Glass News December 2013 by Christina Shaw

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Growth returns to window industry says

new Insight report

Insight Data has published the 2013 Fabricator and Installer Report, which points to significant change across fenestration industry and return to growth.

The report shows the number of window, door and conservatory companies has risen in the last 12 months, the first increase for 5 years, and now stands at 15,137 companies. The number of fabricators (PVC-U, timber and aluminium) has increased marginally to 4,278 companies although PVC-U fabricators have declined in the last 12 months. This decline has, however,

led to greater volume shared amongst remaining fabricators, with a significant increase in average frame volume per company. This explains in part why many fabricators are reporting record sales.

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SYNSEAL TO THE RESCUE!

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Helen Costeloe-Hughes, commercial director of Insight Data comments; “PVC-U fabricators are evolving and diversifying. They are introducing alternative products, such as aluminium, composite windows or new products such as Residence 9 in a bid to increase revenue and improve margins.” “In fact, 17.5% of all PVC-U fabricators now manufacture aluminium, a figure that continues to rise month-onmonth.” “This has been driven by demand for aluminium bi-folding doors which has created awareness and demand for aluminium windows and doors in general among installers and homeowners.” Continued on page 4...

Sit back, relax and enjoy the last edition of 2013! See you in 2014!

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Issue 33 | December 2013

TIME OUT! SPOT THE DIFFERENCE

CROSSWORD EYE SPY & MORE...

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December 2013 | www.glassnews.co.uk

DECEMBER 2013

The UK’s Leading Industry Newspaper

It‘s goodbye to 2013 as we all look forward to a prosperous New Year

With amazing pace, 2013 continues to hurtle along and, from that ‘Season of mists and mellow fruitfulness’ that was Autumn, suddenly Christmas is upon us and, before we know it - it’ll be 2014! No one will describe 2013 as being an easy year and many will have been pleased to maintain their market position, turnover and profit. But there is much to look forward to and, albeit grudgingly and probably more to do with the translation from German to English than the original script, Mike Piqueur, the Head of Western Europe for Roto Window and Door Technology Division, at his address at Roto’s Press Day in Brussels, described that the UK, somewhat surprisingly, had “come out of the ditch” quicker than most economies. He went on to say that the where the US economy went, the UK followed - followed on by the rest of Europe. Hence, our economy follows the US both downward and upward, and that trend bodes well for 2014 with our economy heading the resurgence on this side of the ‘pond’. While no one expects 2014 to be plain sailing, and there may well be rough seas to navigate, there is certainly an expectation that calmer waters lie ahead. And after a tough year, it was great to be able to celebrate with the winners at the G13 Awards, held at the Park Lane Hilton in London. Tony Higgin staged another excellent awards night and no one enjoyed it more than those well deserved winners. A word of congratulation should also be offered to those competing and not walking

off with the top prize - we applaud those who have taken the trouble to compete, for without them there would be no need for this gala night. An event such as the G13 Awards could not be staged without the sponsors and Glass News is very happy to acknowledge their importance to us all, as an industry. They include: Air, Thermoseal Group, Epwin Group Window Systems Division, FIT Events, Glassolutions, Edgetech, Promac, Grouphomesafe, Veka UK Group, Ultraframe, FENSA, GGF and SaintGobain Planitherm - and not forgetting Brouha for sponsoring the photo booth and Solidor, the casino. With this, the 10th year of the G Awards, safely completed for another year, we look forward to seeing the nominations for 2014 and trust that our industry will have even more to celebrate following a successful 2014. And so all of us at Glass News wish everyone in the industry a very Happy Christmas and trust you have an excellent and well deserved festive break. We thank you for your support during 2013 and look forward to bringing you the news and views of the industry in 2014.

We wish you a merry Christmas & a Happy New Year!

CONTENTS

CONTACT DETAILS

Publisher & Owner: Christina Shaw The Flat (Office 2), 6 Sunderland Street, Tickhill DN11 9QJ M: 07805 051322 T: 01302 759096 E: christina@glassnews.co.uk

Front Cover Story

6 Windows 12

Software & IT

Trade Counter Partnership

16 Aluminium 16

Trade News

34 Colour 36

Doors & Hardware

New Products

Tech Talk

48 Conservatories 52

Product News

‘TIME OUT’ Winners – NOVEMBER!

G13 Awards

Charity News

Sudoku: Carol Love Birmingham

Voice Of The Industry

Timber Expert

Installer Focus

Crossword: Joe Tames Retford Eye Spy: Lorraine Styler Western Super Mare

60 Machinery

70 Recruitment 74

Comment Piece

75 Letters 76

Time Out!

The Basman

Monthly Horoscopes

Find A Supplier

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

Advertising Enquiries: Christina Shaw M: 07805 051322 T: 01302 759096 E: christina@glassnews.co.uk Editor: Chris Champion T: 07850 267223 E: chris@glassnews.co.uk Features Editor: Sheilah Reed M: 07880 990144 T: 0114 2885988 E: sheilah@glassnews.co.uk 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: Daniel Basden and Double Glazing Blogger. glassnews™ is a registered Trademark.

Last months crossword solution: @GlassnewsMag

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Christina Shaw

Got Something To Say? Email Chris at: chris@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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FRONT COVER STORY

Continued from page 1...

INSTALLERS According to Insight Data the installer landscape is changing rapidly. The number of installers has increased over the last 12 months but a growing threat from general builders has had an impact on volumes. To combat low volumes and low margins, installers have diversified into other products and sectors. 47% of installers now offer a choice of materials – PVC-U, timber or aluminium, while many have diversified into other home improvement products such as garage conversions and extensions.

emerged some years ago with a number of operators buying from fabricators in volume, and sellingon to small installers and general builders. However, a growing number of PVC-U fabricators have now established their own network of depots. This provides a strong regional presence and enables the fabricator to capture volume they would not otherwise gain. On the flipside this

Helen continues; “Installers, like fabricators, are keen to increase order values and margins and an increasing number are offering higher value product lines such as bi-fold doors, vertical sliders and coloured frames.” “Meanwhile, the number of general builders offering home improvement products such as windows and doors has increased dramatically to over 20,000 across the UK. Many of these builders already have relationships with homeowners and are winning contracts under the radar.”

TRADE COUNTERS A shift in distribution channels has occurred across the industry. The traditional route of fabricator >> installer >> homeowner is being challenged by a rapidly growing network of trade counters. Trade counter depots

poses a threat to smaller, regional fabricators who rely on local business. Helen adds; “It is this expansion of trade counter depots that has fuelled an increase in the number of general builders who now offer windows, doors and conservatories. This is great for trade depots, but double glazing installers across the UK need to be aware of these new competitors.”

Conclusions While on the surface the industry appears stable there is a significant undercurrent of change. This is being seen across many facets;

“Installers, like fabricators, are keen to increase order values and margins and an increasing number are offering higher value product lines such as bi-fold doors, vertical sliders and coloured frames.” 4

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• Reduction in the number of PVC-U fabricators • Diversification of materials being manufactured by fabricators • Route to market (distribution channels) • Installer diversification in products and materials • Installer diversification into other home improvement sectors

• Rapid increase in ‘general builders’ now offering windows and doors • The rise of the trade counter depot As a result of this undercurrent, the rate of

change within the Insight Database is at its highest ever level. Across the database, there are now some 1,300 changes occurring every month – companies, management, locations, contact details, products

Across the database, there are now some 1,300 changes occurring every month – companies, management, locations, contact details, products and sectors. Over the last six months 60% of companies on the Insight database have experienced some change in their business. and sectors. Over the last six months 60% of companies on the Insight database have experienced some change in their business.

The Full Report The Insight Data 2013 Market Report uses data collated during extensive research and interviews carried out with over 15,000 fabricators and installers. It is the most comprehensive analyse of the fenestration industry. The full Report includes a detailed analysis of the industry, sectors and regional variations and is available to download from the Insight Data website. www.insightdata.co.uk.

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WINDOWS

The UK’s Leading Industry Newspaper

QUALITY TRADE WINDOWS STARTS FABRICATING REHAU HERITAGE FRAMES IN SCOTLAND

Arctic Glass adds Deceuninck

quality to autism care facility in Bolton Arctic Glass, the Blackburn based fabricator and installer, recently completed a major project for the Bolton Autism Unit, a purpose built facility for autistic children. Arctic installed 102 windows and 15 doors for Seddon Construction. Arif Roker, MD of Arctic, believes it was the quality and look of Deceuninck’s products which clinched the deal: “We had worked on healthcare projects before,” says Arif, “and we knew quality and aesthetics would be essential.” “Seddon were so impressed by the samples we showed them they broke away from their approved supplier list and invited us to tender – and we won the contract.” The anti-ligature hardware specified for all the windows was an unusual feature of the project. Arif explains: “It’s a unique concept in PVC windows, so we had to adapt the window for the required hardware, which called for some

unorthodox manufacturing techniques! But we knew Deceuninck’s profiles would be up to the job and the end result looks good and works well.” Arctic Glass has used Deceuninck since 1992 when the company was founded by Arif ’s father. “Deceuninck offers superior quality,” says Arif, “others in the market don’t compare. Very occasionally we’ve had to use another supplier for a product Deceuninck doesn’t sell, and the difference in quality is marked.” To find out about Deceuninck’s quality products visit www.deceuninck.co.uk. Visit www.arcticglassuk.com for more information on Arctic Glass.

“It’s a unique concept in PVC windows, so we had to adapt the window for the required hardware, which called for some unorthodox manufacturing techniques!” READER ENQUIRY No: 1213/0006

Quality Trade Windows in East Kilbride has become the newest fabricator of REHAU Heritage frames in Scotland and has invested in specialist machinery to enable it to manufacture with REHAU’s new run through sash horns. The company previously bought in its vertical sliders but has taken the decision to start fabricating them because of the potential which exists in the Scottish market. Lex Philip, Sales Director at Quality Trade, said: “We aim to establish ourselves as the number one source of REHAU Heritage vertical sliders north of the border. To this end, we have also formed ‘Sash Windows Scotland’ as a division of the business to highlight the product.

The owners of the property wanted to replace timber box sashes which had become draughty and inefficient with a more thermally efficient PVC-U alternative. However, they were determined to enhance and not detract from the overall look of the property so chose the REHAU Heritage windows because they felt that they best replicated the sightlines and overall look of the originals. Quality Trade Windows installed sixteen REHAU Heritage vertical sliders in the property and delighted the owners even further by cleaning and restoring the original stained glass and encapsulating it within the new sealed units. Lex Philip added: “The customer focus and attention to detail which we demonstrated on this project are typical of the service we provide to all our customers.” Further information is available at: www.qualitytradewindows.co.uk.

“We intend to extend the reputation we have built for great quality and service in REHAU casements, tilt and turns and fully reversible windows into the supply of REHAU Heritage vertical sliders. “By fabricating ourselves, we can keep our prices competitive and of course we are promoting the fact that the windows are ‘Made in Scotland’ which is a very strong message for our trade customers to take to retail buyers.” Quality Trade Windows is fabricating REHAU Heritage vertical sliders in white, cream, golden oak and rosewood foils as standard with other REHAU foils available to order.

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It has already demonstrated its expertise in traditional properties with an installation in a large detached sandstone house in Glasgow.

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WINDOWS

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Mentor success for Network VEKA members

REHAU ADDS NEW CERTASS A* RATING TO THERMAL CALCULATOR REHAU has added the CERTASS WER ratings scale to its award winning online thermal calculation tool at www. rehauanswers.com This takes into account the two new bandings recently announced by CERTASS – A* at ≥ 10 points and A+ at ≥ 5 points. Customers using the REHAU website to carry out calculations now automatically receive a WER calculation result showing both the BFRC and CERTASS scales and can choose to download and print a report for either scheme. Dean Franklin, the REHAU Applications Engineer who is responsible for www.rehauanswers.com said: “Our thermal calculator is fully approved by CERTASS and is widely used by customers who are members of the TRR (Thermal Ratings Register) scheme so adding the A* was always going to be essential for us.” “It’s part of our continuous development work on www. rehauanswers.com and follows our achievement of an A+ licence from the BFRC for our REHAU TOTAL70 profiles in September 2013.” “We continue to advise customers to use the website to obtain the reports and labels they require for the windows they already manufacture, and also to use the quick check option to evaluate how different combinations of frame, glass and spacer bars could help them to achieve higher ratings more cost effectively.”

When Kent-based AthermEco joined the industry's leading standards organisation, Network VEKA, earlier this year, the company was relatively new to the window installation business, despite its 35 years in the home improvement industry. With a successful building company that is already long standing, the double glazing and conservatory side of the company developed out of their existing customers' need, and the company looked to fellow Network VEKA member, Weruwise for some tips and advice on succeeding in the glazing industry. “It's well known in the industry that part of the Network VEKA philosophy is members helping each other out, sharing experiences and best practice. While we have an abundance of technical support from Network VEKA itself and our fabricator, we wanted to speak to the team at Weruwise – as they are a well-established Network VEKA installer that has seen considerable growth in its 30 year history.” Toni Young, who runs the company with husband Rob, explains. “Steve and the team have built a fantastic business, and prove that by getting the basics right and focussing on customer service you can be successful. We are fast learning about the benefits of being a part of Network VEKA, something that is a massive help for us, being

“We are fast learning about the benefits of being a part of Network VEKA, something that is a massive help for us, being part of a membership means we can learn from other members and bounce ideas off each other.” part of a membership means we can learn from other members and bounce ideas off each other.” Weruwise Partner Steve Hewgill says: “Being part of a network of like-minded companies in our view means that we help each other out when help is needed. AthermEco's plight of identifying and recruiting the right people is a problem we all have from time to time, and getting the right workforce is a minefield. We were more than happy to meet with Toni and Rob and see if there was anything we could do to help with their development. We do not follow the expected mould for a double glazing company, which we see as something that sets us apart from the rest. “If they gleaned anything from us during their visit that they found useful, then we are happy.”

Perfect PVC-U for Sovereign project Long-standing VEKA customer and Network VEKA member, Sovereign Group Ltd, has worked with City West Housing Trust in Salford recently on an impressive domestic project. The Nelson-based fabricator manufactured replacement windows using VEKA's M70 profile, complete with decorative PVC-U gable frame arches for a traditional red brick terraced property in the Eccles area of Salford. As Managing Director Frances Austin explains, the replacement windows are as close a match to the original window design as you can get in PVC-U: “It's hard to believe that these windows are PVC-U. As you would expect from such a widelyspecified system, VEKA M70 carried all the relevant accreditations and met the demands of the project when it came to price, performance and security as well as offering obvious sustainability benefits. We are sure that this project will show PVC-U 'doubters'

that VEKA's high-spec window systems can achieve the traditional 'look' of conventional painted timber, with all the modern benefits of PVC-U.” A not-for-profit organisation, City West owns 14,600 homes in West Salford, and is committed to keeping the character of the area in which they operate and providing their residents with the best of what is available, by demanding the best products at competitive prices under a procurement framework. Sovereign Group is one of the largest and longest established VEKA fabricators in the UK, with more than 40 years experience of public sector refurbishment projects, and is City West's preferred partner for supplying windows and doors for refurbishment projects. Tel: 01282 716611 www.vekauk.com READER ENQUIRY No: 1213/0011

Tel: 01282 473170 www.networkveka.co.uk

The free www.rehauanswers.com website was named Customer Care Initiative of the Year at this year’s G13 awards. It is hugely popular with REHAU customers, regularly receiving more than 1000 visits per month during 2013 across its thermal calculator and CE marking tools. READER ENQUIRY No: 1213/0009

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WINDOWS

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Good News

That’s how it was described in one of the national dailies, with Bank of England governor Mark Carney saying that the economic recovery has finally taken hold. Unemployment is down, new permanent jobs are being created, inflation is at its lowest since 2009 and economic growth is faster than it has been for 6 years. Add to that Mr Carney’s raising of the growth forecast for 2014 to 2.8% and everything in the garden is rosy.....isn’t it? But if this recovery means unemployment reaches 7%, doesn’t that trigger the possibility of an interest rate hike - and that could now be as soon as 12 months time? The economy is still 2.5% smaller than when recession struck. So what does this all mean for our industry? Time to see what potentially great news for the window industry means. David Amos, author of D & G’s industry reports is currently putting the final touches to their Autumn Windows Forecast to 2016.

How has 2013 fared and what can we expect for the future? Firstly it’s always sensible to look back and revisit the forecasts we made for the current year, if only to reassure ourselves that our modelling is correct. Back in our Spring Forecasts we predicted that the medium term prospects for the industry were more favourable than for many a long year. This was against the flow of opinion at that time because, as you will remember, the spring weather in the UK was awful. The total volume of windows produced in the first quarter of this year was the lowest since the end of 2008, the start of the credit crunch and recession.

www.glassnews.co.uk | December 2013

And since Spring? You have said before that 2013 picked up as we progressed through the year. We predicted that there would be a recovery, and so it has proved as this year has progressed . Our forecasting model is fine tuned and has proven to be especially accurate. It helps, of course, that we forecast three times a year and measure the industry every quarter.

So there is a real recovery taking place? Yes, but....and it’s a big but! As you have said in your introduction, the economy is growing. Additionally, consumer spending and housing are all on the up but you are right to question what this all means. Is the recovery sustainable? If it is, by how much will the window industry benefit? It’s one thing to get the prediction for this year correct but the Autumn Windows Forecast which we are currently putting together spans the time from now to 2016. We reckon this could well be the most important forecast and report we have ever produced.

Exciting times, with an OK 2013 and the prospect of growth to come? Before we all get ‘gung-ho’ about the future, we have to remember that the window industry was close to saturation before the recession. The Government has cut back on social housing and austerity is still with us. As Mr Cameron said in his Mansion House speech, it will remain with us for many a long day.

You mentioned the issue of interest rates. Although it is not set in stone that interest rate rises will be triggered by unemployment getting to 7%, it could happen, and we need to understand what will that mean to our industry.

That’s a key question. More disposable cash for the elderly but a squeeze on those with mortgages and loans. Harder for companies to get cash for expansion... We’re not quite ready to give you the answers today but it will all be in the report. Through our reports we are able to drill down deeper into fine detail which will really help companies make key decisions – such as investment in capacity, placing forward orders on parts and hiring.

You’ve mentioned before, in fact only last month, that after just a couple of quarters of growth there are issues over supply... And that’s why forecasting is so important. Now, more than ever. Companies need to determine the capacity they need, people to hire and train, and volumes of parts to place on their suppliers especially if their suppliers are abroad. Supply issues result in lost orders. As I recently pointed out, foiled products are currently in high demand.

Are we, as an industry, slow to see the value of forecasting? Generally, I’m afraid that’s correct. The automotive industry is an example where they are constantly hungry for information on which they can base their decision making.

So back to Mr Carney’s forecasts and, indeed, your own. How does the industry take advantage of the recovery? It’s really a matter of understanding the markets and the economics. We are constantly modelling to provide realistic forecasts and looking for whether new opportunities exist. Clearly the UK Window Industry has to find a way of increasing its exports – despite the difficulties. The first step is always to understand the markets We are in the process of producing a Europe Window and Door Report that, hopefully, will be out in late January. .

So, Is it ‘good news’ for the industry? It ought to be. Europe – especially emerging markets - is an opportunity for the UK industry in the same way as the UK was seen by European companies as an opportunity fifteen years ago. We are very good indeed at many things – products, design, technology, engineering and marketing to name but a few. But first companies need to do their homework on the markets they are interested in, thoroughly.

Many thanks for the insight, David. READER ENQUIRY No: 1213/0012

WINDOWS

The UK’s Leading Industry Newspaper

Trickle ventilation

what’s it all about? The Double Glazing Blogger (www.doubleglazingblogger.com) posed the question on Twitter “What is the most ugly add on product our industry has ever produced?” He comments that, very quickly, the subject of trickle vents came up. And he believes, for very good reason. He argues that no one likes them, the customer or the installer, and says that: “In my own personal opinion, they are one of the most tacky, ugly, pointless products we have ever had to sell as an industry. They don’t compliment (sic) the look of any window at all, they often get blocked and on many occasions break due to the nature of how they are made. The only reason why they currently exist is that new builds have to have them by law (as far as I know).” So what is the story about trickle vents and, as the Blogger says, why do we need them to let the cold and noise in when we’ve spent a load of money to insulate the house, thermally and acoustically? Dean Bradley, Sales and Marketing Manager for Glazpart, the manufacturer of trickle vents in the UK seems like the right person to answer these pertinent questions.

Firstly, Dean, thanks for taking this on as it’s quite a thorny subject... Thanks for the opportunity to put the other side of the story across, although it’s not a matter of defending arguments about the rights and wrongs of ventilation, it’s a matter of designing and supplying a quality product that is required by the Building Regulations.

And this is where we get straight to the nitty gritty. As I understand it The Building Regulations in England and Wales require ‘that there shall be adequate means for background ventilation provided for people in the building.’ This is for both new build and replacement windows? That’s correct. Basically, replacement windows should match the ventilation capability of those being replaced. If the outgoing window

had trickle vents, the replacement window should also have them - and to at least the same level of performance. The new vents should offer at least the same capacity as the outgoing vents and recommended when not already fitted.

and 2500 EA trickle vent to be compliant in both sectors in England and Wales.

Looking through the Glass and Glazing Federations’ Guide to Trickle Ventilators, it refers to EAs...

This is true. There are over frame designs, glazed in, and easily the most popular, the through frame ventilator. At Glazpart we offer Slimline, Standard and Modular trickle ventilators as a well as Link Vent product and all designed for PVCu application as well as timber and aluminium. There are also thousands of colour options.

Yes. Equivalent Area, or EA for short, is a regulated method for determining the performance of a ventilator. Habitable rooms should have a minimum of 5000mm2 EA and that’s interesting in itself as, historically, we all used either a 2000 mm2 or 4000 mm2 trickle vent. Do you know how to ensure that this legal minimum is delivered? One simple check is to look on the front of the trickle ventilator (the part on the inside). Here, you should be able to clearly read the EQA rating. If you cannot, then the product does not comply with building regulations and may not even have been tested.

Habitable rooms are, presumably, bedrooms, lounge, dining room... Yes. ‘Wet rooms’, such as bathrooms, utility rooms and toilets are required to have 2500 EA. Here the issue is that as a rule the typical 2500 EA trickle vent is either too long or requires a rout that is too deep and will weaken the window. However, the smallest 2500 EQA trickle vent today is 236.5 mm long.

So this applies to both replacement and new build? With new build it is a requirement under the building regulations.

And replacement windows, which must still be the largest part of the market? The rule of thumb is that when replacing an existing window, you cannot make the performance of that window any less than it is currently. So if it has trickle vents fitted they MUST be replaced to the same performance. That would then mean that you need to know what that performance is for every trickle vent type. However, the regulations are helpful here as they also state that if you follow the GGF guideline leaflet of using the 5000 EA and 2500 EA rule of thumb, then you will comply with the regulations. So, as a guide, you only need to have a standard 5000

GGF’s Guide to Trickle Ventilation refers to a number of different designs...

Do the requirements vary as to location or architecture? In the case of new build, absolutely. The regulations require allowances for both the number of occupants and the property size. It also depends where you are installing as the regulations differ between countries in the United Kingdom, so local requirements need to be adhered to.

GGF make a point about security and that seems a good argument it itself. They talk about the opportunist burglar and the fact an open window can provide an easy point of entry. Also that windows fitted with ‘two stage locking’ handles (sometimes referred to as night vent position) can still be vulnerable...

and puzzling question in the fenestration market, since its introduction. Typically, people ask: “Why having developed thermally efficient window systems do we then rout a hole in the top?” Over the last few revisions of the regulations, the airtightness of buildings has become an increasing issue. On the one hand there has been a drive to improve the thermal efficiency of windows whilst reducing energy consumption, as we build greener buildings. The consequence has been that as dwellings are made more airtight, the internally generated pollutants affect, disproportionately, indoor air quality. This may cause adverse health effects unless unobtrusive background ventilation is installed. Background ventilation is therefore necessary to provide a healthy indoor environment for the occupants. The primary purpose of trickle ventilation is to remove polluted indoor air from a building and replace it with ’Fresh’ outside air. Background Ventilation is a key product for a healthy living environment. These small trickle ventilators are designed to deliver controllable whole room ventilation. If the regulations demand trickle ventilation then it’s our job, as manufacturers, to produce the best designed and least obtrusive ventilators we can. Glazpart produce a variety of solutions and work closely with the trade to make sure they are as easy to fit as possible.

Thanks Dean. And it’s certainly worth looking at your website to help understand all the issues concerning trickle ventilation. www.glazpart.com

Controllable trickle vents provide the home owner with the ability to have a consistent supply of ventilation even when the window is locked in a closed position. So yes, security is definitely improved. Indeed NHBC Standards 2013 require trickle vents to be fitted when required by building regulations to provide background ventilation - a window night vent position does not comply.

Back to the Double Glazing Blogger and his point about cutting holes for ventilation when we have just tried to improve the thermal properties of our home by changing the windows. It doesn’t really make sense, does it? It is a fair point and one we tackle on our website as it has always been a controversial

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SOFTWARE & IT

WINDOWS

Spectus Launches

New Fully Reversible Window

Spectus Window Systems is asking the industry to reverse its thinking with the launch of its new fully reversible window. Easyto-clean and thermally efficient the fully reversible window works with a 180 degree pivot action to give users safe and easy access to the outer pane. Its Deep Bevelled 70mm profile integrates with Spectus’ Elite 70 suite giving fabricators and installers complete compatibility.

