Glass News April 2014 by Christina Shaw

WINDOWS

New from the UK’s leading building systems specialist, Schueco UK Ltd, is AvanTec SimplySmart. See page 25.

New taskforce to spearhead

consumer marketing initiative

Following the launch of their consumer marketing division, window industry marketing experts Purplex have unveiled a new initiative aimed squarely at helping installers improve their branding, promotion and lead generation. Purplex Advantage is headed by Adi Day, a veteran in online marketing, who is joined by a dedicated ‘taskforce’ of consumer branding, PR and digital marketing experts. According to Purplex Managing Director Andrew Scott, the move is in direct response to changing consumer habits; “consumer marketing has changed dramatically in the last five years, long gone are the days of

relying on local papers and Yellow Pages advertising. Consumers are bombarded with a bewildering array of marketing messages every day across traditional and online channels, and if installers are going to capitalise on the current economic upturn they need some real marketing firepower behind them.” Purplex Advantage customers have a dedicated account manager backed by a team of 30 marketing professionals, who work with them to develop and implement a marketing strategy. “Having your own account manager who visits you regularly, gets to know your business and customers, and manages your marketing activity on a regular basis can literally transform your company and leave your competitors spinning” says Andrew. Andrew believes the key to sustainable, profitable growth is an integrated marketing approach. Continued on page 4...

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APRIL 2014

The UK’s Leading Industry Newspaper

Spring has most definitely sprung! And with it, that air of optimism for the future acts as the proverbial springboard to propel us towards bigger and greater things. All a bit lyrical, but even the most pessimistic of us must admit that things really don’t look that bad, in fact they look very positive. Everyone I speak to has tales to tell of an upturn in business in the first quarter and there seems to be a general increase in employment in our industry, a sure sign of confidence in the future. Mind you, the lift that some spring weather brings motivates not just the trade but the buying public too. Remember the heavy snows of late March 2013? Now that did nothing to motivate anyone! So, with the feeling of good things to come, it seems that our industry’s ‘social season’ is underway. From all I’ve heard, it seems that Fensterbau has attracted more Brits than ever before and it will be interesting to read the statistics when they’re published. By the time this issue hits the streets The Triple Glazing Question at the Ricoh Arena on 10 April will have happened , as will PIGS in Birmingham - cleverly organised by Claire Shilling while everyone’s in the Midlands. And then it’s FIT! What can one say? Yes, the years go quickly by, but I think everyone is looking forward to this second show and there’s a confidence that it will be even better than 2013. But is there a note of caution that should be voiced? Will there be another ‘bubble’ to burst? Let’s hear what that voice of reason, David Amos of D & G Consulting, has to say.... “The UK economy is strengthening, consumers are spending and in consequence the window and door industry is benefiting. Each quarter since this time last year there has been a solid and measurable increase in activity. Good news in anyone’s language. So far, though, it’s just a small single figure quarter by quarter recovery – the trend is up and recovery is underway. But, there is still a long way to go before pre-recession volumes are reached. So far so good; but you would expect me to add a note of caution. The window and door industry marches to the ‘drum-beat’ of the wider economy. Whilst the increased activity is mighty encouraging the source of the economic recovery is very narrowly

focussed on the consumer and the housing market. The ITEM Club called it a ‘lopsided recovery in their Winter Forecast. Homeowners are digging into their savings or borrowing while interest rates are historically low to improve their homes. The housing market is being boosted by the Government’s Help to Buy scheme. None of the economic forecasters are expecting these stimuli to be sustained. Other influences such as exports and business investment are expected (hoped) to come into play to sustain the recovery.

COUNTDOWN TO THE FIT SHOW! PART 1 See page 32

CONTENTS

CONTACT DETAILS

Front Cover Story

Trade News

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

12 TIRC Newsletter 14 GQA Newsletter

By whatever economic forecast you look at, consumer spending (and GDP) is only expected to increase by around 3% over the next two years. On this basis a fabricator producing, say, 800 units a week can expect demand to rise by just 24 units on average during the year. Welcome but not earth shattering. Yes, some companies will report double figure increases but this is likely to be at the expense of others.

20 Windows

To boost margins the industry here in the UK has to get more through its facilities and resources. Organic growth overall is not likely to exceed the 3% mentioned. A solution to boosting industry output is to look seriously at export markets – other industries are. Government is encouraging industries to embark upon an export strategy. Parts of Europe are awakening from the recession and other markets are opening up. Some may say “It’s too difficult, we know nothing of the markets, products could be different, we don’t speak the language. It’s just not possible”. Tell that to Jaguar Land Rover!”

52 Doors

Words from David Amos are always worth heeding.

Chris

28 Triple Glazing Question 30 Glass News Interview: Deceuninck 32 Countdown to the FIT Show 40 Glass News Interview: Origin 42 Colour 44 Fensterbau Review 46 Glass

‘TIME OUT’ Winners

– MARCH!

Crossword: Tim Booth, The Conservatory Co, Cheshire

60 Glass News Interview: IG Doors 62 Tech Talk 64 Hardware 70 Glass News Interview: Veka 72 Installer Focus 73 Conservatories

Eye Spy: G P Evans, Evans Plant Hire, Dorset

76 Voice Of The Industry

Sudoku: Penny Barron, Sapa Building Systems, Tewksbury

82 Letters

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

86 Comment Piece

77 Orangeries 78 Recruitment 84 Time Out! 85 Calendar Of Events 87 Find A Supplier

Last months crossword solution:

Editor: Chris Champion T: 07850 267223 E: chris@glassnews.co.uk Features Editor: Sheilah Reed M: 07880 990144 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 glassnews™ is a registered Trademark. The views contained herein are not necessarily those of glassnews™ and whilst every effort is made to ensure information throughout is correct, glassnews™ does not accept liability for errors. The views expressed by contributors and the content of letters, are not necessarily those of glassnews™ and therefore cannot take responsibility. The paper we use is 100% recycled.

@GlassnewsMag

Christina Shaw

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

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FRONT PAGE STORY

TRADE NEWS Frames & Conservatories Direct

celebrates

FENSA

with Steve Davis WELCOMES Network VEKA installer Frames and Conservatories Direct has unveiled an extended, refurbished 150 sq. metre showroom with the help of Six Time World Snooker Champion Steve Davis. The Bury St Edmunds-based company was delighted to welcome Network VEKA's Brand Ambassador Steve, who played a few frames with customers to raise money for the local rugby club's 40th anniversary memorial cycle ride appeal. More than £300 was raised in total through various measures. “The day was a great success” said Managing Director Adrian Lewis. “Visitors were very impressed with what they saw in the new showroom. We have a much larger display in the new showroom, which consists of ten impressive conservatories - all fitted out and styled so customers can get a clearer picture of the finished product. We also have 45 different doors on show, along with a huge range of windows in various styles and coloured foiled finishes. ...Continued from page 1. “Naturally we have seen a big shift towards online and social media, but it is equally important to get the basics right, such as installation boards and drop cards.” Purplex Advantage is designed for ambitious business owners who want to really grow their company. It focuses on three key areas;

Brand Today brand is more important than ever. But, according to Andrew, branding is not just for the big boys. “You don’t need to be a Coca Cola or Apple to have a good brand. You want to be recognised as the ‘go to’ supplier in your area, for your products; this involves raising your profile and building credibility. There is nothing more frustrating than a homeowner going elsewhere without even asking you for a quote.”

Online Marketing 86% of adults are now daily internet users, so without a strong online presence you are unlikely to see serious growth. Purplex has developed a turnkey approach to create powerful online results using search engine marketing (SEM), online PR, social media

and CRO (conversion rate optimisation). “Our customers don’t need to know the details, they just want the results, and that’s what we focus on, taking care of the technical details behind the scenes.”

Traditional Marketing The Purplex Advantage account manager also looks after traditional marketing; assisting with showroom design, literature and point of sale material, signage, traditional advertising, show and event material, promotional campaigns and customer referral schemes.

Specialist marketing agency Teaming up with a marketing agency that specialises in the window and conservatory industry means installers can hit the ground running. Andrew started in the industry in 1987, working with companies such as Saturn Windows, the Omega Group and Cambrian Windows, and he ran several retail installation companies. The Purplex marketing team has worked with over 100 window companies since 2004.

Purplex Advantage isn’t designed to replace supplier marketing support, dealer networks or registered installer schemes created by suppliers. “As useful as many of these initiatives are, ultimately it is up to the installer to make them work – suppliers can have dozens or even hundreds of customers and it isn’t viable to work on an individual basis with all of them” explains Andrew. “The key to Purplex Advantage is having your own dedicated account manager to work closely with you, supported by 30 marketing people back at Purplex HQ, who work with you on an exclusive basis.” Purplex Advantage is aimed at ambitious installation companies who want to grow, and the service is only offered to a limited number of installers on an exclusive territory basis. The focus is on building strong brands, lead generation and creating real growth.

“We're very proud of the scope we are able to display, and making the changeover to Glazerite and VEKA products has allowed us to offer some of the highest quality products on the market. “Steve Davis did a superb job, adding a touch of celebrity to the occasion and emphasising to customers the importance of Network VEKA and the peace of mind our membership can mean to them. He couldn't do enough for the public - he didn't stop all day! “We took Steve to visit some of our existing customers which went down really well. We also popped down to our local rugby club, which Frames Conservatories Direct sponsors, and he got to meet some of the patrons of the Club along with the Chairman Mike Robinson. Luckily, Bury were playing at home so he was able to see the team in action. “We had a tremendous amount of people through the door on the day, probably more than 300, so as you can imagine we were delighted with the attendance. We'd like to say a massive thank you to Glazerite and Network VEKA for bringing Steve to the Showroom.” Tel: 01282 473170 – www.networkveka.co.uk

NEW CHAIR

FENSA is pleased to announce the appointment of its new Chair, Mark Warren, who succeeds Mike Sansom after his 18 months tenure. Mike Sansom heads up Building Control at Brighton & Hove City Council and was Past President of Local Authority Building Control. He will remain an active member on the FENSA Board. As the largest Competent Persons Scheme which is the only scheme asked for by homeowners* the FENSA board consists of a broad range of trade bodies, federations, glazing manufacturers and installation companies, and receives input from consumer groups and Government. Chris Mayne, Managing Director of FENSA commented “We are pleased to welcome Mark on board as the new Chair. His level of experience across our industry makes him well qualified to provide a strong contribution to the leadership and work of FENSA.” “We would also like to take the opportunity to thank Mike Sansom for all his time and support during his chairmanship and his continual commitment towards FENSA. Both Mark and Mike will continue working together on the FENSA Board.” Mark Warren brings a wealth of knowledge and expertise to FENSA. As Past President of the Glass and Glazing Federation (GGF) and current Managing Director of Lister Trade Frames, Mark has been extremely active within the industry for many years. He thoroughly understands the challenges facing FENSA as the leading Competent Person’s Scheme in the Industry. During 2014, FENSA is supporting its registered businesses to transition to ‘Certified Installer’ status and achieve the industry’s Minimum Technical Competencies – both of which are Government requirements with a deadline of June 2014. Tel: 020 7645 3715 *Source: BBC Wales.

For more information contact Purplex Marketing on 01934 808132, visit purplexmarketing.com/ advantage or email grow@ purplexmarketing.com.

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TRADE NEWS

The UK’s Leading Industry Newspaper

Leicester Window Supplies

take on Focus from Bradley Giles Ltd

Leicester Window Supplies are a trade supplier of windows and doors – and also Bi-fold doors under the name of Midland Bi-folds. Having moved into their new premises they knew that their quotation processing was their weak point as they had to use online software to obtain a cost and then type out a quotation. It was a chance conversation with Tim Winterburn of T.W.S. in Kidderminster that caused them to contact Giles Hayhurst the Managing Director of Bradley Giles Ltd. Giles set up FocusPlus software to exactly mirror the pricing structure for Tim and he has been using it for several years with great success.

“It was a chance conversation with Tim Winterburn of T.W.S. in Kidderminster that caused them to contact Giles Hayhurst the Managing Director of Bradley Giles Ltd. Giles set up FocusPlus software to exactly mirror the pricing structure for Tim and he has been using it for several years with great success.” It took only a few tweaks to personalise the software for Leicester Window Supplies and now they can confidently price a job and printout an attractive quotation based on cost-plus within minutes. READER ENQUIRY No: 0414/0008

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TRADE NEWS

Good Looking, Secure, Easy to Install & Energy Efficient!

Liniar's approach to the design and specification of their product has been ground breaking. Having the advantage of designing a system from a blank sheet of paper has played a large part in the success of the Liniar system which, launched just a few short years ago, goes to make a truly 21st Century window.

Every aspect of the product is structured around future requirements for improvements in energy efficiency and performance, and Pearl Windows has been at the forefront of embracing the technology behind the system as a major part of its own offering. Pearl’s Jeff Walsh emphasises this point: “Our entry level trade window achieve a C rating without the need for gas filled units. Using only aluminium spacer bar and air filled units the Pearl entry level trade windows offers huge savings on glass specification.” Further up the specification tree, the most advanced specification being the Commercial 0.8 U Value, meets Passivhaus requirements and Code Level developments. And it isn’t just the commercial specifications that benefit from Liniar’s system. For consumers, an A+20 Retail Window using the amazing energy plus suite provides the most thermally efficient

“Watch out for the new head vent that’s coming soon,” says Jeff. “There is also a complete range of colour options for all development types, too.”

product available to today and this plays a major role in keeping energy usages and costs down, while the new build phenomenon, the 1.2 U Value 28mm double glazed unit has been specially tailored for the new build market. “Watch out for the new head vent that’s coming soon,” says Jeff. “There is also a complete range of colour options for all development types, too.” As well as being designed for optimum thermal efficiency, the Liniar window is also designed with security very much in mind. Pearl offers windows to BBA and SBD approval standards and without the requirement to reinforce the outer frame or sash. This has been possible due to the development of a unique screw retainer. The unique screw retainer, used in all instances where hardware is secured to the frame, gives the same pull out strength as 1.2 mm steel, ensuring the maximum performance of the product in all installations. There is also a big benefit for installers, continues Jeff, “The Liniar system also includes a bespoke fixing chamber for installation which, when reinforcing is required, enables the installer to drill through the profile alongside the reinforcing rather than having to drill directly through the steel.” Whether it’s simply good looks, energy efficiency, security or ease of installation, Pearl’s window options for the commercial, domestic or new build markets all benefit from Liniar’s 21st century system. Tel: 0800 014 2769

READER ENQUIRY No: 0414/0010

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TRADE NEWS UPVC Maintenance Supplies

Launch Maintenance Training Courses

David Earnshaw, Managing Director and delegates from training course.

UPVC Maintenance Supplies is running a series of short training courses to help customers identify and solve on-site door and window maintenance problems instantly, when on emergency repair call-outs. The specialist window and door replacement hardware supplier, set up a schedule of bespoke window and door training courses, after Managing Director, David Earnshaw spoke to customers at their newly opened trade counter in York and discovered there was a requirement to help customers understand how to identify faults and problems which occur on older, fitted PVCu windows and doors. David, who started his career as an installer and has over 30 years experience in the installation and maintenance field, identified that most customers process a strong understanding of their own specialist field of expertise, but in many cases had limited knowledge when it came to identifying and correcting a fault on a window or door. David commented, “We service a varying mix of customers from builders to the general DIY, locksmiths to glaziers and although most of our customers process a basic knowledge, they agreed additional training to identify and solve a service fault on-site would greatly improve their repair times for them and their customers.” UPVC Maintenance Supplies kicked off their schedule of training by running a series of introduction courses at their Head Office in Batley. The courses offered practical training, tips and advice on identifying and solving maintenance problems for all types of windows and door systems. “In order for delegates to enjoy a more practical experience; we have erected a full sized window and door structure in the newly dedicated training area, enabling the delegates to cover the course subjects with a ‘hands-on’ approach, rather than just a class room environment. We received an overwhelming response from the session and customer feedback left us with more ideas to scope out further training in the future.” David concludes. UPVC Maintenance Supplies will be holding additional training sessions in the forthcoming months at their head office in Batley, Leeds. The courses will be tailored to delegates’ requirements and will offer a practical guide to assisting a speedier on-site repair for all PVCu windows and doors types. For more information or to book a training courses call 0113 236 0800, visit www.upvcmaintenance.co.uk. READER ENQUIRY No: 0414/0012

The UK’s Leading Industry Newspaper

The VEKA UK Group makes good use of its Gray matter The VEKA UK Group knows a valuable asset when they see one - and Shane Gray certainly fits the bill.

profile extrusion. This meant that I was one of just a few people working in a fairly small department which was developing rapidly - so I got to know every bit of the process, from purchasing right through to production. This has obviously stood me in very good stead for my current role!

Supply Chain Director Shane celebrates his 28th year with The VEKA UK Group in 2014 and plays an integral role in ensuring customers receive the very best products and services, in the most efficient way.

“I've only ever worked at two different places since I left school. The first was a rubber extrusion company, so you could say I'm fairly experienced in the extrusion business...!

Shane is responsible for a number of business divisions including Purchasing, Customer Service, Warehouse and Distribution and Commercial (system control).

“My wife Yvonne also works for the company as a Production Planner and when Bowater was acquired by VEKA, we made the difficult decision to move from the Midlands up to the North West. It was somewhat of a wrench - leaving our family and grandchildren further South - but we were confident that it was the right thing to do. We had both worked for the company for so long - we wanted to see it take this next step and gain strength and stability through its relationship with VEKA.

He explains: “It's a pleasure to work across so many disciplines and have an effect on every bit of the supply chain. I’m responsible for the purchase of the raw materials, send them for extrusion and then the finished products come back to me for warehousing and distribution, completing the cycle. I enjoy dealing with customers throughout the whole process. “I originally started working for Halo (or W. H. Smith and Sons as it was then known) in April 1986. At that time, the company's core business was injection moulding and tooling and they were relatively new to window

“It's been a tremendously exciting time. It's refreshing to work with a family-owned company like VEKA: a company that has the same interests as us and the same desire to see the product and the business grow and develop to even greater heights. We've

joined a like-minded team, all striving for a common goal and that in itself has made the move worthwhile. “The new mixing plant has affected my role in that I now purchase raw materials rather than ready-mixed compound. Again, this is something I've had experience of previously - so we've been able to hit the ground running. Having the mixing plant on-site will be a huge advantage to the business. It has given The VEKA UK Group even greater control over product quality and production time-scales.” Colin Torley The VEKA UK Group's Sales and Marketing Director commented: “Shane is a very valuable part of the team. We're delighted he made the move up North to work within The VEKA UK Group HQ and now he's approaching three decades in the industry - we can only hope he stays for many more!” Tel: 01282 716611 – www.vekauk.com READER ENQUIRY No: 0414/0013

TARGET 50,000 NEW CUSTOMERS IN BUILDING, CONSTRUCTION, WINDOW & GLAZING INDUSTRIES The team at Glass News have developed a new and exciting route to market, for companies who want to reach: architects, specifiers, local builders, contractors, house builders, property builders & maintenance firms, fabricators & installers.

Major investment has been made in the quality of the data we use. You can target new customers via our Fenestra Build online platform, covering all aspects of new build, commercial, trade, social housing and the retail sector, what's more, you can reach these customers when they are on site, in the van, or at the office, with Fenestra Build's smart phone & tablet compatible format. There are 100's of advertising platforms enabling you to reach these customers, but there is nothing like Fenestra Build. We are a totally unique publication, developed for the build sector, so you can sell your window, door, conservatory & hardware products to a wider market. Here's a few examples of how Fenestra Build can work for you: • Get your products specified • Architects can't ignore energy ratings - let them know about your product

• Sell direct to builders • Sell your products for a higher profit • Expand into new markets, such as new build If your business development plan includes any of the above, Fenestra Build is your route to market. Our online platform drives traffic to your website and gets your products seen. It allows customers to download pdf 's of your brochures or technical manuals, watch your videos and demonstrations, and interact with you via social media or direct to your inbox. We even provide stats of your click through rates. Get in touch today and see how we can help your business grow. Tel: 0780 505 1322 Email: christina@fenestrabuild.co.uk www.fenestrabuild.co.uk READER ENQUIRY No: 0414/0014

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TRADE NEWS

Faster, simpler,

and more individualised Professional services for market partners must also take into account the clear and growing trend towards increased process speed throughout the entire value chain. This is the basis on which Roto has founded the development of progressive practical solutions for many years, assigning it "high priority", emphasised the components specialist at "fensterbau/frontale". He followed his words with actions and, during the course of the leading international trade fair, he presented current results of the "Close to the customer" service-oriented strategy. The focus was on the next generation of an "efficient online tool". Version 3.0 of the "Roto Con Orders" hardware configuration tool offers a series of substantial technical improvements over the previous program, primarily the integration of the complete "Door" portfolio. The expansion to include the door sector represents an industry innovation and thus provides a "significant exclusive service". At the same time, the web-based solution is now available "around the world and around the clock" and offers considerable ease of use. First, a new interface makes it much faster and more intuitive to use. Second, clear visualisation makes for a simplified user interface. Third, the "responsive design" enables the use of end devices such as PCs, tablets, and smartphones. The principle of the patented online aid for window and door manufacturers and dealers remains unchanged: the provision of rapid, simple, and individualised hardware configurations for all current formats and opening types. Four steps are sufficient enough to obtain a comprehensive data sheet with a complete parts list and technical illustration. The four stages in overview: Selection of the product group (1), selection

www.glassnews.co.uk | April 2014

of the design template (2), entry of the size (3), individual detail settings and adaptations (4). The end result can be modified or personalised if required and exported in various file formats as a basis for specific offers or sales orders. In order to accelerate and simplify the processes further, the system also offers "clever additional functions". These include: uploading of company addresses and logos in proposals, the set-up and administration of customer-related projects, the integration of a discount rate structuring system, and material master data management. "Roto Con Orders" only requires a computer with a web-browser and Internet access, as well as a one-time registration with an email address, in the manufacturer and dealer portal of www.rotofrank.com.

Six modules & two main roles Another central theme on the Nuremberg building supplierâ&#x20AC;&#x2122;s service agenda was the established "Roto Lean" concept, which actively promotes the sustainable success of market partners. The comprehensive and exclusive advisory package for a competitive window and door manufacturer will always focus on increasing economic efficiency as well as the added value of the company over the long-term. The "proven efficiency" of the support program is based on six modules that can either be implemented as a unit or as individual and independent modules. Individually, the expert teams looked after the customers "on site" with regards to workplace design, manufacturing in flow, storage and logistics organisation, employee organisation, zero-fault manufacturing, as well as production planning and project monitoring. In this case, practised teamwork and individual solutions always played the leading roles. And so, the motto "Close to the customer" is brought to life. READER ENQUIRY No: 0414/0015

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TRADE NEWS

Stock: Kestrel has invested in moving its warehouse to the same site as its factory and head office.

The UK’s Leading Industry Newspaper

New fleet: Kestrel has invested in a new fleet of delivery vehicles as part of the move.

Kestrel reinforces brand for future CMS Success at Lanarkshire with site move Business Excellence Awards

When Kestrel made the decision to bring manufacturing and warehousing to the same site in 2013, it knew it made business sense. The company had long been manufacturing in Scunthorpe, with warehousing and operations based more than 100 miles away in Stoke on Trent. Kestrel operations director Tony Williams explained that the status quo at that time was limiting the potential service it could give to customers. “The length of the supply chain was a constant issue,” He explained. “It would take a couple of days - maybe four if it fell over a weekend - to get products to a customer, and we knew that was not good for their businesses or ours.” With such a distance between factory and warehouse, there was also a larger risk of products being damaged in transit. The decision to move was one that had been mooted before at Kestrel, but directors were aware that a relocation of this magnitude would present challenges as well as opportunities.

The company has reinforced its customer services team and made changes to its systems and processes. Having lost staff during the move, it has instigated tighter training programmes for new starters. “We’ve implemented an extensive education programme for new staff to help them understand the business, end to end, to ensure that they are aware of other functions on the site, how the product is made and so forth,” Tony said. “Having our sales office staff on the same site as production and warehousing is helping all departments focus more strongly on our customers’ needs. We’ve also implemented a system where staff from different aspects of the business can suggest improvements, from reducing paperwork to improving aspects of production, we want to work in an atmosphere of continual improvement,” he added. Looking to the future, Kestrel is confident this relocation will see improved products and services for customers. The company has also improved deliveries by investing in a brand new fleet of lorries. “Kestrel is a customer focused brand that has built a reputation for moving quickly on market trends,” Tony said. “Now we have our whole operation on one site, that can only improve.”

Sales and marketing director Simon Reynolds explained that despite extensive planning, the challenges were larger than expected. “Kestrel has always been a customer-focused brand, we pride ourselves on being responsive to our customers but there was a time when the move impacted negatively upon that responsiveness,” Simon said. “The last quarter of 2013 was a tough time for everyone involved and we truly regret the disruption it caused for customers, but now the move has bedded in, the benefits are showing.” Kestrel commissioned a wide-ranging survey at the end of 2013 to get a clear picture of customer sentiments, which it says it’s now acting upon.

One site: The company’s manufacturing, warehousing and administration centres are now all based in Scunthorpe. READER ENQUIRY No: 0414/0017

CMS Window Systems are delighted to have won a prestigious award at this year’s Lanarkshire Business Excellence Awards. CMS picked up the top award in the new category “Excellence in Young People Development’ at the glitzy event, hosted by North and South Lanarkshire Council and attended by over 420 guests at Motherwell Concert Hall. CMS were given the award in recognition of their continued commitment to supporting youth employment in the local community, through North Lanarkshire’s Working and Xtra Hands schemes. CMS are no stranger to the Lanarkshire Business Excellence Awards having previously won the awards for Best Performing Company and Best Green Business in recent years. Andrew Kerr, Managing Director of CMS Windows said: “We have been supporting local youth employment schemes for many years now, so we are honoured to receive this recognition. Our support for these schemes will continue as our business continues to grow and we can offer further opportunities for young people.” The Lanarkshire Business Excellence Awards are in their 21st year and are the highlight of the Lanarkshire business calendar. Attracting high profile industry support and involvement, the Awards offer Lanarkshire businesses the opportunity to promote and celebrate success across ten different categories. The awards were hosted by Fred MacAulay and Individual category sponsors included: Westcrowns Contracting Services, Healthcare Environmental Group, Lanarkshire Area

“Our support for these schemes will continue as our business continues to grow and we can offer further opportunities for young people.” Tourism Partnership, Lanarkshire Enterprise Services, UK Steel Enterprise, Lightbody, Hamilton Park Racecourse, Clyde Gateway, North Lanarkshire’s Working, South Lanarkshire Works 4U, South Lanarkshire College, New College Lanarkshire and Coatbridge College. Tel : 0808 178 0809 – www.cms-es.co.uk READER ENQUIRY No: 0414/0018

Matching SMEs with alternative lenders a welcome move, says FMB Government proposals to match SMEs that have had applications for finance turned down by the banks with alternative lenders have been welcomed by the Federation of Master Builders (FMB). Brian Berry, Chief Executive of the FMB, said: “Accessing bank finance is often difficult for SMEs. Over the past five years the problem has been particularly acute and the construction sector has been hit harder than most. As the major banks have looked to reduce their exposure to the built environment sector, construction SMEs have found themselves at the back of the queue.” READER ENQUIRY No: 0414/0019

April 2014 | www.glassnews.co.uk

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NEW QUALITY

Large-format and floorlevel sliding windows and doors are no longer something that can be ignored in discussions about upcoming trends. This is no surprise, given the range of convincing arguments they have to offer.

These components represent a modern, natural-living aspect and quality of light, creating transparent outlooks in “XXL dimension” and even, in part, fulfilling façade functions. In addition, their modern representatives make a good impression when it comes to “energy efficiency”. During “fensterbau/frontale” Roto emphasised that the current and future market success is primarily the result of intelligent hardware technology. The company, which considers itself a full-service provider in this sector, displayed a cross-

section of their “Sliding” portfolio at the end of March in Nuremberg. This portfolio covers solutions for windows and doors with Fold&Slide, Lift&Slide, parallel Tilt&Slide, and Tilt&Slide versions.

In the “Patio Fold” product group, in particular, the manufacturer had a number of innovations to demonstrate. The “Premium Hardware for Fold&Slide Systems with a Large Surface” is now characterised by its suitability for sash weights of up to 100 kg. The application range has been extended to elements with a maximum of 2,800 mm in height, enables the implementation of room height sashes and permits additional planning alternatives. Furthermore, a new enhanced threshold with optimised isothermal efficiency increases energy efficiency considerably.

In addition, it makes a specific contribution to the considerably ever more requested barrier-free criteria.

When it comes to user friendliness and durability, Roto reports “important system progress”. They’re referring to the ball bearing, smooth-running bogie with quiet and low maintenance PVC castors. This also fulfils the requirements of the permanent operation class 4, which requires the completion of 15,000 hasslefree cycles in accordance with DIN EN 13126. The “Patio Fold” program is suitable for wood, wood/ aluminium, aluminium, and PVC profiles, as well as for elements that open both inwards and outwards. It has powder-coated hinges without PVC caps, and guarantees, thanks to a support-bracket, a safe and robust load transfer and also offers high sealing levels. In addition, according to Roto, there are special advantages for manufacturers of Fold&Slide windows and doors. These include faster production and more simplified logistics that result from the exploitation of synergies for Tilt&Turn and “Eifel” threshold systems.

