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GGF Disappointed The Department of Energy and Climate Change (DECC) have blamed a sudden surge in applications for clearing out £70 million of ring-fenced budget in just two days, the entire £120m budget was intended to last 12 months.
PAGE 4
In a statement, DECC confirmed that the allocated budget has now been reached and “all applications received prior to the fund closing that satisfy the terms and conditions and meet the eligibility criteria will be honoured at the original rates”. The GDHIF was set up to boost the Green Deal scheme as a replacement to the Green Deal Cashback scheme which had failed to boost the original Green Deal scheme. The difference with the GDHIF was that it was available through Green Deal Installers as well as Green Deal Providers. Under the GDHIF, the homeowner/consumer only has to have two measures installed to get the cash, provided they go through the Green Deal process - they don’t necessarily have to take out a Green Deal Plan.
Issue 42 | September 2014
W E NE TUR A FE
The GGF was disappointed to hear this week, that newly appointed Energy Minister Amber Rudd has been forced to shut down the Green Deal money back scheme The Green Deal Home Improvement Fund (GDHIF) “with immediate effect” after it was overwhelmed by a last-minute “dash for cash”.
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FACE To FACE! PAGE 94
INSTALLER FOCUS
The GDHIF was intended to boost the uptake of the Green Deal scheme and subsequently help households in England and Wales improve the energy efficiency of their homes. Continued on page 4... 0914/0001
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SEPTEMBER 2014
The UK’s Leading Industry Newspaper
The United Kingdom – minus one, possibly By the time the October edition of Glass News is on the streets, we may be able to claim a substantial readership in a foreign country! We may be worrying about entry visas and export licences to ‘Bonnie Scotland’ and that’s not to mention the currency, although it’s never been that easy to off load a Scottish fiver in the local chippie, at the best of times. All a storm in a tea cup? Who’s to say. Without straying into the deadly realm of politics in the columns of Glass News, it has always struck me that this referendum is loaded against the status quo. It strikes me that if you ask people to vote on an issue it will always be the zealots, eager for change, that will fight their way to the polling booths, whereas a No vote – we’ll stay as we are – doesn’t make people think of voting with such fervour. It makes you wonder if the voting would be different if it was Yes to remain in the union, and No to a Scottish Republic.
In talking further with the GGF, I am indebted to them for throwing further light on the scheme as it now exists. The fact is that despite the closure of the fund, the Green Deal still exists although the incentives for the consumer are now scant with the closure of the fund. A success or not? The whole scheme has been very slow in uptake and is well below the Government’s expectations when originally launched, with this latest development simply increasing the caution that has already been displayed by the consumer. No one knows, at this point, whether further funding will become available and the Government has switched away from environmental issues to those that are more election critical, evidenced by the rollback of green levies such as the ECO and, of course, the closure of the Home Improvement Fund. The Minister who has been driving the scheme, Greg Barker, has, of course, departed.
All very interesting, but the landscape of the United Kingdom could look very different at this time next month. Having read that an independent Scotland may not have access to the BBC, it seems that this is probably one of the best reasons for voting for independence. Why would anyone want it with its political bias, never ending repeats, and a licence fee that pays ludicrous salaries to people with ludicrous and unfathomable job titles? Happy days!
Green Deal comment
I regret, however, that we are unlikely to see this happen in the foreseeable future.
www.glassnews.co.uk | September 2014
See page 38
final week of the scheme – thought to be worth about £70m – compared with 2,261 applications the previous week. It is unclear how many vouchers have been cashed in after work has been completed.”
The Glass and Glazing sector has benefited very little from the Green Deal and the statistics clearly show this. The GGF, and indeed the whole industry, will hope the Government can review the situation and launch a scheme that promotes energy efficiency in buildings that reduces carbon emissions, improves homeowners living conditions, saves on fuel bills and provides a much needed boost for the entire construction sector by creating work, jobs and economic growth.
Meanwhile, for a scheme that has been such a damp squib for our industry, we seem to have devoted an inordinate amount of space in this issue to the Green Deal. Our front cover leads with the closure of the Green Deal Improvement Fund and the Voice of the Industry highlights the Green Deal, too. So why, may you ask, am I writing more about it now? The reason is simply because the scheme that should have helped our industry has, actually, done very little. It could be argued that it has brought back some of the ‘Double Glazing’ issues that led to our industry being the butt of comedians’ stand-up routines – and that the industry has tried so hard to quell and, it must be said, effectively. Now, some of that raises its head again with talk of wrongdoing. The Telegraph, in an article on the subject of the sudden closure of the Green Deal Improvement Fund raised the question of wrongdoing, saying, “The department (the Department of Energy and Climate Change) received 9,463 applications in the
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Trade News
Publisher & Owner: Christina Shaw 9 The Paddock, Tickhill, Doncaster, DN11 9HS M: 07805 051322 T: 01302 759096 E: christina@glassnews.co.uk
28 Colour 30
Glass News Interview: Glazpart
32 Conservatories 36
Glass News Interview: Connaught Conservatory Roofs
38 Windows 46
Glass News Interview: Glazerite
48 Doors 54
Bi-Fold Door Expert
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Energy Efficiency
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Eye Spy: Sharon Bennett, Holland on Sea Crossword: Mrs Clare Farr, Clearview, Cheshire Spot The Difference: Yvonne Latter, Dorset Sudoku: S. McCabe, Scarva Congratulations to all our winners! Good Luck in this months Time Out pages!
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Glass News Interview: SaintGobain Glass
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Voice Of The Industry
68 Hardware 70
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Advertising Enquiries: Christina Shaw M: 07805 051322 T: 01302 759096 E: christina@glassnews.co.uk Editor: Chris Champion T: 07850 267223 E: chris@glassnews.co.uk Features Editor: Sheilah Reed M: 07880 990144 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.
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FRONT COVER STORY
INSTALLER FOCUS
The UK’s Leading Industry Newspaper
ORIGIN INTRODUCES PRODUCT TRAINING
TO GET INSTALLERS FIGHTING FIT
...Continued from page 1. Nigel Rees, GGF Group Chief Executive commented, “The sudden closure of the Green Deal Home Improvement Fund is a disappointment as it was intended to last for a long period of time and offer stability to Green Deal, yet it has ended after roughly two months from its inception.” Energy Minister Amber Rudd commented: “The Green Deal Home Improvement Fund is a world first and in a short space of time it has proved extremely popular. We were always clear there was a budget, which is why we encouraged people to act quickly. As a result, thousands more families will now benefit from Government help to have warmer homes which use less energy.” Nigel Rees continued, “The Green Deal Home Improvement Fund has done virtually nothing for the window industry as homeowners only qualified for the fund, if they were replacing single glazing. This was a relatively pointless requirement because there’s very little single glazing in owner occupier homes. It’s fair to say, no other industry had such a proviso put upon them and yet again the window industry has been offered practically nothing from this initiative. With such low impact during its existence there will be little difference to the replacement window industry now that it has closed.” DECC has stated it will monitor voucher redemption rates and will consider whether to launch a new offer in the future should further funds become available. For further information go to: www.ggf.org.uk.
“The Green Deal Home Improvement Fund is a world first and in a short space of time it has proved extremely popular. We were always clear there was a budget, which is why we encouraged people to act quickly. As a result, thousands more families will now benefit from Government help to have warmer homes which use less energy.”
Origin Frames Ltd, award winning UK manufacturer of aluminium bi-folding doors, has introduced an installation training programme, to further support its trade partners and improve the quality of service offered to end users.
basic 3 doors set on a dedicated training rig, full product information and troubleshooting on service issues such as fork, hinge and lock replacement.
The ‘Fitter Fitter’ training programme benefits installers by demonstrating the most efficient and technically accurate way to install Origin’s bi-folding doors and results in attendees receiving Origin accreditation.
“Since launching the Fitter Fitter training in late 2013, we have already seen a 23 per cent reduction in technical installation queries, which is a great result.”
The full day course, free to Origin’s trade agents, is designed to cover all elements of bifolding door and blind installation and gives installers the chance to ask questions directly to Origin’s technical team. The training includes a demonstration of how to install a
David Ginger, Technical Manager at Origin, comments: “As a British manufacturer, we are dedicated to supporting our trade agents up and down the country. The Fitter Fitter training has been introduced to provide indepth product information and installation advice to our trade partners, to ensure end users have a high quality of installation to match the doors.
The ‘Fitter Fitter’ training days are held at Origin’s headquarters in High Wycombe, Buckinghamshire, and include a tour of Origin’s factory to show trade partners how the bi-folding doors are made from start to finish. Passing the Fitter Fitter course results in certification from Origin as an approved
installer, as well as a certificate of attendance, a small service kit and an Origin Accredited Fitter sticker for vehicles. “It is vital that we work alongside our trade agents to achieve the best possible customer service for the end user. The Fitter Fitter days are just one of the ways that we support our trade agents; to maintain high levels of service and performance. We also hold Sales Training days to help them achieve a higher lead conversion rate to grow their businesses,” concluded David. In addition to the Fitter Fitter training days, Origin has created an online bi-folding door installation video guide giving step by step instructions to all its trade partners. READER ENQUIRY No: 0914/0005
GLAZERITE CALLS ON INSTALLERS
TO BACK NEW VEKA APPROVED SCHEME Glazerite Windows Ltd, one of UK’s largest independent trade fabricators, is urging all installers to get behind the newly-launched VEKA Approved Installer Scheme to reassure householders of their quality and integrity. The scheme now gives quality installers an extremely powerful ‘two-tier’ choice alongside the industry leading Network VEKA organisation and will open up the opportunity to a much wider field of competent operators, according to Glazerite Director Jason Thompson: “It is completely free to join and has no geographic
boundaries. Any installer simply has to live up to a number of quality standards and buy from a Scheme Approved VEKA fabricator such as Glazerite. In return, they gain a credibility that will put them ahead of their competitors, not only from the VEKA Approved Installer logo for their vehicles and showrooms but also from an exclusive range of bespoke marketing literature and support for web design. “On top of this, they will also have access to direct homeowner leads generated via the dedicated VEKA Approved Installer
website so they can see virtually instant returns as well as the long-term benefits of membership.” Glazerite is not only the UK’s biggest VEKA fabricator, it’s customers represent a large proportion of the Network VEKA membership, many of whom are regular award winners and have long been regarded as one of the most proactive supporters of the organisation. Jason continued: “Network VEKA is one of the best things ever to happen to our industry. It has changed the way consumers choose their home improvements. So it is very exciting that VEKA has chosen to add this second quality accreditation scheme to support our installation partners and we are sure it will complement the existing Network offering by spreading the VEKA quality message even further and helping many more installers to be a part of that message. “There is also another long-term benefit of joining the scheme via a fabricator that is also a Network VEKA member, like Glazerite, because once they see the gains from the Approved Installer Scheme they can then go one step further by combining the benefits of both and apply to join Network VEKA. This combination would provide the ultimate support package that will undoubtedly set you apart from the competition” www.glazeritewindows.co.uk
READER ENQUIRY No: 0914/0004
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READER ENQUIRY No: 0914/0006
September 2014 | www.glassnews.co.uk
Roses are red, VEKA and Halo logos are blue. If you’re an installer, We’ll find the perfect partner .com for you. .com
OK, poetry may not be our strong point... but our new .com
.com system is sure to sweep you off your feet! FABMATCH is an online system where you can find your ideal VEKA or Halo fabricating partner in your area. Plus you can find out more about becoming an Approved Installer. Maybe you’re feeling let down by your current fabricator, or you’ve just come out of a business relationship. Whatever your situation - we can help.
www.fab-match.com Working with a VEKA UK Group Fabricator makes you eligible to become an Approved Installer. This is completely FREE and there are countless benefits for your business: Build your business on The VEKA UK Group’s sterling reputation Demonstrate your commitment to quality Attract new customers with a range of professional marketing materials – including exclusive items for Approved Installers Bespoke marketing materials at the click of a button FREE homeowner sales leads. Approved Fabricators and Installers within the scheme will receive a certificate and plaque to signal their ‘Approved’ status.
The VEKA UK Group, Farrington Rd, Rossendale Rd Ind. Est, Burnley, Lancs, BB11 5DA
TO FIND OUT MORE CALL 01282 725390 Fax: 01282 725257 e-mail: salesenquiry@veka.com www.vekauk.com
0914/0007
www.glassnews.co.uk | September 2014
5
INSTALLER FOCUS
The UK’s Leading Industry Newspaper
Meet your Approved Installer Team The VEKA UK Group doesn't do anything by halves, so when the industry-leading system supplier recently established its Approved Installer scheme for VEKA and Halo customers, significant investment was made in promoting the initiative and making sure it offered real benefits for installers. Recruitment has even taken place to fill four brand new, full-time positions which have been created to ensure there is a team solely dedicated to Approved Installers! Amy Grundy, Installer Scheme National Sales Manager, explains: “I've been working at VEKA for around seven years as an Account Manager for fabricators in the North and I spent a year working with Network VEKA prior to this. I'm thrilled to be taking on
this exciting, new challenge and using my experience to head up this initiative, which will be mutually beneficial for installers and fabricators of VEKA and Halo systems.
companies and explaining the benefits of joining the Approved Installer Scheme as well as updating them about our latest products and services.
“My previous role at VEKA meant that I dealt regularly with fabricators and their installers, helping develop sales leads and making sure they had everything necessary to grow their business. I'm looking forward to continuing to build on these relationships in my new role.
“Last, but not least, Christine Vincent has been taken on as our office-based Administrator. She'll be on hand at all times to assist with companies wishing to become Approved or to answer any queries about the benefits of being an Approved Installer. She'll be focussing full time on making sure everything about the scheme runs smoothly.”
“We've recruited a further three members of the team from outside the organisation, to focus solely on running the Approved Installer Scheme. “Saira Mahmood and Hannah Warr are recent graduates who will be out on the road looking after customers in the North and South respectively. They will be meeting
In addition to free homeowner sales leads and bespoke marketing materials, another huge feature of the scheme is that it's completely FREE to join! Find out more about becoming an Approved Installer at fab-match.com or call 01282 725390.
READER ENQUIRY No: 0914/0008
Building momentum in the housing sector good news for installers
This is the view of the Consumer Protection Association Director (CPA) Jeremy Brett. The CPA is a leading installer support body and was recently named by Fensa as one of only a handful of accredited companies able to provide installers with Insurance Backed Guarantees (IBGs), since they became mandatory for glazing installations. Jeremy said his membership base was upbeat following the news that private housing starts are set to increase by 18% this year to 134,170 units. Government figures published recently also revealed that help to buy sales had hit a monthly high, with 4,357 sales made under the equity loan scheme in June 2014 – the highest monthly total since the scheme launched in April 2013.
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MyBrand print on demand portal
Deceuninck has launched www.MyBrandHub.co.uk – its new print on demand portal to make it simple and convenient for customers to order personalised brochures, leaflets, posters and other marketing tools whenever they need. Ordering bespoke marketing material is easy and cost effective. Customers get in touch with MRA Marketing, Deceuninck’s expert marketing team, to create a tailored suite. Once the marketing is finalised and approved, it’s uploaded to the print on demand portal for customers to access via their own log-in area to order and send to print. The website stores all users’ details so re-ordering is simple any time of day or night, any day of the year.
Pictured L-R: Christine, Amy, Saira and Hannah.
Building momentum in the housing sector is undoubtedly good news for installers, but things could slow in the long term.
Deceuninck launches
“It couldn’t be easier to create your own bespoke suite of marketing aids”, continues Rob. “And the launch of our web to print portal makes it simple and quick for customers to order their new marketing material when they need it.”
But in conjunction with leading housing analysts and economists, Mr Brett said that his members were well aware of how fragile the market remains. He comments: “We understand that over the next two years the construction industry as a whole is forecast to grow by 10 per cent, with the private housing sector experiencing strong growth too. This means increasing opportunities for installers to win new business and we are equipping our members with the tools they need to meet expectations. “However a slowing of growth is anticipated towards the end of the decade and installers should be aware of the trajectory of the
Sales Director Rob McGlennon says: “Helping our customers stand out and sell more effectively is an important part of Deceuninck’s strategy. MyBrand is a comprehensive set of marketing material so individual customers can create their own branded marketing easily and cost effectively. They can even choose the level of personalisation they want.
Visit www.MyBrandHub.co.uk for more information or call Deceuninck on 01249 816 969 and get selling! Follow @DeceuninckUK and @RoyFrost1.
economy. But in the short term the private sector is benefitting from improving economic conditions and sensible government measures.” The CPA has been operating for 22 years and is recognised as a body where installers go to add value to their sales presentations and take advantage of new business opportunities. Members have access to Insurance Backed Guarantees; marketing and sales support and training; finance options to fund projects; quarterly reports that assess their business; and deposit protection schemes. The CPA also recently launched a campaign to lobby government to remove VAT on home improvement products. READER ENQUIRY No: 0914/0009
Deceuninck launches MyBrand print on demand portal. READER ENQUIRY No: 0914/0010
September 2014 | www.glassnews.co.uk
0914/0011
www.glassnews.co.uk | September 2014
7
INSTALLER FOCUS
The UK’s Leading Industry Newspaper
Installer support body to take VAT campaign to Westminster A leading installer support body has launched a campaign to remove VAT on home improvement products. The Consumer Protection Association (CPA) is supporting the campaign to remove VAT on home improvement products in order to further boost the economy and help its members. CPA Director Jeremy Brett comments: “The economy has been jump started through building and construction but what about the home improvement market? “If you knock down a house and start again you don’t pay VAT but if you want to improve your home, you do. This makes no sense – how is this good for the environment and how does it work alongside government’s drive to improve the UK’s housing stock.” The CPA also say that the removal of VAT on home improvement products would not only see an increase in work available for installers but also help to eradicate the black market. CPA director Jeremy Brett comments further: “We know others have started similar campaigns aimed at reducing or removing VAT for home improvement products. We
Geographical targeting
helps window franchise expand customer base
are not re-inventing the wheel. However, we feel it’s important for us to proactively get involved in this matter, as it’s an issue that our members talk to us about. “Getting rid of VAT on home improvement products would be a massive boost for the industry, since many homeowners will finally be able to afford window and doors replacements.” Jeremy also said a no VAT policy would be a win-win situation, helping taxpaying businesses thrive and further contribute to the economy. The CPA have started an online government petition – where it hopes to find 100000 signatures, a threshold that will mean the issue gets debated in Parliament. The CPA have been in business for twenty one years and equip installers with Insurance Backed Guarantees, promotional literature, finance and insurance, deposit protection and training and reports to help them stand out when they present themselves to potential customers. READER ENQUIRY No: 0914/0012
Window repair franchise WindowGeeks has adopted sales and marketing software Salestracker to expand its customer base, using geographical targeting to bring on board new repair network members in specific postcodes.
the system makes it easy for us to find exactly the right type of company for the area. For example, a particular product might be more popular in one region, and Salestracker allows us to search based on product type, system used and even installation volumes.
WindowGeeks provides high quality repair and replace services for windows, doors and conservatories in the domestic market. Leads are generated through WindowGeek’s consumer facing website and passed on to local window repairers / installers who don’t have the resources to market themselves.
“Once we’ve built an accurate profile we can use the radius search function to find installers anywhere from 1 to 200 miles within a postcode, making sure no postcodes overlap and our network members aren’t competing for leads.”
The company has a network of window experts spanning the UK and Ireland but is using Salestracker to pinpoint installers to fill the remaining postcode areas. “Salestracker is the perfect tool to expand our repair and replace network,” comments Jeff Smith, managing director of WindowGeeks. “The detail of the information within
WindowGeeks are subscribed to the full UK Fenestration database, which contains over 16,000 contacts including window and door installers, sealed unit manufacturers, and roofline installers. This information is updated live in real-time through Salestracker so only the most relevant and accurate contact details are shown when searching, and once a list is built and saved within the system this is automatically
Insight region map.
updated and ready to use for sales and marketing campaigns. Insight Data’s marketing manager, Zach Ward, comments: “We’re delighted WindowGeeks are using Salestracker to expand its repair and replace network of installers. The system is incredibly easy to use; users can login anytime, anywhere and find their next customer within minutes.” For more information on Salestracker call 01934 808 293 or email hello@ insightdata.co.uk. READER ENQUIRY No: 0914/0013
MYBRAND:
Bespoke marketing made easy Full-service agency MRA has taken marketing to the next level for window systems company Deceuninck with the launch of MyBrand. This innovative printon-demand service delivers tailored sales tools for Deceuninck’s window fabricator customers. “We wanted to give our fabricators and their installer customers a simple and affordable way to produce their own, tailored marketing materials to help them sell,” says Rob McGlennon, Sales Director at Deceuninck. “A generic leaflet with their name and address doesn’t help installers stand out or sell. We’ve done a lot more. “MRA created a stunning range of brochures and other materials behind MyBrand and now delivers these bespoke sales tools directly to our customers via the online portal: www.mybrandhub.co.uk. We’re thrilled with the results
8
and so are our fabricators. MRA’s expert marketing team and designers provide a fantastic personal service to our customers, helping them – and Deceuninck - grow.” “MyBrand is innovative and flexible,” comments MRA Director, Lucia Di Stazio. “There’s a full range of sales tools which can be tailored to what they sell, from posters, leaflets, folders and direct mail to a suite of 16-page brochures showcasing the product range each customer offers, in their corporate colours. Fabricators and installers can download the tools they want to use at www.mybrandhub.co.uk and contact us directly, specifying the level of personalisation they want, with extremely cost-effective printing ordered online via their own password-protected account.” Rob McGlennon concludes: “Helping our customers stand out and sell more effectively is an important part of Deceuninck’s strategy. MyBrand is a brilliant catalyst in that process.” For bespoke solutions to your marketing challenges, call Lucia Di Stazio on 01453 521621 or lucia@mra-marketing. com. To see examples of MyBrand personalised brochures follow @DeceuninckUK and @MRAMarketing.
The MyBrand suite of marketing materials.