The company’s new ‘Aeroframe’ thermal barrier technology has been incorporated into the five chamber profiles giving improved thermal performance. With a U-Value of 0.8 the fully reversible window can achieve the highest possible A+ rating under the Window Energy Ratings scheme when glazed with argon filled double glazed units; while the option to incorporate second or third weather seals further aids thermal efficiency. Holding the enhanced security accreditation, PAS: 24:2012 the fully reversible window gives peace of mind to both installers and the

“The fully reversible window has entered a new era; in today’s market it has to provide ease of use whilst maintaining the highest security and efficiency values.” end-user. It also forms part of Spectus’ BES6001 accredited system, giving additional points under the threatened Code for Sustainable Homes or BREEAM. With the added advantage of glazing unit options in 24mm, 28mm, 40mm and 44mm; plus a choice of finishes, including coloured and wood grain effects, customers can truly benefit from the complete package. The fully reversible window also gives installers the opportunity to extend their market reach as it is ideal for high and medium rise applications. Phil Duncombe, product manager at Spectus Window Systems commented: “The fully reversible window has entered a new era; in today’s market it has to provide ease of use whilst maintaining the highest security and efficiency values, something that we have been able to achieve. This new addition also comes at a time when the industry is beginning to pick up pace and so our customers can be ready and waiting to make the most of new opportunities, underpinned by our comprehensive customer support.” For more information please visit the Spectus website www.spectussystems.co.uk or call 01952 283344. READER ENQUIRY No: 1213/0015

DYNAMIC DESIGN 24 HOUR SERVICE FROM FRAMEXPRESS FROM BUSINESS MICROS The very latest in thermally efficient windows and doors were stipulated for a new, modern block of apartments located in a leafy Cambridgeshire suburb. A variety of products from the frameXpress range were specified due the high quality standards offered by the company. With the new building located near to a railway line, the highest sound and thermal insulation guarantees were required. The excellent technical support services combined with tailored solutions and quality standards won the leading fabricator the contract to supply all windows and doors for the project. Planning restrictions were also applied by the local authority to the rural property to ensure that the building would blend with the existing surrounding properties. Subsequently, the high specification installation also required a number of bespoke designs to be incorporated. The frameXpress team tailored products to meet the exact specifications of the customer and Local Authority by combining colour, thermal performance and careful design options. Large double glazed A rated windows in irregular shapes are now key features which allows a lot of natural light into the property without compromising on either sound or thermal benefits. Security for each apartment was also placed as paramount. Consequently, composite doors were supplied in various colours for each one. As a supplier the entire frameXpress team

provides the very best in terms of products including FS70 mm A rated products as well as Yale and Maco locking systems. The company has an established reputation for excellence in relation to technical advice on more complicated projects. Ian Davis, Sales Manager at frameXpress comments, “A broad range of our products were specified for this project including a large number of French doors, composite doors and casement windows. Our entire range includes a broad choice of finishes, glazing options, colour foils and security features which reinforces our leading market position. For a contemporary project such as this which requires sensitivity to the surrounding area we offer a large choice and complete peace of mind in relation to product guarantees.” As a company frameXpress continues to try to invigorate the market by combining technical strength with striking design. For Ian Davis he considers it is essential to support customer needs through diversity and high performance standards. Ian comments, “For most new build projects energy efficient housing is becoming required as standard so it is vital for fabricators to differentiate their portfolios. Our range and services blend perfectly with both technical and aesthetic requirements on all project types, which continues to provide peace of mind for our customers.” For more information on the range of high performance and Secured By Design products available from frameXpress please call 01952 581100. READER ENQUIRY No: 1213/0016

Business Micros’ installation team upgraded the entire software system at Essex based trade fabricator Ultimate 70 recently with just a 30 minute interruption to their normal service. The team worked overnight to minimise disruption, and Ultimate 70’s Managing Director Martin Killick congratulated the Business Micros team on a faultless operation. Ultimate 70, which fabricates between 800 and 1000 frames per week in the Legend 70 system, has been a Business Micros customer since it was set up 10 years ago. Now running both Evolution software for its manufacturing processing and EvoNet software for its business management, the company operates a highly efficient paperless system with vast amounts of data stored securely on its server. In recent years, Business Micros’ project managers have also carried out a great deal of bespoke programming at Ultimate 70 designed to make the business even more efficient and to help support its continuing growth. Whilst this is working well, Business Micros identified a risk that the sheer volume of data now on the server could slow it down and recommended that Ultimate 70 should upgrade to the SQL database versions of both Evolution and EvoNet.

Chris Bailey, Business Micros’ Sales and Installation Manager, and specialist programmer Lee Marshall arrived at Ultimate 70’s Witham premises at 3pm and worked until 4am the following morning to complete the changeover. After a short break, they returned at 6.30am and monitored the system throughout the next working day to make any corrections required until the process was complete at 8pm. Martin Killick said: “The lads from Business Micros really impressed us with their commitment and skills.” “We take a real ‘can do’ approach with our customers and it was great to see our software partner demonstrating the same kind of attitude and service.” “For our trade customers, it was business as usual throughout the changeover and it’s unlikely that they will notice any difference now that the work has been completed.” “What is important for them however, is that we have ensured that our software continues to work at optimum speeds and efficiencies and our service levels are interrupted.” Ultimate 70 supplies trade customers throughout the south east corner of the UK, with a focus on quality, efficiency and service. Further details on Evolution and EvoNet are at www.businessmicros.co.uk.

In normal circumstances, this could take several working days because the system needs to be halted so that all job database fields can be uplifted to the new SQL table and all software programmes and bespoke programming work redirected. Working with Ultimate 70 however, Business Micros agreed that this would not be feasible and instead put together a timetable which meant it could be completed in just over 24 hours with a down time of just thirty minutes.

READER ENQUIRY No: 1213/0017

December 2013 | www.glassnews.co.uk

SOFTWARE & IT

The UK’s Leading Industry Newspaper

NETCOM IT SERVICES, GIVE GLASS NEWS READERS EXCLUSIVE TIPS & ADVICE ON YOUR IT Mark Kindred, Managing Director of Netcom Technologies Ltd. guides us towards what is good, and affordable, in IT. One of the things often overlooked with IT is that it’s an enabler. Not only should it be used to enable your company to function on a daily basis, it should also enable your company to grow whilst cutting costs. One of things I love about running a company that provides managed IT services is enabling companies to use IT as a way to improve their businesses, as opposed to seeing IT as a necessary evil or hindrance to success. Companies that have yet to embrace end to end technologies such as the fully automated enterprise resource planning tools (ERP), need to make their move. An ERP system which allows customers to place door and window orders online and to have the CNC machines magically spring into life on a production floor, could give you the edge over your competitors that you’re looking for. The problem is that ERP systems can be costly and so are sometimes out of reach for the smaller sized fabricators and manufacturers but ERP is only one aspect of IT. For all companies, and especially smaller companies, intelligent use of IT offers good returns with reasonably low investment. Here are a few pointers: • Having an online ordering system doesn’t have to cost the earth and will allow your customers, or your sales reps, to place orders easily from the comfort of the customer’s home, minimising error and speeding up the ordering process. • Having your invoices sent out automatically via email and accepting online payments is probably already built into your accounting package. It’s surprising how many companies don’t use these features which do wonders for your cash flow. • Your IT company must have discussed cloud computing and collaboration with you by now. A shared calendar for your office staff, sales staff and fitters on the road, so everyone can see what’s happening and appointments can be made from the office which appear on your fitters mobile phones and sales staff ’s laptops. Instantly.

www.glassnews.co.uk | December 2013

“For all companies, and especially smaller companies, intelligent use of IT offers good returns with reasonably low investment.” This can be achieved by using a standard set of Microsoft tools (perhaps your server already has these built in) or you can embrace the cloud offerings by using Microsoft’s online platform starting at £2.60 per user per month.

P u rp l e x e x pa n d

digital, SEO & content marketing team Window industry marketing experts Purplex Marketing have announced further plans to expand its digital and online marketing team. The company currently employs 30 staff but following a number of major new client wins, the agency is continuing to invest in talented digital marketing experts. The Purplex digital team is headed by Steve Matthews who holds a Masters Degree in Applied Computing and was previously a lecturer on web technology, teaching across South East Asia and Europe.

experience. Websites need to be content-rich, graphically beautiful and mobile optimised as 53% of visitors now view websites using their tablet or mobile phones. Having a level of interaction is key to converting visitors into leads.” Steve heads a talented team of software engineers and web designers that work closely with the Purplex marketing team to deliver complete online solutions combining web design, interactive software applications and complete SEO and content

marketing all designed to drive visitor traffic and convert visitors to sales leads. Purplex has also developed a highly advanced email marketing platform to help companies target new customers, engage regularly with existing customers using an e-newsletter, and drive traffic to client’s websites. In fact, the company sends over 3 million marketing emails a year. Tel: 01934 808 132 READER ENQUIRY No: 1213/0019

A fluent Spanish and French speaker, Steve has worked on numerous highly complex web application systems often spanning several continents. “Web has moved on. It’s no longer about having a good static website, it’s about user

• Website tracking tools can be used so you can see who has been looking at your website. Not just that, you can see who stopped on which page so you can then proactively target your sales calls to those visitors, based on what you know they have been looking at. • The buck doesn’t stop with computing...are you getting the most from your phones? The use of VoIP means free calls between the office and your fitters’ mobile phones, and between your home office, work office and remote office: all connected by one phone system, and one number, with free calls between all.

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IT has moved past being a little box and keyboard in the corner. It’s a technology which can help drive your business forward at an astounding rate. Netcom provides managed IT services that allow you to get on with what your good at: running your own business. Our experienced engineers and consultants are here to help. To that end, we’re gathering a list of companies in the fabrication, glazing and installation sector who might be interested in improving their business through the use of IT. If you would like to register for a free whitepaper offering more helpful hints and tips please go to www.netcom-it-services. co.uk or call us on 0114 321 6146 to register your interest.

READER ENQUIRY No: 1213/0018

Safeguard

SOFTWARE & IT

Safeguard Glazing Supplies Ltd, based in 2 sites - Stamford in Lincolnshire and Peterborough in Cambridgeshire - was established in 1995 and has been quietly growing and carving out a niche for itself as one of the industry’s most respected organisations supplying and installing process work and double glazing all over East Anglia and the East Midlands. Safeguard are also long standing members of the Glass and Glazing Federation.

The UK’s Leading Industry Newspaper

The Safeguard name has become synonymous with quality in the region, with a core glass merchant business, they supply the local domestic market with products as diverse as horticultural glass, glass table tops, glass shower screens, mirrors, double glazed units - in fact, any flat glass product. At the other end of the spectrum Safeguard also manufacture premium quality double and triple glazed units for many of the leading names in the industry, including specialist units for Insulation, Solar Control, Security and Noise Reduction. Over the last few years, Safeguard have been growing and they had purchased a new toughening furnace and heat soak oven which has meant they can turn units and process work round quickly, without waiting for delivery from another supplier. As their DGU factory is in a semi residential area they could only run the furnace at certain hours of the day, so it was imperative to run it as efficiently as possible, in the limited time available. Much of their management reporting was done

by re-typing information from their DOS system into spreadsheets and this was slow and labour intensive and the information was always a little bit out of date at best. Much of Safeguard's production is complex with laminated and toughened glass playing a big part in their product mix, so the timely cutting and pairing of these two dissimilar products was paramount. Some of these units required a deeper seal than usual or varying stepped edges, which caused problems with edge deletion on the shop-floor.

So the directors of Safeguard went out to the market to see what software was available, and after some research, site visits and discussions with industry colleagues, friends and competitors, they selected the Glass Office package from Clear Thinking Software to replace their old DOS system. Now Safeguard are using a true windows program, networked over their two sites, designed from the ground up for the complexities of modern DGU manufacturing, which meant that

it could cope with the wide variety of work that Safeguard make. Nick Welsh, the Production Director says, “With Glass Office an order can be anything from a splash-back, or a single horticultural pane for a greenhouse to several hundred large commercial units with specialist toughened and laminated combination with a deep seal and the software will automatically price all of this correctly and send everything accurately to production at the correct site.” “The custom edge deletion module from Clear Thinking means that we can specify any spacer/seal depth and the system will ensure that the specified pieces are cut and edge deleted correctly on the Hegla cutting table. This is a major benefit for us, and it means that softcoat units for a commercial contract can be merged with other work to reduce glass wastage, but are still made to the correct specification without shop-floor intervention.” “Clear Thinking's toughened bed optimiser has also helped reduce wasted space on each bed load and increased throughput which has been crucial to us.” Phil Welsh, Managing Director continues, “Now we have better KPI reporting - order intake, daily GP, customer by margin, etc - are all easily available to the directors at the touch of a button. We have much tighter credit control now that Glass Office and our Sage 200 accounting software communicate in real time, so we can see the

customer's outstanding balance added to any factory work in progress, which means that we can see our total exposure at any one time, even on goods that are still being manufactured, and are not yet invoiced. We're also managing our furnace time better now, which has saved us both time and money.” Phil ends by saying, “With Glass Office we can now predict what we're making at each of our sites for the next few days, and thus can give our customers a true indication of possible and practical manufacturing times and delivery dates. We have improved customer service with Clear Thinking's bar coding software, so anyone in the business, at either site, can tell a customer straight away by phone the production progress of all items at both factories from a single screen. This eliminates the need to call customers back, and means that everyone in the business can multitask. Being efficient has helped us weather the recession and we're very pleased we made the switch and upgraded our software with Clear Thinking. They have supported us well over the last few years and we are now well placed to benefit from the UK economic recovery.” Safeguard Glazing Supplies Tel: 01780 751442 www.safe-guard.co.uk Clear Thinking Software Tel: 01273 570857 www.clearthinkingsoftware.co.uk READER ENQUIRY No: 1213/0021

December 2013 | www.glassnews.co.uk

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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

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

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 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

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

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

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

SUNDERLAND

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

T: 0191 2664100 | F: 0191 2159474 E: newcastle@nationalplastics.co.uk

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

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

Branch Manager: Paul Worth

Branch Manager: Paul Newman

WOLVERHAMPTON

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

CARDIFF

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

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

T: 01902 305937 | F: 01902 305802 E: westbromwich@nationalplastics.co.uk Branch Manager: Jaz Mand

Branch Manager: Neil Baldwin

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

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

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

PORTSMOUTH

Branch Manager: Nick Meek

Unit B2, Mountbatten Business Park, Jackson Close, Farlington, Hampshire, PO6 1US

CHELTENHAM – NEW BRANCH

T: 02392 386060 | F: 02392 206200 E: masterglazeportsmouth@nationalplastics.co.uk

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

Branch Manager: Chris Northway

T: 01242 269674 | F: 01242 256350 E: cheltenham@nationalplastics.co.uk Branch Manager: Graham Voyle

www.glassnews.co.uk | December 2013

NATIONAL PLASTICS STOCK: Window frames Door frames Conservatory roofs 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 WALL & CEILING PANELS LOFT DOORS & LADDERS FIXINGS,TOOLS & ACCESSORIES EPDM RUBBER ROOFING GARDEN PRODUCTS RUBBERLOK SAFETY TILES PVC SKIRTING BOARDS

READER ENQUIRY No: 1213/0027

ALUMINIUM

TRADE NEWS

Wrightstyle supplies to major recycling project

Wrightstyle, the steel and aluminium glazing specialist, has secured a contract for the Barnsley, Doncaster and Rotherham Waste Partnership.

The £750 million PFI scheme will see the Shanks Group operate a mechanical biological treatment (MBT) and anaerobic digestion (AD) plant at Bolton Road, Manvers, with the facility due to open by 2015. Wrightstyle will supply and install some 280 square metres of heavy-duty steel glazing systems, including curtain walling, doors, screens and windows, complete with high performance thermal glazing. The company was contracted by Border Steelwork Structures, which specializes in the design, fabrication and erection of steel-framed buildings. Barnsley, Doncaster and Rotherham have almost 350,000 households which last year between them produced around 340,000 tonnes of waste – almost one tonne per household, with a key priority being to divert as much waste as possible from landfill. Also this year Wrightstyle significantly extended its system range by becoming a network partner for global building envelope giant Schueco. The Schueco accredited training scheme gives customers the assurance that its fabrication and installation partners have been highly trained and approved to supply the company’s enhanced aluminium glazing systems. All Wrightstyle staff have now been trained and approved by Schueco, allowing the Devizes-based firm to offer a comprehensive range of both steel and aluminium enhanced systems to mitigate against fire, or ballistic and explosive attack.

“The company was contracted by Border Steelwork Structures, which specializes in the design, fabrication and erection of steel-framed buildings.”

UAP Donate THANK YOU: £2000 to LOYALTY Children KEEPS in Need Children in Need took place throughout November and UAP Limited got into the spirit by donating £2,000 to the cause. UAP, leading supplier of decorative and security door hardware, pledged to donate a percentage of every invoiced raised during Children in Need week. The company then made the decision to double the donation to help disadvantaged children and young people throughout the UK.

Artist’s impression.

“Also this year Wrightstyle significantly extended its system range by becoming a network partner for global building envelope giant Schueco. The Schueco accredited training scheme gives customers the assurance that its fabrication and installation partners have been highly trained and approved to supply the company’s enhanced aluminium glazing systems.” In a further company development, Wrightstyle has also been assessed as compliant with the Contractors Health and Safety Scheme (CHAS), and registered on its national database.

Children in Need raised a record breaking £31 million on appeal night, this goes towards providing grants to projects in the UK which focus on young people who are disadvantaged. UAP’s MD, David Jennings said: “At UAP we take charity seriously and always try to do our bit to give back. We are proud to have been able to contribute to Children in Need and would like to thank all of our customers for making our donation possible.” UAP has gotten involved in several charities over the years, last Christmas it sponsored Key 103’s Mini Jingle Ball and provided 80 disadvantaged children with a winter wardrobe. UAP also helped to build five much needed primary schools in Nepal. This Christmas UAP is sponsoring Smooth Radio’s North West Toy Appeal, this aims to ensure that disadvantaged children have a present to open on Christmas morning. Tel: 0161 796 7268 www.uapcorporate.com

CHAS, the largest and fastest-growing health and safety assessment scheme in the UK, provides pre-qualification assessments to a nationally recognised and accepted threshold standard, and being CHAS approved reduces duplication as suppliers’ compliance is accepted by all CHAS buyers.

Wellingborough-based fabricator Glazerite continue to go from strength to strength thanks to their loyal customer base. Announcing that 23 of their top 30 accounts have increased their purchases by 28.59%, which as a figure is an increase from £4,541,704 to £5,840,248, there’s no denying the loyalty of their customers. With 12 of the 23 mentioned being members of Network VEKA, as a whole, the combined top 30 have increased turnover for Glazerite by 22.84%, that’s an increase from £6,030,344 to £7,407,627 for these accounts alone. Extremely proud of their customers, and the continued support they give, Director Jason Thompson makes it clear that Glazerite is very thankful: “I’d like to thank the existing customer base for their continued loyalty. We feel that it’s all about partnerships and growing together, and without that customer base where would we be?” Also proud of their high retention level as far as customers are concerned, Thompson adds, “It’s no good taking on new accounts if as a company you’re losing existing customers,” With sales between January and October increasing by 19.94% from £12,254,594 to £14,699,025, Glazerite have been reaping the rewards of their extensive product range, which includes star performer composite doors, followed by healthy increases in vertical sliders, patio and bi-fold doors, and foils, the nationwide trade only fabrictor offers the full VEKA range which is all manufactured in house.

Wrightstyle supplies its glazing systems nationally and internationally, reflecting the increasingly specialist nature of the market. The company also offers a full design, supply, fabrication and installation service. www.wrightstyle.co.uk READER ENQUIRY No: 1213/0023

Always looking to increase/improve what they offer, Glazerite embrace new products in order to provide their customer base with the widest choice available. READER ENQUIRY No: 1213/0024

GLAZERITE GROWING

READER ENQUIRY No: 1213/0025

December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

TRADE NEWS

Marketing The UK’s Leading Industry Newspaper

critical to getting youR share of business in the new economy Marketing has a critical role to play for businesses in the new economy. There is a general feeling that consumer confidence is improving and that the wheels of the economy are starting to turn after being stuck in a rut for the last five years; but anybody thinking the phone is simply going to start ringing again is likely to be disappointed. New entrants to the market will ensure that over capacity continues to depress prices, and the mind-set of consumers who have shopped in a buyers market for the past five years will not change enough for profitability to increase unless you have a niche product to sell or a reputation for outstanding quality and service. More than ever there will be a need to compete and to find ways of standing out from the crowd to guarantee better and more profitable business – The Independent Ratings Company offers that opportunity. The Independent Ratings Company offers industry dedicated ratings and review packages for all sectors of the market – from small to large companies, for those working in the trade, retail, commercial or social housing sectors. Dedicated packages which tell

“Using ratings and reviews is marketing in its truest sense; you are telling potential customers all about the best aspects of your business, the things you believe are important, and more to the point, about the things you believe will be important to them.” 18

potential customers about the finest points of your business. Ask yourself this, have you read a hotel or restaurant review in the last 12 months before making a decision where to spend your money? If you have, you will understand the importance of ratings and reviews and how it might have influenced your buying decisions. For consumers looking to shop in the ‘window and door market’ the criteria is just the same – what do other customers who have used this company think? Will the service be good, will the products be good, will I get value for money and great customer service?

Give yourself the best chance to secure a greater share of business in the new economy by using ratings and reviews as the focal point of your marketing efforts in the New Year.

Get in touch to see how we can help you get off to a flying start in 2014. With best wishes for Christmas and the New Year!

Ratings and reviews give customers confidence at a time when they are very careful about making a commitment to spend money. Using ratings and reviews is marketing in its truest sense; you are telling potential customers all about the best aspects of your business, the things you believe are important, and more to the point, about the things you believe will be important to them. It is a staggering fact that over 70% of people across all walks of life now look at ratings and reviews before they think about making a purchasing decision. Your existing customers can play a significant role in winning you new business by giving potential customers the confidence to make a purchasing decision at a time when they are very careful about making a commitment to spend money.

READER ENQUIRY No: 1213/0026

To discuss our packages or to arrange an FOC trial contact us 0161 266 1006, email: sales@theindependentratingscompany.co.uk or visit: www.theindependentratingscompany.co.uk. The Independent Ratings Company, Fort Dunlop, Fort Parkway, Birmingham B24 9FE December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

TRADE NEWS

NFA’s Announce New Supporters “We would like to thank all those that nominated and voted in this category. Your participation is still important to us and the feedback we will take from this is invaluable.”

The UK’s Leading Industry Newspaper

Two years in the waiting

REHAU for Network & The Window Outlet CONGRATULATES ROCAL ON 20 YEARS OF SUCCESS

When Workington-based The Window Outlet decided they wanted to join the industry’s leading standards organisation, Network VEKA, the installer company was disappointed to hear that there was already a member in their area, and would have to wait before they could join.

Two years later, the existing member company unfortunately ceased to trade, and opened up membership for the Workington postcode area, and in turn, The Window Outlet. Director Annmarie Pritt explains: “One of the main reasons we wanted to join Network VEKA was because of the 10-year insurance-

Early next year we are announcing the opening of new nominations for the 2014 competition, and of course we are encouraging the whole industry to take part. The participation, the nominations and the votes decide who the winners are. This concept has been received extremely well in its first year and we are looking to build and expand that into the 2014 competition.

In light of this development, we have decided that, in the interests of fairness and bias, to remove the Industry Magazine Of The Year category from this year’s and all further competitions. When we founded the National Fenestration Awards, one of our core goals was to ensure that our awards were as fair and free as possible. Whilst we are very excited about having four new media supporters, we cannot run a magazine category as we intended to, hence we are removing this category.

Tel: 01282 473170 www.networkveka.co.uk

READER ENQUIRY No: 1213/0031

Chancellor must prioritise housing infrastructure The Chancellor must prioritise investment in Britain’s ageing housing stock by reducing VAT on renovation and repair work and investing public money in improving the homes of the fuel poor in order to secure the economic recovery and protect households from rising energy bills, said the Federation of Master Builders (FMB) in a submission ahead of the Autumn Statement.

We would like to thank all those that nominated and voted in this category. Your participation is still important to us and the feedback we will take from this is invaluable. We would also like to thank the Glass News, Glass Times, Windows Active and GGP for agreeing to support the awards from next year. It is something all parties are looking forward to working on together.

Brian Berry, Chief Executive of the FMB, said: “The Chancellor must view the UK’s homes as an infrastructure investment priority if he wants to fulfil his responsibilities by boosting growth and protecting families from rampant increases in the cost of energy.

READER ENQUIRY No: 1213/0030

READER ENQUIRY No: 1213/0032

“When we looked in to joining, there was another company registered in our town, so we weren’t able to join up, but we applied again after the mentioned company went in to liquidation, and haven’t looked back since. Our first year has been fantastic, there is a lot of support and advice available to us from the Network VEKA team, and the insurance work we have carried out has boosted our sales by 25%. To say we are happy would be an understatement! Homeowners like the fact that we have been vetted before being allowed to join Network VEKA, and this peace of mind has allowed us to complete a lot more domestic installations.”

John Ogilvie, Network VEKA MD concludes: “While we are always on the lookout for new members, especially in parts of the country where we are under-represented, if we have a member in an area that is ‘delivering’ the market share we seek, we would not open another member up on their doorstep. The Window Outlet is a friendly, family-run company, interested in using the whole of the Network VEKA package, and we are delighted that they have finally become a Network VEKA member.”

The team at the National Fenestration Awards are very pleased to announce that from January 2014 we will have four media supporters: Glass News, Glass Times, Windows Active and GGP!

We look forward to working with some of the best print publications in the industry in order to bring you all the latest National Fenestration Awards news and information.

backed guarantee, which is a huge selling tool for us, as our customers are reassured that their products and deposits are protected.

To read the FMB’s submission to the Chancellor ahead of his Autumn Statement in full, please visit http://resources.fmb.org. uk/docs/AutStateSub.pdf.

FMB slams call to keep Code for Sustainable Homes

REHAU has congratulated its customer Rocal on 20 years of successful manufacturing. Area Sales Manager Katrina Earl visited Rocal’s headquarters in Brigg, North Lincolnshire to present Rocal’s Managing Director Stephen Nadin with an engraved trophy and a certificate to mark the occasion. As one of the UK’s leading manufacturers of composite and PVC-U panel doors, Rocal uses REHAU’s TOTAL70 system for the outerframes of all of its doors. The partnership between the two companies has grown and strengthened in recent years as Rocal has successfully expanded its product range. Key to the partnership has been the support of Katrina who even had one of Rocal’s door glass designs named after her when Rocal launched its popular Endurance range of solid core composite doors in 2004. Katrina said: “Rocal is a real success story with a fantastic commitment to quality and innovation. We’re always looking to support them with sales, marketing, technical and commercial advice and of course with great products and customer service.” As well as the composite and panel doors, Rocal has successfully expanded into internal doors, foiling and structural insulated panels for the holiday home market in recent years and is soon to launch a range of garden rooms specifically for the home improvement market. Further details are available at: www.rocal.co.uk.