READER ENQUIRY No: 0414/0020

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TIRC NEWSLETTER

The UK’s Leading Industry Newspaper

April 2014

Improve your SEO

with ratings & reviews It is now generally agreed that using ratings and reviews can improve your SEO. Every time a customer uses your name in their feedback it gives another boost to your rankings. The Independent Ratings Company sponsors Master Fitter Competition at FIT Show The Independent Ratings Company is one of the key sponsors of this years Master Fitter Competition at the FIT Show June 10th – 12th. The company will also have its own stand in Hall 3 361 where it will be showing the full range of its products and services.

New Business Survey service

from The Independent Ratings Company The Independent Ratings Company is delighted to announce the launch of its business survey service. Whether you want to conduct market research about new product developments, to find out how your customers view your service levels, or whether you want to conduct employee surveys The Independent Ratings Company can help. Please get in touch with Pam 07446 140760 or email pam@theindependentratingscompany.co.uk.

Do you record customer feedback?

What do you do with it?

New Campaign

from The Independent Ratings Company To emphasise the importance of getting your reviews seen around the areas you work in the latest advertising campaign from The Independent Ratings Company features a taxi emblazoned with their logo – The message is very simple GET YOUR REVIEWS SEEN ALL OVER TOWN.

It might sound like a strange question to ask, but think about it? We are in an industry which takes customer care and customer service very seriously; large numbers of fabricators and installers take great pride in the customer feedback and testimonials they get… but never use them to help win more business.

If this is you, get in touch The Independent Ratings Company offers great packages across all sectors of the industry to help fabricators and installers use the feedback they get to win more work. Cost effective, fully administered schemes are available to everybody. We will help you publish your ratings and reviews on line for everyone to see.

Your customers can do your selling for you Let your customers do your selling for you. A reference from Mrs Mills on Argyll Street is worth its weight in gold when it is Mrs Coombes from number 74 on the same street who is reading it. FACT! - Over 70% of people now read ratings and reviews before making a choice of which supplier they want to use.

“Since we started working with The Independent Ratings Company our ratings and reviews page is now the second most viewed page on our website.” Lauren Tutton Marketing Manager Alexander Windows Stockport

Join the growing number of business which are using The Independent Ratings Company to help them win more work

Avantis latest to join forces with The Independent Ratings Company Avantis Hardware is the latest company to join forces with The Independent Ratings Company to support its fabricators and installers in the market place.

0414/0022

April 2014 | www.glassnews.co.uk

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www.glassnews.co.uk | April 2014

GQA NEWSLETTER

The UK’s Leading Industry Newspaper

APRIL 2014 MTC’s – Do you know enough about them? We are working with Fensa & Assure on the schemes. Contact GQA to discuss on 0114 2720033

IPS Continues to Add Value for Employers

Joanne Taylor, Construction & Manufacturing Section Manager from IPS International in Rochester Kent, is rightly proud of the excellent reputation the Centre has in delivering qualifications and Apprenticeships. IPS has been delivering a number of GQA qualifications, including Fenestration Installation and Surveying, for some considerable time and under the leadership of Joanne the Centre assessment team continues to build on this reputation and see the range of qualifications on offer widen to include GQA qualifications in Maintenance Operations.

IPS has a very strong belief in providing individuals and their Employers with added value, often delivering relevant associated training as part of the Apprenticeship programme they offer; for example Installation Apprentices receive full training in the use of access equipment.

the Glass Related Operations Technical Certificate. Never one to waste an opportunity, Jo and the team will also be able to use the structure to help with delivery of the Maintenance Operations Technical Certificate and the Centre’s newly developed Building Regulations course.

At a recent visit Sean Hayes and Andy Carrington from GQA were shown IPS’s latest resource to support Apprentice development- a specially constructed training pod inside the Engineering workshop! The structure has been built by the IPS team to give Apprentices the opportunity to put a range of skills to the test and also to apply practical aspects of the work when completing

Joanne said ” The team has worked extremely hard to get the building ready for use at the same time as continuing to support and assess an ever growing number of learners. Working with GQA is always a positive experience and we hope to continue to grow the range of qualifications we offer and increase the number of successful candidates that achieve more than a

qualification with IPS”

Sean Hayes, the Centre’s External Quality Advisor added “It is very clear to see that all at IPS have great enthusiasm and commitment

to quality. Joanne demands high standards from the team who strive to deliver this; it can be seen as a cliché, but there is no doubt that IPS does add value and this is obviously recognised by Employers who

give IPS repeat business both in progressing candidates from Level 2 to Level 3 and by asking IPS to work with other employees. Success breeds success”

AD-E “Resistance to the passage of sound”, is this next for the Fenestration industry? For a number of years the improvement and advances in glass technology has steadily progressed to our current state. As you may be aware, the thermal efficiency of glass is at the point where it is hard to believe that further advancement is possible, let alone achievable, but the efforts to reduce our carbon footprint through energy efficient glass and glazing will continue. The need to reduce all forms of pollutants is ever growing and a natural progression within our industry could lead to a reduction in the pollution of noise. Noise, and the effects of noise, is a main factor in our wellbeing and has been a major contributor to the discomfort of people’s lives for many years, potentially leading to a number of serious health problems that continue in today’s society

with road associated noise, lawnmowers, trains, aircraft, people noise, music and so on. So what might be next? I feel that the next inclusion to affect the Fenestration industry could be linked to regulation E (sound). Regulation E already takes into consideration noise pollution, and the reduction of noise pollution, within refurbishments, new dwellings and acoustic conditions within our schools. Removing or reducing the passage of sound through our glazing is a natural progression something all home owners will surely welcome. Triple glazing has been around for a long time and is effective in the reduction of sound but can become very heavy to handle and may or may not have a long term effect on the operation and effectiveness of the sash.

Standing outside the newly constructed training pod are Joanne Taylor, Sean Hayes and IPS Assessors Brian Awford and Lee Harland.

With today’s advancement in the properties of acoustics incorporated within the interlayers of laminated glass we can still install high energy efficient double glazed units, reduce the pollution from noise and minimise the weight of the triple glazed units being handled and installed. Will the next inclusion that affects the Fenestration sector be the addition of approved document - (Eresistance to Sound)?

Andy Carrington, GQA External Quality Advisor/Technical Officer.

Promotion for GQA Achiever Scott Scott Higgs, saw his career change after finishing runner up at the prestigious FIT Show Masterfitter Challenge in 2013. His achievement was followed by a change of employer, as Walker Windows added him to the team within months of

taking part in the keenly fought Masterfitter Challenge final.

wanted to make him a part of their highly skilled workforce.

Walker Windows, a Huddersfield based company have been installing high quality Windows, Doors and conservatories throughout Yorkshire since the early 80s saw the potential in Scott and

Scott, a joiner by trade for over 20 years, has been working for Walker Windows for only 6 months and has already been promoted to company surveyor, he is very excited about his new role and says

he “owes it all to my GQA level 3 qualification, lasts years Masterfitter results and the publicity I received through it, and the help and support of my assessor Andy Carrington.”

for me and I now know I’m not going to be just a fitter for the rest of my life. I’m looking forward to doing more in work and with further qualifications through GQA”.

Scott went on to say “Doing a GQA Qualification has opened up doors to better prospects

Scott has once again applied to take part in the Masterfitter Challenge 2014 and said “I

would like one more chance to become the Winner.”

Tel: 0114 2720033 | Fax: 0114 2768466 Web: www.gqaqualifications.com | Email: marketing@gqaqualifications.com GQA Qualifications Unit 1, Twelve O'clock Court, Attercliffe Road, Sheffield S4 7WW 14

READER ENQUIRY No: 0414/0024

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www.glassnews.co.uk | April 2014

TRADE NEWS

The UK’s Leading Industry Newspaper

Go directly to jail,

do not pass go, do not collect £200 And that was pretty much the message delivered to Scotland’s joinery trade at the Sealco sponsored CE Marking Seminar for the timber trade. Build Check Director, Richard Bate made it very clear at the outset that CE Marking was not voluntary: this is law and not to be ignored as the penalties can be severe. The fact that nearly 40 joinery companies, from all over Scotland, descended on Falkirk on a grey March morning is testimony to the fact that although many seminars on CE Marking have been held all over the country, organised by systems companies and distributors of doors and windows, it has mostly been directed at the PVCu trade, with timber being largely ignored.

“I’ve wanted to understand how to calculate the U value of a vertical slider unit for some time. Getting Richard Bate to actually measure up and calculate the unit here today has been a bonus!” that became law in July 2013, but the timber trade has been very much left to find out the implications all on their own. Many have said that they have tried to get information through their local Building Control offices but, in all honesty, there seems to be a lack of knowledge in that quarter, too.”

Glass News Editor Chris Champion , talks with Build Check’s Richard Bate and Alan Malcolm Sealco director.

Derek Malcolm, owner of Sealco Scotland, the Falkirk based component distributor, said: “Although we, as a distributor, have

no end products to CE Mark, we are very conscious that our customers do. The PVCu trade has been well educated on CE Marking

Suffice it to say, Derek, with his brother Alan and their Timber Products Sales Manager, Tom McGovern, devised a CE Marking seminar to help their customers through what, on the face of it, is a minefield of information. “The explanation given by Richard Bate, together with a step by step guide through the procedure to gain CE Marking, has helped to dispel the myth that this is difficult....so often when something is deemed difficult, human nature says that burying your head in the sand and ignoring it, is the best way. Certainly not in the case of CE Marking. Ignorance can result in a jail sentence and we feel that that we can give something back to our loyal and long standing customers by sponsoring and organising this seminar,“ said Derek Malcolm. The keenness and prompt arrival of the delegates indicates that Sealco’s thoughts were absolutely correct. It’s easy to forget the size of Scotland and with delegates travelling from as far afield as just north of Carlisle and some 50 miles north of Aberdeen, with journey times up to 3 ½ hours, this was a seminar that was in great demand. The intrepid Graham Finnie of The Wood Shop , thrashing his way from Macduff to Falkirk on his Honda Fireblade, some 180 miles, and arriving for a 10.00 start with time to spare, was indicative of the enthusiasm for this Sealco event. Although Sealco is a well recognised, and long standing supplier of components to the fenestration industry in Scotland, it’s easy to forget that they have customers well south of the border, too. Indeed, they supply to companies in Scandinavia, Austria, France, Slovenia and Poland, and it begs the question: how? “It’s the internet,” says Derek, “we have had to embrace all the new technology and, with the help of Andy Ball and his team at Balls2 Marketing, we have a good internet presence and are on Facebook and Twitter. It pays off. Suddenly we’re a multi-national!”

An enthusiastic audience...or were they ordering lunch?

April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

Richard Bate, Director of Build Check, delivers his seminar on CE Marking.

Derek Malcolm is an entrepreneur who recognised a great opportunity. As Acting General Manager of the Wise Group that was involved in maintenance for local authorities, he saw an opportunity when the group was being broken up. He bought the component arm, with its stock, and set up Sealco Scotland in his home town of Falkirk the next day. “The Sealco name came from our initial supply of weatherseals to the window and door industry. We very quickly widened our offering to hardware of all kinds and we now offer 3810 product lines from stock. That’s important to our customers who want, and get, a next day service.” Stocking to this level means significant investment on the part of Sealco and Derek admits to having over half a million pounds worth of stock at any one time. At 17 years old, Sealco is well established, and many of their customers have been loyal for all of those 17 years. “Service is what Sealco is all about,” says Derek, “we have, effectively, two divisions - one for Timber and one for PVCu. Those divisions are headed up by Tom McGovern as Timber

TRADE NEWS “It’s been a great opportunity to see our customers and have a chance to help them, giving something back for the longstanding loyalty they have given Sealco. We’re delighted that so many took the trouble to attend and we really can’t thank Richard Bate from Build Check enough for his input and, indeed, Balls2 Marketing for arranging the event.”

Sales Manager and Craig Aitken as PVCu Sales Manager. I should also mention that getting my brother Alan on board has been key. He has great experience from being a Branch Manager at a Builders Merchants. We’re a one stop shop for PVCu and Timber manufacturers.” Boasting a staff of 20, Sealco is not only a significant player in the Scottish fenestration industry but is still expanding. “Many of our new customers are referrals and we’re very proud of that.” Commented Derek. Providing service to a demanding industry, and a next day service at that, requires good transportation and Sealco has its own transport fleet for making deliveries along with 2 courier companies who uplift every evening to deliver anywhere in the UK. The attendees at the CE Marking are obviously appreciative of the efforts Sealco make to help them with their own businesses and Andrew Simpson from Russell Construction in Elgin, although knowledgeable about CE Marking found the seminar invaluable, as did Tommy Henry of Crawford’s Joinery at Berwick Upon Tweed. Both commented that the seminar and the explanation of the procedure, was excellent. A live demonstration of the use of Build Check’s Oracle software answered a question that Tommy Henry had had for some time. “I’ve wanted to understand how to calculate the U value of a vertical slider unit for some time. Getting Richard Bate to actually measure up and calculate the unit here today has been a bonus!” commented Tommy. With Declaration of Conformity templates and a comprehensive guide as to how to conform to the legal requirements of CE Marking, the delegates left Falkirk with all the knowledge they need. Derek Malcolm said, “It’s been a great opportunity to see our customers and have a chance to help them, giving something back for the longstanding loyalty they have given Sealco. We’re delighted that so many took the trouble to attend and we really can’t thank Richard Bate from Build Check enough for his input and, indeed, Balls2 Marketing for arranging the event.”

Sealco staff, from left to right, Derek Malcolm, Tom McGovern and Alan Malcolm.

www.glassnews.co.uk | April 2014

READER ENQUIRY No: 0414/0026

TRADE NEWS

The UK’s Leading Industry Newspaper

Fail to plan, plan to fail!

Paul Lindsay from Chase Taylor Consultancy considers the challenges facing many companies in the window and door industry where the original owner wants to hand over the reigns to a successor. “I was recently asked about the wisdom of Manchester United in ‘choosing’ a successor to Sir Alex Fergusson from a shortlist of one; in any business this policy is fraught with danger, and setting footballing rivalries apart the shortcomings of United this year are in no small part to the managerial change they have made”. “It is not about questioning whether David Moyes has ‘failed’, but more the fact that in him coming into the United business there have been impacts elsewhere in the set up; tried and trusted coaches have left, there has been a change of man management style, and a change of operating style. This has left staff confused, uncertain of their roles, and under performing”.

There is always a knock on effect throughout the company

Help and advice to find the best solution for your needs

“It is unlikely that it would be any different in any other business. Changing the person at the top of the company has a knock on effect that many people fail to recognise. Let’s look at this; more often than not the temptation is to move one of the other directors or other key member of staff to the head of the company, but what this does is two things; firstly it changes the leadership of the company, and secondly it removes from position someone who has been doing a successful job in another role – suddenly two huge changes, not just one, and uncertainty across a wider area of the business. This impacts not only the running of the company internally, but can significantly effect how the company performs for its customer externally”.

“If you are the original owner of your business and are looking to step back you simply don’t want to just walk away; you want to know that all your hard work over 20 years plus is not going to be wasted or undone. You want to know that the successful business you have built is going to continue onwards, and that the employees who have served you so well are going to be able to continue making a living. But how do you go about doing this when really you want to get out of the business, to retire, or to adopt of more balanced lifestyle”. “This is where we come in. Chase Taylor Consultancy offers professional advice and help for owners of businesses who want to make a change to their situation. Our free

consultation process will help to identify the best way forward for your business to ensure it achieves what you want it to. Whether that is for you to retire and use the business as an on-going pension, whether you want to hand it over to a family member or new externally sourced MD, or whether you want to you’re your business outright. Whichever solution you are looking for we can help you to get the best results”. Tel: 01543 404646 – www.chasetaylor.co.uk

Recruitment for succession planning Mat Gibson of Chase Taylor Recruitment tells us how recruiting for succession planning is not simply a case of filling one position. “As Paul says, in the case of succession planning it is rarely a question of simply filling

“Not planning through the changes in a structured way to assess the overall impact on the business can be extremely damaging. It is never just about changing one position, there is always a knock on effect”.

MD’s as a rule don’t train people to take their place – they just don’t “What is the answer then if it is not simply a question of handing leadership of the company to a tried and trusted lieutenant? The fact is MD’s as a rule don’t train someone over a period of time to take their place – they just don’t. But the reality is that this is exactly what they should be doing. Your skills as a leader honed over 20 years cannot be learned in one day by someone who has never held the senior role. Failing to plan is effectively planning to fail; the process needs to be thought through over an extended period of time; there needs to be a structured approach which includes an assessment of all the knock on implications, a recognition of where the skills gaps are in the company, and what training is required to ensure a smooth hand over of the leadership of the business”.

April 2014 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Industry Newspaper

one position. In most cases it can be two or even three positions which need filling, and early and professional planning for this is critical. At Chase Taylor the key thing for us is to identify the skills gaps in any business, to look at what roles need filling and to put a plan in place to help take it forward. Building a whole team is an essential part of a recruitment company’s role with any business, and is something we at Chase Taylor Recruitment have a great background in doing”.

“As we have said many times before, only being involved with the window and door industry is a massive advantage to Chase Taylor and its clients. We have the best pool of candidates available at all levels of business, top to bottom, sales to technical, and we know we can support the industry when people want to make changes to the overall running of their business”.

“There is nothing more satisfying to us than to work with a client to identify their overall needs, and to help them build a solid structure to take them forward. Finding individuals who not only have complimentary skills, but also have complimentary personalities is really important. It is not something to leave to chance, it has to be thought through, your requirements fully assessed, and a professional approach taken”.

Are you looking for an exit strategy?

www.glassnews.co.uk | April 2014

Tel: 01543 404646 – www.chasetaylor.co.uk

Chase Taylor Consultancy announces its new business matching service for owners looking to sell. If you are looking to sell your business rather than implement a full succession plan with you as a part of the process, our new business matching service offers you just that opportunity.

Through our consultation process we create a profile for your business and will proactively market it for interested buyers to look at and review. We don’t get involved in the commercial side of the sale in any way; that is between you and your potential buyer, but we know our service can help you get the best return for all your investment. If you would like to take advantage of this service please get in touch. Paul Linday Tel: 01543 404646 Email paul@chasetaylor.co.uk www.chasetaylor.co.uk

READER ENQUIRY No: 0414/0027

TRADE NEWS

WINDOWS

Haffner adds ITALMAC aluminium machinery

RESIDENCE 9 New ‘timberHITS YOUTUBE look’ window

to its range

Leading machinery supplier Haffner has just signed a sole supplier agreement to become the UK’s official agent for ITALMAC aluminium machinery. Dave Thomas, Haffner’s Managing Director, said, “We are delighted to now be working with ITALMAC and their impressive range of aluminium fabrication machinery will perfectly complement our existing Haffner and Murat ranges.”

For nearly fifteen years ITALMAC has been committed to designing cutting-edge aluminium machinery for doors and windows and has developed a reputation for quality machinery that combines the latest technology with skilled engineering. For Dave, choosing an aluminium partner that complements the Haffner ethos for quality and innovation was the most important thing. He says, “Over the years we have built our own reputation for providing machines that offer real benefits to fabricators. Whether that’s improvement in quality,

reliability or increasing efficiencies, our impressive machinery range offers every solution. Adding the ITALMAC range is another huge benefit for us and our customers and will allow us to support the aluminium fabrication sector to a much greater level.” The ITALMAC machinery range will be showcased at this year’s FIT show on the Haffner Murat stand - 272. Personnel from ITALMAC will be on hand throughout the show to offer live demonstrations and answer any questions that fabricators may have. Dave says, “It’s important for fabricators to see for themselves the considerable skilled engineering that goes into these machines while discovering the direct benefits that the ITALMAC machinery can offer their businesses. Our stand will showcase a full range of all our machinery and is the ideal platform to come and see our new ITALMAC machines.”

As you would expect from Haffner, the new ITALMAC machines are extremely competitively priced and form part of Haffner’s part exchange packages and low rate finance options. Dave concludes “With a recovering economy, fabricators are now regaining confidence in the market and are once again, looking to invest in the machinery. The addition of the new ITALMAC range will allow us to support aluminium fabricators to a much higher level than before. We are delighted to be working with them.”

Cutting Edge UPVC has just launched a striking video promoting the merits of the Residence 9 flush window system, in a distinctive traditional joinery setting featuring company director Mal Whitehurst. Mal Whitehurst is in fact a time served joiner and has run the company’s commercial division since it’s inception fourteen years ago and more recently he has put forward the Residence 9 product for several proposed luxury new build developments. The video entitled New Thinking, Traditional Standards is the first from Cutting Edge on their YouTube channel, as the Staffordshire-based fabricator looks at further anticipated growth in the trade and commercial sectors. Cutting Edge UPVC will also be appearing on www.MyTrade.tv over the coming weeks, with the online TV channel already highly impressed with the video production. Further coverage has been gained by the inclusion of the video in the latest blog by www. doubleglazingblogger.com and through several links via social media. Launched at the latter end of 2013, the Residence 9 system from Cutting Edge has been very well received from customers such as Bradley Scott and the company is now able to offer matching trims on all orders, along with PVCu boards for scribed arched tops. This system has already been successfully sold into premium consumer installations, along with the opportunities that are now presenting themselves in the commercial sector. Richard Hammond, sales and marketing director of Cutting Edge comments: ‘The introduction of a video for our Residence 9 offering is an important part of our marketing campaign. We’ve had considerable success in the first 5 months since it’s launch and we fully expected sales to grow strongly for the remainder of 2014.’ For further information point your web browser at www.youtube.com and type in ‘Cutting Edge UPVC’ then click on the video link. For other information including about becoming a Deceuninck installer then call the sales office on 01782 599955 or e-mail sales@ cuttingedgewindows.co.uk. You can also see their website at www.cuttingedgewindows. co.uk or add to their Twitter following @ CuttingEdgeUPVC.

The new aluminium range is available from Haffner with immediate effect. For more information contact Dave Thomas on 01785 222421. From left to right: Francesco Martini, Dave Thomas, Matteo Bertini and Mattia Marchiotto. The latter two being the owners of the company and Francesco is the Export Manager.

Richard Hammond on set with Residence 9. READER ENQUIRY No: 0414/0028

READER ENQUIRY No: 0414/0029

hits the market

East Anglia based trade fabricator Pyramid Windows have designed and launched a new product to help installers capitalise on the demand for traditional looking windows and doors. Legacy is a ‘timber-look’ PVC-u window manufactured with the Synseal Synerjy system. It has a mechanically jointed outer-frame and is coloured with Pyramid’s exclusive Burnt Oak finish, a shade that was developed in-house by the company. Other authentic features include hand finished astragal bars, a dummy stay and monkey tail handles. If the consumer is looking for more contemporary hardware, there is an option to include a tear drop handle in brushed aluminium. The window may look old fashioned but when it comes to security, Legacy is truly cutting edge. Yale shootbolt locks and a SAC bolt are included, giving enhanced protection against intruders. Another important feature is the Egress Easi-clean Mega Hinge. This uses a ratchet and pin system so it will not ‘pop-out’ – meaning less service call outs for the installer. Ian Cowling sales director at Pyramid discusses the product in more detail.

Ian Cowling.

“There’s a big market for traditional looking PVC-u windows and we wanted to offer our trade customers the opportunity to enter this sector. Legacy is made using modern materials but has a number of features that make it look like an authentic timber window such as mechanical joints, astragal bars and a monkey tail handles. It gives homeowners the best of both worlds – they can have the look of timber but for significantly less cost and no issues such as rotting or peeling.” Finally Ian explains why Pyramid chose the name ‘Legacy’. “The window is designed to last a lifetime – or in other words it will leave a Legacy once it has been fitted. It’s a powerful brand and one that will help our trade customers communicate the benefits of the product to the homeowner.” For more information call Pyramid Windows on 01603 615674 or visit www. pyramidwindows. co.uk.

READER ENQUIRY No: 0414/0030

April 2014 | www.glassnews.co.uk

0414/0031

www.glassnews.co.uk | April 2014

WINDOWS

The UK’s Leading Industry Newspaper

AN ALUSTAR

FRAMEXPRESS

IS BORN

RAISES THE BAR ONCE AGAIN

Kömmerling has just launched AluStar, an aluminium clad outward opening PVCu window based on their market leading C70 Gold® and O70 Gold® platforms, that’s fresh from the Group Research and Development facility in Germany.

This latest development of the hugely impressive C70 Gold® and O70 Gold® systems adds a completely new dimension for finishes. With this new external aluminum cladding system customers can benefit from a near unlimited range of RAL colours, among other impressive features. The system also offers enhanced levels of thermal and sound insulation and extended longevity, particularly when specified with a marine grade powder coated finish. The AluStar technology is not new for Kömmerling, as it is already available on the KBE System 88 product, which can offer U-values as low as 0.6 W/m2K and has been proven on a number of Passivhaus projects. This system has also won the SolVin Award for PVC Innovation in the recycling category, back in 2010. For manufacturers and commercial specifiers, this new hybrid product can be used for projects previously specified in aluminium only, yet with the benefits of lead-free PVCu, including woodgrain foils on the internal face. There’s also the added design option of an Ovolo or Chamfered internal glazing bead, adding to the design possibilities. For the fabricator, the new AluStar product requires little capital investment and integrates easily into existing manufacturing processes, as the aluminium sections are simply cut, punched and applied to the

Georgian style windows have become increasingly popular in recent years with both planners and homeowners looking to add a striking effect to finished projects. frameXpress consequently has seen a steady increase in demand over the last couple of years as customers have grasped the added facet this brings to their business. external face of the PVCu profiles. It can be glazed with a standard 28mm unit or with 36mm and 40mm triple glazed units. There has been considerable excitement in the product from fabricators, as it offers something genuinely unique to the marketplace. With stocks currently in place in the UK warehouse, AluStar could be one of the most innovative new products in 2014 within the glazing industry. Kevin Warner of Kömmerling comments: ‘This is a hugely exciting product launch for us and our customers and is a product aimed at the style savvy consumer and commercial specifier. The interest has been immense already with a number of our leading fabricators ready to start production and is yet another reason why we are so highly regarded for product design and development.’ For information on AluStar including a product specification sheet, call 01543 444900, e-mail enquiries@profine-group.com, log on to www.kommerling.co.uk or follow them on Twitter @kommerling_uk.

READER ENQUIRY No: 0414/0032

SOCIAL HOUSING SECTOR?

WE HAVE THE CONTACTS! 50,000 EMAIL DISTRIBUTION WITH ! 0414/0034

Email for more information: christina@fenestrabuild.co.uk M: 07805 051 322 | WWW.FENESTRABUILD.CO.UK

The astragal bars can be fitted to any product to enhance the look of windows, doors, French doors & conservatories, giving them the traditional Georgian appearance of individual panes. A renovation project in Oxfordshire most recently benefited from astragal bar installation, where planners had stipulated that all replacement windows must be sympathetic to the original appearance of the period home. The homeowners wanted windows with black exteriors whilst the interiors had to be white. The astragal bars were securely fitted using clips which were wrapped around the sealed units while the centre clips incorporated a specially developed adhesive that sticks to the glass in all weathers. Management at frameXpress believes

“As many planners today require the traditional Georgian appearance on period homes to be maintained, the astragal bars make an ideal solution for customers working on renovation projects.”

Did you know?

that the positive trading figures for the astragal bar option stem from the consumer’s desire to upgrade existing properties and add value rather than move home. Those in the frameXpress range are available in white or woodgrain foils and are suitable for both domestic and commercial applications. frameXpress is recognized across the industry for premium quality standards and products, manufacturing a broad range of windows, doors and conservatories in Profile 22 FS70 system. ‘A’ rated products with Secured By Design accreditations are offered as standard with a wide choice of coloured foils available. Ian Davis, Sales Manager at frameXpress comments, “As many planners today require the traditional Georgian appearance on period homes to be maintained, the astragal bars make an ideal solution for customers working on renovation projects. They make a cost effective substitute to multiple window pane alternatives.” Ian Davis continues, “As manufacturers we are recognized for providing the highest quality windows, doors and conservatory products to the industry, which is demonstrated on this project. Being able to diversify and offer customers broacher choice so that they can strengthen their business potential is extremely important to this company.” Our highly experienced team can provide tailored solutions and technical advice on complicated projects irrespective of their size. With practical advice readily available from the experienced frameXpress team on everything from building regulations to energy efficiency is clearly an advantage that is proving positive for the company.” Tel: 01952 581100 READER ENQUIRY No: 0414/0033

Did you know?

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!