“There’s a full range of sales tools which can be tailored to what they sell, from posters, leaflets, folders and direct mail to a suite of 16-page brochures showcasing the product range each customer offers, in their corporate colours. Fabricators and installers can download the tools they want to use at www.mybrandhub.co.uk and contact us directly.” READER ENQUIRY No: 0914/0014
September 2014 | www.glassnews.co.uk
0914/0015
www.glassnews.co.uk | September 2014
9
TRADE NEWS
The UK’s Leading Industry Newspaper
GLAZERITE ‘SPECIAL’ PLANT’S UP & RUNNING Glazerite Windows Ltd has unveiled the biggest single part of its £1millionplus investment for 2014 with the commissioning of its new ‘Specials’ factory alongside its Wellingborough HQ. All production for the fabricator’s acclaimed Vertical Sliding Sash window as well as its new VEKA Imagine Bi-fold, and Residence 9 flush sash window ranges will now be carried out at the new purpose-built unit, using over £500,000 of advanced new machinery and a team of fully dedicated personnel. Also joining these will be the innovative New Wave slide-swing door and the imminent VEKA Imagine patio door. The dedicated plant will also free up nearly 30% of the space at the main plant at Wellingborough, adding much-needed capacity to keep up with demand for its mainstream products, as Director Jason Thompson explained: “Our sales are already up
nearly 40% in the first half of 2014 and without the new specials factory, we might have soon reached a bottleneck later in the year. “The new unit also means we can start from scratch to create the right environment for making these specialised products, with new and advanced machinery as well as dedicated specialist personnel. Some of the people were already working with us but many were recruited specifically. “Now, we have not only the specialist lines but also the added capacity to keep ahead of growing demand and also be ready to take on board future innovations.” He added that all the new product ranges are performing well but especially the new Imagine Bi-fold, which has already exceeded all expectations in the short time since the system was launched. The new factory has recently become operational on all lines after its initial launch in May this year. Glazerite is VEKA’s largest UK trade fabricator and a prominent Network VEKA member, with a reputation for unsurpassed customer service as well as a comprehensive product range. The company offers a fully nationwide service based on manufacturing units in Northants and Greater Manchester and a distribution hub in Bristol. www.glazeritewindows.co.uk READER ENQUIRY No: 0914/0016
Mike Rigby to judge CMAs MRA Marketing’s Managing Director Mike Rigby has been invited to join the panel of judges at the 14th Construction Marketing Awards (CMAs).
The CMAs recognise those who achieve marketing excellence across the built environment. The award ceremony will be held in London on the 4th December. As a judge Mike will be asked to analyse and comment on a huge number of projects, giving his take on their creativity, effectiveness and overall achievement, among a list of other key attributes. MRA Marketing is a 9 times winner, 15 times finalist and last year moved up to No. 1 in the CIM Agency League of the 50 agencies who’ve entered Construction Marketing Awards, so Mike is well qualified to judge. Mike and MRA Marketing have been at the forefront of brand building in the industry. His column in BMN magazine has been beating the marketing drum since 2003. MRA specialises in helping companies grow in the construction, building materials and home improvement markets – and has done for over 20 years. Mike is a member of the Marketing Society, Market Research Society and Chartered Institute of Public Relations. Mike comments: “The CMAs represent the industry at its best. The calibre of entries is high, so being nominated for one of these awards is an achievement in itself.” For more information on MRA Marketing visit www.mra-marketing.com or email info@ mra-marketing.com. READER ENQUIRY No: 0914/0017
0914/0018
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September 2014 | www.glassnews.co.uk
0914/0019
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www.whiteline.co.uk Telephone 01323 723724 • enquiries@whiteline.co.uk
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CIPR PRide shortlist for Brouha customer campaigns Brouha Marketing is excited to announce that it has been shortlisted for not one but two categories in the Chartered Institute of PR PRide South of England Awards. The agency has made the final cut in both the Low Budget Campaign and Integrated Campaign categories. With a record number of entries this year - more than 1,100 – and the South a particularly hotly contested region, a shortlist in two categories is no mean feat, as Fiona Lund, Managing Director at Brouha explains: “It’s always fantastic to be recognised by our peers for the work that we do every day. We have regularly featured in the PRide Awards over the past 8 years, and what means a lot to us this year is that these categories reflect the real value we have brought to our customers through the times of economic uncertainty and into the emerging recovery. “To be shortlisted for our work with Mortgage Business Expo and Decorative Door Products by RegaLead serves to endorse our achievements in the areas that matter to our clients – campaigns that work in tandem with their strategy and philosophy and create the biggest bang for their bucks. “It would be great to win on the night, but whatever happens, it’s a huge achievement to make the finals. We would like to take this opportunity to congratulate everyone on the shortlist, and look forward to the ceremony in November.”
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CAB Talking Technical Thistle Windows sponsors A Wobbly Day Out with the cast of Emmerdale! Long-standing Network VEKA member Thistle Windows and Conservatories, is not known for its ‘wobbliness’ and regularly wins customer satisfaction awards for the quality of its products and the service provided. However, on Saturday June 14th, the company was delighted to be associated with a very wobbly event! The team at Thistle Windows were proud to sponsor an exciting day of events and activities with the goal to raise money to fund research into helping cure neurological disorders. MD Ian Bruce explains: “Wobbly Williams and its sister charity, Funding Neuro were both founded by Bryn Williams following his diagnosis with Parkinson’s disease in 2007. The charities raise money for research focusing on finding more effective treatments and cures for brain and spinal conditions. “We were happy not just to support the fun day held at Aberdeen’s famous Storybook Glen, but also to be actively involved, with Team Thistle going head-to-head against the cast of Emmerdale in the ‘It’s A Wobbly Knockout’ Team Challenge! Everyone threw themselves into the events with great enthusiasm and as good hosts we, of course, took it easy on the Emmerdale cast who ended up top of the leader board at the end of the day! “Everyone seemed to have a fantastic time and the Emmerdale cast were all very friendly, taking pictures with visitors and making sure everyone was enjoying themselves.” The event continued into the evening with ‘A Wobbly Banquet with The Cast of Emmerdale’ which was held in a luxury marquee at the Thainstone House Hotel in Inverurie. More than 400 guests were in attendance with live music and entertainment provided by the Emmerdale Cast Band - the fun and fundraising continued well into the early hours of morning. “We were all moved by Brynn Williams who spoke at length about his own experiences with Parkinson’s disease and his inspiring efforts to help others. We are extremely proud to have had the opportunity to help Brynn’s charities in raising over £100,000 through the events.” Ian added.
CAB Technical Director, Dr Justin Furness reviews the successful 2014 CAB Annual technical conference held recently at Loughborough University. The annual CAB Technical Conference in mid-May boasted our biggest ever line up of speakers, with streamed presentations allowing delegates to attend the sessions of their choice. All of the nearly 100 delegates started the day in the main lecture theatre to hear the opening keynote address, delivered by John Eynon of Open Water Consulting and a member of the ‘BIM4SME’ Executive. John outlined the potential benefits to manufacturers and specialist contractors from adopting BIM but warned against deciding on a course of action without first researching the market thoroughly. The BIM session continued with three presentations looking at BIM from the perspective of a main contractor, an architect and a provider of BIM objects respectively. Peter Trebilcock, BIM Programme and Design Director at Balfour Beatty Construction Services UK demonstrated how BIM is helping to improve the construction of a wide variety of buildings and how increasingly their suppliers are providing BIM objects and demonstrating BIM capability. This theme was continued by Paul Broadfoot, BIM Coordinator at Spacegroup Architects, who showed how the provision of manufacturer-specific BIM objects means he can design buildings faster with reduced risk. Ben Councell, Director of Sales at RIBA Enterprises gave the final presentation of the morning session and highlighted how digital technology had transformed the music and photography businesses, drawing a parallel with the transformative power of BIM in the construction world. The session concluded with a panel debate which considered the main issues facing manufacturers and specialist contractors with respect to BIM, not least the apparently conflicting advice and guidance available on the topic and the relative importance of product data compared to 3D representations. Adam Ward, Technology Director of BIM.Technologies ran the BIM workshop in the afternoon, which started with a demonstration of how BIM content is used in a real project environment. Adam then provided his perspective on several key issues for manufacturers, including the pros and cons of building
BIM content in house, software and training options, how to compile product families and the relevant standards that product manufacturers need to be aware of. Dr Kristian Steele, Sustainability Consultant at Arup kicked off the afternoon sessions with a keynote address looking at the design of sustainable façades. Kristian outlined the challenge facing the construction sector in reducing emissions and pointed to opportunities for our sector including: the roll out of a large scale retrofit programme, the recycling, reuse and remanufacture of metals and a closing of the gap between the performance of buildings as-designed and as-built. The carbon reduction theme was picked up in the ‘Journey to Zero Carbon’ session, with Dave Worthington, Managing Director of Verco presenting on the zero carbon roadmap for industry. Dave highlighted that while Building Regulations have helped in the ambition towards zero carbon buildings, big improvements on the current standards will be needed, which means manufacturers need to invest in new product development, with potentially higher build costs for contractors. Ant Wilson, Director of AECOM, then detailed the impact on both the domestic and non-domestic sectors of Part L 2013, which came into effect on 6 April 2014. Ant pointed out that to satisfy the Target Emission Rate with the ‘recipe’ approach looking at the whole building, it is likely that the U-value requirements for windows, doors and curtain walling will be significantly higher than the backstop figures given. The final presentation of the session was delivered by Gary Jackson, Director of LightUp Analytics, who examined the role of master-planning for natural light. Gary underlined SAPs current lack of sensitivity to solar gain and the fact that current Window Energy Ratings can’t be used for site specific analysis, while demonstrating the impact that building orientation and the surrounding buildings have on solar gain, natural light and the energy balance. A lively panel debate ensued, where it was agreed that an opportunity was missed to include daylighting and sunlighting in Building Regulations following the recent Housing Standards Review. Tel: 01453 828851
CAB Technical Director, Dr Justin Furness, chaired the 9th CAB Annual Technical Conference.
Find out more at www.wobblywilliams.com or see pictures and videos of the day at www.thistlewindows.com/emmerdale. READER ENQUIRY No: 0914/0020
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READER ENQUIRY No: 0914/0021
READER ENQUIRY No: 0914/0022
September 2014 | www.glassnews.co.uk
0914/0023
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FIT’S A HIT FOR HUNDREDS ON YOUTUBE They just can’t get enough of the FIT Show – weeks after the 2014 event ended, literally hundreds are logging on and watching their favourite clips via YouTube and the FIT Show own TV portal http://www. fitshow.co.uk/fit-show-tv Biggest hits among exhibitors included Batimet, Eurosash, Big Wipes, Georgian Bar Co and Chase Taylor, while many clicked onto reminders of the superb Gala Dinner with cabaret by comic ventriloquist Nina Conti. Hosted by lively presenters Kirsty and Nicky, more than a dozen clips together give over an hour of review of the show, the exhibitors and the 5,000-plus visitors who made it such a success. In just the first few weeks after the show – at The Telford International Centre – nearly 600 people had watched clips, with the
National Plastics Acquires
Churchleys Builders Plastics Ltd As part of their continued expansion, National Plastics – the UK’s largest independent trade counter network - are pleased to announce the acquisition today of three new depots in Worthing, Horsham and Chichester. Formerly operating as Churchleys Builders Plastics, these depots represent yet another bold step forward for a company which has seen unprecedented growth over the past few years. number of ‘likes’, comments and shares growing all the time. FIT Events Managing Director Paul Godwin said: “There was such a buzz about the whole show and the response to the TV clips shows they have caught it perfectly.”
Managing Director Geoff Foster said “The acquisition of these depots is a great opportunity for us to move into the South East, and we look forward to bringing our core values of superior quality products, great value prices and exemplary service levels to these areas. We have planned for
The three-day show itself was a resounding success and over 80% of the exhibition stand space was rebooked for the next FIT Show in 2016 within a week of the 2014 event closing. “April 2016 seems a long way off,” said Paul, “but it will soon be upon us. Space is limited so talk to us now if you would like to take part – information is on the web site at www.fitshow.co.uk.’ READER ENQUIRY No: 0914/0024
major expansion in the coming years, and this acquisition represents the beginning of an exciting new chapter for National Plastics, allowing us to serve an even greater area. This latest acquisition brings the total number of new depots we’ve added this year to five, and more importantly it will see us enter a new part of the country, and we are very excited to be moving ahead with our ambitious plans.” With new team members, and a solid plan for the future, National Plastics are going from strength to strength.
READER ENQUIRY No: 0914/0025
New Service To Boost Self Build Housing A new service which can link self builders up with suitable local contractors has been launched by the Federation of Master Builders (FMB), with the support of the National Custom and Self Build Association (NaCSBA).
This new service is the first of its kind in the UK and can be accessed via links from the Self Build Portal, NaCSBA’s comprehensive online resource for self builders. READER ENQUIRY No: 0914/0026
0914/0027
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Marybern Reinforcing the brand Marybern have produced cold rolled formed steel sections for over 20 years and have become one of the leading experts in galvanised steel window and door reinforcement, the unseen yet critical component of every PVCu window and door.
After many years of working with and supplying to the window and door industry and gaining an enviable reputation for quality and service, Marybern are now expanding their operation within this market. The team are the roots on which the company’s reputation stands and hopefully grows; every employee is an expert in their field with a wealth of experience gained over many years. The flexibility to adapt to the customer’s needs has given the company its competitive edge in the marketplace, particularly when it comes to bespoke orders. The team at Marybern
are proud of their reputation for quality and exceptional service and are looking forward to the future as the company’s expansion plans take shape. Additional recruits to the team; Sean Thomson as Sales Manager and Josh Thomas as Operations Manager are the company’s latest key appointments. Sean is a welcome addition as not only does he have an extensive knowledge of the industry, he also shares their commitment to the expansion and growth strategy. Sean has a very impressive background within the industry, working recently for MASCO UK window group and has previously worked at Polyframe Trade, BCE Extrusions (part of Heywood Williams), Deceuninck and Carl F Group Co. Sean commented, “I am delighted to be joining Marybern’s established team and am looking forward to driving sales forward contributing to their expansion plans at a very exciting time. Their commitment to excellent customer care, product quality and service levels to the marketplace are impressive. I believe that this combined with a competitive pricing structure are key to attracting new business.” Marybern are Ideally located on a purpose built industrial estate on Deeside, just over the welsh border on the A55, they are just minutes from the motorway network giving them a logistic advantage over many of their
competitors. Marybern’s state of the art factory unit and investments in infrastructure over the years has allowed them to successfully supply products throughout the UK and Europe. With the backing of a skilled and dedicated team of engineers and vast experience in roll forming technology, combined with a commitment to quality, still makes Marybern the first choice for many window and door companies. Trade buyers of window systems have long recognised the benefits of sourcing reinforcement direct from the manufacturer. One such benefit offered by Marybern is the opportunity to buy steel sections which are machined online to cut sizes. The ability to create a bespoke service for their customers is born from significant investments in machinery and tooling, giving Marybern the flexibility to meet any company’s reinforcement requirements. Combine this with a competitive pricing plan and helpful staff; it’s not difficult to see why so many window companies choose Marybern for their reinforcement. For further information please visit: www.marybern.co.uk. Call the office and speak to the team on: 01244 288256. Or email enquiries to: all@marybern.co.uk. READER ENQUIRY No: 0914/0028
0914/0029
www.glassnews.co.uk | September 2014
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GED looks to repeat its success at Glasstec 2014 GED Integrated Solutions has confirmed that it is to once again exhibit its award-winning Intercept Warm Edge Spacer production systems at Glasstec, held in Duesseldorf, Germany, 21 – 24 October 2014. The US manufacturer is best known for its production lines for fabricating sealed units using Intercept Warm Edge spacer. In 2014 the central feature of the GED stand will be its readily switchable double / triple glazing option the Automated Tri-Lite Assembly System (ATLAS). The focus of the world’s glass industry in October, Glasstec is the unrivalled showcase for proven as well as new ideas in manufacturing technology for glass and IG processing. In 2012 GED hosted 300 visitors representing 72 countries and the ATLAS exhibit was sold at the show. Looking to repeat its success through timed working demonstrations held on the stand throughout the event, GED is optimistic that once again visitors will fully appreciate the efficiency of a glass fabrication system that automatically produces triple pane IG units in
20-second cycles (triples three units/minute, duals six units/minute). “Glasstec is the ideal place to showcase ATLAS,” explains GED President and CEO Bill Weaver. “Since the last event in 2012 triple glazing is becoming ever more popular with both specifiers and homeowners alike, but the normal production process is slow, cumbersome, and fraught with potential for handling mishaps. This means the production process is costly.” ATLAS is a stand-alone solution, meeting the demand for ‘No-Touch’ IG unit production, and is adaptive to a range of combinations, including standard and branded Warm Edge spacer systems, small and large units, dual and triple-glazed, and in any order or combination of the above.
At Glasstec, the GED stand will also feature its advanced i-3 production line for both the larger and medium-sized IGU and window and door manufacturer who wants an advanced warm edge spacer system that offers greater capacity with less waste and minimal cost - along with a compact design. With a production capacity three times that of conventional IG lines, i-3 offers exceptional advantages in production that will see a Return On Investment within only 6 months.
A video of i-3 at work is displayed here: http://www.gedusa.com/intercepti3.php
Machine-controlled consistency ensures uniform, high quality sealed units in the fastest time possible – and with operator handling eliminated, remakes are a thing of the past.
Solidor have already exhibited at Grand Designs Live in 2013 and were the first company to sign up for the 2014 event, given that over 50,000 visitors came through the doors at the NEC, Birmingham. Last year the company gave out 4,500 iPhone leaflets, each replicating the front of an iPhone to encourage homeowners to download their
latest Door Designer App for iPhone and iPad. This year’s Grand Designs Live will again be held at the NEC, Birmingham and Solidor will have a large presence on stand B699, where they will be looking to build upon their proven retail marketing campaign that was awarded G13 Promotional Campaign of the Year – Retail. Just 6 months on and Solidor’s retail marketing campaign has further expanded to include the industry’s first Augmented Reality (AR) App, a number of new consumer videos on their YouTube channel and a Door Designer feature
www.geduk.com READER ENQUIRY No: 0914/0030
on their website. As at the end of July there have been 26,323 web site visits and 2,726 enquiries from consumers looking for a better composite door. All the enquiries have been passed on to a Recommended and Premium installer network of 452 companies across the UK. While there will be no FIT Show in 2015, there will be the Build Show from the same organising team, which is aimed at the wider building and construction industry and Solidor have been one of the first to sign up for it. They will be appearing front of house in hall 3, stand 150 on a 60m2 island as they continue to lead the composite door market. The show will be on 28-30th April 2015 at the NEC, Birmingham. Gareth Mobley, managing director of Solidor Group comments: ‘We’re one of just a few companies that can boast a truly effective retail and trade marketing campaign and exhibitions form very much part of the overall strategy. It’s the perfect platform for consumers and the trade to experience the unique features of our composite doors and our customer focused culture.’ To find out more about Solidor including their Recommended Installer campaign then log on to their website at www.solidor.co.uk, call their sales office on 01782 847300, or add to their Twitter following @solidorltd. READER ENQUIRY No: 0914/0031
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The inherent stability of the spacer’s inside surface also means that Georgian bar inserts stay straight. This is because the spacer is pre-notched during manufacture so no further machinery is needed for assembly. When glazed, Intercept is unobtrusive as it fits below the sight lines; in the Blackline version (as produced by Anglian and marketed as Clearline) it is almost invisible. A video of ATLAS at work is displayed here: http://www.gedusa.com/atlas.php
SOLIDOR’S SHOWING OFF AGAIN! Following their dazzling display of composite door innovation at the FIT Show, Solidor are now turning their attentions to Grand Designs Live later this year, along with the inaugural Build Show in 2015.
With desiccant and primary seal applied, the Intercept Spacer System is an exceptionally efficient means of offering Warm Edge technology as it eliminates the need for benders, desiccant fillers and PIB machines.
Diversity Needed in London’s House Building Industry London’s house building industry needs to be much more open to competitiveness and diversity if the number of new homes needed in the capital is to be delivered, says the Federation of Master Builders (FMB). Brian Berry, FMB Chief Executive, said: “The London Assembly Housing Committee’s call to the Mayor of London to use his power to enable greater competition and diversity in the London house building market is a welcome initiative, because we desperately need more smaller house builders to deliver a wider variety of homes.” Berry continued: “The Mayor has been right to set ambitious targets for the number of new homes London needs to build. If this is to be achieved, it will require utilising the full capacity of the small and medium-sized house building sector. As the Housing Committee has rightly recognised, breaking larger sites down into smaller parcels is one way in which public authorities can support a healthier, more diverse house building industry.” READER ENQUIRY No: 0914/0032
September 2014 | www.glassnews.co.uk
0914/0033
www.glassnews.co.uk | September 2014
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The fat blue budgie
has flown...
Chris Champion, Glass News’ Editor, meets with Neil Peck and Haydon Statham at Cambridgeshire-based, Phoenix Doors.
Visiting Phoenix Doors in rural Cambridgeshire is an experience not to be missed. To find a company of this size hidden away in this most rural part of England is surprising and, as you travel the quiet country roads, it’s hard to convince yourself that the sat nav is correct. In fact the sat nav is spot on and, instead of finding a postcode covering a whole industrial estate, and searching out your specific destination being a real trial, in this case it takes you right to the door. However the trials and tribulations have only just begun! “You’re right,” says Haydon Statham, Sales Director of Phoenix Doors, “parking is at a premium! The company has grown so much since 1993 that we keep needing more space. The landlord tacks another extension on our building: we take on more staff, and our car parking gets less.” Evidence of this ‘tacking’ on is clear to see as you tour the premises. It’s a rabbit warren of a place and, around every corner, is another surprise; for this must be the most selfsufficient company I’ve ever visited. I’d always known Phoenix as a substantial manufacturer of GRP doorsets but that is only the tip of the iceberg. Neil Peck, founder and now Managing Director of Phoenix Doors following the acquisition of the company by the £9 billion Masco Group in 2013, explains the company’s philosophy. “We have always sought to be masters of our own destiny. Being a manufacturer of doorsets we rely on the supply of the raw materials and this is complicated by our being 95% a manufacturer for the retail sector, as opposed to social housing contracts. The vast majority of our doorsets are unique, made to the end user’s requirements and specifications, so it makes sense to be able to manufacture our own IGUs, vacuum form, have your own transport….in fact put as much of the manufacture under your own control. The quality and service we offer must be second to none and, it sounds a bit trite, but we do go the extra mile to ensure that is the case.” Again, on my tour, this self-reliance and quality is everywhere. Far from being a GRP doorset manufacturer alone, producing over 500 doorsets every week, Phoenix also produces 1,400 PVCu door panels per week. Many have said that the PVCu panel is dead, overtaken by the GRP door blank, but that’s not evidenced here. Neil Peck: “Nothing is for ever, but the demand for a high quality PVCu door panel is still high. In our manufacturing process we try and ensure that every panel is good as can be. For instance, all the apertures on the PVCu
New Phoenix logo.
18
Apertures are punched, not sawn.
PVCu panels are packed for delivery.
skins are punched as opposed to being sawed out, giving a much cleaner finish…in fact we finish each panel to size to a 2mm tolerance so that the days of seeing an installer sawing a panel to size in the back of his van, are long gone.” As we wend our way through this maze of a manufacturing unit, it’s clear that there’s not a GRP door in sight. “Expansion has meant that our composite doors are manufactured in another unit up at the farm.” Says Haydon Statham. “We ran out of room for tacking on extensions so we asked a farmer if we could use some of his outbuildings.” This is an understatement. The ‘farm’ is a collection of refurbished outbuildings or newly built units. “As we need more, our landlord makes more available to us,” comments Haydon. In point of fact, this site is a reasonable sized industrial estate dedicated to Phoenix Doors. It may not be easy to follow the manufacturing process from unit to unit but, again, that quality and self-reliance is clear to see. Nanya GRP door blanks and glazing cassettes fill a unit and, it must be said, represent a significant investment in stock. “We can’t possibly know from one day to the next what a fabricator’s retail customer will order. It’s unrealistic to constantly order individual blanks and cassettes. Investing in stock works for us. In most cases we can manufacture from our own stockholding such that lead times are minimised,” says Haydon. “With PVCu panels we are even taking orders at 12 noon and despatching on the same day.” To be able to do that, and to satisfy the requirement for decorative glass choice, bearing in mind the retail aspect of the Phoenix business, the answer lies back in the ‘rabbit warren’ of units devoted to panel production. Continuing the tour,
Ready for delivery, with check sheet signed off.