The Federation of Master Builders (FMB) has slammed the House of Commons Environmental Audit Committee’s report into the Code for Sustainable Homes and the Housing Standards Review as “onesided” and called on the Committee to re-examine the evidence. The Committee’s report calls on the Department for Communities and Local Government (DCLG) to reconsider plans outlined in the recent Housing Standards Review consultation to phase out the Code for Sustainable Homes and questioned its plans to rationalise technical standards through a set of tiered national standards. To read the FMB’s Strategy for the Low Carbon Building and Refurbishment Market in full, please visit bit.ly/14jll8u READER ENQUIRY No: 1213/0033

READER ENQUIRY No: 1213/0034

December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

TRADE NEWS

The UK’s Leading Industry Newspaper

Pyramid profiles celebrate This time the Winner Takes All 20 successful years with synseal in the FIT Show Sales Professional Long-standing fabricator customer Pyramid Profiles has signed a new two-year supply contract which will extend their highly successful and collaborative trading relationship with Synseal to an unprecedented 20 years. Based in Brownhills near Walsall, Pyramid Profiles is a family-run company that started business as a windows manufacturer some 18 years ago. Originally marketing Synseal’s Contour

range of products, Pyramid Profiles were the first fabricator to adopt the new Shield chamfered suite of PVC-U profiles in 1999 and then added fabrication of the SynerJy sculptured range in 2005 to offer their customers a choice of aesthetic window designs. Paul Bailey and Danny Hague were pleased to celebrate the deal during a visit to Synseal’s offices. “We’re delighted to extend our close working

David Leng, Chief Executive of Synseal Extrusions Ltd, celebrates a new 2-year supply contract with Danny Hague and Paul Bailey of Pyramid Profiles Ltd.

association with Synseal beyond the 18 years we’ve chalked up to date” says Paul. “We thoroughly benchmarked all industry suppliers before signing up for another 2 years. Synseal’s proven range of product solutions is great, but the company’s solid and stable service support is what really sets them apart as the best. They are a safe pair of hands and reliable deliveries mean we can always maintain our 5-day fabrication turnaround pledge to our installer customers.” David Leng, Chief Executive of Synseal concludes: “At Synseal we’re all delighted that Pyramid Profiles have chosen to partner with us for what will become 20 years of trading together. Wellrun and successful family businesses like this are the life and soul of our UK window industry.” READER ENQUIRY No: 1213/0036

HELP US CREATE THE PERFECT FIT FOR BUSINESS SEMINAR PROGRAMME FOR 2014:

Tell Us What You Want To Know!

The FIT Show FIT for Business seminar programme is designed to provide everyone attending its free seminars to walk away with ideas and knowledge that they can put to work immediately to benefit their business.

Simply visit The FIT Show web site at www. fitshow.co.uk/seminars and fill in and submit the form. We will do what we can to include your idea in the programme.

This year’s programme had its clear winners: Paul Clifton’s sales seminars were an obvious favourite, with standing room only for those wanting to learn how to convert 8 out of 10 leads; and anything to do with CE Marking got the attention of dozens of delegates as this key legislation comes into play.

of the Year Competition

Today the sales people of the window, door and conservatory industry have to be sharper, more informed, better educated and simply slicker and sharper than ever before. Because their customers are! Able to summon up the most detailed information at the click of a mouse button the smart home improver of the 21st century has all the information they need – and often a great deal that they don’t – at their finger tips. The net result is that the modern home improvement sales person has to be ahead of the game and their customers, able to provide accurate answers to their customers’ ever more searching questions. In other words, they must be true professionals. A star feature of the inaugural FIT Show, the Sales Professional of the Year competition was the first ever to seek out, recognise and reward the people in the front line, those providing the initial key link between the retailer and the customer and as such, the difference between a sale or not. For 2014 The FIT Show Sales Professional of the Year Award will follow a similar course, under the watchful eye of Paul Clifton, who is acknowledged as one of the UK’s leading sales trainers in the home improvement market. This year we are seeking out the best Conservatory sales people so a special set of

“The £10,000 prize will motivate people of course. But just as we did last time we will grill the entrants and dismiss all but the very best.”

skills will be required. After a testing initial ‘filtration’ process entrants will be grilled by Paul and put through a searching interview. Those successfully passing his expert scrutiny will then advance to the finals, which will take place once again in a specially chosen ‘home improvers’ house, with specially trained actors posing as the ‘prospects’. Finalists will be videoed and their performances will be broadcast in the months leading up to The FIT Show 2014, with a final three selected to undergo the toughest part of the challenge: sitting at The FIT Show Gala Dinner to find out if they have won the star prize of a cheque for £10,000! Just as in real life sales situations there is no second or third prize: and for 2014 they don’t even have to split to prize with their employer - just as in the real world of window, door and conservatory sales, the winner takes all - a cheque for £10,000! FIT Show co-organiser Matthew Glover, himself a seasoned glazing salesman, says this is intended to test the mettle of everyone that has pride in their abilities as a sales professional: “The £10,000 prize will motivate people of course. But just as we did last time we will grill the entrants and dismiss all but the very best.” “The winner will not just be good at closing the sale. They must secure the order whilst showing detailed and current knowledge of their subject, care for the customer and genuine integrity, the qualities that should be expected of all home improvement sales people in this day and age.” So ask yourself: “Do I have what it takes to win £10,000 and the title ‘The FIT Show Sales Professional of the Year?’” If so, go to The FIT Show web site now at www.fitshow.co.uk and ‘close the sale’. READER ENQUIRY No: 1213/0038

For 2014 we want every session in the 3 day programme to be packed so that everyone attending can put what they learn to work immediately: one idea alone could be worth the visit to The FIT Show! We believe the best way to put together the perfect FIT for Business seminar programme is to ask the industry what it wants to know more about, what issues are of primary interest – what you can benefit most from. If there’s a topic or an industry issue that’s directly impacting your business that you need more information on then please let us know.

We want every FIT for Business Seminar to be packed: so tell us what you want to know. READER ENQUIRY No: 1213/0037

December 2013 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Industry Newspaper

Public wants warmer homes over road or rail spend Making homes more energy efficient is a greater infrastructure priority for the UK public than building HS2 or new roads, airports and power stations. In a poll out today, 85 per cent of adults rank free energy efficiency measures, which could save an average family £500 every year, in their top three infrastructure priorities. In fact, 57 per cent of people believe it should be the UK’s number one priority, ahead of building new roads (15 per cent), new power stations (15 per cent), HS2 (3 per cent) or new airports (2 per cent). It is an even greater priority for younger people, with energy efficiency for homes coming first for around 70 per cent of 16 to 24 year olds. In addition, 63 per cent of people say that, of the infrastructure projects, it would have the biggest benefit for them personally, with the number rising to over 70 per cent for those with children and around three quarters of those aged 35 to 44. The findings were released amid growing concern that the Chancellor will slash investment in energy efficiency in his Autumn Statement next week. The poll was conducted by TNS for the Energy Bill Revolution, the world’s biggest fuel poverty alliance representing over 150 British businesses, charities, energy companies and unions. The alliance has warned the Chancellor that reducing annual funding for energy efficiency is a dangerously short-term approach that will prevent thousands of people from escaping fuel poverty. They revealed that Government funding for energy efficiency measures has already been dramatically cut, with investment to help the fuel poor slashed in half before the last long, bitter winter and total spending down by a fifth over the course of this Parliament. The figures were highlighted as official statistics were released showing that 31,000 people died because of the freezing weather last winter, a 29 per cent increase on the previous year. The Energy Bill Revolution is calling for action that will effectively and sustainably end fuel poverty for good.The alliance believes a nationwide programme to super-insulate 600,000 UK homes a year could be funded by recycling Carbon Tax, which over the next 15 years will swell treasury coffers by an average of £4 billion a year. A report by Cambridge Econometrics last year found that this would create more jobs and growth than any alternative investment or tax break the UK could make. READER ENQUIRY No: 1213/0039

www.glassnews.co.uk | December 2013

Snooker ace Steve to remain at Network VEKA Network VEKA is pleased to announce that its long-standing brand ambassador Steve Davis' contract has been extended until 2016. Managing Director John Ogilvie explains: “We are thrilled that Steve will continue to be the face of Network VEKA. He wholeheartedly believes in the ethos of Network VEKA, and his enduring reputation for approachability and reliability make him the ideal ambassador for us. “Over the last eight years, Steve's been involved in a number of members' exhibition days, as well as his role at Network VEKA's AGM events. Steve's well-known and trusted personality has helped numerous Network VEKA fabricators and installers not only raise their profiles, but also raise considerable amounts of money for various charities.” “When he's not playing the 'locals' at snooker for members' charity events, or signing cues for members to auction off, Steve can often be found helping out with generating leads for our member companies. Steve recently joined Network VEKA member AWC Windows & Home Improvements at an open day where he helped the installer secure £42k worth of sales leads.” Director Michael Griffiths said of Steve's presence on the day: “Having Six-Times World Snooker Champion, Steve Davis there was a huge pull for us at the show, as his high profile reputation is a massive hit with homeowners, and something they really relate to.” Members of Network VEKA are able to feature Steve Davis on all of their marketing materials, including vehicle livery, newspaper adverts, websites and more. This already hugely popular benefit of Network VEKA membership is sure to become even more of an asset to members as Steve’s profile rockets even higher, following his stint in the jungle for ITV's I'm A Celebrity...Get Me Out Of Here! Tel: 01282 473170 – www.networkveka.co.uk

Government must take bolder action to boost Green Deal

UAP Deliver Yuletide Cheer with Roses

The Government needs to take bolder measures to boost the Green Deal, including slashing VAT on renovation and repair work and funding a highprofile communications campaign to market the scheme to the general public, said the Federation of Master Builders (FMB) as the Department of Energy & Climate Change (DECC) announced changes aimed at streamlining and simplifying its underperforming energy-efficiency scheme.

UAP Limited, leading security hardware supplier for the door industry will be spreading yuletide cheer with Roses this Christmas. UAP will be giving customers a tin of the very festive Cadbury’s chocolates with every order over £250 + VAT.

Brian Berry, Chief Executive of the FMB, said: “It is clear from today’s announcement that the Government recognises that the Green Deal has so far not delivered and requires significant changes if it is to successfully engage home owners and installers alike. However, the changes to the Green Deal announced today simply do not go far enough. There are two fundamental elements missing from today’s list of changes.” “Those behind the Green Deal need to look at how to encourage and support more SME installer firms to take up training so they become qualified to deliver improvements as certified installers.” “Right now it is just not cost-effective for many small businesses to take employees off the job to attend courses when demand for Green Deal work has been tepid at best.” “A voucher scheme or cashback offer for firms that avail themselves of certified training would go a long way to upskilling the nation’s SME builders to deliver the Green Deal.” Berry added: “Although the increase in funds available to local authorities this year through the Green Deal Communities initiative from £20 million to £80m is welcome, a far more effective financial incentive would have been the introduction of a reduced rate of VAT for housing renovation and repair. This is something that would have a positive impact across the board by incentivising those who want to engage with the Green Deal, but also those who want to pay for the work upfront – and not just those who have just moved house.”

The company has gained a reputation over the years for treating its customers during the holidays and it has now become a tradition to expect a sweet treat with an order during a seasonal period. UAP sent out bags of sweets throughout October for Halloween and Treacle Toffee for Bonfire Night, it is now continuing its tradition of doing something special for customers with this festive treat. Customers will be able to take advantage of the deal and get a free tin of Roses chocolates from December 2 to 19 for every order over £250 + VAT. David Jennings, MD of UAP Limited said: “We appreciate all of the support we receive from our customers and so we like to do something special for them when we can. This is why we have made it a UAP tradition to send out a tin of chocolates every Christmas, something which we know they look forward to.” For more information contact sales@uapcorporate.com.

“The company has gained a reputation over the years for treating its customers during the holidays.”

To read the FMB’s Strategy for the Low Carbon Building and Refurbishment Market in full, please visit bit.ly/14jll8u. READER ENQUIRY No: 1213/0040

READER ENQUIRY No: 1213/0041

READER ENQUIRY No: 1213/0042

TRADE NEWS

The UK’s Leading Industry Newspaper

GGF CONCERNED OVER REPORTS OF MISAPPLICATION OF GLASS SURFACE TREATMENTS The Glass and Glazing Federation was concerned to hear of a potential health risk in the application of glass surface treatments (protective coatings) in UK factories. The issue has been raised by GGF Members, that some factories are not taking the necessary precautions to protect their staff from inhalation of toxic particles when spraying protective coatings onto glass. The GGF will discuss the issue at its next Health and Safety Committee

Meeting with a view to determining the dangers of misapplication as well as trying to gauge the scale of the issue and if necessary provide additional guidance to Members and the wider industry. Giles Willson, GGF Deputy Chief Executive and Director of Technical Affairs commented, “The issue has been raised and we understand there have been instances of misapplication of glass surface treatments in the UK and abroad. Having listened to our Members’ concerns we will go through the GGF Health and Safety Committee to establish the potential risks and if any further action or investigation is required.” For further information go to: www.ggf.org.uk.

THE FIT SHOW LAUNCHES THE MASTER FITTER CHALLENGE FOR 2014 & asks installers:

Just How Good Do You Think You Are?

GLAZERITE’S ON THE ROAD TO GROWTH WITH BIGGER, BETTER FLEET Glazerite is keeping ahead of ever-growing demand with a bigger fleet and more efficient trucks for 2014. The first of the new vehicles, a Fuso Canter 7.5tonne impressed the fabricator so much with its light weight body and increased load capacity that it immediately ordered a second – and it may not be long before it plans on adding more. Record sales throughout 2013 – combined with increased orders for bigger, heavier products – meant the existing fleet would soon have been at capacity, said director Jason Thompson, and therefore the additional vehicles were essential to uphold the company’s reputation for service and quick turnaround. “When we deliver to every part of mainland Britain at least once a week, our customers quite rightly expect us to be able to meet deadlines. Also, much of our growth in demand has been in heavier products such as VS, bi-folds, composite and patio doors. The Canters have 30% more payload than some of our existing fleet so will cope with that easily. “We now produce over 2,400 frames a week and the extended fleet will provide us with a delivery capacity in excess of 3,000 frames per week. But the way things have been growing over the last couple of years, we really can’t say how long it might be before we are looking to extend again.” He added that Glazerite remains committed to 7.5 tonners – rather than the bigger choices of some fabricators – to keep lead times short and deliveries frequent.

This year’s inaugural FIT Show proved its credentials as the event for the people in the front line of the window, door and conservatory industry through the first ever Master Fitter Challenge in association with FENSA, the ultimate test of installation skills.

“FENSA has shown its commitment to raising standards by working with us again to stage the Master Fitter Challenge. There is a concerted will to raise the standards of window, door and conservatory installation and we at The FIT Show are delighted to provide the showcase for these skills.”

For June 2014 the format will be similar: during the first two days of The FIT Show (Telford, June 10, 11, 12 2014) eight installers will work to strict criteria established by assessors GQA in association with Andy Clegg of Fenestration College. They will be expected to install a window and a residential door, with the additional ‘tripping hazard’ of a resi’ door that has some devious faults built in. The tests are not about outright speed, but fast and efficient installation whilst observing installation best practice, health and safety procedures and of course, great customer-care. And of course, all under the watchful gaze of their peers, thousands of visitors to The FIT Show.

received a probing site visit by some of the UK’s most qualified and experienced fenestration assessors. It will not be easy. No stone will be left unturned to ensure an elite group of professional window, door and conservatory installers will be competing live before their peers at The FIT Show, on the specially constructed Pavilion.

To reach that stage competitors will have undergone a searching telephone interview,

Each will be competing for honour and professional pride although the prize fund of £10,000 is of course quite an incentive. The winner will walk away with £5,000, with £3,000 and £2,000 for the second and third places respectively. The winners will be announced during the FIT Show Gala dinner, in front of 800 guests. Last event’s winner Arron Clegg was jubilant when he collected his cheque at the FIT Show Gala Dinner:

Glazerite is the UK’s largest trade-only VEKA fabricator as well as a committed Network VEKA member. Its existing fleet of 10 7.5tonne lorries and two 3.5tonne transit vans serve installers all over Britain from its manufacturing bases in Northants and Greater Manchester as well as a distribution hub at Avonmouth. READER ENQUIRY No: 1213/0043

READER ENQUIRY No: 1213/0044

“It is such an honour to be recognised as the industry’s number 1 Masterfitter. It was a tough competition, between some talented and competent installers who have a true dedication to their profession. I feel that winning such a prestigious title is a real acknowledgement that installing to a high quality, having an attention to detail and most importantly having a passion for what I do, really pays off.” Mick Clayton, Managing Director of GQA, which manages the Master Fitter Challenge on behalf of The FIT Show, says The Master Fitter Challenge is a very real test of installers skills: “There has been a very real improvement in the skill levels of installers in the window industry,” says Mick, “and we were impressed by the qualities shown by all finalists at the first Master Fitter Challenge. For 2014 we are gearing up for an even larger entry bag and expect the standards to be even higher. The Master Fitter Challenge is an excellent way of rewarding the skills and efforts made by the entrants.” FENSA is the headline sponsor of the Master Fitter Challenge for the second year running and FIT Show organiser responsible for the competition, Paul Godwin, says it is highly appropriate: “FENSA has shown its commitment to raising standards by working with us again to stage the Master Fitter Challenge. There is a concerted will to raise the standards of window, door and conservatory installation and we at The FIT Show are delighted to provide the showcase for these skills. And of course, to provide some fun at the event as well. I am also delighted that, appropriately, The Independent Ratings Company has given its support to the competition.” Full details of how to enter The FIT Show Master Fitter Challenge may be found at: www.fitshow.co.uk.

Last year’s Master Fitter Challenge was a highlight of the show.

READER ENQUIRY No: 1213/0045

December 2013 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

DANGER

TRADE NEWS

– DON’T DELAY YOUR TRANSITION INSPECTION FENSA’s inspectors, the BBA, are reporting that a number of registered installers are asking to delay their Transition to Certified Installer inspections because we are some months away from the deadline of June 30th 2014. This is a dangerous strategy because neither FENSA nor its inspectors will be able to cope with a last minute rush of inspections. If you are contacted by the BBA with a date for your inspection you must take that date because they will not be able to guarantee undertaking your inspection on another date prior to the end of June deadline. Failure to Transition before June 30th will mean that you will not be able to self-certify after that date until your Transition process (including the Transition Inspection) has been successfully passed. If there is a last minute rush that might be some weeks after 30th June.

IT’S EASY – PEASY Increasing numbers of installers are transitioning with ease. Take the example of Hazlemere Window Company Ltd, which found the process “very easy and quick, much less hassle that we had originally

anticipated.” We asked them about the process.

Document Check List for the transition?

How did you first hear about the need to Transition to Certified Installer status?

Very easy - it only took a few minutes.

On the installer area of FENSA website. When you first found out about the need to Transition, what were your initial concerns and worries? We were worried about what efforts and possible costs may be involved. We were also concerned about how it would be perceived by our installers and surveyors particularly those who have been in the industry a long time. How did you find out that you were having a transition inspection? Did you get sufficient time to prepare beforehand? FENSA contacted us via email and yes we were able to pick a time and location that best suited us without causing too much interruption to the working day. What did you do to prepare for the transition inspection? We collated all the relevant information and informed the installer he would be having a visit from a FENSA inspector and explained the purpose of the visit. Where did you go to for help? The FENSA website and also contacted the FENSA helpline for advice. How easy was it to collate all the information that was listed in FENSA’s

How did you find completing the staff competency form? Again, very easy. Were you aware that the information that you filled in for the staff competency form can be used by your staff to apply for the FENSA MTC card? Yes we were aware. The majority of the staff are undergoing a funded NVQ. However, for future employments we would look to have all installing and surveying staff carrying the FENSA MTC card. Any tips or advice for other installers? Seek advice from FENSA on anything that is unclear. It makes it much less daunting. If you need further information on Transition to Certified Installer or complying with Minimum Technical Competencies (MTC) – the other deadline looming in June 2014, visit the FENSA website (Transition – www.fensaonline.com - and click on the Transition section. MTC – www.fensa.co.uk/mtc), email enquiries@fensa.org.uk, or telephone 020 7645 3700.

FREE TRANSITION WEBINARS ANNOUNCED Due to popular demand FENSA will be hosting two hour-long online Webinars on ‘Transition to Certified Installer’ in January. The Webinars are free and will provide a great deal of useful information. There will also be the opportunity to have your questions answered. Dates and times are: Thursday 16 Jan, 7.00pm Wednesday 29 Jan, 1.00pm Just go to www.fensaonline.com (left of log in) to register. READER ENQUIRY No: 1213/0046

www.glassnews.co.uk | December 2013

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TRADE NEWS

The UK’s Leading Industry Newspaper

Modplan’s parent company, GGF WRITES TO CHANCELLOR the Burles Group, celebrates AHEAD OF AUTUMN STATEMENT 40 years in business 2013 has been a milestone year in more ways than one for the Burles Group, trade fabricator Modplan’s parent company. As if celebrating 40 years in business wasn’t enough, 2013 has also seen the 30th anniversary of Heidi Sachs, Modplan’s Managing Director, joining the business while National Plastics, another member of the Burles Group, is celebrating 25 years in business. David Burles founded the Burles Group in 1973 and the company has gone from strength to strength since then. In fact, as well as celebrating 40 years in business, the Group also looks set to be able to celebrate a record turnover this year. David says, “I am very proud to be celebrating forty years in business with the Burles Group. The Group’s success is due to the support of its customers and the dedication of its staff who all work extremely hard for their respective companies.”

Cut VAT on renovation work, say campaigners Britain’s financially squeezed households would benefit from lower cost energy saving measures if the Chancellor were to cut VAT on housing renovation and repair work, according to a broad coalition of campaigners in a letter to George Osborne ahead of his Autumn Statement. Brian Berry, Chief Executive of the Federation of Master Builders (FMB), said: “The Chancellor should empower home owners to reduce the amount of energy they use.” READER ENQUIRY No: 1213/0048

One of the longest standing members of the Burles Group team is Heidi Sachs, who is celebrating 30 years with the business. She says, “It is an honour and privilege to be leading Modplan. Our business has developed since it was founded and our policy of continual improvement has seen us introduce new systems and new products, as well as expand into the Scandinavian and European markets. Our developments are always in response to listening to our customers and the wider market and I think this commitment to responding to market needs, combined with a genuine partnership approach, is reflected in our growing business.” And the company certainly is growing: Modplan acquired a further 45,000 square feet of manufacturing space opposite its headquarters in Abercarn, Gwent this year. Another Burles Group success story is National Plastics, which is celebrating 25 years in business this year. Such an anniversary would be reason enough for celebration, but the company has also seen its highest ever sales to date this year and the trend looks set to continue. National Plastics’ Managing Director Geoff Foster says, “We have grown exponentially in the past 25 years and we are very proud of our success. But we couldn’t have done it without our staff or customers and now is a good time to thank them for their loyalty and support.” It almost seems that Burles Group has too many reasons to celebrate. But one thing is certain it must be doing something right! Tel: 01495 246844 – www.modplan.co.uk READER ENQUIRY No: 1213/0049

Ahead of the Chancellor’s Autumn Statement the GGF has written to the Chancellor’s Office to outline the Federation’s concerns regarding the Government’s threat to cut ECO (Energy Company Obligation) and also to urge the Treasury to offer homeowners better incentives to make their homes more energy efficient. The letter points out that rolling back ECO (Energy Company Obligation) as a cost cutting exercise and reaction to rising energy prices, will have a significant effect on vulnerable and low-income households and ‘hard–to-treat’ properties, and could have “severe consequences” for jobs and growth in the Glass and Glazing Industry. Nigel Rees, GGF Group Chief Executive, commented “ECO is the one part of Green Deal that is proving to be relatively successful with almost 200,000 measures already installed. To remove or reduce ECO would be a disastrous move for all concerned.”

1213/0050

In addition, the GGF highlights in the letter that the Government should consider bringing energy efficient windows in line with other energy efficient products and cut the current VAT rate from 20% to the 5% rate of VAT.

Nigel added, “It’s hard to understand why energy efficient windows are not on the approved list of energy efficient products that qualify for the reduced VAT rate of 5%, when you consider the amount of energy lost through inefficient windows and also the Industry’s investment in technological innovations to increase energy efficiency.” Also in the letter the GGF outlines its concerns over the delays in domestic construction works caused by the Government’s decision to transfer ownership of private sewers and lateral drains to water and sewage companies. It means homeowners have to wait on water companies’ permission before building over drains and sewers on their properties. Nigel Rees continued, “The lack of cohesion and urgency from water companies is resulting in unnecessary delays that are not only significantly costing construction companies but also impacting on the wider economic growth. Our letter urges the Government to

look at ways of cutting this red tape and to stimulate instead of hindering economic growth.” For further information go to: www.ggf.org.uk.

READER ENQUIRY No: 1213/0051

December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

TRADE NEWS

The UK’s Leading Industry Newspaper

Network VEKA’s Steve signs up for TV’s I’m A Celebrity

Insight generates millions of pounds from email marketing

Network VEKA announced that its longstanding Brand Ambassador, Steve Davis, was one of the celebrity’s that headed to the Australian Outback for the 2013 series of I’m A Celebrity...Get Me Out Of Here!

Insight Data, the specialist data and direct marketing company has generated over 2,000 trade and commercial leads from email marketing campaigns carried out for clients in October, representing millions of pounds in new business.