For print and online recruitment marketing and an effective media mix, email Christina for further details: christina@glassnews.co.uk April 2014 | www.glassnews.co.uk

0414/0035

www.glassnews.co.uk | April 2014

WINDOWS

TO FABRICATE OR NOT TO FABRICATE – THINK ABOUT IT, SAYS GLAZERITE When a window firm turns its back on fabricating after 30 years, it must have a really good reason. And when a steady stream of companies all shut their factories and turn to the same national fabricator for their frames, it must say something about that fabricator. Wirral-based Hardmans Double Glazing Limited had been manufacturing VEKA for almost as long as VEKA has been in the UK and, according to Director Mark Harman, will probably always use the system. But now, like a growing number of similar companies around the UK, the company buys in from Glazerite Windows and Mark says their only regret is not doing it sooner: “When the recession hit, it became much harder to justify making our own windows. We didn’t really want to stop because we knew we made a good window. I am happy to say, we are not only very happy with the quality of Glazerite’s windows but we also have additional guarantees on such things as units and locks, not to mention the Kitemark, Secured by Design and CE Marking on everything, ensuring we meet all of the new legislation now required to install windows and doors.” “Glazerite also gives us a very good support package, they are always there ready to help if we need any technical support and in general we have a very good working relationship. Now, just under two years since making the move, our business is back to where it was before the recession and I just wish we had not held out as long.” Hardmans is only one of a steady succession of companies shutting down their factories and turning to Glazerite, and Jason Thompson, Glazerite Director, says they are ready to talk to any other company: “It is probably the best choice for a majority of

The UK’s Leading Industry Newspaper

SHARPENING UP WITH

DECEUNINCK

small and medium fabricator/installers in the industry today. But, just like Hardmans, many may be reluctant to make that leap of faith, even if only because of tradition or sentiment. At Glazerite, we would be happy not only to help companies to make that change and support them afterwards but also to help them to weigh up the facts and figures to make an informed decision in the first place.” “Of course, it would not be the right decision for every company – and there would be little hope of turning back if they got it wrong – so it is important to balance all the plusses and minuses before coming to a decision. Of all the exfabricators we now supply, I believe none have seriously regretted it though we hear stories of some elsewhere in the industry who have.” For this reason, he also stressed the importance of the one decision that must come before all the others – which fabricator to go with. Also a part of that decision must be whether to stick with the same PVC-U system, because without in-house manufacturing, there is no longer the same long-term commitment to one system: “There are many fabricators both good and bad, so the best advice here would be to talk to other people who have gone down the same route. Ask them how happy they are with their fabricator and whether they would choose the same ones if they did it all again. As to the choice of PVC-U system, we remain 100% committed to VEKA because we believe there is none better, either for us or our customers, plus of course the option to apply for membership of Network VEKA.” “There are very many things to consider in deciding whether to put manufacturing behind you but with the right information and advice, it could be the best decision you will ever make for your business.” www.glazeritewindows.co.uk READER ENQUIRY No: 0414/0036

NEW BUILD OR COMMERCIAL SECTOR?

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After listening to the needs of their customer base for shorter lead times and a great range of foiled finishes from stock, Staffordshire-based fabricator Cutting Edge UPVC, has introduced Deceuninck as additional system to their already impressive product range, which also includes Residence 9.

Richard Hammond, sales and marketing director of Cutting Edge comments: ‘This is an important investment for Cutting Edge to introduce what we believe is one of the most innovative and consumer savvy systems companies in the UK. Combined with our renowned service levels and attention to detail, we now have a wonderful offering for installation companies.’ For further information about becoming a Deceuninck installer with Cutting Edge then call the sales office on 01782 599955 or e-mail sales@cuttingedgewindows.co.uk. You can also see their website at www. cuttingedgewindows.co.uk or add to their Twitter following @CuttingEdgeUPVC.

Initially, Cutting Edge will be manufacturing Deceuninck’s 2800 decorative suite, which has proven to be one of the most popular window and door systems of its type in the UK. In keeping with the growth in demand for a wider range of finishes, Cutting Edge will offer nine foiled finishes from stock, along with white including the latest Nut Tree (Mocha) woodgrain. Given the range of colours from stock, Cutting Edge will also be offering trims in all 9 foils as part of a finishing pack, clearly showing a real focus for the needs of their customer base. Deceuninck’s KPI’s for the last 12 months show that they can deliver all these colours on time and in full to world class standards, an important benchmark for Cutting Edge. Through the new Deceuninck partnership, Cutting Edge will be able to offer customers an impressive marketing support programme which includes use of the new PricePad software, along with a comprehensive, bespoke brochure package. This includes the offer of a personalised consumer brochure with colour, text and image options along with the ability to add new logos.

From left to right: Richard Hammond of Cutting Edge with Roy Frost of Deceuninck. READER ENQUIRY No: 0414/0037

WIN!!! Glass News HAVE 10 pairs of tickets to give away! Win a pair of tickets to The Scottish Homebuilding & Renovating and Home Improvement Show. The show is back at the SECC, Glasgow on 17 & 18 May 2014. Visit: www.homebuildingshow.co.uk/scotland. Email your interest, first come, first served, for the tickets: christina@glassnews.co.uk. April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

WINDOWS

SCHUECO AVANTEC SIMPLYSMART CONCEALED FITTINGS OFFER REAL BENEFITS New from the UK’s leading building systems specialist, Schueco UK Ltd, is AvanTec SimplySmart, a comprehensive range of concealed fittings for all types of Schueco aluminium inward opening windows – tilt/ turn, side-hung and bottom-hung. Developed with the needs of the fabricator firmly in mind, the Schueco AvanTec SimplySmart range successfully combines contemporary design with functionality in use and includes a world first: a fully concealed fitting which allows a window to open a full 180o (previously, 90o was the maximum possible angle of opening). Another benefit is that Schueco AvanTec SimplySmart fittings deliver high corrosion resistance right across the range, with core parts protected to Grade 5 EN 1670, making them suitable for use outdoors in exceptionally severe conditions. But for fabricators, perhaps the key advantage of the new Schueco AvanTec range is that the actual installation process has been made as fast and as intuitive as possible. This is shown most clearly in new clip-on technology which enables Schueco AvanTec SimplySmart fittings to be directly installed without preparation to the vent corners. This means that concealed functional components – such as corner pivots, stays or locking

www.glassnews.co.uk | April 2014

rollers – can be put in place without the use of tools, resulting in savings in fabrication time. Additional efficiencies in such time-critical fabrication processes as the insertion of the centre gasket and the glazing rebate insulation, streamlines the production of windows and enables further time savings to be made without the need to compromise on quality. As might be expected, the fittings are extremely robust and can support vents with a maximum size of 1700 mm wide x 2100 mm high and 1000 mm wide x 2500 mm high. Specific fittings are available for tilt/turn systems weighing up to 130 kg,160 kg and 200 kg. Now even large opening windows with heavy triple glazing or sound insulation units are possible. A variety of finishes and handles, with or without key-locking, are available As a result of their advanced design, Schueco AvanTec SimplySmart fittings can also be used to retrofit existing window units with additional security if required delivering burglar-resistance up to RC 2 of EN 1670. Finally, the range includes a number of ancillary products that have been designed to improve safety. These include opening limiters, stays and turn locks. Schueco AvanTec SimplySmart fittings have already won a 2014 IF Product Design Award. For further details of the full range of Schueco AvanTec SimplySmart fittings, please e-mail mkinfobox@schueco.com. READER ENQUIRY No: 0414/0039

0414/0040

WINDOWS

The UK’s Leading Industry Newspaper

NEW Interbar & Fittings to complement Thermobar Warm Edge Spacer Thermoseal Group, the UK’s leading manufacturer of warm edge spacer, has released a new range of internal spacer bar and fittings in sizes 11.5mmx18mm and 15.5mmx18mm that will allow customers to simulate traditional multi-pane Georgian windows with Thermobar. By creating a grid of Thermobar Interbar (sometimes referred to as Muntin bar), sealing it within a unit and then attaching a Georgian Surface Mount bar to the outside of the unit, customers will be able to create the appearance of a multi-paned window. Thermobar Interbar has been developed using similar technology to Thermoseal Group’s Warm Edge products, consequently the Interbar offers a superior thermal efficiency than traditional aluminium Interbar systems. Interbar fittings have also been developed alongside the new Interbar profile in order to achieve a seamless fit whilst ensuring that the colours match perfectly. The adjoining centre keys (cruciform) and edge keys have been reinforced with stabilising bars to optimize the rigidity of the unit. The bespoke centre keys also come with the option of round buffers to eliminate the chance of rattle within the unit. Mark Hickox, Thermoseal Group’s sales director had the following to say: “We’ve listened to our customers’ requirements

for warm edge fittings that will outperform aluminium alternatives and have added Thermobar Interbar to our product range accordingly. The Interbar range is initially available in black, but we will introduce additional colours to suit our full range of Thermobar products. We now manufacture a wide range of fittings for warm edge spacer available in sizes to suite our Thermobar range including: Bespoke Corner Keys; Flexi Keys; Gas Keys and fittings; Straight Connectors; Duplex Fittings, and now Interbar. We are committed to innovating new warm edge products and to expanding our current ranges to suit our customers’ needs whilst allowing greater flexibility and choice when they come to manufacture sealed units”. For further information about Thermoseal Group and its comprehensive range of insulated glass sealed unit components and sealed unit manufacturing machinery, call 0845 331 3950 (International Calls: 0044 121 331 3950), e-mail sales@thermosealgroup.com or visit the new interactive website and mobile platform at www.thermosealgroup.com. READER ENQUIRY No: 0414/0041

100% OF HOMEOWNERS

WANT THEIR OWN BFRC ENERGY RATING CERTIFICATE

BFRC asked 523 randomly selected homeowners in England and Wales whether they wanted a Homeowners Energy Rating Certificate – and all of them (100%) said ‘yes’. This BFRC certificate is specific to the property and the products purchased and will feature the installers name and date of installation as well as the well-known ‘rainbow’ colour label. The ratings displayed will be ‘A+’ to ‘C’ for windows and ‘A+’ to ‘G’ for doors. It is the only such certificate available in the UK glazing sector. This certificate is a valuable new marketing tool for installers. Issuing of the certificate can be promoted by the installer to the homeowner as a value added benefit of using that company. It will also link the new windows or doors supplied with the installation company and could facilitate ‘word of mouth’ recommendation.

It is issued at the same time as the FENSA certificate and can be supplied with no extra administration for the installer. Just tick the box at the point of notification on the FENSA website. It costs just £1.50 (ex VAT). “The industry asked for a window energy rating homeowner certificate – and here it is,” commented BFRC MD Chris Mayne. “With all homeowners asked wanting one too it shows how right our installers were.”

VBH Adds Yale Blade Window Lock to Range VBH has added Yale’s Blade security window lock to its range of locking systems for outward opening windows. The company describes the product as ‘a totally new concept in casement window locking.’ Instead of traditional mushroom cams and shootbolts, the product features a rotating blade that projects from the Eurogroove to lock behind the striker plates on the frame. Because the rotating blade covers much of the length either side of the gearbox there is a great deal of flexibility in the positioning of the striker plates, which speeds up production time and cuts down on keep positioning errors. When in the open position the rotating blade is fully retracted into the Eurogroove housing. The lack of mushroom cams reduces the instances of multi-system fabricators needing to stock different versions for each profile; only the backset is variable. VBH claim that Blade is quick to fit with central fixings and a single screw fixing at either end as standard. This reduces screw consumption, although double screw end fixing is available to special order if preferred. Blade is suitable for sashes from 250 – 1599mm and is also available with an offset handle position to order. VBH Marketing Manager Gary Gleeson states ‘VBH already stocks the widest selection of Yale products for our market in the UK and we’re pleased to add Blade to our offering. Not only is Blade strong, but it is built to last, too. Endurance testing to 30000 cycles and a corrosion resistance rating of 240 hours (BS EN 1670 Grade 4) are proof that it will stand the test of time. In fact, Yale are so confident in Blade that it is sold with a 12 year Yale guarantee.’ Call VBH on 01634 263300 or visit the Downloads page of www.vbhgb.com for further details.

CUSTOMER SERVICE QUESTIONNAIRE SPELLS SUCCESS FOR GLAZERITE It’s that time of the year again for Glazerite Windows Limited, conducting their annual customer service questionnaire. Measuring satisfaction amongst their loyal customers, the results are in, and with 38 questions in total all receiving an average rating between good and excellent it’s a positive endorsement for the nationwide trade manufacturer. Giving customers the opportunity to provide feedback on all areas of the business, everything from sales and administration to product quality and delivery were open for discussion. Not only that, customers were able to make suggestions about products they feel should be added to the Glazerite range. So what do the results look like? With an abundance of positive feedback coming in from a wide and diverse range of customers, the best way to gage how customers feel about Glazerite is to look at the repsonse to the question: “Would you recommend Glazerite to another company?” 100% of respondents answered yes with comments such as, “Yes, but not in my area as I would not want our competitors offering such a quality product range.” Happy with the results, Glazerite Director, Jason Thompson, says that while there’s a lot to celebrate he’s also looking forward to taking the opportunity to improve. “Whilst it’s nice to receive positive feedback it is also crucial to highlight areas of improvement,” he admits. “We’ve listened to our customers and their valued feedback and any areas in need of improvement are being worked on as we speak.” One area of improvement relates to the training provided for Glazerite’s aroundthe-clock online ordering system. Making note of the feedback, with immediate effect the company is beginning regional training programs, the first is confirmed to take place at VEKA’s PLC. Headquarters March 19th.

For more information please contact BFRC direct on tel: 020 7403 9200 or email: enquiries@ bfrc.org.

“We just want to thank everyone for taking part in the questionnaire, and for providing us with the information to continue to offer a great service to our customers,” Jason concludes. www.glazeritewindows.co.uk

READER ENQUIRY No: 0414/0042

READER ENQUIRY No: 0414/0043

READER ENQUIRY No: 0414/0044

April 2014 | www.glassnews.co.uk

WINDOWS

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REACH 50,000 PEOPLE WITH...

FORTNIG HTLY

MAJOR BUILDING COMPANIES: 9% (WE MAIL TO 4,500)

House Builders

TALLEST TIMBER BUILD GOES FOR PVC-U FROM GLAZERITE & HARDMANS

It may be Europe’s tallest timber-framed building but the designers chose PVC-U for the windows for the prestigious Other Falkland House student accommodation complex, recently completed in Liverpool’s fashionable Islington district. Major Building Companies

ONLIN

PUBLICAT E ION!

OTHER: 3%

Property Developers Major Property Maintenance

ARCHITECTS & SPECIFIERS: 34% (WE MAIL TO 17,000)

Standing at eight storeys tall with more than 100 bedrooms, apartments and studio Fabricators & Installers Construction & units, the innovative styling of the complex Building Projects is complemented by grey on white casement Builders & Contractors Social Housing windows in VEKA Matrix 70 from Glazerite Public Sector Windows Ltd and installed by Hardmans Retail Developments Double Glazing Ltd of Wallasey. The use of Architects & Specifiers acoustic glass throughout also means students can also expect some peace and quiet in this bustling part of the city. BUILDERS & CONTRACTORS: 26% Tenders & Planning Approvals

FABRICATORS & INSTALLERS: 28% (WE MAIL TO 14,000)

All Material Window, Door & Conservatory

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Glazerite Director Jason Thompson says structural timber buildings are growing in popularity and the combination with PVC-U windows is a common choice: “It shows very clearly that even when architects choose natural materials for the structure, the benefits of PVC-U still make it first choice. “Islington is one of the region’s most prestigious regeneration areas and Falkland House is one of its most striking features so we are very proud that our windows have

been chosen as such an integral part of it and that our customer Hardmans was chosen to carry out the work.” Falkland House is made up of 66 en-suite bedrooms with common rooms and kitchen/ lounge facilities, plus 40 studio and one- and two-bedroom apartments. The frames were made at Glazerite’s North West facility at Bolton. Glazerite, the UK’s largest VEKA trade fabricator and a prominent Network VEKA member, also has its main factory and HQ in Northamptonshire as well as a distribution hub at Avonmouth to serve customers in the South West. The Falkland House work has also brought long term benefits to Hardmans. Since gaining the contract, the installer has won and completed two further contracts for student accommodation work in neighbouring Cheshire and is in the tendering process for two others around the UK. www.glazeritewindows.co.uk READER ENQUIRY No: 0414/0046 0414/0047

www.glassnews.co.uk | April 2014

TRIPLE GLAZING QUESTION

The UK’s Leading Industry Newspaper

Speakers announced for the Triple Glazing Question The Triple Glazing Question announce an impressive line up of speakers for its live debate which took place on 10 April at the Ricoh Arena. “We’ve covered every step in the supply chain,” says Andy Jones, managing director at Edgetech UK, hosts for the Triple Glazing Question, a Quanex Building Products seminar. “As hosts we knew having an open forum was vital for the quality of the debate. Speakers will open up discussion about their specific areas of expertise. So we have representation from glass and PVCu systems companies, fabricators and installers, as well as machinery and software experts.” Talking technical we had Steve Scrivens from Guardian Glass and Mark Barsby from

VEKA. Between them they covered amongst other issues toughening the centre pane, external condensation and unit size. As well as asking the question can we achieve the same with clever double glazing? They were joined by Grant Stratford from hardware specialist Yale who talked about the issues of increased weight and window design. Nigel Rees gave the GGFs view on Government legislation and standards. He was followed by construction expert Chris Ashworth from Competitive Advantage discussing how energy efficiency is a key driver for change in construction. Looking at manufacturing we had machinery experts Joe Hague from Promac and Hegla’s Steve Goble, and joining them was software specialist Malcolm Searle to offer insight into the process management of making triple glazed IGUs. Gaby Mendham of EcoGlass talked about the practical impact to her business as an IGU manufacturer. Heading up the window fabrication debate we had two very well known companies in the industry – Emplas Window Systems and Lister Trade Frames. Mike Crewdson and Mark Warren looked at the implications not

KÖMMERLING ASKS A TRIPLE QUESTION only for manufacturers but also for their installer customers. Headlining the sales opportunity debate was Chris Carter from Everest Home Improvements. He discussed the impact of its massive advertising campaign for triple glazing. As well as this impressive line up of speakers, there were opportunities for questions to be raised throughout the day, and there was instant polling of all delegates on questions as they come up using interactive keypads. Andy adds: “The Triple Glazing Question is already stimulating an energetic discussion on social media, and we believe this, along with the number of attendees, shows there is strong interest in the debate from the industry.”

READER ENQUIRY No: 0414/0048

REFRESHINGLY HONEST

Martin Althorpe, technical director at Spectus Window Systems gives a frank and honest overview of where triple glazing fits into the UK market, and how it will impact on the consumer consciousness…

“The arguments for and against triple glazing for the UK will not be answered overnight. As with many other innovations we are still learning, and the industry needs more time before it settles. Yet one thing is clear, there is demand for the product; whether this is industry or consumer led is open to debate.

Fact Not Fiction

Supporting Consumer Choice

“We should all make decisions based on facts, not gut feelings. We need to look at the achievable savings in energy consumption and compare them to the extra cost and embedded energy of the triple glazed option.We can argue about the UK’s window designs and the construction and insulation standards of our housing stock compared to our continental neighbours but we must also be realistic; look at our climate and the way we use our living spaces, how we furnish, heat and ventilate them.

“Some consumers may instinctively feel that triple glazing makes sense. While they aren’t wrong, they’re not entirely right either. The financial savings for an upgrade from decent double glazing barely justify the outlay. Fantastic results can already be achieved with double glazing, low emissivity glass and multi-chambered profiles, and for some homes it may even be a better choice. We should not stand by and allow a marketing gimmick such as “Three for Two” to push an inappropriate product onto unsuspecting buyers. Neither should we dig in our heels, and refuse to listen to a genuine desire for more sustainable, energy efficient homes.

“Taking all of this into consideration, the facts suggest only a limited set of circumstances where triple glazing makes sound financial sense for the UK: • For new buildings achieving PassivHaus standards • For properties with large expanses of glass

New Build Matters “This is the situation today but the construction industry is changing. The current Code for Sustainable Homes and the zero carbon initiative will mean that for new build, effective triple glazing will become more desirable. Consequently, as it becomes more commonplace in new homes and buildings it’s likely that an increasing number of consumers will demand triple glazing for older housing stock.

“Not all consumers are motivated solely by cost. Some have other agendas and if they are prepared to do their bit – reducing carbon emissions through moderate improvements in their home’s energy efficiency – we should be prepared to back them. At Spectus Window Systems we have a range of triple glazing options including 36mm, 40mm and 44mm. We believe it’s about consumer choice but we also believe that the consumer’s choice should be fully informed.”

The company also took the opportunity to show off their impressive new aluminium clad AluStar system in a triple glazed format on stand 18. Triple glazing is nothing particularly new for Kömmerling’s profine Group, given their standing as one of Europe’s most technically advanced PVCu systems companies. In Germany triple glazing is far more widely used, although window styles are typically tilt and turn, with systems such as KBE System 88 capable of u-values as low as 0.6 W/m2K. This is in contrast to the history and Britishness of casement windows, which dominate the UK market in a double glazed variant. Kömmerling’s C70 and O70 Gold® systems, along with their AluStar options are all available in triple glazed formats, incorporating either 36 or 40mm glass units. Triple glazing compared to double glazing is far more energy efficient and provides for better sound insulation. The same can also be said for the fact that Kömmerling’s systems are 5 chambered unlike the majority of the market which still offer 3 chambered systems. Kevin Warner of Kömmerling comments: ‘It was be an interesting debate and one that we’re actively involved in, as product innovation including triple glazing is very much part of our brand ethos across the globe. It’s inevitable that window and door systems, along with glass specifications will have to improve over the coming years.’ For information on Kömmerling, call 01543 444900, e-mail enquiries@profinegroup.com, log on to www.kommerling. co.uk or follow them on Twitter @ kommerling_uk.

What do you think? Spectus Window Systems would love to hear your thoughts and views, tweet us @SpectusWindows to have your say #tripleglazingq. READER ENQUIRY No: 0414/0049

See our letters page on page 82. Join the debate! 28

Kömmerling are the latest high profile company which joined the Triple Glazing Question debate.

READER ENQUIRY No: 0414/0050

April 2014 | www.glassnews.co.uk

0414/0051

www.glassnews.co.uk | April 2014

GLASS NEWS INTERVIEW: DECEUNINCK

The UK’s Leading Industry Newspaper

Roy Frost:

Growing fast by helping customers

release their ‘hero within’ It never ceases to amaze me that so many of our large and influential companies are tucked away in idyllic parts of the country. Meandering through the market towns of rural Wiltshire to find one of our major extrusion manufacturers prompts the obvious question: why? Now there’s nothing wrong with it at all, in fact it makes for a pleasant place to work away from the hurly burly of the industrial heartlands, and on meeting up with Roy Frost, Deceuninck’s Managing Director for the UK, it was an obvious first question.

It’s a great place to have Deceuninck’s HQ in this country but it begs the question, why? I know what you mean! On the face of it, it seems slightly incongruous to be based in some of the loveliest of English countryside but there’s a very good reason. At the beginning of the 80’s, Deceuninck was one of the pioneers of PVC window frames in the UK, under the name Deeplas. At the time, Deceuninck profiles came to the UK via the Ostend/ Zeebrugge-Dover ferry and many of the first customers were located in the South of England. So Wiltshire didn’t seem too

far away from Deceuninck’s Belgium HQ. It’s also been said that when Deceuninck UK was set up, Arnold Deceuninck, a keen shot and enthusiastic hunter, found Wiltshire’s field sports appealing and thought: “That’s the place to be!” It’s really no more scientific than that! Although in practise, we’re very close to the M4 with access to the whole of the UK’s motorway network, so it works.

With all the travelling you’re doing you probably have little opportunity to be here... Since joining a year ago my car has pretty much been my office. But it has been important to visit our customers and, prospective customers. Deceuninck had fallen a little below the radar in recent years.

Yes, it seems that with an excellent product range, and with innovations being launched into the marketplace, Deceuninck was still a bit invisible. I take it that your arrival was as a direct consequence of that? I was absolutely delighted to be invited to take over the UK arm of such a prestigious company. My experience at the coalface of manufacturing, and sales and marketing, fitted Deceuninck’s criteria for an MD.

A match made in heaven, then? A bit over the top! But let’s say it seems to suit both parties.

Can we talk a bit about your background because you’re actually an engineer by profession? After graduating, my first job was with Yorkshire Switchgear as a Manufacturing Engineer but the bulk of my career has been in this industry and, in the main, at Everest. The experience at Everest was key, working up from factory manager at both Kent and South Wales to being a main board director. I am very comfortable in big, quoted businesses.

And Deceuninck certainly fits the bill. A 76 year old company turning over E536.5 million with markets across the world. But very different to the retail focussed Everest? It is, but a great deal of what I’ve learned at Everest has helped me understand what can and cannot be done with a systems company like Deceuninck....

For instance, branding? Everyone seems intent on trying to get their brand recognised by the public.... But not at Deceuninck. I understand what it takes to promote a brand: the time and effort and, particularly the cost. It’s one thing to promote the brand with a vertically integrated business but totally different when selling through the trade. Brand building is, essentially, about selling to the public whereas our philosophy is to do all we can to help our trade partners sell to their customers. We don’t have an end product. We’re a trade supplier and rely on our fabricators and their installers to get our product to market. So surely it makes sense to help them sell? If both the fabricator and installer have successful businesses, then so do we. Deceuninck is a way of doing business - a partnership, not just a premium product range.

So let’s talk a bit about the ways you work with the trade... I could wax lyrically for hours on that subject! However, I’ll try and keep it brief although if fabricators want the full picture, I would ask them to call me.

April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

GLASS NEWS INTERVIEW: DECEUNINCK

We’ve been in the UK for over 30 years and make our profile to a higher standard than the industry standard. That means our customers fabricate better and with less waste. We have an unrivalled, personal service and pride ourselves on efficiency and reliability. Many systems company spend inordinate amounts on of money on acquiring customers, but where will they be in 3 years time? Fabricators need a system company that grows organically and is here for the long term...76 years and many more to come.

And presumably marketing support? The marketing support we offer is second to none and all based on helping our customers gain customers and sell product. Apart from bespoke brochures designed to help sell to the homeowner, technology forms a huge part of our offering. SynergeBuild gives our customers control of their accounts and their orders, 24/7. We provide Energy Saving calculators to prove to the homeowners that savings can be made; PricePad provides a way of putting together professional quotations and emailing them to customers in minutes - it really engages customers and that is essential in the sales process. We help with great tailored brochures that differentiate Deceuninck installers and help them sell. Our web design experts help provide proper websites, not just web pages, and help customers with their Google Places listing. There really is too much to talk about here....it would need a separate article!

So let’s move on to products. You offer profile in three designs as opposed to the normal two? Traditional, Heritage and Contemporary profiles, plus Autentica which is a unique system with decorative additions and mouldings. Also, our unique monorail sliding door system. Deceuninck has always been known for ‘pretty windows’ and kerbside appeal is very important. We’re proud that we have that reputation.

While I was wandering around your showroom, it was the Colour 360 range that caught my eye. I

must admit, I thought Deceuninck had gone into aluminium extrusion for a moment! Our paint development team in Belgium has done a fantastic job with our paint system, such that it will, in time, outstrip the foils in popularity. It’s called 360 because literally every part of the profile is coloured...no white openings! The window looks just as good open as closed.

It was the textured, matt aluminium look that caught my eye... It looks like aluminium but has all the thermal benefits of PVC-U. It’s already proving to be a winner.

You have also patented a new Glass Fibre technology? It’s groundbreaking, removing the need for steel reinforcement. The bottom line is that Glass Fibre Linktrusion technology makes windows which are strong as steel reinforced windows, but 30% more thermally efficient, with up to 40% saving on materials and weight. And all 100% recyclable at the end of life.

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And where does Deceuninck go from here? We have the products and the marketing assistance, allied to a very personal service. We can help fabricators grow their businesses with a partner that’s here for the long term. We will continue to innovate when it comes to product and we shall always treat our customers as valued partners. It’s no secret that Deceuninck, although always having great products and service, had lost some visibility. My job is to raise the profile...no pun intended! Last year we, and our customers, grew 20% faster than the market and I believe we shall grow organically and hold a 10% market share within 3 years.

It has been a pleasure to meet you and thank you for being so frank about Deceuninck. We wish you well for the future.

READER ENQUIRY No: 0414/0052

COUNTDOWN TO the FIT SHOW – 10, 11 & 12 June

GLASS NEWS COUNTS DOWN TO THIS YEARS

FIT SHOW!

It’s amazing to think that a year has gone by since the first FIT Show and now, here we are, just two months away from the second FIT taking place from the 10th to the 12th June 2014.

Can it possibly be as good as the first show? The way things are shaping up, 2014’s FIT is going to be even better. You can sense a buzz of excitement both from first year exhibitors keen to return to Telford and from those that have now joined in for this second event. New exhibitors mean that 2013 was recognised as a success: repeat exhibitors states that it was very worthwhile. And what are we looking forward to? There’s the promise of new product launches, a good mix of seminars in a considerably enlarged FIT Theatre with the opportunity to learn something new, and the Master Fitter Challenge - who will take Arron Clegg’s crown this year? Not forgetting, of course, one of the great social

The UK’s Leading Industry Newspaper

LINIAR – BACK, BIGGER & BETTER THAN EVER With only a few months to go until this year’s show in Telford, plans are well underway at Liniar to return even bigger and better this year. With two adjoining stands in Hall 3, Liniar will be encouraging visitors to come and see the new range of products it is bringing to this

year’s show. These include a brand new concept in bi-folding doors, new patio door features, and a range of new and innovative products for its Zoom conservatory roof system. Building on last year’s success, the company has virtually doubled its exhibiting floor space to accommodate its ever-growing range of products and to welcome more visitors to its stand. “Like everyone else, we were amazed and delighted at the number of visitors to the FIT Show last year, and we’re

occasions, the FIT Gala Dinner, featuring the hilarious Nina Conti. An innovation this year is First FIT, a low cost entry level stand for those wanting to test the water and not miss out on the opportunity that FIT affords. A great idea, giving everyone in our trade the opportunity to be part of the show.

convinced that this year will be even better,” says Howard Hirst, Liniar’s Sales Director. “It’s been a busy year since the last FIT Show, with lots going on at Liniar, so we feel fully justified in almost doubling our floor space. The exhibition gives us a great opportunity to showcase our whole range of products, many of which once again will be brand new. Howard continues: “Those in the fabricator and installer market who already know us will not be surprised at the speed and regularity with which we bring new products to market. For those who don’t know us, this is the ideal opportunity to come along and find out what we have to offer”. Liniar will be exhibiting at the FIT Show in Hall 3 on stands 334 and 350 in Telford from 10-12 June 2014.