“This might interest you,” says Haydon, as he disappears at a jog up a steep flight of stairs. Incidentally, this is a 56 year old man who looks 10 years younger, plays squash regularly and to a good standard! Needless to say, we trail unhealthily in his wake. “Who would think to put a toughening plant in an upstairs room!” he laughs. Sure enough we’re now in glass heaven. Their own toughening plant and teams of designers and operatives laying lead cames and applying bevels. This is as good a glass operation as you’re likely to see, and it’s only later that I wonder how they get the vast sheets of glass into that upstairs facility. “Ah!” says Haydon, “there’s a large door at the back and the sheets are lifted in with a fork lift truck.” Wherever you go, you are struck with an informality and friendliness, coupled with a respect for those in positions of responsibility. It can only be likened to a big family but without the sibling spats! That’s probably down to the fact that Phoenix is a very local company. Based in Somersham, an ancient settlement which has been inhabited for over 2,500 years, Phoenix employs local people from the 3,000 population, and often different generations from the same family. The workforce see as much of Neil Peck in the local pub as they do on the shopfloor – it’s that kind of company. And there’s a healthy disrespect between Neil and Haydon who have been together as the company has developed, and you couldn’t get two more different individuals. With Haydon a self-confessed borderline OCD and Neil who can operate in apparent chaos, you wouldn’t think that they could gel together. In practise,
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The on-site glass toughening plant.
Haydon Statham with a resin bevelled unit.
it works. Haydon Statham is an interesting individual with experience in this industry dating back to 1974. He’s a natural salesman having joined Duraflex, where his father was MD, before wanting to sell cars. It was only a short time before he was back in the business having been trying to sell a car to a client – which he failed to do – only to be asked if he’d like a job. With time at Epwin and Portal Products, wherever Haydon went he always ended up with Duraflex. And even now, with the Masco acquisition, there’s Duraflex as a Masco company! As we sit round the boardroom table with, in typical Phoenix fashion, refreshments served by Neil’s Mum, Neil explains his business philosophy. “I’m really a jack of all trades,” he says. “I can read the accounts, I know a bit about production, and I understand the business, whereas I know nothing about sales or marketing. Mind you, neither does Haydon!” Naturally this dissolves into banter between two very successful individuals who obviously respect each other and, one suspects, would be much worse off without the other’s support. Neil Peck and Haydon Statham make a great team that run a thoroughly efficient but extremely enjoyable place to work. It’s testament to how well Phoenix is thought of within the trade that so many of Neil’s peers in the door panel business were delighted for him when Masco made him an offer he couldn’t refuse. But even his reaction to that windfall is typical Peck: “The opportunity was there and it was the right time to take the offer. It’s no good holding out until the
GRP composite doors are wrapped.
product lifecycle is mature as Masco want to see increases in turnover and profit to justify their investment.” That is a truism that is so often missed and an opportunity gone. Everything looks so perfect in the land of Phoenix that I asked Neil where the problems lay: “Constant investment and the need to move forward is always a challenge and I must say it’s nice to have the strength of Masco behind us as we continue to develop. As we grew, worrying about the company
and the 138-person workforce, juggling investment along with paying the mortgage and educating the children, was very stressful. The other thing is being a good supplier to your customers. Everyone in the company contributes to this and a good supplier is only identified when something goes wrong – it’s how you deal with that problem that marks you as a company people want to do business with, or possibly not.
And so, with the Masco flag waving over Phoenix Doors and a change to the wellrecognised mythical Phoenix bird logo, a new era begins. “The fat blue budgie has flown,” says Neil, “and we now have a new corporate image.” Hopefully, the spirit and ‘joie de vivre’ that exists in Phoenix Doors will continue….and hopefully, Masco will buy the field next to them to make into a car park!
GRP composite door blanks in the warehouse. Old logo – Fat blue budgie.
www.glassnews.co.uk | September 2014
Resin bevel glass production.
READER ENQUIRY No: 0914/0034
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VEKA
Conservatory Outlet
Two decades of investing in people
Pictured L-R: Gemma Haythornwhite Human Resources Officer, Graham Fitton Finance Director, Dave Jones MD and Head of Human Resources, Gabriela Hammond.
Industry-leading PVC-U systems supplier, The VEKA UK Group, is proud to have had its ‘Investors in People’ status confirmed once again which means the company has now continuously held this accreditation for more than 20 years.
the people here at VEKA, while we are going through an exciting period of change and expansion.
Head of Human Resources, Gabriela Hammond explains: “We have held the IIP accreditation since 1994 and we’re delighted to have had our status confirmed once again.
• ‘The organisation has a strong strategic focus on Quality, Customer service and Innovation and is integrating these across all areas of the recently expanded business’
“The Assessor that visited us had some particularly complimentary things to say, commenting on the good practice, achievements and milestones reached considering the journey taken by the Company over the last few years.
• ‘Clarity of purpose and clear aspiration to achieve excellence in terms of vision, values and objectives’
“The company has grown and evolved significantly over recent years and we’re pleased to have been recognised for our unwavering dedication to
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“On behalf of the whole team, I’d like to say a big thank you to everyone at the Burnley and Minworth Plants for all their hard work.” Comments from the Assessor included: • ‘..the review has illustrated strong commitment to people and the part they play in enabling VEKA UK Group to succeed’ • ‘...excellent business performance being achieved in a challenging environment is to be applauded’
connects with dealers at social get together Yorkshire based fabricator Conservatory Outlet has a reputation for throwing buoyant events for its dealer network, and this year is no different. The fabricator is now putting the finishing touches to a weekend getaway, which will take place at De Vere Belton Woods, in Lincolnshire, this October. The event will bring together directors and owners from 20 Conservatory Outlet dealers, as well as their wives/husbands and partners. Following last year’s success in Cheshire, at Carden Park, over 80 people have confirmed their presence for the social occasion in October. The weekend will kick-off with an informal dinner on Friday evening, followed by an activity day on Saturday, when attendees will be able to take part in outdoor pursuits, play golf, or enjoy the spa. The day will end with a formal dinner and an awards ceremony hosted by Conservatory Outlet managing directors Greg Kane and Michael Giscombe. Greg commented on the upcoming event: “Our business model makes it easy for us to organise such events. No dealer competes with another, as they all have
business interests in different regions of the UK. This allows for a harmonious relationship between all parties. “The get together will facilitate networking and will allow our clients to share experiences and catch up in a relaxed and pleasant environment. There’s also an awards ceremony, which gives us the opportunity to recognise and celebrate the close partnership we have with our dealers.” Conservatory Outlet organise client events on a regular basis, all of which are quite different from one another, from relaxed social get-togethers, to business conferences, consultancy and training sessions. These are part of the company’s comprehensive approach to the fabricator-installer partnership. “We are very customer focussed, and we work closely with our dealers to develop products that suit their needs, and can also help them capitalise on the market trends. That’s why we’re keen to engage with staff across all their departments, and we do this by staging different types of events aimed not only at the managerial department, but also at the sales and installation teams as well”, Greg concluded. For more information visit http://www. conservatoryoutletdealers. co.uk/ or call 01924 239813. READER ENQUIRY No: 0914/0036
Record First Half
for Listers
After a long period of stagnation the construction industry has finally started to grow again. New homes are being built and there is a growing appetite with homeowners to move or improve their properties. All good news for the Glazing Industry who are benefiting from the uplift. Lister Trade Frames, based in Stoke on Trent, have seen several recessions over the years, having traded since 1976. This year though has seen them report record growth in the half year to date with their commercial works showing over 80 percent rise compared to the same period last year. Listers primary business activity is the manufacture and supply of windows, doors and conservatories to Trade Installers. In fact they have won the national ‘Fabricator of the Year’ award three times in the last nine years along with many other awards for their work in this area.
• ‘A strong desire to continually improve evident at individual, team,departmental and organisational levels’ Tel: 01282 716611 www.vekauk.com READER ENQUIRY No: 0914/0035
Listers Director team with the Derek Bonnard Excellence Award (Left to Right: Mark Warren, Darren Pusey, Phil Warren, Derrith Turner).
Conservatory Outlet dealer network at Carden Park in 2013
Mark Warren, Listers Managing Director says that while this remains the main focus of the business they have diversified into
new markets and this is now adding to their success. “It’s great to see our trade installation partners with full order books once again after a few lean years.” says Mark, “Listers continues to add new products and services for our customers and this is driving growth and we have also been very successful in growing our commercial installations business which is now delivering exceptional results.” Listers ended 2013 with a 10% rise in sales, adding over £800,000 to their turnover and in the first six months of 2014 they have reported a 20% increase on those 2013 results. “We’re really pleased with the half year results and although this has put a lot of stress on the business we have been working very hard behind the scenes to increase our service to customers. We have a lot of new products about to launch which will give our trade customers even more opportunities to grow their businesses with us.” Listers are now benefiting from the rise in business that the construction is enjoying. There’s no doubt that there will be tests ahead in a more active and perhaps more discerning market place as consumers become ever more demanding. However, Listers believes that they are well placed to meet those demands and their track record continues to underpin that belief. Tel: 01782 391900 www.listertf.co.uk READER ENQUIRY No: 0914/0037
September 2014 | www.glassnews.co.uk
THE SOLID CONSERVATORY ROOF
YOU’VE BEEN WAITING FOR! Design, Flexibility, Thermal Efficiency
Ideal for replacement or new conservatories • All LivinROOF designs come complete with the LivinRoom perimeter ceiling system as standard, not only providing the perfect place for spotlights and speakers, but it gives the effect of lifting the vaulted ceiling, giving a light airy feel to the new room. • LivinROOF can incorporate the Classic Cornice - hiding the guttering and giving your conservatory a modern, aethestically pleasing feature. • Externally the LivinROOF is finished in urban grey to compliment any housing style and give a contemporary look. • The LivinROOF is quick to install compared to other solid roofs on the market and because of its prefabricated design, doesn’t require any onsite cutting, reducing waste and disruption.
www.connaughtroofs.com
Tel: 01709 710100 | Fax: 01709 525262 Email: info@connaughtconservatories.co.uk
Connaught Conservatory Roofs Limited, Unit 3, Lloyd Street, Parkgate, Rotherham, S62 6JG. 0914/0038
www.glassnews.co.uk | September 2014
21
TRADE NEWS
The UK’s Leading Industry Newspaper
Two leading industry names sign long term partnership agreement
Truemans’ Doncaster branch celebrates successful first year Trade counter Truemans Windows is celebrating the first anniversary of its newest branch, situated in Doncaster. This is the company’s third and largest site, consisting of a 6,000 sq. ft. facility. Thanks to the addition of the new branch, the trade counter business recently reported a 58% sales increase in July, compared to the same month last year. The company’s MD, Joe Trueman, comments: “The results are mainly down to expanding our operations with our Doncaster branch, but our other sites, in Burnley and Sheffield also recorded an impressive growth. “Going forward, we are planning on opening more branches, as we believe there are still areas in the north, as well as the rest of the country, where the convenience of our business model is needed. We offer seven different profiles at short lead times and competitive prices and we’re constantly adding new services and improving existing ones. This is why more and more installers are now taking advantage of our one stop shop concept.” Truemans offer a wide range of products, including Rehau and Halo windows and doors, Kommerling windows in special foils, composite doors, Global conservatory roofs
Two influential companies in the glass and glazing industry have struck a long term partnership deal. and accessories such as silicones, packers and fixings and glazing tools. On top of great products, the trade counter has also designed a marketing package for installers, as well as a series of services to make their job a lot easier. Clients benefit from free skip use or free site deliveries, sample frames and much more. Truemans are currently testing their online ordering and quoting service, designed to change the way installers buy windows and doors. The system allows for real time online pricing and ordering and can also send homeowners professional quotes showing the installer’s fitted prices and logo.
Winkhaus UK Ltd, who are a leading supplier of innovative door locking systems, has put pen to paper on a deal that will see it working with industry marketing specialists Purplex for a further two years. Purplex has been managing Winkhaus’ public relations so far this year and both companies were keen to strike a long term partnership, in light of emerging opportunities. Justin Harris, Commercial Director at Winkhaus, comments: “Our aim with our ever expanding range of door locks is to continue to provide innovative solutions
“This service is going to make a massive difference to how our clients run their businesses, as it gives them flexibility to order at their leisure, in the evenings or even during weekends”, concluded Joe.
“Purplex is an industry leader when it comes to PR and marketing strategy, so we are delighted to have entered this long term partnership with them to work together on achieving our PR targets.” Andrew Scott, CEO of Purplex, comments: “Winkhaus are market leaders in niche and grand entrance locking systems for the composite door retail market and their advanced locking systems are specified in many sectors. They are a quality company with roots and history in the industry. We’re delighted they have chosen Purplex to manage the strategic PR and work alongside them to achieve their goals.” Purplex has been delivering marketing solutions in the glass and glazing industry for over ten years and is recognised as the leading full service marketing agency. It specialises in public relations, business growth strategies, design; digital and traditional marketing and web design and build.
For more information about Truemans and its range visit www.truemanswindows.co.uk or call your local branch. READER ENQUIRY No: 0914/0039
for all sectors within the door industry. Going forward we have ambitious plans which will see us continue to strive to work with customers who see partnership and innovation as a way of helping with their own strategic direction.
Andrew Scott (left) & Justin Harris (right).
READER ENQUIRY No: 0914/0040
0914/0041
22
September 2014 | www.glassnews.co.uk
A 14 nn th iv Ye er a sa r ry !
BUILDING ON
STRONG FOUNDATIONS!
Arisands Piling Ltd into their 14th Year of Trading Arisands Ltd was formed in the year 2000 by co-directors Richard Harrison and Andrew Openshaw. They developed a mini piling system to serve builders of conservatories, garages and extensions. They now have a customer base of over 100 companies, all over the North West of England, these being mainly builders of conservatories. Their engineer provides the necessary calculations to satisfy the requirements for building regulations,for extensions and garages.
VERY COMPE TITIVE ON PRIC E! NO JOB TOO SMALL!
Richard & Andrew, Co-Directors of Arisands Ltd.
If you encounter ‘poor ground conditions’ give them a call on 07966 663 207 and to speak to Andrew, who will provide a FREE site visit.
The ground condition on this job was very ‘peaty’.
The average pile depth for this job was 5 metres. The ground was lacking in clay.
Contact Details: Mob: 07966 663 207 | Fax: 01204 460266 Email: rickyharrison_57@hotmail.com | Web: www.arisands.co.uk Or simply fill in your details on our website and we will call you back. 11 Axholme Court, Horwich, Bolton, BL6 5HQ 0914/0042
www.glassnews.co.uk | September 2014
23
TRADE NEWS
The UK’s Leading Industry Newspaper
As we get ready for what is arguably one of our industry’s most important international events Glasstec, Fiona Lund MD of Brouha Marketing, looks at
the potential pitfalls of global communications Marketing in Tutto Il Mondo...Le Marketing Dans Le Monde Entier... Global und Lokal Wirksam...Markkinointia Kaikkialla Maailmassa... Marketing Aclamado En Todo El Mundo... Маркетинг без границ
The rise of the global consumer and the explosion of digital technologies that have played a significant role in the evolution of business over recent years, have naturally impacted on how we market ourselves. Thanks to the internet, there has been an irreversible shift from doing business on a local to a global platform. Most of us are now just a few clicks away from everybody else. Where products and services can be rolled out internationally, huge new markets suddenly open up with significant potential for outsiders to want to enter and compete.
You Can’t Say That! Sometimes these costly mistakes are down to misunderstanding of cultural sensitivities, legislative differences, stereotypical prejudices or even protectionist tendencies. But sometimes, they’re down to easily avoidable mistakes like the following examples that appear to have been caused by at best, a lack of on-the- ground intelligence or at worst, a misplaced trust in google translate.
And this doesn’t just relate to well-known FMCG brands like Coca Cola or McDonalds – take the UK door and window industry. I’m guessing you’ll be surprised at the number of non-UK holding companies, finance groups and global parents who sit at the top of the UK supply chain, a situation that is ever accelerating with cross border M + A activity. While the reverse is not as prolific in our industry, there are increasing numbers of UK based companies and brands who are looking to achieve potential outside of our islands. Growth in Western Europe may remain subdued, but parts of Central and Eastern Europe, Western Asia and Turkey are experiencing growth.* However, international marketing is not without pitfalls. Many companies have made costly mistakes by failing to research, or neglecting to work with partners who know these markets and can help penetrate them, before they commit resources there.
“Closer to home, we were recently working on some marketing for a Russian campaign which involved a play on words using our company name Brouha. An overzealous design partner chose to translate the headline as ‘Creating a Global Throb’ instead of the intended ‘Creating a Buzz across the Globe’. Fortunately we work with a fantastic translation agency who set them straight. And there’s the rub…… cracking an international market can offer such commercial potential, yet the misuse of simple words can sabotage even the best global marketing efforts.” 24
When Parker Pen marketed a ballpoint pen in Mexico, its ads were supposed to say: “It won't leak in your pocket and embarrass you.” However, the company mistakenly thought the Spanish word “embarazar” meant embarrass. So the adverts actually proudly proclaimed: “It won't leak in your pocket and make you pregnant.” Colgate introduced a toothpaste in France called Cue, which was the name of a local porno magazine. Closer to home, we were recently working on some marketing for a Russian campaign which involved a play on words using our company name Brouha. An overzealous design partner chose to translate the headline as ‘Creating a Global Throb’ instead of the intended ‘Creating a Buzz across the Globe’. Fortunately we work with a fantastic translation agency who set them straight. And there’s the rub…… cracking an international market can offer such commercial potential, yet the misuse of simple words can sabotage even the best global marketing efforts. As the world seems to be getting smaller for a lot of companies, our clients are no different. Almost half of our customers operate in mainland Europe or further afield, as well as in the UK market because they have identified export opportunities. Brouha is helping our customers to make the most of these opportunities with PR and marketing support worldwide. Where required, as well as strategic communications advice, we can go back one step and working with independent industry research specialists D&G Consulting, provide market audits by territory, followed by strategic advice and of course tactical implementation. With fluent in-house linguistic skills and media, translation and design partners internationally, we truly can make a Brouha on your behalf across the globe. For more information, contact Brouha Marketing on 01672 514947, www.brouhamarketing.com or @brouhamarketing. * The PVC Window Profile, Window & Door Industry, Markets and Forecasts in Europe To 2016 from D&G Consulting.
READER ENQUIRY No: 0914/0043
September 2014 | www.glassnews.co.uk
TRADE NEWS
The UK’s Leading Industry Newspaper
Rugby Double Glazing ‘backs up’ Thermoseal Group sponsors the Network VEKA message the G14 Champagne Reception
Award-winning Network VEKA member, Rugby Double Glazing is continuing to make good use of the organisation's branding to attract and reassure customers.
Director Simon Wade explains: “We have been a member of Network VEKA since 2011, and it has made a big difference to us and our customers. We have thrown ourselves almost entirely into the Network VEKA ethos, and it has certainly paid off, so we try to use all the benefits that we can. From our showroom based on Network VEKA branding - to professional brochures and images, customers of Rugby Double Glazing can see immediately that they are in safe hands.
“We've now utilised the Network VEKA Marketing Portal to update the livery on our vans. The portal allows members to personalise brochures, poster and adverts etc and also offers items like vehicle graphics. We appreciated the fact that these van backs were offered as a subsidised service so we took the opportunity to update all four of our vans. By sending Network VEKA a picture of the finished vans, we'll be rewarded with £100 back. “The graphics have smartened up the vehicles and clearly show our contact details, the Steve Davis imagery and the Network VEKA logo which reflects our professionalism. We've
found that it's a great talking point as people stop to ask our fitters why we have a picture of Steve Davis! “It gives us a chance to explain more about Network VEKA and why Steve is happy to act as Brand Ambassador for the organisation.
“The van livery also set us apart from all the double glazing companies with poorly designed vehicles, which gives us a distinct advantage thanks to our professional, corporate image. “We'll be driving home the Network VEKA message of quality and service throughout Rugby and the wider area!” Tel: 01282 473170 www.networkveka.co.uk
READER ENQUIRY No: 0914/0044
IT’S RAPID!
For the fifth year in a row, Thermoseal Group is sponsoring the Champagne Reception at the prestigious G-Awards Gala Dinner presentation evening held on Friday 21 November 2014 at London’s worldfamous Hilton Hotel on Park Lane. The Group’s Managing Director, Gwain Paterson comments: “Sponsoring the G-Awards champagne reception is our contribution to what has always been a great evening. We were one of the earliest sponsors of the event and enjoy seeing its continued success.” The past few years have been a challenge for Thermoseal Group in setting up our own manufacturing facility for two warm edge spacers -Thermobar and now Thermoflex. In addition, we have invested in setting up our own innovation centre to develop our warm
edge spacers and maintain and improve the quality of all of the insulated glass components we supply. We also have various patents currently in application for next-generation products. Our investment is in excess of £5 million and growing. “In line with our growing warm edge spacer production facility we have also developed the Group's infrastructure to ensure that the high quality service we offer is a continuing focus. We have purchased additional buildings, maximised space in current depots, purchased additional larger vehicles, taken on many new members of staff and strengthened our facilities and resources ready for growth into the worldwide market.” Thermoseal Group is the largest specialist insulated glass component manufacturer and distributor
in the UK. As active members of the Glass and Glazing Federation and the Bundesverband Flachglas the Group is set to lead the industry forward. 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 interactive website and mobile platform at www.thermosealgroup.com.
READER ENQUIRY No: 0914/0045
10 HOURS TO REMOVE THE EXISTING ROOF AND THEN REPLACE WITH LIVIN ROOF, INCLUDING PLASTER BOARDING, BASED ON A TEAM OF TWO.
10 HOURS TO REMOVE EXISTING AND REPLACE THROUGH TO PLASTERBOARD │ FAMILIAR SYSTEM - CLASSIC ROOF │ COMPLY WITH BUILDING REGULATIONS - NO RISKS │ VAULTED CEILING, INTEGRATED GLASS PANELS - NO EXTRA COSTS │ 70% OF CONSUMERS PREFER TO SIMULATED TILES Call Ultraframe on 0843 208 6941 or visit www.ultraframe.co.uk/livinroof for more information.
ROOF 0914/0046
www.glassnews.co.uk | September 2014
25
TRADE NEWS
The UK’s Leading Industry Newspaper
Get Sales Organised
South West fabricator opens new factory to meet growing demand
Insight Data has announced updates to its Salestracker sales and marketing platform which are designed to help companies get more ‘sales organised’.
