Glass News September 2013 by Christina Shaw

The UK’s Leading Industry Newspaper TRADE NEWS – PAGE 18

WINDOW EXPERT – PAGE 37

Solidor will be exhibiting at Grand Designs Live with the purpose of promoting their pioneering composite door range and Recommended Installer initiative.

SAPA is ESTABLISHED AS GLOBAL LEADER IN ALUMINIUM SOLUTIONS Combining the aluminium extrusion operations of Sapa and Hydro has created the global leader in aluminium solutions with 23,000 enployees and operations in more than 40 countries. The new company Sapa as, a 50/50 joint venture owned by Orkla and Hydro was established September 1.

“I am very pleased to see Sapa AS emerge as the global leader in aluminium solutions. Sapa has the strength and ability to serve both local and global customers. We will continue developing innovative aluminium solutions and shaping a lighter future together with our customers across the globe,” says Svein Tore Holsether, CEO of Sapa. Orkla ASA and Norsk Hydro ASA agreed in October 2012 to combine their respective profiles, building systems and tubing operations in a 50/50-owned joint venture.

ALSO AVAILABLE IN TRADE COUNTERS!

Leading trade fabricator Shepley Windows has begun fabricating in the new five chamber REHAU TOTAL70C profiles, giving its customers a new route to cost effective, energy efficient frames.

3rd generation Salestracker September sees the launch of Insight Data’s eagerly awaited 3rd Generation of Salestracker, the online sales and marketing software. This represents a huge investment on the part of Insight Data, both in money and resource terms and Glass News catches up with Helen Costeloe-Hughes, Commercial Director of Insight Data, for an exclusive interview.

GLASS NEWS IS POSTED FREE TO WINDOW FABRICATORS & INSTALLERS!

Windows, Doors, Conservatories & Glass!

Issue 30 | September 2013

IN PROFILE – PAGE 72

Long-serving Halo customer Aztec Windows (Coventry) Ltd has become the first customer to start fabricating the new FlushSash window system.

Continued on page 4...

Covering every aspect of...

Who reads us? Window, Door, Roof Fabricators & Installers, IGU Manufacturers & all who are associated with glass & glazing.

“During the recession,” says Helen, “companies had to become leaner, more efficient and results focused.” “As we enter a post-recession period these attributes will stay - gone are the days of extravagant advertising campaigns and sales people tearing up motorway miles pointlessly. Marketing must generate results and sales

“Companies had to become leaner, more efficient and results focused.” people have to hit targets. Salestracker was designed with this ‘new world’ in mind. At Insight Data we call it ‘Bigger Thinking’.” Read the full interview on Page 17.

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Positive vibes

Suddenly there seems to be a bit of a spring in everyone’s step.

A positive feeling, and the expectation of good things to come. It’s amazing what a bit of good news will do and, although all things being relative, we shouldn’t be expecting the world bearing in mind the state of the economy, there are signs that the general public may just be prepared to loosen the purse strings. What is also heartening is seeing the likes of Persimmon taking on not inconsiderable numbers of staff for new and large building projects, and they’re certainly not the only ones. Allied to all this is the perception that we may have bottomed out as far as profile tonnage is concerned and we’re on the way back up. Certainly we are hearing from a variety of PVCu building product

August Winners! Sudoku: Rachel Dorken, Dafen Llanezli Crossword: Mark Lenn, Hellingly Spot The Difference: Mrs L Challis, Westcliff On Sea Eye Spy: Carol Hearn, Calne, Wilts

manufacturers that monthly sales are up. Vertical Sliders, Bifolds and Composite doors continue to sell well and indications of resurgence in replacement casement windows are being claimed.

in the section detailing the construction and economic forecasts the recovery is expected to be gradual with some dangerous headwinds that the industry will need to navigate through.”

It’s worth noting what David Amos says in his introduction in D&G’s ‘The Annual PVC Window Door & Conservatory Industry Market & Forecasts to 2016’: “Crucially at this time the medium and long term prospects are probably more favourable for the industry than for many years. For example the Summer Economic Forecast from the ITEM Club states “The UK recovery has finally got legs”. Also the Summer Construction Forecasts from Experian states “The short term prospects for the UK economy may be looking better than last winter and in spring”. We use both these forecast sources in our industry forecasting model as part of the annual report. However, as you will see

Having been battered by events over the past five years, most out of the control of the industry – but some self inflicted - we see clear signs of an industry led fight back. The industry is leaner and more professional. Many companies are adapting to the current austerity measures and fighting to get an increased share of the consumer’s disposable income.”

Congratulations to all our winners! Good Luck in this months Time Out pages! Last months crossword solution

In amongst this feeling of, well not exactly wellbeing but, shall we say, hopefulness, the mind is inclined to spring towards what will be the next big thing? Something that can take us even further in sales volumes? With all this in mind I was interested to read of developments in glass, after all, pretty much everything in our industry involves glass in the end product. So reading about Dr Delia Milliron’s development of what they call ‘Universal Smart Window Coating’ at the Lawrence Berkeley Molecular Laboratory, based in California, prompted me to think, could this be it? Their technology enables dynamic control over how much of the sun’s heat and light enters a building through its windows. Unlike competing technologies, the Universal Smart Window

CONTENTS Please scan the QR code below to go to our website

78 Recruitment

26 Fire Safety

74 Colour

28 Machinery

76 Architectural

34 Profile Bending

76 Recycling

36 Window Expert

77 Product News

42 Conservatories

78 Recruitment

46 Focus On Installers

81 Voice Of The Industry

50 Trade Counter Partnership

82 Comment Piece

51 Aluminium

86 Time Out!

54 Doors

Coating can block heatproducing near-infrared solar radiation without blocking visible light.

59 Calendar Of Events 60 Hardware & Security 68 In Profile

The technology is, basically, a window studded with tiny crystals that without any zap of current acts like a normal window but, as a low voltage charge is put across the crystals they absorb the sun’s UV rays, blocking heat but remaining see through. Turning the voltage up a bit darkens the glass and shuts out the light....hey presto! No curtains required! Other technologies exist but are more expensive and heat makes them darken automatically. So could this be the one to follow? The price hike of Milliron’s development is expected to be 20% over that of normal glass.

Chris Got Something To Say? Email Chris at: chris@glassnews.co.uk

4 Trade News

84 Ask Jim 87 The Basman 88 Monthly Horoscopes 89 Find A Supplier

Contact details

Publisher & Owner: Christina Shaw E: christina@glassnews.co.uk T: 01302 759096 M: 07805 051322 Advertising Enquiries: Christina Shaw E: christina@glassnews.co.uk T: 01302 759096 M: 07805 051322 Editor Chris Champion E: chris@glassnews.co.uk T: 07850 267223 Features Editor Sheilah Reed E: sheilah@glassnews.co.uk T: 0114 2885988 M: 07880 990144 Trade Counter Distribution Department Roz Worgan E: roz@glassnews.co.uk Graphic Design: hook-a-duck Deadline for copy: 28th of each month

With thanks to our contributors: Jason Thompson, Danny Williams, Vic De Costa, Adrian Barraclough, Roy Frost, David Amos, Double Glazing Blogger and Daniel Basden. 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. The paper we use is 100% recycled.

Please recycle this newspaper so we can continue to use recycling in our effort to help the environment.

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TRADE NEWS

GLAZERITE GOES ON GROWING WITH EXCELLENT Q2 RESULTS Glazerite is continuing to build on excellent annual growth figures with further double-digit increases in the first and second quarter of 2013. The trade fabricator has announced a 17.4% increase in Q2 sales year on year, with a first half figure of 16.7%, on top of the 21.6% growth already reported for 2012 as an entire year. The April-June period also saw quarterly sales top £4million for the first time, giving increased optimism that the company will surpass its existing projection of £16million for 2013. Star performer in the Glazerite offering was composite doors, showing nearly 21% growth, followed by healthy increases in vertical sliders, patio and bi-fold doors – including increased sales to other fabricators that choose not to manufacture their own. Close behind came foiled products which

have benefitted from both an expanded range and improved lead times throughout the year. Director Jason Thompson says the figures have come from both increased demand from existing customers as well as a number of new accounts. “The industry is continuing to pull itself out of the slump but the recent tough times, combined with an increasingly competitive market, have sorted out the winners from the losers.

Because of our continuing commitment to quality and service, these results show that our customers are definitely winners and they believe we are too.” Broken down further, total sales for the second quarter stand at £4,032,146 against £3,435,035 in the same period last year. These figures reinforce Glazerite’s position as the UK’s largest VEKA trade fabricator as well as a major fabricator of any PVC-U system.

Users of the app will be able to view all of the products in the MAX6MUM SECURITY range, see the different styles, sizes and finishes and see a detailed description of the product. The app also shows which security products prevent different burglary methods and users can view the MAX6MUM SECURITY videos directly from the app. UAP MD, David Jennings, said: “The MAX6MUM SECURITY app is a fantastic selling tool, it eliminates the need for lots of brochures as all of the information is available in the palm of your hand. The app also lets the user see what the products

will look like on a door, so they can play around with it until they find their desired styles and colours.” UAP Limited has developed the app as part of its marketing campaign for MAX6MUM SECURITY, it has been designed to help promote the brand and to help its customers sell more doors. It offers a new and more convenient way to show customers the options they have for furnishing their doors and the different security options available. MAX6MUM SECURITY is a range of high quality, high security Euro Cylinders,

High Security Handles, Bright Numerals and Letters, Door Knockers, AntiVandal™ Letterplates, Door Chains and Restrictor Bars, Identity Card Slots, Door Viewers and Letterplate Restrictor Shrouds. The MAX6MUM SECURITY app can be downloaded now from the app store and is made for iPads. Simply search MAX6MUM SECURITY in the iTunes Store to get your hands on this app. For more information on this app or MAX6MUM SECURITY contact Sales@ uapcorporate.com or call 0161 796 7268.

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opportunities, driven by the increasing demand for sustainable aluminium solutions in lighter vehicles, energy-efficient buildings and other industrial applications,” says Holsether.

With the last outstanding approval given from the Chinese competition authority on August 19, the transaction was closed September 1. Sapa AS is headquartered in Oslo, Norway, combining local expertise with a global network and R&D capabilities, serving its customers from over 100 sites in more than 40 countries. The new joint venture has leading positions in Europe and North America, and strong footholds in emerging markets such as Brazil, China, India and Vietnam.

The combined operations in Sapa AS, consisting of Profiles, Building Systems and Extruded and Welded tubes, and all of Hydro’s business area Extruded Products, had in 2012 revenues of NOK 43 billion and production volume of 1.4 million metric tonnes. The company has 23,000 employees and will be one of Norway’s largest industrial Groups.

improving operations and optimizing the footprint. For more information, please contact: Bethan Simkins or Rachel Meagher, Target Public Relations on tel: 01242 633100.

GGF SPONSORS NHIC AWARD As members of the National Home Improvement Council (NHIC) the Glass and Glazing Federation (GGF) is sponsoring a new award called “Best Use of Glass in the Home” at the NHIC Awards 2013. With the prestigious Awards, which recognise achievement in the UK housing arena, just three months away the GGF invites entries for “Best Use of Glass in the Home” from UK companies. Companies can enter a project completed within the past year. Entry is free by visiting www.nhic.org.uk and clicking on NHIC Awards 2013 to register and select the category. The straight forward entry form can

be completed online and must be submitted with any supporting documents by the closing date Monday 14th October 2013. The winner of the GGF Award will be invited as a VIP guest to the Awards special luncheon in London on Thursday 21st November 2013. For more information on the Awards please visit the NHIC website http://www.nhic.org. uk/nhic-annual-awards/

Sapa expects annual cost synergies of around NOK 1 billion to come from

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UAP Limited has launched a free iPad app that will enable users to customise their own MAX6MUM SECURITY door. The MAX6MUM SECURITY App was first previewed at the FIT Show in April and received a positive reception from visitors. It enables the user to create their own MAX6MUM SECURITY door which will protect against burglars, vandals and bogus callers.

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“Sapa is well positioned to capture future growth

Make Your Door MAX6MUM SECURITY With a New iPad App

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September 2013 – The UK’s Leading Industry Newspaper

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September 2013 – The UK’s Leading Industry Newspaper

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TRADE NEWS

Modplan expands its manufacturing space Leading trade VEKA fabricator Modplan has just acquired a further 45,000 square feet of manufacturing space opposite its headquarters in Abercarn, Gwent. The additional space will allow Modplan to further improve its manufacturing efficiencies and provide additional space for its rapidly growing production requirements. The new premises increase Modplan’s production capacity by nearly 60% and takes total manufacturing space to over 120,000 square feet. This substantial increase is testament to Modplan’s continuing success. Heidi Sachs, Modplan’s Managing Director, says, “We’ve seen our business increasing steadily for some time. Our partnership approach and commitment to quality in all areas of the business means we can provide the support that people need. The introduction of compulsory CE marking has seen increasing numbers of customers coming to us too. Our European business means our products have been CE marked as standard for some time and that experience is vital for many people.”

of-the-art spray plant and glazing facility. The factory sits on a 2.5 acre site which gives Modplan valuable extra space to increase logistical efficiencies too because loading wagons and crates for export will become considerably easier and quicker. Heidi says, “It is very important to us that our customer experience is excellent. This new acquisition will allow us to continue offering an outstanding level of service as well as give us room to expand as our business continues to grow.” Expansion on this scale in this economic climate is noteworthy, but Modplan’s level of quality makes them a reassuring partner for any installer, something that is reflected in their growing business. Tel: 01495 246844 – www.modplan.co.uk

There's been cause for celebration recently at Network VEKA, as the organisation has been awarded UKAS accreditation. MD John Ogilvie explains: “UKAS accreditation is a formal, third party recognition for competence to perform specific tasks - in Network VEKA's case, certifying window installers under our Competent Persons Scheme – Assure. Having Competent Person Scheme Certification Body status allows Network VEKA to certify window installers who want to self certify their installations. “This accreditation demonstrates our success at meeting the stringent requirements of international accreditation standards, something that can be difficult to achieve with a small team. The assessment process required Network VEKA to demonstrate the robustness of our documented quality management system, as well as witnessed audits and inspections, and UKAS were thoroughly impressed with our professionalism regarding new regulations and our commendation for the MTC programme.” “It is without a doubt, a great achievement for Network VEKA and is a further endorsement of the high standards to which the organisation operates.”

The new property, which is known locally as the Old Tin Works, will manufacture all of Modplan’s roofs, plus hold a brand new, state0913-0009

The United Kingdom Accreditation Service is the sole national accreditation body recognised by the government to assess organisations that provide certification, testing, inspection and calibration services. Accreditation by UKAS demonstrates the competence, impartiality and performance capability of these evaluators. John continues: “Our official UKAS accreditation will also provide a competitive route for those installers that are interested in the Green Deal to apply for certification to be registered with the scheme.” Tel: 01282 473170 www.networkveka.co.uk

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PREFIX TO DEBUT AT GRAND DESIGNS Prefix Systems will be exhibiting at Grand Designs Live at the Birmingham NEC from 4th-6th October 2013, under their new consumer brands A New Room and Refurbish My Conservatory.

creating an impressive design detail. High performance, specialist climate control glass is now used in over 75% of all conservatory roofs, something that the company will be demonstrating on the stand.

Based on the Channel 4 TV series, and presented by design guru Kevin McCloud, the event will be packed with over 500 exhibitors, across six different sections, covering interiors, gardens, home improvement, self-build, renovations, technology and shopping. A New Room will be exhibiting in the Grand Build Hall and showing visitors their new Garden Room, other extended living rooms and several options for replacing an old conservatory.

Chris Cooke and Chris Baron, co-directors of Prefix Systems commented: ‘We’re thrilled to be able to launch our new consumer facing brands at the show. These will be fundamental for our customers to continue in the existing conservatory market and emerging extended living sector. We believe that we are at the forefront in re-defining the conservatory sector.’

The stand will feature their latest Garden Room that combines the light and airy nature of a conservatory with the robustness and tiled roof of a traditional extension. Prefix claim that they are at the forefront in establishing this new genre of extended living space, with a number of installers across the UK experiencing a surge in demand for these new additions to the home.

For further information and a free copy of their new Garden Room brochure contact the sales office on 01254 871800, email enquiries@ prefixsystems.co.uk or add to their considerable following on Twitter @prefixsystems.

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UKAS accreditation for Network VEKA

Fantasy Football

– Total Glass asks ‘Are you game?’ As hosts of the window industry’s Fantasy Football competition this season, Total Glass is inviting fans to join in the fun with the chance of winning some fantastic prizes. The Liverpool-based PVC-U and aluminium window and door fabricator is urging participants to sign up with their squad of 15 players as the 2013/14 Premier League season gets underway. Top prize is VIP treatment for two in a hospitality box at Anfield for a premier league fixture in the 2014/15 season. The runner up will win an iPad Mini and there’s a Smart plasma television for third place. Lifelong Liverpool FC supporter Total Group Managing Director Frank Deary comments: “As many

“It’s a good talking point, and of course, a great way of keeping in touch with our customers.” people are aware, we’re big on football here at Total Glass so naturally we jumped at the opportunity to host this season’s Fantasy Football league for the industry.”

“We think we know the score when it comes to football – are you game too?” For more details, contact Total Glass on 0151 549 2339 or visit the website at www.totalglass.com.

Total’s ‘Red Army’ celebrating Liverpool’s European Championship victory in 2005.

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September 2013 – The UK’s Leading Industry Newspaper

He adds: “It’s a good talking point, and of course, a great way of keeping in touch with our customers. Plus, we’re offering some superb prizes for our winners.”

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TRADE NEWS Installers & Manufacturers - Have You Ever Considered Maintenance & Repair Work?

It’s a piece of cake! The Professional Window and Door Maintenance Association (PWDMA) is a great starting point to get into the maintenance and repair sector. With an annual silver membership, you are provided with:

The maintenance and repair sector is a lucrative and worthwhile slice of cake worth having on your plate. Installers and manufacturers like yourself are beginning to realise the huge benefits that can be gained from the rapidly expanding sector. Many jobs can be completed within the hour and the financial rewards can be tasty. Why not fill those free days in your diary with some well paid and let's face it, easy repair work? Working face to face with your customers and completing a job well can really boost the uptake in both maintenance and installation work. The best sales person (presuming you've done the job well) is the customer you've just completed a job for. Said customer will often spread the word of your services to friends and family who will, at some point, be enquiring about your services.

• A fully optimised, hosted and professional looking website. • An online business directory listing which will generate leads for you and traffic for your website. • An official PWDMA I.D card which allows a number of supplier discounts. • Use of the trademarked PWDMA emblem along with Van Vinyl Stickers. • Business & marketing support. • Bi Annual Membership Magazine & more. What's more, membership starts from just over £40 per month which represents a guaranteed return on investment both in the short and long term. Join the PWMDA success story and boost your earnings in the maintenance and repair sector today. Please visit www.pwdma.co.uk.

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HAZEL GROVE UNDER 7’s SCORE

WITH SPECTUS SPONSORSHIP! a thriving academy with players starting as young as four. Last season found the team, who play in the Manchester Respect League, wearing a cobbled together kit, from the other Hazel Grove teams. Ric Clayton, manager of Hazel Grove under 7s was determined that they should have the new kit for the coming season.

Hazel Grove U7 football team in their new kit sponsored by Spectus Window Systems.

A Greater Manchester under 7’s football team saw some pre-season form, when it scored a sponsorship deal from a local business. Spectus Window Systems has sponsored the kit for the fourteen strong, Hazel Grove United Squad. Spectus, a leading manufacturer of PVC-U window and door systems was delighted to respond to a request for sponsorship from Hazel Grove United Junior Football. The Macclesfield based company has invested in a new kit for the under 7s team. The club founded in 1958 now has fourteen teams plus

“Running a football team at whatever age or level comes at a massive cost and we rely heavily on the generosity of local businesses for sponsorship,” Said Ric. “It’s thanks to Spectus' willingness to get involved, that our little superstars will be wearing a brand new Nike kit next season.” Spectus Window Systems has supported a lot of local based projects over a number of years and has forged a close relationship with the community. Carmen Velilla, Brand Manager for Spectus said: “We like to play an active part within the local community, and kitting out footballers of the future, has been Spectus’ very great pleasure.” www.spectussystems.co.uk

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Solidor chooses Edgetech as warm edge partner As a manufacturer dedicated to the design and manufacture of composite doors since 2004, Solidor has built up a reputation as a business at the forefront of the composite market. The company strives for constant product development through innovation, and aligns itself with field leaders in order to provide something different from everyone else in the marketplace. In keeping with this philosophy, Solidor was the first to launch Chartwell Green and Duck Egg blue as new colours to the composite sector. The company also acquired exclusive rights to the Avantis locking mechanism alongside a range of antique hardware; and has worked closely with systems partner Kommerling to ensure their frames are highly energy efficient and lead free. More recently, Solidor has taken the logical next step and chosen to partner with leading warm edge technology

“We are delighted that Solidor are enjoying the benefits associated with Super Spacer and we look forward to a long and prosperous relationship with Gareth and the team.” manufacturer, Edgetech, a Quanex company.

like-minded company in this sector.

Gareth Mobley, Managing Director of Solidor explains: “We are proud to set the pace when it comes to innovation in the composite door sector. Our customers love our doors for their quality, huge range of colours, design and exclusive hardware. We align ourselves with the best in the business and now with Super Spacer built in, we can also offer the very best energy ratings for composites.”

“Super Spacer’s flexibility in manufacturing and its durability in situ, make it perfect for the door market. Offering high performance Door Energy Ratings, Super Spacer provides the additional benefit of increased productivity, which is ideal in a fast growing sector such as composite doors. We are delighted that Solidor are enjoying the benefits associated with Super Spacer and we look forward to a long and prosperous relationship with Gareth and the team.”

Alan Fielder, Director of Sales and Marketing at Edgetech continues: “We have recommended the benefits of Super Spacer as the best technology for door manufacturers for some time, and as an innovationdriven organization, it is great to be working with a

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For more information on Edgetech’s range of Warm Edge Technology, call 08700 56 6844 or visit www.edgetechig.co.uk.

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TRADE NEWS

20 years of protecting consumers & installers The Consumer Protection Association (CPA) is celebrating twenty years of helping installers and consumers in the glass and glazing industry. Regulated by the Financial Conduct Authority (FCA) The CPA provides Insurance Backed Guarantees (IBGs) and deposit protection to installers carrying out home improvements. Recognised by consumers as one of the most trusted resources for finding accredited and vetted installers, the CPA also offer its members a host of beneficial schemes such as marketing support; training seminars; sales presentation advice and quarterly assessment reports. In its twenty years in business, the CPA has seen off two recessions and helped thousands of installers grow their business, both in the boom and slump times. Managing Director of the organisation Jeremy Brett says that he has seen sweeping changes made in the industry. He comments: “The industry has professionalised immensely and we’ve played an influential role in making this happen. The vast numbers of installers are industrious, innovative and determined to offer the very best in service.” “For twenty years we’ve been fighting to communicate this and offer our members a powerful support package to help them win new business; as well as offering an antidote to the perception fuelled by some television shows which single out the rogue traders that can be found in any industry.” On how the company has evolved Jeremy comments: “We’ve grown year on year and invested during the recessionary periods to ensure we are in tune with not just industry trends but legislation and government policy. It sounds like a cliché but we put installers and consumers at the heart of what we do and ensure that we are cutting edge so they are too.

“The vast numbers of installers are industrious, innovative and determined to offer the very best in service.” We’ll still be here in twenty years operating with the same mind set and ensuring our proposition is one that helps installers to grow.” The CPA equip installers with Insurance Backed Guarantees, promotional literature, finance and insurance, deposit protection and training and reports to help them stand out when they present themselves to potential customers. “Our brand and what we do is trusted by consumers and we give installers a powerful first impression and service package. The bottom line is that our members our outperforming this pressurised market,” Jeremy concludes. For more information call The Consumer Protection Association on: 01462 850062.

AWC celebrates anniversary

with a little help from Steve Davis Six Time World Snooker Champion Steve Davis helped Oldham-based AWC Windows & Home Improvements celebrate its 35th anniversary recently, with an open weekend at the Saddleworth Summer Show. The Network VEKA member, which is a major partner of the show, brought Steve (Network VEKA’s Brand Ambassador) along with them, and he took on all-comers in a marathon Charity Pool Challenge. Director Michael Griffiths explains: “Steve was a great pull for the show, and his appearance gave the audience a chance to play him in a game of pool, for donations in aid of Doctor Kershaw’s Hospice. “This was a fantastic way to celebrate our 35th anniversary, and the weekend was a great success for us, with sales of £42,000 from leads taken at the show and many more over the forthcoming months no doubt. We want to say a massive thanks for Network VEKA for all their help and input in organising a very memorable anniversary for AWC. We used Network VEKA’s exhibition trailer for the show, which was a huge advantage for us, as it allowed us to clearly and

The AWC team with Steve Davis in front of the exhibition trailer.

professionally demonstrate our products and services to the visitors of the show. The Network VEKA team also provided us with personalised boards and banners. Both the organisers and visitors of the show were thrilled that we could arrange for Steve to join us.” AWC has always fully embraced the series of benefits on offer as part of its membership to Network VEKA, and has been recognised for its efforts to ‘embrace and promote the Network VEKA brand’, at the organisation’s recent AGM, where the company also won best in the North West region for customer satisfaction. They were praised for their willingness to always go the extra mile, as Michael explains: “The support and

increase our presence even more with seminars, competitions and hospitality for our Members.” For more information on the FIT Show 2014 please visit; www.fitshow.co.uk/2014.

GGF Group Chief Executive, Nigel Rees commented, “The FIT Show was a great industry highlight this year and there’s no reason to doubt it will continue its success next year. We are delighted to sign up and be part of it again in 2014. Next year, we will try to 0913-0021

September 2013 – The UK’s Leading Industry Newspaper

Tel: 01282 473170 www.networkveka.co.uk

GGF SIGNS UP FOR FIT SHOW 2014

As well as exhibiting the GGF Group (including its wholly owned subsidiaries FENSA, GGFi and BFRC) will be contributing to seminars and FENSA will once again be sponsors of the Master Fitter Competition.

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The Saddleworth Show is a regular event in the area, organised by area’s Rotary Clubs and the Oldham Metro. Providing a showcase for local businesses, as well as entertainment for the large number of visitors the show attracts, all profits raised from Saddleworth Show are dispersed to local, national and international charities.

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Following the outstanding success of the FIT Show this year, the Glass and Glazing Federation (GGF) has signed up to exhibit at the show in 2014. The GGF Group has secured its stand space 264 in Hall 2 at the show which will run from 10-12 June 2014.

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benefits on offer to us as Network VEKA members is extremely extensive, something that we strive to make best use of, and being recognised for that by Network VEKA is fantastic. We have already trialled the ‘complete package’ of web tools, from which we’ve seen a dramatic difference in lead generation.”

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TRADE NEWS

Origin Frames Ltd – shortlisted for

the National Business Awards 2013

Origin Frames Ltd, a leading manufacturer of bi-folding doors, has been shortlisted in the Customer Focus category of the National Business Awards. The award acknowledges that the company is among the best in the country for the exemplary service it offers to customers. Neil Ginger, CEO of Origin Frames, said: “We are delighted to be shortlisted for the National Business Awards, as recognition for the service we offer to our customers. It is our customer service that sets us apart from the competition. Our unique ‘Your Lead Time, Not Ours’ promise, which puts the customer in charge of our manufacturing schedules, is testament to our commitment to putting the customer right at the heart of what we do. By eliminating lead times on our bespoke product, our customers can have Origin doors made and delivered when they need them - whether in one day, one week or a months’ time”. The judges have no doubt been impressed by Origin’s inventive approach to manufacturing, which has seen the company build its entire business model around the needs of its customers. Origin has slashed lead times on the production of a bespoke door, a service

the company has labelled ‘Your Lead time, Not Ours’. In an industry first, the initiative allows customers to dictate when they want their bifolding doors delivered, eliminating standard 6-8 week industry lead times. This capability means Origin manufacture and deliver high quality bespoke bifolding doors more quickly and efficiently than anyone else, offering a multitude of benefits to the trade and ultimately the end user. This has been a phenomenal success, resulting in a 40 per cent growth in sales compared to last year. “To our knowledge, we are the only company in the world with the capability to manufacture a bespoke product on zero lead time. It has given us a clear edge over competitors and helped our business go from strength to strength,” said Neil Ginger. The National Business Awards are open to all UK business showing enterprise excellence. The Customer Focus Award celebrates businesses that constantly strive to exceed customer expectations, delivery industry leading standards of service and innovate to improve the customer experience. Origin has taken ‘putting the needs of customers’ to its extreme – the customers were demanding a quality bespoke product on shorter lead times.