See you there! See us at stand: 126.

To find out more about Liniar products in the meantime, please visit www.liniar.co.uk. READER ENQUIRY No: 0414/0053

Liniar’s impressive stand at the inaugural FiT Show.

READER ENQUIRY No: 0414/0054

Selecta Systems – Fit & Ready Selecta Systems have signed up to exhibit at the second edition of the Fabricator Installer Trade Show and plan to exclusively unveil a brand new product, amongst several other company offerings. Previously stalwarts of Glassex where they exhibited at every show, Selecta Systems view The FIT Show as a natural progression, an industry requirement and an integral piece of their overall sales and marketing strategy. Having successfully launched the Advance 70 Sculptured System last year, Selecta are more than happy to continue their association with the industry’s newest national showcase. It will be another busy three days for Selecta as they prepare to promote their quality,

thermally efficient and aesthetically pleasing Advance 70 Window and Door System and a new range of contemporary Ready-2-Fit Composite Doors combined with traditional styles with modern glass designs. They’ll also be displaying their Ready-2-Fit Bi-fold and Patio Doors with the launch at the show of a complete new Ready-2-Fit specific product. Sales & Marketing Director, Mark Richmond, has outlined Selecta Systems reasoning for committing to FIT second time around: “Our objective is to support the industry foremost, whilst also promoting the benefits of being a Selecta customer. Ideally, coming away with a positive reaction and a book full of leads would be ideal. We are not there to make up the numbers, we are there to show the industry what a fantastic range of products we provide, combined with an excellent personal service all from a friendly, approachable, caring system supplier.” Selecta Systems will be on Stand 142 Hall 1 at the FIT Show from 10th-12th June 2014. READER ENQUIRY No: 0414/0055

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COUNTDOWN TO the FIT SHOW – 10, 11 & 12 June

A+ rated foam tape solutions from ISO Chemie at FIT Show

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THE FIT SHOW EXHIBITOR DAY DRAWS A CROWD DESPITE THE BAD WEATHER Braving the unpredictable British weather, 160 attendees from companies exhibiting at this year’s FIT Show made their way to the Telford International Centre for the Exhibitor Briefing Day this past month, to meet with staff and contractors as well as to learn about what to expect from the awardwinning trade show’s second appearance. Against a back-drop of banners showing FIT Show ‘stars’ taking part in FIT’s movieinspired promotional campaign, and with the help of exhibition industry expert Austen Hawkins, the FIT Show team informed an ‘all ears’ audience of the show’s plans for 2014. Also included was an update on Telford’s new entertainment complex and confirmation of some 1300 extra car parking spaces was met with much approval.

ISO Chemie’s iso³ system will feature at the FIT Show.

ISO Chemie, one of Europe’s leading producers of foam sealant tapes, will be displaying its A+ rated window installation systems at the FIT Show 2014 (Stand 380). The iso³ system is based around the European RAL principles of three level sealing - external seals provide weather resistance and breathability while the intermediate seal provides extra thermal and acoustic properties and the internal one air tightness and humidity regulation. All three levels are designed to accommodate movement between the adjacent materials. It features a combination of materials which can be mixed and matched to suit the individual installation including the ISO-BLOCO 600, and ISO-BLOCO HF tapes, and window foil Vario SD. The ISO-BLOCO One foam sealing tape - available with a 10 year performance guarantee – is also part of the system, enabling installers to easily seal windows from inside the building, avoiding the need to use time consuming and costly external access systems like

scaffolding and ladders. This offers a single ‘fit and forget’ solution for fast and effective sealing based around the European RAL principles of three level sealing - the inside seal area is more airtight than the external one, allowing any trapped moisture inside the joint, or within the wall, to escape outwards rather than into the building. Peter Thompson, ISO Chemie’s general manager, said there are a lot of focus within the industry around thermal and acoustic insulation and the importance of air tightness. He said: “Despite advances in glass and window frame technology that delivers first class thermal insulating properties too many applications - and customers - are being let down by second rate installations.” “In its production country of Germany, by using the ISO-BLOCO One product to seal your windows and doors, rather than silicone, it has been shown that the average house will save over 200 litres of heating oil per year. Now that is both measurable and substantial. Installers deserve the best possible insulating products to save energy and money for customers.” “Our iso³ system represents the latest in high performance sealing solutions, which utilise

‘smart’ foam technology impregnated to create a measurable U-Value as low as 0.6w/m2k, giving superb thermal insulation and acoustic sound reduction by 44dB.” “As these tapes are weather tight against driving rain, even to Violent Storm Force 11 wind speeds, installers will see how they can quickly apply our tapes around the frames. This will provide them with the assurance that they have completed a comprehensive ‘A’ rated installation rather than just supplying an ‘A’ rated window. This is a benefit that can be sold on to create more sales and save more energy for customers and property owners.” ISO-Chemie is one of Europe’s main producers of impregnated foam sealants, specialising in the manufacturer of foam products from polyethylene (EPE), polypropylene (EPP) and polyurethane (PUR) using the latest production techniques. The company’s UK technical and distribution operation is based in the North East of England, supported by a dedicated logistics service to ensure customer orders are completed as quickly and efficiently as possible (usually next-day delivery). www.iso-chemie.co.uk READER ENQUIRY No: 0414/0058

FIT Show Managing Director Paul Godwin told guests that exhibition space had once again been extended and Hall 1A now offered some excellent opportunities for late bookers. He then went on to encourage guests to understand the importance of their role in promoting The FIT Show, with more than 80% of last year’s exhibitors carrying the FIT Show logo and other promotional material. The motivational speaking of industry expert Austen Hawkins reminded guests of the dos

The FIT Show Exhibitor Day proved a success once again with the help of exhibition industry expert Austen Hawkins.

and don’ts of exhibiting in a superb hourlong presentation that had many furiously taking notes whilst others requested his attention afterwards to gain more insights. With everything from the ‘awesome power of marketing’ to brand building and appointing your stand ‘dream’ team, the presentation has since been added to the Exhibitor download section of the FIT Show website for use by all exhibitors when preparing for the event. With further presentations from N200, who demonstrated the brand new smartphone app introduced to scan visitors at this year’s event, Tom Gray of the Southwater Event Group, who spoke on Telford’s new bar, hotel, and car park developments, and FIT Show operations executive Joanne Smith, the programme closed with a marketing update from Simon Iredale, Creative Director of FIT Show’s marketing agency Motionlab. READER ENQUIRY No: 0414/0059

Connaught’s FIT Show stand will showcase the options to customise a conservatory Connaught Conservatory Roofs’ stand at this year’s FIT Show will showcase the options that they offer to enable homeowners to customise their conservatories. The highlight of Connaught’s stand will be the Guardian Roof, the company’s best selling solid roof. The Guardian Roof is perfect for homeowners with ageing, thermally inefficient conservatories. It’s a lightweight and thermally efficient solution (it has a U value of just 0.18) that can be configured to all conservatory styles. The roof is LABC approved and Connaught has partnered with Rotherham Building Control Consultancy to offer installers a quick and

straightforward route to getting building regulation approval on your project. As well as the Guardian Roof, the Connaught team will be on hand to discuss the full range of pergola and solid roof options plus products for customising conservatories. These include Loggia Prestige, a competitively priced package that transforms a standard conservatory and improves thermal efficiency by up to 30%. Loggia narrow columns, the Prestige insulating pelmet and LivinLight insulate the areas of a conservatory that traditionally lose the most heat: the eaves, beam and ridge. The columns elegantly clad a conservatory, totally transforming its look both inside and out. The pelmet runs around the ceiling in the interior and comes with optional downlighters to help create interesting lighting effects. The LivinLight sits underneath the ridge, helping to add lighting interest and improving insulation.

You can now offer your customers a glass extension rather than a standard plastic box, adding the ‘wow’ factor for your customers whilst adding to your bottom line. Other products include RealRoof, which has just been launched by Ultraframe. This offers the customer the option of specifying any traditional tile finish to the roof so that the conservatory can truly match in with the existing property. It has been designed to enable speedy installation and, like the Guardian Roof, is compliant with building regulations. The Connaught team is rapidly gaining a reputation for being the go-to experts when it comes to conservatory innovation. Coupled with their strapline of “we do more so you do less”, the Connaught stand is likely to be a must-visit for anyone looking to improve their conservatory sales. The Connaught stand is 308. Tel: 01709 710100 READER ENQUIRY No: 0414/0060

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COUNTDOWN TO the FIT SHOW – 10, 11 & 12 June

The UK’s Leading Industry Newspaper

MORE SPACE MADE Carl F Groupco team AVAILABLE AT THE takes new products to FIT FIT SHOW 2014

FIT FOR THE SEQUEL:

SELECTA SYSTEMS RETURN TO TELFORD

PVCu Window and Door Profile System Extruders and Distributors Selecta Systems have signed up to exhibit at the second edition of the Fabricator Installer Trade Show and plan to exclusively unveil a brand new product, amongst several other company offerings. Previously stalwarts of Glassex where they exhibited at every show, Selecta Systems viewed The FIT Show as a natural progression, an industry requirement, an integral piece of their overall sales and marketing strategy. Due to considerably high lead generation at the first event, where they successfully launched the Advance 70 Sculptured System, they were more than happy to continue their association with the industry’s newest national showcase. It will be another busy three days for Selecta as they prepare to promote their quality, thermally efficient and aesthetically pleasing Advance 70 Window and Door System and a new range of contemporary Ready-2-Fit Composite Doors combined with traditional styles and modern glass designs. They’ll also be displaying their Ready-2-Fit Bi-fold and Patio Doors with the launch at the show of a complete new Ready-2-Fit specific product. Marketing & Design/Systems Manager, Mark Walker, has outlined Selecta Systems’ reasoning for committing to FIT for a second year: “Our objective is to support the industry foremost, whilst also promoting the benefits of being a Selecta customer. Ideally, coming away with a positive reaction and a book full of leads would be a great outcome also. We are not there to make up the numbers. We are there to show the industry what a fantastic range of products we provide, combined with an excellent personal service all from a friendly, approachable, caring system supplier.” READER ENQUIRY No: 0414/0062

Wanting more companies to feel the ‘FIT Effect’, this year’s FIT Show has just got bigger thanks to the opening of Hall 1A at The International Centre Telford. The Hall will include a number of new exhibitors in addition to a considerably enlarged FIT Theatre, in which the FIT for Business Seminar programme will take place. With the June event being the last FIT Show for almost two years, a steady flow of exhibition stand bookings continues to be received. Opening the new hall has also enabled the organisers to create a new initiative for first time FIT Show exhibitors. Called First FIT a limited number of low-cost inclusive stands – starting at £3000 + VAT - have been created for companies putting their toe in the FIT show water for the first time. The FIT Show’s sales director Jason Wootton says the initiative has been introduced after an audit revealed the significant number of exhibitors that have sized up their stands for this year: “We found that a considerable number of companies re-booking for this year increased their stand size and investment after their success at the first event. That gave us the confidence to introduce this scheme,” said Jason. Last year’s award-winning inaugural FIT Show proved to be a huge success for exhibitors and visitors alike, producing an average of 147 sales enquiries for each of the 170 exhibitors that took part. With 90% of stand space booked three months ahead of the event the organisers have released a further allocation of stands in a variety of costs, sizes and configurations in Hall 1A. To ensure an excellent flow of visitors the facility will enjoy its own dedicated entrance and is located adjacent to one of the busiest bar/cafes in the venue. The FIT Theatre will provide a home for seminars such as the daily, extended presentation by sales guru Paul Clifton. Paul will take to the stage to advise visitors on how to enter the elite league of sales people that convert more than 80% of their conservatory leads. This and all other presentations are designed to offer visitors information and advice that they can put together immediately in their business and, with entry completely free of charge visitors are encouraged to pre book their seats through the FIT Show web site to ensure they get a place. The 2014 FIT Show will take place at The International Centre Telford on 10th, 11th, 12th June. More information can be found at www.fitshow.co.uk, on Twitter @fitshow and Facebook, www.facebook.com/fitshowuk.

Following the success of Carl F Groupco’s display at the inaugural FIT Show, the 2014 event will be the launch platform for a number of new products supplied by the established hardware distributor.

Working in close partnership with Europe’s leading hardware manufacturers, the company will present new lines as part of its extensive display of quality door / window fittings and ventilation products.

Commenting, Carl F Groupco Marketing Executive Clare Crockett said: “Industry support from other manufacturers and distributors contributed to our decision to return to the flagship event. Lead quality was another significant contributory factor influencing our signing up for the FIT Show 2014. We have a number of exciting new product additions to our range and the FIT Show is the ideal forum to present these to the industry.” Carl F Groupco is set to give stand visitors a new perspective on its products and distribution services at this year’s FIT Show. Tel: 01733 393330 www.carlfgroupco.co.uk

Members of Carl F Groupco’s field sales team will join other company personnel to promote new products at the 2014 FIT Show.

READER ENQUIRY No: 0414/0064

THE WINDOW COMPANY

(CONTRACTS) MAKING PLANS FOR FIT One of the first visitors to register for this year’s FIT show was David Thornton, Managing Director of The Window Company (Contracts), a leading specialist commercial window installer based in Chelmsford. Having attended for a day last year, David says that he is extending his stay to two days this time to make the most of all that the event has on offer: “If I’m taking time out of the office I need to make sure that it’s really worthwhile. I’m

already putting together a plan of action for the FIT show to make sure that I see all of the relevant new products on offer and meet as many new and existing suppliers as possible. I’ll be going round the show on my own on the first day, identifying new opportunities and products which I think are of interest and then on day two, I’ll be joined my other members of the team and we’ll revisit the stands which I think are the best for us. “I’ll also be looking to network with suppliers and new trade partners who can help us to guarantee vital continuity of supply for some of our biggest projects, and I’ve already reserved a table in the new FIT restaurant with a view to meeting customers over lunch. For us, the FIT show is a great forum at which to do business and to see and touch new innovations which normally we would only see in the trade magazines or when sales reps visit. “We are confident that we can make the show work for us and get a real return on our investment in time and travel.” The team at Window Company (Contracts) is also hopeful that it will be seeing one of its own fitters, Steven Lockwood, in the Master Fitter Challenge. Steven has already entered the challenge and, if he does make it through to the finals, he is assured of some great support.

READER ENQUIRY No: 0414/0063

READER ENQUIRY No: 0414/0065

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COUNTDOWN TO the FIT SHOW – 10, 11 & 12 June

The UK’s Leading Industry Newspaper

Revolutionary New Product at FIT From Promac Promac, the industry’s leading supplier of machinery, service, spares and tools, is returning to the FIT show this year to exhibit the new and completely revolutionary SL4FF Seamless Quad Welder from Graf Synergy.

MASCO UKWG unveils

Group-wide rebrand at FIT Show At the FIT Show, the MASCO UK Window Group will officially launch its Groupwide rebrand with new visual identities, logos and website uniting all group companies under a single, stronger and more sustainable national brand. (Stand 216). This rebrand strengthens the full-service, vertically-integrated Group’s ability to deliver a consistently great customer experience. From extrusion and manufacturing to the dedicated trade business, its industry-leading marketing innovation and customer service will continue under the Group banner. Commenting on the rebranding, Wayne Devine, CEO of the MASCO UK Window Group explains: “Our re-branding symbolises an important step in our evolution and strategic direction, providing an umbrella brand under which we can continue to expand our products, services and locations during our next phase of growth and development. Having recognised the need for changes if we are to achieve our targets, our completely new focus will drive the business forward, communicate our addedvalue services, such as our consumer brand Safechoice and establish ourselves as the service leader to UK window and door fabricators, installers and retailers.” The MASCO UK Window Group’s new logo is an evolution of the existing identity. An iconic ‘honeycomb’ design is central to each company’s new contemporary design, symbolising the Group’s scale, individuality, strength and stability, while more accurately reflecting its 21st century ambitions and vision. MASCO UKFabrication brings together Griffin, Premier and Techniglass, enabling existing and prospective customers to benefit from their individual product, service and marketing propositions. Wayne continues: “As this division offers much more than just windows and doors, we have developed a full service business support package encompassing online ordering,

sales tracking and next day remakes, to name but a few. So we can offer the complete UKFabrication proposition across our entire customer base, while allowing us to further develop the division’s value-added services.” The MASCO UK NewBuild division is an end-to-end complete supply chain solution for housebuilders. It delivers the expertise, stability and support demanded by both local and national housebuilders, backed by a nationwide network of BBA-accredited installers. ‘Making the Difference’ is the Group’s strapline for the company’s Duraflex extrusion arm. The Duraflex profile is integral across the Group’s entire product offering, encapsulating the brand message to both existing and prospective customers of ‘striving to make the difference, whether that is through product innovation, customer service or marketing support’. Distinct rebranding of Seven Day, the Group’s nationwide network of trade depots, delivers valuable differentiation in representing the company’s unique value proposition and expansion plans. Seven Day has grown yearon-year thanks to its product and service offering, plus an unwavering commitment to customer support. Customers benefit from dedicated marketing support, technical assistance, stockholding and a free skip on site; all designed to equip local builders and installers with the tools to win more business. Last year’s acquisition of Phoenix Doors as a dedicated composite and panel door specialist further enhanced the group’s success, which continues to be driven by its customerfocussed approach and impressive product portfolio. Concluding, Wayne states: “This is an exciting time for the MASCO UK Window Group as we have continued to evolve and develop as an organisation, despite the challenging economic climate. Through strengthening our brand we are also strengthening our presence in the market with innovative quality products, best in class support and service, backed up with a Group-wide commitment to delivering customer excellence.” Contact MASCO UKWG on 01684 852673, email fiona.wilkes@ukwg.co.uk or visit the website at www.ukwg.co.uk. READER ENQUIRY No: 0414/0067

Joe Hague, Group Managing Director of Promac explains what visitors can expect: “This exciting development in machinery design is the next step in the evolution of window manufacturing. The combined cleaning and welding platform provides a completely new way to manufacture window and door frames with exacting quality and increased strength. The unique process combines traditional process with state of the art software and hardware that allows for the precise placement of the welded sprew delivering a corner joint without any grove. “The patented ceramic heater plate’s zip weld the corner joints shut delivering increased strength performance with up to 200% improved productivity when compared with other traditional manufacturing process. The machinery platform is completely self contained with onboard swarf extraction and automatic heater plate cleaning, reducing the need for manual intervention and housekeeping. The quality of the corner weld is simply breathtaking and needs to be

seen to be believed and is especially geared towards foiled, laminated and coloured profiles whether bevelled or sculptured. Where required a feature grove can be automatically inserted and is controlled by the highly intuitive software. “Graf Synergy’s CAD Scan software maps the profile chamber configuration directly from a scanned photocopier image which allows the operator to work with actual dimensions rather than profile related drawings. Production control data is input directly at the machines side or via USB or Ethernet network. For maintenance and technical support the machine is equipped with comprehensive diagnostic software as well as remote internet access. These are just some of the features and benefits related to the SL4FF that guarantees measurable, tangible results. Its unique design delivers a new way and sets the standard in virtually every way. We look forward to showing visitors to stand 144 the New SL4FF along with all our other equipment we have to offer.” For more information about the range of machinery now available from Promac visit www.promac.co.uk or call 01788 577 577. READER ENQUIRY No: 0414/0068

REHAU GIVES FIRST DETAILS ABOUT ITS PLANS FOR FIT REHAU is giving the first hints about its stand at the FIT show with a new press and online campaign featuring white coated scientists and the hashtag #THEREHAULAB.

It isn’t giving away too many specific details just yet about which product and service innovations will be launched at the show, but it is promising a bold and exciting stand with a scientific twist.

As one of the world’s leading polymer processors, REHAU is reminding the market that its expertise goes way beyond just product and system design and encompasses the development of the PVC polymer itself. REHAU will be revealing more about the design of its actual stand shortly but visitors to the FIT show can get more clues online by following REHAU on Twitter @REHAUwindows and using the hashtag #THEREHAULAB. www.rehau.co.uk READER ENQUIRY No: 0414/0069

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GLASS NEWS INTERVIEW: ORIGIN

The UK’s Leading Industry Newspaper

Dubai; Venice Beach, Florida;

and High Wycombe

Don’t be mistaken: this isn’t a case of Del Boy and his New York, Paris and Peckham. This is Origin, a prestigious bi-fold door company that is enjoying a continuing boom in business. Glass News’ Chris Champion spends a day at the High Wycombe HQ and talks with Sales and Marketing Director Ben Brocklesby.

Bi-folds are definitely in the news as far as our industry is concerned but, in the case of Origin, the company is now 13 years old. You must have started long before the product was a ‘must have’ for homeowners? Origin was born out of a need for a bi-folding door and as a result of a family business installing swimming pools. It became more and more obvious that folding doors were needed to open up an indoor swimming pool

to the elements during the summer months. Our swimming pool installations were all high end and, bearing in mind the British weather, most were indoor pools that looked out onto a garden. Customers wanted to open up the pool....not just with a door to the outside, but open up whole sides.

So, did you look around for a solution and distribute a folding door product? No. It may well have been easier to do that but there must be an inherent gene in the family that makes us want to design and manufacture our own products. Quite simply, there was a need and a demand, and Origin came about because of it.

he whole issue of design, testing, manufacturing, and getting the product to market, must have been a huge risk? It was certainly a big commitment both in time and money. But from Day 1, Neil Ginger and Victoria Brocklesby knew that it was right thing to do. Neil and Victoria who are cousins, got it from their respective fathers who created Origin Leisure, the pool business that started all of this.

Very much a family business then?

It’s over 120 and we have the room to expand further.

It certainly is and we’re very proud of that. Victoria who is a share holder in the business is my wife, so the family ties continued when I joined Origin last year.

Bi-fold manufacture is very labour intensive....

Your background is very much sales and marketing but with large multinationals and stock exchange quoted companies. Is joining Origin a bit of a shock to the system? Not at all. My sales and marketing background has involved new media and ecommerce and that knowledge is essential to Origin, as we know it now. So much of our marketing effort is online and it is what our customers expect.

Back to the multinationals to family business.... Don’t get it wrong. Origin is a substantial company with a turnover of £15 million. This isn’t a small company.

I got that impression when coming into the car park! Just how many employees do you have? 40

It is. This is a hand-made product and one that requires very exacting precision with aluminium requiring mechanical fixing.

I’m intrigued by your workflow system of manufacture. Is this an advantage or otherwise as it seems that individuals have specific skills as opposed to being knowledgeable in all areas? Workflow is a very distinct advantage. Neil and Victoria set out to create a company capable of manufacturing the world's best quality doors, backed by uncompromising levels of service. Our workflow system goes a long way to achieving this. As a frame moves from station to station, the responsibility for the quality moves to that operative and they are required to sign off on its quality. What it means is that as you receive the product, you are checking the previous work as you are now responsible for the previous person’s quality. This checking system means

April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper that quality is maintained right through the process.

fits neatly to the frame. The fabric choice is enormous and has proved very popular.

Just looking at the doors, the finish - and testing the folding and sliding action, all reeks of quality. Presumably you have to buy in certain components?

Talking of choice, you’re offering a wide range of colours and foils. Presumably demand driven?

We do. But more and more we are designing components ourselves and having them manufactured. A case in point is the trolley. The one we use is exceptional but we realised it could be improved from being made from five separate parts to being one component. This will mean even greater strength and longevity. It’s another advantage of being a family firm: we aren’t beholden to shareholders or banks and if we want to invest hundreds of thousands of pounds in Research and Development, we can - and we do!

And your way to market?

What seems to be a differentiator is the blind that you offer with the bi-fold... Again, born out of demand. Customers want a glass wall, and a glass wall that can open completely, but then with the darker nights, they want to be able to shut out the world. We designed our own blinds and our own aluminium, electrically driven cassette, that

GLASS NEWS INTERVIEW: ORIGIN

Absolutely. White, however, is still the most popular colour with Anthracite RAL 7016 as the next in line.

We have an excellent coverage of installers, nationwide, and we offer them a zero day lead time. They like that. We work closely with them with marketing and even our ‘fitter fitter’ facility where we train them to install Origin bi-folds.

I’m intrigued by this. Zero day sounds impossible but, basically, you are saying that you can have your bi-fold when you need it? That’s right. Most customers and their installers are working to a schedule which may be a few weeks. It may get down to days, but whatever is the requirement, we will have the product on site when needed. We have a 100% record of achieving this. I know what you are going to say: “If I want it tomorrow,

can I have it?”. The answer is yes, and we have the ability to adjust our manufacture to the requirement. The only stipulation is that it needs to be from our standard range of colours and finishes as we all know painting and foiling takes time.

imagine that the ‘no support’ look intrigues a lot of people.

I noticed in the showroom that you have the ability to offer an open corner. It looks fantastic and I can

Finally: Dubai, Venice Beach?

It’s unique to Origin and justifies the money spent on R&D!

If you think about it, both those places with their weather and the type of properties, are spot on for bi-folds. In the case of Dubai, a family friend wanted our folding doors installed on their property - others saw them and demand grew such that opening an Origin in Dubai became obvious. Venice Beach is a family favourite and, again, a perfect place for a folding door business. Neil is out there now setting up the facility and we’re replicating High Wycombe with the self same Elumatec machinery.

It’s been an eye opener to visit Origin. It seems that you are totally self sufficient with your own testing facilities and fleet of 7.5 tonners and the stock you hold seems enormous... To offer a lead time to suit the customer requires stock ready to use. Currently we will have just over £2million of aluminium extrusion in stillages, ready to go. In fact, why stillages? We think there may be better ways of storing and delivering extrusion..... So, back to the R&D. Origin seem to have a way of doing things all of their own and it wouldn’t be surprising if they soon have extrusion delivered and stored in a different and more efficient way. The company certainly offers a complete product: delivered on time and in full every time. Neil Ginger and Victoria Brocklesby aren’t seeking world domination but Origin isn’t afraid to expand where there’s a market opportunity. READER ENQUIRY No: 0414/0071

www.glassnews.co.uk | April 2014

COLOUR

The UK’s Leading Industry Newspaper

DDP provides colour solutions for all

The increasing popularity of colour is highlighted

as Modplan opens dedicated painting plant There are further signs that colour is entering the mainstream with news that leading Network VEKA fabricator Modplan has just opened a new and larger spray painting facility at its headquarters in Newport, Gwent.

Having reported rapid growth in its DoorColour offering, Decorative Door Products (DDP) by RegaLead is pleased to announce that it can now provide a colour coating supply solution to meet the needs of any business. Manufacturers of composite doors can present their customers with a full choice of colour options thanks to DoorColour, which is designed specifically for use on GRP, ABS and PVC surfaces. The system allows any colour to be produced in-house from RAL, Pantone, BS, NCS and as Farrow and Ball and Dulux at a competitive price. In addition, 22 carefully selected pre-mixed shades are available, which were developed by the company following extensive customer research. Joint Managing Director Guy Hubble explains: “We have seen a huge demand from customers for colour options as they try to differentiate their composite door offering from the standard fayre of Red, Blue and Green which were developed by the major slab importers to give tenant choice in the social housing market. With colour still being one of the main drivers in the door sector we have worked hard to develop a supply chain solution that suits every need.” “Companies who have the space and volume to justify the investment to spray in house can purchase the entire system, which encompasses everything they need to colour their own doors. We offer a turnkey package that includes all the necessary materials and equipment. This can either be set up for mixing an almost limitless range of colour

DoorColour Network members span the entire country via 12 regions and the network is being expanded all the time.

in house using our unique tinter system alongside the ColorSpray formulator software, or via the pre-mixed colour range.” “For customers looking to offer DoorColour but without the investment of in-house spraying we now offer two solutions: Either buying the slab pre-painted from the supplier - and we are pleased to announce that DoorCo has joined as our first partner offering this service - or to get the complete doorset sprayed locally via the DoorColour Network. We have members spanning the entire country via our 12 regions, and we are building the Network all the time to keep ahead of demand. “All the signs point to colour being here to stay in the window and door industry, so by providing a full range of solutions to meet every need, our customers can rest assured they will stay ahead of the game.”

Managing Director Heidi Sachs said, “There can be no doubt that colour is finally taking hold in the domestic market. We’ve seen a big increase in demand for coloured frames and we expanded our painting facility to keep pace with this increased demand.”

and complete look. Finally, the quality of Modplan’s finish. The company uses Kolorbond, which forms a molecular cross bond with the plastic surface for a longer lasting finish, unlike most other paints for plastics which stick to the substrate.