A leading South West fabricator has invested in a brand new factory.
with Insight Data
“Salestracker is the leading prospect database in the industry, but this is only the tip of the iceberg,” explains Insight Data’s sales manager Zach Ward; “The system is designed to actively help users integrate sales and marketing activity, build better customer relations and gain a ‘360’ view of their business”. Sometimes a customer database or traditional CRM system just isn’t right. A CRM system can help you keep track of customers and monitor sales activity, but in today’s fast-paced business world where you need to chase new customers AND keep financial tabs on prospects and customers, Salestracker is the ideal solution. Unlike traditional CRM systems, Salestracker incorporates a full prospect database built-in, helping you target new customers including fabricators, installers, architects, small builders and larger construction firms and house-builders. It also includes integrated ‘credit profiling’ with credit rating, financial information and details of any adverse credit, so that
companies can monitor the financial position of prospects and customers. The recent updates announced by Insight Data are designed to improve sales and marketing productivity. This includes full lead management, where Salestracker enables users to ‘rank’ leads from ‘warm’ to ‘red hot’ and prioritise sales activity.
MWD Trade Frames has recently completed the construction of a new production facility in Cheddar, totalling up to 20,000 sq. ft. Although the economy might not be up and running just yet, the fabricator decided to be one step ahead and ready itself for an evolving demand. Moving to the new premises means MWD Trade Frames are able to offer even shorter
“We now have over 700 users of Salestracker and it has become an essential tool for suppliers in the industry. Having an inhouse software team means we can respond to customer feedback and we have very exciting plans to roll out a host of new ground-breaking features designed to give our customers a huge competitive advantage.”
Director Jim Martin commented: “The investment represents our commitment to ensure the very best product quality, fast turnaround and comprehensive service for our clients, helping them win profitable new business with market leading products.” Jim also stated the new factory will facilitate a steady growth for MWD over the next couple of years, and, not least, create new employment opportunities in the area. MWD manufacture and supply Duraflex casement windows, Residential, bi-folding and composite doors, vertical sliding sash windows and patios. They are specialists in colour and can provide advice and support with how best to sell its benefits.
To find out more about the new Salestracker developments, contact Insight on 01934 808293 or email hello@insightdata.co.uk. READER ENQUIRY No: 0914/0047
lead times and exceptional service, thanks to the increased capacity. Equipped with cutting edge technology and processes, the new site offers perfect conditions for growth. And the timing could not be better, as the company recently reported an 18 per cent sales rise for the first quarter of 2014, compared to the same period last year.
For more information call Jim Martin on 01934 743300 or email jim.martin@ majesticwindows.co.uk. Inside the factory.
READER ENQUIRY No: 0914/0048
0914/0049
26
September 2014 | www.glassnews.co.uk
CadRam_Advert_318x129.5_Layout 1 21/08/2014 09:19 Page 1
RegaLead is launching a new business division
JOIN US ON
24TH AND 25TH SEPTEMBER
...for the official launch of our new business division Glass Processing Products. You can also meet the team, take a tour of the facility and learn more, via the seminars running over both days, about: • • • •
0914/0051
The latest generation of EVA Films from Folienwerk Wolfen GmbH The technicalities of Safety Glass Standards from the GGF Innovative software for designing frameless glass structures from Smart-Builder The intricacies of multi-level sandblasting, including a practical demonstration
Laminating technologies
Decorative glass ColorSpray
Glass processing products
Sandblasting Safety glass standards
Fused glass
If you are attending on the Thursday, why not come along to the People in Glazing (PIGs) event taking place at the Slug and Lettuce in Leicester Square? The event is free and everybody in the industry is welcome, but as this is a ticketed affair, please register at: www.eventbrite.co.uk/e/pigs-people-in-glazing-tickets-11882618231?aff=eac2 R.S.V.P. to guy.hubble@regalead.co.uk
Event location: Unit B2 Springhead Enterprise Park Springhead Road Northfleet Kent DA11 8HB www.regalead.co.uk
0914/0050
www.glassnews.co.uk | September 2014
27
COLOUR
WINDOW WARE ARE NOW STOCKING
“FAST DRYING SPRAY LACQUER” Window Ware - the onestop shop for door and window hardware, tools, fixings, and consumables - has increased their stockholding with a brand new range of spray lacquers. This follows the exciting news that they’ve just signed up to exhibit at the Buildshow, a brand new show dedicated to the building and construction industry taking place at the NEC in October 2015. The range of spray lacquers are currently available in chartwell green, anthracite grey, slate grey, black, cream, and irish oak - perfect for spraying accessories or trims for those jobs where a special colour is required. The spray lacquer is supplied in 400ml cans, and is touch dry in just 30 seconds. There is no base coat or top coat needed, so spraying your product from start to finish takes minutes.
TRADITIONAL BEAUTY FROM FRAMEXPRESS DDP & Konig UK have THE Renovation projects have surged in popularity over the last couple of years for frameXpress, as sales figures have repeatedly risen in respect of this market sector at the company. It has been attributed to continuing innovation in high performance products such as the FS70 mm system from Profile 22 as well as the dynamic design options now available, which appeal to the wise homeowner and the shrewd installer. One of the most recent frameXpress projects incorporated a number of advanced, high performance products from the company’s range, which were tailored specifically to meet the exacting standards of the homeowners, who wished their property to maintain and reflect a very traditional appearance throughout. The Slate Grey colour foil was chosen which has provided a stunning aesthetic finish to the installation at the home. Matching the design requirements required meticulous attention to detail in order to complement the style of the period residence in Berkshire. Providing peace of mind and complete solutions with a vast range that offers outstanding quality guarantees has been a major part of the frameXpress philosophy for many years, with management focused on helping customers to grow their own
“They have been going down well in the trade counter, and we’ve already solved a number of our customer’s colour matching issues by recommending the sprays” This launch continues the company’s development programme that has already seen a brand new redeveloped Trade Counter, the launch of a wide range of architectural ironmongery from leading brand Carlisle Brass, and the launch of a new trade catalogue. Order online: www.windowware.co.uk. READER ENQUIRY No: 0914/0052
28
Ian Davis comments, “There is huge potential for installers as the cost of renovation over moving home remains appealing. As such, this market has such scope for helping homeowners to add value for when they feel the time is right to move.” Ian Davis believes that satisfying consumer demand has never been more fiercely competitive for customers however, never before has there been more choice to exploit potential opportunity. It is this breadth of choice combined with quality guarantees which he considers brings frameXpress repeat business. Ian comments, “frameXpress has a longstanding reputation for excellence providing customers with products that are aesthetically superior and that will add value to homes which in turn offer guaranteed peace of mind. The diversity of our products enables us to supply a very modern, highly efficient range that can be easily tailored to individual specification.” As a company that prides itself on providing exemplary delivery services, the colours in the range which include Chartwell Green, Dark Red and Slate Grey as well as two woodgrain finishes, can be delivered within a 3 week lead time. As a company frameXpress continues to try to invigorate the market by combining technical strength with striking design. For Ian Davis he considers it is essential to support customer needs through diversity and high performance standards. For more information on the frameXpress range of products please call: 01952 581100.
Product manager Richard Bryant said the sprays were a welcome addition due to the number of customers who are now fitting a wider range of coloured windows and doors “With the demand growing for coloured windows and doors – matching up accessories such as trickle vents and trims can be tricky to get hold of with box quantities and lead times often ending up being too long or too costly, particularly when only a small quantity is required. Our lacquer sprays solve all these potential issues as you simply spray the accessories in your desired colour to get the job completed quickly and effectively”.
business. For Ian Davis, Sales Manager product diversity as well as consistent quality combine to enable customers to grow their business along with their reputations.
READER ENQUIRY No: 0914/0053
FREEFOAM INTRODUCE
ANTHRACITE GREY AND CREAM WINDOW TRIMS AND ACCESSORIES Freefoam, a leading manufacturer of a wide range of innovative products for the building industry in UK, Ireland and Mainland Europe, announce the addition of two new colours to its foiled range, Anthracite Grey and Cream. Due to the increasing popularity of colour window frames Freefoam has introduced window trims and accessories in these matching shades. Manufactured to last using marketing leading Renoit Exofol MX foil that features built in UV protection, reduced heat absorption so reducing temperature and expansion. Available in 40mm, 65mm and 90mm architrave, 15mm and 19mm quadrants and cloaking fillet these new colour options will offer suppliers and installers the opportunity to capitalise on opportunities in a growing market.
These additions to its range further underlines Freefoam’s position as the colour specialist. In addition to foiled products Freefoam manufacture an industry leading range of coextruded fascia, soffit and trims in ten colours using its patented ColormaxTM technology. Featuring built in colourfastness, colour variety, and reliable colour matching, all with a ten year guarantee, the range offers choice to architects, specifiers, property developers and homeowners.
magic touch
Decorative Door Products (DDP) by RegaLead is to announce a partnership with Konig-UK in order to offer a number of repair and touch up solutions for the popular DoorColour range. With interest at a high for the specialist colour offering, the company has worked hard to ensure there is a solution to meet every need, including the right ancillary products, as Guy Hubble, Joint Managing Director at RegaLead explains: “We put a lot of research and effort into creating the shades in the DoorColour range, but that was just the beginning. Creating the complete solution requires a full package including marketing, swatches and – because no matter how good the paint system, if an accident happens, the paintwork can get damaged - repair products. As the market leading touch up supplier, we had no hesitation in approaching Konig UK, and have worked closely with them to create colour matches for our DoorColour range in pen, wax and spray form. So those famous yellow cans now come complete with 24 new colours inside and as you would expect from a RegaLead solution, this is backed by full support at every step of the way.” Konig’s Mark Spacey comments: “As specialists in touch up and repair for a host of different sectors we recognised that the composite market has been growing rapidly over the last two years, and we have been at the forefront, making sure people have the right products for the job. “It was great to see DDP be so proactive in ensuring they could supply the right ancillary products for their range. We started working with them earlier this year, but we already knew that they had a good reputation in the market. For us, there is not a one size fits all solution, instead, we should ensure we educate customers in using the right product for the right damage. Decorative Door Products is likeminded in this approach and we are happy to collaborate with them to provide our customers with a solution to fit their individual needs.” www.decorativedoorproducts.co.uk
All products are listed in the Freefoam Trade Catalogue. Visit our website for more information, http://freefoam.com/trade/ brochures-and-tech-info. READER ENQUIRY No: 0914/0054
READER ENQUIRY No: 0914/0055
0914/0056
THE AFFORDABLE ORANGERY SOLUTION Ideal for those who are looking for something truly different but want to retain a full glass roof, the Capella also allows you to upgrade an existing conservatory to give it that orangery look. The design drastically improves the external appearance of a standard conservatory, thanks to the aluminium high fronted gutter which hides the roof bars. On the inside an eye-catching internal soffit gives the appearance of a full blown orangery allows the inclusion of down-lights or speakers, giving you a unique and highly novel appearance that will be the envy of your customers’ neighbours!
Features: • High front gutter hides the ends of the glazing and roof bars • Internal brackets create orangery soffit appearance (170mm or 317mm) • Roof specific kits - no cutting of aluminium sections
Orangery, The Capella
Benefits: • A lower cost orangery solution • Usual building regulations exceptions apply • Easy to fit - adds only a couple of hours to a conservatory installation • Available to retro-fit existing conservatories • Strength throughout - no problem with ladders leaning on the gutter
For all sales enquiries and quotes please email: vikki@fourseasons-roofs.co.uk
JUST NOT OOF A R ANY! P COM
Deal direct with the Directors... Tel: 01909 735 833 | Fax: 01909 735 385
www.fourseasons-roofs.co.uk | vikki@fourseasons-roofs.co.uk
CONSERVATORY & ORANGERY ROOFS | SOLARIS GLASS | CELSIUS GLASS | NEW WAVE SLIDE & SWING DOORS | GUARDIAN SOLID ROOFS
www.glassnews.co.uk | September 2014
29
GLASS NEWS INTERVIEW: GLAZPART
The UK’s Leading Industry Newspaper
Glazpart. It does what it says on the tin or, in the case of Glazpart, maybe not... Chris Champion, Editor of Glass News, talks to Dean Bradley, Sales and Marketing Manager of Glazpart, about the company and its products…and gets a few surprises!
I’m cheating a bit here, Dean, as I had a complete misconception of the company and pre-supposed you do what the name suggests: distribute all types of products for glazing. I now know that to be wrong and Glazpart is very much a manufacturer in its own right… Manufacturing is our background, starting from injection moulding. However, we also design and make our own tooling in our inhouse tool room, which is unusual.
How did this all start? Glazpart was established by Ken Hanley back in 1985 and Ken is still at the helm today, operating from our Banbury factory. You are not wrong in saying we supply all types of products for glazing, but the difference is that we do a great deal more besides.
But the glazing industry is your prime business? Actually, the glazing industry represents around 30% of the business. We’re probably bigger in the medical arena but we also get involved in automotive, joinery and general engineering market sectors. You know those nice bits of wood on your car dashboard or the carbon fibre insets? Well those are not wood or carbon fibre at all, unless you are driving a £100K plus car! Those features could be moulded and finished by Glazpart and is a very key skillset that the company has. Even cast iron look gutters and downpipes are finished at Glazpart.
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So injection moulding is only part of the process?
And what about addressing those other markets….
You could almost say that Glazpart make all those small plastic components that nobody else wants to make! The fact is that many of our customers will manufacture, for instance, PVCu barge boards and soffits but the connectors and corner pieces that finish the job are largely finished by Glazpart.
That presents a problem! Not for us just FIT…. there’s also Fensterbau, W14 for joinery and Interplas. To be honest, any industry requiring injection moulding and surface finishing is on our radar but we have a great marketing team plus external and internal sales staff who handle the regular accounts. Our surface finishing has doubled over the last year and is set to double over the next year.
Does that mean that you manufacture for some of the major systems companies?
Why has that come so much to the fore?
That’s right. But that produces a problem, too. Not everything is white and, more and more, colour is demanded and in a specific shade required by that system house. Then there’s wood graining and metallic finishes whether for the fenestration industry, automotive or whatever. That’s where our skill in surface finishing comes in.
It’s the demand for colour. We have the capability to paint, mix colour with plastics, use aqua printing techniques, all with a vast number of different colours. Even with our range of trickle vents we offer 21 different colours…thus negating the need to see installers spraying vents with an aerosol can from the high street in the back of their vans!
Is that painting and foiling?
Does that seriously happen?
Both painting and foiling. We have the largest vacuum capacity for foiling in the UK.
These are anecdotes but we have certainly heard rumours of such instances. The point is that colours must match the rest of the system and must have an acceptable lifespan. We all know the cost associated with returning to a job because the customer is not satisfied, so why not get the colour right first time?
We’ve established that Glazpart is a substantial company. What’s your turnover and are you involved in export? We, like many other companies, are recovering from the recession and are now back to turning over £8 to £10m. As for export, we have a distribution site in the US, in Alabama, that opened in 1999. Much of our medical business is overseas and, of course, we have manufacturing partnerships in China.
Glazpart is so diverse but the name indicates glazing specifically, even when it represents about 30% of your business. Is that a problem when looking for new markets?
You touched on trickle vents and they seem to be the product everyone loves to hate… This is probably not the place to discuss the positives and negatives of trickle vents. The fact is that houses need ventilation to remove the water vapour and contaminants from simply breathing. It’s needed to help prevent mould growth. Glazpart has the only trickle vent that is currently BBA approved and by developing this vent, many of the issues have been resolved in fitting and the use of a trickle vent.
I have to say, no. I think it’s a matter of our reputation for quality and service preceding us!
At the FITSHOW 2013, we launch the first of the “Link-vent” range of patent applied for trickle ventilators. Developed in two sizes the vents performance is 5000 EQA and 2500 EQA. The equivalent area (EQA) is used instead of free area for the sizing of trickle ventilators as it is a better measure of a ventilators air flow performance.
I know what you’re saying but Glazpart is recognised as a high technology plastic injection moulder with complete in house facilities from design, to production and finishing. Although we started out in the construction industry, our name hasn’t prevented our accessing other substantial markets.
The vents are designed to meet the requirements of building regulations, Approved document F1 2010 (Means of ventilation) whilst delivering a product to meet the needs of today’s ventilation and window markets. Basically, the vent can fit into a tiny window but still conform to ventilation standards. This cuts out the “we’ve
had to use this one ‘cos it’s the best available. Add to that the ability to have them moulded or sprayed in any colour and the fact of being BBA approved. No longer do you have to buy parts and send them out for spraying.
It has to be said that, as far as components are concerned, Glazpart produce all those packers, flexi corners, corner connectors, run up blocks and glazing shovels that every installer needs. Surely one packer is the same as every other packer? As long as it’s flat! You’d be amazed how many bent packers are used with the weight of a window forcing it flat. The point is that any plastic wants to revert to type, given half a chance. In other words bend back to where it was. Glazpart produce quality goods, making them available through trade counters countrywide. We do all we can to make life easier for an installer even to packaging packers in helpful quantities as opposed to 1000s at a time.
Finally, on the subject of availability, presumably stocking is the main issue? Readily available stock is essential but our investment programme in new machinery, with over £1m invested in the last few years, means we can manufacture very quickly to a higher quality. However, the system we can now operate for our customers manufactures to requirements such that product can be available next day.
Many thanks, Dean. Glazpart has much greater depth to it than its name implies!
READER ENQUIRY No: 0914/0057
September 2014 | www.glassnews.co.uk
0914/0058
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www.glassnews.co.uk | September 2014
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CONSERVATORIES
The UK’s Leading Industry Newspaper
NEW TECHNOLOGY DELIVERS
QUIETER, SMARTER MOTORISED INTEGRAL BLINDS Now with the quietest ever motor and plug-in diagnostics to speedily resolve any operational issues with ease, the MB-System motorised Uni-Blind® system from Morley Glass offers fabricators and installers the ultimate addition to any window or door.
The new motors can also be set to operate at a specific speed – this means a customer with a set of bifolding doors, for example, will experience consistency across the opening span as the blinds will raise and lower in perfect synchronicity
The MB-System Uni-Blind now features a brushless motor which means the blind operation is much quieter than previous generations, with reliability far superior to previous versions. The motor has been put through its paces at the internationally renowned IFT Rosenheim institute in Germany, surpassing in excess of 60,000 cycles without any reliability issues.
Morley Glass MD Ian Short said: “We’re continuously looking at ways to enhance our product range, and the new brushless motor for our MB-System is a great example of how improvements in technology deliver genuine benefits for installers and homeowners. It’s vital that installers have the confidence in the Uni-Blind’s reliability and the certainty of knowing
that their integral blinds will perform as expected – equally important though is assurance that resolving any issues is as hassle-free as possible.” This latest innovation adds a further benefit to the MBSystem which already has the advantage of being supplied with a pre-wired control box for easy installation – this means only a single wire from the blinds to the box needs wiring, avoiding any complicated electrical installation. The Uni-Blind M-System is available in the whole range of Venetian colours as well as the pleated range of colours, with a 14mm pleated blind encapsulated within a 20, 22 or 27 mm cavity.
NEW FULL HEIGHT SOFFIT
OPTION FOR GLOBAL SUMMER A full height soffit is now available as an internal design option for Synseal’s best-selling hybrid orangery, Global Summer, in depths of 300mm and 450mm.
perimeter ceiling detail and house downlights or audio speakers.
450mm depth and 492mm height if the larger model is selected.
The new full height soffit solution now delivers the substantial “built” feel that many homeowners are looking for and is available on Edwardianstyle orangeries and conservatories across a range of designed roof pitches varying from 15o to 35o.
Launched in May 2012, Global Summer has proven popular with UK consumers and offers a “shelf-style” orangery soffit as standard, 300m in depth and 140mm in height, to provide a
Installed on a raised line Global Summer with a standard roof pitch of 25o, the full height soffits will measure 300mm depth and 422mm height up to the rafters, or an impressive
The full height orangery soffit has been designed to be fitter-friendly as possible. The kit comes with everything required to install on site with the exception of plasterboard and features an easy to fix galvanised steel framework, foam strip to stop ingress of insects into the soffit void and discreet privacy film can be applied to roof glass to conceal the soffit void when viewed from an upstairs window.
Lead times for the MBSystem are also far superior compared to other blind systems, with delivery in just 15 working days from any Friday. To find out more about the MB-System Uni-Blind and the rest of the range visit www.uniblind.co.uk. READER ENQUIRY No: 0914/0059
“Standard Global conservatory roofs or low line Global Summer orangeries can also benefit from internal full height soffit solutions” comments Steve Brown, Synseal’s Head of Customer Care & Product Strategy. “The aim is to provide increased design flexibility for our retailing installer customers, deliver additional value and strengthen our marketleading range of roofing and orangery products.” READER ENQUIRY No: 0914/0060
K2 CONSERVATORY ROOF TECHNICAL BROCHURE NOW AVAILABLE Synseal has published an authoritative technical brochure detailing its proven and advanced K2 conservatory roof system. The no-nonsense K2 roof brochure presents all the key design features including the adjustable eaves beam connector, jack rafter, glass paddle valley glazing stop, self-supporting box gutter with internal brace, choice of aluminium or PVC-U end caps and fixed or variable ridge options providing roof pitch adjustment from 17.5o to 37.5o. Crosssection drawings and glazing
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bar assembly summaries provide a handy technical reference source. A style guide illustrates the range of popular footprint design options, colour finishes and roof glazing specifications which include Synseal’s exclusive Celsius performance glass. A special section also details the very latest Capella modular orangery options, which can be specified to transform a standard K2 conservatory into an aspirational hybrid orangery. The new K2 conservatory roof technical brochure is crammed with information and has been designed to fit into Synseal’s specification literature folder. The Synseal branded ringbound technical folder has been well received by design and
build specifiers and contains comprehensive yet concise information on every one of the company’s sub-branded product ranges - which is provided by individual technical brochures - so the folder’s contents can be tailored to meet specific customer requirements.
Mark Schlotel, Synseal’s Head of Marketing comments: “This new K2 roof technical brochure presents hard factual information with no “sales speak” in an easy-touse format and complements our existing Global conservatory roof technical brochure. These Synseal specifier publications are useful
when roofing fabricators, retailers or installers enquire about our products and services, enabling us to table a choice of proven and high quality conservatory roof solutions for their consideration: Global or K2.” READER ENQUIRY No: 0914/0061
September 2014 | www.glassnews.co.uk
CONSERVATORIES
The UK’s Leading Industry Newspaper
SETTING STORE IN roll out nationwide operation CONSERVATORY ROOF
Northwest Rooftech & Northwest Alutech The north west’s most successful conservatory roof and aluminium specialists Northwest Rooftech and Northwest Alutech have just announced they are bringing their market-leading combination of value-added quality and service to the whole of the UK.
