiliates and partnerships and managed their affiliate network partners, of which we were one, so we know him well. “He has been able to inherit our existing affiliate program, which already has a good number of affiliates, that we have already

got in place, and now has the opportunity to build on those existing relationships and grow the program. “His extensive background in affiliate management with Safestyle over the last five years coupled with his industry knowledge mean it’s a huge appointment for us and we are looking forward to Dale hitting the ground running.” For more information, telephone 0800 124 4308 or visit https://leads2trade.co.uk.

CAREERS

BUILDING OUR SKILLS LAUNCHES ‘CAREER FAMILIES’ AS PART OF BESPOKE INDUSTRY CAREERS FAIRS

FENESTRATION, GLASS AND GLAZING – 50 CAREERS IN ONE DAY

Having announced its intention to launch a series of bespoke industry careers fairs in 2024, Building Our Skills - Making Fenestration, Glass and Glazing a Career of Choice has now formally launched its ‘Career Families’ to help students understand the many career options open to them as they get closer to the world of work. The nine ‘families’ together encompass over 100 individual roles, demonstrating career progression opportunities, training, qualifications and how students can start out on their career journeys in the industry.

conjunction with the education bodies in South Yorkshire and Greater Manchester to bring these events to fruition. Speaking about the events, Mark Handley, Building Our Skills’ Partnerships Manager said: “Our aim is to show the industry to over 1,000 school children and their teachers over the course of the two events. If the two pilots are successful, these will

become annual events enabling us to keep in touch with those who attend as they get closer to thinking about their careers. It is also our intention to expand the number of events into other areas of the country where we are already working with other local education authorities, but of course, the launch of the Careers Families is an important step on the road to show students the opportunities that are available to them.”

For teachers, parents and students who want more information about the ‘families’ and the roles they include, simply email sayhello@buildingourskills.co.uk and ask for details. The Career Families will be showcased in person at pilot events to be held in March 2024 as a part of National Careers Week. The first will be in South Yorkshire at the Oakwell Stadium, home of Barnsley FC, and the second in Manchester at the Etihad Stadium, home of Manchester City Football Club. Building Our Skills is working in

www.glassnews.co.uk | January 2024

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