Heidi attributes the increased demand for spray painted frames to four things. Firstly, the versatility: Modplan can spray a frame in any RAL colour, opening up a world of possibilities. Secondly, the high specification finish thanks to the all-over colour. Heidi says, “Coloured frames aren’t always through-coloured, so the base colour is often visible when the window is open, which doesn’t look good when certain paint finishes are used. When both the interior and exterior frames are being spray painted, we also spray the areas that are only visible when the window is open, giving a much more sophisticated result.” The third reason is the flexibility it brings. Any items that are not yet available in a foiled finish can be spray painted to match foiled items, meaning that multiproduct contracts can achieve a streamlined

Colour has been a strong selling point in the commercial sector for some time. Coloured profiles offer a competitively priced alternative to aluminium and have enabled commercial fabricators and installers to grow their market share. As Heidi says, it’s in the domestic market where there are still exciting gains to be made because colour offers a way for homeowners to individualise their windows. As Modplan’s new spray painting plant shows, forward-thinking fabricators are investing in facilities that will enable them to offer rapid turnaround times and ensure that colour can be seen as a standard option not a special and ensure that colour becomes a core part of the mainstream.

Come and see Decorative Door Products by RegaLead at the FIT Show on stand 239, or alternatively, visit: www.decorativedoorproducts. co.uk or call 0161 946 1164.

Modplan manufacture a comprehensive range of products that includes three casement windows, a vertical slider, composite doors, PVC-u and aluminium patio and bi-fold doors, conservatories, the Vertex solid tile-effect roof, glass and polycarbonate conservatory roofs. For more information on any of Modplan’s products, simply Ask the Man from Modplan. Tel: 01495 246844 READER ENQUIRY No: 0414/0073

READER ENQUIRY No: 0414/0072

SO WHAT FOILS US?

Prefix Systems is the UK’s largest independent conservatory manufacturer and have helped open up in a new era for the conservatory market that will affect everyone throughout the supply chain, culminating in increased consumer demand for more coloured conservatories. 42

The humble white conservatory still dominates sales in terms of volumes, yet the sales of coloured and woodgrain roofs show an incredible and broad split.

As the largest independent conservatory roof fabricator in the UK, Prefix has a broad grasp on trends and now see 1 in 5 orders for through their factory with a foiled finish.

Interestingly over the last 6 months grey has increased to 38% of all foiled roofs, with foiled white and foiled black each equating to 16%. Chartwell Green remains popular with 13%, cream 10% and the first woodgrain, Irish Oak at 7%.

Some of the grey foiled pre-fabricated conservatory roofs are going into installations

April 2014 | www.glassnews.co.uk

COLOUR

The UK’s Leading Industry Newspaper

Unique colour, awarding Foils drive growth for Emplas’ winning development specialist spray painting service Emplas has reported the continuing growth of its specialist spray painting service Kolorplas, driven by a growing volume of installed foiled products. Launched by the trade fabricator in autumn 2012, Kolorplas offers a dedicated trade service offering a full range of component painting services. This includes a dedicated service for fabricators and installers manufacturing or fitting the Profile 22 range, carrying ancillary products in stock, speeding up turnaround times to provide a 10-day service. Mike Crewdson, Sales and Marketing Director, Emplas said: “Kolorplas was launched in September 2012 to meet demand from our own customers for coloured ancillary products. Now in its’ second year, the service is seeing rapidly growing but most importantly, sustained demand, reflective of the wider growth in foiled and sprayed products, which now includes the full Emplas window and door range. It’s a barometer of an increasingly healthy recovery in the window industry, in part driven by the second time replacement market where colour is a key differential.” This is consistent with the findings of the Emplas State of the Market review. Published in January, this revealed that 80 per cent of installers polled, expected colour and foils to with bi-folding doors, which often necessitate additional structural strength in the form of Prefix’s cost effective and exclusively engineered Bi-Span system. Conservatory specification is clearly on the rise with new colours, enhancements such as Cornice and Pilaster and Ultraframe’s impressive new Loggia Prestige system. This system consists of three narrow Loggia columns, along with a Prestige insulating pelmet and LivinLight, which provides a variety of lighting designs and above all, Loggia Prestige can be considered as the ultimate beauty enhancement for any home. Chris Baron and Chris Cooke, co-directors of Prefix Systems commented: ‘Colours are clearly here for the long-term and our range

www.glassnews.co.uk | April 2014

be the basis for growth in 2014. To give installers the flexibility to exploit this market to the maximum, the Koloplas ‘in-stock’ range includes all Emplas windows and doors as well as a full spectrum of Profile 22 cill end caps, components, flat and molded panels, composite door panels, vents, handles, hinges, astragal bars and architraves. Kolorplas can offer a match to 15 Profile 2 foiled colour options. These include Irish Oak, Sienna PN, Sienna PR, Steel Blue, Dark Green, Dark Red, Crème Weiss, Beck Brown, Chartwell Green, Barley Water, Willow Green, Vanilla, Hazy Grey, Slate Grey and Gale Grey. More broadly, it also offers a full spray paint service available in any RAL colour. The range also features smooth and textured finishes, while all sprayed products come with a 10year guarantee. Crewdson added: “We saw increasing volume of foiled frames and products processed last year and we fully expect that to continue this year. We see colour as underpinning ongoing recovery in the window industry.” For more information visit www.emplas.co.uk , email info@emplas.co.uk or call 01933 674880.

READER ENQUIRY No: 0414/0074

Freefoam, a leading manufacturer of a wide range of innovative products for the building industry in UK, Ireland and Mainland Europe, provided a bespoke shade of grey for the roofline of awarding winning Linden Homes development at Graylingwell Park, Chichester. Using its innovative Colormax technology Freefoam manufactured a new colour called Quartz Grey to exactly match specified windows and doors.

Freefoam New Build Manager Chris Fenney explained “As preferred supplies of roofline products to Linden Homes we already have a close working relationship and on this large development we were asked to provide fascia and soffit in an identical shade to already specified window frames and doors. We were able to assess the colour composition of these items and use our expert knowledge to blend a

unique mix of stabilisers and pigments to create an exact colour match”

The UK is beginning to see a significant shift change in specification from white roofline to colour. In Continental Europe most windows are coloured and in Ireland about fifty percent. In the UK colour sales have doubled in the last fifteen years to 20% and this trend is predicted to only increase in the coming years. Freefoam is the colour specialist. Recognising the growing importance of colour for architects, specifiers, and house developers Freefoam seized the opportunity 12 years ago and generated its patented ColormaxTM technology using an advanced master-batching process with a blend of natural PVC and pigments to simultaneously co-extrude PVC building products. Freefoam offer a wide range of ten colours with built in colourfastness, colour variety, and reliable colour

matching all with a ten year guarantee. The majority of colours are available straight from stock with no lead time, and come with matching fixing accessories. Freefoam has made colour roofline a natural alternative to white and a realistic proposition for all house builders. Colin St John, UK General Manager explained “This development by Linden Homes is a perfect example of how Freefoam is responding to the changing house building market. We offer a solution to smaller and medium sized builders with our off the shelf range and give specifiers of larger developments the opportunity to match roofline to other external elements. Freefoam products give all house builders the ability to add colour, creating attractive long lasting homes for today’s discerning house buyers” Tel: 01604 591110 www.freefoam.com READER ENQUIRY No: 0414/0075

of 7 foils supports the growing range of colours from stock of the leading window systems companies. I n addition we are now manufacturing Residence 9 and are the only company in the UK able to manufacture a complete conservatory and solid roof solution for this revolutionary system.’ For further information contact the sales office on 01254 871800, e-mail enquiries@prefixsystems.co.uk or add to their considerable following on Twitter @ prefixsystems.

READER ENQUIRY No: 0414/0076

FENSTERBAU REVIEW

The UK’s Leading Industry Newspaper

Growth against the trend

Roto Frank AG reports “fully achieved goals” for 2013. According to the statement by the Board of Directors, the internationally active construction supplier was able to fulfil its own requirement, “to be better and more resilient than markets and competitors”.

This is shown by, among other things, the increased turnover of around 1% compared to the previous year, whereas the markets relevant to the company displayed an average decline in value of 8 to 10%. For this reason, the company can indeed speak of the “optimum procedure” it had hoped for several months previously. Despite a “continued difficult market environment with, in part, considerable uncertainties”, the manufacturer of hardware technology and roof windows is also on course for growth in 2014. The good start to the year supports the prediction, but should not be assigned too much significance.

"Many things right" On the basis of preliminary figures, in 2013 the Roto Group achieved a turnover of close to 658 million euros, explains Dr. Eckhard Keill during “fensterbau/frontale”, held at the end of March in Nuremberg. As the chairman of the Board of Directors explains, the sales revenues not only exceeded the 652 million euros of the previous year by around 1%, it was also higher than the previous record level achieved by the company in the past: namely, 656 million euros in 2011. The new record confirms the success and efficiency of the work put in. Any company able to go against the overall negative market trend with such success must “have done something right”. At Roto, a consistent customer benefit strategy is part of this process. In the window and door technology division, as represented at the industry trade fair,

the turnover remained constant compared to 2012, says Keill. He also added that a “successive catch-up process” was able to compensate for the weak first quarter. Parallels to the previous year's comparison included the significant regional differences on the one side and, on the other side, the "good Roto position" according to competitor observation. Increases in sales have been achieved, for example, in the USA, Latin America, in some European countries such as France, and in China. Stagnating or even declining sales figures, on the other hand, registered in Germany and Russia. The head of the company reported strategic acquisitions in Canada (purchase of the company Fasco in autumn of 2012) as “already specifically business relevant” and in Brazil (purchase of the hardware specialist Fermax in spring 2013). The resulting improved growth perspectives and market positions are particularly obvious with the Brazilian acquisition. The investment in the new member of the group “immediately moved us up to second place here”. Further market expansion in the USA and Europe (France, Italy, Turkey) was on the cards. According to data, the Roof and Solar Technology divisions ended with a moderate plus in turnover in 2013. They had been able to counteract the initial weatherrelated slump from the beginning of the year with strong growth rates in subsequent quarters. This was primarily a result of the high demand in its core business with roof windows, unlike the general market situation. The recently experienced negativity of the solar sector has reduced, in the meantime, to a negligent “residual size” for future overall development, emphasises Keill. He went on to report that the main market in Germany, along with Italy, Austria and Hungary, contributed good sales figures in 2013. Poland and the Czech Republic, on the other hand, slipped into minus figures.

"Not unsatisfactory" At the Group level, the relationship between the international and domestic business remains unchanged at two thirds to one third.

The number of employees of the construction supplier is, on average throughout the year, approximately 4,400, thus around 300 more people than in 2012. This growth, however, only reflects the company acquisitions in Canada and Brazil. The reduction of asset investments has resulted in negative market development that, at the end of the day, requires no expansion of capacity. The same will probably apply to 2014. Keill evaluates the profit situation in the reported year as “not unsatisfactory”, particularly in light of the bad market environment. According to him, strict management of costs, efficient processes, as well as the implementation of moderate and, at the same time, necessary price increases have had the desired effects. Overall, Roto has “done major homework”. Thanks to the stable economic condition, it was also possible to finance the investments in acquisitions, for the most part, using own means.

The plan for the first quarter In his look at 2014, the chairman of the Board of Directors considers the market development to be “once again predominantly sceptical”. As a result, a majority of further declines is to be expected. This is compounded by the “completely unpredictable” nature of individual markets such as Russia. Here, limited regional “torch bearers” are relevant. Whether Germany is one of these and to what extent still remains to be seen. The Roto Group continues to work towards “continuity in success”. The Group wishes, on the one hand, to detach itself as far as possible from negative markets and, on the other hand, to actively make use of the above-average growth opportunities in North, Middle, and Latin America. A concrete sales target of an increase between 2 and 5% has been named. In the first quarter, the company is “clear about it”. The frequently overused weather argument employed in the construction industry brings relativity to this context. The winter in Germany may have been mild, but this does not apply to other regions, specifically Russia and the USA. Regardless, the current turnover represents a snapshot that cannot be extrapolated to the entire year. Also, the first quarter of the year is generally a period with low significance. As a foundation for a more positive business policy, Keill described three key factors. First, the company is economically “healthy” and, as a result, offers market partners the necessary security. Second, it is reaching existing growth potential, among other things, by strategic acquisitions and the rapid integration of such into the Group. Third, it is and remains international, innovative, and "close to the customer". This has been comprehensively documented at "fensterbau/ frontale" with numerous product and service innovations as concept studies. READER ENQUIRY No: 0414/0077

The VEKA UK Group celebrates success at Fensterbau The VEKA UK Group has enjoyed great success at the world-renowned Fensterbau exhibition during the company's third consecutive appearance at the international show. More than 108,000 visitors passed through the doors for the four-day event and it seems that more Brits made the trip than ever before, with record numbers of UK visitors attending. The VEKA UK Group was proud to be flying the flag for British manufacturing and high quality UK products at the Nuremberg-based show. The industry-leading systems supplier took the opportunity to showcase a host of new products which have yet to be unveiled to the industry. Visitors to the stand got a sneak peek at the company's upcoming, new Imagine Bi-Fold Door and Flush French Door as well as some of the company's recently-launched products such as the TwinSash and FlushSash. Sales and Marketing Director Colin Torley says: “Fensterbau is a superb platform for our products and is one of the premier events for our industry. It's a great chance to talk to a wide range of industry professionals from the UK and beyond.” “The VEKA UK stand was positioned alongside that of VEKA AG, which gave visitors a sense of our global strength and stability. Key members of staff from across all brands of The VEKA UK Group were on hand to answer questions and discuss the features of our various technically-advanced products. Visitors were very interested in the new BiFold door system and we had some extremely positive feedback. We'll also be showing this product at the FIT show.” “We were pleased to see an increasing number of UK visitors at Fensterbau. It is certainly a bigger show than any we currently have in the UK, so there was lots going on - and lots of potential for British visitors to take home new ideas.” Tel: 01282 716611 – www.vekauk.com

READER ENQUIRY No: 0414/0078

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www.glassnews.co.uk | April 2014

GLASS

The UK’s Leading Industry Newspaper

STAMP OF APPROVAL FOR GLASSOLUTIONS

One of the world’s largest sorting offices has undergone an energy efficient window replacement programme by glass and glazing specialist GLASSOLUTIONS.

The window replacement programme formed part of the refurbishment of the Royal Mail sorting office and post office at Mount Pleasant in Farringdon, London.

The existing windows were replaced with the curtain walling system and high performance glass whilst the entire building and operations of the Royal Mail site remained live 24 hours a day. GLASSOLUTIONS was appointed to handle the contract by Mace because of its experience in handling large, complex projects, ability to resource this size of project and its financial stability. For more information about GLASSOLUTIONS visit www.glassolutions.co.uk.

Interpane Belgern’s ‘best-selling’ sealed units rely on SWISSPACER Interpane Group is one of Europe’s leading glass processors, with branches across Germany, France and Austria. To meet growing demand for the most thermally efficient sealed units, the company started a pilot project and invested in machinery to automate production

of sealed units with SWISSPACER inside. The new Romillo mitresaw and Roweldo welder from ROTTLER & RUDIGER were installed at Interpane’s IGU plant in Belgern, Germany. Both machines are ideal for large-scale production and let Interpane produce over 600 SWISSPACER frames in a single shift. According to Interpane, these sealed units with SWISSPACER are ‘bestsellers’ because they give the best thermal performance.

The Advanced Facades team at Saint Gobain group company GLASSOLUTIONS worked closely with main contractor Mace to provide a fully designed solution that enabled render to be replaced and integrated into a new Technal MX curtain walling system incorporating SGG PLANITHERM ULTRA N low-E glass. SGG PLANITHERM ULTRA N is a high performance thermally insulating (low-E) glass that offers both low U-values coupled with unrivalled neutrality and is positioned optimally for commercial applications. The SGG PLANITHERM ULTRA N coating is highly durable and easy to process helping to ensure the highest levels of quality.

“Find out more about SWISSPACER, the UK and Ireland’s No. 1 warm edge spacer bar by visiting www. swisspacer.com or calling 0845 601 1265. Follow SWISSPACER on Twitter @Ultimate_Spacer. See us and the Ultimate warm edge spacer bar at the FIT Show from 10th-12th June in Hall 3, Stand 322.” READER ENQUIRY No: 0414/0080

New Sizes of Bespoke Gas Keys

for Triple Glazing with Thermobar Warm Edge Spacer With the rising demand for gas-filled triple glazed units, leading UK Component Supplier Thermoseal Group has introduced two new sizes to its Thermobar warm edge range - 7.5mm and 9.5mm gas keys. Thermoseal Group now manufactures a full range of bespoke components for glazing with Thermobar warm edge spacer including: Gas Keys and Fittings; Standard Corner Keys; Flexi Keys; Straight Connectors; Duplex Fittings; and Interbar and Fittings. The Group’s Sales Director, Mark Hickox comments: “We have been expanding our injection moulding division in line with manufacturing warm edge spacers and now produce the majority of all warm edge fittings in-house. This gives us the flexibility and control to produce and maintain high quality bespoke products in quick response to changes in the market. “Thermobar is the preferred choice of many sealed unit manufacturers because of its handling advantages: It can be stapled without cracking and breaking easily; There are no issues with hot melt bubbling on the edges of units due to inefficient breather holes in the spacer; It requires no costly investment in machinery; It is safe and easy to saw without

Vic De Costa, SWISSPACER Marketing & Sales Manager (UK & Ireland) says: “Interpane is just one of many big sealed unit makers who use automated machinery from ROTTLER & RUDIGER for large-scale SWISSPACER production. SWISSPACER is used by most large UK sealed unit makers because it is tried and tested to give the best thermal performance. But SWISSPACER is also very popular with smaller manufacturers because you don’t need to invest in specialist machinery – it can be processed by hand or on existing machinery.

the safety requirement for air extraction; the price is very competitive; it can be inkjetprinted for free; and it can also be supplied with pre-applied PIB tape. As well as all these advantages, it is manufactured in the UK by a British company, Thermoseal Group, which has been operating within the UK window industry for over thirty years. As with the other available sizes of Thermobar, the narrower bars are fully exchangeable within current Window Energy Ratings for any other warm edge spacer tube.” Thermobar Gas Keys are available in the new sizes and in black, grey and white and are sold in boxes of 1,000 with or without hole.

Interpane relies on SWISSPACER. Interpane CEO Mr Schmidt is pictured far right.

READER ENQUIRY No: 0414/0081

WIN!!! Glass News HAVE 10 pairs of tickets to give away!

Win a pair of tickets to The Scottish Homebuilding & Renovating and Home Improvement Show. The show is back at the SECC, Glasgow on 17 & 18 May 2014. Visit: www.homebuildingshow.co.uk/scotland. Email your interest, first come, first served, for the tickets: christina@glassnews.co.uk.

Tel: 0845 331 3950 www.thermosealgroup.com READER ENQUIRY No: 0414/0082

April 2014 | www.glassnews.co.uk

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www.glassnews.co.uk | April 2014

GLASS

The UK’s Leading Industry Newspaper

GLAZING SOLUTIONS MIX OLD & NEW AT ICONIC EYE HOSPITAL TO

FOR NEW BIOMEDICAL CENTRE OF EXCELLENCE A stunning glazed atrium, glass bridges and curtain walling are bringing together a grade II listed building with a brand new biomedical centre of excellence on the site of the former Royal Eye Hospital in Manchester. The Advanced Facades division of SaintGobain Group company GLASSOLUTIONS has won the £2.5m glazing design contract for the Citylabs building, which is part funded by the European Regional Development Fund.

Guardian’s New ClimaGuard A+ offers the very best Window Energy Rating results Now with new performance figures, ClimaGuard A+ from Guardian Glass UK offers the very best Window Energy Rating results. The new and improved ClimaGuard A+ Low E glass retains the same 1.2 U value combined with an increased solar heat gain (g value) of 73% with a Clear outer pane or as high as 76% with a Low Iron outer pane. This improvement makes ClimaGuard A+ the leading soft coat Low E glass in Window Energy Rating performance. The new ClimaGuard A+ uses an advanced coating layer stack to increase solar heat gain performance; however ensuring this increase didn’t affect the reliable durability of the original ClimaGuard A+ was paramount. To retain this durability, the coating layer stack was maintained, yet finely tuned to achieve the highest solar heat gain (g value) currently possible in combination with a 1.2 U value performance.

“The redevelopment of ClimaGuard A+ was imperative to its continued success in the UK and Ireland,” said Mark Bristow Regional Manager for Guardian Glass.

The 94,000 sq ft development will retain the heritage listed frontage whilst building new space to the rear, which has been designed to attract bio health companies to develop new products and services within BREEAM Excellent office, laboratory and networking space. The specification includes floor to ceiling Schuco curtain walling for improved thermal performance and to achieve a U-Value of 0.87 Wm2K. For a modern look and all-

glass appearance a Spiderglass bolted system will be used on two elevations which form the entrance to an internal atrium. An architectural and practical feature of the development is an external maintenance walkway on each of the four storeys of the new building. An aluminium “veil” will provide access to the outside of the building and also act as brise soleil solar shading which will reduce glare and overheating in the building. Daniel Birrell, Design Leader at GLASSOLUTIONS said: “This is already a landmark building and is about to be given a new lease of life. It’s a vital building for the local economy as well as to the pharmaceutical, biotechnology and medical device industries, which have a world class offering.” The project is due to complete in Summer 2014. For more information about GLASSOLUTIONS visit www.glassolutions.co.uk.

“Having our own coater has enabled us to work with the coating layer stack for ClimaGuard A+ and improve its performance without compromising its durability. Having the leading Low E glass in Window Energy Rating performance helps our customers to offer an elite product using a Low E glass that can substitute either of the other next generation soft coat Low E glass options on the market, simply based on better performance” Guardian’s new ClimaGuard A+ is available now, for more information please visit www.guardianglass.co.uk/latestproducts.

READER ENQUIRY No: 0414/0085

READER ENQUIRY No: 0414/0086

ED Glass speeds up production with Interfill KX Hot on the heels of launching the brand new Interfill machinery range, Inagas, the industry leaders in the supply of gas filling machinery and testing equipment, is delighted to announce that there has already been fantastic uptake from the market. One of the first companies to realise the benefits was independent sealed unit manufacturer ED Glass, which recently purchased the Interfill KX, with Argon, Krypton, Xenon or even mixed gas capability, for its West Oxfordshire facility. Trading for more than 20 years, ED Glass prides itself on offering a fast, competitive and reliable service to customers, thanks to high standards of manufacturing, fully trained staff and of course, market leading machinery. With one Inagas line already in place, it made sense when experiencing increasing customer demand, to approach the gas filling experts again for a second line in order to

increase production, as Director Lee Williams explains: “We do a lot of gas filling work, so it became increasingly apparent that we needed to quickly speed up production in order to continue to stay ahead of demand. We have worked with Inagas for a number of years now and have never had any problems with the existing line. They are an approachable company, and Chris is always available to come to our site if we need any support. “We had the Interfill KX installed midJanuary, following a consultation with Chris about which machine would be best for us. We were provided with three options, and, for the size of our business, its needs and cost effectiveness, we decided that the Interfill KX was the best choice for ED Glass. We are already seeing the benefits, as we are able to now complete two lots of gas filling at the same time, so we can significantly increase production.”

Chris Kemp, Director at Inagas adds: “Having put a lot of work into launching the Interfill range, it’s fantastic to see that this has paid off to the benefit of our customers. As a business that takes a great deal of pride in their high standards of work, we are pleased that ED Glass has chosen to partner with us

once again. They were looking to increase production, and, rather than simply sell them a machine, we wanted to make sure that they had all the options available to find the best solution for their needs. As a compact, portable, single line machine, capable of either one or two-hole gas filling, the Interfill KX was perfect for ED Glass. This model also has the advantage of variable vacuum and flow rate control, so it is ideal for gas filling with Argon, Krypton, Xenon or even mixed gases. We are happy to hear from anyone who would like to find out more about how the Interfill range could benefit their business in the same way.” For more information on gas filling machinery or any other products from Inagas, visit www.inagas.co.uk or call 01442 832764.

ED Glass speeds up production with Interfill KX.

READER ENQUIRY No: 0414/0087

April 2014 | www.glassnews.co.uk

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www.glassnews.co.uk | April 2014

DOORS

The UK’s Leading Industry Newspaper

Selecta Ready-2-Fit Patio Doors, Ready to Fit! A strong first quarter for Modplan The Selecta Systems Ready-2-Fit Range includes a high quality PVCu Patio Door. The visually pleasing and robust design of the Selecta Masterslide Patio Door System ensures optimum and longevity of performance combined with a stress free installation.

The smooth operation of the Ready-2-Fit Patio Door ensures that it can be opened and closed with the minimum of effort and is available in 2, 3 or 4 pane styles. Fitted with a high quality 6 point hook lock and available in a wide range of finishes and colour options the Ready-2-Fit Patio Door not only looks good but offers excellent security. With a fully manufactured, unglazed 2 pane Ready-2-Fit Patio Door starting at just £229 including free delivery, it takes away the hassle and pressure of manufacturing in-house. Contact the Selecta Ready-2-Fit Team now on 0121 325 2100 or email ready2fit@ selectasystems.com for further information and give Selecta the opportunity to quote you for your next patio door. What have you got to lose? READER ENQUIRY No: 0414/0089

Decorative glass

is more than a finishing touch for Distinction Doors Distinction Doors is the home of the composite door slab and for Drew Wright, the company’s Managing Director, it means the company has a simple purpose. “We are a ‘one stop shop’ for fabricators to get door blanks, glazing cassettes and all their decorative glass.” It sounds simple, but behind that statement a wealth of thought has gone into providing a genuinely valuable offering. Let’s take the decorative glass as an example. Distinction recognises that decorative glass helps elevate a standard composite door into something that’s more than just a front door. Drew Wright says, “We devoted a lot of effort to researching the range we designed and offer to our customers.” The result is 12 ranges that cover traditional, modern and contemporary styles, all coloured to complement the colours within the composite door range. Drew describes the range as, “Not too many that the end user can’t make their mind up, but enough to give a real choice.” The good looks of the decorative glass units are backed up with a wealth of facts and figures to give the homeowner peace of mind. All the decorative insulated glass units are triple glazed and supplied as standard with toughened safety glass inner and outer panes tested and certified to EN12150. The option to choose use Low E coated glass internal panes or laminated external panes (tested to EN14449) is also available. Furthermore all decorative units are manufactured to EN1279 and are CE marked, satisfying industry requirements and offer a 10 year warranty against premature breakdown. The combination of Distinction’s door blank, unique snap fit glazing cassette system and

decorative insulated glass units comply and exceed with ease current building regulations so that door sets are within the 1.8 W/mtr2 K for England and Wales and 1.6 W/mtr2 K in Scotland.

Leading Network VEKA trade fabricator Modplan is celebrating a strong first quarter of 2014 and with exciting plans for the rest of year, it’s a trend that looks set to continue. Heidi Sachs, Modplan’s Managing Director, said, “A large number of our customers are reporting higher than expected sales. All our three casement systems are over performing along with sales for our tiled roofing. Quite simply, sales have outstripped targets since January.” One particular highlight is sales of Modplan’s Vertical Slider. Sales in the past month have doubled and look set to grow still further as the year goes on. Heidi says, “Customers are finding that our vertical slider is a valuable addition to their portfolio because homeowners appreciate what it offers. In response

In other production developments, this month will see Modplan’s new Kolorbond spray facility open. The new, larger facility will enable Modplan to meet the growing demand for sprayed finishes by improving efficiency and increasing capacity. Modplan are also about to launch their new Supa tiled roof with a U value of just 0.18 which will help make a conservatory much more thermally efficient. Elsewhere in the business, the company has recently launched the eagerly awaited low threshold for the Inline Sliding Patio Door. Available in silver and gold finish, the threshold is Part M compliant and suits 2 pane

The standard insulated triple glazed units in its standard form versus standard double glazed non Low E provides enhanced heat and sound insulation. But more than that, it provides protection for the decorative glass centre pane which is encapsulated between the inner and outer panes, protecting it from lead oxidisation and preventing the build-up of dust on bevels to provide ease of cleaning when required.

patios up to 3100mm in length. Heidi says, “We take pride in listening to our customers and responding to their needs. It became clear that the low threshold would help them secure more patio sales, so this is an important addition to our portfolio for our customers.” Modplan is renowned in the industry for its customer service levels and for the “Modplan mission” – to continually exceed its customers’ expectations and expand its product range to meet the needs of an ever-changing marketplace. Its commitment to supporting its customers is clearly demonstrated in its investment in new production facilities and new product launches. And the success of this approach is demonstrated in its strong sales. Tel: 01495 246844 www.modplan.co.uk

READER ENQUIRY No: 0414/0091

The choice for customers to specify laminated glass provides them the ability to meet the requirements of Secured By Design without compromising the cosmetic appearance. A Low E option is also available for those who want to demonstrate even more advanced thermal performance from their door set.

New Wave’s new website shows Slide & Swing in action

Of course, supply is critical for fabricators. As Drew Wright says, “It’s one thing to offer the range, and another to ensure that there is continuity of supply, which we recognise is so important to our customers.” That’s why the company has invested over £750,000 into its new insulated decorative triple glazed unit range, and now holds in excess of 25,000 of the variants in stock.