Dave Cheetham, Sales Manager at Northwest Rooftech said, “Since we were founded in 1997 we have grown steadily year on year. Our initial focus was on the north west market, but in recent years more and more customers from across the UK have joined us. It was becoming clear to us that we could no longer consider ourselves a local business, hence the formal decision to become a nationwide company.” Northwest Rooftech and Northwest Alutech manufacture a range of specialist products that add value to any installers’ portfolio. Northwest Rooftech manufactures a comprehensive range of PVCu and aluminium conservatory and orangery roofs and is a K2 key dealer. Northwest Alutech manufactures the Smart Systems aluminium product range, with a particular focus on its bi-folds and sliding patio doors. One of the biggest reasons for the growing success of Northwest Rooftech and Northwest Alutech is in their commitment to working in partnership with their customers. They
One of the UK’s leading independent luxury department store chains has hit the roof with Aztec Conservatory Roof Systems… pride themselves on offering quality products on a rapid turnaround time and an efficient delivery service. They also have an inhouse painting facility which enables their customers to offer products in any RAL colour. The team’s considerable experience means they can offer expert technical support, including help with site surveys when required. Tailored marketing support completes a high quality package of benefits that adds value to their customers’ businesses.
Hoopers, founded in 1982 in Torquay and now with stores nationwide in ‘quintessentially English’ towns, has completed a £0.5m refurbishment of its Victorian premises on Torquay seafront, which included replacing a Georgian wired lantern light on top of the four-storey building. Aztec Conservatory Roof Systems- one of Britain’s top three biggest independent conservatory roof system companies- has provided the solution. As a result, the old rooflight has been replaced
with a 8m x 12m gable roof, manufactured using Aztec’s system. “It is probably the highest location for an Aztec roof yet,” says Aztec managing director Tim Franks. “The roof can be seen from miles around, on land and at sea. In line with Hoopers’ luxury image, the roof had to look good- and it does! The engineered benefits of our system meant it could be fabricated from standard bar. Even faced with the extremes of weather to which it will be subjected, it resist them, will perform for years to come, and ensure Hoopers’ customers have a light, dry, bright environment in which to shop.” The Aztec roof system, originally designed and engineered by conservatory fitters to address the common fabrication and installation issues inherent in other roofs, is claimed to reduce on-site build time by up to 30%, and almost eliminate risk of remedial call-backs. As well as offering a roof with a raft of unique features, Aztec Conservatory Roof Systems offers its fabricators unique benefitsincluding guaranteed areas of work without competition and no business taken direct. As a result, Aztec (www.aztecsystems.net) is now the leading independent conservatory roof systems company.
Dave concludes, “We are excited about our next phase of development and looking forward to bring the Northwest experience to businesses throughout the UK.” For more information on the trade offering from Northwest Rooftech and Northwest Alutech, call Dave on 07867 472176. READER ENQUIRY No: 0914/0062
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CONSERVATORIES
The UK’s Leading Industry Newspaper
MORE GARDENROOM
DEVELOPMENTS
Prefix Systems have made further developments to their tiled GardenRoom roof which addresses many of the issues with other tiled conservatory roof solutions, including a new insulated box section eaves beam, a new co-extruded PVCu soaker and more tile and slate options than ever before. GardenRoom is the latest generation of tiled conservatory roofs and is becoming increasingly popular both for new installations and for conservatory replacement projects. It’s also helping to close the gap between the typical conservatory and single storey extension markets as Prefix customers look to open up new sales opportunities. The new 115mm x 70mm insulated box section eaves beam, is just one of a number of enhancements to the solid warm roof, which is now insulated on the front face to eliminate cold bridging and any risk of condensation. It’s also been designed to accommodate multiple pitch variations, has better spanning capabilities, allows for a neater fascia detail, enables an optional pelmet detail to be created for lighting and is easier and quicker for the
installer on site. A new co-extruded PVCu soaker has been introduced that features flipper gaskets at key points to push any water ingress in the correct direction for drainage. It’s in one continuous length, lighter in weight and like the new eaves beam is easier and quicker for the installer on site There are also new Envirotile colour finishes that have just been launched which include Chestnut Brown, Terracotta Red and Slate (light) Grey, along with matching hip and ridge cappings, which are supplied in one continuous section for speed if installation. The ‘Tapco’ finish tile is also available in the new colours and is becoming increasingly popular with installers and consumers looking to match existing slate roofs, with the rugged edges designed to replicate a hewn slate tile finish to blend perfectly with it’s surroundings. Chris Baron and Chris Cooke, co-directors at Prefix Systems commented:: ‘These are important enhancements to our GardenRoom roof and are part of an on-going research and development process. Our customers are telling us that they believe our tiled conservatory roof solution is now their preferred choice due to ease of installation and these latest and important key features.’ For further information or a free copy of their new trade brochure or GardenRoom brochure, 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: 0914/0065
Homeowners recognise what
solid tiled conservatory roofs have to offer
Increasing numbers of homeowners are recognising how a solid conservatory roof can transform their home. David Gallagher, Managing Director of Connaught Conservatory Roofs explains their appeal. “Quite simply, a solid tiled conservatory roof has a lot to offer different sectors of the market.” The solid tiled conservatory roof is often sold as a solution to an ageing, inefficient conservatory and that’s still a major market. It’s equally useful for solving the problem of a north or south facing conservatory that is either too hot or too cold for large parts of the year. It’s also finding increased interest from homeowners wanting to extend their home but not wanting the upheaval or expense of a traditional brick-built extension – a tiled roof on a conservatory is the perfect compromise. Connaught Conservatory Roofs offers three tiled roofs, all of which are LABCapproved. The Guardian Roof is a lightweight and thermally efficient solution that can be configured for all conservatory styles. RealROOF, which is new from Ultraframe is the most thermally efficient roof on the market today and allows the homeowner to specify any traditional tile finish, so the conservatory can match in with the existing property. Finally, the LivinROOF from Ultraframe, which utilises the best-selling Classic Roof system as the basis for the conversion, and is aimed at the replacement roof market. Reflecting Connaught’s commitment to helping their customers, all three roofs are covered by Connaught’s partnership with
Rotherham Building Control Consultancy. This gives installers nationwide a quick and straightforward way to gain approval for an installation for £300 + VAT. The solid tiled roofs are part of a comprehensive portfolio of conservatory products that help installers tap into the potential that the market offers. An example of such a product is the Loggia Prestige from Ultraframe – a costeffective package that transforms a standard conservatory into something very special and improves thermal efficiency by up to 30%. David concludes, “We know there are plenty of opportunities out there because we have seen a year-on-year sales increase of 20%. The key is in offering products that fill a market need. That’s why we work with our customers to provide the products and services that meet that need.” Tel: 01709 710100 - www.connaughtroofs.com READER ENQUIRY No: 0914/0066
Frame Fast’s Skypod® brings
the wow factor to your portfolio Frame Fast UK’s Skypod® is an innovative PVC-U pitched skylight that has been created for today’s style-conscious homeowner. Nigel Leivers, Frame Fast’s Sales Director, says, “Pitched skylights are traditionally made of aluminium, which presents three difficulties for homeowners. The first is quite simply the cost. The second two are aesthetic: not everyone appreciates the industrial design and having an aluminium skylight destroys a design-led finish when the doors and windows are PVC-U. The
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Skypod® solves all these problems and allows homeowners to create a stunning designer finish at a realistic price.” The Skypod® is perfect for spaces such as flat-roofed extensions, orangeries, new builds, kitchendiners and garage conversions, where the expanse of glass floods the space with natural light and creates an inspiring and aspirational look. It is available in a two-bar pitched gable design, which is suitable for openings of up to 1.5m x 6.5m, and a threebar pitched gable design which is suitable for openings up to 2.75m x 7.75m, making it perfect for everything from bijou suburban house extensions to dramatic designer new-builds.
The interior frame colour is White as standard, to maximise the feel of an airy living environment. External frame colours are White, Rosewood, Golden Oak, Anthracite Grey and Moondust, while glass colours are blue, neutral, bronze and clear. While the stunning looks will clearly be the main draw for most homeowners, it is important to note that the thermal efficiency hasn’t been forgotten. The Skypod® can achieve a U-value of just 1.0. It also comes with a ten year product guarantee for complete peace of mind. The Skypod®, which is part of the Eurocell product portfolio, will be manufactured in Frame Fast’s technically advanced 30,000 sq ft, purpose-designed production
facility in Derby, giving customers peace of mind that it will be meet the exceptional standards for which the company is renowned.
that will allow our customers to differentiate themselves from their competitors as well as open up new opportunities for sales.”
Nigel concludes, “We are very excited about adding the Skypod® to our range. It’s an exciting, value-added product
Tel: 01332 344459 www.framefastuk.com READER ENQUIRY No: 0914/0067
September 2014 | www.glassnews.co.uk
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www.glassnews.co.uk | September 2014
GLASS NEWS INTERVIEW: Connaught Conservatory Roofs
The UK’s Leading Industry Newspaper
Connaught Conservatory Roofs
Specialist roof suppliers to the trade Chris Champion, Editor of Glass News, meets up with David Gallagher of Connaught Conservatory Roofs to talk about his long career in the industry and the future for his company
I always find it fascinating talking to people about the heydays in our industry, long before I had any part in it… I presume you’re inferring that I’ve been around a long time! Well, it’s true. I always find it funny when people refer to the ‘super fabricators’ of today with 2,500 to 3,000 frames per week when back in the ‘80s we were producing over 5,000 frames per week, and thought nothing of it.
But you, like many others, didn’t start out in this industry. Somewhere along the line you suddenly became part of it. That’s very true. My career was as an electronics engineer, working for the big companies such as Plessey and GEC but in 1984 I joined Danum Windows and from that point on, I was in fabrication.
On the shopfloor.
I worked my way up to become Production Director and we went from 150 frames per week to 2,500 before the company was sold to Stormseal. I became Production Director and it was at Stormseal that we were producing 5,000 frames per week…2,500 in Doncaster and 2,500 in Bury.
Presumably this was the time of making big money? Business was buoyant and times were good although it was also a time when business practices may not have been the best. Companies would come and go, having overstretched themselves, and you have to remember it was very competitive. It was the time of “8 windows for £1,695”. It makes you wonder how we did it!
And what about profile, back in the ‘80s? There were many PVCu profile companies around that don’t exist today or got swallowed up by larger competitors. We used Primo profile that was extruded in Denmark and the logistics of that arrangement meant ordering your requirements some 6 weeks in advance. It wasn’t easy to predict demand and you were often praying for a delivery!
Did you get involved with extruding your own profile? Initially we began by extruding our own cills and out of that Premier Profiles was born, which was eventually sold to Polypipe.
On the shopfloor.
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You are now very much a specialist in conservatory roofs and make no windows at all. How did that come about? September 2014 | www.glassnews.co.uk
The UK’s Leading Industry Newspaper
GLASS NEWS INTERVIEW: Connaught Conservatory Roofs roof. This applies to conservatory, orangeries and to the ever increasing Solid roof and conservatory additions fabrication. We fabricate and supply a large portfolio of Roof products including the LABC approved Guardian Warm Roof, the new Ultraframe LivinRoof, the Ultraframe RealRoof, LivinRoom, Cornice, Pergola, Veranda and Loggia and Portals, to name a few. Quite simply, the work done in our factory ensures consistent quality, structural integrity, and with less time required on site for installation.
And what of the future for Connaught Conservatory Roofs? We have become specialists in roofs and that’s where we aim to stay. There’s such a choice now with innovation of all kind coming through both Ultraframe and Guardian and it isn’t just new conservatories, orangeries or portal constructions. There’s also a huge market for replacement roofs where the conservatory structure is sound but the roof needs updating with modern materials. As for Connaught Conservatory Roofs itself, my son, Ryan, has now joined the business and to have him as a fully qualified structural engineer is a big boost to the business. He comes with years of experience and a structural engineer on the team gives great confidence to our customers that what Connaught Conservatory Roofs is producing is both up to the mark and right for the environment in which it is being built. David Gallagher in the Showroom at Rotherham.
I left Stormseal in 1989 and by 1990 had set up Calendar Glazing to be a trade only supplier of around 750 frames per week and we introduced roofs into our portfolio in 1995 The frames side was very competitive and was a constant concern with cashflow issues due to volumes, such that by 1997 I had decided that conservatory roofs was the place to be, supplying into fabricators who were making conservatories. In 1997 Carole, my wife, and I decided that we wanted to concentrate solely on fabricating conservatory roofs and associated products so I sold my shares in Calendar to my business partner at the time and from then on concentrated on roof manufacture
Debbie Cook, Trade Sales.
www.glassnews.co.uk | September 2014
to the trade. I was already using Ultraframe roofs in commercial projects so I started as a fabricator with them and remain a fabricator ever since. We have had our ups and downs in the intervening years like a lot of people in our industry but we have come out stronger because of the experience we have gained.
Although frames was, and is, very competitive, surely the supply of roofs is just as competitive? It is, but it’s all about how you can save your customers time and work by the preparation
of that roof. Connaught Conservatory Roofs run on a tag line that says; “We do more, so you do less” and it has stood us in good stead. The preparation of the roof is all important, with tolerances such that a customer knows that it will fit perfectly to the base conservatory. You’ll see what I mean when you look around the shopfloor. You will see that we use a lot of specialised machinery in the fabrication and most of the staff have worked for me for many years, some going back over 18 years, so their expertise in roof manufacture is immense. Each roof is tested thoroughly for fit and our customers know that a lot of care has been taken in fabricating their
Thanks David and it’s nice to see that Connaught Conservatory Roofs’ future is well mapped out.
READER ENQUIRY No: 0914/0069
Cutting the roof tiles
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WINDOWS
The UK’s Leading Industry Newspaper
Taking PVC-U
to the next level
We’re in a mature market and many of the new products that are introduced are simply variations on a theme. Genuinely new products that offer something substantially different are rare. So when such a product does come along, there’s very good reason to get excited, not least because of the opportunities it presents for installers looking for a competitive edge. One example of such a product is the Genesis Vertical Slider from Bison Frames. It represents true innovation and looks set to be the start of a new generation of window design and manufacture. The challenge that the R&D team at Bison set themselves was to develop a PVC-U window that could be accepted for use in Grade II listed buildings and conservation areas. Bison’s Mark Tetley says, “It seemed unfair that a substantial market opportunity was effectively closed off to our industry, as well as denying the people who live in these buildings the environmental and thermal benefits of using PVC-U. We wanted to design a product that could not be reasonably refused and to do so meant going back to the drawing board quite literally.” The first thing that you notice about the Genesis is the use of traditional timber
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jointing methods rather than the usual 45 degree welds that you see on PVC-U. A deep bottom rail as standard, run-through sash horns, an optional Georgian Astragal bar and a complete range of authentic woodgrain and heritage coloured foil options complete the stunningly authentic heritage appearance. Yet features such as superb security, low maintenance high-quality spiral balances, a tilt-open facility and WER ratings of A, B and C make it every inch a modern window. It is also packed with features that aid installers. The structural joints allow for traditional dry glazing and easy replacement of broken, scratched or failed glass units just like any other PVC-U window and means that expensive, impractical and time-consuming glass
“It represents true innovation and looks set to be the start of a new generation of window design and manufacture.”
bonding glazing methods are not required. The Genesis window can also be supplied in flat pack form, for the ultimate in easy transport. Mark Tetley concludes, “We call the Genesis the rebirth of the vertical slider because we firmly believe it’s the start of a new era of window design and takes PVC-U to the next level.” Tel: 0800 138 3838 www.bisonframes.co.uk READER ENQUIRY No: 0914/0070
ROOMS & VIEWS
WOW REDROW WITH LINIAR Award-winning windows manufacturer Rooms and Views in Chester is no stranger to large housing developments with 95% of business coming from the new build marketplace. Redrow Homes, one of the UK's leading residential property developers, has been working with Rooms and Views for the past 14 years – so the company was naturally its first choice when it came to a brand new development of luxury homes called Abode in Buckley.
Traditional and contemporary The development is aimed at the younger house buyer; with Redrow’s designers aiming for a combination of traditional and contemporary in one dwelling. The windows were a critically important feature, so Redrow approached Rooms and Views to ask if it were possible to create the look they were after. The Rooms and Views team immediately thought of the Liniar flush sash PVCu
window, which had just been launched. They took a sample of the lead-free, energy-efficient window across to the Redrow team, which was foiled in flat grey to give it a modern edge.
The Liniar flush sash The new style of window is modelled on a traditional pre-1935 timber window style, with a z-section and two seals. The window sash fits flush to the frame, giving it great aesthetics, unlike a ‘standard’ PVCu window. Made with Liniar’s multichambered PVCu profile, the flush sash offers a much higher thermal performance than timber, achieving a U-value of 1.3 W/m²k – as well as being virtually maintenance-free, making it ideal for the modern family.
Getting it just right Liking what they saw, Redrow took the somewhat unusual step of building a house within its head office so they could see what the windows would actually look like! The house was made from stud walls and exterior brickwork, with Rooms and Views supplying the windows. The project team were delighted with the finished result, not only from the perspective of appearance, but also the ease of installing the windows, which would make the on-site build more
efficient for the fitters. With an overall project value to Rooms and Views of around £250k, it was important to make sure everything ran smoothly, so the team were on hand to deal with any minor issues as they arose. Steve Walsh, Redrow’s Construction Director for the North West region, commented: “As soon as we saw the flush sash window, we knew it was what we needed for the Abode development. It ticked all our boxes – lead-free, energy efficient, easy to install – and best of all, it gave us the overall aesthetics we were looking for.” “The Rooms and Views team have excelled themselves with the window manufacture and supply,” Steve continued. “It’s all gone to plan, the plots are selling well, and with Phase I now completed we’re about to start the second phase of the project.” Kevin McClure, Managing Director of Rooms and Views, said, “It’s always a pleasure to work with a company that’s willing to go to extreme lengths to achieve perfection. This project is the first major development to use the Liniar flush sash in the UK, and we’ll now be rolling it out to similar Redrow developments nationwide.” More information about Rooms and Views can be found at http://www. roomsandviews.co.uk/. The Abode development can be seen at https://www. redrow.co.uk/developments/ abode-buckley-buckley. Find out more about the Liniar flush sash window at http://www.liniar.co.uk/ourproducts/windows/flushsash-window.
READER ENQUIRY No: 0914/0071
September 2014 | www.glassnews.co.uk
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www.glassnews.co.uk | September 2014
39
WINDOWS
The UK’s Leading Industry Newspaper
Expand your opportunities with AluK’s SYNSEAL’S new range of residential windows & doors PIZZA-STYLE AluK (GB) launches its new residential aluminium windows and doors collection, featuring a complete range of traditional and modern windows, as well as aluminium entrance, bifold, sliding and patio doors. Combining highest standards in security and performance with innovative design features, the premium product offering provides fabricators with the tools and support they need to grow their business whilst also providing their customers with greater choice for the perfect look for their homes. Windows AluK’s unique residential window collection is divided into Traditional Windows and Modern Window ranges, providing customers with a wider choice and added style to suit their needs and complement their homes. With narrow sight lines, customisable options, single and dual colour and certified by the Secured by Design scheme (PAS24), the AluK windows collection is built to meet both aesthetic and practical demands. The Traditional range includes Ovolo, Chamfered, Heritage and Bay Windows, while the Modern range features Contemporary as well as new Panoramic Windows, which offer uninterrupted glazing to a height of 2 storeys.
French Doors, in a complete range of colours, glazing and security options
Bi-fold Door range The ultimate solution for modern living, the AluK popular bi-fold door system is not only safe and secure but also built to the highest standards offering a stylish, robust and high performance addition to any home.
“Through the extended support that we are providing to our Partners, including training, technical advice, marketing tools and lead generation, combined with a new, easy to understand consumer range, we hope to make it easier for fabricators to expand their opportunities and grow their businesses.” Together the Traditional and Modern ranges provide customers with the perfect premium solution for their home and new opportunities for fabricators.
Doors The AluK residential doors collection offers a variety of aluminium door systems, delivering high performance, flexible solutions that add a new dimension to homes, and allow homeowners to expand their living space. Performing to the thermal, acoustic and security standards expected and demanded, AluK doors come with a full range of features, options and finishes, making them a perfect addition to any home.
Premium Sliding Door range Offering a lift and slide single, double or triple track system with the flexibility of up to six panel configurations and single or dual colour options.
Patio Door range A simple and cost-effective solution with minimal frame design and choice of locking and colour options.
Entrance Door range Strong, safe and secure but with the flexibility of design to suit any home, the AluK range includes main entrance doors as well as
To support this new product offering, AluK launches its new consumer website, www. alukhome.co.uk, and a range of consumer literature to provide fabricators’ customers with inspiration and information about the AluK residential product range. These are designed to not only make the fabricators’ lives easier when selling AluK products, but also provide new leads and enquiries for AluK’s partners. Russell Yates, Managing Director, AluK comments: “With the launch of the AluK Residential Collection our partners will be able to offer their customers innovative, high performance products, supported by an extensive gallery of images, information on window and door styles, colour options and glazing configurations to help their customers find the perfect style for their home.” “Through the extended support that we are providing to our Partners, including training, technical advice, marketing tools and lead generation, combined with a new, easy to understand consumer range, we hope to make it easier for fabricators to expand their opportunities and grow their businesses.” The AluK Home website is part of the company’s ongoing partner support programme that offers technical and sales support, training and a full marketing package, including brochures, posters and point of sale graphics. Plus, until 31st October 2014 fabricators have the chance to win a 42” LED Smart TV* by entering the AluK prize draw at www. alukhome.co.uk/competition as well as being able to find out more about AluK Home’s new range, the support they offer and to order copies of their new consumer brochure. T: 01633 81 04 40 - www.alukhome.co.uk
“Until 31st October 2014 fabricators have the chance to win a 42” LED Smart TV* by entering the AluK prize draw at www.alukhome.co.uk/ competition.”
READER ENQUIRY No: 0914/0073
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BOXES DELIVER THE SAVINGS!