The Six Times World Snooker champion joined a host of other celebrities for another year of celebrity trials and tribulations, as they camped for the popular ITV reality TV series, hosted by Ant and Dec. Camp mates had to complete Bushtucker trials in a bid to win the viewers votes for this, the thirteenth series. Network VEKA’s MD John Ogilvie comments: “Steve was ideal for the show – he’s a well-known and trusted personality, known all over the world for being a winner.” “Keeping his winning status in the frame, Steve recently beat defending champion Nigel Bond to capture the World Seniors Championship for the first time – his first major win in 15 years! Steve, won six world crowns when dominating the sport in the 1980s, and captured his first title at seniors level by edging Bond 2-1 in the best-of three final at the Mountbatten Centre in Portsmouth recently. We were hoping that his long-standing winning streak would continue in the jungle but, although he didn’t win, he was great entertainment” “We knew that his enduring reputation for approachability and reliability was sure to

help make him popular with both his camp mates and the viewers at home. One thing’s for sure, Steve had the backing from the entire team at Network VEKA, including our member companies and their army of loyal customers, as we all hoped he would emerge crowned as King of the Jungle!” Members of Network VEKA are able to feature Steve Davis on all of their marketing materials, including vehicle livery, newspaper adverts, websites and more. This already hugely popular benefit of Network VEKA membership is sure to become even more of an asset to members as Steve’s profile rockets even higher over the coming months. Tel: 01282 473170 www.networkveka.co.uk

Unfortunately, many companies are still trying and failing at email marketing and the number of companies getting blacklisted is rising, seriously damaging their own reputations. Vicky adds: “Successful email marketing requires three elements – highly accurate data, a powerful email marketing platform and the right message designed for an email audience. Traditional marketing methods don’t work for email marketing so it is important to have experienced digital marketing skills.” READER ENQUIRY No: 1213/0053

SWISSPACER sales growth

on target for 2013

It might be unlucky for some, but 2013 has been a very successful year so far for SWISSPACER. The company reports sales are on target for the year and 7.1% higher than in 2012. SWISSPACER is the UK and Ireland’s No. 1 warm edge spacer bar with a market leading share of the warm edge market. This year the company launched its next generation spacer bar, ULTIMATE. In independent tests of the leading warm edge spacer bars by ift Rosenheim for the European Warm Edge Working Group, ULTIMATE came top for thermal efficiency. ULTIMATE adds an extra 20% to thermal performance and gives long-lasting results thanks to its High Tech Gas Barrier. Sales of ULTIMATE have grown rapidly since its launch and now account for 40% of SWISSPACER’s total UK sales. Vic De Costa, SWISSPACER Marketing & Sales Manager (UK & Ireland) says: “2013 has been another excellent year for SWISSPACER. We launched in the UK in 2008 and we’ve enjoyed strong sales ever since. Sealed unit makers choose SWISSPACER because it’s easy to process and doesn’t require additional investment – our spacer bars can be processed by hand with cut and corner keys or on existing machinery. Fabricators and installers

Vicky Francis, marketing manager for Insight, says: “We manage dozens of email marketing campaigns, from pure lead-generation eshots to regular customer e-newsletters, and the results in October broke all records.”

Insight Data has developed Mailminx, a highly advanced email platform that ensures much higher deliverability rates than other email systems, and also spam scores and tests the email design format in different email clients such as Outlook and Gmail. “In October we sent some 300,000 marketing emails on behalf of clients and achieved 98%

deliverability and an average 21% open rate,” Vicky continues. “But the really exciting result is the number of sales leads – some 2,100 trade enquiries directly from the campaigns.” One reason for the increased results is the move towards mobile platforms. When Insight builds an email marketing campaign, clients can specify a mobile version to be built. The software then detects how the email is being opened, and either serves the desktop version or a mobile-friendly version. Vicky comments: “Mobile-optimised campaigns with a dedicated mobile landing page can generate four times the result of a standard email campaign, because most people now use their iPhones or other mobile device to read emails.” Insight provides a complete email marketing service, including design and copywriting. Clients can supply their own data for campaigns, or can use the Insight database which is continuously updated and verified. Current email contacts on the Insight database include: • Fabricators/Installers: 14,053 • Republic of Ireland Fabricators/Installers: 583 • Local Builders/White Van Man: 11,760 • Architects and Specifiers: 17,002 • Major House Builders and Contractors: 4,085 For more information on the Insight email marketing service call 01934 808293 or email hello@insightdata.co.uk. READER ENQUIRY No: 1213/0055

choose SWISSPACER because it’s tried and tested to give the best energy ratings and long-lasting results.” “For more information about our leading warm edge spacer bar, call me today on 0845 601 1265, follow us on Twitter @Ultimate_ Spacer, email info@swisspacer.com or visit www.swisspacer.com.”

SWISSPACER’s sales growth is on target for 2013. Pictured is Vic De Costa, UK & Ireleand Marketing & Sales Manager. READER ENQUIRY No: 1213/0054

December 2013 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Industry Newspaper

BEST 3RD QUARTER INSTALLATION FIGURES SINCE 2010 The quarter to September 30th 2013 has seen the second consecutive quarter of growth in installations of replacement windows and doors in domestic properties this year. The figures for July, August and September are up 9.5% on the same period last year – July + 9.9%, August + 5.5% and September + 13.2%. This represents the best 3rd quarter for installations since 2010, but it is still down 27% on the 2007 figures for the same period. “There is no doubt about it that installation statistics are heading in the right direction,” comments FENSA Managing Director Chris Mayne. “But we have to remember that any growth on last year’s figures was from a dismally low point and that we are still nearly a third below where we were before the recession took hold.” 89% of all window installations are covered by FENSA according to DCLG.

DEVELOPMENT OF THE

LINIAR BRAND

Liniar is proud to unveil an update to its brand and logo today, together with a refreshed colour palette, in order to provide more flexibility across a range of media applications. Sue Davenport, Group Marketing Director, explains: “As Liniar broadens the channels it uses for marketing, and as we work more closely with our fabricators to develop marketing tools for them, we felt the time was right to refresh the brand. We use the Liniar logo in everything we do, and the brand already receives strong positive acknowledgment within the marketplace so it was critical to us that we didn’t change it completely. The Liniar leaf is both recognisable and symbolic of our products’ lead-free attributes, so it was important to retain the original leaf shape.”

FENSA is a GGF Group Company.

“We feel the new logo gives Liniar a modern, strong and clearly identifiable presence, reflecting its well-earned reputation for innovation and quality.” Sue continues: “It’s important to reiterate that we haven’t rebranded – we’ve simply updated the existing brand to emphasise Liniar’s core values as per our mission statement: to be recognised as a leading force for quality and excellence in product development – fusing industry experience with innovation, sustainability and loyalty.” The Liniar website at www.liniar.co.uk has now been updated, along with its social media channels: • Facebook http://www.facebook.com/LiniarUK • Twitter http://twitter.com/liniarprofiles • LinkedIn http://www.linkedin.com/company/liniar • YouTube http://www.youtube.com/user/LiniarUK Anyone requiring a copy of the new logo and identity guidelines should contact Sue or her team at Liniar on 01332 883900.

*Calculated from the most up to date window and door installation figures - period July, August & September 2013.

READER ENQUIRY No: 1213/0058

NEW FACTORY FOR GLAZERITE VS, BIFOLD & PATIO DOOR PRODUCTION READER ENQUIRY No: 1213/0056

FMB named Trade Body of the Year 2013 The Federation of Master Builders (FMB) has been named Trade Body of the Year at the Public Affairs News Awards 2013. The FMB has been recognised for its highly effective lobbying around house building and public procurement. Specific achievements include its role in bringing about the Help to Buy scheme, suited to house builders of all sizes, which the Government acknowledged was in direct response to lobbying by the FMB. The FMB is also improving public procurement for construction SMEs and this year launched a detailed policy report in the House of Commons with former Cabinet Office Minister Chloe Smith, who published a supportive speech to coincide with the event on gov.uk. READER ENQUIRY No: 1213/0057

www.glassnews.co.uk | December 2013

Following the exceptional growth in demand enjoyed by VS windows, bi folding doors and patio doors, Glazerite is equipping a 12,000 ft2 (1,115 m2) factory close to the company’s head office and principal production facility at Wellingborough, Northamptonshire specifically to handle production of these products. The move will take place during the first quarter of 2014 and will also provide an increase of 25% to their main line production capacity. It will also provide comfort to customers in that Glazerite already have a capacity in place which is in excess of their forecasted sales growth for next year. From a market that was once regarded as niche, vertical sliding sash windows have now become a mainstream product sector, with Glazerite enjoying significant sales increases during 2013. Similarly bi folding doors continue to be a growth area with the early days and associated problems with bi-folds manufactured using

PVC-U a thing of the past. A resurgence in demand for high quality inline patio doors completes the picture, with these products alone enjoying an increase of more than 30% year on year. Investment has exceeded £600,000 for the new factory, including machinery, forklift trucks and two new vehicles. A total of 38 new staff have been employed during 2013 bringing the current total to 174 and a number of these will move into the new plant. Glazerite will continue to manufacture these product lines in its existing factory until the end of March 2014, with no disruption to existing lead times as the lines will be run in parallel until the new facility is fully commissioned. Thereafter customers will be able to enjoy the results of the greater efficiencies provided by the dedicated production with an improvement on lead times. “Providing a specialist production facility for VS, bi fold and patio doors is an excellent indication of a changing market, both in terms of market trends and of growth,” says Jason Thompson, Director of Glazerite. “It is very encouraging for our customers as of course that is where the growth is coming from.” www.glazeritewindows.co.uk READER ENQUIRY No: 1213/0059

The Dempsey Dyer stand.

Dempsey Dyer Returns

to the Northern Homebuilding & Renovating Show

Dempsey Dyer is celebrating after a successful few days exhibiting at the Northern Homebuilding and Renovating Show at the Harrogate International Centre. From the 1-3 November 2013 the Pontefract based manufacturer showcased a selection of their acclaimed timber and PVC-u windows and doors to consumers looking to build, convert or renovate a property, along with more than 250 other industry specialists. At their stand they displayed a range of their timber products including timber doors, vertical sliding sash windows and flush casement windows, as well as mock timber frames such as the Beaumont composite window. Originally fabricated with Deceuninck PVC-u, this product has evolved to use new OmniRal coating technology, where profiles are produced with 360 degree colour. Along with their patented jointing system, Beaumont windows simulate the appearance of timber frames, but at a more competitive price. Dempsey Dyer was also among a small number of companies also invited to hold a Masterclass to share their insider industry knowledge with homeowners. Peter Dyer held a seminar on the pros and cons of PVC-u, aluminium and timber, offering advice to home-improvers on the best materials to choose for their windows, depending on the type of property they were looking to refurbish or build. “We had a fantastic time exhibiting our products at the Homebuilding and Renovating Show for the third year in a row,” Peter comments. “We generated plenty of consumer interest with homeowners looking for long lasting products with a high quality finish for both traditional and modern properties. We collected quality leads, which we will be passing on to our network of installers.” For more information call 01977 649641 or visit www.dempseydyer.co.uk. READER ENQUIRY No: 1213/0060

TRADE NEWS

Check out Build Check’s new Check Mark Build Check, industry experts for testing and certification services in the construction and fenestration industries, launches Check Mark for its product certification schemes. Build Check’s Check Mark UKAS product certification schemes include Window and Door Energy Rating, Secured by Design for Windows and Doors, Glass and Glazing and CE Marking for Windows and Pedestrian Doors. “Product certification for Build Check has grown significantly over the last 12 months,” says Richard Bate, Technical Director of Build Check. “And the number of services we offer has increased. That’s why we’ve introduced the new Check Mark.” “The Check Mark is designed to make recognition easier for companies using our UKAS accredited schemes.” “It gives customers a clear way to demonstrate the certification of their products and include in their marketing to show they conform to the standards.” In addition to the Check Mark schemes, Build Check offer laboratory testing services including Weather testing of doors and windows and Safety Device testing required for CE Marking. R&D test days are also available to assist manufacturers in the design and optimisation of their products. Tel: 01494 452713 www.buildcheck.co.uk

The UK’s Leading Industry Newspaper

Modplan reveals

the best way to grow your business Ask Heidi Sachs, Managing Director of leading Network VEKA trade fabricator Modplan, about the best way to grow a business and her answer is simple. “Become a member of Network VEKA.” She goes on to explain, “All our customers are seeing increasing sales at the moment and we’re delighted to be supporting them with a wide range of products and a genuinely valuable marketing support package. But it’s striking that sales from businesses that are Network VEKA approved members are considerably higher than from businesses that aren’t members.”

• extended product guarantees on products including hardware to reduce the cost of remedials • an exclusive ten year insurance-backed guarantee for additional customer peace of mind • consumer feedback from Satisfaction Surveys to provide independently audited confirmation of quality standards

• a comprehensive support package including a marketing toolkit • increased credibility through association with a quality organisation • web-based marketing and advertising to help bring more customers in. In short, membership gives installers the tools to close more deals and make more profits.

The bigger sales from Network VEKA members demonstrate that Network VEKA’s package of a local company backed up with national strength and stability is very appealing to homeowners, particularly as we emerge from recession and any investment is more carefully considered than ever.

Heidi says, “Our comprehensive marketing package, Marketing Matters, was developed to help our customers drive sales and achieve a competitive edge. Supporting customers seeking to achieve Network VEKA membership is a part of that package.” Heidi’s comment suggests another answer to the question of how to grow a business: join Modplan. The company’s commitment to its customers is clear, something that is proved by last year’s record sales figures. The figures show that Modplan customers are well-placed to take advantage of the upturn thanks to unparalleled personal support from the Modplan team. Add membership of Network VEKA to the package and you really have got yourself a business that can beat the competition! To find out how you could grow your business by being part of a proactive and dynamic partnership with Modplan and Network VEKA, give Modplan a call on 01495 246844.

Membership of the scheme also brings other benefits for installers including:

READER ENQUIRY No: 1213/0062

SYNSEAL TO THE RESCUE! Traditional Christmas cards are usually the order of the day throughout the festive month of December, but at Synseal this

year it’s more about arrow keys and fun-filled evil trolls thanks to the system supplier’s new online game “Christmas Rescue”.

Last year Synseal took the bold decision to send seasonal greetings via an online game instead of posting hundreds of boring old Christmas cards. Known as “Fat Santa”, the entertaining puddingmunching game proved to be a huge success throughout December with many players across the industry competing with one another, each of them trying to rise to the summit of the Top 100 league table – published online, this pecking order changed constantly due to the game’s popularity. Nick Trueman of Direct Window Supplies in Swindon eventually proved victorious, racking up an awesome total of 162,250 points and beating over 600 posted scores along the way. This year things are a little bit different. While league table bragging rights will remain the same, the game itself has changed. Titled “Christmas Rescue”, evil trolls have imprisoned Rudolf, Fairy and Santa. As one of Santa’s trusty elves you must navigate your way through moving candy canes and hatpopping snowmen, all the while collecting Christmas puddings for energy along the way. So why not strap on your green boots and see if you can top Synseal’s leader board, even if only for a brief moment? Watch out for this seasonal slice of fun, which will be e-mailed to a sizeable database of industry contacts very soon.

READER ENQUIRY No: 1213/0061

READER ENQUIRY No: 1213/0063

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www.glassnews.co.uk | December 2013

TRADE NEWS

The UK’s Leading Industry Newspaper

Deceuninck’s new brand names have British appeal Deceuninck has recently changed the brand names of its three main systems. Why? Because the new names better describe what the products do and they communicate better than numbers with homeowners. Deceuninck’s MD Roy Frost explains: “Our plan is to make it easier for fabricators and installers to sell. To do that we’ve changed our product names so that they are easier on the ear and easier for homeowners to understand. To adapt a phrase, ‘they say what they do on the tin’. Deceuninck has a reputation for good looking products; decorative windows and doors with bags of kerbside appeal that turn heads. We didn’t want anything getting in the way.” “We need clarity because unlike other systems companies, Deceuninck has three window systems not two. So we need to spell out the differences. Every systems company has a traditional chamfered system, ‘like’ Deceuninck’s Traditional 2500 window & door system, with a neat putty line feature. “Most Syscos also have a decorative or sculptured window, the ‘equivalent’ of Deceuninck’s Heritage 2800 window & door system, with sculptured beads and frames that echo original craftsman timber windows,” says Roy. “But, only Deceuninck has the Contemporary 3000 window & door system, with its unique, cool contemporary-styled

pencil round profile. It’s like a commercial profile but it looks great in modern residential houses, and comes with enhanced security.” “And that’s not all,” continues Roy. “Deceuninck also has Autentica, which we market as the Classic 3000 window system, with classical looking decorative additions to catch the consumer’s eye. It’s really like a fourth system. Some companies sell only this because many homeowners love it and they are the only supplier. No other systems company has anything like it.” You can call Roy Frost on 07808 365234 if you’d like to know how Deceuninck’s systems can help you stand out and grow. Tel: 01249 816969 – www.deceuninck.com

READER ENQUIRY No: 1213/0065

Change your marketing approach, says Purplex Andrew Scott, Managing Director of Purplex, the window industry marketing consultants, says it is time for the industry to change its marketing approach. The industry has bounced back in recent months with most business leaders reporting healthy forward order books. After years of battening down the hatches, companies can at last invest with confidence and plan for serious growth. In recent years companies have focused on winning new customers – overheads need to be covered and production lines kept busy. Against fierce competition, sales people were tasked with bringing on new customers and margins were often sacrificed for volume. But as the market picks up it makes sense to review your customers and discount structures. Instead of simply chasing volume now is the

time to build your brand, strengthen customer loyalty and implement marketing plans that attract profitable customers, increase order values and create new sales opportunities.

more active, more aggressive and more determined than ever. Cutting back your own marketing activity because you are busy is a short-term answer that could damage your business long-term.

One of the biggest mistakes a company can make when they get busy is to switch off their marketing activity. A busy order book is not the time to stop marketing; it is a time to switch tactics. Focus on building your brand, attracting the right kind of customers and replacing your low margin and difficult customers. This way your business can achieve sustainable growth and improved profit margins.

The industry has changed in the last five years and so have your customers. Having the right strategy – and the right advice – can make all the difference to your marketing plans in 2014.

There is another reason why you shouldn’t cut your marketing. While many of your competitors reined in their marketing budgets during recession, they now have the confidence to invest. They are going to be

Andrew Scott, Managing Director, Purplex Marketing www.purplexmarketing.co.uk

READER ENQUIRY No: 1213/0066

REHAU UPDATES CONSUMER WEBSITE

IN RESPONSE TO SURGE IN VISITORS

REHAU is following the same advice which it offers to all its fabricators and keeping its consumer website fresh and updated.

The site at www.rehauhome.com has just received its latest makeover which has made it both more appealing to homeowners and easier to navigate. New photos showing the most stylish recent installations have been added to the website and the homepage has been redesigned to make the ‘calls to action’ clearer and easier to use. There is now a more direct prompt for visitors to search for a REHAU Authorised partner in their area and a new Geolocation service means that the site can identify a visitor’s location automatically without them needing to enter their postcode. REHAU has matched improved functionality with improved SEO and has added new drop down menus and instant access to the

consumer brochures for REHAU’s window, door and conservatory ranges. Links have also been included to both Facebook and Pinterest, again in line with the company’s recommendations to its customers.

Sheila Normington, REHAU’s Authorised Partner coordinator, said that the changes to the website reflect its growing popularity. She said: “We are seeing visitor numbers increasing all the time and obviously we want to make sure that they get the best experience possible on the website and that we maximise the number who enter their details to find an Authorised Partner in their area. “In November we exceeded 18,000 visitors to the website for the first time ever and we reached a very impressive 40% of all visitors carrying out the search for an installer. We want to build on those figures and make sure that our presence in the consumer market continues to really benefit our customers.” With 33% of visitors to the website now using a mobile device, REHAU will be

launching a mobile version of www. rehauhome.com shortly. Customers who want advice on how they can update their own websites or create a mobile version, can contact REHAU’s marketing

team on: 01989 762600 or via enquiries@ rehau.com or Twitter (@REHAUwindows).

READER ENQUIRY No: 1213/0067

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www.glassnews.co.uk | December 2013

COLOUR

The UK’s Leading Industry Newspaper

Total a touch of colour Glass adds cream profile to its range

Cherwell Windows benefits from With the introduction of VEKA’s new Variations range of foiled colours, the industry’s attention has once more turned to colour. But Modplan customer Cherwell Windows is one step ahead and is already seeing the benefits of colour, so much so that sales of coloured products are up around 15% year on year.

Ryan Breslin, Managing Director of Cherwell Windows, says, “There’s a big interest in subtle and sophisticated colours. Cream is a popular choice for retailers, and we’ve just completed a conservatory in cream foil. French Grey

is attracting a lot of interest too and we’ve installed a French Grey conservatory in our showroom to capitalise on that.”

For Ryan, colour is what is making the difference for many of his customers. “We are based in an affluent area of the country and many of our customers are looking for something that little bit different. Colour gives them exactly what they’re looking for and adds a sophisticated edge to their investment.” Cherwell Windows has been with Modplan for the past three years and uses the company’s FS 70mm system. Ryan says,

“French Grey is attracting a lot of interest too and we’ve installed a French Grey conservatory in our showroom to capitalise on that.”

“We have an excellent relationship with Modplan. We buy foiled and spray finished products from them and the quality is always excellent. Their customer support and marketing assistance are great too. One of the most exciting things about the launch of the VEKA Variations is that some colours will be available from stock, which will certainly help us close sales.”

Earlier this year, Modplan expanded its headquarters in Gwent to allow it to increase production capacity without compromising on lead times. As part of the expansion it was able to open a larger spray facility to meet growing demand from customers such as Cherwell, a demand that’s also reflected in the introduction of the VEKA Variations range. As Ryan says, one of the key selling points of the Variations range is the reduced lead times and Modplan expects to see colour taking off as a result. And with companies like Cherwell already reporting substantial year-on-year increases on colour profile sales, is now the time to say that colour has finally arrived in the mainstream? Modplan Ltd Tel: 01495 246844 www.modplan.co.uk Cherwell Windows Tel: 01295 270938 www.cherwellwindows.co.uk

“As part of the expansion it was able to open a larger spray facility to meet growing demand from customers such as Cherwell, a demand that’s also reflected in the introduction of the VEKA Variations range.”

Total Glass can now offer Cream on White profiles from stock enabling installers to offer a stylish and softer alternative to white PVC-U window and door products.

Available on a five-day lead time in casement, tilt & turn and door profiles, the cream woodgrain foiled finish delivers enhanced aesthetics mimicking those of timber windows. Introduced in response to rising customer demand for greater colour choice, Phill Cresswell, Sales and Marketing Manager at Total Glass, explained their

decision followed the major success of the popular Grey on White profile aimed primarily at the commercial sector. “Cream has great consumer appeal and by introducing it to our product portfolio means we can now offer our installers even greater flexibility and accessibility to new selling opportunities,” he said. “As we can also offer this option from stock, our ability to provide a fast turnaround will assist our customers in completing their projects within agreed time schedules,” added Phill. For more details, contact Total Glass on 0151 549 2339 or visit the website at www.totalglass.com. READER ENQUIRY No: 1213/0070

READER ENQUIRY No: 1213/0069

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www.glassnews.co.uk | December 2013

E x pa n d

DOORS & HARDWARE

The UK’s Leading Industry Newspaper

your horizons

Roger Benton, Managing Director Door & Window Division at HOPPE (UK) Ltd, takes a look at the market, how it is changing, and advises how investment and expansion are the only ways to truly ensure you stay ahead of the competition. You scarcely need reminding that the past year has been something of a turbulent one for hardware. Despite a significant reduction in the volume of door and window products sold over the last five years, the number of hardware suppliers has actually increased. Of course, recent reports indicate that the market is finally showing signs of recovery, hopefully bringing with it an end to this untenable situation. On reaching the other side we will likely discover that the current successful hardware companies - those who’ve made serious investment and commitment to the market – are the ones which remain.

Having celebrated our 60th Anniversary in Europe last year and 25th year of trading in the UK in 2013, I’m pleased to be able to say that HOPPE is amongst these companies. We constantly continue to innovate, with our most recent product launches extending our range to over 9,000 products, and cementing our place as the market leader in door handle sales in the UK.

we are offering the very best products and service to our customers. The last six months alone have seen an investment of three quarters of a million pounds. We executed this in such a way as to allow controlled expansion again in the next three, five and 10 years. The extra capacity provided allows us to be both proactive and reactive, which is essential when you consider our customer service and order processing departments take in the region of 8,000 incoming calls every month.

We have also invested in our material flow in order to become leaner, and hence offer better service to customers. The addition of the Kardex Remstar Shuttle automated stock control and picking system in particular has had a huge impact on our facility. This has to really be seen to be believed. It is computer driven, holds 700 individual SKUs and can be operated by just one man, providing us with a 25-30% increase in capacity. Established in 1998, HOPPE (UK) has long been bringing high quality aluminium, brass, nylon and stainless steel hardware to the window, door and architectural sectors. With significant manufacturer, locksmith, architectural, distributor and installer customers, we see ourselves as a partner and solutions provider, not just a hardware supplier. Our current 50,000ft2 UK facility provides an ideal national distribution hub, which offers ultra-modern facilities for both employees and customers including a fully equipped showroom, meeting rooms, in house training facility and new cylinder centre. This facility has served us very well, and so this year we have invested in order to give something back, and to ensure that

Our investment plans don’t stop here. We will continue well into 2014 in order to support not one but two new product launches in January. We understand that investment is essential to keep us ahead and allow us to work where possible in advance of ourselves, ultimately to produce top KPIs on OTIF – averaging about 98.8% every month. We are happy to transparently show these results on our website. Equally important when it comes to investing, are our people. This is reflected in our very low staff turnover, with 5% of staff staying for more than 20 years and 35% between 10 and 20 years. Expanding their knowledge and capacity is paramount, and so we were delighted when last year 10% of employees qualified through the GAI’s education programme. HOPPE (UK) has always been driven by two mantras: get the product right first time; and innovation in design. These principles drive our day to day activities, and while we will never be the most cost effective in the market and we don’t want to be – we know customers can rely on our products to do what they say they’ll do for as long as they’re supposed to, and rely on our service as a partner. With the support of HOPPE global manufacturing and with over 3000 skilled employees worldwide, HOPPE has the resources to continually invest and expand in order to truly support our customers. We believe this is our true competitive advantage. But don’t just take our word for it. We spoke to some of our customers who joined us in our 25 year celebrations. John Kelly, Commercial Manager of Em-B Solutions commented: “I use HOPPE as one of my major suppliers, their service and quality is excellent and often used as my benchmark for other suppliers to meet” and David Grant Purchasing Manager of A & B Glass Company Ltd said quite plainly: “If it’s got HOPPE’s name on it, I trust it.” To find out more information about partnering with HOPPE (UK) visit www.hoppe.co.uk or call 01902 484 400. READER ENQUIRY No: 1213/0072

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www.glassnews.co.uk | December 2013

DOORS & HARDWARE

The UK’s Leading Industry Newspaper

German made emphasises Roto’s

heritage & qualities With over 60 trade press descending on Brussels for the 8th Roto Press Day, and from as far afield as China and Canada, it is clear that Roto has a truly international market. It’s 4,000 employees stick close to their customers and Roto’s business partners appreciate this, hence their manufacturing in 13 plants across 4 continents.