New Wave Doors’ recently launched website is fast becoming the ‘go to’ resource for fabricators and installers to get the latest info on the ‘Slide & Swing’ patio door.

POS materials, enthusiastic testimonials and videos on how the doors work. In the videos fabricators and installers can see how the ‘Slide & Swing’ outperforms other patio door types.

Everything customers want to know is there - product details, colours, marketing support

For a door that’s so different, it’s easier to watch the benefits in action than read about them so there are half a dozen short videos illustrating every function of the door from ventilation to versatility. They have proved their worth.

Finally, the entire package is backed up with marketing support with access to a wealth of material and images. A high quality and appealing coffee table style marketing brochure showcases the units as affordably aspirational and helps installers to clinch sales.

Gary Richards, MD of Central RPL, says: “We watched the video and thought the concept was fantastic. We bought a New Wave Door and had it fitted in our boardroom. Now we’re making and selling lots!”

In short, in its decorative glass, as in all areas of its business, Distinction is showing that it really means business.

The website is user friendly, so installers can demonstrate ‘Slide & Swing’ to potential customers before they even visit a showroom. It’s a great sales aid!

Tel: 0845 2000 816 www.distinctiondoors.co.uk READER ENQUIRY No: 0414/0090

to this current trend we have invested heavily in relocating the production to its own dedicated facility and creating the capacity to meet the demand.”

See for yourself at www.newwavedoors.co.uk.

New Wave’s Slide & Swing door.

READER ENQUIRY No: 0414/0092

April 2014 | www.glassnews.co.uk

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www.glassnews.co.uk | April 2014

DOORS

ANOTHER STAR SIGN FOR SOLIDOR Gemini UPVC Ltd is the latest trade fabricator to introduce Solidor’s pioneering range of composite doors to their product range. Serving the North West including Greater Manchester and Merseyside, Gemini UPVC are firmly placed at the quality end of the glazing industry as a long-term VEKA customer and member of Network VEKA. The decision to adopt the Solidor composite door was a relatively easy one, based on product quality and the number of key features on offer. Within a dedicated showroom area, Gemini UPVC has installed two back to back and distinctive Solidor composite doors. The first is a Modena design from the Italia Collection in the exclusive Duck Egg Blue colour featuring Karcher hardware and a key only security lock. The second door again comes from the Italia Collection, the Roma design in Chartwell Green with antique hardware, including a handmade black ring knocker. Paul Griffiths, director of Gemini UPVC comments: ‘It’s important for us to offer quality products with exceptional levels of service as our membership of Network VEKA testifies. We believe the Solidor composite door range is by far the best on the market and so do our customers.’ Dean Foley, area sales manager of Solidor concludes: ‘It’s not only the installation companies that are passionate about the Solidor product, but fabricators too. It’s the perfect additional revenue stream with little investment and a means to build a one stop shop for local installers.’

The UK’s Leading Industry Newspaper

Phoenix Door Panels’ Continental

doors boost retail installers Stylish contemporary-themed composite doors from Phoenix Door Panels part of Masco UK Window Group, are giving a real boost to retail installers. Inspired by sophisticated European trends, the modern door styles, aperture shapes and hardware designs of the Continental Collection of GRP composite doors have struck a chord with homeowners seeking that added dash of individuality for their properties. Further options include elegant D-shaped and longer arched chrome door handles, with the Winkhaus AV2 Rim-latch lock supplying

a convenient, quick and discreet locking mechanism. “Customers who have displayed a selection of our new range in their showrooms are reporting positive feedback from consumers impressed by a new take on the more traditional-looking front entrance door,” reports Haydon Statham, Phoenix National Sales Manager. “While we accept these door styles have a niche appeal and are never going to be the most popular designs with the typical consumer, nonetheless a significant number of doors sold in the UK are of this contemporary type.” “As a complete door solution company, Phoenix aims to supply a full market-leading range of options for installers, allowing them

GREAT DANE COUP FOR HURST The Faroe Islands have become the latest destination for the growing export department at Hurst Plastics. Hurst dispatched dozens of door panels to a distributor on the Danish group of islands, which are more than 650 miles away from the company’s headquarters in Kingstonupon-Hull. And demand was so high there for Hurst’s doors that the customer immediately placed an order for a second shipment. Tony Appleyard, Hurst Plastics’ Export Sales Development Manager, said: “Door panels may be a maturing product but there’s still plenty of demand for them,

both in the UK and overseas. We supplied a number of different door panel and glass designs to the islands and, judging by how quickly they’ve been snapped up, they have been a big hit with the locals!” Hurst’s dedicated export team distributes the company’s Definitive Collection of decorative door panels to more than 20 countries around the globe, including locations as far flung as Australia, the Middle East, and the Bahamas. The Definitive Collection includes a wide choice of door and glass designs, many of which are exclusive to Hurst. It also features the Modern Collection of contemporary styled continental door panels in coloured, white or woodgrain PVC-u. Tel: 01482 790790 www.hurst-plastics.co.uk

“While we accept these door styles have a niche appeal and are never going to be the most popular designs with the typical consumer, nonetheless a significant number of doors sold in the UK are of this contemporary type.” to offer the widest choice to their customers and to help them grow their businesses,” he continues.” Haydon adds: “We have noticed uplift in orders since introducing the range last year and customers love the fact that we can supply such a wide range of door styles, plus glazing designs that really personalise the product to the homeowner’s requirements.” Phoenix Door Panels customer Bob Wallis of Managing Director of Window-Tech Trade in Romford, comments: “People looking for something different like these doors and the separate lock with escutcheon and door handle helps to appeal and tap into the timber market. We’ve had a number of requests for quotes already.” One of his first Continental door customers was local sculptor Otis Griffith, who is delighted with his replacement for an original wooden door. “It just jumped off the brochure page,” he enthused. “I felt it suited the style of my 1920s home, they’re really unusual styles and certainly not ‘everyday’ doors. Since it was installed, my neighbours have all commented on how they really like my door.” Contact Phoenix Door Panels on 01487 740469, email info@phoenixdoorpanels.co.uk or visit the website at www.phoenixdoorpanels.co.uk.

For a copy of the new Solidor consumer 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.

From left to right: Paul Griffiths of Gemini UPVC with Dean Foley, Solidor. READER ENQUIRY No: 0414/0094

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www.glassnews.co.uk | April 2014

DOORS

The UK’s Leading Industry Newspaper

Bison’s New Wave Slide & Swing

Door offers a whole new concept Bison Frames has just announced the launch of the New Wave Slide and Swing Doors. Mark Tetley, Bison’s Managing Director says, “We are manufacturing the New Wave Doors simply because they do what bifold doors don’t and they offer a whole new concept in slide and swing door systems. It’s so hard to put into words the advantages of this truly unique product, but the simple operation, ease of installation and clean sight lines turn the whole concept of the bifold door upside down.” New Wave’s groundbreaking design is truly unique with a master traffic door incorporating a traditional

high security hook lock, adjustable flag hinges and sturdy lever handle while the remaining doors slide and swing independently with no visible hinges. The result is doors that really do bring something new, exciting and unique to the market. In terms of practicality New Wave Doors manufactured by Bison more than measure up by offering excellent thermal and weatherproof performance, maximising all the benefits of PVCU technology. They have been carefully designed to make them easy to fit and even easier for customers to use. Security is a highlight too, with high security accredited hook locking and ABS

cylinder as standard. The doors come in a range of 18 colours, so homeowners can choose a shade that matches, complements or contrasts with the windows in the rest of their property. Mark Tetley concludes, “Bison are proud to manufacture the New Wave Door and bring another fresh and exciting product to market alongside our Genesis VS. Early feedback tells us that installers are head over heals with how easy the doors are to fit compared to hinged bifold alternative and homeowners absolutely love the concept. We are confident that New Wave Doors are another valuable addition to our great range of niche products and our customers’ portfolios.” To see the New Wave Doors in operation, visit www. bisonframes.co.uk/doors/ new-wave-slide-swingdoor#videos. READER ENQUIRY No: 0414/0098

SOLIDOR’S SPONSORSHIP ON WHEELS Composite door pioneer, Solidor, are now taking their branding to the road and track, thanks to the launch of BH-SolidorWAM Youth, a Pro/Elite bike team based in the Cotswolds. With bicycles supplied by the Spanish BH brand and a whole host of other sponsors, along with supporting a local Youth-based charity, the team are already building an impressive reputation in the UK peloton. The team is run and owned by Iain McInnes of McInnes Communications Ltd, along with three support staff and a team of thirteen riders. The riders include one of the UK’s top juniors, a number of under 23 riders, several former national champions, a former Olympian and Owen James, whose sister Becky has already won two world championships at the age of 22. As well as riding the Elite series in the UK, the highest

standard of domestic racing, the team will also be riding the Tour of Malta and the Ras Mumhan in Ireland. In addition, the team has been offered a guest spot at the Tour Series, which will be televised on ITV 4 during May and June. This event involves close circuit racing in city centres and attracts thousands of spectators in each event, culminating in a race around Canary Wharf on Thursday 5th June. Given the fact that cycling is now the third most participated sport in the UK, with two million adults now riding bikes at least once a week, the exposure for Solidor will be very strong indeed. Gareth Mobley, managing director of Solidor comments: ‘It’s great to be involved in sponsoring a team and as most people know I’m a passionate cyclist as is our PR man Iain McInnes. I’m particularly looking forward to seeing the team race round the streets of Stoke in May, just a few miles from the factory.’ For further information on the team log on to www.bh-solidor-wamyouth.co.uk or add to their Twitter following @BH_ Solidor_WAM. For further information about Solidor, log on to www.solidor.co.uk, e-mail enquiries@solidor.co.uk or phone 01782847300. READER ENQUIRY No: 0414/0099 0414/0100

April 2014 | www.glassnews.co.uk

DOORS

The UK’s Leading Industry Newspaper

Distinction Door’s

composite door slab offers strength as standard

Benchmark Windows enters the aїrzone

0414/0103

Distinction Doors is known as the home of the composite door slab and for Drew Wright, the company’s Managing Director, it’s the quality of the door that has been key in the company turning over in excess of £30 million in 2013. “The quality of our door is a huge selling point for our customers,” he says. The strength of the door is best illustrated in a simple test. A standard PVC-U infill panelled door can be kicked out with a single, well-aimed kick. Try the same test with a Distinction Doors composite door and the same thing cannot be achieved. In fact, even with the aid of a police battering ram, the door cannot be forced within a reasonable timeframe, as viewers of www.youtube.com/ distinctiondoorsltd can see. That’s because the door is made of impact-resistant GRP with a rigid polymer sub-frame and a high density polyurethane foam core and is proven to PAS24 UK industry standard. For Drew, this level of security is a key USP. “We know from our customers that when it comes to a front door, while looks and energy efficiency are important, security is crucial for homeowners. The battering ram test provides all the reassurance that homeowners need.” Of course, as Drew says, looks are vital too and Distinction’s doors more than measure up here. A wide range of styles, colours, decorative glass options and door furniture help homeowners make a statement with their front door. The door’s GRP skin is bonded to the rigid composite polymer sub-frame, offering total waterproofing, while its 100% CFC free high density polyurethane foam core provides unrivalled energy and sound insulating benefits. There is a wide range of choice in style and colour to suit the personal needs of the discerning house owner and provide individuality. The unique slim secure snap fit glazing cassette features the same traditional timber graining definition as the door and complements the moulds to provide attractive sightlines and balance. To complete the suite of value added benefits, door sets built using the Distinction door leaf and glazing cassette system exceeds the requirements of UK industry test standards and building regulations. This performance pedigree is underpinned with over 2 million sold since the product’s introduction to the UK in 1998, testimony to its stability, good looks and low maintenance. Tel: 0845 2000 816 www.distinctiondoors.co.uk READER ENQUIRY No: 0414/0101

www.glassnews.co.uk | April 2014

One of the first accredited retailers of aїr is setting the benchmark for the most impressive range of high performance sliding and folding doors. West Sussex based Benchmark Windows has installed the first aїrzone showroom to show the products which are set to become the leading lift and slide and bifold doors in the UK. “We are excited to be getting our hands on a market leading product like aїr and being part of such an aspirational project with Everglade who we have worked with for a time,” says Josephe Cross, head of business development at Benchmark Windows. “Over the last three years we have expanded from just few of us to 15 with three fitting crews. When we decided to refurbish our office premises and showroom to accommodate our growing team and range of products, we created aїrzone as the centrepiece, taking advantage of the exclusive marketing support available from aїr for our relaunch,” adds Josephe. “To help build the brand there’s been huge investment in lead generation, showroom branding and support for aїr accredited retailers,” says Jay Patel, ambassador for aїr. “The interest aїr has generated from homeowners, architects and the trade is really impressive. aїr has quickly attracted high quality installation companies like Benchmark Windows and it’s great to see the first aїrzone in their showroom.” aїr is manufactured exclusively in the UK by Everglade Windows. The company has 33 years’ experience in aluminium and a string of awards for customer care, manufacturing and installation. Email: discover@discoverair.co.uk www.discoverair.co.uk READER ENQUIRY No: 0414/0102

DOORS

The UK’s Leading Industry Newspaper

Ready-2-Fit Range

of Composite Doors Expands Selecta Systems has launched two new brochures to their Ready-2-Fit Range of Composite Doors, giving you the most comprehensive range available on the market. The Richmond Collection and the Metropolitan Collection have been introduced and will run alongside the current World of Choice Brochure. Both The Richmond and Metropolitan Collection of composite doors offer an unlimited palette of colours, modern slab and glass designs with quality hardware thus giving you greater opportunities to sell to your customer. Combine this with a Secure by Design door option and you really do have a fantastic looking door that provides excellent security. The Metropolitan Collection will be available to order online only, with the Ready-2-Fit Composite Door Designer planned to ‘go live’

in April 2014. Mark Richmond, Sales & Marketing Director of Selecta Systems Ltd, commented “We are really looking forward to offering the market the most comprehensive choice of door, glass and hardware designs available. The vast range gives our customers not only the traditional door styles with fresh glass designs but also offers contemporary, modern doors with unique glazing options which can make a customer home distinctive. The addition of the Online Composite Door Designer is also a demonstration of our commitment to improving the customer order experience and we are sure will be a huge success”. Contact the Selecta Systems Ready-2Fit team on 0121 325 2100 or visit www. selectaspecialistdoors.co.uk for a copy of the new brochures.

Distinction’s composite doors are more energy efficient than traditional timber or solid timber core composite doors – fact! Distinction Doors has just received the test results on the energy efficiency of its 44.5mm composite door. It was tested in comparison with a wellknown 48mm solid timber core composite door and a 44mm timber panelled door. The results were astonishing. The Distinction composite door was proved to be 19% more thermally efficient than the 48mm solid timber core composite door and 17% more thermally efficient than the 44mm traditional timber panelled door. Dave Walker, Distinction’s Technical Director said, “We’ve always known that our composite doors offer excellent thermal efficiency. These test results prove this to be the case.” The doors were tested at the University of Salford, which is renowned for its work in energy research and innovation. The test was conducted in the University’s Energy House. This is a typical Salford 1919 terraced house that has been reconstructed in a fully environmentally controllable chamber, in which climatic conditions can be maintained, varied, repeated and patterns monitored.

READER ENQUIRY No: 0414/0104

Dave Walker and his technical team at Distinction Doors project managed the testing. Working with the team at the University of Salford, they tested Distinction’s 44.5mm composite door, a 48mm solid

“We’ve always known that our composite doors offer excellent thermal efficiency. These test results prove this to be the case.” timber core composite door and a 44mm timber panelled door. For the test, the inside temperature of the Energy House was 25C with an exterior temperature of 5C. The photos show the thermal efficiency of each of the doors. The darker the blue, the less heat is being lost. Reds and greens – the predominant colours on the timber door – indicate high heat loss. The scores of each door are also shown; the lower the score the more thermally efficient it is. The Distinction composite door scored 6.8, the 48mm solid timber core composite door scored 8.4 and the 44mm timber panelled door scored 8.2. Dave Walker concludes, “We have always known about the thermal efficiency benefits of our high density polyurethane foam core composite doors. Now our customers have the official proof that they are better than the alternatives, something that we know will help them to close more sales.” Tel: 0845 2000 816 www.distinctiondoors.co.uk

READER ENQUIRY No: 0414/0105

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www.glassnews.co.uk | April 2014

GLASS NEWS INTERVIEW: IG DOORS

The UK’s Leading Industry Newspaper

IG Doors takes on the consumer market with

Truedor

There have been plenty of hints over the past months and plenty, indeed, of rumours. Now with the FIT Show just around the corner, the Truedor bursts onto the scene like the proverbial greyhound out of a trap, so if you weren’t ‘in on the secret’, you are now! Glass News’ Editor Chris Champion talks to Richard Kirman, IG Doors Trade Division’s Sales and Marketing Manager, about this new venture.

Although Truedor is a new venture IG Doors is hardly new to the door business... Believe it or not, IG has been around since 1958. At that time it was a lintel business but the door business started in 1979.

Is it a case of IG Doors hiding their ‘light under a bushell’? Few people in this industry would credit IG Doors with being the market leader in door sets.

It certainly hasn’t been a case of hiding. It’s just that we haven’t previously engaged with the trade sector as our door sets have gone direct to the new build market, and social housing. We produce over 2,000 door sets every week.

So your customers have been local authorities and the big national builders?

That’s correct. Your next question has to be, why Truedor? We recognise that more than half of the door market is trade oriented and this is a new area for IG Doors. We can expand into this space to grow our business. The Truedor range has been built specifically for the trade market as a completely new high specification product based on our research of both consumers and installers.

And the social housing and new build? Those sectors will always be important to us, we will continue to supply them with the products they know and trust. IG has built itself on its communication with people. People buy from people and our excellent communication, and service, is what has kept our customers loyal for decades. You don’t get to turnover £30m annually by ignoring your customers!

Truedor is a different concept altogether. You will be working with fabricators and installers for the first time in the company’s history and you will be pushing a brand to the consumer. Yes, Truedor is specifically designed for the installers and the consumer. We have been watching the composite door market and how the trade interacts with the consumer. We have researched the whole Truedor project for nearly two years and realised that IG’s philosophy of this being a people business that’s reliant on a great product with great service, fits a consumer product perfectly. It is our belief that Truedor is what the trade expects a consumer product to be. A product delivered on time, at the

April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

right price point and, importantly, with people there to talk to and to build a relationship with. We have to be realistic: things can and will go wrong. It’s how you deal with those eventualities that differentiate between merely a good supplier, and a great supplier.

For the trade to adopt the IG concept and Truedor, you are probably going to have to invest heavily in consumer promotion and advertising. Is the concept to promote the brand so that the consumer asks for Truedor by name? It is a measured approach, but to answer your question: yes, we shall invest very heavily in consumer marketing and you’re right, it is expensive. But the Group has made the budget available to do this....and to do it right. Half measures will result in wasted money. The Truedor promotion will certainly raise the bar on consumer marketing in the door industry. The other side of our approach is how we will support the trade. We shall be working with them directly, and they will benefit directly from the consumer promotion. This is what the trade needs to take the promotion of composite doors to the next level.

And the all important part...sales. Tell us a bit about price and order taking? Suffice it to say, Truedor will be taking price head on! This is a very serious pursuit of substantial market share and we shall be competitive. Order taking must be easy and automatic. It will be! The new website will be going live in early May. Ordering will be online for those who want to use that route, and for those who prefer a more traditional approach, we have a dedicated team for Truedor who are there to work directly with the customer. As I’ve said before, we’re a people business and our customers, whoever they are, will be able to talk to someone...a real live human being! It sounds a bit jokey, but it isn’t at all. That contact between a supplier and its customer is vital. We can take trade orders now - just call 01633 627190. This is a 24/7 telephone line!

And the promotion?

GLASS NEWS INTERVIEW: IG DOORS

I’m not going to let too much out of the hat now, except to say there is a substantial budget for the launch. FIT will be where we release all this information. The trade can find us on Stand 234. This will be the opportunity to see how the promotion is themed; what the product range consists of; meet the Truedor people and pick up the consumer brochure. You can also see the Truedor in action as we’re supplying the door sets for the Master fitter Challenge.

A pretty comprehensive overview of Truedor and the thinking behind it. Presumably a fully guaranteed product? A full manufacturers’ 10 year warranty is available on all our standard door sets. That warranty is important to the consumer and you will see Truedor become a brand by association with consumer and lifestyle media. Consumers are savvy about products and Truedor will tick all the boxes for them.

Let’s talk about the production side. You are currently producing over 2,000 door sets every week. What about capacity? A completely new line has been set up for Truedor, and that’s apart from our six other lines. Our current capability is producing a prepped door blank every 60 seconds. We have both the space and the funds to add lines as required. The new ‘Fastrack’ line will produce doors for the 5 day range and the 10 day range and there is back up if required from the other six lines.

So no ‘3 day’ service? Certainly not initially. All our research tells us that it isn’t the main requirement...what is important is to stick to our promises! Whether it is a five day range or the 10 day range, as long as we keep to the promise, both the trade and the consumer will be happy. But that said, we will continue to listen to our customers and if the demand is there for a three day service we will look at this again.

If you’re working with fabricators as well as installers, you must be offering a prepped blank service? Absolutely. There will always be fabricators who want to use a specific profile or hardware. A prepped service is all part of the Truedor concept.

www.glassnews.co.uk | April 2014

TECH TALK

The UK’s Leading Industry Newspaper

Tech Talk with Strafford Cooke, Technical Manager, Mila

When is an espag not an espag? In the early days of PVC-U windows, security was fairly low down the list of customers’ priorities. It was all about stopping draughts, reducing condensation and getting rid of the tiresome business of painting timber windows. As a result, it was generally simple cockspur handles which tended to be fitted and, whilst these are less popular today, they are certainly still available, mostly for the timber market, some new builds and for like for like replacement in old PVC. It was only in the 1980s when security started to become a real consideration for homeowners that espags were developed in response. The earliest versions featured roller cams to seal the windows and even though they were reasonably effective, it quite quickly became clear that they could be forced out of the keeps if the window was attacked, so mushroom headed cams were introduced to counter that threat. As homeowners became more concerned with security, and window companies increasingly saw how they could use security as a way of differentiating their products from

their competitors, then shootbolt espags were also added as an alternative. Of course, in the intervening years, espags have evolved further with a variety of locking points such as tongue and hooks - each promising improvements either in performance or in ease of fabrication. From Mila’s perspective, our most popular window locking device in terms of security is now our ProLinea ‘twin cam’. This has two locking points which engage into the keep in a vice like grip. The reason why it gives more security than a conventional mushroom espag is that if you try to force one of the locking points out of the keep, the other one simply goes further in and prevents the window from being forced open. For the homeowner, it’s easy for them to see how a twin cam solution works and how it potentially outperforms other options and

for some fabricators this ‘easy sell’ element is what justifies the specification. In fact, at Mila, we are so confident in the security and performance of our own ProLinea twin cam espags that we are the only company to have successfully tested our range with our NightSecure® strikers to PAS24: 2012 in both the locked and night vent positions. We don’t advise homeowners to leave their windows in the night vent position because any kind of open window is seen as temptation for a would-be burglar, but it is of course reassuring to know that the espag can resist both the mechanical and manual tests in PAS24: 2012 if required. If you bear in mind that the bi-directional mechanical test is 1Kn pulling to disengage the cams and 3Kn pushing to open the window, and the manual test is three minutes of attack with specified tools, then this is hugely impressive. For other fabricators, it is the ease and speed of installation which currently makes twin cams so popular. In my experience, a twin cam can be fitted just as quickly as a normal mushroom espag and considerably quicker than a shootbolt version. In fact, one of our biggest customers switched from shootbolts to twin cam espags recently and calculated that it could fit three twin cams in the time it took to fit just one shootbolt – fairly persuasive figures. Of course, like everything in the fenestration market, the espag is still evolving today and we are starting to see some ingenious new window locking systems being introduced which combine high levels of security with much greater manufacturing tolerances.

Strafford Cooke.

The recently launched Blade from Yale, with its rotating blade that projects from the Eurogroove to lock behind the striker plates on the frame, is an excellent example and it is being stocked by Mila. With demand still coming from trade, commercial and retail customers for innovation in window security and with new attack threats emerging all the time, there is continuous investment taking place amongst hardware suppliers in the development of new solutions. We saw lots of innovation at Fensterbau and we will no doubt see further new ideas at FIT; and Mila itself will be launching what we believe is a game changing product in this sector during the summer. www.mila.co.uk By Strafford Cooke, Technical Manager, Mila

READER ENQUIRY No: 0414/0109

April 2014 | www.glassnews.co.uk

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www.glassnews.co.uk | April 2014

HARDWARE

The UK’s Leading Industry Newspaper

Barrier Components – Securing The Future

Jt Managing Director of Barrier Components Ltd., receives award for most innovative product at CTX2013 Barrier Components Ltd., was first established by Peter Evans in 1987, and is now a well established brand supplying Architectural Hardware for the Steel Gate, Sliding Door and Frameless Glass markets. It prides itself on the rapid service it’s able to provide by holding significant stocks in their modern 15,000 square foot warehouse at Dolphin Point, Purfleet, Essex. This stock holding provides a solution for all specifications and a one stop shop for contractors and private buyers alike. Their range includes: • Hardware for Steel Swing, Sliding and Cantilevered Gates manufactured by FAC (Italy). • Gate Locks and Closing Mechanisms from Locinox (Belgium). • Sliding Systems for Agricultural/ Commercial applications from Helaform Finland. • Both internal and external Folding and straight Sliding Systems for Commercial and Residential specifications from sources around the world. • Stainless steel 304 Patch, Door Rail and G-Tech fittings for Frameless Glass Shop Fronts by GCC Taiwan. • Stainless steel 304 Shower hinge and support bar fittings by GCC. • Folding, Sliding and Stacking Frameless Glass Door systems. • Dry Glaze aluminium Balustrade system and Stainless steel Handrails from USA. • Welding Hinges manufactured from high grade steel by Clemenson (France). • A wide range of Brush Strips and housings by Tribollet (France). • Hardware for Industrial Doors. • Stainless steel Single Point Fixing Bolts and Spider Fittings by Sadev (France).

FULL HOUSE

FOR KENRICK & DUNSTER HOUSE Hardware supplier Kenrick has developed a bespoke version of its Excalibur door lock for Dunster House, the UK’s leading garden buildings company. The specially created lock is being used extensively on the Dunster House range of timber log cabins and garden rooms.

Working closely with Sadev Manufacturing (France), they have recently developed and tested new Blast Enhanced Structural Glass Fittings to service the growing Counter Terror Market and allowing high performing structural Glass Facades to be used in vulnerable locations. To achieve this specification they can now supply Sadev Structural Glass Single Point and Spider Fittings, precision manufactured from high quality 316 stainless steel, tested in accordance with ISO 16933 and to perform in excess of EXV25 (tests arranged and coordinated by Crossley Limited, West Sussex), which suit the high profile infrastructure projects of today. This hardware system has been used on the refurbishment of Nottingham station for which a Blast enhanced Hardware system was specified and where the main contractor, Taylor Woodrow, appointed Red Windows Ltd of Neston in Cheshire to install the Structural Glass. Barrier Components Limited actively promotes this solution and when exhibiting this system at CTX2013 was presented with a Press Award for most innovative new product. Check out the detail on their website at www. barrier-components.co.uk or contact their technical team on 01708 891515 or sales@ barrier-components.co.uk. READER ENQUIRY No: 0414/0111

As Dunster House’s timber buildings business gradually began to grow, the firm started to look for a more secure locking system. Having worked with Kenrick for many years and used Kenrick’s locking systems for their range of PVC-u windows and doors, Dunster House had no hesitation in asking Kenrick to create a specially engineered solution to satisfy their needs. The bespoke locking system was developed using Kenrick’s standard centre lock case and was adapted with a 900mm long lock with two roller cams. The lock features a 16mm wide face plate with radius ends which can be easily fabricated into the timber profile at Dunster House’s factory. The lock provides better compression to the door frame and has improved both the security and weatherproofing on the timber buildings. Peter Roberts, Production Manager at Dunster House, said: “With space at a premium in many houses and more people now opting to work from home, garden rooms and offices have become more popular than ever before. However, they do contain plenty of valuable equipment, such as computers, TV screens and audio equipment, so they need to be as secure as possible. At Dunster House, we needed something that provided as much security as a home door lock to give our customers total peace of mind. We have been delighted with the Kenrick system. It is a great, secure lock and is available at a very reasonable price.” Part of Kenrick’s renowned and trusted Excalibur range, the door lock has been

function tested to in excess of 100,000 cycles and also exceeds the requirements of BS EN 1670 Grade 4 (severe) rating for salt spray corrosion resistance. Kenrick is a leading supplier of hardware solutions for PVCu, aluminium and timber window and door systems. The company has a proud heritage spanning more than 200 years, having been established by Archibald Kenrick who manufactured buckles and livery fittings. Kenrick’s range of top quality products includes the market leading Excalibur multipoint window shootbolt are extremely cost effective and easy to install. Tel: 0121 553 2741 www.kenricks.co.uk READER ENQUIRY No: 0414/0112

HOPPE Partners with Debar to Achieve Single Colour Finish Across Complete bi-folding door system Despite being one of the exciting growth sectors in our industry recently, bifold doors do not come without their challenges. According to Graham Fawthrop, Managing Director of bi-folding door hardware specialists Debar, one of the hardest things to achieve traditionally has been to perfectly colour match the entrance door handles with existing bi-fold hardware ranges. But thanks to Debar’s product development partnership with handle specialists HOPPE, this problem is now a thing of the past, as fabricators and installers can enjoy a

special range of HOPPE door handles that specifically match Debar’s Vivo and Verso handle and accessory range. Graham comments: “Working closely with HOPPE in recent months, we are delighted to now bring to market our new colour match suite of hardware. This includes the Vivo and Verso range of intermediate door panel handles (with or without escutcheons), the HOPPE Atlanta entrance door handle, and magnetic door holders in 2 sizes to suit all handle sizes on bi-fold doors. Colours include white gloss, black matt, grey matt, brushed satin silver, gold, chrome and polished chrome. It has taken us a while to find the right partner and products, but thanks to HOPPE, our customers can now benefit from

a handle that offers an extensive fit to most mulitpoint door locks, a perfect colour match, and a ten year surface guarantee. Debar shares many of HOPPE‘s brand values, one of which is to offer solutions rather than just products in boxes, and early market interest in this unique collaboration seems to be endorsing this approach. Anyone interested in seeing these unique bifold hardware ranges is invited to FIT 2014 stand 326.“ Stewart Lamb, National Sales and Marketing Manager for HOPPE (UK) comments: “It’s always exciting to be involved in solution-led approaches that help change, improve and grow markets. Thanks to HOPPE’s experience and heritage – 60+ years in Europe and 25+ years in the UK – our team is ideally placed

to help customers like Debar solve hardware challenges, raise the bar through innovation and creative thinking and ultimately offer customers and end users something better.“ For more information on HOPPE’s range of hardware, visit www.hoppe.co.uk or call 01902 484 400. For more on Debar, visit www.bifold-hardware.com or call 01274 673547. READER ENQUIRY No: 0414/0113

April 2014 | www.glassnews.co.uk

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www.glassnews.co.uk | April 2014

HARDWARE

The UK’s Leading Industry Newspaper

VBH Unveils New PVCu Catalogue VBH has unveiled Issue 2 of its catalogue of hardware and ancillaries for the manufacture and installation of PVCu windows, doors and patios. Much has changed with VBH’s range since the publication of Issue 1 and, although many stalwart products carry through from that first issue, the majority are new. The company’s own greenteQ range has expanded hugely and features heavily with products for all frame types. VBH built its business on being a major distributor of branded hardware and the catalogue does much to reinforce the message that this is still the case, despite the emergence of greenteQ.