Synseal’s fabricator partners are being presented with “pizza-style” sample boxes and literature in a new sales and marketing campaign designed to promote the advantages of using recycled plastic thermal reinforcements (PTRs) to replace traditional steel. Using the slogan “Switch and Save”, the eyecatching boxes are colour-coded for Legend, SynerJy and Shield window systems and contain handy samples of PTRs fitted into the most popular profiles together with a standard 150mm Envirosill, which features flawless virgin PVC-U on visible outer faces and a recycled core. Made from 100% recycled PVC-U, Synseal’s PTRs deliver enhanced thermal performance, enabling high energy ratings or low U-values to be achieved. Less expensive and lighter than steel and avoiding any potential corrosion problems, PTRs ensure that installed PVC-U frames become 100% recyclable and are easier and faster to cut and insert during fabrication, with additional installation benefits of making windows lighter and therefore easier to fit while at the same time affording better screw retention than steel, for more secure fixing of hardware. The British Board of Agrement (BBA) has now approved Synseal PTRs for use in foiled profiles, enabling all shades of finish including dark-coloured woodgrains to be manufactured and installed with total confidence. BBA approval and technical information such as the low thermal conductivity of PTRs at just 0.17 W/mK are all detailed in an authoritative guide to PTR usage, which also contains easy look-up tables to confirm maximum sizes for outer frames, top hung and side hung sashes. “We were keen to communicate the technical and commercial benefits of using PTRs in an impactful way” says Mark Schlotel, Synseal’s Head of Marketing. “Hopefully the new comprehensive guidelines document combined with sample boxes packed with profiles will prove popular with our Legend, SynerJy and Shield fabricator partners.” READER ENQUIRY No: 0914/0074
September 2014 | www.glassnews.co.uk
0914/0075
www.glassnews.co.uk | September 2014
41
WINDOWS
The UK’s Leading Industry Newspaper
EVER-GROWING GLAZERITE TOPS £10M IN FIRST HALF Glazerite Windows Ltd has recorded its first-ever £10million half-year sales after growing nearly 40% year on year. New products, new customers, plus strong growth in current customer accounts in all sectors helped the trade-only fabricator ring in excess of £10,500,000 for January – June, as against £7,500,000 in the same period last year. The sales increase is only the latest in an unbroken chain of impressive growth since the company was founded less than 15 years ago. “Our expansive product range has played a big part in the latest figures,” said Director Jason Thompson. The bulk of the growth came from helping established customers increase their own figures: “We have always recognised that we can only prosper if our customers prosper and, once again, most of our installer partners have shown significant growth in their own accounts. We always aim to do everything we can to support our customers and this is continuing to show itself in their own expansion. “This amount of growth has put a strain on the whole industry supply chain and we have not been immune to its effects. But we feel the £1million-plus investment
we committed to in the early part of the year will now come to fruition with our new ‘special’ factory coming online, our continued expansion of staff, the growing fleet of vehicles and further investment ensure we are ready for the future and will see us return to existing service and quality levels.” This year has been Glazerite’s busiest ever for new product ranges, including the innovative New Wave swing/ slide door, Solidor timbercore doors, the VEKA Imagine Bi-fold and the Residence 9 PVC-U flush sash windows among others. Jason concluded: “We believe our growth to date is a testimony to our customer’s commitment to Glazerite and their belief in the products, service and support that we have provided. I wish to thank them all for their support and our continued mutual growth.” Glazerite is VEKA’s largest UK trade fabricator and a prominent Network VEKA member, with a reputation for unsurpassed customer service as well as a comprehensive product range. The company offers a fully nationwide service based on manufacturing units in Northants and Greater Manchester and a distribution hub in Bristol. www.glazeritewindows.co.uk
READER ENQUIRY No: 0914/0076
MILA LAUNCHES NEW RANGE OF FRICTION STAYS FOR TRIPLE GLAZING Mila has responded to the growth in triple glazing with the launch of new friction stays which are suitable for use with triple glazed and wide side-hung sashes. The new TripleStay® range has been designed in house by Mila’s product development team to carry 30% more load than a standard friction stay, accommodating up to 900mm sash rebate and 40kg in weight. There are three versions in the range – standard, egress and easy-clean egress – which all have the crucial advantage for fabricators that they can be fitted on standard profile systems without any additional preparation being required. This is in contrast with many other heavy duty friction stays on the market which are wider than normal and need profile to be removed on both the frame and the sash to accept the additional width of the frame track and sash arm. The new stainless steel TripleStays® offer the same smooth, easy to use operation which characterises the whole of Mila’s extensive friction stay range, and come
with a reassuring raft of quality and performance accreditations.
GLAZERITE UNVEILS RESIDENCE 9 FLUSH SASH FOR UNRIVALLED CLASSIC AUTHENTICITY
They have been successfully tested to PAS24: 2012 for security, BS6375-2 for strength and performance and BSEN1670: Grade 5 for exceptional corrosion resistance. They also meet the Police Preferred Specification requirements of Secured by Design. Mila is promoting the TripleStay® range to fabricators who are adding triple glazed windows to their range, but also expects demand to come from those who are manufacturing wider sashes and need additional load capacity to achieve the minimum 450mm egress opening requirement of the Building Regs. Managing Director Richard Gyde says: “We’ve produced this new range to give our customers a simple, reliable solution for their WER A rated triple glazed casements. However, the strength, durability and ease of fitting will probably appeal equally to those making wide, side-hung sashes who want a high quality, reliable Mila product.” Mila’s new TripleStays® are available in 12in and 16in side hung and 14mm and 17mm stack heights to suit all major casement profile systems. Further details are available on the website at www.mila.co.uk READER ENQUIRY No: 0914/0077
The long-hailed Glazerite Residence 9 classical flush sash window is now in full production after unprecedented response to its preview at the FIT Show. Described as the most authentic classical window style ever seen in PVC-U, The unique Residence 9 range from Glazerite Windows Ltd is the latest major step forward in the industry’s quest for traditional realism using modern materials. The Glazerite Residence 9 window is specifically offered only in mechanicallyjointed and colour-foiled to replicate precisely this 19th Century timber style, which was originally made with square, not diagonal, joints and always painted, never stained. Glazerite Director Jason Thompson explained: “With such an authentic classical window, it seems only natural that we should uphold that authenticity as faithfully as possible. Some others may offer a similar window with conventional diagonal welds, and there are many fairly authentic window systems already on the market but we have made the Glazerite Residence 9 to stand above these. “The reaction, both from FIT Show visitors and from a preview event earlier at the Residence 9 factory, told us that this was the right decision.” In the same way, The Glazerite design replicates
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traditional opening mechanisms and hardware, with additions such as butt hinges, monkey-tail handles and peg stays. However, the window is ‘A’ Rated as standard with 28mm double glazing or can achieve 0.8U-Value with 44mm triple glazed – meeting Passivhaus requirements – and its robust design achieves one of the highest results in weather tests. Jason added: “We have wanted to make this window for some time but felt that to do it justice it would need its own dedicated production facility and specially-trained workforce. With the launch of our new ‘specials’ manufacturing unit and subsequent specialised training, we can now achieve this.” The launch is being backed with a range of marketing support and literature, and consumer leads are already being generated for installers by a bespoke website for the product. Glazerite is VEKA’s largest UK trade fabricator and a prominent Network VEKA member, with a reputation for unsurpassed customer service as well as a comprehensive product range. The company offers a fully nationwide service based on manufacturing units in Northants and Greater Manchester and a distribution hub in Bristol. www.glazeritewindows.co.uk READER ENQUIRY No: 0914/0078
September 2014 | www.glassnews.co.uk
0914/0079
www.glassnews.co.uk | September 2014
43
WINDOWS
The UK’s Leading Industry Newspaper
UK WINDOW SYSTEMS OFFICIALLY STRENGTH THROUGH OPENS NEW PREMISES IN STOKE PARTNERSHIP During the course of 2014, the team at UK Window Systems will be focusing all of their fundraising efforts on raising money for Caudwell Children. Trade counter manager Rob Horton has already begun by taking part in both the Potters ‘Arf and the Killer Mile runs. UK Window Systems is a leading REHAU fabricator supplying trade, retail and commercial customers throughout the Midlands and North of England. It currently employs around 50 people and expects to increase both manufacturing volumes and staff numbers at the new factory.
A customer Open Day and a ribbon cutting event carried out by a representative from its chosen charity marked the official opening of UK Window Systems impressive new premises in Cobridge, Stoke on Trent. The 30,000 sq ft premises, which was previously the site of a DIY superstore, has been completely transformed and now houses not only the company’s factory but also its brand new trade counter, fully equipped showroom and refurbished offices. Previously, UK Window Systems occupied four separate locations around Stoke but it has now consolidated these into one, much larger central location which will improve efficiency and give lots of opportunities for further growth. The Open Day attracted representatives from UK Window Systems key suppliers, including REHAU and Ultraframe, and was attended by existing and potential customers keen to see how they will benefit from the changes and investments. There was lots of positive feedback about the new trade counter, known as the Plastic Depot, which is now larger and better equipped and about the stylish showroom which features window, door and conservatory displays including a number of brand new products direct from the FIT show where UK Window Systems had its own stand.
to the Open Day, UK Window Systems also presented Dylan with a Stoke City football shirt for the new season.
READER ENQUIRY No: 0914/0080
RESIDENCE 9 ORDERS SOAR FOR HWL HWL, the Leeds-based manufacturer of PVC-u and aluminium windows and doors, has seen a significant increase in demand from its trade customers for its Residence 9 windows range, which has overtaken sales of its woodgrain effect finish for the first time. The company, which has been an approved supplier of the Residence 9 Flush Sash window system for two years, puts this down to the fact that more customers are looking for authentic timber finishes, but without the maintenance issues of wooden windows.
Local youngster 11 year old Dylan Kelsall carried out the ribbon cutting ceremony, representing the Stoke based children’s charity Caudwell Children which is UK Window Systems’ nominated charity partner for 2014.
Graham Howatson, Sales and Marketing Director for HWL Windows Group, said: “It’s great to see such a large increase in Residence 9 sales, as trade customers have recognised our expertise in this area and quick turnaround times. The buoyant refurbishment market has undoubtedly contributed towards this with many choosing to upgrade period or country homes, where Residence 9 is helping them meet planning conditions.”
Football fan Dylan, who has Ullrich congenital muscular dystrophy, has previously received a power chair from the charity to enable him to take part in football matches at weekends. To thank him for coming along
HWL offers a wide range of colour options including Grained White, Cotswold Biscuit, Clotted Cream, Cotswold Green, Painswick, English Oak, Irish Oak, Silvered Oak, Anthracite Grey, Black and Corse Lawn.
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Further details on the new premises are available at: www.ukwindowsltd.co.uk or via: 01782 213270.
– QUICKSLIDE & WILSON WINDOWS
No one knows the value of strong working relationships better than Quickslide’s trade partners and there’s no better example than Wilson Windows. The Loughborough-based family business has worked with Quickslide and its products since 2011, working closely with Key Account Manager Amy Perrin. MD Dale Wilson and Karen visited Quickslide at its Brighouse, West Yorkshire, HQ when they first became customers, says Amy: “They came to see who we are and what we do and we have built up a close working relationship ever since. “I speak to Dale on a regular basis. We have developed a good routine; he is always great fun and a pleasure to work with and we always have a good laugh together. I’m very glad they are getting so much from our partnership.” There was a surprise for Amy at the FIT Show when Dale and son Callum dropped in on the Quickslide stand to thank her in person with a bottle of Champagne, when Dale told her: “Thanks for always being on the other end of the phone and making it all so easy.”
Residence 9 windows offer excellent noise and thermal insulation and can be specified with either 28mm Double Glazed Units or 44mm Triple Glazed Units. All HWL’s Residence 9 windows are factory glazed and glass bonded, featuring mechanically-jointed sashes with traditional butt joint detail. A composite option is available through Solidor’s 64 mm door leaf. The full Solidor range can be combined in Residence 9’s dedicated frame. HWL also offers an optional range of traditional hardware including Monkey tail handles and peg stays. The company produces PVC-u and aluminium windows, doors and bi-folds for trade customers across the whole of the UK. HWL Windows Group prides itself on delivering a level of customer service that is second to none, combined with a range of market leading products. Within the HWL Windows Group are a number of businesses, including HWL Trade Frames, HWL Aluminium, HWL Door and Window Fixer and The Bi Folding Door company.
Amy added: “All of us at Quickslide put a lot of importance on customer service. It’s always rewarding to see it working so well for both sides but it’s also a pleasure when someone says ‘thank you’ in this way.” Wilson Windows fabricates its own casement windows, predominantly for the domestic market but buys in a number of colours of both casement and sliding sash. Quickslide is best known for its acclaimed sliding sash windows, which have helped bring this once niche product into the mainstream of the retrofit and new-build market, but it also manufactures a wide range of other styles of windows and doors for trade, commercial and domestic customers. See how you could benefit from joining Quickslide as a trade partner, visit www. quickslide.co.uk/trade or call 0844 5610 623.
For more information on Residence 9 from HWL, or to find out how to become a HWL trade customer, call 0113 244 9006, email sales@hlwwindows.co.uk or visit the website www.hwltradeframes.co.uk. READER ENQUIRY No: 0914/0081
READER ENQUIRY No: 0914/0082
September 2014 | www.glassnews.co.uk
The UK’s Leading Industry Newspaper
WINDOWS
GLAZEDALE: SMASHING THE STEREOTYPE Nottingham-based home improvement specialist Glazedale is bringing a much-needed fresh approach to an industry that’s been fighting against the ‘persistent double-glazing salesman’ stigma for far too long… Husband and wife team Darren and Claudia Shelbourn are the brains behind the operation, which focuses mainly on bespoke, high-end installations for homeowners. Darren started out as an industry apprentice in 1988 before setting up on his own in 1991. Darren Shelbourn, Glazedale’s owner and MD explains: “We used to buy in many of the windows when we first started out, just making the bespoke frames ourselves – but as the business grew, we were being asked more and more for bespoke installations. It made sense to rent a factory and move into making all our own products so that we could control the quality ourselves. “We looked around and decided to go with Liniar profiles, due to their energy efficient and fabricator-friendly design, and we haven’t looked back since. We find many homeowners and self-builders want something a bit different to the norm, and we’re able to supply that; with everything fully matching and a systems company that is constantly designing new products.”
A 21st century firm Glazedale is one of the few window fabricators that has really embraced social media as a marketing channel. Darren joined Twitter around 4 years ago and is using it to great success – not only building relationships with local contacts, but more importantly, generating real business.
www.glassnews.co.uk | September 2014
“When I first joined Twitter, it felt like I was constantly using it,” says Darren, as Claudia nods in wry agreement.
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“But I knew I needed to spend time building up my followers, so I started following lots of people and tweeting interesting stuff, which gradually started to pay off. We now have over 3,500 followers, so I don’t need to spend as much time tweeting, although I still try to post at least three times most days.” “I don’t use Twitter to ‘sell’ online, as people don’t want that. Instead, I try to engage with people, show the human side of the business and help them by answering queries wherever possible. “Since then, we’ve built up our Facebook page, which now has almost 800 ‘fans’ – we find that’s a great way to showcase our installation images and demonstrate the quality of our work. “We find it makes us stand out, as not many of our competitors are ‘doing’ social media – or certainly not very well – and it definitely helps to erase the image people used to have of the pushy double-glazing salesman. “As well as raising the profile of Glazedale in the local area, social media has actually generated orders, with add-on work where we’ve subsequently been recommended to neighbours and also gone back for repeat business.”
See how they do it Follow Glazedale on Twitter @Glazedale and see what they get up to on Facebook by Liking their page at www.facebook.com/Glazedale Glazedale’s website can be found at www.glazedale.co.uk. Find out more about Liniar at www.liniar.co.uk. READER ENQUIRY No: 0914/0083
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GLASS NEWS INTERVIEW: GLAZERITE
The UK’s Leading Industry Newspaper
Glazerite. A fabricator that goes quietly about its business but is up there with the largest of frame manufacturers With his background in IGUs, I would have thought glass would have been his forte… Jason Thompson: The sale to the Darby Group precluded that, hence the production of trade frames. My knowledge of frames and his business acumen went well together. John is very much a systems man and is always looking for continual improvements and ways to drive the business forward; he is exceptional when it comes to computers and production systems. We have stuck to our original plan, completely. We produce frames for the trade. We haven’t deviated into IGU production or supply and fit.
Glass News visits Glazerite in Wellingborough and Editor, Chris Champion, talks with Director, Jason Thompson, and Chris Thompson, National Sales and Marketing Manager.
So no competing with your customers in anyway? Chris Thompson: Absolutely not. It means our customers can trust us and we can work with them to enhance their business. We spend a lot of money on providing the tools to help our customers sell to their customers.
The first thing we have to establish is that there is no nepotism at Glazerite, and you’re not brothers… Jason Thompson: Correct. Although some customers have said he looks old enough to be my Dad!
Glazerite is a fabricator that is bigger than you think. Would it be fair to say that you are up there in the top six?
We believe this is the right way to conduct our business and, to this point, has been very successful.
Jason Thompson: That’s probably right, we consistently manufacture around 2,700 frames per week which are supplied solely to the trade. In all honesty, league tables don’t really interest us too much; we want to be regarded as the best company in the industry, not necessarily the biggest! As a company we’re quite low key as far as publicity is concerned, we’re just very concentrated on quality and service.
For a very successful company that has kept increasing its frame production, you are very low key. Perhaps this is an indicator that hard work and good service bring results, rather than attempting to gain profile with publicity stunts?
What is your background, Jason? Jason Thompson: I joined the industry straight from school and was at Emplas for 8 years. This is where I learnt a lot about this industry. It was a good schooling and I have enormous respect for their owner Kevin Johnson. I came together with John Hewitt who’s the majority shareholder in Glazerite in February 2000. John’s background was producing insulated glazing units and after he had sold his business to the Darby Group, we started Glazerite.
Going back to the year 2000, what did Glazerite look like? Jason Thompson: We had a 1200 sq ft unit here in Wellingborough, 5 staff, and a goal of 50 frames per week. We now have around 75,000 sq ft of production area and we’re making 2,700 frames per week with 200 staff. Chris Thompson: That’s not all in Wellingborough. We also manufacture in Bolton….basically, we have a mirror image of the manufacturing unit at Wellingborough.
Jason Thompson: Perhaps so. As a company, we advertise but aren’t ones to shout from the roof tops… Chris Thompson: ….actually, it’s unusual to get Jason to sit down like this and talk about the company!
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September 2014 | www.glassnews.co.uk
The UK’s Leading Industry Newspaper
GLASS NEWS INTERVIEW: GLAZERITE
And Bristol? Chris Thompson: Bristol is currently our only trade counter. Glazerite is a customer focussed business with a UK wide customer base, our future development plans include the possibility of looking at the far north or Scotland for a third manufacturing base.
Covering the UK, I presume that computer systems are essential for efficient management. You’ve already mentioned John as being the expert in this field, is the system your own, or bought in? Jason Thompson: We work very closely with Business Micros, developing a system for our own needs….well, John does! We’ve used the Evolution version of their software for around 10 years. But as far as systems are concerned, we also work with our key suppliers utilising their systems, too. window frames required, cost effectively, and in a timely manner. Are we looking for new customers? You can never stand still so new business is very welcome although the priority must be to ensure we are a good supplier to our loyal and existing customers.
Network VEKA is also very important to us as it’s all about helping our installers, whether with compliance, business support or marketing. Our own website is becoming more and more and important as is social media such as Facebook and Twitter. So much has changed since the turn of the century and Glazerite must keep pace with those changes. Chris is very much the driver behind E-commerce and the marketing support for our customers.
We’ve already mentioned the North of England or Scotland as a possible manufacturing base and that’s not to say that will be our only development.
And what is your background, Chris? Chris Thompson: I have been involved in a number of different areas of the industry, I started selling hardware, moved on to door panels, back to hardware and finally trade frames.
A pretty rounded career in all aspects of the business…. Chris Thompson: I certainly hope so and it has certainly helped me appreciate the needs of the customer. Quality, service and support is what customers need from a good supplier and at Glazerite that is something on which we are focussed.
www.glassnews.co.uk | September 2014
Working with quality partners such as Veka, Maco and Securistyle and utilising their systems and expertise also gives confidence to our customers. Being able to supply what they require in the way of Tilt and Turn, Vertical Sliders, Bi-folds, Fully Reversible and so on, means we can partner those customers and help their businesses grow. It’s really all about partnership.
Glazerite has steadily grown to a point where you are in the big league for frame manufacture. What happens, going forward?
Jason Thompson: It has to be more of the same. It is important to look after our customer base and make sure we are up to date with innovations in our industry. We aim to ensure we can supply the type of
We can certainly expand to in excess of 3,200 frames per week with our existing infrastructure. Where we go from there is dependent on the industry around us and whether there are consolidations of business. If that happens, we have the appetite and ability to expand our manufacturing capability further.
Many thanks to you both. I’ve learned a lot about Glazerite and the workings of one of the UK’s largest fabricators. READER ENQUIRY No: 0914/0085
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DOORS
Direct Trade expands composite door range In a move that will help its customers add considerable value to their product offering, Doncaster based Direct Trade has expanded the range of glass designs available in its dual and single rebate composite doors. The new designs were created by Decorative Door Products, the specialist division of decorative glass manufacturers RegaLead, and are backed by two new consumer facing brochures, enabling installers to easily demonstrate the different options to homeowners. Steve Green managing director of Direct Trade commented: “Demand for composite doors has grown significantly over the past few years and we wanted to ensure our trade customers have the products they need to make the most of this opportunity. The additional glass designs mean installers can add value and offer their customers a fairly unique product, helping them stand out from the competition.”
The UK’s Leading Industry Newspaper
PREMIDOOR BROCHURE SUPPORTS GROWTH With a recent surge in enquires for Kömmerling’s Lift and Slide PremiDoor from installers, specifiers and building developers, the company have just launched a new and dedicated 6 page brochure to support further growth for this highly impressive and feature packed large span door. Given the highly engineered design, the PremiDoor is capable of sash sizes up to 3 metres wide and 2.5 metres high, along with 2, 3 and even 4 pane options up to a maximum span of 10 metres, with a frame depth of 168mm. It’s designed for both new build and refurbishment projects and has been proven right across Europe in the harshest of conditions. The PremiDoor door has been designed with low level gaskets and a single leg glazed bead that is easy to install on site and it’s also available in 8 different colours from stock. A further feature is the dedicated cill that is a two part, thermally broken product in aluminium and PVCu, for added structural stability and enhanced thermal performance. Like all of Kömmerling’s systems, it is extruded with the exclusive
and proven lead-free compound, Greenline. Performance is effortless and the running track for the door has been specifically designed for lasting performance and ease of use. This revolutionary new patio door is designed to let in more light than a typical bi folding door as the photography in the new brochure shows. The new brochure shows off some of the latest installation shots, along with a technical cross section for more architectural detailing, along with a list of key features. It’s proven to be increasingly popular where additional glass and light requirements are part of the overall design of the building envelope. For a free copy of the new PremiDoor brochure or for more general information, 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: 0914/0087
Aside from composite doors Direct Trade manufactures windows and doors in the Veka Halo System 10 and Rustique window systems and complete conservatory packages which are available with Global or Ultraframe roofs. Products are available in a choice of woodgrain foils or can be coated in any RAL colour. For more information call 0800 288 8828 or visit www.directtradeltd.co.uk.
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The colour selector on www.rehauhome.co.uk allows visitors to try out different coloured windows - and now doors - on a range of traditional and contemporary property types. It is one of the most popular pages on the website, with over 3000 visits per month and reflects the surging demand from consumers for coloured, foiled finishes. Visitors can choose windows and doors in different colour combinations and then take a note or even print out a PDF of their preferred colour selections to discuss with their chosen REHAU Authorised Partner.
Chris Tudgay, Business Team Manager at REHAU, said of the launch: “Our customers are enjoying real success with composite doors and we’re doing all we can to support them with new products and now new marketing tools aimed directly at homeowners.”
Door-Stop’s plain speaking Customer Charter Door-Stop has issued a Customer Service Charter. It sets out what installers who buy from Door-Stop can expect, and what to do if things go wrong. The charter outlines Door-Stop’s promise of good service, high standards and a fast, reliable response to queries. It’s written in plain English, jargon free and simple to understand. Problems at Door-Stop are rare – its unique ‘If it’s late it’s free’ guaranteed 3 day delivery is a good indicator of normal high standards – but the Charter promises if and when problems do occur they will be dealt with as efficiently and quickly as possible. The Customer Service Centre (www.doorstop.co.uk/customer-services), launched last year, is the first port of call for customers with an issue to raise. With just a couple of clicks customers can report a problem at any time of night or day and know that it’s been logged, and the right person will be alerted to help.