This positioning of being close to the customer is not new to the company and has been at the forefront of their thinking since being formed in 1935. Now the Roto Group generates annual sales of 700 million euros and their technology is incorporated into windows and doors as well as roof windows and ladders.

In introducing a session on German businesses and Europe, Prof Manfred Guellner founder and MD of the Association of Social Research and Statistical Analysis, explained much about the German psyche and their view on Europe and made some interesting observances backed up by solid research.

The fact that Roto has thousands of product patents is testament to their technological development and expertise and this has helped their reputation for technology, service and corporate culture. The company is proud of its roots and firmly believes that using the phrase “german made” says much about them and reflects their ethics and skills whether manufacturing within Europe or further afield on other continents.

They believe in Europe as an entity and, while confident of solutions in the future, are concerned about the debt crisis and fear that there may well be more bad news to come. Athough 80% of Germans believe in European integration, interestingly, only 58% believe in the Euro. 70% regard the Euro as “useful and necessary” for the coalescence of the continent but at the same time 65% of the population fear that the crisis jeopardises solidarity in Europe.

In spite of a “negative market environment” he expects the Roto Group to reach last year’s record sales figure of 652 million Euro in 2013: Michael Stangier.

Introducing the subject of how Roto presents itself as a German Corporation, CEO Dr. Eckhard Keill said: ”The Roto Group with its two divisions - Window and Door Technology and Roof and Solar Technology - has grown from a “European player“ into a “Global player“. Today the company has production facilities in Germany, Russia, Austria, Hungary, Poland, Brazil, China and Canada. The Roto brand is present in 43 countries around the world.” Nevertheless, Roto presents itself as a German company - “a deliberate and selfconfident statement”. It does so without overlooking the specific situation at each individual sales area. The term “german made” stands for the company’s global commitment to German quality standards and values as the fundament of all Roto processes, products, systems and services. These standards and values stand on three pillars: Firstly continuity, consistency and reliability; secondly experience, commitment to success and vision; and thirdly knowledge, ability and German engineering skills. In combination with other qualities such as accuracy and precision, they form “a

strong identity that is part of everything that we do.” Dr Keill, together with FD Michael Stangier, looked at the market and Roto’s own development, exploring the current state and the outlook. This was not a ‘gung ho’ session as one might expect from a company presenting to the press. It was measured and thoughtful and made no claims that life has been easy for Roto. 2013 has been a tough year in relevant markets and neither is “much good to be expected” in 2014, said Michael Stangier. Roto will keep to its current strategy for the year ahead and, as Stangier says “defy market trends, play to our strengths and consolidate our economic stability, so as to remain the first choice for customers”. Basically, Roto intends to “stay on the track to success”. “When assessing general economic trends and the outlook for the industry, we did ourselves a favour in as much as we didn’t buy into official attempts to talk up the market, nor did we try reading tea leaves, which is what research institutes seem to do,” commented Dr. Eckhard Keill. He asserts that the present situation has justified his caution:

international window and door markets have been strongly affected in 2013. Despite this, Roto Group has been able to stand its ground and consolidate its position at a high level, so reaching some “ambitious targets”. The prognosis for 2014 is pointing in the same direction. Window and door markets are – as always – a mirror image of general business trends in the construction industry, including regional and national disparities. For 2013, Keill predicted a slump of 8 – 10% on average in all Roto-relevant markets. The outlook for 2014: markets will remain weak in general, but market contraction will be less dramatic than this year. Accurate forecasting is further complicated by the fact that some markets are “absolutely unpredictable”, a good example being Russia. Referring to Germany Roto doubts the results of the latest survey of the Window Associations. In particular, the increase in units by almost 6% to 13.9 million window units in 2014, alongside a constant material share, seems “unrealistic”. Roto’s own experience shows that while the trend towards more expensive (energysaving) windows does

December 2013 | www.glassnews.co.uk

DOORS & HARDWARE

The UK’s Leading Industry Newspaper produce better figures, the hardware industry derives hardly any of the benefit. The same is true for the positive forecast for entrance doors with an estimated increase of 6% to 1.4 million doors. According to Keill “this optimism about an increase in door units does not seem well-founded”. CFO Michael Stangier outlined the current situation and future prospects for Roto Group indicating that “Outperforming markets and our competitors” was the key. “When markets are

“When assessing general economic trends and the outlook for the industry, we did ourselves a favour in as much as we didn’t buy into official attempts to talk up the market, nor did we try reading tea leaves, which is what research institutes seem to do,”

shrinking, stagnation can actually represent success.”

One reason for this is the company’s commitment to its UK and Ireland business: “While others came and went, we kept calm and carried on, demonstrating our commitment to this market consistently, for 25 years.”

Roto has been able to live up to this and may even exceed its own expectations. Stangier emphasised that while trading was stagnant and declining in some areas, the group’s acquisitions of Fasco in Canada and Fermax in Brazil, had largely offset any losses. Roto has also succeeded in gaining market share in the USA and Europe (France, Italy and Turkey).

Outward opening windows still dominate, but customers seem to be increasingly open for European trends. An increasing awareness of energy efficiency and better burglary protection influence the markets just as much as the phenomenon of an ageing population. All these trends are in line with Roto’s ambitions as the number one for window and door hardware and implementing CE-certification has also proved to be useful.

The situation of the Roof and Solar Technology Division as of the end of September shows a moderate sales increase compared to last year. Two-digit growth rates during the second and third quarters succeeded in evening out the sharp downturn caused by unusual weather conditions at the beginning of the year with roof windows playing a starring role. A downturn is expected for most markets, only counterbalanced by a few regional “sources of optimism”. The group’s financial stability also makes further corporate acquisitions possible, the next of which may be announced as early as the

After a tough year 2013 on international window and door markets, neither is “much good to be expected” in 2014, Dr. Eckhard Keill warned. Nevertheless, the Roto Group is financially “sound and stable” and wants to “stay on the track to success.”

first quarter of 2014. Mike Piqeur, managing director of the Western Europe region, in looking at the Western Europe market that one of the general trends is an ageing population, leading to smaller homes with fewer windows and increasing demand for automatic doors and windows. He mentioned two other key trends: sustainability and energy saving, saying that thanks to

the right hardware solutions, Roto has become established in a leading position. Piqeur’s last stop on the tour of this economic area was the British Isles. The United Kingdom and Ireland, which have been affected particularly hard by the crisis, now show signs of a recovery in the field of renovation and new build. Therefore Roto expects robust growth in this area within the next few years.

“Piqeur’s last stop on the tour of this economic area was the British Isles. The United Kingdom and Ireland, which have been affected particularly hard by the crisis, now show signs of a recovery in the field of renovation and new build.”

“If design engineers for residential and commercial buildings set store by convenience, safety, security and energy efficiency, there is one partner they really need for window and door hinges, and that partner is Roto.” stated Mike Piqeur, managing director of the Western Europe region.

www.glassnews.co.uk | December 2013

Roto has reacted to the UK’s high level of internet access by launching a special online shop for low-margin replacement parts and hardware. This provides a response to strong competition from cheap imports, mainly from the Far East. While online sales are becoming the main distribution channel in Ireland, in the UK they only complement local market partners, who remain the key distribution channel. According to Piqeur the key success factors are “focusing on what others cannot provide; offering real solutions instead of imitation products; understanding what market requirements will be in the future; as a consequence of “german made” no compromises regarding the quality of our product range and our ability to deliver.” Roto has the largest hardware portfolio on the market, guaranteeing that the company is able provide the perfect solution for each customer requirement.

READER ENQUIRY No: 1213/0074

Despite - or rather because - of its international activities, Roto explicitly presents itself as a German company. To mark its commitment to German quality standards and values all over the world, Roto has created the label “german made.”

DOORS & HARDWARE

The UK’s Leading Industry Newspaper

UNIVERSAL RANGE OF DOORS MAKE A DYNAMIC SWITCH Shropshire based PVCu window and door fabricator, Universal Trade Frames, has recently begun working with hinge manufacturer, SFS intec, to enhance the technical performance and styling of its doors. The fabricator company, which uses the Spectus Elite 70, was approached by SFS intec and following a comprehensive hinge demonstration, became clear of its exceptional visual appeal, operational reliability and long-term security function. As a result, Universal Trade Frames has recently launched its PVCu doors with SFS intec’s Dynamic 2D hinge. Kevin Jennings, Sales and Marketing Manager at Universal Trade Frames Ltd, said: “As a company, we have always championed quality and performance over cost alone. And following extensive testing, we realised that the Dynamic 2D range would provide that. Ensuring a more secure fix than our existing hinge and eliminating the issue of sagging

doors, this product will enable our installers to simply fit-and-forget.” Developed for PVCu and single rebated composite door-set installation, the Dynamic hinge designs’ slim, low profile hinge stack eliminates damage to plaster reveals and decoration, and with its range of colours to suit all profile finishes, aesthetics are of a premium too. Installation has been simplified, enabling just one operative to fix and adjust the door and with a constant 4mm adjustment gap, fitters can make small alterations without losing time. Similarly, the preset depth top pin negates the need to loosen the top hinge pin in order to adjust with the bottom pin. Kevin continued: “The majority of our competitor fabricators offer the same hinge that we’ve always used. Now though, we believe that SFS intec’s superior hinge range will not only improve our offering but will set Universal Trade Frames apart from our competition too.”

Rod Johnson, Technical Sales Advisor at SFS intec, commented: “At SFS intec, our approach has always been to manufacturer the very best products which truly meet the demands and desires of our supply chain. This opportunity to work with likeminded company, Universal Trade Frames, allows us to really champion the cause for high performance and we hope that it raises awareness and standards across the industry, moving forward.” For further information on the SFS intec’s Dynamic Hinge please call 0113 2085 535 or email uk.leeds@sfsintec.biz. READER ENQUIRY No: 1213/0075

Customers love New Wave

Door’s Slide & Swing

Lewington & Son, an eleven year old family business based in Reading, Berkshire has added New Wave’s Slide

& Swing door to its range, inspired by a recent visit to New Wave’s Bristol factory.

Paul Lewington, Managing Director Lewington & Son, says: “We were immediately impressed with the Slide & Swing door, and thought it was an innovative concept.”

“Unlike traditional bi-folds, the 'Slide & Swing' has hinges on one door, making the other doors hinge-free so you can slide each pane across individually.” As well as the door’s sleek looks, the simple and clever design has almost no visible hardware and the profile is slimline too. Homeowners also appreciate that the doors don’t encroach on internal living space or patio space when opening or closing. When closed, the doors interlock together creating a solid wall that is highly secure, and far more secure than a traditional bifold. “We have a door on display in our showroom and our customers love them,” continues Mr Lewington. “The 'Slide & Swing' gives us another selling opportunity. Over a four month period we have sold 15 PVC Slide & Swing doors.” “It’s also easy to install and transport so it's a 'win-win' all round.” Tel: 01179 074 801 www.newwavedoors.co.uk

READER ENQUIRY No: 1213/0076

Emplas unveils

its unique new

hardware

offer

Emplas, has unveiled its exclusive new window hardware range developed and designed to give installers meaningful differentiation at the point of sale. To be launched early in 2014, the new offer features an elegant design underpinned by high quality manufacture and function.

This includes a heavy sprung latching block for a positive ‘click’ on closing plus solid zinc baseplate for added security. The window handle range has also been designed to increase ease of use including an ergonomic design which features a longer handle for greater leverage and easier, smoother, operation. Available in a range of six colours: white; gold; chrome; satin and polished bronze and black; the offer also comes with a 10-year guarantee. Mike Crewdson, Sales and Marketing Director, Emplas, said: “It can be very difficult to identify real, meaningful unique selling points.” “We pride ourselves on the quality of manufacture and the range we offer, something which is a very real benefit to our customers. “And we continue to build on that offer. Our new and exclusive handle range is manufactured to the highest standards but because it simply isn’t available anywhere else, it gives Emplas installers a new point of differentiation.” “These small advantages can be all important in tipping the balance in favour of a sale.” For more information on Emplas’ extensive product and service offer visit www.emplas.co.uk , email info@emplas.co.uk or call 01933 674880.

READER ENQUIRY No: 1213/0077

DOORS & HARDWARE

The UK’s Leading Industry Newspaper

A GRAND DAY OUT FOR SOLIDOR Solidor yet again delivered with style to the consumer, with an impressive showing at Grand Designs Live at the Birmingham NEC in October 2013, generating a large number of leads and considerable interest in their solid hardwood core composite doors in the process.

Gareth Mobley, managing director of Solidor comments: ‘The stand was absolutely packed with visitors eager to look at our pioneering composite doors and the vast array of design options. This will generate further sales leads for us that we can pass back through our Recommended Installer network.’

It was the busiest ever Grand Designs Live at the Birmingham NEC, with over 50,000 visitors over the 3 days as consumers packed the aisles. The exhibition is based on the Channel 4 TV series and was opened by design guru Kevin McCloud. The event was packed with over 500 exhibitors, across six different sections, covering interiors, gardens, home improvement, self-build, renovations, technology and shopping.

To find out more about Solidor including their Recommended Installer campaign then log on to their website at www.solidor.co.uk, call their sales office on 01782 847300, or add to their Twitter following @solidorltd. You can download the free Solidor App at Apple’s App Store by searching for Solidor.

Due to the large number of leads already generated from their website for their Recommended Installer Scheme, Solidor have already had to employ a retail sales manager to cope with the demand. Since the exhibition website traffic has surged as has the number of retail enquiries. Solidor gave out over a 4,500 iPhone leaflets, each replicating the front of an iPhone to encourage homeowners to download their latest Door Designer App for iPhone and iPad. It’s an application that allows you to take a picture of your home and add the various door designs, glass options and of course the choice of 17 colours and woodgrains inside and out.

The Solidor Team at Grand Designs LIVE. READER ENQUIRY No: 1213/0078

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www.glassnews.co.uk | December 2013

DOORS & HARDWARE

NEW PRODUCTS

STERLING MILESTONE FOR HURST New catalogues from Bohle Hurst Plastics recently marked a very special milestone with Weston-super-Mare based window and door installer Sterling Windows. The two companies celebrated 21 years of working together at Sterling Windows’ newly refurbished showroom, which has recently been equipped with a number of Hurst composite doors. Hurst and Sterling Windows began their partnership when Sterling was established in 1992. The family-run business chose Hurst as its sole supplier based on Hurst’s reputation for service and the quality of its door panels. And 21 years on, the union between the two companies is as strong as ever with Hurst now supplying its latest generation of high specification composite doors. Nick Farrant, Sterling Windows’ Owner, says: “As one of the North Somerset’s premier installers and a family-run business, we choose our partners carefully and only work with companies that will enhance our reputation for providing quality and service.”

multipoint locking system, endorsed by the Master Locksmiths Association. Able to meet the requirements of Secured by Design, it has been independently tested and achieved full accreditation for the PAS 23/24 standard for both extreme weather conditions and severe physical attack. The Hurst composite door also comes with a comprehensive 10 year warranty. 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 Kingston-uponHull 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. Tel: 01482 790790 www.hurst-plastics.co.uk

“Our relationship with Hurst has helped us to maintain this position and offer best of breed products to our growing customer base. Having worked with Hurst for many years, we know that their service is always superb and their products are of a consistently high standard. And now homeowners in the region can come and see the wide selection of Hurst composite doors in our new showroom to appreciate all the benefits they bring.”

Cheshire-based glass and glazing products specialist, Bohle Ltd has launched two new catalogues. The 2014 Bohle UK Supplement highlights a range of new and established glazing products that do not feature in other Bohle specialist literature. Some, like the new LiftMaster B2 handling device, are amongst the latest innovations, whilst others such as putty and ventilators are traditional products for the UK and Irish markets. The new Bohle Premium Fittings catalogue features

a range of new high quality hardware products for interior fit-outs. Included in the catalogue is a new magnetic point fixing system which lends itself to signage, partitions or any glass installation requiring regular removal.

“As we begin a new year we hope our customers will take advantage of the business opportunities these new products afford.” Commenting on the launch of the new literature, Business Development Manager Alic McCabe said, “Bohle is known for its traditional merchandise and for ground breaking new products and the new UK Supplement features both. The Premium Fittings catalogue has a host of new ideas too and as we begin a new year we hope our customers will take advantage of the business opportunities these new products afford.” Copies of the new catalogues can be requested by calling Bohle Customer Services on 0800 616151 or email info@bohle.ltd.uk. READER ENQUIRY No: 1213/0083

Nick Holloway, Hurst Plastics’ National Sales Manager, added: “Congratulations to Sterling on 21 years in business. In such an unpredictable and competitive climate, we are delighted to celebrate such a long standing relationship with them. Our composite doors combine a wealth of features and benefits which will help Sterling to build on its strong reputation for providing top class windows and doors throughout the region.” Using the latest in fibreglass door technology, the Hurst Composite door offers proven levels of high security. It is fitted with the very latest

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December 2013 | www.glassnews.co.uk

NEW PRODUCTS

The UK’s Leading Industry Newspaper

Emplas launches ‘one-stop’ DON’T WORRY, in the Bag Customer Information Manual

UAP Has Security

BE ‘APPY!

UAP Limited has launched a range of mail bags which will provide householder with increased security against burglars. The MAX6MUM SECURITY® Mail Bag is the latest addition to the UAP range of door security solutions. The mail bag will fit to all 12” UAP Anti-Vandal™ Letterplates and will keep mail out of sight so a build-up is not noticed when the residents are away, it will also prevent key fishing and lock manipulation via the letterplate. Key fishing has seen a rise over recent times with 2-in-1 burglaries becoming more and more common. Burglars are able to use to the letterplate to “fish” for keys or bags that are left in sight, from this they can then gain access to the house or car without leaving any signs of a break in. The MAX6MUM SECURTY® Mail Bag makes key fishing impossible. The mail bag has been designed specifically for 12” UAP Anti-Vandal™ Letterplates and so has a slim, lightweight design with a snug fit. The frame is made from black fire retardant uPVC and has a universal slot to fit all upstands on UAP Letterplates. UAP MD, David Jennings said: “As the MAX6MUM SECURITY® Mail Bag has been designed to fit the UAP Letterplates we were able to achieve more with the design. It is very lightweight and as it is made to fit we did not have to use heavy metal which can often be large and ungainly. The mail bag is also incredibly easy to install, the internal side of the letterplate is used to sandwich the bag between the door and the outside.” The MAX6MUM SECURITY® Mail Bag has a zipped pouch for collecting letters, magazines, catalogues and newspapers that are pushed through the letterplate. This keeps mail neat and tidy and hidden away. David continued: “The Mail Bag will have a wide appeal as it is not only a fantastic security device but it is also ideal for those with limited mobility as they will not have to bend down to retrieve the mail from the floor. Social landlords will also benefit from the mail bag as mail left on the floor can be a trip hazard which could result in costly lawsuits.”

Emplas has launched a new easy-to-navigate online Customer Information Manual, bringing everything from product technical details to order forms instantly to the finger-tips of its customers.

have an internet connection, you can log in and in just two or three clicks, access it online. “Alternatively if you have filled out your last order form you can download and print one – it’ all there waiting for you, just a couple of clicks away.” The service has been launched by Emplas as part of its new Online Customer Portal, which in addition to giving installers access to new online resources, allows them to get instant quotes and place orders anytime and anywhere, via the web.

Part of Emplas’ online portal, the Customer Information Manual, gives installers instant ‘jump-to’ access to everything they need to know about products and processes in a single resource.

Once set-up, all they have to do is log-on from any web enabled device, for example PC, laptop, tablet or mobile phone, to access a secure quoting and order processing system.

This includes Emplas’ customer service and support, product and prices lists, technical detail, all the available sales literature to bank holiday deliveries and customer complaints procedures, all in a single document.

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.

Mike Crewdson, Sales and Marketing Director, Emplas, said: “There are always those moments when you want to check that little something or other and can’t find the right piece of paperwork, document, or brochure and before you know it, you’ve lost half an hour looking.

Crewdson added: “Online ordering gives installers 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.

“We know that that half an hour or so is a precious thing when you’re running a small business which is why we have pulled everything together into a single online resource which is dedicated to them and has been designed to be exceptionally easy to use.

“The Customer Information Manual gives them direct support to secure that business plus basic administration tools which will save them time in the office and give them back time to develop and chase down leads.” For more information visit www.emplas.co.uk , email info@emplas.co.uk or call 01933 674880.

“For example, if you’re out with a prospect and realise that you have forgotten to bring a printed copy of a brochure, as long as you

READER ENQUIRY No: 1213/0085

The MAX6MUM SECURITY® Mail Bag is available in suede black, white and bronze and is suitable for wooden, composite and uPVC doors.

For more information contact the UAP sales team at Sales@uapcorporate.com.

www.glassnews.co.uk | December 2013

The Freefoam catalogue app features handy links to www.freefoam. com to access even more information and the option for users to receive notifications of new literature so that they always have the latest information.

www.freefoam.com

8 3 8

6 5

See this month’s TIME OUT! pages for more puzzle fun!

READER ENQUIRY No: 1213/0084

Developed in response to the continuing rise in mobile usage for searching and holding information the catalogue app is the ideal solution allowing customers and installers access to product codes, dimensions and pack quantities at the touch of a button.

Louise Sanderson, UK Marketing Executive explained “Our catalogue app will be an invaluable tool for all Freefoam customers and installers. Having the Freefoam range instantly available on a phone or tablet will make finding specific products much easier and quicker. The app will also be a useful marketing tool, raising the visibly of our brand on mobile platforms and allowing us to promote our range to a much wider audience.”

Fill in the missing numbers. 1-9 in each line diagonally and horizontally, 1-9 in each of the nine small square grids.

Suitable for smart phones and tablets, it means the entire Freefoam range including fascia, soffit, rainwater, cladding and internal panelling systems is now accessible anytime, anywhere.

“The app will also be a useful marketing tool, raising the visibly of our brand on mobile platforms and allowing us to promote our range to a much wider audience.”

Just for fun!

Freefoam are delighted to announce the launch of a new catalogue app.

2 7

9 6

4 8

READER ENQUIRY No: 1213/0086

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December 2013 | www.glassnews.co.uk

www.glassnews.co.uk | December 2013

TECH TALK

The UK’s Leading Industry Newspaper

Tech Talk with Strafford Cooke, Technical Manager, Mila

STRAIGHT TALKING GUIDE TO STANDARDS Last time in Tech Talk I presented my straightforward guide to the performance and security standards relating to hardware in door sets. In this issue, I’m turning my attention to window hardware and more general performance standards and accreditations which I hope will prove equally useful to fabricators and installers trying to keep on top of all the latest requirements. BS6375 – 2 Performance of windows and doors This sets performance requirements for the strength and operation of manually operated windows and doors. Both part 1 and part 2 are required to achieve Secured By Design accreditation.

BS6375 – 3 Classification for additional performance characteristics and guidance on selection and specification This simply advises on what samples should be submitted for part 1 and 2 testing.

“There is a cost involved in BBA accreditation, but it is possible just to have single windows and doors approved rather than a whole range if you are targeting specific contracts.”

BBA Approval

Strafford Cooke.

Window hardware BS7950, 1997 (PAS24: 2012) This familiar standard is now part of PAS24: 2012 which covers both window and door security. The windows element applies to casements, tilt/turn, pivots and top swung windows for domestic applications and consists of tests for bi-directional loading and manual attack including glazing removal. To achieve PAS24: 2012 on windows, the security testing must be supported by performance standards relevant to the materials used in the window manufacture. This means: BS7412, 2008 for PVC-U, BS4873, 2005 for aluminium and BS644-1, 2003 for timber and so on.

Other standards BS6375 – 1 Weather testing This is the standard which sets out how to weather test window and door sets to BS EN 14351 in line with the CE marking requirements.

The British Board of Agrément (BBA) offers an accreditation service to assess whether hardware is fit for purpose. This involves conducting audits into a supplier’s management systems and visiting production facilities, as well as carrying out testing to British and European standards on any hardware. Whilst organisations like Mila can provide the same hardware testing programmes, we cannot give products a BBA badge or a Kitemark (BSI) and sometimes these are required on commercial contracts. There is a cost involved in BBA accreditation, but it is possible just to have single windows and doors approved rather than a whole range if you are targeting specific contracts.

spray booth and there are five grades of conformity as follows:

SBD Approved Products

• Grade 3 – 96 hours

In the retail sector, it is Secured By Design (SBD) accreditation which is more often required by customers. It is not an easy accreditation to obtain however and is dependent on other criteria being met.

• Grade 4 – 240 hours

For windows and doors this means PAS24: 2012 and BS6375 – 1/2/3 approval as well as third party accreditation which includes annual audits.

BS EN 1670: 2007 Corrosion resistance This standard essentially tests the finish on hardware and its ability to withstand corrosion. The test is carried out in a salt

• Grade 1 – 24 hours • Grade 2 – 48 hours

• Grade 5 – 480 hours The grades should be used as a guide to the salt spray resistance of the product coating and to inform the selection of hardware depending on the environment where it will be used. It’s important to point out though that there are lots of variables which can affect the rate of corrosion of finishes – from proximity to the coast to the presence of plaster and cement. Whilst Grade 5 offers the highest resistance, remember that the test is carried out a salt spray booth and not in a real world setting.