By introducing a number of innovative factory processes, the company can offer a zero lead time service on its most popular coloured aluminium doors, as well as an industry leading 3 week lead time on any RAL colour. This year, Origin was also awarded the prestigious ISO 9001 certification for excelling in its operations. The globally recognised accreditation is achieved only by businesses that meet the highest management standards and is a stamp of exemplary product and service quality within the industry. Dame Helen Alexander, Chair of judges for the National Business Awards, said: “These organisations and leaders represent exceptional success over the past year. The environment has been tough; these are the firms leading the way to growth. There’s a broad spectrum of sectors represented, as well as organisations of very different sizes, reflecting the diversity of British business and the vitality of our economy. Congratulations to all our finalists.” Alex Evans, Programme Director of the National Business Awards said: “The quality of finalists is outstanding every year – with Britain’s most promising new businesses and most impactful social enterprises recognised

Neil Ginger.

alongside top performing SMEs and the most sustainable mid market and large cap firms.” Representatives from the company will now be expected to give a live presentation and answer questions from the judging panel at the Crowne Plaza in London this September. The team from Origin will then join Britain’s most influential business leaders at the final awards ceremony at Grosvenor House in London on Tuesday 12 November, when the winners across all 17 categories will be revealed. Competing against Origin for the prestigious Customer Focus award are 4Com, Chess Telecom, DPD UK, Fleet Alliance Ltd, LV, Mulalley & Co Ltd., Squaretrade, UKFast and XLN Business Services. “We are now looking forward to presenting to the panel of judges and representing our industry at the National Business Awards at the end of the year,” concluded Neil Ginger.

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September 2013 – The UK’s Leading Industry Newspaper

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TRADE NEWS

Motionlab WOLFGANG GORNER TO LEAVE REHAU Proudly AFTER 13 YEARS Sponsors Hope 66 Ride REHAU has announced that Wolfgang Gorner will be leaving the business at the end of September.

A group of 15 riders, all from the glass and glazing industry, are currently cycling across the most famous road in America, Route 66, on behalf of GM Fundraising and Motionlab is showing its support after agreeing to be a sponsor for the two-week event. The creative design and marketing agency first became involved in the project when organiser Gary Morton asked the team to redesign the existing GM Fundraising website and logo. When also approached to be a shirt sponsor Motionlab showed no hesitation in saying yes. Each of the cycling tops worn by the team and their support crew carries the Motionlab logo. Motionlab has always supported charitable organisations, from Heal Africa, to local causes such as St Catherine’s Hospice. As well as aiding this needy cause with their digital work and sponsorship, Motionlab is also backing eight of their clients taking part; Dan Gill - Residence 9, Gareth Mobley - Solidor, Richard Gyde - Mila, Andrew Glover - West Yorkshire Windows, Matthew Glover - Conservatory

“When also approached to be a shirt sponsor Motionlab showed no hesitation in saying yes.” Outlet, Paul Godwin - FIT Show, Gary Morton & Mike Derham - Mighton Products. The team exceeded their target of raising £100,000 for Hope House Children’s Hospices before they even set off from their start point in Chicago to begin the epic 2,616 mile journey due to an overwhelming flood of donations in the build-up. Gary was responsible for setting up GM Fundraising in 1995; a charity that assists terminally ill children and their families and fast became one of the industry’s best-loved causes. At the conclusion of Hope 66, more than £1million will have been raised over the past 10 years alone. You can continue to donate to help the team reach their revised target of £110,000 here: https:// www.justgiving.com/ teams/hope66.

He will be taking up a new sales and marketing director role with a German based cladding and insulation company.

Wolfgang has been Business Unit Director at REHAU’s Window Division since 2006, having joined the company in 2000 as Sales and Marketing Manager. During his time in charge, REHAU has transformed its image and made huge strides in terms of customer service and product innovation; as well as celebrating notable anniversaries such as 25 years of UK manufacturing and 50 years in the UK.

Martin Hitchin said: “We wish Wolfgang every success as he moves on to a new challenge and would like to thank him for the hugely positive contribution he has made here at REHAU over the past 13 years. Customers can be reassured that it is business as usual at REHAU and that we will be maintaining our focus as we work hard to help them make the most of all the opportunities being generated by the recovery.”

“Customers can be reassured that it is business as usual at REHAU.”

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Opportunity knocks Trade fabricator Emplas will give installers the opportunity to find out about the very latest in product innovation and its sales potential, plus new customer support initiatives, at ‘The Opportunities Conference’ on Thursday 17 October.

Attendees will also be given insight into the latest in developments in lead generation and marketing, drawn in part from Emplas direct experience through its own Northamptonshire-only retail business, T&K, which last year picked up the Installer of the Year Award at the G12s.

Held at Emplas’ Wellingborough manufacturing hub, last year’s event was attended by more than 100 Emplas customers, prospects and industry media.

This will cover off direct marketing through to tips on how to convert more internet sales and includes a session with headline speaker Paul Clifton. Author of ‘What Master Salesmen Know That Average Salesmen Don’t’ and judge for the 2013 FIT show Sales Professional of The Year Competition. He will take attendees through the essential skills to convert leads and maintain margins.

This year’s event will kick-off with a market update from Profile 22’s Jon Skinner. This will include an analysis trends so far this year plus forecasts for 2014. He will also outline the latest product developments from the Epwin Group system’s house including its tripleglazed system. This will be followed by and analysis of opportunities in the conservatory sector by Ultraframe’s Joe Martoccia, who will also give an overview of product development including the company’s new tiled roof and Loggia system.

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The company will be appointing a successor in due course but in the meantime REHAU’s UK Chief Executive Martin Hitchin will be in overall control of the division supported by the various heads of department and regional sales managers.

Mike Crewdson, Emplas’ Sales and Marketing Director, said: “The Emplas Opportunities Conference is about ‘exactly what it says on the tin’. It will give

attendees the market analysis and strategic insight to plan for the future. This includes access to the latest in product innovation plus the skills and understanding to sell it effectively. We have a very experienced team of presenters and in Paul Clifton, one of the industry’s leading trainers and sales professionals - there will be a lot to take away.” Picking up on the last conference’s format, Emplas will also feedback on the trade fabricator’s own performance levels. The benchmarking exercise last year found that product quality was rated good or excellent by 98.7 per cent of respondents compared to an industry average of 78.6 per cent. Complete and on time deliveries similarly gave Emplas 97.2 per cent compared to a 71.4 per cent industry average. It is also an opportunity for existing Emplas customers to get a sense of the scale of Emplas’ trade offer which extends from high end orangeries through to tripleglazed, vertical sliding and casement ranges.

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The Emplas offer also includes a new GRP composite door range manufactured in-house by Emplas. Unveiled at last year’s customer conference, it combines a tried and tested GRP leaf with a wide choice of glass and quality hardware. Crewdson concluded: “We’re about our customers and this is an event for them. When you’re out there trying to maintain margins in an improving but still challenging economic environment, it can be a pretty lonely place. “This is an opportunity for our customers to get together, to share experience and best practice and to take away ideas that we believe will serve them well now and into the future.” For more information or to book your place at the conference contact Mike or Clodagh on 01933 674880 or email clodaghs@emplas.co.uk.

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TRADE NEWS

HOLE IN ONE:

GLAZERITE TROPHY ONCE AGAIN A SUCCESS Sponsoring the Midland PGA at Wellingborough Golf Club for the eighth year in a row, July saw Glazerite Windows take part once again in a successful golf day enjoyed by all. Won with a score of 18-under-par by the team made up of Paul Broadhurst, Glenn Harris, Jonathan Harris, and Peter Clarke, the Glazerite Trophy Pro-Am, which took place July 3rd, saw former European Tour regular Paul Broadhurst shoot a 66 taking the individual honours finishing on sixunder-par. On a day that also saw Wellingborough Golf Club’s touring pro Simon Lilly finish strongly with six birdies on the back nine for a score of three-under par (shooting 69), Glazerite customers Pete Mew, Rick

Sanders, and Martyn Annis were part of a team that finished just short of the prizes with a very impressive nine-under-par. With Simon Lilly stepping his game up the following day (July 4th), he took the top spot winning the Glazerite Trophy with a score of 10-under-par. David Waite, the Managing Director of Wellingborough

Golf Club, shared his thoughts on the Glazerite Windows sponsored event. “Celebrating the Midland PGA at Wellingborough Golf Club with Glazerite for the eighth year running was a great thing to see. And with 37 teams, it was a very well supported event with an excellent turn out,” he stated. “I’d just like to say thank you to Glazerite and John Hewitt for their continued support.”

(From left to right) Glazerite customers Pete Mew and Rick Sanders, golf professional Paul Bradshaw, and Martyn Annis, another Glazerite customer, ready to tee off for the Glazerite Pro-Am Trophy.

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CE marking software Quickride for Windowlink users We may not be able to cycle coast to coast across the USA but the Quickslide team are doing their best to emulate the Hero fenestrationites who are putting their toned, athletic bodies on the line for the sake of Hope House Childrens Hospice in September riding the infamous Route 66 nearly 3,000 miles across the USA.

Giles Hayhurst, Managing Director of Bradley Giles Ltd has announced that he has developed an additional facility for those customers using Windowlink’s Focus family of software so that the user complies with the new legislation. This enhancement will produce either labels or identification sheets (rather like a Fensa certificate) showing the CE marking for each item in a job. CE marking became law on 1st July yet many companies have not yet organised this and therefore could face a penalty. Whilst identification sheets are easier to produce than individual labels there is some suggestion that labels do have to be attached to the frame until installation at which point they can be removed. In some cases the label will be stuck to the protective plastic, or alternatively to the outer frame webs. Giles has created reports for eight, ten and

fourteen items to fit standard sized labels with the software automatically filling in the relevant data. For example, the performance of a door may well be less than that of a casement window. For details of how this facility can be added to Windowlink software contact Giles on 07775 433122 or 01285 656957 or email giles@ bradleygiles.co.uk.

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Looking for a new supplier or product, but don't have time to contact everyone? Fill in the enquiry form, found on the back of the address sheet, in this newspaper, and contact up to 12 companies at a time. We contact the companies of interest on your behalf.

By contrast the 'Quickride' is about 900 yards from Quickslides' factory in Brighouse to the local Butty Wagon in nearby Bailiff Bridge and the modes of transport are not the super sleek monocoque carbon fiber bikes, but anything we could get our hands on. What Quickslide are doing is contributing £2 for every product ordered during GM Fundraisings epic journey 31st Aug-13th Sept. On top of this we will have a collection between staff and associates and then the company will double the amount raised.

Finding a new supplier couldn’t be easier!

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There are many great charities but few more deserving of support than children with a life limiting condition and we really hope the money raised can in some small way contribute to those who need it. 0913-0031

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TRADE NEWS

Tailored Software Packages Bradley Giles Ltd specialises in tailoring Windowlink software to exact customers’ needs. With large numbers of people using Windowlink software it is a distinct advantage if quotations look different and better than others using the same package.

EDGETECH

GOLF DAY

With the sun shining on a perfect September day, Edgetech, a Quanex company, held its Annual Dealership Golf Day with 51 golfers descending on the Staverton Park golf course.

in a way that teenagers can understand. It was wonderful to see everyone in the room pull together to make such a large donation and we wish Realize Trust every success with its continued important efforts.”

“The evening charity raffle which was again in support of the Realize Trust was hugely successful,” said Alan Fielder, Edgetech’s Director of Sales and Marketing, “and £4110 was raised for this very worthy cause.”

Edgetech’s Golf Day was a great success with a good time had by all. The Cleartherm team of Gareth Laing, Wayne Riley and James McShane, abetted by Edgetech’s own Mel Jones, took the team prize with Richard Oakes of Oakland Glass taking the individual honour.

The Realize Trust was set up by Andy and Agnes Gwynn of Super Spacer Dealership, Crystal Clear South West, in memory of their daughter Courtney who, tragically, took her own life last year when she was just 14 years old. “The charity aims to raise awareness of teenage suicide among parents but also among teenagers themselves,” said Alan, ”and

“Although the aim of the golf day is to have fun, it has proven to be a great networking event for our customers and partners in the industry and the feedback we have had, following the day, has confirmed this,” commented Alan. “The fact that we can use our Golf Day as an

“Having owned Windowlink for over thirty years I am very skilled in manipulating the software so that the entire look of it is unique for a particular customer. This may be just the appearance of the printouts, or the information shown on them. In addition, the software can be branded to strongly reflect the corporate identity.” Says Giles Hayhurst, Managing Director of Bradley Giles Ltd.

Products as follows Vector – A great piece of software for presenting conservatories in the customer’s home. It’s fast, realistic and easy to use meaning that the customer actually enjoys building the conservatory with you. The actual profiles used by the major roof system suppliers such as Ultraframe, Global, K2 and Quantal are accurately reproduced. Vector Orangery – Orangerys are rapidly becoming popular and the Windowlink orangery software includes double lantern orangerys with either a fascia or parapet walls. The Ultraframe Livin and Loggia designs have also been covered. Focus – This software shows the customer exactly what their windows

and doors are going to look like. This includes the actual range of composite doors that you use and covers all the design,colour and glazing options – something a brochure simply cannot do. The Focus 3D option allows the new products to be superimposed on to a picture of a customers house, this is especially useful for doors as they make the biggest impact on the appearance of a property. Focus PRO – This is an extension of Focus as is designed for small to medium sized window production companies. PVCu, aluminium and timber systems can be accommodated and using the sales quotation aspect of Focus means that the whole process from initial design to quotation, order, survey and finally production and material ordering can be undertaken without the need to enter information twice.

Colin Freeman, M.D. of A.T.B. commented; “We were really impressed with the speed of the Focus PRO software, its ease of use and how easily it has been adapted to our really unique and unusual products.” If you’d like an on-site or online demonstration please call Giles on 07775 433122 or 01285 656957 or email giles@bradleygiles.co.uk.

In addition, Bradley Giles offers a bespoke conservatory drawing service for those customers who are unable to draw it on their existing package (Windowlink or otherwise). Full costing and pricing can be added to any of the above products. Giles’ recent projects include one for A.T.B. Systems in Stourbridge who manufactures high security aluminium windows for the mental health and prison service and this ongoing project is to cover all the manufacturing and quoting aspects of their business. They offer a large range of window

Distributor

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opportunity to raise money for such an important and worthwhile charity makes the day even more special and we’d like to thank our customers and partners in the industry for supporting the event.” For more information, visit www.realize-trust.co.uk.

1st Place Team • Gareth Laing, Cleartherm

• John Cowie, Windows Active • Dave Stearns, Systems Glass

2nd Place Individual

3rd Place Individual

Kevin Warner, Kommerling

Wayne Riley, Cleartherm

• Simon Loker, Polyframe Trade

3rd Place Team • Lee Clarke, My Trade TV • Richard Oakes, Oakland Glass

• Wayne Riley, Cleartherm

• David Stockton-Chalk, Promac

• James McShane, Cleartherm

• Mark Sutherland, Nationwide Windows

• Mel Jones, Edgetech

1st Place Individual

2nd Place Team

Richard Oakes, Oakland Glass

• Brian McDonald, Synseal Extrusions 0913-0034

systems from the standard opening out window to inward openers and also parallel openers. A.T.B. are agents for Hammerglass which is virtually unbreakable.

September 2013 – The UK’s Leading Industry Newspaper

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TRADE NEWS

3rd generation

Salestracker

This month Insight Data launch the eagerly awaited 3rd generation Salestracker, the online sales and marketing software.

Glass News catches up with Helen Costeloe-Hughes, Commercial Director of Insight Data, to find out more.

GN: What exactly is Salestracker? HCH: Insight supply prospect data and marketing lists, but the problem with all prospect data is that it becomes out of date very quickly. So we originally developed Salestracker in 2008 as a tool to help customers access our data live in real-time, download it and use it in their marketing. It became apparent very quickly that we could develop Salestracker into a tool that would help customers identify prospects, customers and use as a basic contact management system, so an updated version was launched 2010. The third generation of Salestracker is completely different. We have completely redeveloped the software as a powerful software platform, and we believe it will revolutionise

how companies drive sales and marketing.

GN: So what are the main benefits of the System? HCH: The key benefit of Salestracker stays; Insight Data’s research team update and verify information and clients access the data live when they log-in. But other than this, everything is new. A full lead management system tracks leads, sales conversion rates and individual sales performance, reporting on which marketing campaigns are working and which aren’t. A new dashboard gives a complete 360 view of all customers, prospects, leads, and sales and marketing activity, and we’ve built-in lots of tools to help people get ‘sales organised’. Another major new feature is ‘My Data’ were customers can import their own data lists alongside the prepopulated Insight database. This means everything is in one place, and busy managers have their finger on the pulse, wherever they are in the world.

GN: What data does the system contain ‘out of the box’? HCH: Users have a range of subscription options

depending on which market they operate in, who they want to target, and what area they cover. We have over 14,000 fabricators and installers, and comprehensive data on commercial and new-build sectors such as architects, house-builders, main contractors and smaller, local builders or ‘white van man’. There is a total of 64,000 records.

GN: How do users access the system? HCH: Salestracker is webbased, which means there is no software to install or maintain, users simply logon via the internet whether they’re at home, at work or on-the-move. We have developed the 3rd generation system with mobile in mind, so sales people have access to thousands of potential new customers on their tablet computers and laptops. It is also scalable - as easy to use for a one-man business as it is for a PLC with thousands of employees – everyone gets their own access and permissions rights.

GN: What makes Salestracker different to standard CRM systems? HCH: The problem with all CRM systems is that they are not industry-specific, they need to be set up and require extensive training. Then, of course, you need to import data and try to keep it updated – which never happens. Salestracker is completely different; it was designed for the window industry and already has all the data within the system, which is continuously updated by our research team. CRM systems are really a thing of the past; Salestracker is a new kind of sales and marketing software that gives a true marketing

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picture and helps sales people smash targets.

GN: You mentioned financial data, are you now supplying this? HCH: We invested in a live credit reference data stream two years ago to help us monitor companies who had ceased trading, change of directors, that sort of thing, primarily focused on data quality. But we’ve now integrated elements into the ‘client view’ so our customers can now see a clever traffic light system and credit ratings. This is an immensely powerful addition and really helps sales and marketing people make better informed decisions.

GN: Did the recession change people’s attitudes to sales and marketing? HCH: During the recession companies had to become leaner, more efficient and results focused. As we enter a post-recession period these attributes will stay - gone are the days of extravagant advertising campaigns and sales people tearing up motorway miles pointlessly. Marketing must generate results and sales people have to hit targets. Salestracker was designed with this ‘new world’ in mind. At Insight Data we call it ‘Bigger Thinking’.

GN: How do people find out more? HCH: Interested users have a free demo and although Salestracker is truly ‘intuitive’ we provide quality on-site, telephone and online support and training if users want to go ahead and use Salestracker. In reality, people are up and running in minutes. Simply call us on 01934 808293 or email hello@insightdata.co.uk for a demo or more information.

FREEFOAM CLADDING FEATURES ON CHANNEL 4 TV SHOW

Freefoam Building Products are delighted to announce that the new Fortex Clic Cladding was featured on prime time TV show ‘Double your house for half the money’ with well know TV presenter and property guru Sarah Beeny.

Homeowner Ben Barratt came across Freefoam and the Fortex Clic cladding at consumer home improvement show Build It Live and instantly saw the potential for the exterior of his home extension. The existing 1970’s property in Maidstone, Kent featured hanging tiles on the first floor elevation and Ben was looking for a more contemporary replacement that was easy to fit and easy to maintain. Ben Barratt explained “With a young family and a busy life we needed to make this property renovation work for us. We wanted low maintenance products that would last, maximising our investment. We like the ‘New England’ American style weatherboard cladding, which is becoming very popular particularly here in the South of England, so were really pleased when we came across the PVC Freefoam Fortex Clic cladding. It not only looks good, but means we will have minimal maintenance and is guaranteed for 10 years - a no brainer really!” Fortex Clic cladding has a beautiful woodgrain textured effect and features an ingenious tongue and groove joining system that results in a neat attractive finish without the need for unsightly butt joints. It is

also supplied in lengths of 3.2 metres making it easier to transport and handle for construction professionals. Available in a range of seven attractive ‘heritage’ style colours and guaranteed for 10 years Fortex Clic makes the ideal solution for all exterior cladding installations. Kent based company Homebrite Windows installed the products and featured on the show. Peter Gibson, Managing Director commented “We have worked with a variety of cladding products previously , but hadn’t used the Fortex Clic system before. It was very easy to fit with the tongue and groove design and light to handle, which is especially useful working at heights. The embossed wood effect is very attractive and it’s certainly a product that we will be promoting to our customers.” Colin St John, UK General Manager commented “Bringing our products to a wider audience is vital and this feature on Channel 4 is the perfect forum. Cladding solutions are one of our fastest growing ranges and the addition of the innovative Clic system makes our offering an even stronger proposition for architects, specifiers, builders and home improvers” Tel: 01604 591110 www.freefoam.com

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TRADE NEWS

WHAT GRAND DOORS! Solidor will be exhibiting at Grand Designs Live at the Birmingham NEC from 4th-6th October 2013, with the purpose of promoting their pioneering composite door range and Recommended Installer initiative. Based on the Channel 4 TV series, and presented by design guru Kevin McCloud, the event will be packed with over 500 exhibitors, across six different sections, covering interiors, gardens, home improvement, self-build, renovations, technology and shopping. Solidor will be exhibiting in the Grand Build Hall with a stand proudly promoting their stylish exterior door range. The stand will feature a number of door designs and importantly all their 17 colours and life like woodgrains, which are available both inside and out. The stand will also incorporate a booth that’s

GGF’S ANNUAL GENERAL MEETING – 27TH SEPTEMBER 2013

used to promote their ‘Knock Knock’ test, which provides an audible means to differentiate their solid composite doors from other foam filled derivatives. Solidor will also be showing off their expansive hardware range including their unique traditional ironmongery, alongside their exclusive Avantis lock that is arguably the most secure door lock in the composite door sector. In addition there will also be two special doors that have been designed to meet the stringent needs of Passivhaus. Finally, Solidor’s Door Designer app will be made available on the stand to visitors through several iPod’s, with an iPad version currently at the final stages of development. For further information on the Recommended Installer scheme or for a free copy of their latest 44 page

The Glass and Glazing Federation (GGF) will be holding its Annual General Meeting (AGM) on Friday, 27th September 2013 at London Bridge.

The Knock, Knock test in action!

brochure log on to www.solidor.co.uk, call 01782 847300 or e-mail enquiries@ solidor.co.uk. To keep up to date with all of their developments follow them on Twitter @solidorltd or look them up on Facebook.

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Please e-mail the GGF events team; Lis Chapelhow lchapelhow@ggf.org.uk or Sinder Dhinsey sdhinsey@ ggf.org.uk or telephone 020 7939 9100.

The AGM is open to all GGF Members and will start at 12.45pm following the AGM, the Federation invites all Members to lunch. If you are a GGF Member and would like to attend this event, please confirm your attendance by 20th September. 0913-0038

Deceuninck’s new energy saving calculator Deceuninck UK has launched a new energy saving calculator, a simple selling tool that helps fabricators and installers to sell more.

depending on whether the homeowner has a traditional or more contemporary property.

The calculator is available at www.deceuninck.co.uk and it is very easy to use. Together with the homeowner, installers simply select from a series of dropdown menus to show the energy-saving over time from windows. The savings are impressive.

Roy continues: “Deceuninck’s new energy saving calculator easily, quickly and authoritatively helps you show homeowners how to save money by spending more with you. That’s what a business partnership should be, making business better for customers.”

For example, a detached house with single glazing and oil central heating could expect to save nearly £6,000 pounds over a 10 year period with Deceuninck’s double glazed windows. Over 30 years the saving rose to more than £29,000 – a serious saving for customers who plan to stay in their home for the long term. There’s a choice of window styles to choose from

Roy Frost, Managing Director of Deceuninck UK explains: “If you’ve ever tried to persuade a homeowner to spend a little more to get a lot more, or tried to show a homeowner that your windows will save them money over the life of an energy saving window you’ll know what a challenge it can be. Consumers have learned to be cynical, preferring calculated numbers over fine words.”

Deceuninck’s Energy Saving Calculator.

If you want to use selling tools that sell for you call Roy Frost today on 07808 365234 or Carol Hearn on 01249 816969.

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Due to popular demand RegaLead re-opens its doors Over the past few weeks, lucky members of the flat glass and composite industries have felt the bump on their doormats of their very own ‘golden tickets’. That’s right, due to popular demand, RegaLead, the market leader in decorative products for these industries will once again be opening its doors for a second Open House event, which will take place on Thursday 19th September. More than 100 visitors attended the inaugural event in 2011, which featured a highly successful mini exhibition at the company’s Manchester premises in conjunction with the official opening of the warehouse and training facility. Representatives from across the industry were on hand to offer advice on the latest products

and solutions for the market. While there were no reported sightings of any oompa loompas, there were instead members of the knowledgeable RegaLead team available providing tours of the manufacturing facility throughout the day so that visitors could learn more about our core business at RegaLead. But unlike the fabled chocolate factory, RegaLead is offering a second chance to see what goes on behind the scenes, and this year’s event promises to be even bigger and better than before. There will be a wealth of fantastic companies exhibiting, and, new for this year, an exciting seminar programme will run alongside the exhibition and demonstrations of the latest in flat glass decoration technology. The Open

House event is supported by RegaLead’s industry leading suppliers, partners and friends including CENSolutions, Distinction Doors, Edgetech, FCsrl, GlasDekorService, Nanogate, Vidrearte and many more. In contrast to his reclusive chocolate creating counterpart, Joint Managing Director Guy Hubble, is happy to explain: “I said, following the success of the 2011 Open House that I doubted it will be our last, and so it’s great to be able to welcome old friends and new to this year’s event. We decided 2013 would be the perfect time to host a second event as it has seen many exciting developments for RegaLead, which we can’t wait to share. Visitors will also be able to take part in hands-on training workshops and machinery demonstrations, and there

will be a chance to catch up over a barbeque in the afternoon.” At the time of going to press, invitations to the RegaLead Open House 2013 have already been sent out, but if haven’t received your own golden ticket, don’t despair, simply log onto the RegaLead website: http://www. regalead.co.uk/openhouse.php or call 0161 946 1164 to register your attendance.

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TRADE NEWS

British Manufacturing Born, Bred & Bi-Fold! There is a great deal of concern in the UK that this country's manufacturing sector has dwindled dramatically over recent years, but for one family business based in High Wycombe, this is certainly not the case. With an annual turnover of over £10m, substantial growth targets and exports to Dubai and the US, Origin is certainly a ‘Best of British’ story. Over the last 11 years, Origin, a manufacturing company of bespoke aluminium folding sliding doors, has grown from strength to strength. Neil Ginger, alongside his cousin Victoria Brocklesby, founded the company in 2002 after spotting an opportunity in the UK market for aluminium bi-folding doors. Neil Ginger, aged 39, CEO of Origin remarks: “Before Origin I was working for my Father and Uncle helping to build indoor and outdoor swimming pools. Customers were constantly requesting high quality, bespoke bi-fold doors to complete the look, it was near impossible to find anything of high standard in the UK, let alone match the specifications, and some of the lead times for the doors were six, eight or even 16 weeks.” Origin was born out of sheer frustration and Neil could not resist the challenge when he spotted the gap in the market. The British company designs, develops and manufactures the Origin bi-fold door system from its fastgrowing High Wycombe facility.

Leaving No Locks Unturned – Innovation is Key Neil and his team designed the Origin Bi-fold door system from scratch, ensuring even the smallest details were carefully considered and designed to ensure a precision engineered bifolding door system. Having previously been a customer, Neil knew what the doors needed to make them the best on the market – including high security locking and a stateof-the-art roller system to ensure complete ease of use. Product developments remain at the forefront of the business, with the recent development of colour-coordinated weather seals adding to the doors’ aesthetics and overall performance.

products it wasn’t possible to make a prototype because of the specialist processes and tools required. So we invested in the equipment not really knowing what was ahead. Everyone said it couldn’t be done, we wouldn’t be able to manufacture a bi-fold door solely in the UK and for me this was like a red flag to a bull – I don’t like being told that things can’t be done.” Exactly a year to the day Origin was manufacturing doors. Everything right down to the last bolt was sourced within the UK. All the mechanisms were engineered by Neil and his team – which made them the first and only company to manufacture completely bespoke, completely British, bi-fold doors.