READER ENQUIRY No: 0914/0086
REHAU is responding to the growth in the popularity of composite doors by adding a new door selector option to the interactive colour tool on its consumer website.
The new door option coincides with the launch by REHAU of a new range of composite door profiles in REHAU TOTAL70 which will accommodate a full 44mm door slab with the option of a top light window if required.
Direct Trade offers two composite doors – one with a single rebate (branded Kudos) and one with a dual rebate (branded Citadel). Both are available in either Veka Halo’s System 10 (chamfered) or Rustique (ovolo) outerframe and a wide range of colours. The single rebate Kudos composite door slab is manufactured with a high density foam core that according to recent tests is 19% more thermally efficient than the solid timber core composite door and 17% more thermally efficient than the traditional timber panelled door. The dual rebate Citadel composite door meanwhile is 50% thicker than a standard composite door, offering incredible security and protection from the elements. They are also easy to fit and can be easily adjusted onsite thanks to its fully adjustable hinge.
REHAU ADDS DOOR COLOUR SELECTOR TOOL TO CONSUMER WEBSITE
“The new Charter goes further,” says Martin Dickie, Business Unit Manager. “It sets out the standards of service customers can expect
REHAU’s consumer brochure for coloured windows features a QR code which links directly to the colour selector and to the page inviting visitors to search for a REHAU Authorised Partner in their local area.
Martin Dickie, Business Unit Director of Door-Stop.
and how long it will take for their issue to be acknowledged and resolved to the customer’s satisfaction. We’ll acknowledge within 2 hours and resolve it within 72 hours.” If Door-Stop’s customers aren’t happy with the progress of their query they can call Martin Dickie directly on 01623 446390. To see the Charter for yourself visit www. door-stop.co.uk/customerservicecharter. READER ENQUIRY No: 0914/0088
READER ENQUIRY No: 0914/0089
September 2014 | www.glassnews.co.uk
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www.glassnews.co.uk | September 2014
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DOORS
The UK’s Leading Industry Newspaper
Frame Fast’s bi-fold doors offer superior aesthetics, engineering & value Bi-fold doors are the ultimate valueadded product in any portfolio because they’re the perfect aspirational product for homeowners looking to bring designer flair to their house. But in order to deliver on a bi-fold door’s lifestyle promise, it’s important to select your supplier with care. The exceptional quality of Frame Fast (UK) Ltd’s PVCu and aluminium bi-fold doors reflect the commitment the company has to delivering a superior offering in all areas of its business. The PVCu bi-fold doors have slim, uncluttered sightlines for an unobtrusive appearance. The design does away with the need for a dummy mullion, improving both aesthetics and operation while unique D-shaped handles and bespoke Britishdesigned hardware add to the sophisticated appeal. The doors are available in a wide range of profile colours, including white, white ash, cream, Irish oak, light oak, rosewood, grey and black ash. Superb engineering means the doors have an easier, smoother operation than many doors on the market, helping to create a truly luxurious lifestyle product. Away from the door’s aesthetic benefits, security on the door is second to none. The top rollers feature integral anti jemming pins and there are finger operated shootbolts for easy to operate peace of mind. The doors have a PAS 23/24 security option for those needing extra reassurance. Frame Fast’s aluminium doors show a similar level of quality. Suitable for the domestic, medium and heavy duty commercial applications, they are available in a variety of styles and hardware options and can be fully customised in terms of security, weatherproofing and functionality. Nigel Leivers, Frame Fast’s Sales Director, says, “Our bi-fold doors are the perfect
definition of a value-added product because wherever they’re used, they bring elegance and quality. Combined with our unrivalled service support, it creates a very attractive package for all installers.” Trade fabricator Frame Fast is based in a 30,000 sq ft, purpose-designed production facility in Derby. It has built its name on two things. The first is the quality of its product – its quality control department has an enhanced testing laboratory which measures the quality, strength and accuracy of every weld and the overall aesthetic finish of each frame and roof. The second is its commitment to customer care which sees it value every customer whether they purchase one frame or one hundred frames. Its commitment in these two areas means it has become the region’s largest trade fabricator of PVC-U doors, windows and conservatories.
Special offers from Phoenix Doors for new customers Phoenix Doors, part of MASCO UK Window Group Ltd, has launched its summer campaign to entice new customers with special discounts on its GRP composite doors and PVC-U door panels. The ‘Complete Spectrum of Doors’ offer features five composite doors, one of which is a back door, and ten door panels, all at extremely competitive prices and accompanied by exclusive order forms. Available in five woodgrain colours, the composite
doors feature a choice of backing glass, multi-point locks and hardware in a choice of finishes, plus a weather bar coloured to the door, or chrome or gold finish. Only available in white inside and out, the Cambridge Back Door is offered in a grooved or flat leaf style with an optional cat flap or dog flap. Hardware and a choice of glazing designs are also included. The door panels, which can be supplied cut to size, are available in a choice of seven different shades of white. MDF reinforcement, letterplates and knockers are included as standard. “Given that summer is traditionally a quieter period when people are on holiday, many window and door companies have
Tel: 01332 344459 www.framefastuk.com READER ENQUIRY No: 0914/0091
Distinction Door’s glazing cassette leads the market for several reasons. In terms of aesthetics, the cassette’s colour, moulding design and grain effect match the rest of the composite door for a seamless finish
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with ultimate kerb appeal. This is enhanced because there are no unsightly plugs or screws to interfere with the elegant appearance.
“That’s why, as the complete door solution company for the retail replacement market, we have launched our Complete Spectrum campaign to attract new customers and explain how our comprehensive ranges of quality products can help their businesses.” New customers who sign up can use the Phoenix Doors’ unbranded ‘Complete Spectrum’ flyer to sell in the home, while also gaining the opportunity to ‘upsell’ other home improvement products, such as windows or conservatories. Haydon adds: “This offer provides installers with their own valuable opportunities to ‘open the door’ to new business, as well as the chance to sell other home improvement products that their prospects might be interested in. There’s everything to gain, and nothing to lose; so why not give us a call!” Contact Phoenix Doors on 01487 740469, email info@ phoenixdoorpanels.co.uk or visit the website at www. phoenixdoorpanels.co.uk.
Distinction’s triple glazed cassette really makes the Distinction Difference For many homeowners, it’s the glazing that is the biggest decision when it comes to their composite door, so it pays to choose a door supplier who understands the importance of the glazing aesthetics and has developed a product that will meet all homeowners’ demands and more.
more time to review their suppliers and find out what they can offer,” says Haydon Statham, Phoenix Doors’ Sales Director.
READER ENQUIRY No: 0914/0092
In addition, slim sightlines maximise light transmission. As an indication of the quality of the Distinction offering, the white, black, red, blue and green solid colour cassettes are through-coloured, so they maintain their pristine appearance because knocks and scratches do not leave a white mark where paint is removed. Away from the aesthetics, Distinction Doors has paid just as much attention to the technical features of the glazing cassette. Eleven of the 12 glass ranges are triple glazed, with the decorative pane encapsulated between two clear panes. The result is a complete closing solution, providing greater thermal performance and lower maintenance requirements, because no
fiddly dusting is required to keep the panes looking pristine. The cassette is an attractive product for installers too, because snap-together fitting makes it uniquely fast and easy to fit. It is also reversible because each assembly consists of an identical inner and outer cassette, with symmetrical male and female connectors/pockets. Distinction Door’s Nan Ya GRP composite door is the UK’s market leader and as the quality of the glazing cassette demonstrates, it’s a position that’s well-deserved. Tel: 0845 2000 816 www.distinctiondoors.co.uk READER ENQUIRY No: 0914/0093
September 2014 | www.glassnews.co.uk
0914/0094
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www.glassnews.co.uk | September 2014
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BI-FOLD DOOR EXPERT
The UK’s Leading Industry Newspaper
New Horizons for Hardware Behind every change in window and door design there is an evolution in fittings to support the latest trend. In this article for Glass News, established hardware supplier Carl F Groupco reports on the growing popularity of bi fold and patio products. An update on latest hardware solutions is provided from one of Carl F Groupco’s main suppliers, Siegenia. The company highlights how full consideration to consumer’s needs and desires should be given and observes that options for patio openings are becoming increasingly important. Carl F Groupco also advises that it is necessary to look beyond standard options to offer end users creative, effective and empowering door solutions.
HS Portal 300 Additional advancements are reported across patio products. Siegenia’s HS Portal 300 Lift and Slide hardware is an advanced product series which supports increased demand for high specification hardware. As with the FS Portal PLUS range, the HS hardware can be used with timber, PVCu and aluminium profiles. The range is designed for simple yet straightforward operation of sashes weighing up to 450 kg: the HS Portal innovation makes it possible to now open widths up to 12 – 19 metres. With an operational height rise of just 19mm, the system meets the DIN 18025 standard and thermal insulation significantly exceeds the EnEV Germany energy saving regulations. In common with other Siegenia hardware initiatives, design simplicity is combined with sophistication – the HS Portal gearing enables the lift and slide door to be operated with just one finger. Additionally, wheels easily clear gaskets which avoid friction in the slide position, making opening and closing the door virtually effortless. An optional electronic opening device is a further design feature which aids easy operation.
A close working relationship between sales and technical teams at Carl F Groupco ensures high standards of customer support. Photograph shows Carlia McGowan Sales Office Manager and John Mitchell, Technical Support.
Support & Service Carl F Groupco prides itself on providing rapid service backed by technical support and this philosophy has been maintained for new generation hardware: drawing on its relationship with Siegenia, the company ensures that its staff are fully versed in the specification of all product ranges. Strength in technical expertise across all hardware types, enables Carl F Groupco to work with its customers, providing the best solution for their individual project requirements. Tel: 01733 393330 - www.carlfgroupco.co.uk Follow Carl F Groupco on Twitter using the handle @Carl_F_Groupco. READER ENQUIRY No: 0914/0096
FS Portal PLUS Important development requirements for hardware manufacturers have been to provide quality, flexible, secure and complete solutions. Ticking all these boxes is FS Portal PLUS, an enhanced bi fold door hardware system which replaces the FS Portal that has been popular for a number of years. Carl F Groupco believes that bi fold doors are all about giving home owners flexibility regarding the configuration. Designed to cater for all bi fold options, and offering inward and outward opening options, FS Portal PLUS gives this flexibility, plus it meets the needs of aluminium, PVCu and timber profiles. As well as catering for the home owners’ increasing desire for innovative door designs, the FS Portal PLUS system boasts a number of features that appeal to fabricators and installers. For example, the opening on the track is covered by an integrated brush seal along its complete length – not only does this keep the track free of dust and other debris, but the installation also looks neat and tidy. A further development to the enhanced range is the addition of a return leg on the top track to improve the top wheel stability. Carl F Groupco reports that customers have successfully tested hardware components from the FS Portal range to Secured by Design specification.
Siegenia’s FS Portal bi fold hardware from Carl F Groupco.
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September 2014 | www.glassnews.co.uk
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www.glassnews.co.uk | September 2014
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TRIPLE GLAZING
ENERGY EFFICIENCY
Retail specialist reports growing demand for tripleglazed products Hampshire installer and home improvement specialist KJM Group reports that triple-glazing now accounts for 20 per cent of its standard PVC-U product sales. The G11 and G13 Awards Installer of the Year Finalist, said it has seen continuing growth in triple-glazed sales this year, with an expectation that they would exceed those of double-glazed products within the next five-years. Owner and Managing Director, Mark Pearce, said that KJM was seeing sustained and ‘growing interest’ in triple-glazed products from ‘wellinformed consumers’, calling for a cut in VAT on tripleglazed ranges.
He said: “People are doing their research. Customers buying triple-glazing will have generally reviewed products online, they’ll have an understanding of U-values and a wider interest in energy efficiency and sustainable home improvements. “At the present it’s the ‘earlyadopters’ who are buying triple-glazed products but the demand is there and it’s growing. “What would really accelerate this growth would be if the government reduced VAT on this high thermal specification window to 5%, that way they would cost little more than our standard “A” rated double glazed units.” KJM currently supplies two triple-glazed systems, one – a 44mm system with u-values as low as 0.66W/m².K - from Veka, the other a 36 mm system from Profile 22. The installer has developed a carefully crafted proposition, developed to highlight the
advantages of triple-glazing to the consumer. “Triple-glazing gives you some pretty strong messaging”, explained Pearce. “It offers 40 per cent better insulation over our ‘A’ rated doubleglazed products. The Veka system delivers particular benefits – more than 25 per cent greater thermal efficiency than that of rival triple-glazed systems. If you emphasise the addon benefits, for example the acoustic advantages of laminated glass, the argument in favour of tripleglazed products becomes very strong.” In addition to Veka and Profile 22, KJM Group also supplies Beaumont and Residence 9, PVC-U systems, wooden windows and doors, including vertical sliding and flush casement windows from Dempsey Dyer and aluminium products from Smart and Sapa. Its triple-glazed ranges sit within a broader sales strategy, which saw KJM Group’s turnover top £3.2million last year – an almost 30 per cent increase on 2012. This has included increased focus on niche and higher-end products alongside the supply of standard products. “There are so many positive messages around tripleglazing”, continued Pearce, “the association with Passivhaus, innovation and particularly, its use in Scandinavia – consumers understand that this is a cutting edge technology. We’re confident that it’s going to drive sales in the coming year but also into the future.” For more information visit www.kjmgroup.co.uk email sales@kjmgroup.co.uk or call 01264 359355. READER ENQUIRY No: 0914/0097
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Distinction Door’s Nan Ya slab leads the market in thermal efficiency The strength of Distinction Door’s position as the UK market leader in composite doors was recently reinforced when its Nan Ya doorset was proved to be the most thermally efficient composite door on the market. Chantel Roach, Distinction’s Marketing Manager, said, “The thermal performance of a door is always important to homeowners, especially with energy bills on the rise.” “We’re delighted that our door has proved its quality in this area, as in many others.”
The thermal efficiency of the Nan Ya slab was proved in tests at the University of Salford’s Energy House. The tests showed that the Nan Ya 44.5mm slab was 19% more thermally efficient than a 48mm solid timber core composite door and 17% more thermally efficient than a 44mm traditional timber panelled door. The reason for the dramatic difference in thermal efficiency is thanks to the Nan Ya slab’s high performance insulated core, which is made up of a high density CFC-free PV foam. The foam is environmentally friendly with a Global Warming Potential of less than five and an Ozone Depletion Score of zero, making it all the more attractive to environmentconscious homeowners. The door is proven to the BS 6375-1 classification
“The door is proven to the BS 6375-1 classification for weather tightness, air, wind and water and, once installed, far exceeds the requirements of Approved Document L of the Building Regulations.”
for weather tightness, air, wind and water and, once installed, far exceeds the requirements of Approved Document L of the Building Regulations. As Chantel says, the marketleading thermal efficiency is a vital selling point for homeowners. Combined with stunning aesthetics, a huge range of design, colour and triple glazed glass options plus excellent security as standard, the Nan Ya GRP composite door slab from Distinction Doors is a competition-beating product. Chantel concludes, “We were the first company to introduce GRP composite doors to the UK market and we’re the UK’s biggest supplier.” “The biggest reason for that is the unbeatable Nan Ya slab. We are proud to supply it and we know our customers value what it has to offer them.” Tel: 0845 2000 816 www.distinctiondoors.co.uk READER ENQUIRY No: 0914/0098
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September 2014 | www.glassnews.co.uk
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www.glassnews.co.uk | September 2014
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SOFTWARE & IT
The UK’s Leading Industry Newspaper
RAPID GROWTH
For the last five years ESG have been experiencing rapid growth. As one of the UK’s largest independent glass processors, investing in the very best infrastructure is key to maintaining service levels and product quality while managing this growth.
In order to create a software solution that would allow greater visibility and control across all areas of production, and a better flow of information through all departments in the company, a fully bespoke software package was required. ESG teamed up with software manufacturers Jotika, the specialists in creating software packages for the glass industry.
better informed. All orders needed to be planned and produced as quickly as possible to reduce customer lead times and minimise wastage during manufacturing, allowing us to give our customers the best value for money. In addition the software needed to have the capacity to handle the company’s future expansion without compromising performance. The tailor made package is based on Jotika’s Gtrak3 software platform integrated with ESG’s required applications. These include a 25 station bar code tracking system, allowing the progress and location of any order to be tracked within the factory. An office based monitoring station comprised
of four 42” screens showing real time data on all of the production stations, allowing for precise capacity planning. While a new network of tablets have been installed on each work station giving the factory floor instant access to all order information. The new delivery management system has recently incorporated Jotika’s new interaction
“ESG have recently announced a record turnover in the first 6 months, this has been made possible, in part, by the efficiency the Gtrak3 software has brought to the entire company.”
The brief from ESG was multifaceted. The many objectives included: Information needed to flow through the company faster, with more visibility to all parties, allowing our customer service team to keep customers
application, which allows the Jotika software to talk to external routing software and mapping apps including google maps. “ESG have recently announced a record turnover in the first 6 months, this has been made possible, in part, by the efficiency the Gtrak3 software has brought to the entire company. Jotika are an excellent company to deal with, fast and extremely flexible to deliver highly sophisticated software that makes a difference to our business,” says Scott Sinden, Managing Director.
A 14 nn th iv Ye er a sa r ry !
READER ENQUIRY No: 0914/0101
BUILD ON GREAT FOUNDATIONS! A cost effective solution for constructing conservatories and extensions, on poor ground conditions. • Mini Piling and Underpinning • Insurance claims for subsiding conservatories have increased in the last 5 years. Most claims are rejected due to insufficient foundations. • Conservatories, garages and extensions - all domestic and commercial work undertaken. • Established 14 years • Enviable Reputation - helping you build reputation with your customers. • More cost effective than a reinforced raft • Quicker and easier than a reinforced raft
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• Much more convenient than a reinforced raft • Don’t raft it - Mini Pile it!!
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September 2014 | www.glassnews.co.uk
What do these companies have in common? We’re sure you’ve guessed – they all specialise in taking a standard product and then tuning and enhancing it to give you the very best performance. That’s exactly what BRADLEY GILES does to Windowlink’s Focus and Vector products. We start with the standard product and then discuss with you how it can be tailored to exactly match your business and sales needs. This involves visiting you so that we understand your business and how you’d like to go forward. For example, these popular programs have been supplied to so many people over the last decade that often customers end up receiving two
virtually identical looking quotations – we change all that and make yours unique and ensuring that your actual composite door and door panel range is covered so that your customers can see exactly what they’re getting. If you’re not using Focus for windows and doors, or Vector for conservatories and orangeries, then it’s about time you did!
Call me, Giles Hayhurst on 01285 656957 or 07775 433122 to find out more about what we can do for you! 0914/0103
www.glassnews.co.uk | September 2014
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GLASS
The UK’s Leading Industry Newspaper
Guardian Glass UK launches BIM objects
SAINT-GOBAIN GLASS CREATE STUNNING EFFECTS BY LAUNCHING SGG SATINOVO MATT
to meet the needs of a changing market The advantage is clear with Bohle Duplocoll® Sealing and bonding glassto-glass installations with silicone products can be messy and time consuming.
Building Information Modelling (BIM) is the next generation of digital representation for architectural projects and Guardian Glass UK have strived to meet the needs of a changing market, with BIM objects created for all Guardian Glass UK products. “The way architectural projects are being designed and created is changing” states Paul Anderson Guardian Glass UK Architectural Sales Manager. “There is a growing need for specified glass to be supported with BIM objects. Staying ahead of these new innovative processes is paramount to ensure we can provide the right products and support required to meet
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the needs of project design teams, from specification through to construction.” Guardian’s BIM objects allow glass to be specified either as a design material in its own right, or in single, double or triple glazing, with data variations to account for laminated glass and other glass processes such as heat treatments. All of the products available for commercial construction
“There is a growing need for specified glass to be supported with BIM objects. Staying ahead of these new innovative processes is paramount to ensure we can provide the right products and support required to meet the needs of project design teams, from specification through to construction.”
have been modelled from clear annealed float to coated and laminated products such as SunGuard and ClimaGuard. Other decorative products have also been modelled such as our SatinDeco. To ensure all products are easily accessible we have a listing in the National Building Specification (NBS) BIM Library, as well as objects hosted on all of our website product pages and within the Guardian Plus Technical Centre. All of which can be found at www. guardianglass.co.uk. Each of our BIM objects have been made available in Revit and IFC format, which are the leading systems for creating BIM projects. To help architects, designers, and other BIM professionals understand how our objects work in the BIM environment a short demonstration video has been produced to explain the use of Guardian glass products as BIM objects.
Now Bohle Ltd has launched a clear adhesive bonding tape called Duplocoll® which is fast, clean and easy to apply. Duplocoll® is perfect for applications such as all-glass partition walls, furniture and shower cubicles. It works with a range of materials such as wood, aluminium, plastic, ceramic or glass and because it has a refractive index almost identical to glass it is virtually transparent. Supplied in 12 metre rolls, in three widths; 5mm, 7mm and 9mm, for glass thicknesses ranging from 8mm to 12.76mm; Duplocoll® is resistant to ageing and UV radiation and does not impact on the appearance of the installation. Duplocoll® not only bonds, it also seals, damps, isolates and protects glass-toglass joints, easily compensating for manufacturing or installation tolerances and tensions. It is also anti-microbial and resistant to chemicals and softeners. The viscoelastic adhesive film distributes uniformly across rough surfaces and is highly resistant to splitting. Glass-to-glass installation is made even easier with the optional Bohle applicator tools, which are designed to apply Duplocoll® at just the right pressure over a range of standard glass thicknesses. For further information including samples call free on 0800 515161 or visit the Bohle website, www.bohle-group.com.
The video is available on our BIM home page at www.guardianglass.co.uk/ architectural/bim READER ENQUIRY No: 0914/0104
READER ENQUIRY No: 0914/0105
Yorkshire-based Saint-Gobain Glass bring to market a new sophisticated interior product; SGG SATINOVO MATT. A matt-finished translucent glass, SGG SATINOVO MATT is intended primarily for interior applications and can be used to create stunning aesthetic effects while diffusing light and emitting a purity of colour. SGG SATINOVO MATT provides a level of obscurity, offering similar benefits to patterned glass yet with a distinctive smooth and silky appearance. Its satin-smooth surface doesn’t mark with dirt or finger prints as with traditional acid etched and sand-blasted glass reducing the maintenance required. It can be cut and edge-worked as easily as clear float and assembled into double-glazed units. SGG SATINOVO MATT can be used in numerous interior design applications for both residential and commercial settings including furniture, wall cladding, doors and partitions. SGG SATINOVO MATT is available in a range of thicknesses including 3, 4, 5, 6, 8, 10, 12, 15 and 19mm. Jenni Bailey, Better Interiors Market Manager for Saint-Gobain Glass, says: “This past year we’ve seen the launch of some great products from the Saint-Gobain Glass interiors product range. Following the success of both SGG MIRALITE REVOLUTION, our high quality mirror, and SGG DECORGLASS, our range of unique traditional patterns, SGG SATINOVO MATT is another excellent addition and continues with our aim of developing a range of products designed to perfectly enhance interior spaces.” READER ENQUIRY No: 0914/0106
September 2014 | www.glassnews.co.uk
GLASS
The UK’s Leading Industry Newspaper
SGG UNVEILS STADIP SKN TO COMBINE SOLAR CONTROL WITH SAFETY & ACOUSTIC PERFORMANCE Saint-Gobain Glass has brought together the acclaimed high performance solar control properties of Cool-lite SKN with the acoustic and safety features of its Stadip range to offer COOL-LITE STADIP SKN 165 and 174. The new additional benefits bring optimised sound insulation, safety and security benefits as well as reducing both solar gain and UV penetration to the commercial market, said Adrian Adams, Market Manager for Better Working at Saint-Gobain Glass: “Architects and specifiers are already very familiar with the advanced properties of the two separate ranges. Now, with COOL-LITE STADIP SKN 165 and 174 they can have the best of both in a single product, opening up potential for a whole range of additional applications. We have always been dedicated to developing innovative products and coatings to stay ahead of the ever-increasing demands of the commercial market and these two products are further proof of that continuing commitment.”