BS EN 1906: 2007 Building hardware. Lever handles and knob furniture. Requirements and test methods. This is a standard for testing door handles and, like BS EN 1303: 2005 for door cylinders, it includes a series of tests which result in an 8 digit code to indicate the level of compliance. This includes things like category of use, durability, fire resistance, safety, and corrosion resistance. A door handle which is being assessed to achieve a 2 star grade to meet the requirements of TS007 will need to have been tested to this standard. Mila has produced PDFs of my two Straight Talking Guides to Standards which fabricators and installers might want to download and keep. Copies are available at www.mila.co.uk. By Strafford Cooke, Technical Manager, Mila READER ENQUIRY No: 1213/0088

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www.glassnews.co.uk | December 2013

CONSERVATORIES

The UK’s Leading Industry Newspaper

Understanding current conservatory trends helps you stay ahead of the competition

SYNSEAL’S BACK ON THE BOX WITH new orangery style Synseal is featuring on TV with a focussed advertising campaign promoting the lifestyle benefits of orangery-style extensions. With potential to reach more than 28 million viewers, the 20-second commercial will be initially screened on the ITV4 and Home channels during January and February in time for the 2014 home improvement season. The ad, based on happy family scenes filmed in two large orangery-style conservatories to show how the welcome additional living space can be enjoyed both in the daytime and at night, will encourage viewers to visit the new-look Synseal Homeowner website, which is specially designed to provide leads to approved Synseal Registered Installers but, as Mark Schlotel, Head of Marketing, explained, this initiative will benefit all Synseal installers: “This ad presents orangeries and then clearly projects the Synseal name so it will give a great boost to brand awareness, and that is something all our installers can share – whether they fit conservatories or not. The adverts will be timed to start just after the Christmas holiday as people are then thinking about home improvements for next year, and the initial 2-month

“The adverts will be timed to start just after the Christmas holiday as people are then thinking about home improvements for next year, and the initial 2-month campaign may well be extended depending on the level of interest it generates.” campaign may well be extended depending on the level of interest it generates.” Continuing he adds, “Our Global Summer design has been a great success so far and is a proven seller across every month of the calendar year, so we think the orangery product category is ideal to raise Synseal’s profile with homeowners. One of the scenes shows the Global Summer orangery installed without any bespoke adaptation, so we will be highlighting this best-selling system with the familiar tag “as seen on TV” on our Homeowner website which will also demonstrate Synseal’s complete range of aspirational orangery solutions including the proven K2 designs.” The Global Summer system

“The pelmets are easily plastered to create the soffit which can be fitted with downlights or integrated speakers.”

enhances a standard conservatory roof and uses eye-catching decorative fascia claddings and internal pelmets to create the distinctive orangery features without the need for parapet walls or supported lantern roofs and therefore is much simpler to install as well as giving significant cost savings. The pelmets are easily plastered to create the soffit which can be fitted with downlights or integrated speakers to add even more orangery style to the interior. ITV 4 is a highly popular channel showing a mix of programming including classic films with a strong ABC1 category audience and the specialist Home channel features some of the UK’s best known home improvement and property makeover programmes including Changing Rooms, Extreme Makeover, Homes Under The Hammer and Ground Force. READER ENQUIRY No: 1213/0090

For Paul Saltis, Director of Connaught Conservatory Roofs, keeping an eye on trends in the market is vital if you want to stay ahead of the competition. “If you know what’s popular in the marketplace, you can tailor your sales and marketing to appeal to your target audience and get more sales as a result.” With this philosophy, it’s hardly surprising that Paul has his finger on the pulse when it comes to trends in the conservatory roof market. Paul says, “More and more people are becoming aware there is a solution if their conservatory is too cold in winter or too hot in summer. A retro-fitted solid conservatory roof such as our Guardian roof provides the answer, simply and cost-effectively and it’s an option that’s becoming increasingly popular.” Alongside the increasing popularity of a retrofitted solid conservatory roof, it’s interesting to note the increasing sophistication of this sector of the market. Because while solid roof conversions solve a problem, few homeowners want to lose the natural light of a glass or polycarbonate roof completely. Paul says, “More and more replacement roofs are incorporating glass, particularly higher performance glass in southerly facing aspects which will reduce glare and solar gain.” When it comes to new conservatories, incorporating as much glass as possible has become even more important. In years gone by, glass and polycarbonate roofs could present a problem in terms of keeping the room warm or cool enough, something that’s demonstrated in the popularity of retro-fitting solid roofs. But today’s performance glass helps to eliminate that problem. It’s a technology that Connaught are increasingly asked about and can provide advice and design suggestions that make best use of what it can offer. Also becoming increasingly important to homeowners is a customised conservatory.

Paul says, “In the automotive market, options such as alloy wheels, paint finish and interior trim helps people put their own mark on a standard product. It’s the same in the conservatory market. A conservatory can be customised using products such as LivinRoom, Cornice and Loggia at a price people can afford. Loggia and LivinRoom have the added benefit that they improve the thermal efficiency of the conservatory, even to the point of being able to remove the door between the house and conservatory in certain situations. Their use transforms a standard plastic box into a home improvement addition that has the homeowner’s stamp on it, so it’s hardly surprising they’re so popular.” An understanding of the trends in the market is just one example of how Connaught has grown to become the conservatory roof fabrication partner for increasing numbers of installers. As well as industry insight, Connaught also offers a comprehensive support package including a fixed fee service to gain Building Regulation approval on its Guardian solid conservatory roof. In short, it’s a company that works hard to support its customers and that’s why it’s strapline, “We do more so you do less”, is so appropriate. Tel: 01709 710100 www.connaughtroofs.com READER ENQUIRY No: 1213/0091

December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

CONSERVATORIES

The UK’s Leading Industry Newspaper

TUFFX AMBI-AQUA “belt & braces” glass stop option ONCE AGAIN PREFERRED for global roof CONSUMER CHOICE Glass slippage is not something that installers encounter when fitting Synseal’s market leading Global conservatory roof. However for a “belt and braces” installation approach the proven K2 paddle glass stop is now an available option to give extra reassurance when installing widespan or largescale roof glazing assemblies. Although not required on typical conservatory jobs, for major projects featuring large and weighty roof glass installations the paddle glass stop provides added reassurance to prevent any glass unit slip over years of weathering, which in turn eliminates any possibility

of leaks and minimises requirements for cosmetic repair work. Global roof ’s variable valley is designed to suit varying pitches and angles and is clad with trims both internally and externally to give an aesthetically pleasing appearance. Angle roof pitches varying from 5o to 35o can be accommodated by the flexible valley design and in similar fashion the paddle glass stop neatly adjusts to the required valley angle to assist in supporting the glazing units. The glass stop can be attached to the end of rafter assemblies and features

adjustable paddles to bring the glass stop in line with the valley and the edge of the glass unit, to provide maximum potential stopping power. Mark Schlotel, Synseal’s Head of Marketing, comments: “This paddle glass stop feature is well known to installers of our K2 roof and it makes good sense to provide this option on request for Global roof customers operating in both UK and Export markets – another good example of sharing best practice between our Synseal and K2 technical teams.” READER ENQUIRY No: 1213/0093

An unusually shaped conservatory roof which required a much needed overhaul has recently been installed in the home of a retired couple in Milton Keynes. Combatting the sun’s glare and reducing temperatures were the main priorities on the new replacement roof project. With retrofit conservatory roofing becoming increasingly popular, demand for the TuffX Ambience range is quickly growing. As installers are now more familiar with the differing high performance benefits of the glasses in the range, business is increasing substantially as homeowners are impressed by both the quality and the aesthetics available. For this recent south facing installation, Ambi-Aqua proved to be the ideal replacement solution

providing up to 78% heat reflection and lower overall temperatures on hot sunny days. The property was extensively glazed at the rear with a large P shaped conservatory, which over many years had become dirty, cracked and more importantly had started to leak badly.

The original polycarbonate roof had in fact been part of a combination of conservatories joined together but the joins in the roofs had deteriorated to such a degree that they were leaking when it rained and could no longer be mended. Due to the fluctuation in temperatures on hot or bitterly cold days the conservatory had not been used that much as it had been impossible to enjoy the space comfortably. After reading about replacement glass roofing Professor Fielding and his wife were delighted to find a solution to the problem that went over and above their expectations. The Ambi-Aqua glass units used for the installation are made from specially coated units which provide exceptional thermal and sound insulation ensuring that on hot days temperature control is maintained and equally on cold days the

room can now be used without extensive use of additional heating systems. Furthermore the glass protects furniture from fading badly.

Mrs Fielding comments, “We are absolutely delighted with our new glazed conservatory roof. We have recommended it to friends who have been staggered at the new look the conservatory now has when they have seen it.” “The new Edwardian style roof gives us the feeling of much more space and the glass cleans itself when it rains which makes maintenance so much easier for us. We hadn’t realised how immense the improvement would be in our home.” She concludes “I can’t speak highly enough about the installation which has taken place during one of the wettest times of year so far. The new roof was in place within a week despite terrible weather conditions and we are thrilled that we can now use the space as an integral part of our home.” For more information on the choice of glass options available from the Ambience range please visit the website www.ambiglass.co.uk.

READER ENQUIRY No: 1213/0095

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www.glassnews.co.uk | December 2013

PRODUCT NEWS

The UK’s Leading Industry Newspaper

New SuperNeutral Solar control Guardian’s

from Guardian Glass

Now available from Guardian Glass UK: SunGuard SuperNeutral SN 29/18. The new SuperNeutral glass offers exceptional solar control with a surprisingly natural looking appearance. Excessive solar heat gain can quickly cause a building to overheat; even in colder climates, spells of direct solar heat gain can be magnified though glazing, causing any area behind the glass to become excessively warm and uncomfortable, SN 29/18 is an ideal solution. Excessive solar heat gain tends to create a requirement for mechanical cooling, leading to additional demands on energy and increased cost to manage the building effectively. Prevention is the best method of avoiding long standing costs for excessive energy use. By selecting the right glass specification at design stage it is possible to reduce the risk of overheating and help create a more comfortable environment in the building. The new SunGuard SuperNeutral SN 29/18 is produced on Guardian Extra Clear float glass and offers an exceptionally low solar factor of just 18%, which means the glass reflects 82% of the solar heat away from the building; this makes it ideal for large glass facades, south facing elevations and roof glazing. Coupled with a light transmission of 29%, SN 29/18 also helps to reduce glare. The most surprising aspect of

the new SN 29/18 is its neutral appearance; despite such a low solar factor SN 29/18 has a colour distortion of just 10%, justifying its position in the SunGuard SuperNeutral range. SN 29/18 can also help to balance the energy inside the building, with a U value of 1.1 W/m2K in a common 6/16/4, Argon 90%, insulating glass unit. SN 29/18 not only helps to control the effects of solar heat gain, it also retains heat energy produced inside the building, helping to keep demands on energy to a minimum. SN 29/18 is ideal for either commercial or residential projects, it adds aesthetic appeal and energy efficiency to glazed facades or an ideal solution for year round use of conservatories, orangeries and other rooms with roof glazing. For more information on the new SunGuard SN 29/18 visit www.guardianglass.co.uk/ latestproducts READER ENQUIRY No: 1213/0097

new single product solution for 1.0 U value performance Guardian’s ClimaGuard range is set to take a firm footing in the commercial market, with the launch of ClimaGuard A 1.0. As a single stock Low E glass, ClimaGuard A 1.0 can be used either annealed or toughened and provides the optimum in thermal insulation, achieving a 1.0 U value in a standard 4/16/4 (90% Argon) IGU or U values as low as 0.4 W/m2K in triple glazed units. ClimaGuard A 1.0 is integral to the success of the Guardian ClimaGuard Low E glass range. The New ClimaGuard A 1.0 provides some of the best thermal insulation on the market, combined with a high light transmission of 72% and a low solar factor of 54%, making this ideal not only for commercial projects, but also for utilizing solar heat gain in sustainable projects like those using the Passivhaus (Passive House) standard. The solar factor of 54% offers mid level heat gains, which are ideal for carefully considered designs, where solar heat energy from the sun can be used to warm a building without risking overheating. This also makes

ClimaGuard A 1.0 ideal for triple glazing, where it easily helps to achieve the Passivhaus window requirement of a 0.8 Uw and provides a manageable level of solar heat gain. However, in exposed areas such as southern elevations or large areas of glazing, we would still recommend Guardian SunGuard where the right solar control and thermal insulation combination can be selected to meet the specific requirements of each individual project. The New ClimaGuard A 1.0 has been developed by utilising the ClimaGuard A+ coating layer stack, which is well known for its stability and durability during processing and toughening. Mark Bristow – Guardian Regional Manager for the UK & Ireland explained; “the technology used to create ClimaGuard A+ on our magnetron sputter coater at Goole, is leading to a host of new product development’s, with ClimaGuard A 1.0 being the first to reach the market. Having our own UK based coating facility has vastly improved our ability to produce products specifically tailored to suit the UK market, driving both innovation and energy saving”. For more information on Guardian ClimaGuard A 1.0 visit www.guardianglass. co.uk/latestproducts READER ENQUIRY No: 1213/0099

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www.glassnews.co.uk | December 2013

G13 AWARDS Friday 29 November 2013 | London Hilton on Park Lane

The UK’s Leading Industry Newspaper

The G13 Awards Salutes The Glass & Glazing Industry

At Its 10th Anniversary

The G13 Awards marked its tenth anniversary in November at the biggest G-Awards ceremony in several years, in order to publicly recognise the best that the glass and glazing industry has to offer.

The G13 Award winners are:

• Commercial Project of the Year: Pilkington UK • Promotional Campaign of the Year - Retail: Solidor Group • Training & Development Initiative of the Year: SaintGobain Glass UK • Component Supplier of the Year: Mila

Over 640 people congregated at the Hilton Hotel Park Lane, London, for the G13 Awards Presentation & Gala Dinner, hosted by the talented Dara O Briain, to give their support to the twelve G13 Award winners and a special Derek Bonnard Award for Excellence.

• Promotional Campaign of the Year – Trade: FIT Events for the FIT Show 2013

Congratulations go to all of this year’s winners who demonstrated outstanding standards of excellence in the preceding twelve months.

• Conservatory Installer of the Year: West Yorkshire Windows

• Environmental Initiative of the Year: Lister Trade Frames • New Product of the Year: Roseview Windows

• Customer Care Initiative of the Year: REHAU • Installer of the Year: PJ Plastics • Glass Company of the Year: MiGlass • Fabricator of the Year: SWC Trade Frames The Derek Bonnard Award for Excellence was presented to Jim Rawson, Chairman of the Epwin Group, for his outstanding contribution to the UK fenestration industry. Tony Higgin, G-Awards organiser, comments, “For the last ten years, the G-Awards have been the platform for the glass and glazing industry to show just how robust and pioneering it is. The fact that this year’s event was one

of the largest in the last decade proves that there is much to celebrate and we can feel optimisitic as we move into 2014. My congratulations go to all this year’s winners and finalists, particularly the new faces who might not have entered the G-Awards before. As they say, you’ve got to be in it to win it!” In a frantic year of activity, culminating in the Hope66 charity cycle ride, over £1,300 was raised for GM Fundraising, in aid of Hope House Children’s Hospices at the Charity Fun Casino, sponsored by Solidor. READER ENQUIRY No: 1213/0101

December 2013 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

G13 AWARDS

Commercial Project of the Year: Pilkington UK

Promotional Campaign of the Year - Retail: Solidor Group

Training & Development Initiative of the Year: Saint-Gobain Glass UK

Component Supplier of the Year: Mila

Promotional Campaign of the Year – Trade: FIT Events for the FIT Show 2013

Environmental Initiative of the Year: Lister Trade Frames

New Product of the Year: Roseview Windows

Conservatory Installer of the Year: West Yorkshire Windows

Customer Care Initiative of the Year: REHAU

Installer of the Year: PJ Plastics

Glass Company of the Year: MiGlass

Fabricator of the Year: SWC Trade Frames

www.glassnews.co.uk | December 2013

G13 AWARDS

The UK’s Leading Industry Newspaper

THREE G-AWARDS IN A ROW FOR REHAU REHAU celebrated its third win in a row at the G-13s when its www. rehauanswers.com website was named Customer Care Initiative of the Year. The website, which hosts REHAU’s online thermal calculators and its CE

marking tool, proved just as popular with the judges as it has with REHAU’s customers during 2013. Speaking after receiving the award from Dara O’Briain, REHAU’s UK Chief Executive Martin Hitchin said: “The G-Awards get

more competitive every time so we’re delighted to have won for the third year in a row. It’s particularly pleasing this time to be recognised for our innovation and commitment to customer service, following on from the award for our marketing in 2012 and for our product development in 2011. “It makes a great hat trick for REHAU and recognises the enormous commitment of our team.”

Left to Right: Epwin Group chairman, Jim Rawson was presented with the Derek Bonnard Award for Excellence by David Stockton-Chalk, chairman of Promac Group.

It is continually updated resource which is available free and which has received more than 10,600 visits since January 2013. At the G13 Awards, REHAU also congratulated customers PJ Plastics who were named Installer of the Year and Roseview Windows who won New Product of the Year.

EPWIN GROUP CHAIRMAN receives DEREK BONNARD AWARD Motionlab Helps Clients Take FOR EXCELLENCE Top Honours At Major Awards Event The www.rehauanswers.com website is an online solution which provides REHAU customers with a BFRC, FENSA and CERTASS approved calculator for WER and U-Values and incorporates a CE marking compliance tool.

Jim Rawson, chairman of Epwin Group was awarded the Derek Bonnard Award for Excellence at the G13 Awards, held at the prestigious Park Lane Hilton, London on November 29th. The award was presented in recognition of his outstanding contribution and dedication to the fenestration industry.

The judges selected Jim as a worthy recipient for his ‘…innovation and creativity, with a sustained commitment to influence the industry for the good – something that the late Derek Bonnard was committed to throughout his 34 years within the window and glass industry.” Jim is credited with introducing PVC-U windows to the UK in 1976;

starting his business from a garage in Brixham, Devon. He is considered to be one of the industry’s most respected and influential voices. Leading the Epwin Group with a team of divisional managing directors’ he remains hands on and continues to exert a direct influence over all aspects of the Group’s day-to-day operations. Despite the recent unfavourable economic climate the Epwin Group remains a source of stability for its companies, individual brands and customers; a testament to Jim’s talent, drive and enthusiasm.

Commenting on his award win, Jim said: “It is a pleasure and a privilege to have been selected for this special award.” “I see this as a testament to the Epwin Group, and I would like to thank everyone involved in its development over the past 37 years.”

READER ENQUIRY No: 1213/0102

READER ENQUIRY No: 1213/0103

The creative team at digital agency Motionlab had cause for celebration on Friday night after promotional campaigns strategised and executed for The FIT Show and Solidor took away the two marketing awards on offer at the glass and glazing industry’s leading prizegiving event. The presenting of ‘Promotional Campaign of the Year – Trade’ at the London Hilton on Park Lane to FIT Events at the G13 Awards proved to be one of the most popular winners of the night, as it saw the hugely successfully re-introduction of a national trade exhibition into the sector after five years; ‘The Fabricator Installer Trade (FIT) Show’ Motionlab were appointed responsibility for all creative, marketing, search and social media for the show, leading to the eventual participation of 170+ exhibitors and attendance of close to 6,000 visitors over three days at The International Centre, Telford. A second hosting of The FIT Show was immediately announced for June 2014, followed by a further outing

The FIT Show team and Motionlab CEO Simon Iredale (second from the right) took to the stage to collect the G Awards trophy for ‘Promotional Campaign of the Year – Trade’, presented by Mike Butterick, Marketing Director of Glassolutions.

in 2016, with Motionlab retained as creative partners for both events. So impressed have the show’s co-organisers been with the agency’s ability to conceive clever exhibition concepts that clearly resonate with their intended targeted audience, that they have tasked the agency with marketing a separate new event, ‘The Build Show’, aimed at the construction industry and due to be held at The NEC in 2015. The second cheer of the night for the team came when composite door supplier Solidor walked away with the title of ‘Promotional

Campaign of the Year – Retail’. To transform the Solidor brand and product into a household name, Motionlab delivered a fully joined up creative marketing and design strategy across all platforms. This comprised a new consumer facing website, online and offline marketing, social media, a mobile app and printed materials, including a 60 page brochure. It’s a campaign that’s captured the imagination of consumers across the UK, something the judging panel immediately recognised and sought to highlight.

And they weren’t the only clients within Motionlab’s extensive client portfolio to see success on the night as West Yorkshire Windows triumphed in the category of ‘Conservatory Installer of the Year’, Mila took the prize for ‘Component Supplier of the Year’ and Saint-Gobain Glass won ‘Training & Development Initiative of the Year’. The awards were hosted by comedian, author and TV presenter Dara Ó Briain. Tel. 01772 655540 www.motionlab.co.uk READER ENQUIRY No: 1213/0104

December 2013 | www.glassnews.co.uk

G13 AWARDS

The UK’s Leading Industry Newspaper

SOLIDOR’S GLORIOUS G13 AWARD

On Friday 29th November 2013, Solidor was presented with the G13 Award for Promotional Campaign of the Year – Retail, after an incredible consumer led marketing campaign, that has generated considerable leads for their Recommended and Premium Installers. In the glitzy and glamorous G-Awards only the very best companies are presented with an award, something that Solidor are being increasingly used to, with two other local business awards in the last two years. The composite

door pioneer also sponsored the GM Fundraising casino, which raised over £1,100 on the night.

Retail campaigns are notoriously difficult to make effective for companies that are primarily set up to deal with the trade. Yet Solidor’s entry was packed with impressive statistics such as the introduction of 375 Recommended and Premium Installers, the growth of web traffic by 94.7% and a 532.46% increase in leads from the website for the first 7 months of 2013.

The Solidor team receiving their award from Gwain Patterson, Managing Director, Thermoseal Group, along with host Dara O’Briain.

The company has also launched number of other retail initiatives, which have recently been on display at Grand Designs including the ‘Sounds Like a Solidor’ test, which encourages homeowners to consider the difference between the Solidor solid hardwood core and a typical foam filled composite door. Gareth Mobley, managing director of Solidor Group commented: “I can’t tell you how thrilled we all were to win the award, as a number of members of staff were on the table and it was important

to share this with them. The award shows just how much we are growing as a brand not just in the trade, but in the eyes of the consumer.” For a copy of the new brochure and new 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. READER ENQUIRY No: 1213/0105

MILA WINS COMPONENT SUPPLIER OF THE YEAR FOR THE SECOND TIME

Mila was named Component Supplier of the Year at the G-13 awards – the second time in three years that it has won the coveted prize. Described in the presentation as ‘a true market leader, continually driving the industry forward’, the team at Mila were

www.glassnews.co.uk | December 2013

The FIT Show team took to the stage to collect the G Awards trophy for ‘Promotional Campaign of the Year – Trade’, presented by Mike Butterick, Marketing Director of Glassolutions.

AN EARLY CHRISTMAS PRESENT

FOR THE FIT SHOW!

Christmas came early for members of The FIT Show team when they scooped a trophy at this year’s G Awards, which took place at a glamorous presentation ceremony held in London’s Hilton Park Lane hotel. The FIT Show won the ‘Promotional Campaign of the Year – Trade’ category for the inaugural FIT Show that took place in April 2013. The event attracted more than 170 exhibitors and almost 6,000 visitors, the majority of whom were fabricators and installers, its core target group. More than 650 of the window, door and conservatory industry’s great and good looked on

during the presentation as the FIT Show team took to the stage, invited by host for the evening, comedian and television presenter Dara O’Briain. “We are all so proud to win this award in front of so many of the people that made it possible,” exclaimed Matthew Glover, coorganiser of The FIT Show. “I have attended the G Awards many times but to actually win one of the categories is wonderful. I am delighted that our fantastic team has been recognised.” The G Awards trophy is the second The FIT Show has won this year, the event being presented previously with the prestigious ‘Trade Show Launch of the Year’ by the Association of Event Organisers (AEO). The FIT Show will take place once again at Telford in 2014 on 10th, 11th and 12th June, for which more than 80% of stands had been sold by early December. READER ENQUIRY No: 1213/0106

work by the Mila team this year across technical, product development, quality, supply chain, sales and marketing.

thrilled to take home one of the most hard fought awards. Managing Director Richard Gyde said: “It’s a fantastic achievement and a real vindication of all the hard

“The Component Supplier of the Year category recognises excellence not just in product development and performance but also in service and delivery and, as we have proved, these are some of our key strengths.” www.mila.co.uk READER ENQUIRY No: 1213/0107

CHARITY NEWS

The UK’s Leading Industry Newspaper

GMF’S BIGGEST EVER FUNDRAISER! As the GM Fundraising Hope 66 Team gets out of their Lycra and back to their respective day jobs, the charity Team are thrilled to announce that they have raised an incredible £180,606.35 for Hope House Children’s Hospices. This is the largest amount ever raised in a single event by GM Fundraising and by some considerable margin and it seems overwhelming that the original target of £75,000 was surpassed by over £100,000. More than ever the industry and their friends and families have got behind this latest charity adventure from GM Fundraising and the impact of social media and the blog has also done much to spread the word. Not only have the riders and support teams experienced the challenge of a lifetime, but also they have helped raise considerable and much needed funds for Hope House.

GM Fundraising is now hoping to surpass the £1mllion mark for Hope House at their Christmas Extravaganza, where just a few tables remain. It seemed unconceivable at the time, that a charity that was launched in 1995 by Gary Morton and a few industry friends has raised such an inspiring amount, testament to their commitment and those who have participated and supported the events over the years. Moreover, little did the team of GM Fundraising think that back in 2005 when they set off on their first cycling adventure from John O’Groats to Lands End that they would go on to ride across Europe and North America twice. Collectively these cycling events have raised over £405,000. Gary Morton, chairman of GM Fundraising comments: ‘£180,000 is quite simply a breathtaking amount to raise and I cannot thank everyone enough. The team at Hope House are quite staggered at what we have achieved for them and we know what a huge difference to the lives of their kids and families this will make.’ For further information log on to www. gmfundraising.co.uk, follow them on Twitter @gmfundraising or become friends on Facebook. For all enquiries for the Christmas Extravaganza, please e-mail Gary Morton at mortongary68@gmail.com.

The GM Fundraising Committee present a cheque to Hope House.

READER ENQUIRY No: 1213/0108

Fenestration team trek up Kilimanjaro Climbing Kilimanjaro is one of the toughest tasks in the world, but a team of six completed it in just four days - while carrying a PVC-U window! Richard Barlow, Darren Larkin and Gary Beech from UK Window Systems in Stoke, along with Richard’s two friends and cousin, climbed Mount Kilimanjaro, the highest mountain in Africa, in October. The challenge, which was sponsored by leading PVC-U and PVC-UE building products manufacturer Kestrel among others in the industry, aimed to raise money for the FSID charity (Foundation for the Study of Infant Death) in memory of Richard’s baby son Finlay who died in 2011 at just 21 days old. “The climb went really well,” said Richard. “It took four days in all, and on the last day we walked day and night to reach the summit. “A few of us suffered from altitude sickness, which wasn’t great, but we had tablets to help us.”