Your Lead Time, Not Ours (Lego rewrote the rules of innovation) One of Neil’s career highlights was devising a system that has allowed Origin to remove its manufacturing lead times. “We are the first in the world to remove lead times from a bespoke manufactured product. This bold move will redefine the industry. In the past, customers have accepted a lead time of between six to eight weeks, we can have your doors delivered tomorrow if needed,” adds Neil. The concept ‘Your Lead Time, Not Ours’ is a revolution. Even the industry is still trying to get its head around it and customers can’t quite believe it. Neil remarks: “We have devised a system that enables our customers to choose when they want to receive the doors, irrespective of current demands on our manufacturing.” This system has helped Origin gain a sizeable increase in its market share. In the last three years, Origin has seen growth averaging 40 per cent year on year and it is currently on target for 40 per cent growth in 2013. Origin’s forecast looks promising too, with a 40 per cent increase expected each year, for the next three years. With such a clear strategy in place, the only thing folding in this company will be doors. ‘Your Lead Time, Not Ours’ is based on a Reliable Rapid Response model. “This system means we never have to turn away business

and always deliver to the customer’s lead time, in fact we have a 100 per cent delivery rate which we’re very proud of. Most of our competitors assume we hold high quantities of our stock, but this isn’t the case. Our system is very simple but difficult to copy; in essence you have to optimise your staff as well as your materials.” Daniel Baker, who pushes the strategic focus of the business forward, helped Neil devise the world class production system by developing a Lego prototype first to see exactly how it would all come together. “We now work seven days ahead of our orders, which gives us a buffer for an immediate turnaround if needed.” Subsequently in 2012, Origin won the prestigious EEF South East Region Innovative Operating Practices Award for its unique ‘Your Lead Time Not Ours’ (YLTNO) manufacturing process which has achieved a 100 per cent delivery record to date. It is not just home success either, for customers in Dubai, where the company has been exporting for three years, the YLTNO approach means Origin can manufacture and supply doors quicker than if they were assembled in the Middle East. In addition to the ISO 9001 accreditation, the company has this year been shortlisted in the Customer Focus category of the National Business Awards, due to take place in November 2013. The prestigious award acknowledges that the company is among the best in the country for the exemplary service it offers to customers.

A Family Business

Neil Ginger.

employ people with the same aspirations. Our determined approach together (as a family) means we care about the business. We can cope with change and the fast growth of the business because we are all striving for the same thing – complete success. We focus solely on one quality product, which means we can provide what customers want – no lead times, a bespoke UK manufactured product with a 20 year guarantee that covers every part of the door.” The result is a fast growing business with a strong product and a culture of trust and delivery. But the key to Neil's accomplishment is the quality of his leadership and the absolute no compromise attitude to offering impeccable customer service. He has given every worker responsibility, “Responsibility means you are expected to deliver," adds Neil, “Without responsibility how can anyone get motivated? It creates a united team.” He also acknowledges product is product at the end of the day, and there are some great manufacturing companies out there, so bestin-class customer service is the one thing that will keep you head and shoulders above the rest. With this in mind, it wasn’t long before Origin obtained the ISO 9001 certification for excelling in its operations. The globally recognised accreditation is achieved only by businesses that meet the highest management standards and is a stamp of exemplary product and service quality within the industry.

Neil wants to create the sort of company that everyone would want to work for. In 2002, Origin employed two members of staff; it now employs 87 and is growing rapidly. 85 per cent of the workforce has another family member working at Origin and it is this family culture that is perhaps giving Origin the edge. The father of three often jokes he is running out of family members to employ.

Neil Ginger, Origin CEO, concludes: “As a British manufacturer, customer satisfaction, personal service and attention to detail are core to our business, so we have implemented a number of processes to make sure we always offer a superior level of service to our trade and retail customers. By achieving ISO 9001 certification, our customers know that the highest standards of customer care are, and will continue to be, our priority.”

He remarks: “We aspire to be the best manufacturing company in the world and

For more information visit: www.origin-global.com.

Neil said: “The major challenge was getting Origin up and running; unlike most other 0913-0042

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TRADE NEWS

Sliders UK extends its Ultimate

Secured by Design Bi-fold range

Sliders UK, the manufacturer that developed the world’s first Secured by Design patio and bi-folding doors, has extended its Ultimate bi-folding door range - giving security conscious customers even more styles to choose from.

adjustable roller sets and hinges, large clearance areas around door leaves and having all hardware contained within its frame, make the Aspect bi-fold easy to position and adjust on-site.

The Ultimate Aspect Bi-folding Door is the latest to gain entry into Sliders’ Ultimate range having been accredited by the UK Police’s Secured by Design initiative to ‘design out crime’. This means that the doors have been upgraded and tested to the highest security standards, and have proved capable of defending properties against potential intruders.

Sliders UK has pioneered Secured by Design within the windows and doors industry, having joined the scheme five years ago and become the first manufacturer to attain the accreditation for its patio and bi-folding doors.

The Ultimate Aspect Bi-folding Door is a unique UPVC panoramic door system, built around a bespoke slimline profile and offering a generous size of opening that seamlessly connects indoor and outdoor spaces. Sliders’ latest accredited bi-folding door has also been designed with hassle-free installation in mind. Features such as

The Secured by Design stamp of approval will allow retailers and installers of the Ultimate Aspect Bi-fold to give their customers peace of mind, with Sliders’ accompanying 10year security guarantee providing a further mark of confidence in the strength and performance of the system.

Door, which is the only accredited aluminium bi-fold on the market. All are available in a variety of colours, finishes and sizes to suit any home or commercial space. Ian Longbottom, Joint Managing Director of Sliders UK, concludes: “This latest accreditation means we now offer Secured by Design status across all three of our bi-folding door collections.” “It took a great deal of investment in research, design and testing, but we are very proud to

have our doors backed by this highly credible scheme which aims to prevent crime.” “We are confident that retailers and installers will reap the rewards of offering a wider selection of stylish and secure bi-folds to their customers.” For more information about Sliders’ Ultimate range of Secured by Design accredited patio, bi-folding and composite doors, visit: www.sliders-uk.com.

The company now boasts Secured by Design status across its entire range of products, which also includes patio and composite doors, as well as two other Secured by Design accredited bi-folding doors. Indeed, retailers and installers can now offer their customers the choice of three stylish, Secured by Design bi-folds – Sliders’ original Ultimate Bi-folding Door, the newly accredited Ultimate Aspect Bi-folding Door and the Ultimate Aluminium Bi-folding

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TRADE NEWS

Everest joins The Glazing Ombudsman

New Mobile Website from Thermoseal Group

Customers of Everest Home Improvements can now be assured of greater consumer protection as Everest join The Glazing Ombudsman (TGO).

Thermoseal Group¹ has launched its new mobile device friendly site which is now the first interface that mobile web browsers will see when logging onto www. thermosealgroup.com. This mobile site is the second in a series of planned web-based enhanced services that Thermoseal Group will provide to its customers.

TGO provides protection for all aspects of both new and replacement glazing installations including conservatories, orangeries and porches as well as associated roofline products such as cladding and soffits.

With a new quick contact link section for mobile phone users, as well as a video links menu, the mobile site follows the easy-tofollow icon-driven menus hosted on the main site which showcase the Group’s wide range of insulated glass (IG) components and machinery for manufacturing sealed units².

Speaking for TGO, Jacqueline Crawford commented “In becoming a member of TGO, and agreeing to its code of practice, Everest is demonstrating its commitment to customer service and giving its customers peace of mind. We are very pleased that Everest has decided to join TGO.”

The Group’s marketing manager, Samantha Hill comments: “In recent years, Thermoseal Group has invested heavily in manufacturing Thermobar and Thermoflex warm edge spacers and injection moulding bespoke accessories, as well as many Georgian components and Perma Led adhesive lead. In addition to these, we also supply a wide range

of IG components, as well as a broad range of machinery for IG manufacturing. With such a broad range of products and supporting information required, our website is now a great central point for a wide range of information including: product catalogues; technical information and downloads; product and industry news; answers to frequently asked questions; events Information; warm edge technology and integrated blinds guidelines and information; online IG calculators to calculate cost per unit, gas usage and labour costs of manufacturing glazing; a forum for selling used machinery for customers; a contact area with online enquiry system directed to the correct department; a marketing resource for online brochures, leaflets and direct marketing; and a blog for industry debate.

Ralph Yarwood-Smith, Head of Service Delivery & Logistics at Everest which is one of the market leading national home improvement suppliers, stated “Everest takes customer satisfaction seriously and wishes to ensure that it provides every opportunity to demonstrate that the service proposition delivered is fair and transparent. Complementing our existing robust customer relations processes, TGO will offer an independent redress service for the consumer.” Now in its third year of operation, TGO continues

Ralph Yarwood-Smith receives Everest’s membership Certificate from TGO Ombudsman Christopher Hamer TGO is a member of the Ombudsman Association and follows the standards and rules of the Association.

to grow and provide an independent service for consumer complaints. TGO is a Not for Profit company and is neither a regulator of the Industry nor a consumer guardian. The Ombudsman is independent, fair and impartial in its judgements for consumers and installers and this service is provided FREE of charge. Christopher Hamer, TGO’s Ombudsman said “This is a very positive step by Everest. By signing up with TGO, Everest along with the other TGO members are now at the forefront of raising standards in the industry and importantly affording their customers access to truly independent redress if a dispute arises and cannot be resolved by the parties themselves”

and is the ONLY approved Ombudsman for the glazing sector. It is supported by some of the most well known manufacturing companies in the glazing sector, including Pilkington Glass, and can boast a Register of Businesses that includes some of the biggest national suppliers such as Safestyle UK, Anglian and Zenith. If you would like to know more about TGO please visit our website : www. glazingombudsman.com. Trade and membership enquiries: membership@ glazingombudsman.com or call us on 020 7397 7200.

TGO is a member of the Ombudsman Association

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The website is in continual development in terms of the vast amounts of information and advice that we can offer but it is already a great resource, so please take a look.” For further information or photography please contact Samantha Hill on 0121 331 3976 or marketing@thermosealgroup.com and quote reference number 091. 0913-0047

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TRADE NEWS

The world in the palm of your hand We Brits are now as much ‘a nation of shoppers’ as we are ‘a nation of shopkeepers’ and we like to do it online. Findings from OFCOM reveal that eight in ten UK internet users (79 per cent) had ordered goods or services over the internet – a figure higher than any other European country. Moreover, people are shopping while they’re mobile. With smartphone ownership already topping the 30 million mark this year, forecasts suggest that by 2017, the figure will reach 43 million. Of those existing smartphone users, 86 per cent said that they had researched or bought products using their phone or mobile device. So what impact has this change in consumer purchasing habits had on the window industry? “The impact has been twofold”, explains Mike Crewdson, Sales and Marketing Director, Emplas. “The first is that consumer expectations of service and value have changed. They start their research on the internet, they readup on previous customer experience. Your online presence has to be good as a consequence.

“But this is the obvious impact. The less immediately obvious effect is that in this 24/7 culture where you can order everything from a takeaway to cinema tickets from the palm of your hand, is that consumers expect things quickly and so if you’re going to succeed in retail, you need to move fast and have similar flexibility in your supply chain.” This thinking underpinned Emplas’ decision to launch its new trade online ordering system earlier this year. The software allows installers to get instant quotes and place orders anytime and anywhere, via the web. “Things are starting to get a little bit better out there but new business is hard fought, hard won and all too easy to lose”, says Crewdson. He continues: “We have made some pretty sizeable investments in our manufacturing operation throughout the downturn to drive efficiencies but importantly flexibility, in our service. Matching that investment with a new and more flexible ordering system sits within that strategy.” Once set-up, those installers who opt to access Emplas online ordering system simply have to log-on from any web enabled device, for example PC, laptop, tablet or mobile phone, to access a secure quoting and orderprocessing system. This gives them instant access to an online ordering portal which allows them to input a specification, choose glass, hardware and furniture and then automatically applies their discounts, to provide an instant quote.

Where an order is placed installers get an immediate Order Acknowledgement. “Installers get full control of the order process. They can access it whenever they want - they can go out, price a job in the evening and if they win it, place the order that night. “Rapid turnaround is part and parcel of our business now, we deliver it in production and now in the way that our customers place their orders supporting quick turnarounds but also giving them the visibility that they need to operate effectively and efficiently.” The new service is offered by Emplas following significant investment in a major software upgrade. This uses Window Designer for the Web from First Degree Systems to give installers access to online ordering, while the fabricator has also introduced the Window Designer 7 work-flow management tool, to drive efficiencies internally. This means that the Northamptonshirebased trade fabricator’s manufacturing and customer service teams can manage customer orders far more effectively across the board and in turn, offer a better service to its customers, whether they are coming to it ‘on’ or ‘offline’.

has done so without losing sight of the fundamentals of product development.

management infrastructure because its’ efficient running ensures that our customers get those products exactly where and when they want them. These two elements of customer support have to go hand-in-hand.

Combining a tried and tested GRP leaf with a wide choice of glass and quality hardware, Emplas unveiled its new high specification composite door offer at the end of last year. Available in five solid and 21 glazed styles plus four stable door options, it features hardware from Fab and Fix and Winkhaus to create an affordable but high quality composite door range. The trade fabricator has made a corresponding investment in its range of colour options, plus an orangery/conservatory midmarket ‘cross-over’ offer, in addition to a programme of continuous investment in its vertical slider, triple-

glazed and casement product ranges. Crewdson, continues: “We’re continuing to invest in our product range because we believe product innovation is critical in delivering competitive advantage to our customers. “At the same time we’re strengthening our

Crewdson continues: “Because the whole workflow is fully integrated and because we can check or access any orders at any time, the manufacturing process becomes seamless.” But while Emplas has embraced cyber-space as Crewdson highlights, it

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“Online ordering won’t appeal to everybody and we’re still happy to take orders on Emplas order forms but the additional flexibility to place orders or get quotes at anytime or to check on how orders are progressing gives our customers who want it, full visibility and control 24/7 and we believe that this can only be a good thing.” For more information, email info@emplas.co.uk or call 01933 674880 and ask for Clodagh or Mike.

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FIRE SAFETY

Theodore Firedoor puts hospital fire doors on the critical list Shocking video footage by fire door campaigner Theodore Firedoor has been distributed online and via social media this week, drawing attention to the appalling state of the fire doors in a major city hospital. The video can be viewed here: http://youtu.be/ AhngAXcOGkU After attempts to encourage essential maintenance by the hospital’s estates management team, Theodore Firedoor went undercover to film very badly damaged fire doors and bodged attempts at repairs which would seriously compromise the fire performance of the doors. “The first thing we notice is a distinct lack of maintenance. In particular, the meeting edges of the doors have suffered repeated impact

damage. They have clearly been in need of urgent repair for some time,” says Theodore Firedoor. He points out that the stakes would be especially high in the event of a fire in a major hospital, so the state of the fire doors is absolutely critical: “Many hospitals have a ‘stay put’ policy as part of their fire strategy, because obviously it’s not practical to evacuate very ill patients or somebody during surgery. That’s why hospitals rely especially on fire doors providing the intended fire separation. “So here, of all places, these fire doors pose extremely serious safety implications for the people using the building. There are no excuses, this is addressed in the Fire Safety Order and there’s clear guidance for

building managers in BS 9999.” In a recent example of how serious such risks can be, a fire at Stoke Mandeville Hospital at the end of May caused 53 patients to flee for safety, involved 40 firefighters and resulted in several people being treated for smoke inhalation. Large parts of the building were affected by smoke and water damage. Theodore Firedoor is a campaign promoted by the Fire Door Inspection Scheme (FDIS) which runs Europe’s only scheme to train, qualify and provide independent certification for fire door professionals and others with responsibility for fire safety in buildings. There are currently about 300 candidates working through the FDIS Diploma in fire doors, using the online learning system to gain expertise in fire doors and a qualification to prove it. Once qualified, Diploma holders can also go on to apply to become certificated inspectors. The first fully qualified and certificated fire door inspectors have now started work around the country, and this month FDIS is launching its ‘Find An Inspector’ service for hospital estate managers: http://fdis.co.uk/inspector FDIS inspectors will help those with legal responsibilities for fire safety to ensure the safe functioning of all their fire doors, including providing a professional service for hospitals and NHS Trusts which require a competent and detailed survey and report on the condition and

GGF SUPPORTS FIRE DOOR SAFETY WEEK The Glass and Glazing Federation (GGF) and the GGF Fire Resistant Glazing Group is supporting “Fire Door Safety Week” which runs from 16-21 September 2013. Fire Door Safety Week is all about raising awareness of this critical element of fire safety in every commercial, public and multiple occupancy building. The brainchild of the BWF-CERTIFIRE Scheme and supported by many industry partners, the campaign aims to: • Raise awareness of the critical role of fire doors, drawing attention to specific issues such as poor installation and maintenance. • Encourage building owners and users to check the operation and condition of their fire doors and to report those that aren’t satisfactory.

• Engage and educate people, helping the whole building industry and every property owner to understand the correct specification, supply, installation, operation, inspection and maintenance of fire doors. There is a range of activities online and taking place across the UK. To get involved visit www. firedoorsafetyweek.co.uk or email firedoors@bwf.org.uk.

unveiled the five core governing principles for all glass and glazing system products – that have a stated purpose for safety in case of fire.

Chairman of the GGF Fire Resistant Glazing Group Kevin Hulin of Mann McGowan commented, “I am pleased the GGF is supporting and endorsing this campaign. It will help raise the importance of the purpose and installation of fire safety construction products in buildings.”

Kevin Hulin added, “It is vital that the industry, the government and property owners fully understand that fire safety products are a crucial life-saving element when specifying, designing and building new properties or renovating existing buildings.”

The key messages of this campaign very much tie in with the GGF Fire Resistant Glazing Group’s own fire safety campaign that recently

0913-0050 function of the fire doors on their premises. Karen Byard, fire officer at Bradford District Care Trust, has completed the FDIS Diploma. She is responsible for more than 130 buildings which have in the region of 10,000 fire doors. Her role covers a range of responsibilities including fire risk assessments, liaising with the fire service, determining whether fire doors should be repaired or replaced in order to maintain their effectiveness and training staff to ensure that people across the Trust have a basic understanding of fire risks and how they can be minimised. All of this requires not only up-to-date knowledge of legislation, best practice and industry guidance but also a recognised qualification that

proves to the contractors, manufacturers, architects and clinical staff she deals with that her knowledge is beyond doubt. Karen says: “Most of the buildings in my area have lots of people using them on a daily basis. Many of the users are vulnerable in various ways and then there’s the issue of damage caused by trolleys and empty wheelchairs being used to open fire doors. Added to that there is a lack of awareness amongst some of the people involved in maintenance and repairs about how making changes to fire doors can seriously impact on their ability to compartmentalise fire.” In common with many trusts, BDCT offers its services to other trusts. Having a fire officer with a recognised qualification demonstrating her

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For more information on the GGF FRGG and the five core principles please visit the GGF website page http:// www.ggf.org.uk/group/fireresistant-glazing-group.

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competence and knowledge of fire doors gives it added credibility. Karen says: “While I have worked in fire protection in the health sector for several years, achieving the FDIS Diploma has given me additional authority that helps me across all areas of my work and I plan in the future to be assessed to become a Certificated Fire Door Inspector.” The focus on fire door safety in hospitals and other public buildings is likely to remain top of the public interest agenda over the next few weeks, including the screening of the BBC Inside Out programme this week with its secret filming of hotel fire safety measures, and also the launch next week of the inaugural Fire Door Safety Week (www. firedoorsafetyweek.co.uk).

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MACHINERY

TruPlas Goes Global Following the recent successful launch of its TruPlas product range, Edgetech, a Quanex company, has further exciting news as it announces its new partnership with Global Glass, the specialist manufacturing division of Synseal Extrusions. The two leading brands have worked together for a number of years and when the TruPlas rigid spacer bar was launched, Global Glass were among the first to sign up. The Kombimatec DGS570 in all its glory at Celtic Vista’s Lancashire factory.

KOMBIMATEC DGS570

HELPS CELTIC VISTA BECOME A CUT ABOVE THE REST As a company looking for a way to speed up the production of their aluminium roofs, Preston-based Celtic Vista chose to enlist the help of Kombimatec and its DGS570 Electronic Compound Double Mitre saw. Producing an array of beautifully crafted conservatories, sunrooms and sun porches to a designated time takes skill and precise planning. Boasting exceptional product quality, the Lancashire firm produce the vast majority of their components in house. While they’ve always ensured that their conservatories are manufactured to the highest standards, acquiring Kombimatec’s DGS570 has now certainly made sure of this. Equipped with 2x 550mm diameter saw blades, which travel vertically from below the machine’s tables, the DGS570 provides Celtic Vista with improved cutting accuracy through automatic head positioning according to the length of cut required. Offering various cuts, the large capacity cut enables the Ring Beam, Ridge Beam, and Rafter profiles to be cut with ease and in one cutting cycle, while the extended cut feature also allows sections that are longer than the bed length to be cut. Aside from compound cutting, there’s also cleat cutting that allows multiple repeat sizes of profile to be cut from a bar length using an automatic cutting cycle. On the technological side of things, the machine has an overhead colour touch screen control panel, on which operators can configure, backup, and download cutting lists. Not only that, it also features a USB port which allows optimised cutting lists to be transferred to a memory stick and either saved or downloaded to the machine’s computer.

“Offering various cuts, the large capacity cut enables the Ring Beam, Ridge Beam, and Rafter profiles to be cut with ease and in one cutting cycle.” Dave Watters, Celtic Vista’s Managing Director, had nothing but praise for the DGS570, but more so for the aftercare and support from Kombimatec themselves. “As it was a new piece of equipment, early on there were some specific requirements that we needed guidance with,” he explains. “As soon as we mentioned this to Kombimatec they sent an engineer immediately to see us in Preston. He helped us understand how to use the machine to its full advantage in just a few hours. Great customer service.” “The Kombimatec DGS570 has some great features and is really good value for money,” Watters continues. “The instructions are clear. The cuts are very accurate. And with the cleat cutting feature allowing us to complete jobs in house, this saves us a great deal of money not having to send certain jobs out to a third party.” For further information on the Kombimatec DGS570 Compound Double Mitre Saw visit their website www.kombimatec.com/dgs570. htm, email sales@kombimatec.com or call direct on 01582 562218.

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Brian McDonald, Commercial Manager at Global Glass explains: “We’ve been manufacturing units incorporating Super Spacer for almost 2 years now and have seen dramatic growth in both customer demand and sales of warm edge IGUs. As a result, we forecast the trend continuing and 100% of our IGU production to incorporate WET within 5 years. With that in mind we identified TruPlas as the ideal solution for our expansion as it offers all the benefits of a high performing warm edge spacer bar backed up by the support and customer service we’ve come to rely on from Edgetech. We are committed to achieving optimum performance and customer satisfaction so we decided to embrace this change and invest in new machinery and technology to offer our customers the highest quality warm edge sealed units.

ideally placed as the WET supplier who will help take our IGU business to the next level. Andy Jones, Managing Director at Edgetech comments: “We are delighted to further strengthen our relationship with Global Glass as they look to develop their warm edge offering. As two market leaders in the industry, the brand association will benefit us both and we look forward to supporting Synseal in this new investment. We always strive to listen to customers when developing our products and we worked directly with the Global Glass team when designing the TruPlas product. As a result, the tubular spacer has been structurally designed for increased stability and strength, which makes cutting and assembly easier and features our tried and tested true vapour barrier and advanced acrylic

“Since we began to manufacture sealed units at Synseal we have developed a solid relationship with Edgetech so we are pleased to support the latest technology and continue our investment on behalf of our customers using the TruPlas product from our trusted business partner. The manufacturing principles at Global Glass are to build-in quality at every stage and continually improve quality standards. Edgetech has proven that they share these brand values and so are 0913-0054

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adhesive which strengthens under heat, so customers don’t need to be concerned about de-lamination. The product has passed EN1279 Parts 2, 3 and 6 and can be processed with standard equipment. “We take our manufacturing quality very seriously as we understand that the reliability of supply is key to our customers and we are pleased that this is recognized by like-minded companies such as Global Glass. Together we can ensure that the products we supply continually improve as we strive to meet the increasing demands for warm edge technology.” For more information on Edgetech’s range of Warm Edge Technology, call 08700 566844 or visit www.edgetechig.co.uk. For more information on Global Glass, call 01623 446303 or visit www.synseal.com.

MACHINERY

Polyframe purchase Stuga ZX3

for new Northern Ireland facility Halifax based window and door fabricator Polyframe have recently opened a new manufacturing facility in Northern Ireland where they will be working with the Rehau Tritec 60mm and Rehau Total 70 profiles.

“With capacity being put in place for 2000 frames per week now, plans for a further extension to the factory and increase in capacity are already being made.”

The new factory is located in Portadown and is well located to serve both northern and southern Ireland as well as Scotland. Stuga have installed a ZX3 fully automatic sawing & machining center in the new factory and this is being used for production from day one to ensure that Polyframe N.I. gets off to a flying start and ensure it runs as efficiently as possible.

Polyframe have a Stuga ZX4 and a ZX3 at their Norwich factory so they are familiar with the equipment and the back-up from Stuga which gave them the comfort to work with the Norfolk based machinery manufacturer in the Irish market. It was also good to know that Stuga already has nine automatic sawing & machining centers in Ireland and has the resources to back them up.

Stuga were chosen to supply the sawing and machining equipment following Polyframe’s experience of using Stuga machinery in their Norwich facility.

Stuga are looking forward to being part of the success of Polyframe in Ireland as the company’s plans to extend and increase capacity quickly may create more

opportunities for Stuga to benefit from. With capacity being put in place for 2000 frames per week now, plans for a further extension to the factory and increase in capacity are already being made so Stuga will try hard to make themselves the preferred supplier for sawing & machining. The Stuga ZX3 is able to produce between 650 and 700 windows per week in a single shift and the rotary tooling system gives total three hundred and sixty degree access for preps to be placed around any profile. There is no limit to

how many profiles can be programmed on a Stuga sawing & machining center thanks to this superb system. The ZX3 also enjoys the benefit of a lateral buffer station which separates the sawing and machining modules and creates a situation where these two modules are almost never held up waiting for each other. This is what creates the major benefit over machines that have an inline buffer or no buffer at all. One of the keys to choosing a supplier for sawing & machining centers is the back-up. As soon as one of these machines is commissioned the benefits become even more obvious almost instantly but when there is only one of them the ‘all your eggs in one basket’ syndrome is upon you so now you find out whether

what the salesman told you is right or wrong. Well one thing that is certain will be a breakdown and it will always come at the worst possible time, so this is when the back-up becomes vital. How good is the service phone? Is it dedicated to service? Is there more than one person answering? Once you get through how soon will someone be able to help? Is the back-up fast and reliable? Can the problem be resolved over the phone? How soon will an engineer be able to get there if it is a total breakdown? Stuga were chosen as the preferred supplier because their back-

up systems had been tried and tested with excellent results. With a dedicated service center, a technician on the end of a phone, six technicians in the field, all technical resources in the UK as well as parts, Stuga were able to answer all concerns about what happens when things go wrong. For further information please call 01493 742348 or visit www.stuga.co.uk.

Machiner y

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MACHINERY

Have a blast

with RegaLead

RegaLead is renowned for adding value to glass, windows and doors through decoration, but did you know that the company also offers a wealth of quality products and expertise in sandblasting machinery? Glass News finds out more about this side of the business from Joint Managing Director, Guy Hubble.

branded sandblasters, which are available in three sizes with prices starting at £12,000.

RegaLead is one of those companies which, despite its enviable close to 30 year heritage, has the equally enviable ability to constantly surprise customers with quite how far reaching its incredible range and scope of value added products really are.

“Each model is also available with the option of an additional free standing Pressure Pot sandblast unit for detailed and deep sandblasting. This is complete with a pneumatic foot switch for easy control, 4mm nozzle for detailing, a water separator and an extra fast vented valve for pressure release.”

The core business has historically been the supply of ‘overlay’ decorative glass – for which RegaLead produces a whopping 30 million metres of adhesive lead and more than 200,000 sheets of Stained Glass Art Film each year.

RegaLead has made to its core business over its nearly three decades of existence, most recently the introduction of Inox Elements overlays and the expansion into digital printing onto film. What might perhaps surprise you about RegaLead is that it can also help you to create highly decorative sandblasting in house at a reasonable cost in its capacity as a supplier of sandblasting machinery and equipment. The company has its own range of CadBlast

The company prides itself on offering choice, with its philosophy of ‘if you can think of it, we can do it,’ and this has been firmly backed by investment and innovation. You will likely be familiar with the extensive additions

Guy Hubble explains: “We have three sizes of the CadBlast available to fit a variety of spaces, and glass sizes, from 900 to 1600mm high. The key feature of the CadBlast range is its automatic height detection capability.”

As a perfect complement to this range RegaLead last year became the UK’s official supplier of the Digregorio Sandy sandblasting machine, a high end, upmarket, high specification solution. Guy continues: “The Sandy offers a programmable shading module for light to heavy shading, and a zonal programming

capacity, which helps save time, money and wastage. The added benefit of this machine is its ability to save up to 100 programmes on a SIM card – ideal if you’re looking to produce repeat jobs without repeatedly inputting information such as glass sizes, zones to be blasted and abrasive pressure.” Under its machinery supplier umbrella, RegaLead has teamed up with some of the world’s best known providers of machinery and equipment to put together a one stop shop where customers can find the complete package for their own individual needs and, in keeping with its core business, full training and support is offered at the company’s facilities in Manchester and London, UK or at customers’ premises if required.

Open House If you’d like to see for yourself just how easy decorative sandblasting can be with RegaLead’s range of machinery and support, pay a visit to the Open House, taking place in Manchester on the 19th September, where you can find out more information, have a look at the products and speak to the experts on hand. There will also be live demonstrations, tours of the facility and a barbeque in the evening, so register at: www.regalead.co.uk to make sure you don’t miss out.