VBH Marketing Manager Gary Gleeson commented ‘The input from our market partners, in particular Roto-Frank, Siegenia, Strand and Yale, has helped to make PVCu Issue 2 our most product-packed, exciting and comprehensive yet. We’re sure that the industry will find it to be a useful tool for the office or workbench.’

Use to target architects & specifies MAJOR BUILDING COMPANIES: 9% (WE MAIL TO 4,500)

House Builders

FORTNIG HTLY

ONLIN

PUBLICAT E ION!

OTHER: 3%

Property Developers

All VBH catalogues can be obtained by calling the company’s sales office on 01634 263300 or can be downloaded from www.vbhgb.com.

Major Property Maintenance

Major Building Com

Tenders & Planning Approvals

Fabricators & Install

Social Housing

Builders & Contract

Retail Developments

Architects & Specifi

(WE MAIL TO 17,000)

FABRICATORS & INSTALLERS: 28%

Other

ARCHITECTS & SPECIFIERS: 34%

Construction & Building Projects

There is no shortage of branded hardware from VBH’s key market partners. New developments such as new manual and automatic door locks, door handles, 1 and 3-star profile cylinders, security handles, letterboxes, parallel sliding and bi-fold patio systems, folding openers, security window locks, shootbolts and even cat flaps from well known brands such as Dr. Hahn, Hoppe, Roto, Siegenia, Yale, Maco and others all feature. Readers may notice that there is no tilt and turn section. VBH advise that, due to the large number of tilt and turn options on offer, they have produced stand-alone Tilt & Turn catalogues for each of the three Tilt & Turn brands that they distribute. Each of these catalogues includes systems for PVCu, timber and aluminium windows.

GET YOUR HARDWARE SPECIFIED

Public Sector

(WE MAIL TO 14,000)

All Material Window, Door & Conservatory

BUILDERS & CONTRACTORS: 26% (WE MAIL TO 13,000)

New Build

(Commercial & Residential Developments)

Extensions

Renovation & Refurbs

0414/0116

Email for more information: christina@fenestrabuild.co.uk READER ENQUIRY No: 0414/0115

WWW.FENESTRABUILD.CO.UK M: 07805 051 322 | E: INFO@FENESTRABUILD.CO.UK

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April 2014 | www.glassnews.co.uk

The UKâ&#x20AC;&#x2122;s Leading Industry Newspaper

HARDWARE

0414/0118

0414/0119

www.glassnews.co.uk | April 2014

HARDWARE

The UK’s Leading Industry Newspaper

If you want a fantastic business opportunity

– give me a call 01924 360444

“There are many business options available to you in today’s market. But if you are the owner of a glass shop, a showroom, a trade counter or a depot and are looking for a new opportunity, then without doubt the most exciting, the most cost effective, and the most profitable is to become an MPL Approved Stockist.”

Why not become a part of our success story?

much will be to the public, and what other opportunities there are within the MPL offer.”

“We have developed an MPL Approved Stockist model for people just like you. If you are the owner of existing premises and want to increase your profitability then you should be talking to us. Your only investment is in stock, and we will do the rest.”

Tel: 01924 360444 – Email: graham@multipointlocks.co.uk www.multipointlocks.co.uk

“The market is already created, it is the natural next phase of an industry which has been going for 30+ years, and becoming an MPL Approved Stockist will give you a profitable business stream for many years to come.”

MPL has just been approved as a provider of City and Guilds training courses in association with Anvil Locksmiths. It is great achievement for MPL to be able to deliver these courses, and sets it up as one of the leading training providers in the UK.

Fully costed business models showing turnover and profitability levels

Great new products from MPL

MPL approved to offer City and Guilds training for locksmiths

“So, if you would like more information about becoming an MPL Approves Stockist please get in touch.”

MPL has just signed an exclusive arrangement as the distributer of Patlock in the UK. PatLock ™ is a brand new supplementary security locking option ideally suited to French Doors.

“We will be happy to send you a prospectus by return which contains fully costed business models so you can see exactly what the opportunities are. It is made clear in the prospectus what levels of business and profitability you should reasonably expect to achieve, how much of this will be to the trade, how

With the majority of burglaries taking place at the rear of the property this new option provides great security against would be intruders. It is a visible deterrent, easy to fit for the home owner and robust in its construction. See the PatLock ™ video on Youtube.

MPL is a supplier of all the multi-point locks the industry has ever seen…

For more information, prices and stock please contact MPL on 01924 360444.

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

Calling Sheffield If you are a business based in Sheffield and are interested in becoming an MPL approved stockist please get in touch today. We are very keen to work with a partner in Sheffield as we look to develop of our network and have a great marketing support pack available for you.

See us at the FIT Show MPL is returning to the FIT Show 10th -12th June at Telford. Following on from the success it had last year MPL has moved to a bigger stand Hall 3 364 and will be showcasing its products, its training courses, and the opportunities for companies to become approved MPL stockists.

Tel: 01924 360444 Email: graham@multipointlocks.co.uk www.multipointlocks.co.uk READER ENQUIRY No: 0514/0120

April 2014 | www.glassnews.co.uk

0414/0121

www.glassnews.co.uk | April 2014

GLASS NEWS INTERVIEW: VEKA

Ah!

The UK’s Leading Industry Newspaper

There’s something evocative about the aroma of freshly baked bread as you wander around VEKA’s 32 acres...

Well, it got your attention! And it’s not far from the truth, with VEKA’s UK site sitting cheek by jowl with Warburton’s bakery at Burnley. In fact it’s just over the back fence. Glass News’ Editor, Chris Champion, visited VEKA’s UK headquarters and talks with Sales and Marketing Director Colin Torley.

I’m just a little disappointed that Warburton’s isn’t baking today, I’ve heard so much about it. It’s a little further bonus to working in Burnley!

Not only is VEKA the largest player in the UK market, it is also a worldwide business.... The headquarters is in Sendenhorst, Germany but the VEKA Group has 29 subsidiaries across three continents. It’s a company that has an annual turnover of over €1billion.

Does that include the turnover of GEALAN Holding GmbH? It does. Prior to the acquisition of GEALAN, the VEKA Group generated €793 million

in 2013. Staff, worldwide, will increase by another 1,150 on top of the current 3,600. It’s a very large company. On the announcement of the acquisition our UK Managing Director, Dave Jones, said that although the acquisition of GEALAN will not impact directly on The VEKA UK Group – it will continue to be business as usual for us in the UK - it is positive news for VEKA and Halo fabricators as it reinforces our Group’s stability and vision for long term investment. We believe this is fantastic news for customers of The VEKA UK Group and indeed VEKA users Worldwide, as there is now one clear choice for fabricators and installers wishing to partner with a secure, stable profile manufacturer.

But still family owned! That’s right and it’s still quite a young company. Heinrich Laumann purchased VEKAplast in 1969, a producer of roller shutters and building profiles. He then began designing window systems, the first of which was unveiled in 1971. VEKA plc was established in 1986.

And again, pretty rapid growth recently with the acquisition of Bowater Building Products, which included the Halo profile brand, and the commissioning of the new mixing plant. At a time when many companies have been pulling in their horns, VEKA has been

April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper investing for the future....over £15 million in the last two years. It’s very important to us, and to our fabricators, knowing that the company is strong and stable. Having our own on-site mixing plant will allow us to fully control the materials going into our products. It will increase our efficiency and has been built to a common VEKA Group standard to ensure there will be swift spare part availability should anything need repairing.

Seeing the mixing plant over its seven storeys and the fact that it is virtually run by your SAP system, is very impressive. We didn’t see one person in there although it was churning product to the 32 extrusion lines! The fact that the current mixing plant has another 30% capacity and you’ve built the space alongside to add a second mixing plant speaks volumes for your expectations in coming years. The automation is impressive as is the huge amount of space we included in the build to ensure we had room for further expansion. - it means we’ve future proofed the mixing plant for many years to come. It’s not our first large-scale expansion on the site. Back in 2002 we spent £millions on our hi-bay warehousing system and monorail which links it to the production area, all of which is run by computer systems.

Yes. Seeing the robots filling the stillages and picking product - all controlled from the sales office computers is impressive! Just looking around, colour has obviously become important, as has foiling... That’s what is demanded by the buying public. We must, and do, follow those trends. It keeps VEKA at the forefront of the PVCu market.

GLASS NEWS INTERVIEW: VEKA

And what about recycling – it’s a high priority for VEKA? VEKA is an industry leader in recycling 'end of life' PVC-U windows, offering a reliable, cost-effective, long-term service that can be depended on. In fact we were the first systems company to establish a recycling plant. That was at Behringhen in Germany and we now have a further two sites in the UK and France. We work with window fabricators and installers, as well as waste companies throughout the UK, to ensure that valuable PVC-U material is not lost to landfill.

What proportion of recycled material is actually used? The VEKA Infinity System contains up to 80% recycled content, depending on window style. It’s extruded to BS EN12608 which is the extrusion performance standard. It combines great style with the highest levels of technology. Infinity maintains UV stability, cold impact classification and heat reversion to provide the performance of virgin profile, with the social benefits of a recycled product – a must for many projects in the commercial marketplace.

VEKA sells to around 2,200 fabricators worldwide already. Is it a case of more of the same? VEKA and Halo are premium products and although fabricators are moving to us all the time, there will always be those who prefer a different product. VEKA and Halo fabricators get much more than just a product though. We support our customers in marketing terms and really assist them with promoting the brands to the public. We want the homeowner, the specifier and the architect to ask for VEKA or Halo by name.

And presumably this is where Network VEKA comes in?. Am I right in saying it’s more directed at the homeowner than the trade and is to help them make an informed decision when buying products? Network VEKA puts the homeowner in control through a unique series of quality promises and guarantees. It offers another way of choosing conservatories, windows and doors plus other PVC-U home improvements through friendly service, sound advice on the right

choice of product for the home, examples of other customers delighted with their installation, total confidence in the quality of their work and vast experience in the home improvement sector. Most importantly, members provide total 'peace of mind' via a series of cast iron guarantees that offer every customer a fail-safe Ten Year InsuranceBacked Guarantee.

When did Network VEKA start and what prompted you to do it? Network VEKA was formed in 1996, back when the PVC-U window industry was beset with problems. Double glazing used to be associated with pushy salespeople and shoddy workmanship. It was difficult to tell who to trust, and companies were failing - leaving customers with lost deposits, and a loss of faith. Something had to be done, and as one of the world's biggest and most forward-thinking window system suppliers, VEKA plc was the only company in the industry that had the foresight to find a solution. A number of VEKA's window fabricators and installers came together to form Network VEKA. The idea was, and still is, to ensure that customers are treated fairly, by an organisation that strictly polices itself, in order to offer consistently high standards. On average, Network VEKA members achieve around a 97% customer satisfaction rating, compared to the industry's average of just 83%. Homeowners are able to trust in the regional knowledge and friendly service of their experienced local home improvement company, knowing that they are also supported by the strength and stability of a powerful, national organisation and its associate system supplier. However, it shouldn’t be forgotten that we also offer an outstanding marketing support package for those customers who choose not to join Network VEKA. This includes assistance with all kinds of marketing including access to our unique online Marketing Toolkits, PR support, a wide range of literature, graphic design and much, much more.

I think that says it all! READER ENQUIRY No: 0414/0122

www.glassnews.co.uk | April 2014

INSTALLER FOCUS

The UK’s Leading Industry Newspaper

Double glazing companies

Listers leading the way fall for internet marketing scams towards compliance Unwitting installers are signing up to online marketing services that could harm their business, claims Purplex Marketing, the specialist window industry agency. Adi Day, head of online marketing at Purplex, says that many installers are switching to online marketing without knowing all the facts; “Marketing has changed dramatically in the last five years and traditional lead generation methods are no longer as effective. In an effort to step up their marketing, installers are moving online, unfortunately many of them are being taken for a ride.” Companies are being sold online marketing such as SEO (search engine optimisation) and sponsored advertising

(pay-per-click) on the promise of getting to the top of Google by companies who don’t understand the double glazing industry. “Since launching our free marketing audit we have now heard from dozens of disgruntled fabricators and installers who have paid companies to manage their online advertising with little or no results. Because online marketing is unregulated, everyone is jumping on the bandwagon. Even business directories such as Thompsons, Touch Local, and Yellow Pages are now selling websites or online marketing, with no experience of the industry” says Adi. Yellow Pages recently hit the headlines when it rebranded as HIBU and subsequently went into administration, leaving thousands of customers in the dark. Other horror stories concern the use of online design and price engines, which enable installers to offer visitors a design and quote service on

their website. Installers are paying for this service from third-party companies, some of whom are collecting the data behind the scenes and selling the leads via internet lead suppliers. Adi comments: “Online design and pricing engines are a great idea, but if the system is managed by a third party it means they can access all your leads and share or sell this information. Installers are doing all the hard work in attracting visitors to their website, but running the risk of the leads being harvested and re-resold elsewhere.” Purplex launched its free marketing audit as part of a new initiative, Purplex Advantage, which is designed to help home improvement companies improve their traditional and online marketing results in a transparent, professional way. The company employs 30 specialist staff backed by 25 years’ experience in the window industry. For more information visit www.purplexmarketing.co.uk.

“Installers are doing all the hard work in attracting visitors to their website, but running the risk of the leads being harvested and re-resold elsewhere.” READER ENQUIRY No: 0414/0123

The double glazing industry has often suffered a tarnished image because of the cowboy builders that we have seen thanks to consumer programmes like Rogue Traders and the plethora of negative press that often surrounds the industry. In June this year, the Government will be launching their latest initiative to help separate the quality workman from those with little to no skill sets. The introduction of Minimum Technical Competencies (MTC's)for the Glazing industry will ensure that the homeowner is dealing with fully qualified installers. Lister Trade Frames of Stoke on Trent have welcomed this new legal requirement with open arms. In fact Listers have developed a programme to help their trade customers become fully compliant. Listers have partnered with PM Training, a local training provider to help them put their trade installers through their NVQ's in an effort to boost their already excellent knowledge to the level required by Government. The beauty of this to the installer is that it costs them nothing but their time and most of the training is carried out on site. Paul Wiggins, one of Listers' customers said, "I've been fitting windows and doors for years so when I heard about MTC compliance my initial reaction was, what's the point? I thought that

there was nothing I could be taught that I didn't already know." Daniel Shaw, Marketing Manager for Listers said, " This was the kind of comment that we were hearing all the time and we wanted to change that perception. The homeowner will be looking for installers who meet the MTC requirements so this is actually a sales tool that our trade customers should be taking advantage of." Listers ran a workshop in June 2013 to explain to their customers what MTC's meant and why it was important that they were ready for the change in the law. They introduced PM Training into the mix and over 30 installers signed up to attain their NVQ's on that day itself. "It was a phenomenal success and we were delighted that our customers understood how important it was to be compliant. Since that first day we are delighted to say that over 70 of our trade customers so far are going through the programme," commented Daniel "and there are still more signing up every week!" Paul Wiggins, one of the first installers to sign up said, " I was concerned that it would be an exercise that would get in the way of my day job, but the support I received from Listers and PM Training has made the whole experience an actual pleasure. I've enjoyed having my skills tested and then receiving the

Simon Smith of PM Training and Paul Wiggins, one of Listers’ customers.

validation from an official body that what I'm doing is right and proper. Simon Smith of PM Training, has been excellent to work with and has helped me through the whole process and the constant support from Listers has proved invaluable. I will certainly be using my MTC card to stand me apart from the crowd and I'm positive it will help me win more work." The homeowner should be looking for installers who can prove MTC compliance and thanks to Listers, there are now more local installers who have ticked all the boxes that the government requires, meaning quality work being delivered by quality accredited installers will be a more common sight in Staffordshire. For more information on MTC's please visit http:// fensa.org.uk/mtc.aspx Tel: 01782 391900 www.listertf.co.uk READER ENQUIRY No: 0414/0124

Record week at Truemans

Truemans Windows is delighted to report it had its best week ever at the end of February!

convenient – just pop in and pick up a variety of products at a time to suit you – which is why we’re seeing more and more installers take advantage of this one-stop shop business model.”

During this week Truemans processed 606 frames across all three branches – Burnley, Doncaster, Sheffield – beating the previous record of 568 in the summer of last year.

“Keeping an eye on industry trends and listening to installer feedback makes it easier for us to add new products to the range that help our customers appeal to consumer needs and tastes.”

Managing director Joe Trueman explains why the rise in popularity of trade counters has helped spur growth: “Trade counters are very

Truemans offer a wide range of products including Rehau and Halo windows and

doors, Kommerling windows in special foils, composite doors, Global conservatory roofs, and accessories such as silicones and glazing tools. Aside from great products, Joe also feels the company’s marketing support packages are a reason installers choose to buy from Truemans: “Our marketing support service is a unique thing for a trade counter; we feel it really makes a difference to our customers to have the resources there to help promote themselves and our products to potential customers.”

“We’re thrilled about our record week, and would like to take the opportunity to thank our customers and our fantastic Truemans team for helping us reach this milestone,” Joe concludes. READER ENQUIRY No: 0414/0125

April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

CONSERVATORIES

TUFFX LAUNCHES

DYNAMIC NEW ROOFING OPTION When the UK Government introduced new Building Regulations in 2010 for the conservatory sector, which removed guidance on the definition of a conservatory, the TuffX research and development team began to look at ways this would help to grow the market. In a circular dated 28 September 2010, a Department of Communities and Local Government (DCLG) letter stated that “Building Control Bodies will want to note that the definition of conservatory in terms of percentage translucent material as set out in previous editions of the Approved Documents no longer applies”. This was subsequently incorporated into Section c25 of the new Building Regulations legislation. A quick link to the full government document can be found: http://www.communities. gov.uk/documents/planningandbuilding/ pdf/1728453.pdf. Consequently, TuffX has created the ecoRoof Panel, after working to the new industry guidelines which declare that a solid conservatory roof is allowed as long as the conservatory: • has a significant proportion of the roof and walls glazed (no % given) is installed at ground level does not exceed 30m2 • is compliant with relevant sections of Part K of Building Regulations • is thermally separated from the dwelling • and the property’s heating system does not extend into the conservatory or porch The ecoRoof Panel from TuffX is engineered from a solid, high performance but lightweight insulation core within a unique double layer of co-extruded material. This exceptional new roofing product is a viable, cost effective alternative to

www.glassnews.co.uk | April 2014

polycarbonate that should help homeowners reduce their fuel bills and keep conservatories functional the whole year round particularly for roof repair projects. Furthermore, eco Roof Panels are extremely versatile and would be ideal for replacement conservatory roof projects as well as partition walls, doors and balcony cladding, being quick and easy to install. Available in 3m x 2m sheets these can be cut to size and tailored for individual installations then delivered nationwide via the Tuffx fleet. Manufactured in 3 external colours of white (RAL 9016), slate grey (RAL 7016) and wood brown (RAL 8017) to match the existing roofing style of a property, this new option is available in 24mm and 16mm thicknesses. The lightweight composite roof panels provide a u-value of 0.99W/m2K (24mm thickness) or 1.46 W/m2K (16mm thickness) and offer an effective barrier against weather, sun’s glare and external rain noise. Graham Price, Managing Director at TuffX Processed Glass comments, “As many original conservatories are now coming to the end of their life expectancy, homeowners are looking for a cost effective way of retaining existing floor space whilst improving the energy efficiency of the structure and as such see the ecoRoof Panels as a viable alternative to polycarbonate ones.” An introductory trade discount offer is currently available from TuffX, which has been very well received by existing and new customers with excellent feedback and enthusiastic requests for samples. Please visit the website www.ecoroofpanels.co.uk for more information or call 0845 3 400 200.

READER ENQUIRY No: 0414/0126

0414/0127

CONSERVATORIES

The UK’s Leading Industry Newspaper

K2’S NEW DIRECTORY HELPS INSTALLERS ON THE WEB The K2 Conservatories website features a new online Directory function which is designed to enable UK homeowners to search by postcode and quickly find K2 product installers operating in and around their local area. Homeowners can select a search radius of 5, 10, 25, 50 or 100 miles distance from their home address location to find K2 suppliers across a range of product categories

including new conservatory roofs, replacement conservatory roofs, DIY kit conservatories, lantern roofs, Celsius performance glass, orangeries, the best-selling Capella hybrid orangery and K2 roof spare parts.

installation season. Verified purchasers who directly retail to UK homeowners can also apply for K2 Registered Installer status to gain additional sales leads from the popular Synseal Homeowner website as well.

100 installers have already registered to secure an online presence on the new K2 Directory and Synseal would like to double that number to 200 companies in time for this year’s fine weather

K2 Marketing Manager Anne-Marie Busch invites K2 installers to take full advantage of this new online service: “Consumers search online to find capable tradesmen and each month our K2 website attracts thousands of unique visitors. I would encourage all experienced K2 roof and orangery installers to email marketing@k2conservatories. co.uk or contact the Marketing department based at our K2 Blackburn office as soon as possible and we will then ensure that their business contact details are uploaded onto the online Directory without delay.” READER ENQUIRY No: 0414/0128

NEC Solutions:

Liniar Zoom is “head and shoulders above the competition”

North East Conservatory Solutions (NECS) has enjoyed fantastic growth thanks to Liniar Zoom. Despite forming at the start of the recession in 2007, the Gateshead-based company quickly grew its customer base and has gone from strength to strength. NECS supplies bespoke conservatory roofs to window manufacturers and installers in North East England. Owner Andy Kerr is a former conservatory installer with experience of several conservatory roof brands. From the start, Andy decided to use the Liniar Zoom conservatory roof because of its many benefits. “I really liked the Zoom system as it was so easy to use, compared to other roofs,” explains Andy. “After working with so many different brands, we really noticed a difference with the overall speed of installation. The patented Glazing Stop retainer is excellent and eliminates 100% of glazing slip – putting the Liniar Zoom roof head and shoulders above the competition, in my opinion.” Liniar Zoom’s high quality conservatory roofs enables NECS to stand out from the competition. Liniar Zoom has unlimited design options, giving homeowners exactly what they want. And according to NEC, installers love Liniar Zoom too.

North East Conservatory Solutions (NECS) has enjoyed fantastic growth thanks to Liniar Zoom.

“Most window companies are taken by surprise the first time they install the roof, both by the quality and how easy it is to put together. For example, there is only one ring beam and one ridge, where most other systems have different parts for different sections of the roof. Liniar Zoom is fully on-site adjustable to give a strong, problem-free fit, reducing the risk of customer call-backs. Simplicity is the key and this has been built-in with Liniar Zoom.

Ultraframe launches Loggia Prestige to appeal to broader market Market leading roof system manufacturer Ultraframe has launched Loggia Prestige – an entry level Loggia that will support network partners in appealing to budget-conscious homeowners looking for extra living space they can use all year round, regardless of the outside temperature. The Loggia Prestige ‘package’ combines two narrow Loggia columns, Prestige insulating pelmet and LivinLight, which combined address the three main heat loss areas of a standard conservatory. The competitively priced Loggia Prestige demonstrates that for just a small price uplift on a standard conservatory, thermal performance can be dramatically improved by integrating key components of the Loggia building system. Ultraframe commercial director Joe Martoccia explains why Loggia Prestige is an easy sell: “Loggia has been in the market for almost two years and it really

“Loggia has been in the market for almost two years and it really is the system that redefined what this industry should be all about – creating beautiful, thermally efficient spaces that utilise the very latest building technologies – it’s great testament that the industry has picked up on our terminology of ‘redefining’ the conservatory.”

is the system that redefined what this industry should be all about – creating beautiful, thermally efficient spaces that utilise the very latest building technologies – it’s great testament that the industry has picked up on our terminology of ‘redefining’ the conservatory. But what the last two years has taught us is that Loggia is an instant hit for homeowners looking for the grand extension, when in reality, Loggia can be designed to meet most budgets. “Loggia Prestige really supports our network partners in ‘upselling’ from the standard conservatory and will really appeal to homeowners looking for improved thermal performance, year-round usability and more of a ‘real room’ feel at real value for money. The price point is so competitive because we’ve developed two new components – the Prestige insulating pelmet and LivinLight – that when combined with just two narrow Loggia columns, home owners can still enjoy a 30% reduction on their heating bill when compared to heating a standard conservatory. External aesthetics are improved with the addition of a Prestige cornice which not only provides a neat solution to the integration of Loggia columns but hides what can be unsightly rainwater goods. “We need to get the message across that Loggia is affordable – if someone has taken the step to have a conservatory – then for a relatively small price uplift they can have a Loggia or if they are looking to upgrade their old conservatory then Loggia Prestige may well be the perfect fit – who wouldn’t chose that?” READER ENQUIRY No: 0414/0130

“Zoom has helped us grow a very successful business over the past six years. Now that it’s part of the Liniar family, we’re looking forward to more innovative developments. I’m sure Liniar Zoom will become a serious player in the conservatory marketplace.” For more information on Liniar Zoom call 01332 883 883 or visit www.zoomroom.co.uk. For North East Conservatory Solutions visit www.conservatoryroofsuk.co.uk or call Andy Kerr on 0191 414 2901. READER ENQUIRY No: 0414/0129

April 2014 | www.glassnews.co.uk

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www.glassnews.co.uk | April 2014

VOICE OF THE INDUSTRY

The UK’s Leading Industry Newspaper

What’s your opinion?

With the wind and rain that the UK has experienced recently, roofs are in many of our minds. So for April’s Voice of the Industry, we ask: “What innovations can we expect in roof design in the future? Flat roofing has always been an issue and what is the trade now offering to combat the plywood and felt/bitumen coverings of the past? Also, what improvements are there to the offerings for conservatory and orangery roofs, in design, aesthetics and durability?

Howard Hirst Sales Director, Liniar Recent storms have highlighted the need for well-designed conservatory roofs that withstand extreme wind and rain. It’s easy to get carried away with new styles of conservatories such as orangeries, before addressing the major issues of leaks, glazing slip and badlyfitted roofs. Liniar Zoom supplies conservatory roofs that work: roofs that are strong and durable. Our roof is designed to be easy to put together and fully on-site adjustable for a secure fit. Liniar Zoom has designed out common problems and our engineering provides excellent sealing to eliminate leaks. Our roof is also fully weather tested for air and water penetration. In March we launched new products to make Liniar Zoom even better. Our new EnergyPlus twin-wall Top Cap makes the roof more thermally efficient, with its rigid design providing a genuine alternative to expensive aluminium. We have more product developments in the pipeline, all designed to enhance the roof ’s overall performance and looks, launching later this year.