HURST TAKES HEART WITH HEALTH KICK Staff at Hurst Plastics have been brimming with health thanks to a major programme, which aims to improve wellbeing in the workplace and reduce the risk of heart disease in Hull. Set up by the British Heart Foundation in partnership with NHS Hull and Hull City Council, the £1.5 million Hearty Lives Hull campaign, is tasked with improving the health and life expectancy of workers in Hull - an area with higher than average rates of heart disease and other serious illnesses. Hurst Plastics was one of 135 companies in the region to join the programme, which was delivered by Hull-based healthcare specialist ABL Health. The enthusiastic staff were provided with free health checks, exercise classes and nutritional clinics as well as sessions to help them quit smoking. They even took part in the Hull Corporate Badminton Tournament, which inspired a number of staff to take up the sport. Julie Rhodes, customer liaison and administration manager at Hurst Plastics, was one of six people who successfully gave up smoking. She said: “I had wanted to give up smoking for a while but needed an incentive to do it. The sessions were fantastic and I am delighted to now be a non-smoker! Being able to access all the sessions at once has inspired me to change my lifestyle for the better. I eat better, I’ve lost weight, I’ve joined a gym and I feel so much healthier for it.” Darren Glew, operations director at Hurst, added: “As an employer in an area with higher rates of heart disease, we were very keen to support our staff and help them achieve healthier lifestyles. Everyone who took part in the programme found it really worthwhile

and staff morale has noticeably improved. And by leading healthier lives, we hope that our team will be happier and more active in their spare time and healthier and more productive in the workplace.” Hurst’s receptionist Lynn Dennison enjoyed the sessions on food and diet. She said: “The programme was excellent. Everything was carried out at our offices so it made it really easy for people to join in. I got a great deal out of the healthy eating sessions and have tried out lots of new healthy recipes.” Victoria Sharpley, project manager at ABL, managed the programme for Hurst. She revealed: “The initial test results on the Hurst team were encouraging. Staff have lower BMI and blood pressure measurements than the Hull average. They also complete more exercise and have lower stress levels. However, the percentage of staff achieving their ‘5 a Day’ was below average. Both the company and staff were really enthusiastic about this project and I am confident that many of them have picked up some valuable techniques to help them lead happier, healthier and longer lives.” 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 Kingston-uponHull 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. Tel: 01482 790790 www.hurst-plastics.co.uk READER ENQUIRY No: 1213/0110

The team have so far raised a staggering £26,448.05, attracting sponsorship from many in the fenestration and glazing industry. With a number of other events including open days and a Black Tie Ball, they hope to eventually reach their target of £30,000. Richard said: “The FSID work endlessly to try and find answers, in the hope that one day no parent will have to lose a child in the same way that we have lost our baby, Finlay George.” Simon Reynolds, Kestrel’s sales and marketing director said: “We were deeply humbled by this story so wanted to donate to such a worthwhile cause. Congratulations to everyone involved.” Donations are still being accepted on Richard’s Just Giving page at: www. justgiving.com/Richard-Barlow2 READER ENQUIRY No: 1213/0109

December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

Nationwide take delivery of third Stuga

MACHINERY

Nationwide Windows in Rugby recently took delivery of a new Stuga AutoFlow-2-VS sawing & machining center which adds to the two ZX3 machines already running flat out. The new machine has been installed as part of a line for doors and specials whereby it will run composite door frames, bi-folds and vertical sliders. The AutoFlow-2 is the newest and most flexible sawing & machining center from

The UK’s Leading Industry Newspaper

the Stuga stable and apart from being able to produce all sawing and prepping operations required for British window styles like internally glazed casements it can also produce the frame to sill angle on the ‘VS’ frames as well as produce the mechanical preps in the ‘VS’ sills. These small extra details are extremely productive when a lot of ‘VS’ windows have to be produced and Nationwide already produce a lot of vertical sliders in a growing market. Nationwide first purchased a Stuga Autocut saw center around 2000 which was soon followed by an Ecoline prepping center in 2001. A couple of years later a Stuga Flowline sawing & machining center was purchased. Later the company purchased a Stuga Microline but as sales continued to grow the stand-alone sawing and prepping centers together with the original Flowline were later replaced by

Machiner y

two Stuga ZX3’s. Finally the Microline was replaced recently by the AutoFlow-2. This development path is an indication of the success of Nationwide Windows together with their trust in Stuga machines and the superb back-up that comes with them.

All Stuga machines at Nationwide are covered by the Stuga fully comprehensive service contract guaranteeing fast support at every level and this is backed by seven service technicians operating throughout the country full time.

The owners of Nationwide, John Whalley and Daryl Cashmore, have both found the Stuga back-up to be the key to the success of high level production. Dealing directly with the manufacturer and one based in this country has meant that service and spare parts are always readily available and the use of a courier can get a vital component onsite within two hours if necessary. As Stuga writes its own software and Nationwide have been trained how to programme the machines in-house, technicians are able to quickly make modifications to profiles and operations with the comfort of knowing that Stuga are on hand to ‘dial-in’ through the internet and lend a helping hand, actually make complex changes or even update software versions.

Stuga have a range of three sawing & machining centers known as the AutoFlow-2, ZX3 and ZX4 with outputs ranging from 400 windows per week to 1,000 or more. There are nearly one hundred and fifty Stuga automatic sawing & machining centers in the United Kingdom and Ireland so the experience and depth of knowledge are significant which is why successful companies like Nationwide Windows like to work with Stuga. For further information call 01493 742348 and ask for Steve Haines or visit www.stuga.co.uk.

READER ENQUIRY No: 1213/0112

December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

MACHINERY

The UK’s Leading Industry Newspaper

Haffner adds Fom Industrie aluminium machinery centres to its range Leading machinery supplier Haffner has just signed a deal to become an official agent for Fom Industrie’s aluminium machinery in the UK. Dave Thomas, Haffner’s Managing Director, said, “We’re delighted to be adding Fom Industries products to our range. The quality of the machines will be a perfect complement to our Haffner and Murat ranges.” Fom Industries is one of Italy’s leading suppliers of aluminium window fabrication machinery and has developed a reputation for machines that add value to a business through a powerful combination of reliability and

quality. For Dave, this was the most important thing in his decision to add the machines to his range. “We’ve built our own reputation on supplying machines that help businesses by increasing efficiencies, improving quality and reliability and lowering overheads. Fom Industries machines do exactly that and will help us to support the aluminium fabrication sector to a greater extent than ever before.” Dave adds, “The machines are extremely competitively priced, but we also offer part exchange deals and low rate finance designed to help fabricators to grow their businesses. Coupled

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with genuinely valuable pre-sales consultancy, we think our comprehensive sales and service package is the main reason many fabricators return to us next time they need to invest.” The timing of the addition of the Fom Industrie machines could not have been better. 2013 saw Haffner’s sales increase across the board, which Dave sees as a sign that the economy is recovering and fabricators are regaining confidence about the state of the market. And as greater numbers of fabricators make the decision to invest, the addition of the Fom Industrie’s machines mean more fabricators can experience the Haffner difference.

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Tel: 01785 222421 READER ENQUIRY No: 1213/0116

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We can email your We offer recruitment You can advertise vacancy to our 8500 banners on our your vacancy in this contacts for just weekly News Shot, publication from as £250! from just £50 per little as £150! week!

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VOICE OF THE INDUSTRY

What’s your opinion? ‘Voice of the Industry’ asks the IT professionals about the importance of Information Technology and whether we, as an industry, are making full use of the technology available and how you, as a company, can help your clients.

“Information Technology plays a key part in every business, but is our industry making full use of it? Are there new developments on the horizon? How does your company’s knowledge, expertise or software directly benefit your client?”

Malcolm Searle Clear Thinking Software

Neil Woolerton Netcom

Helen Costeloe-Hughes Insight Data Ltd.

Mark Dudley Windowlink Limited

I think it’s safe to say that the glass industry hasn’t been at the leading edge of technology, for example, the emailing of invoices and quotes is now popular and almost the norm, but it was not widely taken up several years ago when we introduced it in our software.

At Netcom IT Technologies our specialism is enabling companies to grow via effective managed IT services.

People are adopting different technologies at different speeds. For example, email would not be considered a ‘new technology’ yet the number of installers using email has doubled in the last three years and we have seen a ten-fold increase in general builders using email.

Use of IT in the industry is changing rapidly. After decades when software was seen as a necessary evil or an expensive luxury, the organisations coming out of the recent recession most strongly are those who have embraced software in all areas of their business.

I think we’ll look back and think similarly about much of the new technology available today remember the iPad didn’t exist until 3½ years ago! New developments that will be relevant to our customers are things like RFID tags - as these become cheaper they might end up in every window frame, stillage or DGU QR codes/2D barcodes that can be lasered onto glass and then scanned on-site by mobile devices. Our open approach means that our customers can get the information they want out of our software, whether it’s On Time In Full stats or margin per customer - we’re putting our customers in the driving seat. Having saved money for more than 250 sites, we can invariably make a substantial saving for all of our customers.

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We have unique experience in this industry and have a significant client base which continues to expand. The opportunity to create more visibility across an end to end supply chain is becoming more and more important to the industry and we are well placed to provide the technology to support such developments. We are more and more seeing companies embrace our services and products to drive business growth, drive out cost and create effective communications and synergies across their whole organisation. IT outsourcing is no longer just about reducing IT spend, it’s about partnering with experts to deliver a better and more effective performance and is now seen as a key business enabler for our existing and new clients. Netcom Technologies have the skills, the approach and the legacy to support a new approach to Managed IT services and we look forward to working with this industry for many years to come.

But CRM software such as Salestracker, which helps companies improve sales and marketing results, has been slower to adopt compared to other industries. For Insight Data this is a process of education and changing mind sets rather than just software training.

While cross-platform software is still relatively rare in the window and conservatory markets the desire by salesmen, surveyors and others who work away from the office to use software on any number of different devices is one which is driving Windowlink’s planned development.

Mobile technology is, of course, one of the major advances and we see this taking a central role in developing Salestracker. Insight has just released the latest generation of Salestracker and it was designed around tablet computers such as the iPad and Windows tablets. One of the biggest technological changes happening across the world is ‘big data’. Companies are recognising the power of data and how to use it to improve sales and profits and make informed, strategic business decisions. That’s why on the latest Salestracker we introduced ‘360 view’ whereby users can see all their prospects, customers, marketing and sales activities together in one view.

For many manufacturers and installers the ‘Holy Grail’ in software is the ‘Fully Integrated System’. As we move into 2014 this may seem as unlikely a proposition as a fully integrated transport system, but exciting developments are in the pipeline for next year’s Fit Show. Focus and Vector software already spans the process from lead though to manufacture, and we aim to bring surveying, ordering, stores and fitting into the loop.

December 2013 | www.glassnews.co.uk

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www.glassnews.co.uk | December 2013

TIMBER EXPERT

The UK’s Leading Industry Newspaper

TIMBER EXPERT

! RT PE EX

TIMBER

Iain McIlwee, Chief Executive of the BWA and Sean Parnaby, Chairman of the WWA explain to Glass News how working together can drive further growth in the timber sector.

Unity & Consistency are the Key to Growth for Timber Windows The Wood Window Alliance (WWA) and British Woodworking Federation (BWF) have announced a new merger in a drive to achieve further growth in the timber sector. Iain McIlwee, Chief Executive of the BWF, made the announcement at the recent BWF Annual Dinner. He says: “We’ve supported the Wood Window Alliance from the start and the campaign has done a fabulous job of promoting timber windows – leading the way within the industry. But, as the campaign has evolved, the benefits of integrating the promotional side with the wider services offered by the BWF have become increasingly clear. Together, we can provide a seamless offer, project our messages further, and offer better value to our members.” Sean Parnaby, Chairman of the WWA, says: “I’m delighted to have led the WWA into the BWF on my watch as chairman. From a standing start some eight years

“We’ve promoted timber windows based on demanding quality, performance and sustainability standards; we’ve undertaken ground-breaking research to support our marketing proposition; we’ve increased our value share of the market to around 25%. We have also grown our membership.” 66

ago, our influence and effectiveness have grown impressively. We’ve promoted timber windows based on demanding quality, performance and sustainability standards; we’ve undertaken ground-breaking research

to support our marketing proposition; we’ve increased our value share of the market to around 25%. We have also grown our membership.”

“Our combined strengths make for a formidable force focused on highlighting the exceptional value of timber windows.” “The BWF has demonstrated similarly strong growth in the past couple of years and, frankly, is a transformed organization. Our combined strengths make for a formidable force focused on highlighting the exceptional value of timber windows, ensuring the sustainable credentials of timber and composite windows are properly recognized, and helping the sector to define and uphold high standards.” As part of the merger, the BWF is taking on responsibility for auditing companies to meet the WWA’s standards, enabling a wider pool of companies to take advantage of membership. The standards are based on design and performance principles, as well as sustainability, to ensure timber windows can meet exacting service life requirements and make a positive contribution to the low carbon economy. Sean Parnaby adds: “I hope this move starts a bit of a domino effect in the timber sector. As part of this new structure, I have been coopted onto the BWF Board. In this capacity, I intend to push for further consolidation. The timber industry has been too fragmented for too long. It needs united and consistent support to drive growth - the future is bright for timber products, but only if we are there with the tools to grab it.” http://www.bwf.org.uk/membership/woodwindow-alliance

READER ENQUIRY No: 1213/0120

December 2013 | www.glassnews.co.uk

TIMBER EXPERT

The UK’s Leading Industry Newspaper

A TOTALI RE-VAMPED WEBSITE

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Totali Solutions have just unveiled their new look website which focuses on their exclusive Lignia-Hybrid system and Carey & Fox range of timber windows, doors, Orangeries and atriums at www.totali.uk.com. The new website include 35 pages on product specifications including a private download area for registered users. There are also a number of customer testimonials, who have been delighted with their product range that has added value to properties as diverse as period homes and contemporary studio mews houses. The company is forging ahead not only promoting their timber brand which has a 25 year proven pedigree, but also their latest and exclusive Lignia-Hybrid product. This system combines the high performance of an aluminium exterior with the luxury of a Lignia timber interior. Totali boast a product range including windows, doors, bi-folding doors, conservatories and atriums in this highly energy efficient and striking system. The Carey and Fox name has over 25 years experience in hand crafted, high performance windows, doors, conservatories, Orangeries and atriums behind them. They choose the very highest grades of timber and harness paints and stains from world leaders in their respective fields. These products are sold both direct to homeowners through architects and also to a select network of premium

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installations companies, along with the Lignia-Hybrid system. Jason Carey managing director comments: ‘The new website is designed to promote the benefits of our two key product ranges: Carey & Fox and Lignia-Hybrid. Companies looking for something with unique sales features should look no further as we seek further premium installers in key areas.’ For further information log on to www.totali.uk.com, e-mail info@totali. uk.com, phone 01977 608069 or add to their Twitter following @totalitimber. READER ENQUIRY No: 1213/0121

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www.glassnews.co.uk | December 2013

INSTALLER FOCUS

The UK’s Leading Industry Newspaper

Premier CONSERVATORY supplies welcome support for installers Synseal have received well over 300 applications from installers to join their Synseal Registered Installer (SRI) scheme since the April launch at the FIT Show, and this impressive number includes several K2 roof installers who purchase from Premier Conservatory Supplies, based in Bolton. Premier’s Managing Director Peter Gray is pleased with the innovative support that Synseal is now offering to K2 customers. “When Synseal acquired K2 last year I wasn’t sure how things were going to pan out, but like many others I decided to adopt a totally open mind and I’ve been impressed with how Synseal go about business,” says Peter. “They have adapted their SRI support package to include installers of K2 roofs and the free welcome boxes they provide are full of useful stuff such as retail brochures that really add value and help my installer customers sell to homeowners.” While the overall branding of SRI reflects the Synseal group identity, the scheme recognises

“We invite installers who purchase our K2 and Global roofs to apply for SRI status, sponsored by their local K2 or Synseal fabricators.” 1213/0126

Installer confidence

confirmed by CBI report Peter Gray, MD of Premier Conservatory Supplies and Mark Davenport, Synseal’s Northern region Key Account Manager.

that many professional installers have a longterm purchasing loyalty to the K2 and Global conservatory roofing brands, so eye-catching logo van stickers are also available to promote these popular products. “Premier Conservatory Supplies are a major customer for K2 roof and orangeries, including our Evolve Bi-fold and Patio doors, and it’s great to receive such positive feedback for our SRI support package” says Mark Davenport, Synseal’s Northern region Key Account Manager. “We invite installers who purchase our K2 and Global roofs to apply for SRI status, sponsored by their local K2 or Synseal fabricators, to secure the practical benefits we can offer.” READER ENQUIRY No: 1213/0125

A forecast by the CBI predicting increasing growth in 2014 across a number of sectors, including construction and manufacturing, echoes a recent poll carried out by a leading installer support body. The CPA’s ‘Installer Barometer’ polled over 12,000 installers with a series of questions about how 2013 is comparing

“The report found that installers are optimistic about their own businesses. Crucially, it also showed increasing confidence about the UK economy and conditions going forward – which chimes with the CBI report.” with 2012; as well as assessing confidence going forward. The results were positive – with headline numbers

revealing that 54.10 per cent of installers had seen an increasing number of leads this year; with 29.51 per cent reporting that average order values were up. The barometer also mirrored the CBI’s predictions about an upswing in 2014 – with 62.50 per cent of installers saying they expected sales to increase and 55.36 per cent expecting profits to increase. An overwhelming majority – 54.90 per cent – also said they believed growth would increase across the industry and 56 per cent expect the UK economy to improve. Jeremy Brett, CPA Director, comments: “The report found that installers are optimistic about their own businesses. Crucially, it also showed increasing confidence about the UK economy and conditions going forward – which chimes with the CBI report.” “We are now seeing the sacred green shots of recovery and there is more good feeling. The UK jobless rate is at a three year low and the help to buy scheme has ignited the housing market. Despite some remaining difficulties, our industry and the wider construction section appear to be turning a corner.” The CPA commissioned Insight Data to carry out its installer barometer. A leading installer support body, 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. For more information call The Consumer Protection Association on: 01462 850062. READER ENQUIRY No: 1213/0127

December 2013 | www.glassnews.co.uk

INSTALLER FOCUS

The UK’s Leading Industry Newspaper

Industry report shows real signs of

optimism amongst installers

A report released by the leading installer support body the Consumer Protection Association (CPA) has revealed an optimistic outlook amongst installers, regarding the glass and glazing industry and the economy generally. The CPA commissioned Insight Data to carry out the extensive report, which asked over 12,000 installers a series of questions related to business performance and expectations for the years ahead. The survey asked installers how they attract new customers and also asked how 2013 is comparing with 2012 within their business. For this question, in relation to profit margins 36.7 per cent said profits had increased, with 24.5 per cent saying they had reduced. A high number, 54.1 per cent, said that average order values were around the same amount so far this year, with 29.51 per cent saying they had increased. Looking forward, 62.5 per cent of installers polled believe that sales will increase in 2014 compared to 5.36 per cent who feel they will decrease. And 55.36 per cent of installers responded by saying that they believe their profits will increase, with 12.5 per cent saying that they will reduce. Regarding the glass and glazing industry and economic climate in general 54.9 per cent of installers polled said that they believed growth would increase across the industry in 2014, compared to 9.8 per cent who said it would reduce. Furthermore, 56 per cent of respondents said that the state of the UK economy would improve, in contrast to 14 per cent

who said they felt the economy would worsen. In relation to UK debt levels, 54 per cent said they felt the level would stay the same, with 26 per cent saying that UK debt would increase. Jeremy Brett, who is Director at the CPA comments: “Overall the figures are very positive and reflect a general feeling that the UK economy is turning a corner, and the glass and glazing industry as well. Our members often feedback to us that they’re getting tired of all the doom and gloom – it’s now about creating confidence, which I do believe is starting to happen.” Jeremy went further by saying that it was great news that over sixty per cent of respondents believed that sales would increase in 2014, a figure which correlated with the performance of CPA’s members. “Across the board the responses were positive, with the majority of companies expecting sales and profits to increaseover half also responded that growth is set to increase across the industry as well,” he comments. When asked how they currently attract new customers, 93.2 per cent of installers said that they did so through recommendation; with 88.37 per cent saying the majority of new business came from their website and 51.16 per cent said that advertising was a key way for them to attract new business. “This barometer directly asked installers about their views on the economy and confidence within their business. The future is looking bright but it’s all about adding value – which is what we do for our members,” Jeremy concludes. Over the coming weeks and months the Consumer Protection Association will be publishing all of the results from their annual Installer Barometer.

For more information call The Consumer Protection Association on: 01462 850062. READER ENQUIRY No: 1213/0128

Truemans growth is ‘prime example’ of industry shift towards trade counters Many in the industry have been saying it for a long time and now it has been officially confirmed by the Insight Data ‘Fabricator and Installer Market Report’ – trade counters are becoming key drivers in the supply chain. The annual ‘Insight Report’ is the most comprehensive study into the UK glass and glazing market. Over 15,000 companies were interviewed and it reveals in-depth statistics and industry trends. According to the Insight Report, “a significant shift in distribution channels is occurring across the window, door and conservatory industry. The traditional route of fabricator >> installer >> homeowner is being challenged by a rapidly growing network of trade counters.” The report also states that “a growing number of specialist operators who neither fabricate nor install have sprung up in recent years. These businesses buy-in products in volume from a fabricator, and sell on to small installers, DIY and builders through the depot.” A real life example of this is Northern trade counter chain Truemans. Truemans have

www.glassnews.co.uk | December 2013

branches in Burnley, Sheffield and Doncaster, and have grown substantially over the past 12 months. Truemans don’t fabricate and as a result are able to focus on the customer and added value services. For instance Truemans offer comprehensive sales and marketing support, including free consumer leads and free retail brochures and drop cards, helping customers win business long after the job has finished. They also offer free packers with every order, including 120mm concrete fixings, cill screws and baypole screws if need be.

“There are lots of benefits of buying from a trade counter like Truemans and I’m not surprised the Insight Market Report has highlighted this type of business is thriving.” Joe Trueman, managing director of Truemans, discusses the growth in trade counters in more detail: “Part of the reason trade counters are so popular is the convenience. Installers can pick up their products at time that suits them rather than waiting for a delivery and then having to store the goods. Trade

counters can offer a wider product choice. For instance we supply four PVC-u profile systems (WHS Halo Rustique and Eclipse plus Rehau S70 and Edge) which helps us appeal to a wider audience. Like Truemans, many trade counters offer a free skip facility, which is very popular with installers. It means they can get rid of old frames quickly and easily and don’t have to pay for the privilege.” Like all very successful businesses, Truemans understand the importance of customer communication, making sure they keep customers informed at all stages of the buying cycle. Customers can track their orders online and Truemans will send text message order confirmations, showing the job reference, expected ready date and the price. “There are lots of benefits of buying from a trade counter like Truemans and I’m not surprised the Insight Market Report has highlighted this type of business is thriving,” Joe concluded. For more information visit www.truemanswindows.co.uk or call the Doncaster branch on 01302 322 223. READER ENQUIRY No: 1213/0129

RECRUITMENT

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Recruitment

See more positions online at: www.glassnews.co.uk

Helping you find & place positions. If you are looking to recruit, contact us today for prices! Email: christina@glassnews.co.uk or Tel: 07805 051322 NEW APPOINTMENT

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Edgetech adds more expertise in the South Edgetech, a Quanex Building Products Company, continues to grow by creating more choices for IGU manufacturers with exciting products. The highly successful addition of TruPlas, its composite warm edge tubular spacer, is the first in a wide range of new products and components. As part of its growth plans Edgetech added a new role of Technical Sales Engineer for the South of England to give high levels of technical support for customers with installation of machines, training and

Did you know?

maintenance. Jason Rogers joins to fill this new position. Jason has lots of experience. He worked with a Portsmouth based fabricator for 12 years starting on the shop floor where he made frames as well as sealed units. He also opened its trade counter. Here Jason gained both technical knowledge and customer service experience making him perfect for the new position. “The training at Edgetech is really good,” says Jason. “To start with I’ve been learning about the products and machines at head office. Then it was hands-on training visiting customers alongside a highly experienced engineer installing a new air float table and training the operatives. It’s a very exciting opportunity and I’m looking forward to supporting Edgetech’s customers.” READER ENQUIRY No: 1213/0132

Did you know?

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RECRUITMENT NEW APPOINTMENT

MILA STRENGTHENS

SALES TEAM

Mila has strengthened its sales team in a move designed to help customers make the most of the opportunities presented by the recovery. Three new sales managers have joined the team who, between them, have more than 25 years experience in selling window and door hardware.

Eddie Russell is the new sales manager for Scotland and the north east, Julie Holmes is managing the Yorkshire and Lincolnshire area and Veronica Adams is managing London and the south east corner. All three are already working directly with customers to deliver new initiatives which will help them to win new business. For example, Eddie has started to establish a network of Mila product stockists in Scotland who can provide a trade counter type service to builders and installers north of the border, making full use of Mila’s guaranteed next day delivery service. Working with Jen Jenkins who is the

GLASS PEOPLE

BUSINESS MICROS’ OVERSEAS SUCCESS STORY CONTINUES Business Micros’ latest overseas venture has taken it to New Zealand where it has supplied its Evolution manufacturing and order processing software to leading retail fabricator Thermalframe. Thermalframe has switched to Business Micros from its previous software supplier because it has been so impressed with the quality of the product and the service provided – even from a distance of 11,000 miles. Business Micros’ overseas development team, led by Nick Bailey, has tailored Evolution to the specific requirements of Thermalframe as it helps to drive demand for new PVC-U window choices in New Zealand. The fabricator manufactures a huge range of window styles – from vertical and horizontal sliders to casements and multi-fold doors and Business Micros has ensured that Evolution is set up to manage all of these different options.

Jen Jenkins and Eddie Russell are Mila's Scottish sales team.

internal sales executive responsible for the Scottish region, Eddie is also encouraging and supporting customers with Open Days. At a recent event for McGregor Glazing in Aberdeen, he helped the customer to identify opportunities to drive sales of Mila’s suited ProStyle window and door products. Similarly, Julie is helping customers with targeted marketing support and investments in showroom support material; and has already won new business from companies such as Pennine Glazing who want to benefit from the quality and service which is guaranteed by Mila and from the innovation evident in products such as the new ProSecure multi-point door lock and ProSecure door handles.