“We have three sizes of the CadBlast available to fit a variety of spaces, and glass sizes, from 900 to 1600mm high.”

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MACHINERY WREKIN MAKES CLEAN INVESTMENT PURCHASING

KOMBIMATEC’S 6 AXIS CNC CLEANER

Looking for a CNC cleaner with reliability and a high build quality, Telford-based Wrekin Windows recently made the decision to invest in one of Kombimatec’s EV475 6 Axis CNC Cleaners. The EV475 is the perfect cleaner for all profile joints, including corner, transom, reverse butt and cruciform. Featuring a Mitsubishi electronic control system and advanced profile identification system, the CNC program runs through its cleaning cycle in a single clamping operation facilitated by tools which automatically rotate from 0 to 90 degrees. Able to be positioned accurately along the left or right mitre line, thanks to the multiple axes on each tool carriage, the standard tooling includes 3mm groove knives, flat knives [for foiled profiles], and vertical pick knives. Not only that, the solid design of the EV475 limits the resonation often generated by high speed tooling, and allows the tools to begin working the second they arrive in to position without a programmed delay for resonations to subside.

According to Alan Edwards, the Production Manager for Wrekin Windows, the EV475 was the perfect purchase. “We’ve had no trouble with it at all. It’s excellent,” he excitedly states. “The installation was easy thanks to Kombimatec doing most of the preparation work in advance, which meant we could get it up and running within the space of two days.” The movements of the EV475 are controlled and smooth with all axes running on rails with linear guides and recirculating ball screws. Using a combination of linear measuring devices and laser sensors to identify the product and select the program needed to clean, once the joint is clamped and a match is found the machine automatically loads and executes the cleaning program required. Purchased as a direct replacement for an older style of machine, Wrekin chose the EV475 as a perfect upgrade to their production line. Allowing their manufacturing capacity to increase greatly during the multiple shifts they impose, the company are now able to satisfy high production demands with ease.

“Put it this way,” Edwards adds. “After the excellent customer service Kombimatec offer, and the fact that the EV475 is incredibly efficient, I wouldn’t even think twice about purchasing another one if we needed to do so. Tel: 01582 562218 – www.kombimatec.com

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Everglade Windows invests £1m in aluminium doors & windows Everglade Windows, the number one fabricator for installer support, has invested nearly £1 million in expanding capacity and speeding up production including £500,000 in a new Emmegi Quadra top-of-the-range cutting and machining centre for aluminium windows and doors - It’s one of the only three in the UK and makes Everglade the most advanced aluminium fabricator in the region. The new machine allows Everglade Windows to send processed orders straight to the cutting centre which then picks up all the various cutting and machining operations required. It will enhance the quality and

increase output threefold at the same time as reducing wastage through bar optimisation. “We continue to invest in the latest technology to enhance our production facility,” says Yogesh Gopal, Operations Director for Everglade Windows. “We see the growth trend for aluminium windows and doors continuing and the new Emmegi cutting and machining centre is our commitment to giving customers more choice and a quicker service. “We started in aluminium fabrication in 1981, and later added PVCu. For several years PVCu was the first choice for domestic installations, while

Finding a new supplier couldn’t be easier!

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aluminium has remained the top product for commercial. Everglade Windows and its trade customers have been at the forefront of growing the sales of aluminium windows and doors in to the domestic sector. This has increased substantially over the past two years, led by sliding and folding doors as more homeowners choose open plan living.” Everglade Windows offers a comprehensive range of aluminium windows and sliding or folding doors for both domestic and commercial projects, with a wide choice of colours and options. Tel: 020 8998 8775 www.evergladetrade.co.uk

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PROFILE BENDING

Upholding Industry Standards

Mike Gaillard, Joint Managing Director of CENSolutions, the leading consultancy and test facility for the window, door and glazing industries, looks at how we can ensure industry standards are upheld and whether entrusted certification providers are doing all they can. Now that CE Marking has come into force, the industry is increasingly under the microscope for its compliance of relevant standards. It is more important than ever before that all areas of manufacturing make the grade, especially with regards to the Safety Standards. While not a profile bending issue there is currently a concerning trend for manufacturers to be left vulnerable by their entrusted certification providers, particularly with regards to the bending of glass. Whether it’s the warranty for our new flat screen TV, our contract of employment or the legislation we have to comply with at work, not many of us enjoy reading the small print. If we’re honest, few of us do trawl the detail of these documents. But the worst case scenario with the warranty on your new television is that it won’t last for as long or cover as much of the product as you thought. The worst case for not being compliant with the relevant industry standards is that you could be liable to civil or criminal litigation if an accident occurs. All accreditation to standards that are awarded by third party certification providers require regular audits of your practices and products to make sure they continuously comply with the standards. There seems to be worrying evidence however, that even some of these third party auditing bodies are struggling to understand the legislation they are auditing against, or worse still, are choosing not to carry out all the required tests defined in the standard.

To Bend or Not to Bend We are seeing an increasing number of companies that believe they are completely compliant and doing everything by the book, when in fact they’re not. Take for example EN 12150. Every toughened glass manufacturer should be complying with the European standard EN 12150. They should also, as required by Building Regulations, be marking their toughened glass with EN 12150 and therefore effectively claiming compliance to the whole standard. We have recently found worrying evidence that suggests some companies are not wholly compliant.

“All accreditation to standards that are awarded by third party certification providers require regular audits of your practices and products to make sure they continuously comply with the standards.” UK Law, UK Building Regulations and could be liable to civil or criminal litigation if an accident occurs. The confusion seems to lie within the Initial Type and Factory Production Control (FPC) testing requirements of the standard. Without getting too technical, the tests for this standard include an initial type test to measure the surface stress of the glass, a fragmentation assessment to test the mode of break plus Pendulum impact testing to EN 12600. It is concerning that not all these tests have been, or are being conducted - some companies are not conducting the required surface stress test or final inspections at least once a day. Furthermore the fragmentation, local bow and overall bow tests are not always being correctly carried out and recorded.

Getting the Facts Straight Unfortunately these companies are being let down by their audit partners and/or certification providers who should be informing them of their non-compliance. If companies are in doubt, they can refer to the convenor of TC129 or the Director of Glazing and International Affairs at the GGF – both of whom have clearly stated that if companies are marking their glass with EN 12150, they should have had all relevant Initial Type Testing done and be doing all of the relevant in-house daily testing, not just part of it. There is a misconception that if you are compliant with a third party certification scheme, you are compliant with all necessary legislation. Depending how comprehensive the scheme is you may or may not be, but the ultimate responsibility for ensuring compliance lies with the company, not the third party certification provider. Aside from the serious implications the companies that are not wholly compliant are left to face, this scenario is also

Although these companies may have undergone, with a third party certification provider, some of the relevant testing for the standard (including EN12600 – Pendulum impact testing) they may not have been tested to the whole standard in its entirety. As a result they are unknowingly breaking EU law,

Mike Gaillard.

“As frustrated as any of us get with various elements of different standards and legislation, and whether we agree with them or not, we all accept that they are there to help drive the industry forward and improve quality.” unfortunate for the wider industry. The majority of companies want to ensure best practice and don’t want to cut corners. They find it frustrating when their competitors do because they know that the approach only serves to damage the reputation of the wider industry. As frustrated as any of us get with various elements of different standards and legislation, and whether we agree with them or not, we all accept that they are there to help drive the industry forward and improve quality. Unfortunately the evidence we have seen lately would suggest that the industry is being let down by the very people that are supposed to be ensuring these standards are upheld. CENSolutions believe in offering window, door and glass companies a service lead, cost effective route to third party certification, but we also want to make it easier for the wider market to understand the various legislation and perhaps more importantly, how it affects their business. Unfortunately with bad advice being offered by certain industry certification providers, that claim to be experts, it puts the onus back on the manufacturer to understand the relevant legislation themselves, or find a partner that will ensure 100% compliance on their behalf. For more information on standards or what CENSolutions does differently visit www.censolutions.com.

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PROFILE BENDING

SHUTTER SHAPES FROM UNIVERSAL

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Leading PVCu profile bending specialist, Universal Arches, has jointly developed what is believed to be the UK’s first arched shutters with market leaders, Thomas Sanderson. After several months in development and with a close working relationship, Leon Day and the team at Universal Arches have helped Thomas Sanderson launch the first arched and shaped shutters manufactured in the UK. These form part of the ‘LifeTime’ vinyl shutter range that’s promoted for kitchens and bathrooms, due to the high moisture and humidity content found in these rooms. As the name suggests, this shutter range comes with an impressive 25 year guarantee, such is the pedigree of the names of the two companies. This latest project is further evidence of Universal’s ability to work outside the typical window and door frame industry, as recent curved cable management projects with Rehau also show. Thomas Sanderson are the UK’s leading blinds and shutters brand. The very nature of the UK market suggested that to address the mass market, the blind

and shutter market leaders needed to be able to offer non-standard shapes for their new range of vinyl shutters and Universal Arches were able to develop a product with quality, speed and efficiency. Leon Day, managing director of Universal Arches commented: ‘Yet again we’ve proven our credentials in manufacturing with the Thomas Sanderson project. We have quality standards and factory processes that set us a long way apart from our nearest competitor, allowing us to look at projects and ventures outside our immediate market.’ For further information Universal Arches log on to www.universalarches.com, call the sales office on 01744 612844 or follow them on Twitter @universalarches.

“As the name suggests, this shutter range comes with an impressive 25 year guarantee, such is the pedigree of the names of the two companies.”

Launch of the New Toughened Glass Test Centre Use this Machine to comply to EN 12150, which is now mandatory. Willian Design Ltd have been manufacturing Glass Processing equipment here in the U.K for almost 40 years. To add to their range of Horizontal Washers and Dry Arrissing Machines used by many Tougheners throughout the world, Willian have developed

this Toughened Glass Testing Centre to ease the burden of the testing procedures.Safety was of paramount importance during the design stage. For both the Four Point Bend test and Fragmentation test, the glass is fully enclosed during the dangerous part of the procedure. A slide out tray is provided for easy disposal of broken glass from both of the above tests. Due to the use of hydraulics the tests can be carried out quickly and efficiently.

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September 2013 – The UK’s Leading Industry Newspaper

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WINDOW EXPERT

THIS MONTH WE FOCUS ON:

WINDOWS

Adrian Barraclough, Chairman at Quickslide, talks to Glass News on how not to sell yourself short.

Don’t Sell Yourself Short On Sliders

Say Vertical Slider to any installer and ten years ago they wouldn’t have given it a second look. Today however the VS has climbed down from the lofty perch of the ‘heritage’ niche and is now a vital part of many installers’ arsenal.

Much of that transformation is thanks to companies like Quickslide. Having kept the faith with the VS, Quickslide continue to combine an authentic-looking frame with good performance and realistic pricing, therefore making it more accessible to a wider audience. Where there is good value however, there is always the temptation to sell cheap – and the window industry is not short of those who will do that – but Quickslide Chairman Adrian Barraclough says there is nothing to gain from slashing margins: “The customers don’t expect it and they will not thank you for doing it. In most cases, the homeowner will not go for the cheapest price. They can see that a VS is a complex product and they want the assurance that they are choosing one that is well-made and reliable. If you cut your own throat on price, they are more likely to presume it is a cheaply made product and choose someone else’s.” Continuing, he adds, “We are able to offer our VSs at such a competitive price because of our efficient manufacturing processes; we can make a quality product in less time and still make profit. That means there is plenty of room for an installer to do the same – ask a reasonable price

that a customer is happy to pay and still make a decent margin. There will always be people in this industry who offer a cheap product at a cheap price, and they often go bust in the process, but a sensible installer should not need to do that. If you offer a quality product at a fair price, then homeowners will reward you, first by giving you the work and then by recommending you to friends.” Quickslide has been at the forefront of developing the Vertical Slider as a good value mainstream product, as Adrian explains: “Once you can offer the homeowner a good-looking, reasonably priced Vertical Slider, you are opening up a whole range of opportunities because they are looking at it as one of the entire range of styles, not just the niche function of choosing one VS that is needed to replace another.” “We have not only developed a highly authentic looking window and maintained a reasonable price for the range, we have also continued to develop a product that meets the demand for high specification – especially in terms of energy efficiency – as well as an authentic appearance. On the one hand, the Quickslide frame detail itself is very faithful to the traditional timber frame, as well as a very comprehensive range of hardware. There is no doubt that if anyone chooses a Quickslide VS over timber, the biggest difference they will see is the price.” Explaining the other benefits, Adrian says, “Then on the other hand, they will soon see a big difference in heating bills. We offer not only a ‘B’ Rating as standard but also the choice of ‘A’ Rated. This gives one of the most energy-efficient PVC-U VS frames available in the UK, with a potential of achieving ‘A+8.’ This is something that is obviously very

“There will always be people in this industry who offer a cheap product at a cheap price, and they often go bust in the process, but a sensible installer should not need to do that.” important to the consumer and we are now finding more and more of them are going for the more energy-efficient options.” Technical developments are ongoing in other areas too. The company has achieved Secured by Design on all casement windows and introduced a facility to add run-through horns and bespoke foiling. Just as important as the product is the service and support that are so much a part of Quickslide’s reputation, and something to which Adrian attributes to his earlier experience in other industries where customer service has been an essential of good business for much longer. “We’re proud to say that Quickslide installers see us more as partners than just a material supplier. If they have a problem, we recognise it as our problem too and work together with them on solving it,” Adrian explains. “For example, we know that they benefit greatly from our website and make a lot of use

of it but we will always back that up with real personal contact. This is especially welcome to those customers who are less familiar with the internet but even the most internet-aware appreciate it too.” Trade customers can also benefit from Keystrom Ltd, a Quickslide initiative providing web design, online ordering facilities, graphic design and branding support such as POS material, productspecific brochures etc. Quickslide also offers interactive video guides, automated e-marketing to follow up brochure requests and online enquiries and back-end reporting tools for installers who register online. Soon, they will also have product and delivery tracking through the website. Part of Quickslide’s commitment to quality has been its investment in carrying out as many manufacturing functions as possible in-house at its 150,000sq ft. state-of-the-art factory in Brighouse, West Yorkshire. As well as conventional frame fabrication and in-house profile foiling, the company now produces its own curved and arched profile. It also manufactures its own IGUs, and as of last year has its own automatic gas filling and a new Superspacer line. Quickslide is best-known for its acclaimed Vertical Slider range but, as many of its installers know and appreciate, it also produces a comprehensive range of windows and doors of all styles and designs.

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Halo’s Aztec Windows is first to take FlushSash Long-serving Halo customer Aztec Windows (Coventry) Ltd has become the first customer to start fabricating the new FlushSash window system as part of its Prestige Collection of traditional windows and doors. Aimed at installers working in the refurb and new build markets for the West Midlands, the new Prestige flush casement window from Aztec combines elegant Georgian style with the modern benefits of energy efficient PVC-U as Director Michael Hagan explains: “Our Prestige flush casement is perfectly suited to historic properties and heritage applications. “With the look of traditional stained or painted timber, the Prestige flush casement-

effect window needs little or no maintenance and looks virtually indistinguishable from the property’s original windows.” Aztec Windows, which recently celebrated its 25th year of trading, already offers a full and varied product range, including Halo’s esteemed System10 and manufactures for trade and domestic customers across the West Midlands. Michael continues: “We decided to add the new Prestige flush casement to our portfolio, which comes from the System10 suite of profiles, as not only does it offers all the strength, security and energy efficiency that you would expect from a Halo product, but it also allows us to offer an effective flush casement

window for the heritage timber window market, where authentic replication of the original style and finish is required. “The launch colours we have available includes: White Wood, Rosewood, Light Oak, Cream Wood and Chartwell Green and foiled on white. Wrought iron Monkey Tail handles also come as standard.” The Prestige Collection also includes a range of authentic timber looking composite engineered PVC-U doors, featuring decorative stained glass and traditional hardware. Installers looking to take on this high-spec system should contact Aztec Windows by calling 024 7662 1316.

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WINDOW EXPERT

Bespoke forecasts

vertical sliding market to double in five years Many consumers see PVCu windows as a downmarket option and, largely, the trade must take the blame. The poor design of PVCu replacement windows and the inappropriate use of casement windows to replace old sash windows, has contributed to giving PVCu a bad name. Vertical sliding windows should have been installed for as much as 30% of PVCu replacement windows, whereas, in fact, less than 1% of replacement windows that have been installed over the past 30 years have been vertical sliding windows.

“The diverse nature of the product range required for a retailer to be successful means it is unlikely they can manufacture all their products themselves, nor can they buy from a single supplier and sourcing of these new products is key to success.”

Even planners in conservation areas now accept that PVCu vertical sliders are just as good looking as timber sash windows, and the more customers see vertical sliding windows installed, the more the market will turn away from the inappropriate use of casement windows. This change in thinking by planners and acceptance by the public of PVCu vertical sliders represents a great opportunity for our industry, and will reverse the decline in sales of replacement windows. Every installation of vertical sliding windows is an advert. It is telling neighbours, passers by, and even friends and relatives, that their outdated PVCu windows can be replaced by good looking, well made and very reasonably priced vertical sliding windows. The general volume drop that the industry has experienced over the last five years in PVCu replacement windows - a drop of at least 40% - can now start to be reversed. Showing customers that new and better products are now available will promote the industry and give good reasons for customers to spend money. Vertical sliding windows are on the rise with volumes well up on previous years and expected to reach 15% of replacement PVCu windows within the next five years. The days of making money by just selling white PVCu casement windows is now over and a much wider range of products is required. The diverse nature of the product range

required for a retailer to be successful means it is unlikely they can manufacture all their products themselves, nor can they buy from a single supplier and sourcing of these new products is key to success. The industry has come a long way in the last 40 years and seen major step changes. From secondary double glazing to replacement windows, and from aluminium to PVCu. More recently this has included bifold doors and the swing back to aluminium as well as the growth of PVCu vertical sliding windows. It is clear that consumers are looking for better looking products that will add value and style to their property as well as reducing maintenance costs, while saving money on fuel bills. It is therefore critical that when these products are offered to the end customer there is detailed sales literature which explains all the benefits of the product and does the selling for the installer/retailer. The Bespoke Vertical Sliding Brochure does the selling for the installer/retailer, leading to a much higher conversion rate and more recommendations because of the unique selling points of the Bespoke Window System. Contact John Mcvey on 0800 840 3818.

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WINDOW EXPERT

Tradesmith quick off the mark with FlushSash 0913-0072

East Sussex-based Halo customer Tradesmith will soon become the second company to begin manufacturing the industry-leader's new FlushSash window.

stays to fit in with the heritage style. As with all Halo products, FlushSash offers style, strength and security in equal measure and requires little or no maintenance.

Tradesmith will begin fabricating the casement-effect FlushSash window system as part of its TS Collection, as Managing Director Mark Hutchinson explains: “Our TS FlushSash casement is perfectly suited to the heritage market, where an authentic looking replication of timber windows is required.

Tradesmith, which was established in 1992 in Hailsham, is the South East's premier trade fabricator, and has been a Halo customer for 20 years. The company offers a wide range of

windows, doors and conservatories for trade customers, including the System10 and Rustique profiles. Mark concludes: “The FlushSash's looks may be traditional but the performance is definitely not; Tradesmith is able to offer a WER B rating, with the option of an A+7 also available.” Tel: 01282 716611 – www.whshalo.com

“The market for this type of window is particularly strong in the South East and on the South coast, owing to the style of properties where we will be promoting the FlushSash and its benefits.” Combining elegant Georgian style with the modern benefits of energyefficient PVC-U, FlushSash is the latest innovation to come from pioneering Halo, and uses the System10 suite of profiles. FlushSash windows are commonly fitted with traditional monkey tail handles and dummy peg 0913-0073

NEW & IMPROVED PREMISES FOR SUN TRADE IN PLYMOUTH Sun Trade, one of the leading REHAU trade fabricators in the south, has invested in a new larger premises for its Plymouth depot. The company has had a successful presence in the town since 2006 but is now expanding and relocating to a bigger and better depot on Valley Road Industrial Estate in Plympton. Sun Trade’s Sales Director Graham Davies says the move is just the latest example of the company’s commitment to continual

development and improvement. He says: “The Plymouth depot has gone from strength to strength over the years, so much so that it needed to expand in order to keep pace with the growth in sales and the changing requirements of our customers. “The new depot enjoys easier access from the A38 making deliveries and collections for both staff and customers quicker and more efficient, and it has a larger store room and working area, greater office space and a dedicated sales office where new products can be displayed. “We worked closely with our customers to establish their priorities for the new depot and we think we’ve delivered everything they asked for. For instance, with the increased space in the storeroom our staff can now access frames more quickly, and the new office space gives customers somewhere to sit and work through orders and quotes with our staff. Initial feedback from customers who have visited so far has been really positive.” Graham went on: “We are confident that our investment in the new depot will help us win business from new and existing customers and most importantly that we will be able to give them all the high standards of service which they have come to expect from Sun Trade.” The full address of the new depot is Unit 41i, Valley Road Industrial Estate, Valley Road, Plympton, PL7 1RF. To find out more about Sun and the products they provide, contact Ryan White on: 0800 285 1665 or visit the website at www.suntradewindows.com.

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September 2013 – The UK’s Leading Industry Newspaper

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CONSERVATORIES

COMPLETE Climate COVER FROM cools the ORANGERY sizzling SOLUTIONS The versatility of the Orangery Solutions patented systems are proving popular with builders and installers who have quickly grasped the technical advantages and guaranteed benefits gained from products in the range.

Before.

NO COMPETITION..! No competition is the guarantee being offered to conservatory fabricators who switch to the Aztec roof system. Unlike other roof systems on the market, Aztec not only promises that no other fabricator will be established within a 25mile radius of its customers. In addition, it as a company will not compete with its customers, either by selling product direct or retaining certain prestige jobs in-house. To further enable its customers to remain competitive, Aztec has further enhanced its service whereby it will supply as little as one bar length, or a single roof in one colour, with no minimum stockholding, and deliver next working day. “We exist to support our customers, not compete against them,” says Tim Franks, Aztec Conservatory Roof Systems managing director. “Because we specifically aim to help our customers, almost all of our customers have been with us for over a decade, and grown from strength to strength: strong proof of the quality of our fabricator package- and that of our system!” The protection of customers’ business is just part of the Aztec package. The conservatory roof system has always claimed to be the most fabricator/fitter-friendly on the market, through the simplicity of its design, enabling optimum variations to be produced from a core base of components, and its on-site speed of build: fitters report it saves up to 30% in erection time, and corresponding labour costs, enabling optimisation of total project cost. To become an Aztec fabricator, contact Tim on 0151 678 0691, or email tim@aztecsystems.net. * subject to terms & conditions.

The Dura flat roofing system from Orangery Solutions, in particular, is being used increasingly by builders across the UK who have recognized the advantages of its simple installation when completing an orangery project. The Dura roofing option conforms to all building regulation requirements and can be tailored for any sized project. Dura’s increasing popularity is attributed to a simple installation process which is not restricted by bad weather as it can be fitted whatever the prevailing conditions. Many installers have grasped the scope this offers them in terms of both guarantees and time saving advantages, providing numerous cost saving benefits. Using proven industry technology, the Orangery Solutions flat roof system is manufactured in powder coated aluminium providing a weather proofing system that does not leak and is guaranteed to last. Customers state that the striking design options available finish an installation perfectly with many impressed by the reduction in site time that Dura provides. The versatility of the roofing system is that it can be adapted for a variety of applications that covers both the commercial and domestic sectors. The unique system has been used recently on new ‘walkway’ projects as builders have recognised the diversity it can bring to orangery roofing installations. For more information on the patented cassette system and aluminium roofing system available from Orangery Solutions, please visit the website www.orangery-solutions.com or call 01904 786629.

“Many installers have grasped the scope this offers them in terms of both guarantees and time saving advantages, providing numerous cost saving benefits.”

Not only has the recent hot weather proved a welcome surprise to those of us who expected another cold, wet summer; it has proved very profitable for installers of Climate conservatory roofs. According to Climate’s managing director Alan Atkinson, the soaring temperatures throughout June and July sparked a surge in sales of Climate roofs -particularly in the retro-fit market - as many homeowners decided they want enjoy their conservatory during the good weather. “The recent hot weather has proved quite frustrating for people with a polycarbonate roof as they have not been able to enjoy their conservatory at a time when they have most wanted to” Alan comments. “Many homeowners have discovered they don’t have to buy a new conservatory to significantly improve performance, they can simply replace they’re tired old roof with Climate. Climate roofs can reflect up to 78% of the sun's rays, making them ideal for installations where there is increased exposure to sunlight.”

“Climate also offers enhanced thermal performance, meaning the conservatory can be used all year round, and has a self-cleaning coating for a low maintenance, high shine finish. Our trade customers have capitalised on this thirst for Climate roofs and sales have proved exceptional throughout the summer months.”

After.

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Alan can see huge potential in this retro-fit market and is pleased to see a number of installers to contacting old customers and ‘upgrading’ them to a Climate roof. “Winning new business can sometimes be quite tough for a conservatory installer. Most consumers will only buy one, maybe two conservatories in their lifetime, meaning installers constantly need a stream of new sales leads. But rather than always searching for new business, installers should consider contacting old customers and offering them an upgrade to a Climate roof.” Alan continues: “We live in an ‘upgrade society’ where consumers constantly change phones, cars, and more – and contacting old customers and offering to re-glaze their existing conservatory roof with a Climate unit fits in with this trend. Previous customers represent a lucrative revenue stream and because the installer already has a relationship, conversion rates are often higher.” While the good weather is likely to be short lived, the popularity of glass roofs continues to grow and demand for Climate looks set to carry on long into the future. For more information call the Climate Sales Office on 01639 823778.

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CONSERVATORIES

COST-EFFECTIVE NEW LOOK A Merseyside home has been given a complete new look, cost- effectively, through an innovative approach by conservatory fabricator CRS. The property, in Crosby, had a 15 years-old 9.5m x 6m T-shaped plastic conservatory glazed with polycarbonate. Local conservatory installer Hardmans was tasked with upgrading it to make it more energy-efficient, fresh and contemporary, so turned to Aztec Conservatory Roof Systems fabricator CRS to devise a solution.

to completely strip the old (Ultraframe) roof, then build and glaze the new, white roof with double-glazed glass units within a day. “The brickwork and main structure was still sound, but the roof was very tired,” explained CRS managing director Tim Franks. “The

Aztec system meant it was easy for our customer to replace the roof and upgrade the glazing, on a big, complicated structure. Everyone is delighted with the end result.”

system to be one of the best on the market. Its simplicity coupled with the expert technical assistance enabled us to complete this project quickly and with minimal disruption for our client.”

Gary Hardman of Hardmans added, “We have always believed the Aztec roof

The Aztec roof system, originally designed and engineered by conservatory

fitters to address the common fabrication and installation issues inherent in other roofs, is claimed to reduce on-site build time by up to 30%, and almost eliminate risk of remedial call-backs.

The design and structure of the Aztec roof meant CRS could easily fabricate the new components in its Wirral factory, enabling Hardmans

As well as offering a roof with a raft of unique features, Aztec Conservatory Roof

Systems offers its fabricators unique benefits- including guaranteed areas of work without competition and no business taken direct. As a result, Aztec (www. aztecsystems.net) is now the leading independent conservatory roof systems company.

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TUFFX’ AMBIENCE

- THE BEST CHOICE FOR GREENGLAZE WINDOWS Product quality, choice and consistent reliability have ensured repeat business from Greenglaze Windows and Conservatories for TuffX Conservatory Roof Glass. For Steve Mileman, Managing Director at Greenglaze Windows the Ambience product range offers premium choice as it enables his company to provide far greater scope for homeowners. Since TuffX launched the Ambience glass roofing options, which include Ambi-Aqua, Ambi-Blue, Ambi-Bronze, and Ambi-Neutral, Greenglaze Windows has substantially increased orders and built up a reputation for excellence across the South East and Cambridgeshire areas. The type of roof glass required by the Greenglaze team depends primarily upon the exact location of the conservatory installation, however with the breadth of choice available from TuffX, all projects can be catered for easily and this has helped to secure regular referrals through the tough recessionary times. As specialist window, door and conservatory installers Greenglaze takes a forward thinking approach to environmental issues and considers this an important element for homeowners to consider when making investments which will help to reduce carbon footprints.