Tim Franks Managing Director, Aztec Conservatory Roof Systems At Aztec, we have not received a SINGLE call reporting wind or weather damage to a roof! Our system has unique benefitssuch as our end closure that locks the glazing into the ring beam- that help ensure its resilience even in the most extreme conditions, regardless of pitch (the Aztec system will accommodate pitches as low as 2.5 degrees. We constantly review, and refine, the system. Our new muntin bar has been purpose-designed to overcome water penetration where glazing panels abut. The bar has been strategically engineered to blend seamlessly into the roof, whilst securing the glazing in place with no risk of rain or wind entering the conservatory or orangery below.

Heidi Sachs Managing Director, Modplan

Andrew Hayes Sales Manager, Tuffx

One of the biggest recent innovations is the development of solid conservatory roofs, which can be fitted onto new conservatories or retro-fitted onto existing ones. Our biggest selling solid roof is the Vertex tile effect roof.

I believe the popularity of triple glazing will increase significantly in the conservatory glass roof sector due to thermal insulation and sound reduction benefits it offers. Nevertheless, design and engineering aspects will have to be brought even more into focus with careful consideration given to additional weight.

It’s primarily marketed as a solution to conservatories that are too hot in the summer and too cold in the winter, turning them into yearround spaces. But it also offers a wealth of other benefits for our changing climate. It has an aluminium structure, giving it inherent strength and durability, while the guttering is integral to the roof, so it won’t fall or blow off in high winds or heavy snow. It can help a conservatory appear more like a traditional extension, because the tile colour can match a home’s existing roof. It’s also easy and rapid to install and doesn’t require any additional trades, so it’s a great value-added product for an installer’s portfolio.

Oversized glazed units such as Ambi-Max from TuffX, will continue to increase in popularity due to the eradication of muntin bar problems and the stunning affect that oversize units have on a finished project; although, designers and installers could become restricted where triple glazing is the preferred choice, as not all manufacturers can produce larger units such as Ambi-Max. The conservatory glass roofing sector will undoubtedly continue to attract consumer investments through innovation, improved performance and aesthetics combined with year round use. Evaluating climate change for conservatory design will become more important as extremes brought by violent storms and summers of drought will definitely, over time, affect product design and industry standards.

April 2014 | www.glassnews.co.uk

ORANGERIES

The UK’s Leading Industry Newspaper

ORANGERY OR ECONOMY

– HYBRIDS DELIVER BOTH, SAYS SYNSEAL Judging by the evergrowing consumer interest in orangeries, anyone could be forgiven for thinking the conventional conservatory has had its day but of course that is far from the case.

Joe Martoccia Commercial Director, Ultraframe

Ian Cowling Sales Director, Pyramid Windows

Increasing wind and rain does put the industry under greater pressure to ensure that any type of roof solution – whether solid or glazed – can withstand a more turbulent climate.

We’ve seen a definite shift from polycarbonate to glass, both within the rest of the industry and our own sales of Global glass which have increased year on year.

Having said that Ultraframe is still the only roof manufacturer that designs roofs based on specific postcode data supplied by the Met Office so we’re confident that a changing, more unpredictable climate is no different to what we’ve been responding to for the last 30 years. In terms of design and aesthetics, regardless of climate, I think we have a huge responsibility to drive roof innovation to ensure that retailers have the broadest and the most technically excellent roof solutions available to them. Ultimately home owners want choice which for a customer in Aberdeen might mean the solidity and cosiness of a real solidroof, yet for a home owner in Dorset, maximising all that southern natural daylight will be as important. Today’s roof design is about using precision engineering and the most robust materials to withstand the impact of heavy snowfall and high winds – thankfully this approach has underpinned Ultraframe since the first roof was built in 1983.

www.glassnews.co.uk | April 2014

Combine this with strong demand for products such as orangeries and it’s clear to see consumers are moving away from standard conservatories and choosing to invest in more solid structures which offer increased durability and can be used whatever the weather. To satisfy demand for this new breed of home extensions we started offering the Guardian solid tile roof system. This roof is made up of a pre-engineered lightweight aluminium frame, two layers of rigid insulation board, internal insulated plasterboard, exterior grade plywood, vapour membrane and either stone galvanised steel or synthetic traditional slate. It provides a better overall look and protection from the elements for the end-user, and is a multi-tasking product as it can be used for conservatories as well as extensions such garages where a flat roof might otherwise have been used.

One underlying reason, according to many installers, is that some homeowners want an orangery but are put off by the price – not to mention the upheaval of the additional foundation work - so settle for a conservatory as second best. But how are installers to recover this gap between demand and accessibility? The answer, as many are finding, is the orangery hybrid, a simplified structure giving much of the look of an orangery but at a much reduced cost – and far less hassle to install. Synseal has not only been at the forefront of the development of the hybrid orangery but now leads the field with a range of innovative products that have bridged the gap in a way that has brought the orangery concept within reach of far more homeowners. At the same time, it has addressed the other current public concern, thermal efficiency by highlighting the energy savings offered by a modern construction – be it orangery or standard conservatory. At the core of Synseal’s hybrid offering is the best-selling Global Summer orangery design, which is an addition to the market-leading Global conservatory roof system with eye-catching external fascia claddings and internal pelmets to create the internal orangery soffit. Alternatively, the Capella design adapts the proven K2 conservatory roof with a range of modular design

options including a choice of external fasica and gutter solutions and easy-fitting shelf-style or fully-plastered internal soffits, all of which can be fitted with downlights to add to the orangery effect. Mark Schlotel, Synseal’s Head of Marketing, says this hybrid style has widened the potential of the orangery market, especially at the price-sensitive middle and lower end, giving many Synseal installer partners a way into this valuable market: “When you look at how many homeowners want an orangery against how many people end up choosing one, there is an obvious gap and we have identified a large part of that gap to be simple economics. By offering hybrid systems such as Global Summer and Capella, the installer immediately closes that gap by offering an alternative that is not only more affordable but also can be installed with much less upheaval.” Of course, many homeowners still choose to invest in a true orangery and here Synseal also scores with a range of designs including the Venetian system, which brings orangery installation within the reach of many more installers thanks to its speed and simplicity. The Venetian is based on aluminium beams that can be optionally supported by structural aluminium posts bolted directly to foundations and so allow any design to be used beneath, including wide span bi-folding doors or fully-framed walls, without the need for additional support. Venetian also incorporates fully-insulated ‘Warm Roof ’

construction for Building Regs compliance. Synseal is so confident that a good sized orangery can be completed within two days that it has specially commissioned a video, available to view online, showing it done from start to finish using time-lapse photography. As well as the consumers’ taste turning towards orangeries, they are more and more demanding higher standard of energy efficiency for their home so Synseal’s commitment to thermal performance in both orangeries and conservatories goes far beyond insulated ‘Warm Roof ’ design elements. Mark Schlotel explained: “Just because conservatories don’t carry the same legal obligations to energy efficiency does not mean it should be ignored. As well as the environmental benefits, it is also a major factor in a household’s decision to upgrade from an old, less energy efficient conservatory. At Synseal, we have conducted extensive testing and found that for an average 4m X 4m construction made with the latest energyefficient materials including Celsius high performance glass and heated as part of the main house, it is possible to save over £140 a year in heating bills. “This Synseal Thermal Calculations Report has been approved by Assent Building Control and is available to any of our installers and the feedback so far is that householders get the message.” READER ENQUIRY No: 0414/0132

RECRUITMENT

The UK’s Leading Industry Newspaper

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

NEW APPOINTMENT

Edgetech UK adds

Newcomer jeff will deliver

to sales team

the goods at synseal

To support its quickly expanding range of solutions for IGU manufacturers, Edgetech UK, a Quanex Building Products Company, has added expertise to its sales team. Lee Ackroyd joins Edgetech UK as Territory Sales Manager for the South East. Lee’s role is to help customers develop their businesses using the full range of products for IGU manufacturers, including TruPlas, Edgetech’s new composite warm edge tubular spacer.

“My experience launching new products and with working with customers to take advantage of these to help their businesses grow sits perfectly with Edgetech’s plans for growth in its 25th year of trading.” Throughout his career in the IGU sector, Lee has been involved in bringing new and innovative products to market to add value for customers, including working with Pilkington Glass when self-cleaning first entered the market. Lee says: “My experience launching new products and with working with customers to take advantage of these to help their businesses grow sits perfectly with Edgetech’s plans for growth in its 25th year of trading.”

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READER ENQUIRY No: 0414/0134

Jeff Newton has joined Synseal Extrusions Ltd in a newly-created role of Head of Logistics, with full responsibility at Operations Board level to manage warehousing and transport operations for Synseal, K2 and Global Glass. Well known to many in the window industry, Jeff is an accomplished logistics expert who is already busy implementing many practical improvements to raise service levels and increase efficiency, for the benefit of both Synseal and its fabricator partners. “I’m here to further enhance Synseal’s commitment to ensuring operational effectiveness and to drive efficiencies within its logistics functions”, says Jeff, who brings plenty of proven experience to Synseal. “I served an engineering

apprenticeship within glass bottle manufacturing before moving into the world of the drinks industry, initially with Whitbread’s and later with the Allied Lyons wines and spirits divisions, which is where my logistics career commenced. The subsequent period of my life saw me running distribution centres incorporating specialist contract packaging operations for the hardware industry, prior to making the move to Next Retail Distribution. The last ten years have seen me working at Eurocell Profiles Ltd as their Logistics Manager, responsible for multi-site storage and distribution facilities for many years before successfully unifying the whole of the logistics operation into just one building four years ago.” READER ENQUIRY No: 0414/0135

April 2014 | www.glassnews.co.uk

The UK’s Leading Industry Newspaper

RECRUITMENT

Stuga expands

with Ten Human Resources Stuga Machinery have become synonymous with the manufacture of high quality British machine tools for the cutting and preparation of PVCu and Aluminium profiles for the window and associated industries over last twenty years. Having continued to develop and maintain sales over the well acknowledged lean years, they now find themselves in the envious position of considerable growth. In order to maintain the high levels of service and to also meet the needs of new installations, Stuga has employed the services of Ten HR to source high calibre field service engineers. Gareth Green comments, “We first used Ten HR in 2006, and still employ the same Engineers today, we put our heads together and agreed the type of individuals we needed at the time. They went away and with little fuss came back with a selection of people that met our needs.” The fact that seven years later both are still with us, left us with little hesitation in going back to Ten again. We have now increased our field service team with the appointments

“We first used Ten HR in 2006, and still employ the same Engineers today, we put our heads together and agreed the type of individuals we needed at the time.” of Mark Churches and Andrew Wright, both settling well into the Stuga family. Bill of Ten HR comments, “It’s always nice to deal with a client that recognises that you are not just interested in filling a given job, but are also concerned with the long term. If you can recruit engineers from other industries as well, then this has to be the way forward as there is a limited amount of talent within the window industry. Fortunately Stuga secured the services of Mark (ex Masco) and Andrew whose background was machine maintenance in the food industry.” “Stuga do structure attractive packages to employ and retain, employee retention costs considerably less than having to continually replace people.”

Machiner y READER ENQUIRY No: 0414/0136

0414/0137

www.glassnews.co.uk | April 2014

RECRUITMENT

The UK’s Leading Industry Newspaper

NEW APPOINTMENT

Key appointments at new Sales Director Conservatory Outlet

Rob McGlennon is Deceuninck’s Deceuninck has taken another key step towards achieving its objective to double market share within four years with the appointment of Rob McGlennon as Sales Director UK and Ireland. Rob joins ex-colleague Chris Jones, National Sales Manager to form a strong management team under Managing Director Roy Frost.

“But the clincher for me,” Rob emphasises, “and many fabricators too I expect, is ontime-in-full deliveries. Deceuninck leads in colour because it holds a wide range of colour – including accessories, cills etc – in stock. Order a stillage or single length of profile. Deceuninck makes it really easy for fabricators and installers to sell colour.

Rob comments: “Deceuninck is the best kept secret in the market. It was an eye opener. It’s a €536.5 million business, No.3 in most big world markets. It has a unique mix of great products, quality and people, plus outstanding service and support. Its priorities are in the right place.

“With his Everest background,” Rob says, “Roy has brought a new dimension to helping Deceuninck grow, one based on helping customers and their installer customers grow. PricePad for example makes it brilliantly easy to sell, quote and survey. New tailored websites and brochures help customers grab attention and sell. I’m really excited about helping Deceuninck grow by establishing strong relationships and helping fabricators achieve their potential.”

“As with any fabricator, changing from one Systems Company to another is a big decision. Having spent the last 12 years helping to build our last company into market leader, the question ‘Why Deceuninck?’ was even bigger for Chris and me. “What convinced me? Firstly, products. A unique, modern product range that suits all market sectors. Products that stand out. Installers love Deceuninck’s ‘pretty’ windows. They’re easier to sell because they look better in the home. Specifiers love the ground breaking Colour360. It has a powder coated look on all four sides, producing a frame without visible plastic. And it has the look, feel and toughness of powder coated aluminium with the insulation values of high quality PVC. It’s quite something!

If you want to find out how Deceuninck can help your business stand out from the crowd, call Rob on 07818 383385, email rob. mcglennon@deceuninck.com or visit www. AskRoyFrost.com

Conservatory Outlet has strengthened its production and purchasing departments with two senior new appointments. Brian Oxley joins as production manager, focussing solely on the company’s new solid roof offering. Vastly experienced, Brian has previously held senior roles over many years in the glazing industry and will be responsible for ensuring that Conservatory Outlet manufactures this new roof system to the highest standards, with immediate demand being generated via the Conservatory Outlet Network of Dealers. Brian said: “I am delighted to assume the position as

production manager for solid roofs - an exciting new venture for Conservatory Outlet - and I’m looking forward to making this innovative product an instant success for our installer-customers.” Bev Clark meanwhile joins as purchasing manager and will oversee all procurement functions at the Company. Bev is Charted Institute of Procurement and Supply qualified (MCIPS), which is recognised worldwide as the leading standard for high calibre purchasing and supply chain professionals, and she has extensive experience across a number of industries. Amongst many other responsibilities, Bev has already been instrumental to the pre-launch of Conservatory Outlet’s solid roof option, working closely with Brian Oxley to ensure that the fabricator’s

“Then, there are innovative products like Monorail, a unique large-pane sliding patio, plus a new, patented Glass Fibre Linktrusion technology which makes PVC-U windows as strong as steel reinforced windows. And, hot off the block, Deceuninck’s own Slide & Swing New Wave multi-pane patio door. That’s a real door-opener. “Deceuninck is also obsessive about quality, extruding profiles with tighter tolerances than the industry standard. So they produce less waste in the factory, and go together better on site.

Did you know?

regional dealers enjoy the convenience and confidence of sourcing a wide variety of products from one trusted supplier. On joining Conservatory Outlet Bev said: “A growing company with a vast product range such as Conservatory Outlet is a fantastic opportunity for any purchasing professional. I’ve really enjoyed my time so far and I look forward to building close relationships with key suppliers, further improving both the standard of products and the efficiency of their manufacture.” Conservatory Outlet’s managing director Greg Kane comments: “Brian and Bev are two senior and integral additions to the team and I’m delighted to welcome them. With proven track records of success I am confident that they will both be major contributing factors to the continued growth and development of Conservatory Outlet.’ For more information visit http://www. conservatoryoutletdealers. co.uk/ or call 01924 239813.

READER ENQUIRY No: 0414/0138

Did you know?

For print and online recruitment marketing and an effective media mix, email Christina for further details: christina@glassnews.co.uk 80

“A growing company with a vast product range.”

Bev Clark.

READER ENQUIRY No: 0414/0139

Brian Oxley.

RECRUIT TO 50,000 PEOPLE WITH !

FORTNIG HTLY

ONLIN

PUBLICA E TION!

0414/0140

Email for more information: christina@fenestrabuild.co.uk M: 07805 051 322 | WWW.FENESTRABUILD.CO.UK

April 2014 | www.glassnews.co.uk

RECRUITMENT

The UK’s Leading Industry Newspaper

0414/0141

NEW APPOINTMENT

MASCO UKWG appoints Safechoice UK Brand Manager MASCO UK Window Group has appointed Nathan Court as the Safechoice UK Brand Manager to head up the Group’s retail offering for installers, underlining the Group’s strong commitment to customer service and support. Nathan joined from Dixons Retail where he worked as Operations Development Manager developing IT business-to-business service and support solutions for SMEs.

His Safechoice role draws on his extensive 20-years’ customer-facing experience to expand these business benefits to installers across the UK.

targeted at helping retail businesses grow sales and improve business performance; we are committed to helping them achieve this.”

Commenting on his role, Nathan says: “Our focus on providing complete ‘lead-to-installation’ retail marketing and business solutions reflects the growing recognition among installers and fabricators alike that having the right tools is critical for sales success and business growth. Safechoice is

He adds: “I am relishing the opportunity to develop and grow the Safechoice brand, which offers an exciting proposition to installers that can add real value to their businesses. With the backing of the MASCO UK Window Group, it has longevity backed with genuine innovation.”

Ray McGrady, the Group’s Marketing Director, comments: “Nathan brings a wealth of experience in the retail environment; from understanding business marketing concepts and developing these with customers, right through to delivering the whole product offering to consumers.” “His expertise will be invaluable in helping to expand our Safechoice partnerships across the UK.”

Nathan Court.

Contact Nathan Court at Safechoice on 01684 852727, email Nathan. court@ukwg.co.uk or visit the website at www.safechoice.co.uk. READER ENQUIRY No: 0414/0142

NEW APPOINTMENT

SUN TRADE APPOINTS NEW SOUTHERN REGIONAL MANAGER Sun Trade, a leading REHAU fabricator, has recently increased its sales force with the appointment of Graham Keen as the new Southern Regional Manager. Graham will be responsible for aiding several key accounts with their day-to-day requirements, along with generating new business throughout the region. A familiar face in the industry, Graham joins Sun with more than 10 years trade sales experience

www.glassnews.co.uk | April 2014

and a vast wealth of product knowledge, promising to only improve Sun’s already dynamic sales team. With at least one new depot scheduled to open during 2014, Graham’s appointment is being seen as a key element in the rapid expansion plans Sun have scheduled. Steve Graves, Head of Business and Development UK, is confident that Graham’s appointment will mean that Sun is better positioned for new

business and also offer the flexibility to be on hand when existing customers need it the most. He says: “Graham’s in-depth knowledge of the industry and our products puts him in a strong position to make an immediate impact with our existing key accounts and will be a great benefit when bringing on board new customers.” With the recent addition of new products to its range, Sun Trade

continues to thrive, along with its customers, and Graham is confident that he can draw upon the key values of these products as well as the Sun brand to further increase their presence in the Southern Regions. Sun Trade supplies 60mm & 70mm products along with specialist products such as conservatories, vertical-sliding windows, bi-folding doors & patio doors via a series of

trade counters located throughout the South of the UK. If you would like to know more about Sun contact Ryan White on: 0800 285 1665 or visit the web site at: www.suntradewindows.com. READER ENQUIRY No: 0414/0143

Your Letters

LETTERS

The UK’s Leading Industry Newspaper

LONGEVITY OF SEALED DOUBLE GLAZING UNITS Dear Chris,

Dear Chris,

The life expectancy of glass compared with that of the seals in multiple glazed windows are incompatible. Glass has a life expectancy of at least 1000 years. If you achieve 20 years from sealed glazing you are very lucky. I have 2 windows (Velux) where the seals collapsed after 11 years and the other 2 now requiring replacement, at a cost well in excess of that of the original windows even allowing for inflation.

The question of longevity in sealed double glazing windows is not a technology issue, but one of cost. To allow products to be priced competitively, the seals specified in insulating glass units are good enough to outlast the warranty promise made to the customer, and in the majority of cases, longer.

20 years is far too short a time for the lifespan of a building component unless it is machinery. I hate to think what will occur when the large windows featured in such programmes as Grand Designs encounter the same situation. In the 60s. at the outset of my career, and before the advent of sealed units, double glazing, free from condensation, was achieved by using very slender stiles and rails manufactured in Denmark to provide an additional opening sash hung from the outside the principal sash. It was not expensive - our clients would have baulked had this been so. I should appreciate your comments. Regards, Anthony Collins, Architect

Dear Chris, I must support architect Anthony Collins comments about the unacceptable lifespan of sealed double-glazed units. All have had to be replaced once on my own roof extension built in 1990 and some are now in need of replacement for the second time. Single glazing as we know has effectively an indefinite lifespan and glass is a high energyinput product. The requirement for frequent replacement must largely negate the energy saving benefits of sealed double-glazing units. There was a Pilkington system called ‘Glas-toglas’ available in the sixities where a single sheet of glass was bent double and then ‘welded’ around the edges, and the whole of Erno Goldfinger’s 31-storey tower block Trellick Tower (built 1968-72) was glazed with this product, and as far as I know there have been no significant failures. Of course the units had a cavity of perhaps only 6-8mm, and I remember being told the system was only viable with large numbers of units the same size, but maybe it is an example of a double glazing system with a lifespan rivalling that of single glazing and not reliant on short-life and vulnerable sealants. Secondary glazing has been standard in large parts of northern and eatern Europe for generations. James Dunnett, James Dunnett Architects

Dear Chris, The recent letter to Christina in Fenestra Build by James Dunnett regarding sealed unit lifespan was both interesting and thought provoking. Unit life span can be affected by so many issues and elements that all have a bearing or impact on the life expectancy of the unit. Problems can occur during manufacturing, the unit can also be affected by poor handling, storage and by incorrect installation. Do today’s methods of edge sealing compare with yesteryear? I certainly have personal knowledge of many installations carried out some 20 – 25 years ago that still have not had any unit failures.

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

These units were assembled using a 2 part epoxy polysulphide compound which was mixed by a machine and then dispensed into a pressurised skeleton gun and then applied to the unit ensuring a solid edge fill. The frames were all externally glazed and were not prone to water standing in the rebates for any amount of time. Roof glazing always had a 60mm stepped lip on the outer or faces 1-2 of the unit therefore ensuring the seal was always dry and allowed the seal to breathe fully. It was also key to ensure the edge seal wasn’t subjected to direct sun rays at any time. The methods used for unit assembly years ago could not cope with today’s demands to meet production deadlines, or the demands to meet installation targets that in my opinion are unrealistic and could be partly to blame for early unit failure. Secondary glazing has come on leaps and bounds with the capabilities to have various designs that mirror the primary windows. These systems are excellent to prevent energy loss and are excellent for the protection against noise. Perhaps we need a review on our methods, when we live in a world where yesterday is never fast enough and the only questions people ask is” how much and how fast?” then I’m afraid we sometimes reap what we sow. Andy Carrington, Technical Officer / EQA, GQA Qualifications andy@gqaqualifications.com / 01142 720033

As Mr Collins rightly points out, these warranties are typically between 5 and 20 years, although actual lifespans can be much longer. Buyers know from the outset how long the units they specify are expected to last, so replacement costs should be relatively easy to anticipate. It’s important to note that for most projects, using double glazing rather than single will pay back the additional energy required to manufacture it in a short period of time, often just a few months. A unit that is replaced after eleven years or more will have already returned its energy cost many times over. This is also the case with triple glazing which, although it takes a longer to pay off its energy debt, will still easily manage it over a relatively short period of a few years. The same is true financially, and the significant reduction in energy costs mean upgrading from single to double or triple glazing will deliver net savings rapidly in most cases, and the pay-back time will only get shorter as the cost of energy increases. Insulating glass units sold in the UK should be CE Marked in accordance with BS EN 1279, conformity with which includes requirements to pass long-term durability tests. It is perfectly possible to design units with a much longer lifespan, but this means applying more and better-quality sealant and perhaps even adding additional seals – all of which increases material costs and manufacturing times, resulting in a higher-priced window. These products do exist. Pilkington Spacia™ is a good example. It makes use of a narrow vacuum cavity to deliver thermal performance that equals that of traditional double glazing despite being only a quarter of the thickness. The heavy-duty seals required to maintain the vacuum also has the effect of increasing the lifespan. The standard warranty for Pilkington Spacia™ is 10 years, but we know from experience that this product lasts much longer. Of course, the lifespan of insulating glass units will only be maximised if installed correctly and according to the specification for the specific window in question, so installers also play a key role. Poor installation can significantly reduce lifespans. Glazing technology has come on in leaps and bounds in the last decade, so those with double glazing units reaching the end of their lives have a great opportunity to benefit from new products that will give them much better energy performance and a longer lifespan. Ultimately, the commercial decision over which products to specify lies with the building developers, and their contractors have a responsibility to ensure they have the information at their fingertips to allow them to make the best choice. Regards, Phil Brown, technical advisory service manager (UK & Ireland) and European regulatory marketing manager at Pilkington

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Dear Chris, Anthony Collins queried the lifespan of double-glazed units in his editor letter (Fenestra Build, March 2014). Sealed units had a poor reputation in the 1980s, but there have been huge advances in the past 25 years. The longevity of a sealed unit depends on the quality of components used and how well it’s been made. Recent studies show well-made sealed units with quality parts last for decades. This is where SWISSPACER makes a real difference. All SWISSPACER warm edge spacer bars have a High Tech Gas Barrier to keep moisture out and insulating gas inside the sealed unit. The barrier is 100% impermeable to moisture or gas. This is vital to prevent gas leakage and moisture penetration, which puts more pressure on the sealed unit’s desiccant and sealant and eventually cause the sealed unit to fail. Some warm edge spacer bars only have a partial barrier to gas and moisture. Some cheaper ones don’t have any barrier at all. The sealed units they’re in won’t last. Most homeowners are prepared to pay for double (and triple) glazed windows because they cut energy costs, reduce noise and make their homes more comfortable. With long lasting units these windows more than pay for themselves in the energy they save. Yours sincerely Vic De Costa, SWISSPACER Marketing & Sales Manager (UK & Ireland)

Dear Chris, We have been manufacturing windows, doors, sealed units and conservatories for over 20 years and have obviously seen product trends change along the way. A lot of discussions seem to be happening at the moment about triple glazing and the continued rise of composite doors – both absolutely relevant – but we are also seeing a surge of people re-glazing or replacing their conservatory roofs. Some consumers are re-glazing the roof for a glass upgrade while others are replacing it altogether for a solid roof alternative. The main reason for the change is the historical problem of the conservatory being too hot to use comfortably in the summer and too cold to use in the winter. Any upward trend has got to be good news for the industry and in our experience, via our installers, this is certainly one that’s going strong at the moment. Tradelink’s conservatory division offers two different PVC window systems and two different roof options for customers to mix and match, as well as a solid roof option so we can support our installers with this change in demand. Is anyone else seeing this trend? I’m sure we can’t be alone in supplying for conservatory roof refurbishment. Yours sincerely Bruce Morley, Sales Director, Tradelink

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Calendar of events The Events Calendar will be a permanent feature and we are happy to consider details of any events relevant to our industry, that you would like to promote. With this feature visible to all our readers, events should be those which you are happy for everyone to see or take part in. Got an Open Day? Promoting a Charity Golf Day? A Networking event for the industry? Send your details to events@glassnews.co.uk.

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More staff = less problems

Good times heading back our way We’re not quite there yet, but I reckon it won’t be too long before we can say that the good times are back. FENSA’s quarterly figures alone show that 2013 was a belter of a year compared to the previous four or five. Although we’re not quite back at prerecession levels of installations, it won’t be too long before we reach that peak once again.

within the business can be reduced and most importantly the business itself will remain a happy place to work. What I have been glad to see is that the issue of under-staffing it starting to be talked about. I have been to a few meetings recently where it has come up, as well as seeing conversation online about hiring more staff becoming more apparent. Onwards and upwards ladies and gents. Just make sure you have enough people to cope!

The industry is in a great place right now to make the most of the economic recovery. We have a raft of great new products being pumped out almost on a monthly basis, profit margins seem to be back on the rise and consumer confidence is rising all the time. But whilst all the ground work is there for us to build on, there is an issue that is lurking in the background, threatening to take the shine off the recovery…

Invest in staff, else risk major problems It’s an issue I have written about on DGB in the past, but one that is now starting to raise it’s head again. To ensure that our businesses survived the recession of the past few years, we downsized. That meant moving to smaller premises, cutting wages and unfortunately cutting staff. A lesser workload required less

“We have a raft of great new products being pumped out almost on a monthly basis, profit margins seem to be back on the rise and consumer confidence is rising all the time. But whilst all the ground work is there for us to build on, there is an issue that is lurking in the background, threatening to take the shine off the recovery…”

staff. Firing people is always a tough thing to do but in order for a business to survive, it had to be done. However now the industry has turned a corner and the workloads of what seems to be a lot of the industry is going up quite quickly. Whilst this is a good thing, if a business is operating on the same number of staff as they were during the recession, this is going to stretch that workforce massively. This then brings an inherent risk of mistakes and failing quality control. It will be tempting to keep the current level of staff and ask them to do more, and why not? It would increase the company’s profits. But asking a workforce to stretch themselves beyond what they are used to will naturally bring with it problems. Expect an increase in problems such as wrong hardware, late delivery times, workmanship issues such as scratches and dents and failing customer service. Ask people to do more with less time – what else can you expect? That is why it is imperative that companies at all levels within the industry invest in extra staff to help spread the workload. The money lost due to problems will be far greater than the cost of a couple of extra staff. Stress

“It will be tempting to keep the current level of staff and ask them to do more, and why not? It would increase the company’s profits. But asking a workforce to stretch themselves beyond what they are used to will naturally bring with it problems.”

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

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

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

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

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