It has also delivered remote training on the system to Thermalframe’s staff so that the transition to the new software is as seamless as possible. Business Micros’ Managing Director Graeme Bailey says this is the latest

MRA Marketing has been shortlisted for four Construction Marketing Awards. Since 2004 MRA has won seven times and been a finalist fifteen times, and Director Lucia Di Stazio is delighted the specialist agency has been recognised again for helping companies grow.

Tel: 01925 422955 – www.businessmicros.co.uk READER ENQUIRY No: 1213/0137

“It’s an honour to be shortlisted again,” comments Lucia, “particularly in one of the most positive years the construction industry has had since 2008.” “With the UK finally stepping out of recession we’re seeing more firms doing more marketing, so we’ve had to work harder to win share of voice for our campaigns, and share of the markets for our customers!” MRA is a finalist for SWISSPACER ULTIMATE’s Best Product Launch, Best Professional Services for Consumer Credit Solutions, Strategic Marketing & Planning for EH Smith and shortlisted as a joint entry with Door-Stop for Best Use of Website. Run by the prestigious Chartered Institute of Marketing Construction Industry Group (CIMCIG) the awards recognise and celebrate the best and most innovative marketing campaigns in the construction industry.

Vicki Sanders, Mila’s Head of Sales, said: “As the market recovers, it’s obviously essential that we have the right team and the right level of resource in place to help customers make the most of new sales opportunities.” “Mila has already seen sales rise more than 10% in recent months over last year’s figures and we recently recorded our best daily sales turnover in five years so the three new sales managers have joined us at a perfect time.”

Last year MRA Marketing came second in CIMCIG’s league of agencies specialising in the construction industry. For more information visit www.mra-marketing.com or email lucia@mra-marketing.com.

Tel: 01327 312400 – www.mila.co.uk

www.glassnews.co.uk | December 2013

“We’ve been encouraged by the response from customers in these markets and we’re now even winning business in these areas as a result of their recommendations. We have the resources and the infrastructure in place to enable us to look after customers anywhere in the world and I think, in terms of miles, New Zealand is just about as far away from our sales office in Warrington as we can go.”

MRA Marketing finalist for 4 Construction Marketing Awards

In the south east, Veronica’s customers are benefiting from her considerable technical expertise. She is giving technical advice and demonstrations on products such as the Siegenia TBT gear, which Mila supplies with guaranteed next day delivery and a 98.49% On Time In Full delivery score.

READER ENQUIRY No: 1213/0136

move by the UK’s number one fenestration software supplier to expand overseas. He says: “Throughout the recession in the UK, we successfully identified overseas opportunities in markets which were either new or still growing. This included the US, India, and Australia.

Lucia Di Stazio.

READER ENQUIRY No: 1213/0138

COMMENT PIECE

The UK’s Leading Industry Newspaper

A Bit Of A Frantic Year

To say it's been a bit of a hectic year would be a little bit of an understatement, both on a business and personal level. Winter

We started the year in the grips of one of the longest Winters we've had for quite a while. In fact we were pulling sheep, cars and oil tankers out of snow drifts on Easter weekend. We all remember the terrible scenes across much of our farm land, with farmers toiling away losing valuable animals. It also seemed to set our industry back a couple of months. Unfortunately, our sector is very heavily affected by our weather at times and I don't think our industry really got going until April. Still, we all took the rest of the year by the scruff of the neck and made the most of the improving economic conditions. I think by the end of the year many of us will be announcing near-record or record years, which of course is great news!

Green Deal 2013 also saw the start of the highly downtrodden Green Deal. And as predicted, it started of at less than a whimper. In fact, if the industry media didn't actually report on it I doubt anyone would have known it had actually launched. Since it's start it has been the ongoing industry-wide joke. Every month the Government releases figures showing

“2013 also saw the start of the highly downtrodden Green Deal. And as predicted, it started of at less than a whimper. In fact, if the industry media didn’t actually report on it I doubt anyone would have known it had actually launched.”

how many thousands of homes have had assessments done, but so very few have actually signed up for any work! The Government would tell you that even if it fails, at least it's boosting awareness of home improvements. I would argue that there are many other ways to boost awareness without masting hundreds of millions of pounds on a scheme almost no one wants or cares about.

FiT Show This year we finally got to go visit the long awaited FiT Show in Telford. Announced a full 14 months earlier, many thought that the appetite for another industry exhibition just wasn't there, and many doubted that it would succeed. Much to the contrary, it was a flying success... bar the lack of a certain conservatory roof company. All the halls were filled, both with visitors and exhibitors. The whole event seemed to go very well, including the Master Fitter and Master Salesperson competitions. The Gala dinner was an event in itself, with comedian Ed Byrne going down very well,

“It’s not the new products that have been making the biggest waves, but the newish products that have been around a while now starting to bed in.”

though I am not sure he would have approved of Paul Godwin's viagra joke just before!

FiT Show 2013 went so well, much of the space for the following event in 2014 has been sold. Hopefully they will have sorted the car parking issues and WiFi problems out for next year ;-)

Product Innovation It really has been a year for new products. 2013 has been a year where the endless amounts of time, effort and money that was ploughed into research and development departments has paid off. It's not the new products that have been making the biggest waves, but the newish products that have been around a while now starting to bed in. One of the biggest expanding sectors has been the timber-alternative market. Evolution, Residence 9, Prestige by Aztec, Halo's Flush Sash and John Frederick's Suffolk Window collection are just a few of the timberalternative options out there going strong right now. But it's not only PVC reinventing itself.

“2014 looks set to be a great year, both for the industry and for the other things I am involved with.”

day job of selling windows and doors to the general public from the family business. But the Double Glazing Blogger site takes a lot of time to run and maintain now. I then launched the National Fenestration Awards at the start of the year with Nick Dardalis which is a project that has grown in size and looks set to be much bigger in 2014. And then on top of all of that, I have bought my very first home with my girlfriend Sophie which has been one hell of a change to go through. I'm hoping that by having my own place I will be able to work more efficiently at home and have a few more days off next year than I have this time round. Lord knows I deserve them! 2014 looks set to be a great year, both for the industry and for the other things I am involved with. I wish you all a very happy, restful Christmas and a prosperous New Year!

The timber and aluminium sectors in fenestration have also had a very strong year and have made big strides to become mainstays of the industry once again. I think 2014 will be another year where we'll see the materials continue their rise in popularity. Lets just hope that those producing them won't sacrifice quality and workmanship to pump out more frames per week.

On A Personal Note... Looking back at my own year, this has easily been the busiest of my working life. If I'm being completely honest I have probably taken on too much. I of course have my own

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DO YOU AGREE WITH THESE COMMENTS? Write to us: christina@glassnews.co.uk / info@doubleglazingblogger.com 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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LETTERS

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

Chris Dowling of Cairngorm Windows wrote to Glass News following our publication of the DGCOS article in November’s edition. He felt the Case Study did not reflect the reality of the scheme and we are happy to publish Chris’ letter and the reply from Richard Christie, CEO of the Double Glazing and Conservatory Ombudsman Scheme. Dear Chris,

Dear Chris,

I read with interest the lead story on the front page of issue number 32 which I received yesterday.

Thank you for the opportunity to reply to Chris Dowling’s (Cairngorm Windows) response to our recent editorial. I’m surprised he doesn’t realise that DGCOS is a consumer protection organisation, most if not all of our marketing literature and our unique point of sale materials clearly state what services we provide to consumers and installers.

We are members of the DGCOS however I feel the article does not reflect the reality of the scheme. We had our first test case earlier this year which was similar to the story featured. Unfortunately the DGCOS could do nothing to help as the complaint did not come from the customer. When we signed up to the scheme it was because we had read similar articles to the one you have just published thinking it would be great, however one key piece of information was missing then as it is now. They are a consumer organisation so are therefore working for the consumer. If the consumer like in our case refuses to contact the DGCOS, then they can do nothing. The article comes across as if the company raised the complaint against the customer and the DGCOS rode to the rescue - but that is not how it works. If the customer had refused to deal with the DGCOS then the company featured would have been left high and dry, as we were. We eventually got paid after an expensive legal dispute which we were told, before joining the scheme, we would avoid. I honestly believe you need to either issue a retraction of this article or, at the very least, a follow up article giving the other side. While I can appreciate some situations where the DGCOS would work, I would suggest those situations would be in the minority. Many thanks Chris Dowling, Director

www.glassnews.co.uk | December 2013

Our mandate since our launch in January 2010 has been and still is to provide comprehensive consumer protection to homeowners buying double glazing products and services; this is why Nick Ross agreed to support the scheme. The DGCOS promise to consumers is that should they use a DGCOS member they will not be left disadvantaged in any way or at any point from the moment they sign a contract to the end of their guarantee period. This promise has been kept by DGCOS. Ultimately, the consumer protection provided by DGCOS members gives their customers great peace of mind. This is a great unique selling point for DGCOS members as the protection they provide to consumers is unparalleled in the double glazing industry. On average members increase sales conversion rates by 10% due to the peace of mind DGCOS protection gives consumers. Also, DGCOS rejects 67% of all membership applications, and DGCOS members are part of the highest quality network of double glazing installers in the UK. A good indicator of this is last year’s G12 Award winners: T&K Home Improvements and P&P Glass, both DGCOS members. In regards to the legalities of the arbitrary process the law does not allow DGCOS to compel a consumer into arbitration, therefore, it has to be the consumer’s choice to enter into the arbitration process. Once they have agreed to use an arbitrary process to legally resolve a dispute - (in the case of DGCOS, by complaining to the Ombudsman) - they are bound by the arbiter’s legally binding determination. Cases where the consumer refuses to engage in the mediation/ arbitration process are very rare – DGCOS has many strategies to support members should a consumer be unwilling to engage with DGCOS to resolve a dispute. Ultimately, a consumer would be running the risk of further action being taken by the installation company that may incur hefty mediation/independent inspection and legal costs. DGCOS offers the consumer a dispute resolution process that is free, impartial and legally binding and, furthermore, supplemented by the DGCOS Compensation Fund to ensure Ombudsman Determinations are honoured. DGCOS cannot go into any detail in regards to any of our dealings with Caingorm Windows’ especially details of consumer complaints and ongoing cases as this would be sensitive, data protected information.

People have been quick to write off conservatories.

but they have been too quick!

Dear Chris, Last month HL Plastics bought the remaining 50% of Zoom Conservatory Roof Systems from The Capulet Club LLP. HL Plastics now owns 100% of Zoom and has rebranded it as Liniar Zoom. It is now an important part of the Liniar family. This is an exciting time for Liniar Zoom and we have a number of product developments in the pipeline. The full Liniar Zoom range will launch in the New Year to Liniar customers and complement our suite of innovative windows and doors. Liniar Zoom will be available as ready-made conservatory roof kits and as bar length to all Liniar fabricators. For existing Zoom customers it will be business as usual. Zoom production and key staff under Keith Langley, General Manager, have relocated to a new 25,000 sq ft facility in Derbyshire next to Liniar. People have been quick to write off conservatories. But they have been too quick. Any market needs investment, innovation and product developments that will help customers sell more. Conservatories have suffered in this regard, but being part of the Liniar family will guarantee that customers have products that give them a competitive edge. As the housing shortage continues and homeowners look to create more living space, conservatory sales are picking up again. Zoom is an easy to install and problemfree conservatory roof, which is why I invested in it in 2011. Our intention is to integrate it fully with the rest of Liniar’s innovative range so it provides a seamless customer experience. We’re committed to developing the Liniar Zoom conservatory to stretch its technological lead and make it even easier to sell, along with Liniar windows and doors. Yours sincerely Roger Hartshorn, Managing Director, HL Plastics

However, as a very recent example, the consumer in the Gavin Mills case, detailed in your last magazine, did not originally want to enter the dispute resolution process offered for free to consumers by DGCOS and its members. DGCOS resolved this issue, bringing the consumer into the dispute resolution process via conciliation and consultation. DGCOS provided the consumer and Gavin Mills with free mediation, an independent inspection, and ultimately arbitration to resolve the dispute. Gavin Mills was awarded £7,700 with no mediation, independent inspection or legal fees to pay, and was ‘extremely satisfied’ with the result. As we detailed in the article, almost all disputes are resolved through mediation. It is very unusual for a consumer to reject mediation and arbitration but, by law, DGCOS cannot compel the consumer into the arbitrary process. DGCOS resolve 82% of disputes via conciliation and mediation, 18 % of disputes via arbitration. Yours sincerely Richard Christie, CEO of the Double Glazing and Conservatory Ombudsman Scheme (DGCOS)

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1 Sacs talc re-organised became stylishly excellent (5,3)

3 Me a Latin! Oddly make multi plied glass (8) 9 Icy Carl shaken up became crystal clear perspex (7)

2 Outside towns or cities (5)

10 Open public space from Latin America (5)

5 Palindrome be strangely difficult to evaluate (12)

11 Activ, for example (4,8)

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14 Rook sound (3)

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23 Agree hit strangely becoming tradition,

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December 2013 | www.glassnews.co.uk

THE BASMAN

The UK’s Leading Industry Newspaper 1213/0141

THE BATTLE LINES HAVE BEEN DRAWN SO

LET BATTLE COMMENCE!

With the introduction of the fixed term Parliament brought in by the current Government; the whole nation is aware that May 2015 will be when our next General Election will be held. The Chancellor’s autumn statement and the rather inept response from the opposition benches, in the guise of the now infamous Ed Balls, was the signal for the longest run-in to an election I can remember in my lifetime.

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We will enter a time of claim and counter claim about what’s best for all of us - the country the economy, housing and jobs. I can’t wait. The spin and counter spin, the economy of scales and truth, will make interesting reading. I recall a huge group of MP’s and political commentators from all sides giving advice to the government, some for: some against. Now however, from what I am reading, many of them are distancing themselves from comments attributed to them in the past. Others are in shamefaced denial or struggling to conceal their smug grins. What remains to be seen is how all sides of the political merry go round conduct themselves in the coming months. In this country there is too much politicking by all of those representing the various constituencies around the United Kingdom. Sure there are a small group who will never support anything that their party has not brought to the table. These people are sadly holding the country back. After all of the austerity we have suffered as a nation, it is a real tonic to see how our own industry, for so long castigated and put in a box with others considered unsavoury, is now emerging from these times in a much stronger position than we have been in for years and with a lot of credit for the way we have dealt with this difficult period. With the current upward revision of the growth figures for the UK (third best in the G20), much will be made of what has been done to achieve these figures. I would

“There is a duty for us all to continue with the practices we have adopted in the bad times to ensure it is carried through as things improve.”

like to think we have all contributed to the success of what has been achieved. To say that the hard work has been done would be wrong. There is a duty for us all to continue with the practices we have adopted in the bad times to ensure it is carried through as things improve. I have heard lots of good stories from various companies around the country that, in most areas, things continue to get better. The news received on Thursday last on the Passing of Nelson Mandela was received by most as a sad ending to a remarkable man. His life was an inspiration to all and I envy those who were lucky enough to meet him. The words spoken of the man in life and death are the tribute he earned in his most interesting and, at times, difficult struggle to rid the world of a society where the colour of your skin denotes how your life is lived. RIP Nelson Mandela. Finally as I am finishing this article I still have my own smile. Against the odds The Mighty Arsenal still sit at the top of the premiership. It may not last but I will enjoy it while I can. England got their World Cup group and in the New Year I will run a competition to see who gets nearest to the list of players Roy selects. All that remains is for me to wish you all you wish for Xmas and the New Year. May 2014 be good for you all. However, politically, THE BATTLE LINES HAVE BEEN DRAWN.

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MONTHLY HOROSCOPES

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Celebrity Astrologer...

RUSSELL GRANT ARIES

Mar 21st – Apr 20th

December opens with exciting opportunities to travel overseas on a journey that will have a dramatic impact on your outlook changing some of your most recently acquired views and values. As the days of December turn to weeks so your self confidence could take a temporary dip making you wary about voicing your opinions or stating your point of view. This all changes in the second half of the month when you can take an old idea, put a fresh spin on it and make it all your own. You could even come up with innovative and inventive solutions to persistent problems and win praise and plaudits for your ingenuity from people you live or with. The end of the month finds you locking horns in a power struggle with a powerful but envious figure who has badly underestimated you; don’t worry, you’ll come through this with all flags flying!

LEO

Jul 24th – Aug 23rd

A torrid love affair adds a welcome dash of spice to the beginning of December. The two of you can’t keep your hands off each other. If you’re single, you can meet someone special at a sporting event, dog park, or library. You and your new amour will share a love of fun, adventure, and animals. By the middle of the month, you’ll be forced to scale back these romantic interludes for the sake of friends. You can’t turn your back on the people who loved and supported you this entire year. Fortunately, Christmas will afford you the opportunity to blend both your personal and public lives. Throw a big party for your nearest and dearest. Don’t feel pressured to live up to some glamorous standard set forth in magazines. The more relaxed the occasion, the more fun everybody will have. This upbeat occasion will set the tone for a joyous 2014. Enjoy!

SAGITTARIUS

Nov 23rd – Dec 21st

Fresh opportunities abound at the beginning of December. This is a great time to go on an audition, job interview, or first date. People are very receptive to your particular brand of charm. Don’t bother trying to blend in with the crowd. The secret to your success is your distinctive personality. Schedule a romantic rendezvous during December. You and your partner will generate some serious sparks. Resist the urge to sign a contract at mid-month. Hold out for a more favourable deal. Christmastime allows you to spend quality time with your nearest and dearest, which will boost your confidence. Your family is very proud of your accomplishments, and will encourage you to accept a new challenge. Entering the political arena is a distinct possibility on or around the 29th. Ring out 2013 with the people you love most. Rubbing elbows at a big party with lots of strangers won’t have much appeal. You’d rather be surrounded by the friends who know the real you.

TAURUS

Apr 21st – May 21st

Get a head start on your New Year’s resolutions by launching a fitness program in the early days of December. This is the best time of the entire year to shed pounds, tone muscles, and boost your energy. You’ll find it much easier to get jobs once you start paying more attention to your health. That’s because an improved diet and increased exercise give you an attractive glow. Don’t feel pressured to overspend on Christmas gifts around the 17th; your loved ones will be just as happy with modest, handmade gifts. This is your chance to put your creative talent to work. If you’re stumped for ideas, head for the library and check out the craft section. Avoid arguing about religion or politics at a New Year’s Eve party; you’ll want to ring out 2013 on a positive note. Besides, someone will be throwing flirtatious glances at you all evening. A Venus ruled sign like you always fares better as a lover instead of a fighter.

VIRGO

Aug 24th – Sep 23rd

December gets underway with a lovely family reunion. Relatives will put aside their differences in the spirit of harmony; you won’t have to worry about any angry outbursts. This is a wonderful time to extend an olive branch to a family member who left the fold some years ago. A lot of time has elapsed since that troubling time, and all those old resentments can be swept under the wrong. You’ll have to choose between a public and private obligation at mid-month. When in doubt, err on the side of your personal life. Your first loyalty should be your friends and family. Romance heats up around Christmas, thanks to a beautiful gift from your amour. If you’re single, you will meet someone special at a festive get together. Keep your eyes open for a powerful executive with a wicked sense of humour. The two of you should make plans to ring in 2014; it looks like this is the beginning of a beautiful friendship!

CAPRICORN

Dec 22nd – Jan 20th

Spend as much quality time as you can with family in the opening days of December. They’ll offer to help you in unexpected ways as the countdown to Christmas nears its end. Be willing to accept offers to buy groceries, run errands, and do laundry. This will leave you free to focus on fun festivities like decorating, baking, and gift shopping. Resist the urge to overdo it at the gym, especially on the 17th, when your body will be vulnerable to sprains and strains. Gentle exercise like swimming, yoga or tai chi could be just as beneficial as jogging or pumping iron. The spotlight will be trained firmly on you this Christmas, when loved ones will celebrate your efforts to make this the happiest Yule tide in recent memory. Say what you mean and mean what you say when making New Year’s resolutions. Your words have added power at the end of December.

GEMINI

May 22nd – Jun 21st

Romance is in the air in the first days of December. If you’re single, you will meet someone special at the gym or at a sporting event. Keep your eyes open for somebody with a special style that sets them apart from the crowd. The two of you will get along like a house on fire. If you’re already in a relationship, this will be a good time to embark on a dream the both of you have had for some time. It’s never too late to realise your heart’s desire. Do something nice for yourself on the 17th, or you’ll start to resent your loved ones. If you always put your needs on the back burner, they will never be met. Be more emotionally available to your partner as Christmas approaches. The two of you need to make plans for the future, so you will feel united in the New Year. By letting down your defences, 2014 will afford great happiness, especially on the romantic front. Open your heart!

LIBRA

Sep 24th – Oct 23rd

Obey an impulse to sign up for a class in the opening days of December. Although you’re already very busy with festive fun and frolics, you will enjoy studying with a charismatic teacher. The two of you enjoy debating each other, and may even fall in love. It’s only natural that your instructor develops a crush on you, given that your sex appeal is at an all time high. Legal battles probably won’t go very well in the countdown to Christmas. You’re better off settling a dispute out of court. Although this flies in the face of your quest for justice, this is one of those times when it’s better to admit defeat than subject yourself to an exhausting battle. Christmastime gives you an opportunity to let off steam in creative ways. Making handcrafted decorations and gourmet delights puts the world back in proper perspective. By the time 2013 comes to a close, your good spirits will be restored.

AQUARIUS

Jan 21st – Feb 19th

A childhood dream is within arm’s reach at the beginning of December. Let a technically savvy friend help you launch a website, develop an application, or write a software program. This innovation will make you both a lot of money. A health regimen starts paying off at mid-month. Take this opportunity to buy yourself some attractive clothes. Normally, you don’t place much emphasis on your physical appearance. Now that you’re looking so well you’ll take extra pleasure in ramping up your wardrobe. Christmastime allows you to rest, relax, and rejuvenate with the ones you love. Resist the urge to discuss controversial subjects like religion and politics with relatives. Instead, focus on enjoying delicious food, good music, and festive decorations together. The final days of 2013 prompt you to question your priorities. This would be a good time to make some resolutions that reflect your emerging needs. Onward and upward!

CANCER

Jun 22nd – Jul 23rd

An exciting work assignment will be awarded to you in the first days of December. This is a wonderful opportunity to make a name for yourself in an emerging field. Go ahead and brush up on your technical skills. They will prove invaluable in the days ahead. It doesn’t matter if you’re working for a regular monthly salary or volunteering for a charitable organisation; your contributions will win you plenty of fame and acclaim. An embarrassing secret comes to light in mid-December. Try not to pass judgment on a neighbour or relative who lied about their past. If the tables were turned, you might have done the same thing. Compassion is critical, especially at this very special time of year. Christmas will force you to make a choice between your private and public lives. Celebrate with the people who make you happy. This will help you lay the groundwork for a happy, healthy 2014. The best is yet to be!

SCORPIO

Oct 24th – Nov 22nd

A new job forces you to upgrade your technical skills in the opening days of December. Fortunately, you’re a very quick study and will have no trouble mastering a complicated gadget or software program. Your expertise will draw lots of romantic attention at mid-month, but you’ll have eyes for only one exotic foreigner. The two of you will have difficulty letting down your defences with each other, but keep trying anyway. A little persistence goes a long way, especially on the 17th. Christmastime affords lots of amusement. If you don’t feel like hosting everybody, you may decide to go on vacation instead. That way, you won’t have to bother with elaborate menus and decorations. A few family members will be disappointed, but that can’t be helped. Be very careful about the resolutions you make at the end of December, as 2014 promises to be a year of dramatic transformation for you.

PISCES

Feb 20th – Mar 20th

The spotlight will be trained on you throughout early December, so take advantage of it! This is a wonderful opportunity to draw attention to your favourite cause. Earning money for an animal shelter, nature preserve, or artists’ collective will provide lots of emotional fulfilment. It will also put you in contact with a lot of other philanthropists. Contrary to what the news media would have you believe, there are a lot of people who are working to make the world a better place. This knowledge will uplift and inspire you throughout the Christmas season. Don’t let a relative’s nasty comments get you down on the 17th. Your critic is just embarrassed by how much you’ve accomplished, and needs an outlet for their guilt and frustration. Christmastime is best spent in the company of friends. Throw a cosy dinner for loved ones who are far from home. A passionate argument with a lover results in an even more exciting makeup session. It looks like 2013 will go out with a bang!

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Useful Numbers British Plastics Federation (BPF) Tel: 0207 457 5000

Glass & Glazing Federation (GGF) Tel: 0207 939 9101

British Standards Institution (BSI) – Standards & Publications Tel: 0208 996 9001

GQA Qualifications (formerly Glass Qualifications Authority) Tel: 0114 2720033

BSI – Assessment & Certification Tel: 0845 080 9000

Health & Safety Executive (HSE) – Glass & Related Industries Phil Smith, HM Principal Inspector Tel: 01782 602300 David Appleton, HM Inspector Tel: 0115 9712800

BSI – Product Certification & Testing Tel: 08450 765600 BBSA (British Blind & Shutter Association) Tel: 01449 780444 Building Research Establishment (BRE) Tel: 01923 664000 Council for Aluminium in Building (CAB) Tel: 01453 828851 Dekura Tel: 01952 201631 Door & Hardware Federation (DHF) Tel: 01827 52337 Double Glazing & Conservatory Ombudsman Scheme (DGCOS) Tel: 0845 053 8975 Fenestration Self-Assessment Scheme (FENSA) Tel: 0207 645 3700 Get Britain Building (GBB) Tel: 0870 162 0936

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Proskills – Head Office Tel: 01235 833844 Proskills – Glass & Related Industries Neil Robinson – Tel: 07917 015 322 Recovinyl (via Axion Consulting) Tel: 0161 355 7618 The Glazing Ombudsman (TGO) Tel: 020 7397 7200 UK Green Building Council Tel: 0207 580 0623 Veka Recycling Tel: 01322 38721 Waste & Resources Action Programme (WRAP) Tel: 01295 819 900 Wood Window Alliance (WWA) Tel: 0844 209 261

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