The company has established a reputation for excellence, building the business upon referral and reliability within both the domestic and commercial sectors. Greenglaze has used all products from the Ambience range as TuffX has introduced them, believing they offer customers the best performance products on the market today. Steve Mileman comments, “It is obvious that as a leading glass specialist, TuffX have looked at the market carefully and evaluated their customers needs, which in a fiercely competitive market is very reassuring, as product diversity and consistent quality need to be priorities.” For Greenglaze the Ambi-Aqua has proved to be one of the most popular products with its customers however, demand for Ambi-Max is increasing as it provides more scope with conservatory design. Steve Mileman considers the Ambience product range gives his company a leading edge which makes conservatory design much simpler and more dynamic. In-house manufacturing and reliable deliveries have also impressed the Greenglaze team, which combined with fast turnarounds and competitive pricing ensures that the company can completely rely upon TuffX as

a supplier, particularly as cost savings can be passed onto customers. Steve Mileman comments, “The glass and conservatory market is steadily improving as demand for polycarbonate roofing is rapidly decreasing with only one in ten installations specifying a polycarbonate roof. It is evident the consumer has become aware of the benefits to be had from solar controlled glass roofing both in terms of appearance and payback. The TuffX team has proved excellent, providing us with great all round service. We

know we can rely upon the team which offers us, the right product for every project and at the right price.” Graham Price, Managing Director at TuffX Conservatory Glass comments, “Our portfolio was diversified to revitalise a previously declining market and we are pleased with the positive response from customers who can clearly see the advantages of all products in the Ambience range” For more information on products in the Ambience range from TuffX please visit www.ambiglass.co.uk.

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FOCUS ON INSTALLERS

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Roof Assured by Sarnafil gave a product demonstration to members of the EEC Home Improvements sales team at their headquarters in Southport, Cheshire. EEC are a Sika Roof Assured registered installer and the demonstration was organised at the request of John Honeyball, Operations Director, EEC to give his sales team an overview of the application of the Sarnafil flat roof membrane. Using the Sika Sarnafil TSV (Technical Support vehicle) Brian McDonnell, North Applications Field Manager, Sika Sarnafil accompanied

by Bob Newall, Business Development Manager, Sika Roof Assured, gave the demonstration on the techniques used to apply the Sarnafil flat roof membrane. Members of the EEC team were invited to have a go at welding, with great levels of success. Ewen Maclean, Operations Manager at EEC said: “This was an opportunity for our sales team to invest in their product knowledge and understand the key differentiators between the Sarnafil membrane and other flat roof products. Our ethos is ‘making your dream home a reality’ and so it’s important for our sales team to understand the technical and aesthetic features of the membrane. A demo like this is so much more enlightening than looking at a piece of literature and helps us to sell the features and benefits to our customers.”

Bob Newall said: “A big thank you for EEC for giving us this golden opportunity to demonstrate the quality of the Sarnafil products and its expert application techniques face to face to their sales team. The audience could see for themselves why the Sika Sarnafil model is so different from competitor flat roof applications and how this gives them a unique selling proposition. One of the features of the Sarnafil flat roof membrane is that it can be applied in all weathers which was aptly demonstrated as it rained most of the day we were there!” If you are interested in becoming a Sika Roof Assured installer visit www. roofassured.co.uk/installer. For more information about EEC visit http://www. eechomeimprovements.co.uk/.

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NEW LOOK FOR

MYROOFLINEMATTERS.CO.UK Freefoam Building Products announce the launch of a new version of its consumer website myrooflinematters.co.uk. Working with web design agency Fusion Design the site has been given a fresh new look that incorporates features to make it faster for users to navigate the site and easier to find information. The site has been a great success since its launch in 2012 with Freefoam seeing a steady increase in traffic over the last 12 months but, as with many online projects, constant monitoring of site traffic, key word performance, visitor search preferences and feedback from users has highlighted areas for modification and improvement.

The new site features several key areas; ‘The roofline guide’ explains what roofline is, the products needed and the mechanics of how roofline is replaced. ‘The Freefoam solution’ highlights the benefits of using Freefoam products including long life guarantees, colour options and low lifetime costs. Using information from the database of satisfied customers Freefoam has also included testimonials from homeowners who have found the site useful and been pleased with completed work by Registered Installers. Analysis also showed that the online quote request form needed to be simpler so has been redesigned and streamlined to make the process as easy as possible for consumers.

The site is part of a much wider strategy to pull sales through the supply chain from consumers, to installers and ultimately stockists. This site is generating high quality qualified leads which result in business for installers and sales for stockists - it’s a win win situation!”

Louise Sanderson UK Marketing Executive explained “Our key aims were to simplify the customer journey and show how using myrooflinematters takes the hassle out of getting a quote for roofline work.” “The site is part of a much wider strategy to pull sales through the supply chain from consumers, to installers and ultimately

stockists. This site is generating high quality qualified leads which result in business for installers and sales for stockists - it’s a win win situation!” Tel: 01604 591110 www.freefoam.com

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FOCUS ON INSTALLERS

CONGRATULATIONS

TO THE FLYING SCOTSMEN! Freefoam Building Products would like to congratulate Craftsman Cladding, Freefoam Registered Installers based in Mauchline, who have just announced their best ever quarter results – up by 83% on last year. Craftsman Cladding are a well established and highly respected company offering PVC windows, doors, roofline, conservatory and flat roof installation across Scotland for both domestic and commercial customers. Founded in 1998 operating with two vans and four staff Craftsman Cladding have grown into a company with 35 employees and a project turnover of £3m this year. The company prides itself on using the best products, selecting suppliers that provide high quality products that offer customers guaranteed long lasting solutions for roofing, home improvement and commercial applications. Craftsman Cladding chose Freefoam as their roofline supplier, bought from local Freefoam stockist Central Plastics, for just these reasons and have become specialists in roofline installation throughout Scotland. David Stewart, Managing Director, explained “We’re obviously really pleased with these figures. We’ve seen a mixture of higher value sales and a higher volume of orders and have proved that selling and fitting quality products like Freefoam with long

lasting guarantees, offering expert advice and giving first class customer service meets the demands of todays market and results in success. Whilst we use the traditional marketing methods favoured by many home improvement companies – newspaper advertising, exhibition, telesales and garden signs - it’s the recommendations we get from satisfied customers that really help to fill our order book and have certainly played a big part in us achieving this impressive growth.”

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Colin St John, UK General Manager commented “In these tough economic times consumers have less disposable income and need to know that any investment in home improvements is going to last and give value for money. These figures by one of our busiest registered installers show how Freefoam’s quality and long lasting roofline range brings tangible benefits for installers.”

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September 2013 – The UK’s Leading Industry Newspaper

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TRADE COUNTER PARTNERSHIP CALL INTO YOUR NEAREST TRADE COUNTER AND ASK FOR THE BRANCH MANAGER’S LATEST SPECIAL DEALS! Visit each branch online to view current special offers: www.connect2nationalplastics.com

You can pick up a copy of Glass News from all of these trade counters! ABERCARN ROOFLINE

MERTHYR TYDFIL

TAMWORTH

BOGNOR

Unit 25, Abercarn Industrial Estate, Abercarn, Gwent, NP11 5EY

Unit 2, Merthyr Industrial Estate, Pant, Mid Glamorgan, CF48 2SS

Unit 6, Viking Park, Tame Valley Industrial Estate, Wilnecote, Tamworth, B77 5DU

Unit 8, Lees Yard, Lidset Road, Woodgate, Nr Chichester, West Sussex, PO20 3SU

T: 01495 248030 | F: 01495 240661 E: abercarn@nationalplastics.co.uk

T: 01685 377725 | F: 01685 377765

T: 01827 261616 | F: 01827 286558 E: tamworth@nationalplastics.co.uk

T: 01243 545558 | F: 01243 545220 E: masterglazebognor@nationalplastics. co.uk

Branch Manager: Glenn Collins

ABERCARN FRAMES Unit 23, Abercarn Industrial Estate, Abercarn, Gwent, NP11 5EY T: 01495 248469 | F: 01495 249611 E: masterglazeabercarn@nationalplastics.co.uk Branch Manager: Jason Bishop

MERTHYR TYDFIL FRAMES Unit 7, Pant Industrial Estate, Dowlals, Merthyr Tydfil, CF48 2SR T: 01685 383923 | F: 01685 373162 E: merthyr@nationalplastics.co.uk Branch Manager: Martin Rogers

NEWPORT

PYLE Unit 6, Village Farm Industrial Estate, Pyle, Mid Glamorgan, CF33 6BJ T: 01656 740444 | F: 01656 741111 E: pyle@nationalplastics.co.uk Branch Manager: Jim Baitup

SWANSEA Unit 2, Samlet Road, Llansamiet, Swansea, West Glamorgan, SA7 9AA T: 01792 790800 | F: 01792 790885 E: swansea@nationalplastics.co.uk Branch Manager: Paul Barfoot Branch Manager: Ben Pritchard (frames)

PONTYPRIDD Units 6 & 7, Maritime Workshops, Maritime Industrial Estate, Pontypridd, Mid Glamorgan, CF37 1NY

1a Adelaide Street, Crindau, Newport, Gwent, NP20 5NF T: 01633 266004 | F: 01633 221663 E: newport@nationalplastics.co.uk

Branch Manager: Eugene Miller

SHEFFIELD

Branch Manager: Stephen Groves Branch Manager: Kevin Seal (Frames)

Units 2 & 3, Riverside Park, Sheaf Gardens, Sheffield, S2 4BB

TAUNTON

T: 0114 2700788 | F: 0114 2729072 E: sheffield@nationalplastics.co.uk Branch Manager: Darryl Race

T: 01823 336762 | F: 01823 322625 E: taunton@nationalplastics.co.uk

STAFFORD

Branch Manager: Garry Sillet

Unit 4, Tollgate Court, Tollgate Drive, Tollgate Industrial Estate, Beaconside, Staffordshire, ST16 3HS

CORBY

Branch Manager: Claire Boden

Unit 1, Enterprise Court, Geddington Road, Corby, NN18 8ET

POOLE

Branch Manager: Colin Imms Branch Manager: Richard Bishop (frames)

T: 01536 262640 | F: 01536 400610 E: corby@nationalplastics.co.uk

Unit 5b Chalwyn Industrial Estate, St Clements Road, Poole, Dorset, BH12 4PE

EXETER

Branch Manager: Heather Bell

T: 01202 135478 | F: 01202 748367 E: poole@nationalplastics.co.uk

NEWCASTLE

Branch Manager: Ask for General Manager

Unit 8F, North Tyne Industrial Estate, Whitley Road, Longbenton, Newcastle Upon Tyne, NE12 9SZ T: 0191 2664100 | F: 0191 2159474 E: newcastle@nationalplastics.co.uk

T: 01392 365061 | F: 01392 365062 E: exeter@nationalplastics.co.uk

FASCIA BOARDS SOFFITS BOARDS EXTERNAL CLADDING ARCHITRAVES & TRIMS GUTTERING & FITTINGS DOWNPIPES & FITTINGS UNDERGROUND DRAINAGE SOIL,WASTE & PLUMBING DRY VERGE SYSTEMS DOOR CANOPIES & COLUMNS INTERIOR DOORS

Unit 3, Inkerman Street, Sunderland, Tyne and Wear, SR5 2BN

NATIONAL ROOFING

LOFT DOORS & LADDERS

WOLVERHAMPTON

CARDIFF

Unit 2, Planetary Industrial Estate, Planetary Road, Willenhall, West Midlands, WV13 3XA

PORTSMOUTH Unit B2, Mountbatten Business Park, Jackson Close, Farlington, Hampshire, PO6 1US T: 02392 386060 | F: 02392 206200 E: masterglazeportsmouth@nationalplastics.co.uk Branch Manager: Chris Northway

Unit 19, Abercarn Industrial Estate, Abercarn, Gwent, NP11 5EY T: 01495 245066 | F: 01495 248448 E: sales@nationalplastics.co.uk Branch Manager: Nick Meek

CHELTENHAM – NEW BRANCH

EPDM RUBBER ROOFING GARDEN PRODUCTS RUBBERLOK SAFETY TILES

T: 01242 269674 | F: 01242 256350 E: cheltenham@nationalplastics.co.uk

PVC SKIRTING BOARDS

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FIXINGS,TOOLS & ACCESSORIES

Unit Y2, Kingsditch Trade Park, Kingsditch, Cheltenham, GL51 9PB

Branch Manager: Graham Voyle

Conservatory roofs

WALL & CEILING PANELS

Branch Manager: Paul Newman

Branch Manager: Jaz Mand

Unit 4, Apple Lane, Trade City, Exeter, EX2 5GL

Door frames

SUNDERLAND

Branch Manager: Chris Devitt Branch Manager: John Humble (frames)

T: 01902 305937 | F: 01902 305802 E: westbromwich@nationalplastics.co.uk

T: 01934 415231 | F: 01934 635085 E: weston@nationalplastics.co.uk

Window frames

Branch Manager: Simon Long Branch Manager: Paul Sansom (frames)

Branch Manager: Paul Worth

Branch Manager: Neil Baldwin

46 Gazelle Road, Weston-Super-Mare, Somerset, BS24 9ES

T: 01785 240298 | F: 01785 211747 E: stafford@nationalplastics.co.uk

T: 01443 486511 | F: 01443 491631 E: pontypridd@nationalplastics.co.uk

T: 029 20485055 | F: 029 20452353 E: cardiff@nationalplastics.co.uk

WESTON SUPER MARE

Branch Manager: Andrew Parnell

T: 0191 5493311 | F: 0191 5498282 E: sunderland@nationalplastics.co.uk

Unit 3, Ipswich Road, Penylan, South Glamorgan, CF23 9AQ

Unit 10, Priority Way Industrial Estate, Taunton, TA1 2AL

NATIONAL PLASTICS STOCK:

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ALUMINIUM

KESTREL GIVES CUSTOMERS

THE CHOICE OF LOGIKAL SOFTWARE

Birmingham based Kestrel Aluminium Systems has become the latest supplier to make its databases available in the market leading LogiKal software system, alongside its existing Soft Tech V6 option. The move means existing users of Business Micros Aluminium’s LogiKal software can now add Kestrel profiles to their product portfolio with minimal changes to their software set up. Similarly, fabricators already manufacturing shopfronts, curtain walling, doors and windows in Kestrel profiles and using V6 for processing and estimating can now benefit from the additional capabilities of LogiKal. Dean Hodges, Managing Director of Business Micros Aluminium says that, for systems companies like Kestrel who are now offering their databases in LogiKal, it is all about giving customers greater choice. He says: “Increasingly, we’re seeing a shift amongst suppliers to partner with us so that their customers can choose the manufacturing and processing set up which is right for them. We now offer more than 25 system databases within LogiKal which means that fabricators always have the option of using the software which meets the specific requirements of their business.” “LogiKal is very much a complete package encompassing everything from estimating and quotations to procurement, production and even CNC and standard machining links; and systems companies are recognising that more

We now offer more than 25 system databases within LogiKal which means that fabricators always have the option of using the software which meets the specific requirements of their business.”

and more fabricators want to apply that single solution not just across all the functions within their business but also across all the separate profile systems they fabricate. Many also want to be able to expand the scope of their software in the future and of course LogiKal gives them the potential to be able to do that.” The tie up with Kestrel is the result of a yearlong project by Business Micros Aluminium to put together a comprehensive database which satisfies Kestrel’s requirements and also delivers a satisfying customer experience in use. Importantly, Business Micros Aluminium has ensured that the Kestrel database behaves in the same way as other databases within the software so that fabricators already using LogiKal can, for example, process a bi-fold door or a shopfront in Kestrel profile exactly as they would in any other system. Business Micros Aluminium will be providing support on line, on the phone and in person to Kestrel customers who want to switch to LogiKal or run the software alongside V6 to ensure that they maximise its benefits. Business Micros Aluminium also now has Smarts and Comar databases available within LogiKal for companies fabricating a mix of products in multiple systems who want to use a single software package, or who require the CNC functionality which it offers. LogiKal, for example, links to a vast range of machines enabling users to build CNC preps as the positions are processed and potentially to manage and control CNC functions at the point of design. There is no requirement to create machining macros, instead LogiKal creates integrated CNC preps for each project. Customers can receive the very latest updates on Business Micros’ partnerships via the website at www.bmaluminium.co.uk or via Twitter @BMAluminium.

Unprecedented growth sparks employment drive at specialist aluminium fabricator A leading specialist aluminium fabricator is on an employment drive, as it experiences unprecedented levels of growth. CDW Systems has employed four new fulltime members of staff over the last three months, and across the whole group now employ 70 people in total. In the second quarter of 2013 the Office for National Statistics (ONS) reported that the UK economy grew by 0.6 per cent, with the construction industry itself experiencing a sharp rise of 0.9% compared with the first quarter of 2013 when output was at its lowest level since 2001. CDW Systems Managing Director Jerry Webb says that the Gloucester based company’s employment drive symbolises the recent economic optimism across the UK. He says: “In February we experienced a record month of trading – with turnover reaching £600k during this period alone. Sales have remained strong since then and we are trading through a real purple patch. Jerry continues: “It was interesting to see the positive economic figures published recently and we are quietly confident of increasing activity and demand across our product range. We’ve been seeing growth for some time now so it’s positive to see headline data for the manufacturing and construction industry demonstrating this.” CDW Systems’ new recruits will be working in logistics and fabrication. According to Jerry the new employees will go through a period of training to ensure they are skilled across all product lines.

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“It was interesting to see the positive economic figures published recently and we are quietly confident of increasing activity and demand across our product range. We’ve been seeing growth for some time now so it’s positive to see headline data for the manufacturing and construction industry demonstrating this.” He comments: “We equip all our staff with the knowledge and expertise they need to be skilled across all our product lines. That way if there is an increase in demand for bi-folding doors for example and a dip in VS’s, we can respond effectively to peaks and troughs.” CDW Systems have been in business for twenty-one years and manufacture and supply a wide range of windows, doors, shop fronts and curtain walling using some of the leading aluminium profile systems on the market today including Smarts and SAPA. The specialist aluminium fabricator brings to market new products yearly; and over the coming months will be officially rolling out its new PassivHaus approved patio door that can accommodate up to 4000 kg of glass. For more information call CDW Systems on 01452 414853or visit www.cdwsystems.co.uk.

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ALUMINIUM

Country goes to work on

energy efficiency

Jeff Pearson, sales director of Jack Aluminium, talks about how the upturn in the economy is good for construction.

Despite the tough economic climate, it seems the recession is lifting. News from Bovis Homes shows there’s increased movement and profit in the housing market. This ties in with the latest reports from the British Chamber of Commerce that confirms businesses are starting to show confidence.

and lessened the speed of change. The next round of changes to Building Regulations for thermal efficiency has been put back to 2014. It’s actually rising energy bills that are forcing businesses, developers and suppliers to re-evaluate what needs to be done now to mitigate increasing energy costs. Changing the way we

Many are getting the message. The 17 winning buildings in the 2013 BREEAM Awards reflect just how capable the industry is on delivering sustainable projects. BREEAM is the World’s leading design and assessment method for sustainable building design, construction and operation and has become one of the most comprehensive and widely recognised measures of a building's environmental performance. Since 1998 BREEAM has certified more than 250,000 buildings and last year was a record year for BREEAM registrations and certifications.

This confidence in the market was echoed in the construction industry and in glazing with FENSA reporting the best quarter since 2010 for installation of replacement windows and doors in domestic properties. There were three successive months of growth for the first time since the recession hit in 2007.

While the number of BREEAM projects is up, this still accounts for only a small proportion of projects. The reality is that many commercial products currently focus on achieving minimum Building Regulations rather than providing higher thermal efficiency to save energy, so there’s a real case of catch up required for new and refurbishment projects.

Construction has always been a good barometer for the economy. It is first to react to downturn and last to react on the way back up. However, the recent rise is tempered by pressures on profitability and budgets for developers and contractors. There’s no leeway in margins. The government has been trying to increase the efficiency of buildings through Building Regulations and minimum requirements on Energy Performance Certificates. But, with massive strain on the construction industry, the Government stepped back from its commitment to zero carbon buildings

adapt buildings and build new properties could help businesses reap financial rewards and savings in the future.

Jeff Pearson.

One area that’s particularly difficult for reducing heat loss is high usage doors that are subject to bigger volumes of pedestrian traffic. Constantly opening and closing doors does create a problem for maintaining heat in buildings so they are fitted with auto opening and closing controls and usually open into a draught lobby. There are plenty of places they’re needed: public buildings including hospitals, schools and colleges; apartment and office blocks; art galleries; and hotel lobbies. The requirement of Building Regulations means the minimum 3.5 W/m2K U-values for a high usage doors is woefully inadequate. With more open plan designs, there’s an increasing requirement to maintain a more constant temperature in lobbies. Many high usage doors open into occupied spaces such as office reception areas. Adding higher levels of thermal efficiency when doors are closed is important to reduce heat loss – especially when for large parts of the day and night these doors remain shut. To tackle the heat loss problem Jack Aluminium designed Jack Door TD 68 its new high usage door to provide excellent thermal efficiency using a thermally broken threshold to help achieve a U-value down to 1.7 W/m2K. With Jack Door TD 68 thermal performance doesn’t come at premium prices. Cost effective fabrication and minimum waste means developers and suppliers get everything they need to keep in budget and ongoing reduced energy costs. The impressive door has been installed in many projects in the UK. It recently featured in the highly energy efficient Co-operative Academy of Stoke-onTrent in Tunstall. The development of cost effective energy efficient products like the Jack Door TD 68 is what is needed to support the industry to improve the thermal performance of buildings without adding cost and continuing to go to work on energy efficiency in Britain into the next quarter.

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ALUMINIUM

Accentuate

the positive The recent Council for Aluminium in Building State of Trade Survey makes for positive reading for those working with aluminium in the construction industry. Here, Alan Robinson, director of specialist aluminium door and window fabricator, Alumen, takes a look at why the material has become so popular in the window industry. Aluminium is currently one of the most widely specified metals in UK buildings and shows no signs of slowing down in popularity. In fact, 73% of respondents in the Council for Aluminium in Building’s Quarter 2, 2013 State of Trade Survey actually predict sales growth in the next quarter, with a further 64% expecting some growth in the next 12 months – up from 50% in Quarter 1. This is particularly prevalent in the window and door industry, which has seen demand for aluminium profile increase dramatically in recent years. So, what are the benefits of aluminium, and why should you be offering it as an option to your customers? Well, for a start, its light weight nature makes aluminium a fantastic material to work with in terms of handling, and it places less of a load on the bearing structure of a building. It is also strong and durable enough to reduce long term maintenance, even in coastal areas or locations with difficult weather conditions, and should it not be required any longer, it is one of the easiest materials to recycle and re-use. In terms of kerb appeal – an area of particular interest to your customers – its ability to accept a variety of surface finishes means that they can chose just about any look they want.

with the creation of an additional room providing that much needed extra living space.

Bi-folding doors make this extra space much more flexible, as they can provide a 90% opening onto a conservatory or garden room. They also allow maximum natural light into the building, which can help promote wellbeing over artificial lighting. In the era of the green agenda, your customers will also want to know about the doors’ efficiency credential, and you can tell them with confidence that bi-folds have something to offer. The allowance of more sunlight into a building increases the temperature inside, helping to reduce energy bills, and with the strides by manufacturers to control solar gain, homeowners and workers can control the amount of sunlight to suit them. Going back to the element of choice, we offer both Schueco and SMART Systems aluminium bi-folding door systems. SMART is one of the most popular choices for the domestic market due and SCHUECO is renowned for its energy efficient technology, so we are proud to be one of the few fabricators to offer a choice of both systems. By partnering with us, you can also benefit from our in-house expert advice on the right product for the right application. Installers wishing to benefit from these products can call on the Alumen’s extensive technical expertise, and the company

offers a supply only or complete supply and installation service with full 10-year guarantee through sister company GRP Designs. Alumen can also manufacture or supply complementary aluminium products including aluminium windows, sliding doors, contemporary doors, rooflights, and conservatory roofs. If you are looking to take advantage of a still potentially lucrative sector in our market, contact Alumen today. The company is keen to partner with proactive installation companies across the UK so if you are interested in growing your sales with the support of the Alumen door and window brand, call us on: 01536 312939 or visit: www.alumen.co.uk.

It is this element of choice that we believe is key when offering aluminium, and we know this because of the demand we have seen first-hand for our diverse range of aluminium products, manufactured in a choice of two fantastic profiles. In terms of key trends for aluminium, the area where we have certainly seen the highest growth has been alumnium folding and sliding doors in conservatories, orangeries and garden rooms. This is largely due to the still rising improvement of existing homes, as many people decide to improve rather than move,

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DOORS

CUSTOMADE PACKS New Wave Door’s A PUNCH IN BI-FOLDS 50mph sales pitch The Customade Group has developed a package to help its customers maximise the potential of the growing bi-fold doors market. The package covers the Visofold 1000 internally beaded 70mm system from Smart Architectural Aluminium and ensures that Customade’s customers have access to the best quality, service, support and price on every bi-fold door they buy from the company. The package provides a fast 10 day delivery on doors in popular ‘off the shelf ’ stock colours - white, anthracite grey and black - and access to showroom support and display models of the bi-fold doors. And as one of Smart’s largest manufacturers with more than 30 years experience in aluminium fabrication, Customade is also offering some superb special rates on both glazed and unglazed bi-folds. Andy Thomas, Customade’s sales and marketing director, says: “There has been a huge boom in bi-fold doors and we want to help our customers maximise on the opportunity. We are passionate about getting it right in every area; from offering the right product at the right quality and price, to providing the right support to help our customers make a sale. We know there are

companies out there that are promising shorter delivery timescales on bi-fold doors, but quality is essential to us. A 10 day lead time from receipt of order to next delivery day means that we can provide a product quickly, but critically at the best manufactured standard.” The Visofold 1000 door is available in many different opening configurations and it features a number of threshold options, including a Part M compliant low threshold. Multipoint locks feature on the main opening sashes, whilst the floating mullions benefit from shootbolt locking mechanisms. Designed with energy efficiency in mind, the door comes with a wide choice of glass options from trusted names like Pilkington and Saint Gobain. Standard units are Argon filled to achieve a U-value of 1.2 W/m2K. There is also a self clean

glass option, solar control option and a triple glazed option, capable of achieving a U-value of 1.1/0.9 and 0.7 W/m2K. Customade was established in 1979 and offers a comprehensive range of bi-folding aluminium doors and commercial products, including the Visofold 1000 door and Visoglide patio door. The £20 million turnover Customade Group, which employs 230 people, also includes Atlas Glazed Roof Solutions, the Bi-Fold Shop, Fineline Aluminium, which supplies designer architectural aluminium products with very slim sight lines, and Hourglass Seal, which manufactures glass and sealed units. For further information on the Right First Time package and Customade’s bi-folds doors, please contact Customade’s marketing hotline on 0800 0094 203 or visit www.customade.co.uk.

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Who said road works are a bad thing? Kevin Harvey, Managing Director of New Wave Doors explains: “I was very surprised to see the passenger of a car travelling next to me on the M62 taking photographs of our liveried demonstration van. Then he shouted to ask me: ‘So what do your doors do that bi-folds don’t?’ referring to the sales line on the side of our van. We both left at the M1 motorway junction. Then, while waiting in the traffic the driver opened his window and explained he was a builder from Preston and was very interested to see the doors in action. We’ve since made an appointment to take the van to him for a full demonstration.

“The eye catching livery and the sales line have been really effective.” Kevin confirmed. “People have flagged me down on High Streets and zebra crossings, and asked me in car parks where they can buy the door. We have a number of other vehicles on order which will arrive soon, so we can spread the word.” If you would like the New Wave mobile showroom to visit you, so you can see what New Wave Doors can do for your sales, call Kevin today on 07896 152433.

New Wave 50mph sales pitch

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A SWATCH FOR ALL COLOURS Solidor have just launched a new 6 page colour swatch for consumers and the trade, to promote their range of 17 internal and external colours for their second generation composite doors. The new brochure also promotes the consumer initiative “Sounds Like A Solidor’ and encourages consumers to take the Solidor ‘Knock Test.’ The key point being that their composite doors are based on proven and fully sustainable solid timber cores, unlike the GRP composite doors which are filled with an environmentally unfriendly foam.

brand, the company feels that such support tools are helping their customers generate greater margins and more sales and this is reflected in the fact that they are now the fastest growing company in the composite door sector. Gareth Mobley, managing director of Solidor Group comments: ‘This new colour swatch along with the all new brochure will help the consumer to identify the colours that they really want on their doors inside and out, rather than be limited

Within the 6 page consumer brochure there’s a sample of each of the 17 colours which are split into the standard range, premium range and luxury range. Some of the exciting new finishes include Mocha woodgrain, French Grey and most recently Rich Aubergine. As a pioneering

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The selling power of a striking vehicle livery and a powerful sales line on New Wave’s mobile showroom has been proven once again – on the M62 motorway at 50mph! The demonstration van contains New Wave’s Slide & Swing door which is on permanent tour demonstrating the door’s unique benefits to fabricators and installers across the country.

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to just a few options. It’s also a window grade foil rather than a stain or paint finish another key feature of our products.’ For a copy of their latest colour swatch or to find out more about their Recommended Installer scheme then log on to www. solidor.co.uk, call 01782 847300 or e-mail enquiries@ solidor.co.uk. To keep up to date with all of their developments follow them on Twitter @solidorltd or look them up on Facebook.

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DOORS HURST UNVEILS MAJOR ADVANCES WITH

NEW WEBSITE

Hurst Plastics has unveiled a brand new website which has been created to bring an array of functions to both the trade user and homeowner on a PC, tablet or Smart phone.

Designed to be even easier to navigate and use, the new website provides trade users with quick and easy access to the complete suite of Hurst brochures as well as a wealth of product information. The site features a host of downloads, including technical data and certification, as well as the full Hurst image library. The biggest advance with the website however, is the greatly enhanced trade section, which every Hurst door supplier or installer now has automatic access to. At the heart of this section is the brand new ‘Hurst Live’ tool which has been designed to be the ultimate resource for Hurst customers. The technology provides instant access to current live information, such as order status, personalised pricing and technical downloads. Customers can even place their door orders direct online and gain access to their full order history from the last two years. Mark Atkinson, Hurst Plastics’ sales director, says: “We are really proud of this new website which is the result of months of

intensive development. Our customers’ needs were naturally our priority at every stage. Having listened to them, we knew they wanted a website that’s easy to use, provides interactive live information and the flexibility to access it on tablets and Smart phones whilst they’re on the move. This website does just that and early reports from customers have been very positive indeed.” The website also provides access to Hurst’s popular WindowCAD door builder software. This innovative tool allows homeowners to design and personalise their own composite door and even see how it will look on their own home. This acts as an effective lead generation tool for Hurst’s existing trade partners by enabling homeowners to request quotations for specific products of interest and source details of their local Hurst door supplier. All enquiries are immediately forwarded to Hurst’s local trading partners.

If you are an existing Hurst customer and would like a demonstration on the new website, or if you are interested in becoming a Hurst trade partner, then please contact Hurst on 01482 790790. Hurst Plastics is one of the UK’s leading manufacturers of high quality PVC-U door panels, infill panels, composite doors and associated laminated products. Products are manufactured at Hurst’s 50,000 square foot purpose built factory in Kingstonupon-Hull and supplied to both the domestic and commercial markets throughout the UK and Europe. Hurst Plastics is a member of the Hurst Group, which was established 40 years ago. With expertise in joinery, building services, ceilings and flooring, the Group is recognised as a major force in the contracting and glazing industries.

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Tel: 01482 790790 www.hurst-plastics.co.uk

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DOORS

COMPLETE COVER FROM FRAMEXPRESS

The diversity of colour choice and product options recently secured frameXpress a contract to supply a series of bi-folding doors and composite door for a striking project in Hertfordshire.

A prestigious property recently required the complete renovation of a Pool House which needed to be linked directly to the main property. It was essential for this £31,000 contract to provide thermal insulation as well as aesthetic blending with the existing home. The property had recently been renovated to include Chartwell Green windows and doors, a theme which the homeowner wished to maintain for the Pool House enclosure. The renovated Pool House has been altered to the highest standards using products entirely from the frameXpress range. The installation is considered a major investment to give complete cover around the property whilst at the same time improving the overall appearance of the existing home, which is expected to add substantial value. Having reviewed the market the homeowners had stipulated that only the best performance products were to be installed. The Pool House now benefits from vast light and soundproofing thanks to the installation of thermally efficient products from the frameXpress portfolio. The diversity of the frameXpress range has been encouraging customers to develop their business potential, and giving them broader scope to develop into more diverse sectors of

This gives our customers clear advantages, giving them scope to add touches of distinction at affordable prices. However, our customers need more than that and we are proud of the support services we can offer for high spec tailored projects.” the building and renovation markets. Ian Davis, Sales Manager at frameXpress comments, “For bespoke refurbishment projects such as this, our broad choice of products has become very popular. This gives our customers clear advantages, giving them scope to add touches of distinction at affordable prices. However, our customers need more than that and we are proud of the support services we can offer for high spec tailored projects.” The frameXpress team works diligently on all sized

projects, to ensure that customers get the quality products they ordered in the shortest time and to suit their schedules. The Midlands based fabricator has seen steady growth in both the domestic and commercial markets over the last 12 months across the UK. Senior management believe that positive results have been realised through consistent quality care which the team considers vital to their continued success. Ian Davis, continues, “Individual projects such as this have become a growth market area, with homeowners realising the benefits of high performance products. Renovations have become big business as the end user is now quickly grasping that they can aspire to more and achieve their dream home by adapting and developing their existing properties.” He concludes, “Increasingly the consumer is driving market now and supplying to their demands through variety and performance is key to increasing sales and gaining referrals for everyone in an aggressive market.”

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Tel: 01952 581100

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September 2013 – The UK’s Leading Industry Newspaper

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DOORS

Everglade Windows’

customers add Solidor sales Everglade Windows, the number one fabricator for installer support, is backing Solidor’s recommendation scheme and customers are already seeing the benefits. Adeel Shahid MD of Green Conservatories sold his first door from a free Solidor sales lead just one week after Everglade Windows put him forward for the scheme. Everglade Windows’ Fortis timber core doors are engineered by Solidor. Fortis doors offer installers a number of additional benefits. As a main Kommerling fabricator Everglade Windows can supply perfectly matching side or top light frames for even the most complicated job. Fortis is available in a big selection of traditional and contemporary door styles and the large colour range includes new Rich Aubergine, an industry first. There’s also a Secured by Design option. Green Conservatories was given a Premium Installer listing on Solidor’s website by adding a Fortis timber core door to its showroom. Everglade Windows supplied the door at a heavily discounted price and provided extra marketing support including bespoke Fortis door retail brochures. “Putting a top of the range Fortis door in our showroom

Be inspired with

Phoenix Door Panels’ new Continental Collection Taking contemporary composite door design to fresh heights is the sophisticated new Continental Collection from Phoenix Door Panels, part of Masco UK Window Group Ltd. Developed and manufactured at their Cambridgeshire-based site, the speciallydesigned GRP composite doors feature a variety of glazing aperture shapes and positions to give a refreshing twist on conventional styles. A wide choice of modern glazing designs have also been introduced to complement the subtle and understated appearance of the new door range, inspired by European design styles and launched in response to rising customer demand. As well as the traditional red, blue, green and black colour options, Phoenix can offer a choice of softer shades, such as Chartwell Green, Dove Grey and Duck Egg Blue, which are becoming increasingly popular.

made a big difference” says Adeel. “Sales are way up on last year, the sales leads from Solidor are working well and we sold two doors from them in the first month.” Jay Patel, Everglade Windows’ sales & marketing director adds: “Green Conservatories is a brilliant example of why sales of Fortis timber core doors have grown so much. Like many customers Adeel has reacted to the changing market and is moving his

business forward as a result.” Everglade Windows has a close relationship with Solidor. Its MD Gareth Mobley says: “The Solidor installer network is attracting professional companies like Green Conservatories and it’s great to be working alongside Everglade Windows as we develop the scheme.”

Stylish new hardware continues the Continental-influenced theme, with elegant D-shaped, full-length straight, offset and arched chrome door handles reinforcing a strong entrance door statement for the home. A new standalone brochure to accompany the range will be available from September. According to Haydon Statham, National Sales Manager at Phoenix Door Panels, the wider acceptance of composite doors is reflected by the broader range of property types into which they are being installed. “Consequently there is a need in the market for these ‘Continental’ styles, as we call

Tel: 020 8998 8775 www.evergladetrade.co.uk

them, which satisfy changing consumer preferences for more conceptual or contemporary styles to match their lifestyle choices,” says Haydon. Phoenix Door Panels has also incorporated advances in locking mechanisms into their new composite door range. Customers can specify the Winkhaus AV2 Heritage Door Lock with its convenient and discreet automatic multi-point locking system, which does not rely on an external lever handle to operate the locking points. The AV2 Heritage Locking System uses a euro profile locking cylinder at a similar height to a traditional round cylinder pull and the lock is operated automatically as soon as the door is closed. The lock can be deadlocked or opened externally by turning the key a quarter of a turn. From the inside the door can be opened by an internal thumb turn, again with a quarter turn. “In some parts of the country, purchasers don’t want a door handle on the outside of their door and instead prefer traditionallooking rim latches on their composite doors. This new lock achieves that, with the benefit of high-security, multi-point locking,” continues Haydon. “With our new Continental Collection of GRP composite doors, we believe we can offer a genuine 21st Century product that fully delivers in terms of aesthetics, security and reliable performance. With their sharp, neat clean lines, I’m sold on our new doors – and I think our customers will be too!” Contact Phoenix Door Panels on 01487 740469, email info@phoenixdoorpanels.co.uk or visit the website at www.phoenixdoorpanels.co.uk.

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Continental range.

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CALENDAR OF EVENTS

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September 2013 – The UK’s Leading Industry Newspaper

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HARDWARE & SECURITY

Carl F A COMPETITIVE MARKET Groupco secures KAT UK hardware contract

DARE TO BE DIFFERENT IN In a competitive market, when margins are tight, it is tempting to look at ways of taking out cost to offer customers the keenest prices. Group Sales Director Clare O’Hara of security hardware specialists ERA, part of Grouphomesafe, suggests, however, that choosing components on price alone could be a false economy and explains why quality and performance rather than price can be the strongest sales message. While cutting costs by offering cheaper window and door hardware might drive your initial price down, will it ultimately deliver value to the end user? Probably not. Businesses that sell on price alone, constantly cutting costs to keep ahead of the competition run the dual risk of reducing their margins to an unsustainable degree and adding to their operational costs with re-visits to rectify faults and problems.

Legislation and insurance requirements dictate minimum standards of security in window and door hardware, but why settle for offering only the minimum? Customers may take the energy performance of replacement doors and windows as read, but are they as aware of the different levels of security they can achieve for their homes with the right hardware? Security is a compelling sales message and offering high-security products is an excellent way of adding value to what, for the customer, is a significant investment. The message could be as simple as ‘your home is only as secure as its weakest lock’. Offering fabricators and installers the opportunity to add value and differentiate has been the key driver behind the development of ERA’s growing range of high-security products. Our aim has been to offer the market a suite of products that will meet the most stringent security requirements and enable them to fabricate doorsets and window systems to Secured by Design standards, ensuring that customers have the best available security solution. An example of this is ERA’s latest high-security window lock, branded Fortress, which has brought multi-point door-locking technology to windows. Other ERA products that carry the high-security message include the Vectis Plus cylinder-free range that eliminates the security problems associated with standard euro cylinders, highsecurity handles and, of course, the first Kitemarked range of multi-point locks.

One of the benefits of using acccredited premium products is that you can demonstrate their credentials to your customers by explaining the requirements of the standards they are designed to meet, the performance tests they have undergone and the type of attack they are designed to deter. Showing a keen awareness of the need for security and an-depth knowledge of the products that can help keep a home secure creates an additional dimension to your sales message and demonstrates to your customer the ways in which you can add value to their installation.

There are other very strong arguments for choosing quality over price. Welldesigned, well-manufactured hardware will deliver a long service life. It is more robust and will do the job it is designed to do reliably, time after time. This means peace of mind for the customer – and also means that you won’t be faced with costly call-outs to rectify problems or replace faulty items. As well as a trouble-free service life, a well-designed component will make life easier during fabrication and installation. Using the ERA Fortress window lock as an example, it uses fully retractable double hook locking technology to create a high-security window without the need for shootbolts. These ‘Bear Grip’ hooks add the extra performance needed to exceed British Standards for windows; such that it stands up to the equivalent door lock tests. It’s construction is designed to minimise fabrication time and make it quick and easy to build a window. And for installers, the lock is designed to make on-site adustments easy from inside the property. The overall aim is to negate chances of costly call backs. On the other side of the coin, hardware that is fiddly to fit and set up adds to fabrication and installation time and erodes any savings you may have made by buying a cheaper item. With something as apparently simple as a hinge, you can add value by offering a robust, reliable product designed with security in mind or you can opt for a cheaper alternative that comes, literally, as a bag of bits that takes time to assemble and has no inherent security. The latter might be cheaper to buy, but it will need extra time during fabrication and installation and, if it fails to do the job, increase the risk of furture call-outs.

into choosing products based on price alone. Constantly looking to reduce input costs can only impact negatively on the quality of the finished product, which inevitably leads to a downward spiral. If you take a different approach and select hardware products on the basis of the value they add to your sales proposition and the benefits they bring to your customers, you will be able to stand out from the competition. While price may continue to drive some consumer purchasing decisions, few customers would willingly compromise the security of their home – or the value of the investment they are making in replacement doors and windows. Daring to be different by offering premium products that enhance both the security and aesthetics of an installation can help you meet – even exceed – customer expectations, building your reputation and leading to more business by recommendation. Differentiation is the way to raise the game in a competitive market – offering something better, rather than cheaper, than the competition. For further information on ERA products, visit www.era-security.com, or to find out more about Grouphomesafe brands and products visit www.grouphomesafe.com.

Operating in a price-based market has many pitfalls and can drive businesses

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KAT UK has selected Carl F Groupco to supply all inline patio hardware products. Drawing on the benefits of its independent distributor status, Carl F Groupco has sourced the best components to suit KAT UK’s demanding requirements from a select range of leading manufacturers.

Supporting KAT UK’s focus on environmental responsibility, Carl F Groupco has adopted a Kanban packaging system which reduces waste and simplifies the ordering process. Orders are delivered weekly using customised, reuseable packaging designed to reduce the carbon footprint. Market leading products supplied include 6 and 8 hook inline patio locks, robust and sleek patio handles, stainless steel patio wheel sets and Carl F Groupco’s branded CFG profile cylinder.

Carol Sherlock, Operations Director at KAT UK comments: “It was a big decision for us to change supplier for this hardware contract, a decision based on price, quality and service.” “It is also vital for us to have a strong relationship with our major suppliers, something both companies have worked hard to achieve over the last 12 months.” KAT UK specialises in aluminium timber and uPVC fabrication: products supplied include bi-fold and sliding patio doors plus PVC sash and aluminium casement windows. Tel: 01733 393330 www.carlfgroupco.co.uk

KAT UK has selected Carl F Groupco to supply all inline patio hardware products.

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“Orders are delivered weekly using customised, reuseable packaging designed to reduce the carbon footprint.”

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September 2013 – The UK’s Leading Industry Newspaper

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HARDWARE & SECURITY

Trojan does it once again Schlosser

Trojan’s reputation and growth has been built on the design innovation of its products. A perfect example of this is shown in the sales of its stainless steel letterplates. In only 12 months, sales of the letterplate have leapt from 5,000 units per month to over 50,000 per month.

Trojan Group Managing Director Tony Chadwick says, “The stainless steel letterplate was carefully designed to offer multiple design improvements and its success demonstrates how much the market values those improvements.” So what makes the stainless steel letterplate so different from other letterplates on the market? As always with Trojan, there are improvements right across the board.

Technik

Firstly, it was one of the first “postman-friendly” letterplates on the market. The intelligent design and attention to detail means that a Trojan letterplate can easily be opened even when the postman is wearing thick gloves in winter.

The stainless steel construction of the product also offers clear benefits thanks to its superb corrosion resistance. It is becoming increasingly clear that traditional zincbased hardware products simply don’t perform well enough in our increasingly harsh winters and coastal environments. As failure rates on these products increase, the stainless steel alternative looks increasingly attractive – something that the massive increase in sales of Trojan’s stainless steel

a product portfolio targeted at the maintenance & repair sector

range last year proves. The stainless steel letterplate gives homeowners a product that looks good, performs well and comes with a 25 year guarantee to prove it. Finally, installers also benefit with a genuinely “fit and forget” solution. The letterplate is easy to install and, thanks to the stainless steel construction, costly recalls and site visits as a result of product failure are extremely unlikely.

When it comes to hardware, only three things matter: aesthetics, performance and price. Trojan’s stainless steel letter is beautiful to look at, is guaranteed for 25 years and is competitively priced with three price options, so can be used on all projects from budget to premium. It’s perhaps no wonder that sales have leapt so dramatically in the past year! Tel: 01922 713 933 www.trojangroup.com

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MAX6MUM SECURITY has a handle on security UAP Limited launches a two star door handle from MAX6MUM SECURITY, the affordable high security hardware brand for homeowners, to combat lock and handle snapping. The new MAX6MUM SECURITY handle has passed thorough testing to achieve a two star TS 007; 2012 rating. This means that combined with the one star UAP+ Euro cylinder lock the handle gives an affordable way to the highest three star security rating. “MAX6MUM SECURITY’s new handle is designed to stop advanced attack methods used by today’s burglars,” says David Jennings, MD for UAP Limited. “An integrated cylinder guard resists drilling attacks and self-adhesive backing tabs tackle further attack and water penetration

damage. The tabs we added have also made the handle quick and easy to fit.” This new handle is available as part of The Colour Match Solution range of suited door hardware and for areas with high salt levels, such as coastal regions, or high pollution there is UAP’s Nanocoast range to protect against corrosion. David adds: “Burglars are finding new ways to break in to homes through techniques posted on the internet, so we have to find ways to stop them. We’ve been working with expert locksmiths, to design the MAX6MUM SECURITY range and the new two star handle is one of our innovative ways to stop new lock attacks from working.”

testament to the strength and quality of the range. With a number of new and exciting products to be introduced to the portfolio in the near future, we are encouraging potential distributors to come on board as soon as possible.”

The Product range includes the 'Ultimate Cylinder' which features snap-safe, pick-safe and drill-safe technology and is rapidly becoming one of the UK's most popular entry level anti-snap lock cylinders. The range also includes a range of essential every day products targeted at the maintenance engineer, including sash blockers, winbags, escutcheons and repair plates, TCT drill bits and the very successful Schlosser Cable Restrictor which is taking the UK market by storm thanks to its patented handle fit design.

If you are a potential distributor or fabricator and are interested in Schlosser Technik or any of Security Hardware's products, please get in touch on 01902 607 232.

Specialising in the maintenance and repair sector, Security Hardware became the main UK distributor for Schlosser Technik products in January 2013. Commenting on the success of Schlosser Technik, Nigel Ridgway - Managing Director said: “Schlosser Technik is a unique portfolio targeted directly at the maintenance and repair sector. The range presents our distribution partners with a unique brand identity and the maintenance engineer with a best value solution for property repairs. The positive feedback we've received from our distributors is a true

Tel: 0161 796 7268 www.uapcorporate.com

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As one of the UK's leading suppliers of UPVC Door & Window Hardware, Security Hardware has enjoyed a recent upturn thanks to the introduction of the Schlosser Technik product portfolio.

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The full Schlosser Technik range along with 1000's of UPVC Door & Window Hardware products and parts is available to view and purchase online at: www. security-hardware.co.uk. For the best trade prices, please sign up for an online trade account.

The range presents our distribution partners with a unique brand identity and the maintenance engineer with a best value solution for property repairs. The positive feedback we’ve received from our distributors is a true testament to the strength and quality of the range.”

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September 2013 – The UK’s Leading Industry Newspaper

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HARDWARE & SECURITY

If you own a glass shop, a showroom, a trade counter or a depot…

read on!

There are many options available to you if you are the owner of a glass shop, a showroom, a trade counter or a depot and are looking for new opportunities. Perhaps the most exciting, the most cost effective, and the most profitable opportunity at the minute is to become an MPL Approved Stockist. MPL is a supplier of all the multi-point locks the industry has ever seen…

As the name would suggest MPL is a supplier of multi-point locks; more accurately they are a supplier of all the multi-point locks the industry has ever seen, with an incredible range of stock unrivalled in their field. Their business is very simple, to supply replacements door locks ( along with window hardware) to the industry for where original installations have broken down or are at the end of their natural life-cycle and need replacing.

The replacement lock market is one of the fastest growing sectors in the industry… Graham Jones Managing Director of MPL explains “the replacement lock market is one of the fastest growing sectors in the industry. At our existing trade counters and via our

internet sales we continue to see a rapidly rising trend towards people needing to replace their door and window hardware due to failure and breakdown of the original components. This shouldn’t surprise us, the industry is now in a mature phase, and door and window hardware was never designed to have a lifetime guarantee.” “What we are seeing is a real growth spurt in this area and what is really interesting is that it is not just the trade lads who come to our counters, it is also members of the public who bring their existing locks and ask if we can replace them. The big thing for us now is to have as many locally based outlets as possible.”

The big thing for us is to have as many locally based outlets as possible... “It is for these reasons that we have developed the MPL Approved Stockist model. If you are the owner of existing premises and want to increase your profitability then you should be talking to us. Your only investment is in stock, and we will do the rest. The market is already created, it is the natural next phase of an industry which has been going for 30+

years, and becoming an MPL Approved Stockist will give you a profitable business stream for many years to come.”

MPL’s prospectus contains fully costed business models showing turnover and profitability levels... So, if you would like more information about becoming an MPL Approved Stockist please get in touch. MPL will be happy to send you a free of charge prospectus by return which contains fully costed business models so you can see exactly what the opportunities are. It is made clear in the prospectus what levels of business and profitability you should reasonably expect to achieve, how much of this will be to the trade, how much will be to the public, and what other opportunities there are within the MPL offer.

As an MPL Approved Stockist, you are never on your own… Tel: 01924 360444 Email: graham@multipointlocks.co.uk Visit: www.multipointlocks.co.uk

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September 2013 – The UK’s Leading Industry Newspaper

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HARDWARE & SECURITY

Trojan’s Sparta door handles get the BS EN seal of approval The Trojan Group has just announced that its Sparta lever door handles have achieved BS EN 1906 lever handles and knob furniture certification.

misuse. Not only that, the quality of the handles’ mechanisms meant they achieved Grade 6 Durability, having successfully achieved 100,000 cycles.

Tony Chadwick, the Group’s Managing Director, said, “All our products are designed to offer quality and durability and the BS EN certification is official recognition that our Sparta lever door handles offer exactly that.”

Aside from the accreditation, the Sparta range of lever door handles offer a wealth of other benefits. All the handles in the range incorporate a patented spring cassette, which prevents the familiar “drooping handle” effect. The handles all come with a 10 year guarantee against mechanical failure and

The certification is very exacting and products are extensively tested before being accredited. The Sparta lever door handles, all of which are designed for general domestic use, achieved a Grade 2 Category of Use, meaning they are certified as suitable for medium frequency of use by people with some incentive to exercise care but where there is some chance of 0913-0118

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the stainless steel versions come with an additional 25 year corrosion guarantee. Available in lever and lever/ pad options, all the handles offer the sleek, understated aesthetics common to the Sparta range. The standard handle is available in Gold (PVD), Polished Chrome, White and Black, while the all-stainless steel version is available in Polished Gold (PVD), Brushed Gold (PVD), Polished Stainless, Brushed Stainless and White powder coated over stainless. Trojan’s commitment to quality is well-known in the industry. The BS EN 1906 accreditation on Sparta handles provides external recognition of this quality and gives end users reassurance they’re often looking for. Tel: 01922 713 933 www.trojangroup.com

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September 2013 – The UK’s Leading Industry Newspaper

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IN PROFILE

VEKA – proud to be a part of the UK’s most enterprising town

As the industry's leading systems supplier, The VEKA UK Group is understandably very proud to shout about its home and heritage; especially as the North Lancashire town of Burnley was recently voted the 'Most Enterprising Area in the UK' in 2013.

“We have been a huge part of Lancashire’s manufacturing heritage for 27 years, and during 2011, following the acquisition of the £58M Bowater Building Projects, we helped Burnley become home to the UK’s largest systems manufacturer.”

The accolade, awarded through the Government Department for Business, Innovation and Skills, recognises and celebrates the range of business, enterprise and economic development work that has reshaped Burnley's reputation. The VEKA UK Group is the area's largest employer, and no stranger to being at the forefront of enterprising in its local town. Sales and Marketing Director Colin Torley explains: “As a founding member of the Burnley Bondholders scheme, which submitted the entry for this year's awards, The VEKA UK Group has always promoted Burnley as a place for business.” “We have been a huge part of Lancashire's manufacturing heritage for 27 years, and during 2011, following the acquisition of the £58M Bowater Building Projects, we helped Burnley become home to the UK's largest

the UK and the European Awards in November.” systems manufacturer. Burnley's win for Most Enterprising Area in the UK is a fantastic accolade and we are unequivocally proud of our town for being recognised for that.” Business and Enterprise Minister Michael Fallon said: “The Burnley Bondholders scheme stood out from the other entries in this year's most enterprising place category because it demonstrated how collaborative thinking

can make a real difference to an area.” “The scheme sets Burnley apart from the rest of Britain, as it brings together more than 100 local businesses that work together to promote local enterprise; and through that passion and hard work they have attracted £10m to the area. Initiatives like this are working hard to boost growth and thoroughly deserve recognition and the opportunity to represent

Colin Torley continues: “Since we began manufacturing in Burnley 27 years ago, VEKA has continually invested in its people, plant and products, and we are currently partway through an ambitious £10M investment programme, which we believe will essentially future-proof our business and allow us to have total control of the raw materials which go into our products. This programme includes the build of a new £4M mixing plant and our recently opened new Quality Control lab.” “This award reflects Burnley's growing stature in showing the way to the rest of the country in promoting manufacturing in Britain and puts us on the map as a place where enterprise and innovation is thriving. It also highlights once again what a fantastic, successful town we have – one that The VEKA UK Group is extremely proud to be a part of.” Tel: 01282 716611 www.vekauk.com

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On 17 June 2013, profine COO Gerhard Schwager (left) signed the contract for the supply of electricity together with Klaus Kreibich, representing the Pirmasens public utilities.

PROFINE’S SUSTAINABILITY STANDARD Rheinland Cert GmbH has officially certified the profine Group’s energy management system based on the international ISO 50001:2011 standard. Following intensive preliminary work over the last few years, the profile manufacturer managed to establish this system consistently at all three of its sites in Germany under the KBE, Kömmerling and Trocal brands. ‘The cost effective use of energy is one of the key topics of our times. Our greenline sustainability strategy has already made a clear mark on the market, with energy efficient window systems, lead free stabilisers in virgin material, and intelligent recycling. And we are now establishing yet another pillar in the form of our energy management system,’ explained Gerhard Schwager, COO of the profine Group. After material and personnel, energy is the most important production factor, and we intend to make careful use of our valuable resources,’ continued Schwager. Against this background, profine has reorganised its energy management, set itself binding energy targets and has consistently expanded its present energy management system. 0913-0123

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These energy targets include a specific saving in extrusion energy of at least 3.5% in the first year. At present, the company is heading in the right direction supported by the latest pumping technology, with other technical improvements planned for the future. These also address personnel awareness, above all in the electricity intensive fields. ‘Our energy management system is intended to implement a continuous improvement process that significantly raises the energy efficiency of the resources we use,’ said Schwager. He explained that the entire value adding stream was affected, including ‘the purchase of installations and raw materials, production, and shipping to our customers.’ In addition, the Pirmasens public utilities could be integrated as a powerful partner on the supplier side. This will not only safeguard the supply of electricity to all production sites in Germany, but will also collaborate with profine in diverse projects for optimising the energy saving potential at each location. ‘This integrative approach will be our key to huge potential for enhancing energy efficiency in future,’ claimed Schwager.

IN PROFILE

Innovation… Investment… Intent! Roger Hartshorn tells us why Liniar is fighting fit, in spite of industry turmoil...

“We have come a long way in a short space of time; and done so through the most difficult trading conditions many of us have faced. But if the news channels are to be believed and the UK economy is starting to show the very early signs of a genuine recovery then we could not be in a better position as a business.”

Innovation

In-no-vation “something new, or different introduced” Innovation is not by accident, it is by design. It was our policy from the outset, and remains the heartbeat of our business. Our policy has always been to innovate great products. With the benefit of having a clean slate, we had the significant advantage of being able to look at what had gone before and to try to improve on it; and to be able to look at what is likely to be coming in the future which might shape the design and performance requirements of windows and doors. The result is that we now have an outstanding range of technically advanced products which stands comparison with any in the industry, and in most cases surpasses what is already out there. Our range not only meets the most demanding thermal standards, it offers great aesthetic appeal to the consumer.

Investment

In-vest-ment “the investing of money in order to gain potential profitable returns as income or appreciation in value” Our infrastructure is at least the equal of any other systems company in the country. We believe that our product range at the very least stands comparison with those of any of our competitors, and as a consequence gives our customers the opportunity to be ahead of their rivals when pitching for business. What we have done to support this in the last two years particularly, is to make sure that our infrastructure is also at least the equal of any other systems company in the country. We have invested significantly in an incredible show area and visitor centre for our customers, and for our customers’ customers; a brand new on-site warehouse to provide logistical efficiency and great customer care; we have developed and invested in a state of the art foiling plant to ensure that we can meet customer demand as the trend towards coloured windows continues to rise; and we have invested in and recently opened the largest capacity and most technologically modern mixing plant in the UK industry.

Intent

In-tent “something that is intended” It was always our intention to be among the leaders when the inevitable industry shake up happened. The consolidation which is going on in the industry is not helping the ultimate end user group, the consumers. The consolidation which is going on in the industry is not helping the fabricators in the market-place or the ultimate end user group, the consumers. The natural bi-product of mergers and acquisitions is product consolidation and rationalisation, and if the industry does not reverse this trend and start to innovate new products, consumers will ultimately look to other materials for their home improvement products. That is why we are absolutely clear; our intention is to continue to innovate great new products and to set new standards in the industry to support our fabricators and their installers.

Inside the new warehouse facility. >

Call Liniar on:

01332 883900

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September 2013 – The UK’s Leading Industry Newspaper

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IN PROFILE

REHAU CONSUMER CAMPAIGN

DELIVERS BUSINESS FOR CUSTOMERS REHAU has just completed the latest audit of its Authorised Partner scheme and is reporting a number of notable successes.

the consumer website up 157% in the first seven months of 2013 compared with the same period last year, and the number of visitors using the website to find a REHAU Authorised Partner in their local area up 172%.

Launched in 2009 as a way of supporting customers operating in the retail market, the REHAU Authorised Partner scheme gives its 380 members access to the authorised partners logo, a range of exclusive marketing materials and, most significantly, helps to generate new business on their behalf. Up until 2012, REHAU targeted the consumer home improvement press with advertisements in magazines such as Ideal Home and Homes and Gardens, but analysis of the leads which were generated for customers showed that online advertising was actually more effective so, in 2013, REHAU switched its entire Authorised Partner support programme online. The recent audit conducted by REHAU’s team of area sales managers showed that this has proved a real success. 55% of REHAU’s Authorised Partners are reporting that they have received business this year as a direct result of homeowners visiting the REHAU consumer website at www.rehauhome. com and then entering their postcode details to be directed to the profile pages of Authorised Partners in their area. The audit also shows that members continue to value the scheme with 78% of those audited rating the scheme at

During 2013 REHAU’s online campaign has so far encompassed three main strands: an update of the website with full SEO, a Pay Per Click advertising campaign, and a programme of email broadcasts.

Sheila Normington.

least 3 out of 5 and 57% rated it at least 4 out of 5 for effectiveness. Sheila Normington who is responsible for coordinating the Authorised Partner scheme at REHAU says that the response vindicates REHAU’s change of strategy this year. She says: “Consumer buying habits are changing rapidly and we’ve recognised and responded to that. Shifting our marketing activity online is more cost effective of course and we’ve been able to deliver even more benefits for our scheme members this year.” REHAU has certainly exceeded its even its own ambitious targets with visits to

The website was updated with new design and content to improve usability and direct more visitors to search for an Authorised Partner in their local area, and a number of new features were added such as installation galleries, an interactive ‘colour your windows and doors’ function and a topical blog. It was designed so that the structure and functionality helped with the website’s SEO and it is being kept regularly updated with optimum density of keywords to help with searches for UPVC windows, doors and conservatories. As a result, REHAU is now routinely ranked on page 1 for ‘uPVC windows and doors’, ‘uPVC conservatories’ and ‘coloured windows’ and on page 2 for ‘uPVC windows’. The Pay Per Click advertising campaign was run in the Spring and, using Google Analytics, REHAU has able to constantly change and improve its listings in order to drive more traffic to the website whilst also maximising its budget. During this first phase of the campaign, REHAU’s cost per click was a very impressive 61p and it helped to deliver a 25% increase in visitor numbers during March, April and May. Solus email broadcasts were a new venture for REHAU in 2013 and were conducted via the popular Real Homes website. These were sent out in May and July to the 175,000 subscribers of Real Homes and were opened by 19,000 recipients with almost 1300 clicking through to www.rehauhome.com. REHAU will be continuing with the online retail marketing into 2014 with plans already approved to develop the website even further and to launch a mobile version of www.rehauhome.com.

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Editor Comment

PROFILE

The profile companies continue to dominate the industry, arguably being the biggest employers, and having to continue to develop products to keep ahead of the market. In this ‘In Profile’ feature it’s interesting to see the range of developments and investment with Colin Torley, Veka’s Marketing Director, highlighting a £10m investment to future proof their business and The Profine group, with COO Gerhard Schwager talking of their intent “to make careful use of our valuable resources” and their organising an energy management system. Liniar’s Roger Hartshorn has invested in the “most technologically modern mixing plant in the UK industry” as well as well as warehousing, showroom and visitor areas while Rehau, amongst other projects, are concentrating on stimulating public interest to help the 380 members of the Rehau Authorised Partner scheme. Mark Richmond at Selecta continues to work hard to support their fabricators, having been doing just that for 31 years, and Anglo European reminds the industry that they are the UK’s largest supplier of galvanised steel reinforcement, supplying direct to fabricators. 0913-0125

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“With profile tonnage on the increase, it’s clear that the systems companies are not just relying on increased demand but are doing everything possible to stimulate the market in a variety of innovative ways. This investment in the future bodes well for the industry and shows, a confidence by the companies at the very sharp end, and is why we are happy to regularly publish an ‘In Profile’ spotlight on our systems companies.”

With profile tonnage on the increase, it’s clear that the systems companies are not just relying on increased demand but are doing everything possible to stimulate the market in a variety of innovative ways. This investment in the future bodes well for the industry and shows, a confidence by the companies at the very sharp end, and is why we are happy to regularly publish an ‘In Profile’ spotlight on our systems companies.

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September 2013 – The UK’s Leading Industry Newspaper

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IN PROFILE

SHEPLEY SWITCHES TO NEW FIVE CHAMBER PROFILES FROM REHAU Leading trade fabricator Shepley Windows has begun fabricating in the new five chamber REHAU TOTAL70C profiles, giving its customers a new route to cost effective, energy efficient frames. REHAU’s new five chamber profiles allow customers to use lower cost glass and spacer bar combinations yet still achieve WER A ratings and low U-Values. Launched at the ‘Big’ events at the end of 2012 and showcased on the REHAU stand at the FIT show, the profiles have been generating a huge amount of interest amongst trade, retail and commercial customers.

Cheshire based Shepley has recognised this interest and the scale of the opportunity they represent for its trade installers and has become one of the first of REHAU’s large trade fabricators to switch production in the three chamber white REHAU TOTAL70c chamfered profiles to the new five chamber alternative. Ian Griffiths, Sales Director at Shepley, says the company wants to help its customers to stay ahead of the game by offering something new. He says: “Shepley is a dynamic business, always looking for opportunities which will give our customers the chance to win sales and increase margins.” “We went to the launch of the new REHAU TOTAL70 multi-chamber profiles at the Big event in Birmingham last year and were impressed with the fact that the profiles can

offer up to 16% better thermal efficiency than the existing three chamber range.” “Energy efficiency remains a primary consideration for installers and we’ve already had a lot of interest from our customers in the new five chamber window. Customers can now get WER A ratings using double glazed sealed units without low iron glass even with a 72mm outerframe or, if they choose triple glazing, they can achieve a U-Value of just 0.8.” “Of course, there is no compromise on quality, performance or finish either because externally the profiles look exactly the same as the three chambered profiles which our customers have always liked so much.” REHAU’s area sales manager Tony Ball has supported Shepley throughout the switch but the process has been very straightforward because no re-tooling or reprogramming

“We think we are ahead of the market with our switch to the new profiles so we’ll be helping our customers to make the most of that with a series of sales and marketing support initiatives.” of machinery is required. The five chamber profiles are simply interchangeable with the three chamber versions. Shepley is now undertaking a marketing campaign to promote the new five chamber profiles and to explain to existing and potential customers how they can exploit the competitive advantage offered by the improved thermal performance. Ian Griffiths, Sales Director at Shepley.

“We went to the launch of the new REHAU TOTAL70 multi-chamber profiles at the Big event in Birmingham last year and were impressed with the fact that the profiles can offer up to 16% better thermal efficiency than the existing three chamber range.”

Ian Griffiths adds: “We think we are ahead of the market with our switch to the new profiles so we’ll be helping our customers to make the most of that with a series of sales and marketing support initiatives.” Shepley is continuing to offer customers a choice of windows in REHAU TOTAL70C chamfered or REHAU TOTAL70S sculptured profiles with production split roughly 50-50 between the two. Further details are available at www.shepleytalk.co.uk.

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IN PROFILE

New Thermobar Duplex Sizes

Thermoseal Group1, manufacturer of Thermobar and Thermoflex warm edge spacers and leading UK insulated glass component supplier2, has introduced new sizes to its range of Duplex fittings for Thermobar warm edge spacer.

Group is dedicated to extending the range of compatible fittings available for our premium quality products. The expansion of this range will benefit our customers by providing greater flexibility and choice when manufacturing warm edge units.

Previously available in 11.5x15mm and 15.5x15mm, the range of Thermobar Duplex centre keys and edge keys has been expanded to include fittings in 11.5x18mm and 15.5x18mm. All sizes are available in Black, Grey, and Neutral colours. The new sizes have also been designed to be dual function, as they will be compatible with Thermobar muntin bar/interbar which is currently being developed in-house.

Over the past few years we have witnessed an increasing demand for warm edge spacer, and this is only likely to increase as manufacturers’ strive for ever higher Window Energy Ratings. With this in mind we are committed to meeting our customers’ requirements

for warm edge products and increasing the range of bespoke Thermobar fittings that we supply. We have invested a great deal in expanding our production capacity and increasing the number of products we manufacture

in-house. In addition we have invested in setting up our own innovation centre to develop new components and to ensure the continual quality control of both manufactured and brought in products. With these facilities – including an

EN1279 testing lab that we have set up – and the skilled staff we have employed, we aim to offer the highest quality products on the market.” For further information on Thermobar Duplex fittings, or to find out about

Thermoseal Group Limited and its warm edge spacers, comprehensive range of insulated glass components and machinery for glazing manufacture, call 0845 331 3950 (Intl. +44 (0)121 331 3950) or visit www. thermosealgroup.com.

Sales Director Mark Hickox comments: “Thermoseal 0913-0128

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COLOUR

Vacuum

foiling colours Colour is everywhere and today’s window market is no exception. For evidence, look at any trade journal or even this article. No matter which sector you are in, or which materials your windows are manufactured from, there is a rising demand for colour finishes. But where is the demand coming from? There are as many answers as colours but colour options are approaching 10 to 15% of the market. Three key factors in the growth include; Fabricators, in a tight market are targeting market share

growth between window construction materials. uPVC fabricators in particular have looked to imitate competitors; here you see for example the rise in dark grey shades (E.g. Anthracite RAL 7016) as both uPVC and timber look to match powder coated metal frames used in social housing and commercial sectors. You also see the rise of embossed foil finishes where uPVC looks to match the painted surface finishes of timber window colours and lighter colour foiled wood grains to imitate premium wood grains such as Irish Oak. Consumers have also changed, today they are looking to differentiate, increase kerb appeal or add value to properties. They are either replacing first

generation double glazing, selecting from a menu of new build colour swatches presented by the marketing teams from house builders or interestingly investing for the first time as a new installation as government figures suggest that around 24% of the UK housing stock is yet to install any double glazing! Consumers today are less willing to see “cheap” looking plastic components against premium linear foiled profiles. Small components stand out against the foils. With an average customer parting with over £10,000 for a house of new windows or a conservatory, the final aesthetic and finish is becoming increasingly important. The market is aligning with other colour trends. We can

see the decline of dark woods (Mahogany / Rose wood) replaced with lighter (Golden Oak / Irish oak). This follows trends elsewhere in for example the domestic furniture market and highlighted in publications such as the Renolit’s colour road1 which reflect and forecast changes in consumer tastes. With over 60 finishes2 used in the window and conservatory markets in solid colours and wood grain’s this presents its own challenges for vacuum foiling companies. The customers who have the money to spend in the current market will and are paying premium prices to have all the finishing touches closely matched. Albeit with a slightly glossy finish due to the vacuum foiling process. No longer is it acceptable for example to have a tan trickle vent on a golden oak profile, it needs to be foiled or printed to blend in on the frame. Technology has also moved on, there is less value to be added by replacing existing IGU’s with today’s more efficient glazing and 70mm profiles, compared to the first installations upgrading single glazed windows and the element of a distress purchase as old timber frames degraded more rapidly.

your standard colour vent option and show a potential customer and see the reaction... anecdotally even with the price differential (added value) it also increases your potential of converting a sale. There are however, technical limits to what can be achieved even with these components, so it is crucial to work with an expert vacuum foiling company at the design stage. Some issues to offer the finishes you want in the long term can be overcome with printing technology but once you have tooled up, it may be too late or too expensive to

Window components such as cill joiners, end caps, sash horns and colour matched products such as drain-hole covers and trickle vents are affected. On conservatories it is prominent components such finials and caps with matching finishes that add value and convert orders with end users. Try it.... take a Glazpart Irish oak printed trickle vent and 0913-0130

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offer colour foiled or printed options. Dean Bradley is Sales and Marketing Manager for Glazpart Limited, suppliers of vacuum foiling, aqua printing and plastic spraying services to the window market and is a designer and manufacturer of trickle vents and window system components. 1 Link to the Renolit colour road http://www.renolit.com/ corporate/en/innovations/ colour-road/ 2 To see a comprehensive range of colour options available down load the tricklevent brochure from www.glazpart.com/ products

COLOUR

The VEKA UK Group launches extended colour range The VEKA UK Group continues to enhance its offering with the unveiling of Variations; a new extended range of coloured foils for both VEKA and Halo customers, along with a simplified ordering policy. Ongoing product development is at the heart of The VEKA UK Group and the new foils offering is the latest in a long line of enhancements to the ranges. The new coloured foils range has been developed after listening to customer feedback and the result is a much broader range of colours, available in smaller pack sizes, with a clear and simple ordering policy. “The main thing to highlight about The VEKA UK Group’s new foils policy is the wider choice of colour and woodgrain options, along with the simplicity of ordering” says Colin Torley, Sales and Marketing Director. “We hope that the vast range of coloured and woodgrain options available, coupled with clear delivery information, will encourage our customers to offer coloured foils more frequently.” In addition to this, VEKA and Halo foiled profile is now available to order in vastly smaller quantities – just one pack, regardless of the colour or system. This new quantity option is a massive benefit for

“The new Variations colours and woodgrains can be seen in VEKA and Halo A4 swatch books.” customers, as it means that for more unusual coloured jobs, they will not be left with unused stock that they have had to pay for. “The new Variations colours and woodgrains can be seen in VEKA and Halo A4 swatch books, which provide a comprehensive overview of the new ranges in a handy, easy to use format.” Colin continues: “The new swatches are divided up into three clear sections and a simple colour-coded key allows users to read at a glance information such as; which colours are available on which system; in a choice of 1 or 2-sided, what colour base options the foils come on, the product code and the RAL equivalent in case they need to match up something else on the project.” “Another key benefit of our new swatch book is the A4 size. This way, customers can see a large section of the foil, allowing them and the homeowners to see all markings, such as any knots on the woodgrain.

We have analysed our own sales data and that of our suppliers and extended the range of colours based on this. A wider choice of greys is just one example - on VEKA and Halo profile there are now five different shades of grey available from the standard swatch book, with the additional option to order any other shade if required.” The VEKA UK Group’s new swatch books also include a wall chart, so that VEKA and Halo customers can see at a glance which profiles can be foiled on the various systems. Supporting the launch of the new Variations range is a selection of samples and advertising templates to assist installers with letting homeowners know about the new wider range of colours available.

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To request a FREE swatch, contact The VEKA UK Group today, call 01282 716611 or email salesenquiry@veka.com.

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ARCHITECTURAL

RECYCLING

ORANGERY SOLUTIONS Recovinyl recyclers IS GEARED FOR CHANGES support BPF PVC

The versatility of the Orangery Solutions patented cassette system was recently demonstrated in a 12m x 8m orangery at a prestigious home in Yorkshire.

The period home had a number of outbuildings originally that were converted into double garages. Orangery Solutions was contacted to provide a further extension to these which was to be used initially as storage for vintage cars but which could later be adapted as living space. With a diverse range of product options available the Orangery Solutions team provided the complete solution which ensured that the extension would complement the style of the existing building. Due to the structural integrity of the Orangery Solutions system this has enabled the extension to be built for purpose with the ability to be altered at a later date without concern that there will be any structural problems when it is adapted to living space. For many today’s orangeries combine the best features of a traditionally built extension with the benefits of "living under glass" which is normally associated with conservatories and sunrooms, however the company’s system provides a broader scope. Paul Nellis, Managing Director at Orangery Solutions comments, “The term "Orangery" has become hazy in today’s market with it being commonly perceived as a largely glazed building with a glass roof that adds premium value to a property as well as additional space.

which help to build business for installers and transform dreams into a reality for the consumer.

Paul Nellis concludes, “From the earliest architectural sketch to the final finish we work alongside our customers to ensure that guarantees, craftsmanship and simple installation will yield profit and referral business. Also we consider form and function go hand-in-hand so have developed a range that will suit many different tastes, to ensure it is a comfortable year round living space and a valuable investment for the homeowner.” Orangery Solutions provides a patented cassette system with experienced professionals who place attention to detail as paramount. The company offers unparalleled guaranteed structural integrity which results in beautifully finished installations that complement any property style. Working alongside builders and architects, the company tailors and manufactures every project to meet all technical specifications. Additionally, professional structural calculations are provided that conform to all building legislation requirements. For more information on the Orangery Solutions patented cassette system and associated products from the range please visit the website: www.orangery-solutions.com.

Our customers gain substantial benefits installing our systems which through their adaptability and simple installation procedures are giving them more scope for business development as the garage extension demonstrates.” The company is committed to provide customers and end users with original concepts that make unique statements

sustainability event

Recovinyl-accredited PVC recyclers will again be exhibiting at a British Plastics Federation one-day seminar on October 3rd, in support of the UK forum’s emphasis on sustainability within the UK PVC industry. Innovative applications for recycled PVC, including its use in new windows, flooring and building products, will be presented by VEKA Recycling Ltd, part of the VEKA UK Group, PVC Recycling Ltd, Polyflor and Recofloor, the UK’s vinyl flooring recycling scheme, at the event in the Etihad Stadium, Manchester. Recovinyl’s achievements and the contribution of PVC products to the success of the 2012 London Olympics will be among a broad range of subjects covering how the PVC industry can enhance and promote its cost, energy and resource-saving potential. Entitled ‘PVC Products: Promoting Social Responsibility in Procurement Decision Making’, the day offers scope for specifiers, PVC converters, PVC product sales and marketing professionals to learn about the future opportunities and challenges facing the industry. Following a keynote address on current regulations

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by Sajjad Karim MEP, the European Parliament representative on the VinylPlus Monitoring Committee, discussion topics will range from PVC recycling to sustainable procurement. Among them will be a presentation on ‘PVC Flooring – An Olympic case study’ by Tracy Perry, Sustainability and Environmental Advisor at Altro Floors. Jane Gardner, Senior Consultant at Axion Consulting and the UK agent for Recovinyl, says: “The success of the Recovinyl scheme and its PVC recyclers is testament to the on-going industry commitment to more sustainable practices, as well as meeting growing demand for greater recycled content in new PVC products.” Philip Law, Public and Industrial Affairs Director of the British Plastics Federation, comments: “Recovinyl and its team of recyclers are a crucial part of the sustainability story

for PVC and are playing an important role in helping the industry fulfil the social responsibility requirements of major end users. The exhibition adjoining the seminar will provide a first class opportunity for users of PVC recyclate to meet the suppliers.” Recovinyl remains at the heart of the PVC industry’s drive for greater sustainability and to encourage more companies to recycle, rather than landfill, their PVC waste with associated economic and environmental benefits. As the PVC industry’s recycling scheme, Recovinyl is also an initiative of VinylPlus, the ten-year Voluntary Commitment of the European PVC industry, which is tackling the sustainability challenges for PVC and delivery of fresh recycling targets to 2020. These targets include 800,000 tonnes to be re-used in all European countries by 2020 - 700,000 tonnes by mechanical recycling with the balance submitted for recycling by new and developing technologies. Axion Consulting is part of the Axion Group that develops and optimises processing and collection methods to recover value from waste resources for a wide range of clients within the recycling and process industries. Further information: www. axionconsulting.co.uk and www.recovinyl.com.

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September 2013 – The UK’s Leading Industry Newspaper

www.glassnews.co.uk

PRODUCT NEWS

The Glazing Vault launches

24-7 sales person

Design diversity with SatinDeco acid etched glass Today designers are always looking for the ideal product to make their designs stand out; wherever possible a design needs to be unique. New materials are a necessity but applying them correctly is equally as important to capture the essence of the idea and bring a design to life. Manufacturers of materials are always coming up with new and innovative products to meet the demands of designers; however amongst these products glass has always run the test of time. Guardian’s SatinDeco is an acid etched glass which offers a perfectly uniform translucent appearance, unlike sand blasted glass, the patented method of acid erosion to removing a fine layer of the glass surface leaves the glass far more durable and uniform in appearance. When viewed under a microscope the glass surface has rounded peaks which are evenly distributed across the surface, this makes it much more resistant to dirt and far less like to scratch or mark on contact than more traditional sand blasted glass. SatinDeco can be used in many fixtures and fittings, helping to increase the feeling of space in a room as the glass allows light to travel deeper into the interior design. Correctly specified, SatinDeco will help achieve additional credits in BREEAM and LEED. 0913-0137

Most recently SatinDeco is becoming the modern alternative to pattern glass, for many, pattern glass tends to look dated performing the required function of privacy in certain windows but not achieving the desired appearance. SatinDeco performs this function with a clean and crisp feeling of uniform light which helps to brighten the room whilst also providing complete privacy. Offering more design diversity, SatinDeco can be supplied in a variety of different finishes, it can be supplied mirrored to create space without overbearing reflection; light is reflected around the room creating a feeling of depth. SatinDeco can also be supplied laminated with clear or coloured interlayer’s; this provides safety and security whilst it can also offer colour, creating a new dimension to a design. Acoustic interlayer’s can also be used to help reduce sound in windows or partitioning for meeting rooms. Available using clear or low iron glass, SatinDeco offers so much variety and design diversity, it is only limited by the designers ability to create their own unique applications. For more information on SatinDeco acid etch glass visit www. guardianglass.co.uk/ architectural.

Never phones in sick, never takes a holiday, works 24 hours a day and 365 days a week for around one pound a day.

choose the exact specifications of their windows online and place an order at any time.

Digital specialist, The Consultancy, has developed what it believes will be a tool akin to having an additional member of the sales force.

The Consultancy Director Richie Thornton, explained: “They say the best businesses are the ones that make you money while you sleep. The casement windows designer we have developed means that you can be selling windows 24 hours a day. The idea behind The Glazing Vault is to give those companies who know they need a website but don’t have big budgets, a professional low-cost solution.”

The company launched its latest website, www.theglazingvault.com, last month and it is already proving a big hit with window and door firms allowing them to choose their own low-cost website, built specifically for the industry, but individualised by each firm. Now The Glazing Vault has launched a window designer that allows people to

“The Glazing Vault websites are built specifically for the industry and are

customised to each individual firm. Now we have options such as the casement windows designer, which allows your customers to order their own windows after you clock off for the day.” The casement window designer can also be added to any existing websites and The Glazing Vault will be rolling out a number of other designers including sliding sash windows, bi-folds and garage doors. Richie added: “There are different settings too, so you can choose whether or not to display a live price through the configuration process or make it so the customer has to request a price at the end of the process.” The website is also proving popular with sales forces as instead of taking out bulky samples, which are inevitably always in white, they can take along an ipad or laptop and show the customer the entire range, including frame colour and glass style. Richie added: “With this new tool, visitors can try out various options to see what works best for them.” For more information about The Glazing Vault go to www.theglazingvault.com, or contact The Consultancy on 01429 239689.

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ISO-Chemie tapes seal it at Timber Expo One of Europe’s leading producers ISO-Chemie (stand X68) will be showcasing its easy-to-install high performance foam sealing and insulation tapes at Timber Expo.

compensate for the large amount of differential movement that can occur between the internal timber wall and roofs and the external brick or block work.

performance guarantee, and the ISO-Connect HB-Band sealing strip for improved moisture resistance, together with air tightness and thermal insulation for timber-framed buildings.

These will include the versatile ISOBLOCO T-Max, which has been specifically designed for multi-storey timber frame structures and can be used where there is a requirement to

The ISO-BLOCO 600 can be used to provide simple, quick and effective gap seals to accommodate expansion and movement as well as for both weather and air tightness, while still remaining permeable to trapped water and water vapour – similar to a flexible breathable style material for the building facade. Quick and easyto-apply, the self-adhesive tape can be used to seal joints ranging from 1mm to 42mm - providing excellent thermal and acoustic insulation properties.

The rapid and effective year round sealing of window and door frame connecting joints will be on show with the high performance ISO-CONNECT Vario SD humidity regulating special foil from leading supplier ISO-Chemie. In addition to the ‘intelligent’ humidity control, this foil comes from a new generation of window sealing products which not only adapt to seasonal variations but also provide an excellent external weather seal that surpasses UK Building Regulations for air tightness in domestic and commercial buildings when used as an internal seal.

Also showing will be ISO-BLOCO One, which comes with a 10 year 0913-0139

September 2013 – The UK’s Leading Industry Newspaper

www.glassnews.co.uk

Recruitment

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Contact Christina! Email: christina@glassnews.co.uk or Tel: 07805 051322

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You can advertise your vacancy in this publication from as little as £150!

For print and online recruitment marketing and an effective media mix, email Christina for further details: christina@glassnews.co.uk

Museum’s Glass Course is Clear Cut Winner Visitors can return to the ‘Glassroom’ at Black Country Living Museum on Saturday 2 November for a creative course in Fused Glass. The one day workshop is an exciting introduction to an ancient art form and includes cutting skills and technical information. Participants will experiment with colour and shape to fuse together layers of glass to make colourful Christmas tree decorations and unique gifts for friends and family. Creations will be fired overnight ready for collection, or can be posted out at no extra cost.

is suitable for complete beginners or those with some experience. It offers an opportunity to learn one of the world’s most ancient art forms, create innovative designs and walk away with something truly unique.” There are 10 places available and courses cost £45 per person and are pre-book only. Please contact the Museum’s Booking Office on 0121 520 8054 or book online at www.bclm.com.

Course leader and British glass maker Charlotte Hughes-Martin has been making glass for the past 15 years but it was fusing that melted her heart.

Saturday 2 November, 2013 10am - 4pm • Course shines the light on Glass Fusion • Ancient creative art enjoys a resurgence

Charlotte Hughes Martin said: “Glass fusing dates back to the Ancient Egyptians and the process hasn’t changed much in over 5,000 years. Due to the melting process, no two pieces are ever the same. I make quirky and fun objects which are influenced by how I see the world.” Charlotte has an extensive exhibition record and was included in the book ‘25 Years of New Glass Review’ by Tina Oldknow. Charlotte has recently been included in the collection of Ebeltoft Glass Museum in Denmark. Mel Weatherley, Head of Learning at Black Country Living Museum, said: “This course

“Due to the melting process, no two pieces are ever the same. I make quirky and fun objects which are influenced by how I see the world.”

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September 2013 – The UK’s Leading Industry Newspaper

www.glassnews.co.uk

Course leader and British glass maker Charlotte Hughes-Martin.

RECRUITMENT

Immediate Market Response to

‘One Page Me’

“We are delighted at the market response to our new ‘One Page Me’ concept” says Mat Gibson of Chase Taylor Recruitment. “We have been aware for some considerable time that there are literally thousands of people in the industry who do not have a CV and who feel that writing one would simply not do them justice. We also know that many of the same people are keen on looking for advancement in the industry and it is the lack of a CV which is putting them off from trying in the first place”.

One Page Me!

Your skills, your experience, your personality – it’s very simple. For those who haven’t yet looked at this new initiative it is very simple. A ‘One Page Me’ is quite literally a single sided A4 summary of your skills, experience, and personality produced by Chase Taylor Recruitment from a series of questions during a telephone conversation. It is designed to take the heartache out of the process of preparing a CV and give candidates the opportunity to re-enter the jobs market. The non-intrusive questions

“The non-intrusive questions are specifically designed to draw out candidates talents.”

are specifically designed to draw out candidates talents, to look at their major achievements during their working career, and to look at how their personality and ways of working would help to support a new employer.

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For clients the benefits are that this new format of gathering information is dynamic in its construction, and modern in its concept and the detail it captures; ultimately it is a way of increasing the talent pool available for clients as many of them start to think about recruitment again, with the first green shoots of an economic recovery in the air. “For many years” continues Mat, “the talent pool in our industry has been largely static; ‘One Page Me’ is the first change we have seen for a long time that will free up the opportunity for experienced people to re-enter the jobs market. This can only be a good thing for the whole of the sector; it will keep it fresh and will help to generate new opportunities for candidates and clients alike”. To complete your ‘One Page Me’ simply phone Chase Taylor on 01453 404646 or email mat@chasetaylor.co.uk.

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September 2013 – The UK’s Leading Industry Newspaper

www.glassnews.co.uk

RECRUITMENT TRAINING

Planning your last quarter advertising?

GROUPHOMESAFE OPENS DOORS TO

NEW TRAINING CENTRE

Security products speciaist Grouphomesafe has opened the doors to its new purpose-built Training Centre. The centre, which provides both classroom and workshop training environments, offers a wide range of training options for fabricators, installers, locksmiths and merchants, with the emphasis on training tailored to individual needs. The centre, which is located at the ERA site in Willenhall in the West Midlands, next to the company’s UKASaccredied test facility, is designed to offer a complete insight into all of the Grouphomesafe product ranges. It has a classroom which uses the latest audio-visual technology, complemented by a fully-equipped workshop where course delegates can get practical handson experience, fitting and adjusting the products for themselves and picking up tips from the Grouphomesafe technical experts behind their design.

Graham Loakes, Head of Training at Grouphomesafe, who will be delivering a number of the courses, says: “There is no other facility offering the trade this depth of insight and experience of our product range in one complete package. We have a number of courses that we suggest, but we are really geared up to tailoring courses to the needs of individual customers. We can offer anything from introductory practical sessions for apprentices through to subjects such as standards and testing for business managers. Customers can pick from our ‘menu’ of suggested courses, or ask us to design a course specific to their requirements.” The Training Centre prospectus offers a number of themed courses, on subjects such as bringing traditional hardware to modern homes and repair vs replacement, product related courses ranging from

an overview of all of the options for windows through to product specific topics such as vertical sliding windows and products for timber or PVCu doors. It also offers courses specifically designed for fabricators and installers on fabrication, glazing and security techniques. With many of the courses ranging from two to four hours, customers can mix-and-match to make up a full-day programme best suited to the needs of their business. Graham Loakes adds: “We aim to be as flexible as possible, offering customers the training packages that will best benefit the needs of their own businesses. We also understand that many companies cannot afford to

Features List, final quarter

take groups of employees away from work to attend a one-day course, so we can train to train – giving individuals skills and techniques that they can then pass on within their companies.” Full details of the Grouphomesafe Training Centre and the type of course available can be found on www.grouphomesafe.com.

DECEMBER • The Timber Expert • 2013 Product Review • What’s New for 2014 • Software & IT

Contact SHEILAH! sheilah@glassnews.co.uk

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September 2013 – The UK’s Leading Industry Newspaper

NOVEMBER • The Machinery Expert • Transport & Handling • Marketing & Business Expansion

Tel: 07880 990144

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OCTOBER • Colour Foiling Expert • In Profile (Systems Companies) • The Conservatory Expert

www.glassnews.co.uk

VOICE OF THE INDUSTRY

What’s your opinion? With the economy improving and companies reporting an upturn in business during 2013, the Editor of Glass News asks:

ARE MARGINS BEING ERODED BY NEEDLESS PRICE CUTTING?

Jason Thompson Glazerite I don’t believe that needless price cutting is the root cause of margin erosion, although it has certainly played its part. In my opinion the margin reduction falls in to two main categories. One is the reluctance to pass on price increases. All areas of the industry have incurred rises in raw material costs, transport costs, as well as energy and utility bill costs, but do these always get passed on in full? Competition is fierce in a market where supply still exceeds demand and there’s the fear factor customers will search for a new supplier. Another is the lack of financial control. Fabricators and installation companies alike have been known to “price match” to secure the order but what margins are they actually making? The frightening answer is that a lot do not know and become busy fools. At Glazerite our gross margin on every single item is known at the point of order. If this falls below our desired GP a warning message is automatically received.

Danny Williams Pioneer

Vic De Costa Swisspacer

Adrian Barraclough Quickslide

Roy Frost Deceuninck

I don’t think margins are being eroded any more than they already have been. The industry is pretty much rock bottom.

Despite signs of improvement in the economy, the glazing industry is still very pricedriven. It’s a vicious cycle: one retail installer drops their prices and other local retailers follow suit.

There is always a huge danger that when an industry exits a tough financial climate, the same principles that were used during the tough time simply for survival are not only continued but become even more prevalent.

Pressure to price cut is one of the industry’s biggest challenges because stronger window companies have protected their margins.

The rates available now are as competitive as they can be. If it’s cheaper it’s because it’s not the same spec - this is me speaking from my own experience. Most of the fabricators that are left in the industry are the efficient ones, furthermore they are all pretty busy. At Pioneer we’re up a good 20% on last year, and last year was up on the year before. So who wants to be a busy fool and work for nothing? The industry has been doing that for some time now and I feel that everyone is bored of it.

When margins fall below the desired level there are three options. Reduce your costs (inferior products etc.). Carry on with your fingers crossed. Or pass on the increases to your customers.

September 2013 – The UK’s Leading Industry Newspaper

When times are tough companies need to stay competitive, but if you’re slashing prices in an attempt to keep up with rivals and your profit margins are suffering, is it really worth it? Isn’t it better to provide quality products and great service to set yourself apart and keep customers coming back? Low prices and hard-to-believe offers might win over some customers, but if the Window Energy Rated windows you supply lose their energy saving properties much earlier than the homeowner expects you will lose business and your reputation. Swisspacer is tried and tested to improve a window’s energy efficiency. Its performance doesn’t drop so windows continue to save energy for years. We set out to give our customers value for money – products that work and last.

Margins are therefore most certainly being cut and one key reason is that companies are using the opportunity to capture market share, often using the excuse that there is always a ‘weak’ company who will supply for minimal prices and therefore they just take it when they have the chance. Our customers are also very used to putting price pressure on and therefore just continue this price bullying. In reality we actually only know the true value of what we could get for a job when we’ve lost it. What’s frustrating is that the market needs the products therefore it would be an ideal time to stand firm with prices and we would all make that extra 5-6% which would be invaluable. On a positive note many of these companies will fill up their factories with lost cost work which also is the biggest risk for bad debt and poor quality which will leave the more lucrative work for those who hold on for a fair price.

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Many installers struggle to sell against competitors who discount heavily. Competing with undifferentiated products and poor sales aids, makes it difficult to convince consumers to pay full price when others offer a look-a-like at crazy prices. Without quality sales leads it’s tempting to discount just to get the order. Add rising costs to the mix and tumbling margins follow. Cutting prices is the simple response to increased competition in a market where customers are also increasingly savvy; searching online to review installers, compare prices and demand quotes. Traditional lead generation is taking a back-seat and potential customers want a well-presented online presence. It is the responsibility of systems companies to create differentiated products for their customers and the sales tools to help them sell at better margins. Deceuninck is investing heavily in innovations and marketing so our customers can grow. We have sales and marketing support for fabricators and installers so they can build a sustainable business for the future.

COMMENT PIECE

Crooked. Bent. Corrupt.

Of the 16,000 or so companies that exist in this very special industry of ours, there is a very high percentage of those which do business in a professional manner, treat people with respect and are generally on an all round sound footing. However I am using this month’s post to attack the very worst of our industry. I’m not writing this to give advice on how to make things better but only to get some frustrations off my chest. I have been selling windows and doors for over 7 years now, and I have met various people from various levels from all sorts of companies. I have been in endless meetings and I have attended numerous industry events and I can say with quite firm confidence that our industry contains some incredibly sleazy individuals. Get a few drinks down some of the old guard (and new guard for that matter) and it suddenly becomes something like a scene out of Mad Men from the 1960’s. But this, despite how uncomfortable it makes me, is not my key gripe. No, my key gripe is reserved for some of the most unsavoury characters I’ve met, not only in this industry, but in my whole life.

“Over the last 7 years, not only have I had the displeasure of meeting these people, but I have also learned many things about these people. In fact, the person I described in the paragraphs above is probably reading this right now. It is only out of fear of reprisals that I haven’t mentioned anything yet. But, if there is a way to get this sort of information out, I would seriously consider doing so.” One of the stand-out encounters happened about two and a half years ago. I went to a meeting about half an hour away. After a rough and ready handshake and a pretty egotistical “alpha” introduction, we sat down to talking. But about all of ten minutes in, I started hearing some pretty foul racism. At the time, I was still being rather blaze about things I wrote on my blog and on Twitter. The temptation to out this person immediately was very strong, and I came very close to doing it. How dumb did this person have to be? They knew who I was and what I was like, and yet they didn’t think to keep the racism away in the cupboard until I left! Needless to say, I have nothing to do with this person or their company now. And since then, I have learned more very disturbing news. Unfortunately, this is not my only encounter with such types of people. Over the last 7 years, not only have I had the displeasure of meeting these people, but I have also learned

“There are people rotten to the core, making money of the genuine good folk in our sector and it is not right. I don’t know why but our industry on the face of it seems to have more than it’s fair share of the detritus in business.” 82

many things about these people. In fact, the person I described in the paragraphs above is probably reading this right now. It is only out of fear of reprisals that I haven’t mentioned anything yet. But, if there is a way to get this sort of information out, I would seriously consider doing so. There are people operating their businesses in this industry that absolutely do not deserve to be in business. There are people rotten to the core, making money of the genuine good folk in our sector and it is not right. I don’t know why but our industry on the face of it seems to have more than it’s fair share of the detritus in business. But let me say this: I am a firm believer in karma and what goes around comes around. I sincerely hope that the very worst of you, some of which will be reading this, have the most unpleasant, disgraceful and public falls from grace. Knowing some of the things I know, you deserve nothing less. Crooked. Bent. Corrupt. Three words that describe luckily a small percentage of individuals in this industry. Rant over for now. Something far more positive next month! Anyone who wants to know who the rant is about, contact me direct, you seriously don’t want to be dealing with these people!

September 2013 – The UK’s Leading Industry Newspaper

Breaking Down The Door

This is something I touched on on DGB the other week. I attended a job where the police had to break down the door to a property where they believed the man was in serious health trouble or worse. In the end, it turns out he was only on a short holiday and had actually told his neighbours that he was going to be away for a few days. This information never got to the Police and so the man returned to find wood boards blocking up the only door to his property. When I went to go see the man about putting a new door in place, upon closure inspection the original door had a standard euro-profile cylinder. What I don’t understand, is that given that the Police know that there is a problem with europrofile door cylinders being snapped from the outside, why aren’t they using this design fault to their advantage?

“This information never got to the Police and so the man returned to find wood boards blocking up the only door to his property.” burglars, providing they know the correct technique, can snap a cylinder in just 6 seconds. If the Police started doing that, instead of breaking down doors, it would be a far less costly affair to rectify and put much less stress on the people inside the property. This is happening on a fairly regular basis. Police are hoofing down doors on a suspicion, then on many occasions finding that all is well, but leaving usually an elderly person/couple without a working doors and more expense. I do think it’s time Police started to change their policy, learn from the information they know about flawed cylinders and use that to their advantage when trying to force entry to a door.

It is very simple to identify a flawed cylinder from an anti-snap one. And they will also know that

Email: info@doubleglazingblogger.com www.doubleglazingblogger.com Follow Double Glazing Blogger on Twitter: @glazingblogger

DO YOU AGREE WITH THESE COMMENTS? Write to us: christina@glassnews.co.uk 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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www.glassnews.co.uk

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September 2013 – The UK’s Leading Industry Newspaper

www.glassnews.co.uk

ASK JIM!

TRADE NEWS Nationwide Windows

opens dedicated retail showroom Nationwide Windows, the UK window and door manufacturer with a 27 year heritage, were delighted to welcome guests and dignitaries, including the Lord Mayor of Rugby to the VIP opening of their brand new showroom on 23rd August.

In the second of a new series of columns for Glass News, Jim Moody, Managing Director of Tradelink, answers your questions and provides advice about the issues you need to know. Dear Jim, I’ve always previously placed orders by fax, but one of my suppliers has recently suggested that I should do this online. I know that it would ultimately make life easier, but I’m not familiar with online technology, would it be complicated to make the switch? Jonathan, Sevenoaks I would definitely advise that you look into making the switch to online ordering, in fact I’d go so far as to say that you should consider incorporating online across the board. Not only can going digital help streamline your operation by removing endless reams of paper, but it can also help improve your prospects. You can guarantee that the majority of your customers and potential customers are online and they are not alone, the Office of National Statistics revealed that last year 33 million people in the UK used the internet on a daily basis. Of these users, some 73% used it most frequently for sending and receiving email, with the second most popular activity being the research of goods and services. That’s not all, it is increasingly being accessed on the move via the smartphones, tablets and other mobile devices owned by more than half of the population. If these potential customers cannot find what they are looking for from your site while they are on the go, they will simply move on and look elsewhere. So, getting back to your question, your supplier is in the majority. Businesses that previously relied on phone calls and faxes for their orders now have smartphone compatible websites where orders can be placed at the touch of a button. As with everything of course, some are better than others, so it makes sense to speak to your supplier and find out exactly what they are offering. For example, is their IT an extension of their existing organisation? After all, you originally partnered with them for a reason, and are no doubt familiar with their manner of operating. Learning to do things differently and more efficiently needn’t be a challenge, and if your supplier supports you, the transition will be much smoother. Next take a look at how you buy from your supplier. If you are currently using the ‘analogue’ method, how do you update the product information for your own customers? For example, if a price or spec changes, or a new profile is launched, do you have to then amend your own literature each time? If your supplier has a good IT system in place, they can now take this extra process away from you, enabling you to simply log in and source prices for windows and process orders from your PC, laptop, mobile phone or tablet, with any amends being done at their end. Ultimately, many suppliers will admittedly keep their fax machines and do business in the traditional way with those who request it, but it makes sense to take advantage of the opportunity offered to you. There are some great software packages out there that can genuinely make your life easier. As an example, Tradelink has recently invested in Window Designer for the web to replace our previous practice of issuing a dongle and a license, instead allowing customers to link straight to the website to process orders from their mobile device. Entry screens are compressed for use on tablets and other mobile devices and can even be personalised for each individual customer. This also means that any changes or new products can be added online by Tradelink, negating additional work for the installer. Installers can log on remotely – with the option for more than one person to log on at once from the same company – and use the site to produce their own quotes and order forms. Customers are already telling us it’s a big step forward compared with the use of complex, one size fits all manufacturing software that some trade fabricators try to force downstream on their installers. Tradelink is a World Class Manufacturing organisation and, as such we are constantly investing in our processes to make life easier for customers. If you’d like to talk further about your options for online ordering, please feel free to get in touch. Visit www. tradelinkdirect.co.uk, e-mail us at sales@tradelinkdirect.co.uk or call 01354 657650.

Send us your questions and we will always try and help: JimM@tradelinkdirect.com 84

September 2013 – The UK’s Leading Industry Newspaper

The Rugby based showroom has been designed as a unique retail concept, and was the result of months of planning, and significant investment from both Nationwide and Barnsleybased Distinction Doors. Indeed consumers were able to see for themselves on the day following the launch, exactly how shopping for home improvement products such as doors and windows can be as pleasurable an experience as buying a car. The theme of the showroom follows Distinction’s new branding, which was first revealed at the FIT Show 2013. Visitors entering the portal to the dedicated showroom are greeted with a replica of the FIT Glass Wall that displays the vast range of decorative coloured glass that is available. Insulated composite doors of every style and configuration are here - all working, and hiding messages and information behind them. There is even a street scene so homeowners can see what their door could look like in situ. A huge back projected screen shows the latest generation of door builder software, allowing the customer to choose their door style, colour, decorative glass and hardware. A fantastic children’s play area is also included, which is well kitted out for children across a wide divide of ages. With the children safe and entertained, Mum and Dad can choose their door in peace! John Whalley, Nationwide Windows’ Managing Director comments: “Whilst we have enjoyed growth in recent years and understand that it’s important to keep doing what we are very 0913-0149

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good at in order to sustain this, we also recognise the need to look to the future and embrace new opportunities. Composite doors are an important part of our product portfolio, and their sales continue to grow year on year. Distinction’s insulated composite door is an excellent product and has always had the best range of any manufacturer, and a cassette system that was designed to match the door. Now with innovation in the form of additional colours for the many door styles, and the vast range of decorative glass, the time is right to expand our offering to the retail sector.” David Gomersall, Operations Director at Distinction Doors adds: “This is the first time the consumer has been able to walk into a purpose created door showroom and see such a vast range of the highest quality, secure and insulated composite doors. With a significant five figure combined investment the showroom is currently a one of a kind. This a very tactile shopping experience because the security, look and feel of the entrance to any home must be carefully considered. Our products and expertise combined with the Nationwide showroom creates a retail concept which puts the customer first and offers homeowners the chance to try before they buy.”

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TIME OUT!

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Fill in all the answers in the grid above, fill in your contact details below and send your competition entry to: FAO: Miss Christina Shaw, Glass News Competitions, 9 The Paddock, Tickhill, Doncaster DN11 9HS. Entry deadline: 30/09/13.

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1 Polo cap strangely became kids’ spirit (7)

1 Water heater race course (5)

5 Domesticated (5)

2 Acid car shaken up became heart (7)

8 Goods carried sounding like vehicle travel! (5)

3 Cleopatra limb reformed was open to doubt or debate (13)

9 Eros nap transformed into personal faÁade (7)

4 Ape pig unusually became fee charged for use of tubes (6)

10 Parting Liz leg turned out to be Scandinavian window type (6-5)

5 Horse trade cue revealed as one of row of homes (8,5)

11 Run away perhaps taking tents? (6)

6 New Zealander (5)

12 Biker’s headgear (6)

7 Type of beer from leaky window? (7)

15 I oft enriching strangely special swinging joint (8,5)

11 Deem RAF weirdly a slanderer (7) 13 Clan me a strange handcuff (7)

18 Taxi (7)

14 MBA wot strangely became marsupial (6)

19 Open sore for the bad tempered? (5)

16 In the middle like a bike wheel tube (5)

20 Outside towns or cities (5)

17 Wages sound like large pots (5)

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6) N G E D S I 7) I T L L A S N Answers: 1) GABLE, 2) LEANTO, 3) EXTEND, 4) LANTERN, 5) PORTAL, 6) DESIGN, 7) INSTALL.

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21 Native American tents (7)

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TIME OUT!

THE BASMAN

The Thoughts of the Basman Are The Lunatics Running The Asylum, or has Common Sense Prevailed? During the last two weeks, most of the people I have engaged in conversation have been concerned about the current situation in Syria.

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I believe we all have our different opinions on the rights and wrongs Feeling that the use of poison gasses used against the human race is abhorrent. We should all questions the act itself and the people or group responsible should be punished in some way. From all of the information I have listened to and read in various publications a disturbing fact has come to the fore. The Government and the opposition had agreed a course of action when the question of our involvement was put to parliament. Imagine the surprise when the leader of the opposition decided to play politics with the lives of those maimed and killed in Syria. To change the stance at the eleventh hour is damaging to the worlds perception of our country. It also speaks volumes of his perception as a statesman and possible future Prime Minister of our country. Political infighting the persistent need for parties to score points against each other can damage what we stand for. Obama was right to talk about the damage to the World and the damage to the credibility of the International Community. To then hear that France had backed the motion to form a special relationship with the USA was important but a little comical. The rhetoric that has followed has tried to justify the vote and the subsequent outcome to no avail. Reading in the Times on Sunday that Syria sent war planes to test our air defences over Cyprus were met with British Typhoon Fighters on rapid response. Syria now has a clear answer to that question. Only time will tell whether this has proved to be common sense prevailing or a massive mistake that will take time to heal. Moving swiftly on, I am preparing to visit the MLA Expo at Telford this coming weekend. I will be my first time as a visitor; I have always been an exhibitor on my previous visits. It will be nice to catch up with a few people I have not seen for a while. I read there will be a number of new products and the technical innovations continue to be introduced in this complex sector. I will submit a show review where you can read my observations for the next issue.

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The upsurge in sales and production in the industry continues. There is a strong feeling of optimism throughout the Double Glazing sector. The government growth revision from 0.6 to 1.5 fills us all with a feel good factor. As I have said in the past our industry fell quite a long way, however having ridden the austerity roller-coaster and put our house in order we should feel the benefits of the upsurge quicker than most. Most of the blogs are indicating progress is being made. My one fear is that the smaller companies manage the growth with the same levels of care we used as the sector shrunk. The curse of overtrading can bring its own problems. Well the transfer window closed. Rooney and Suarez stayed put and Bale moved. Just as well, if they had been sold the total spent may have gone to 700 million. Obscene is a word that springs to mind. All that money spent and we all fear for the England team during the next few weeks. A lot of talk about coaching. Perhaps we coach it out of the youngsters. Too much emphasis on pace and power. Skill encourages skill so get the skilful coaches into the areas they are needed. Good luck to Roy Hodgson, I am sure we will qualify for Rio. The Question still remains; “Are The Lunatics Running The Asylum or is Common Sense Prevailing?”

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MONTHLY HOROSCOPES

Celebrity Astrologer...

RUSSELL GRANT ARIES

LEO

SAGITTARIUS

Your impressive work ethic will put you in the spotlight in the early days of September. Your health gets a big boost on or around the 5th, when a few simple changes in your diet and lifestyle will bring relief from a stubborn ache or pain. Finding romance will be as easy as falling off a log as your love life takes a torrid turn during second week of September, helping you lure a very attractive lover into your web of amour. A difference of thinking throws a spammer into the smooth workings of an intimate relationship or friendship. There could be rows and ructions in the middle of September which you might enjoy but will actually have long lasting negative results. The days surrounding the 20th are perfect for asking for, and accepting a leadership role at work or in your social circle. Money from a refund, dividend, or legal settlement will arrive in the final days of the month.

Your financial picture will improve greatly in the beginning of September. At long last, you’ll be able to treat yourself to an expensive luxury that was previously out of reach. Go ahead and splurge on an overseas trip, hi-tech kitchen appliance, or new computer. Onlookers may judge you for being extravagant, but they don’t understand your deep appreciation for the finer things in life. You never take possessions for granted. A teaching or writing opportunity could come your way over the next few weeks. You’ll soon attract a devoted following. Students respond eagerly to your warmth and enthusiasm. Trust your instincts regarding your health in the waning days of September. Visiting a homeopath or trying a holistic therapy will yield impressive results. It will be such a relief to be rid of a nagging ache or pain. As an added bonus, your sex drive will return with a vengeance. Take advantage of it!

Early September is perfect for taking a public stance about a moral issue. You’re sick and tired of watching bullies push powerless people around. You may not realise it, but people have tremendous respect for your opinion, and will rally to your side once you defend the underdog. An executive will throw flirtatious glances your way on or around the 5th. This could be the beginning of a beautiful friendship, if you so desire. An expert will offer to take you under your wing at mid-month. Studying alongside this authority figure will give you valuable experience. Be ready to have your ego cut down to size! The closing days of September are great for buying or selling a piece of property. Any such deal will result in great prosperity. It’s possible a youngster, elderly relative, or roommate will join your household, making it a much happier living situation. You thrive on good company.

TAURUS

VIRGO

CAPRICORN

The month opens on a lovely note, pushing you into a passionate embrace with an enthusiastic lover. If you’re looking for love, you’ll find it in a classroom, book club, or writing group. Your powers of attraction will be very strong throughout mid-September; it will be easy to lure anyone you want into your boudoir. Ultimately, you will opt to make a serious commitment to someone who makes you feel secure, appreciated, and respected. A group project will come to fruition near the 19th, and your contributions will be singled out for favourable attention. Don’t be surprised if you’re offered to teach a class. Students will respond eagerly to your enthusiasm. You’ll prove that it is possible to have fun in the classroom. Signing a contract is well starred toward the end of September. If you don’t like the terms that are initially offered, you can negotiate better ones. All it takes is a little charm and a lot of persistence.

Your powers of attraction are formidable in the opening days of September. Take this opportunity to display your creative work, go on job interviews, and go on dates. You’re sure to get an eager reception wherever you go. The days surrounding the 5th are ideal for updating your look in some way. Get a new hairstyle, revamp your wardrobe, or tone your body. The results will be impressive. A beautiful love letter, voice mail, or even a surprising text will arrive at mid-month, and it will bring out your sensual side. Stop listening to your brain and heed the call of your body instead. The 19th marks a beautiful turning point in a romantic relationship. A commitment ceremony or exchange of rings will be in the works. A teaching or writing job will be awarded to you at the end of the month. Getting paid to share your expertise is your idea of heaven on earth.

Your sex appeal is at an all time high in the first half of September, opening doors that were previously sealed shut. Opportunities to write, travel, and study will abound. If you’re single, you will meet someone special while exploring an exotic country. Be on the lookout for an intelligent homebody who makes you laugh. The two of you will hit it off like strawberries and dream. You’ll have to keep your cool this month. Unleashing your temper will harm your reputation. Make it your mission to remain cool under fire. Your good mood will return on or around the 19th, when you receive a license or certificate. Once you have permission from the powers that be, you’ll be able to expand your sphere of influence. The end of September is ideal for throwing a party. Get in touch with an old friend who is celebrating a birthday. This gathering will turn out to be the social event of the season.

Mar 21st – Apr 20th

Apr 21st – May 21st

GEMINI

Jul 24th – Aug 23rd

Aug 24th – Sep 23rd

LIBRA

Sep 24th – Oct 23rd

Nov 23rd – Dec 21st

Dec 22nd – Jan 20th

AQUARIUS

The first days of September bring a great opportunity to overcome a stubborn fear once and for all. Put yourself in the hands of an expert who has an impressive track record curing problems of this sort. You’ll be amazed by the results. An addition to your family will arrive on or around the 5th; throw a big party to celebrate. It gives you great pleasure to provide a festive atmosphere for your guests. Turn a deaf ear to an etiquette obsessed relative who thinks there is only one way to throw a party. You’ve developed your own style; go with it. Things start looking up around the 19th, when you’ll be given a raise, award, or promotion for a job well done. Your phone will ring off the hook once word spreads of your success. Treat yourself to some sexy undergarments as the month comes to a close. You’ll have a delicious chance to show off your purchases when September turns to October.

May 22nd – Jun 21st

Trust your instincts regarding a domestic matter in the opening days of September. This is your chance to make some productive changes to your household, whether it’s redistributing duties, hiring a cleaner, or building an addition. Just because you’ve lived a certain way for years doesn’t mean it is serving your interests now. Be willing to move with the times and adopt a lifestyle that is more in keeping with your needs and values. Money from a job well done will come with you during the middle weeks of September, helping you buy some antiques and vintage goods. Surrounding yourself with beautiful things from another period inspires your creativity. Pay careful attention to your dreams toward the end of September, as one will inspire an impressive work of art. Projects involving music, poetry, and photography are looking particularly good. There is a good chance you will get paid for your work, which is a little like earning a salary to have fun.

CANCER

SCORPIO

PISCES

Wonderful news about a project that is close to your heart arrives in the first days of September. Be sure to go out and celebrate with your friends and family. Fortunately, your loved ones are happy for your success, and will enter beautifully into the spirit of things. It looks as if you’ll get fame, money, and success as a result of a brilliant idea. Bask in the glory as long as it lasts. Too often, you underplay your accomplishments. Don’t make that mistake this time around. Let a loved one lead you into unfamiliar waters in mid-September. This is a great time to sample foreign cuisine, try unfamiliar authors, and visit new places. A degree, award, or contract will be awarded to you in the final days of the month. This is your chance to capitalise on your expertise. Getting paid to teach a class or lead a team of creative people will give your ego a much needed boost.

A glowing testimonial or recommendation will open doors for you in the first days of September. Be sure to ask an influential friend for a letter of recommendation. Your social circle will expand to include some well travelled people around the 5th. These new acquaintances will introduce you to some exciting artists, cuisines, and traditions. Let them lead you into unfamiliar waters. A relative will ask for your honest opinion at mid-month. Be as tactful as possible, as this family member is a lot more sensitive than they let on. A passionate romance will heat up toward the end of the month. The two of you will decide to deepen your commitment to each other, making more time for intimate pursuits. Seal the deal by getting a makeover. Update your hairstyle, add some fashionable items to your wardrobe, and invest in some sexy lingerie as September draws to a close. Your efforts will get a very enthusiastic reception.

An intimate partnership gives you added confidence in the first half of the month. Take this opportunity to pursue a childhood dream. Don’t let critics deter you from your goal. Your detractors are just jealous that you’ve decided to take control of your destiny. The days surrounding the 5th are perfect for going on a romantic trip. Head for a place known for its natural beauty. A little greenery will restore your good spirits, and inflame your passion for one another. Discussions about money will be tense at mid-month. Your ideas about finance are very different from those of a business or romantic partner. Resist the urge to heap shame or blame on each other. The sooner you enact a compromise, the happier you both will be. The results of a self improvement programme will be impressive around the 19th. Don’t be surprised when you attract a bevy of admirers as a result. It’s easy to fall in love with an achiever.

Jun 22nd – Jul 23rd

Oct 24th – Nov 22nd

September 2013 – The UK’s Leading Industry Newspaper

Jan 21st – Feb 19th

Your sex appeal is at an all time high at the beginning of September. Use it to lure someone special into your web of intrigue. If you’re single, you’ll meet someone special at work, the gym, or school around the 7th. Keep your ears open for somebody with a goofy laugh. Their silly sense of humour is incredibly endearing, and will help you loosen up. You should take the lead in an intimate relationship at mid-month. Push your amour into taking a professional risk, even if it means experiencing a temporary financial setback. The best things in life require a leap of faith. You’ll get paid more than you expected on or around the 19th, helping you make some big improvements to your home. Take this opportunity install a state of the art kitchen or bathroom. You’ll attract lots of favourable attention toward the end of September. Be sure to look your best before attending a glittering party.

Feb 20th – Mar 20th

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