The acoustic benefits of COOL-LITE STADIP SKN 165 and 174, used in conjunction with Stadip Silence, come from the use of two panes of glass with a PVB interlayer. Alternatively, in conjunction with Stadip Protect, they can achieve P1A and P2A security accreditation for BS EN 356. By reducing solar gain, the products minimise the need for air conditioning, so helping to cut energy use and CO2 emissions. They also limit the need for secondary solar barriers such as louvers or blinds. COOL-LITE STADIP SKN 165 and 174 are the latest in a series of market-leading product innovations from SGG which include, most recently, Cool-lite Xtreme 50/22 II, claiming Europe’s highest solar selectivity figure for any heat treatable triple silver product, Viewclear, combining strong anticondensation performance with best-in-class WER figures, and Planiclear low-iron substrate for a reduced green tinge. For more information on Saint-Gobain visit www.saint-gobain.co.uk. READER ENQUIRY No: 0914/0107
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www.glassnews.co.uk | September 2014
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GLASS NEWS INTERVIEW: SAINT-GOBAIN GLASS
The UK’s Leading Industry Newspaper
Saint-Gobain Glass
Glass News’ Editor, Chris Champion talks to SaintGobain Glass UK’s Andy Hyde about the glass industry and where the future lies.
Saint-Gobain has come a long way from its roots as a mirror manufacturer in 1665 and, although we know the company for its glass, it’s industry is really building materials, isn’t it? Saint-Gobain’s ambition is to be the world leader and reference in sustainable habitat. Whether it is where we live or where we work, Saint-Gobain is dedicated to providing a sustainable solution to the critical challenges we face around growth, energy efficiency and environmental protection. Our strength and presence in construction materials, distribution and high performance materials (incorporating glass), means that we are uniquely positioned to achieve this strategy.
Let’s talk a bit about you. You’ve worked in other industries, so tell us about them and how that experience has helped you at Saint-Gobain.
“I see that certain aspects of government policy and recent ‘back tracking’ on legislation has presented us with some big challenges ahead. Staying on track to deliver zero carbon homes by 2016 is just one example of this. However, I strongly believe that the leadership in developing the solutions to these challenges can come from all parts of our industry. Anyone of any size, that has the desire, creativity and vision, will prosper.” historic perception of our industry has not been great but various bodies such as British Glass, GGF, FGMA etc. are becoming increasingly effective at improving the professionalism of our industry as a whole, as well as engaging with government on the part that we can play in key topic areas such as energy efficiency, carbon reduction and protecting our planet and its natural resources.
So much is about energy efficiency and, although you lead the way in Low E, there’s definitely a battle amongst the big players. Where’s this all going and can efficiencies continue to be improved?
So, on to the future of the glass industry. Are the super processors and IGU manufacturers going to swamp the independents?
Efficiencies can always be improved, and the minute you think otherwise, then you are ‘dead in the water’.
Quality of product, excellence of service and a genuine interest in the customer experience means that there will always be space and a need for the SME independent.
My career in Saint-Gobain spans 18 years. In that time I have worked in a range of strategic and operational roles in the gypsum and insulation activities before moving across to Saint-Gobain Glass in July 2012. So, this cross-activity appreciation can only help us to move with pace and purpose towards the habitat goal, where the sum of Saint-Gobain’s parts provides professional customers and consumers with the solutions to the challenges in the built environment. SaintGobain will play a leading role in creating tomorrow’s solutions that will make buildings more energy-efficient and that help to protect the planet.
Consolidation is inevitable and necessary, but that also means there will be on-going opportunities to differentiate and diversify in ways and at a pace that may be beyond the capabilities of the ‘super processors’. Quite rightly, competition and choice will prevail.
How does our fenestration industry compare in how it approaches its business against the other industries in which you’ve been involved?
I see that certain aspects of government policy and recent ‘back tracking’ on legislation has presented us with some big challenges ahead. Staying on track to deliver zero carbon homes by 2016 is just one example of this. However, I strongly believe that the leadership in developing the solutions to these challenges can come from all parts of our industry. Anyone of any size, that has the desire, creativity and vision, will prosper.
I personally believe that the fenestration industry is making good progress with how it can effectively lobby and advocate for the benefit of the entire industry. The
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Is current legislation making it easier for the ‘big boys’ to leave the independents behind? Or indeed, is future legislation likely to have that effect?
I would like to think it can go in a number of ways, but hopefully in ways that are right for the UK and our needs, and not just because, for example, that is what happened 5 years ago in another European region. We are a ‘moderate climate’ and we need to think broader than just energy efficiency. By that I mean that we need to change the conversation to one of ‘multi-comfort’ whereby the end user can make clear choices around not just energy efficiency butalso fire safety, acoustic comfort, air-quality, day-lighting, safety & security etc. Those that innovate and create solutions for these challenges will have sustainable businesses.
Surely the demand for energy efficient buildings threatens the position of glass being “the architect’s favourite building material”? I do not subscribe to that myth, glass is a truly flexible and popular material. We have to change the conversation and the perceptions. By that what I mean is that it is not just about thermal insulation but is much more about energy balance between heat loss and solar heat gain.
Will the advances in glass technology be all about coatings? For instance, low emissivity, selfcleaning, light disbursement, auto dimming etc?
Coatings will have a large part to play, just as new and emerging technologies will also be important. In pursuit of sustainable habitat and multi-comfort we will need to ensure that our next generation glass can meet those challenges, providing the best technological, aesthetic and commercial solutions. SaintGobain will be a leader in meeting this challenge. 1 in 4 of Saint-Gobain products sold today is less than 5 years old. Innovative Materials filed around 300 patents last year alone, we account for around 2/3rds of the Group’s R&D spend and we have 2,100 researchers working for our sector. So, you can see the strength of our commitment and convictions.
And so to triples! Surely these coatings will actually be more efficient and more cost effective than adding a third pane of glass? Triple glazing is a hot topic. Our view is balanced. There is clearly a space for high performance DGU as well as TGU in the UK. Saint-Gobain’s position is to innovate for both and ensure that we provide our customers and markets with choice.
If a market for triple glazing is inevitable, how do you see it developing and what are your predictions of growth? Triple glazing will grow but, in my view, much more modestly than some previous industry forecasts. My predictions in growth of TGU are for my long range planning and strategy. Many quote Germany and the evolution of TGU there. However, if you look with more granularity at the German markets the picture is not as straightforward and clear cut as some would have us believe. The UK can look forward to growth of both TGU and high performing DGU solutions.
Windows can be more efficient than walls and could be energy positive.
September 2014 | www.glassnews.co.uk
The UK’s Leading Industry Newspaper
GLASS NEWS INTERVIEW: SAINT-GOBAIN GLASS Saint-Gobain has this long history, with glass just being just a part of the group’s portfolio. What of the future? Are the group’s other building materials outshining that of glass? Next year Saint-Gobain celebrates its 350th anniversary. We will be celebrating this across group in many ways…plans are already progressed. Our celebrations are not just about the last 350 years but also about celebrating the future of the group and our values. We will build on the past as we plan for our future. Saint-Gobain has secured a strong set of results in half 1 2014 including organic growth at 4.1% and operating income up 14.8% like-for-like. Our contribution has been significant with Innovative Materials like-forlike sales up 3.7%, lifting the Business Sector’s operating margin to 9.1% from 6.6% one year earlier than planned
Is Saint-Gobain’s market share of the glass industry predicated to increase in the future? For Saint-Gobain Glass the future is not just about mass. We will sustain our leading presence across Europe and the World but with a strong focus on High Added Value solutions and excellent customer service.
Finally, Andy, what makes SaintGobain different and, if I was buying glass, why would I choose SaintGobain? Our sustained investment in innovation and R&D means that we will continue to differentiate with a relevant range of products, services and solutions that deliver value and reduce cost for both us and our customers. As I spoke about earlier, we have a unique position whereby we can engage with key players and stakeholders across the industry to support the design and development of the buildings of the future. I firmly believe that our customers require supply chains that give them a trust and confidence for the future as well as today. Saint-Gobain Glass does that. For example, we were recently accredited with BES 6001 ‘Very Good’ for our responsible sourcing. We are the first UK flat glass manufacturer to achieve this accolade that clearly demonstrates our commitment to being a sustainable business for our communities, our employees and of course, our customers, with the right values at the heart of everything we do.
READER ENQUIRY No: 0914/0109
www.glassnews.co.uk | September 2014
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TIRC NEWSLETTER
The UK’s Leading Industry Newspaper
September 2014
Have you asked your customers
Business Survey Package
what they think?
Ian Miller, Sales Manager for The Independent Ratings Company explains that business surveys are becoming an increasingly large part of the company’s workload.
and services we are supplying. But it seems in today’s humdrum world it is increasingly difficult for any of us to find the time to step back and ask our customers what they really think about our products – are they right for the market today, do we need to introduce new ideas, and our service levels –are they really satisfied with what we are doing, can we do better”?
“Throughout my business career I have always taken time to ask customers what they think about the products
“Asking these questions, and using the answers you get back is really important for business development; arguably
• Development of survey and all associated communication
more important than it has ever been. A ‘snapshot’ business survey from The Independent Ratings Company is the ideal way to ask these questions, enabling you to put a line in the sand, to understand just where you are with your customers right now in relation to key areas of your business. From this process you can see you areas of strength and your areas of weakness – and work on both to improve and adjust your product and service offerings”
What will your customers need from you in 12 months? “A survey is also the best way to engage with your customers or peer group about future product development – what is the market really telling them about what they are going to need from you in the next six months or the next 12 months? Involving direct customers or other key stakeholders in this process is good for them and good for you; it generates customer loyalty first and foremost, and it becomes a meaningful platform for your future product development plans. You can work in the knowledge that what you are developing has a greater chance of being right for the market than if you had not taken the time to ask others for their opinions”. “Business Surveys are becoming an increasingly large part of our workload, and the results are proving really beneficial to our customers. The great thing is that we make every survey bespoke to the needs of the individual customer whether they want to ask five questions or 30, and whether they want to gauge the opinions of 50 people or 5,000.” Give me a call I am here to help!
Ian Miller 07462 558439 64
• Initial survey of your customers in relation to product and service offerings • Full report and summary of findings • Repeat survey after 6 months to gauge performance changes • Full report and summary of second survey
Product Development Survey • Development of survey and all associated communication • Initial survey of your customers/ target audience in relation to market trends/product development ideas • Full report and summary of findings
Understanding reviews & taking ownership of your on-line reputation The most common question we field is ‘what if someone gives me a bad review’? The reality is that from time to time somebody will give you a bad review, but so long as you have a mechanism in place which enables you to respond to them you will be absolutely fine – there will be no harm done. The more difficult issue is when you don’t have any feedback mechanism on your website – this is when you are vulnerable to a disgruntled customer posting on a ‘random’ review site on line AND it appears directly under your name on a google search. There is nothing much you can do about this, it is outside of your control; but most customers won’t let this deter them from looking. The key is to have a full feedback process visible on your website populated by your customers. This way you get the balance which comes with posting reviews over a period of months and gives your customers confidence that a single rogue review is not a real reflection of your true service levels. READER ENQUIRY No: 0914/0110
T: 0161 266 1006 E: sales@theindependentratingscompany.co.uk www.theindependentratingscompany.co.uk The Independent Ratings Company, 3000 Aviator Way, Manchester Business Park, Manchester M22 5TG
September 2014 | www.glassnews.co.uk
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www.glassnews.co.uk | September 2014
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VOICE OF THE INDUSTRY
The UK’s Leading Industry Newspaper
VOICE OF THE INDUSTRY
What’s your opinion?
Green Deal: not dead
but certainly on a life support machine
The Energy Saving Trust website says: “Due to overwhelming popular demand the Green Deal Home Improvement Fund is closed to applications.” So, with the Cashback closed and now the Green Deal Home Improvement Fund, both designed to boost uptake of the Green Deal, what is its future?
Glass News asks whether Green Deal has done anything for our industry and, if any funding was to be available in the future, what could be done differently to encourage funds towards fenestration as opposed to heating, insulation and solar installations?
Nigel Rees Group Chief Executive Glass and Glazing Federation The Government statistics show Green Deal has done little for the glazing industry. The scheme’s slow uptake underlines the GGF’s original concerns; it’s over-complicated, there are better consumer finance deals and the homeowner incentives have not worked effectively for all measures. For trade, the Government has failed to encourage companies to become Green Deal Certified Installers due to the cost, time and effort that companies incur with no guarantee of more work. Whether it’s Green Deal or an alternative scheme, the Government must address the issue of the energy efficiency in buildings. Approximately 80% of domestic properties in the UK do not have energy efficient glazing and over 20% of a property’s heat is lost through inferior glazing. To make it work, the GGF advocates, a whole house approach, homeowner incentives to encourage installation of energy efficient glazing (replacing pre-2002 double and single glazed windows) and to make qualification for the work easier for bona fide glazing companies.
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Mike Crewdson Sales and Marketing Director, Emplas
Garry Monk Marketing Director, St Johns Window Centre
Mike Rigby Managing Director, MRA Marketing
David Amos Principal, D & G Consulting
The Green Deal is on the ropes, if not down. Whether it can be revived will depend on a complete restructure and shift in thinking.
The only time I have been asked about the Green Deal was by a landlord who thought he could do up his Student Let properties without paying for the work!
Six months before launch it was in trouble. The Civil Servant responsible for Green Deal finance was asked her plan. She said: “I’ve no idea. We haven’t got there yet.”
If the take up is as has been reported, I hope it went to the general public that are in need of the help and not to Landlords to profit from. A graph showing where the money has been used would be helpful. Or was the fund closed to stop further embarrassment as, from a fenestration point of view, it was not working?
Conceived on the back of a fag-packet, by consultancy firms too distant to understand how home improvement works, it’s a good idea badly mangled.
How could it go so wrong? The idea was simple; installing energy saving products with no upfront costs. Consumers pay back through their energy bill but, unlike a conventional loan, the bill stays with the property not with the bill payer. So new occupiers become liable for a debt they didn’t enter into!
That the £120m allocated to the Green Deal Home Improvement Fund – meant to last until April 2015 – was hoovered up by homeowners in just six weeks, is evidence of the demand for energy efficient home improvements. Closed by DECC in July, the GDHIF was, however, over before it started, delivering little for industry. The same is true of the first phase of the scheme, the Green Deal loan, which paid back through electricity bills, is too complicated and the interest rate too high. If government wants industry to step-up and support it in reducing UK emissions, it needs to think far longer term and far more simply. The Green Deal has at best raised awareness but I keep coming back to the conclusion that cutting VAT on energy efficient home improvements would be more effective and far simpler to administer, delivering direct benefits to industry and consumers.
In the future, if Green Deal funding was to be restarted, I would suggest that homeowners obtain quotes for the work required and then send those quotations for approval, in a similar way to a mortgage application.
The idea is simple. Tempt homeowners to upgrade their homes with surveys showing where energy leaks and how to stop it. Incentivise them with buynow-pay-later energy bill grab-backs. Pay by time shift! Implementing was meant to be simple. Government would kick-start it with token funds to get it going, leaving industry to do the heavy advertising to make the public aware. Green Deal isn’t a deal. It’s too complex to work. But the self-funded Green Market is growing because of it. Homeowners want to stop their homes leaking money. That’s brilliant for energy efficient windows and doors because there is a lot to replace. Green Deal is dead. Long live the Green Market.
It’s been dogged by criticism from the start, especially regarding high interest rates and a report this January showed only one window installation had taken place using Green Deal finance, 24 double glazing ‘measures’ with cashback, and 237 installations ECO (Energy company Obligation) funding. It’s been through a number of incarnations, the most recent being the Green Deal Home Improvement Fund (GDHIF), closed after just a few weeks having reached its cash limit. International experience with low interest loan programmes has shown that if the interest rate is sufficiently low the market follows - the German KfW loan programmes interest rate is 1% and has been oversubscribed. So has the government the will to re-engineer the scheme into something that could be a winner for households and the window industry, too?
September 2014 | www.glassnews.co.uk
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www.glassnews.co.uk | September 2014
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HARDWARE
The UK’s Leading Industry Newspaper
greenteQ Monkey Tail Handle from VBH
Siegenia aluminium series supplied by Carl F Groupco Latest hardware to be added to Carl F Groupco’s range is manufactured by Siegenia and designed specifically for aluminium windows. With features to ease fabrication and installation of tilt & turn windows, and advancements that simplify component selection, the ALU 4200 and ALU axxent product lines are designed to have strong appeal to the window industry. Siegenia’s hardware advancement addresses the fact that traditional solutions for this market have often required a complicated buying and fitting process. Initiatives for the ALU series include non-handed and pre-assembled components to enhance installation and stock control. Other key features include clampable hinge-side frame components. Vertical
ALU 4200 and ALU axxent hardware for aluminium windows is available from Carl F Groupco.
and horizontal locks are identical, which reduces stock holding as the components are interchangeable. Three pieced hinge ends are flush, and inline with the sash profile to enhance aesthetics. Using push rod technology designed for the profile, the system can be fitted to different size windows without increasing stock holding. The product has a maximum weight of 130kg and is available with an extensive range of accessories. The ALU axxent is a concealed version of the hardware. Tel: 01733 393330 www.carlfgroupco.co.uk Follow Carl F Groupco on Twitter using the handle @Carl_F_Groupco. READER ENQUIRY No: 0914/0113
Hardware supplier VBH has added monkey tail espag handles and dummy casement stays to the greenteQ range of door and window furniture. VBH advise that greenteQ’s Monkey Tail has been designed specifically as an espagnolette handle, rather than modified from an existing casement fastener and that window manufacturers and end-users receive a number of benefits as a result. To eliminate the unsightly machining marks associated with the modification of casement fasteners, the backplate is a bespoke precision cast component. This also provides the product consistency necessary for modern window production lines. The handle’s ‘Lift to Turn’ function prevents handle droop on top hung sashes and guards against external manipulation. Full key locking is provided by the working cylinder. To complement the Monkey Tail handle, there is also a nonhanded greenteQ Monkey Tail Dummy
Casement Stay. This is a purely decorative item that fits to the bottom of the opening sash to replicate a casement stay and peg, thus completing the ‘traditional illusion’. Gary Gleeson of VBH commented “Everyone appreciates the comfort and benefits of high performance modern windows with their thermal efficiency and security features. However, many end users desire a traditional appearance to windows that current contemporary handles cannot provide.” “The answer to this is the greenteQ Monkey Tail espagnolette handle, which works with the latest security espagnolettes and shootbolts and is an ideal product to fit to timber and the decorative and coloured PVCu windows that are so popular now.” Both the handle and stay are finished in hard wearing Antique Black powder coat and are covered by the 10 year greenteQ guarantee. More information can be downloaded from www.vbhgb.com or requested from 01634 263300.
Trojan Group’s Vietnam manufacturing facility is on track HOPPE products prove a hit for Profast to help meet growing demand The Trojan Group has released details of the expansion of its manufacturing facility in Vietnam. The purpose-built additional 20,000 square metres of manufacturing space is on course to be operational by late 2014. Tony Chadwick, Trojan Group’s Managing Director, said, “The need to open a new manufacturing facility is a clear indication of the success of the Trojan brand and the increasing demand for our products.” Tony is clear about his reasons for expanding the company’s Vietnam operation. “It is vital to us that we keep manufacturing in-house so we can maintain our patented product confidentiality and stringent quality standards. By expanding our operations in Vietnam, we can make the most of the value of the pound over there, helping to protect our customers’ businesses from rising prices and market forces so they can keep control over their costs.” Trojan has considerable experience managing overseas operations. As well as the existing Vietnam operation, the company also has
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manufacturing facilities in the form of its Trojan China division. Tony says, “As well as manufacturing in the UK, we also manufacture in the Far East. Trojan China opened in 2006 and Trojan Vietnam first became operational in 2013. The UK team works exceptionally closely with both the China and Vietnam operations so we can harness all the benefits that overseas manufacturing brings.” As Tony says, the expansion of Trojan’s Vietnam operation is a reflection of the company’s continued and growing success. Product ranges including the stainless steel range have proved themselves incredibly popular in the market, demonstrating that Trojan’s ethos of developing products with tangible feature benefits for fabricators, installers and end users is a recipe for success. Tel: 01922 713 933 www.trojangroup.com READER ENQUIRY No: 0914/0114
READER ENQUIRY No: 0914/0115
As one of Ireland’s leading distributors of hardware products to the door and window market, Profast offers customers a range of top quality hardware from trusted brand names. HOPPE (UK), the manufacturer synonymous with innovation, quality and performance in hardware for the window and door and architectural sectors, has been working with Profast to bring the duraplus® and duranorm® ranges of door handles to fabricator customers in Northern Ireland and so far, the response has been positive. Philip Gregg, Managing Director of Profast (NI) Ltd explains: “For Profast, it is important to align ourselves with manufacturers of top quality products to continue to attract new customers and at the same time, service the requirements of many of our existing and loyal customers. That is exactly what we get from HOPPE. The duraplus® range offers a standard not normally found at this price level, which immediately gives our customers a head start. With duranorm®, it’s aimed more at the price driven side of the market, so you get great value for money but still backed up
with the HOPPE brand values. Offering these two ranges allows us to penetrate the market at different levels and in doing so, we have won some great new business off of the back of it.” Ged Ryan CEO of HOPPE (UK) concludes: “We are delighted with the way Profast represents HOPPE products in Northern Ireland. We have a great working relationship with them, that is built on trust and honesty and have no doubt that this will continue long into the future.” For more information on HOPPE products visit www.hoppe.co.uk or call 01902 484 400. READER ENQUIRY No: 0914/0116
September 2014 | www.glassnews.co.uk
The UK’s Leading Industry Newspaper
HARDWARE
Trojan’s innovative Sparta 3 handle reduces stockholding and overheads The third generation of Trojan Group’s Sparta handle looks set to be as popular as its predecessors thanks to a wealth of innovative features that mean fabricators and installers benefit from reduced stockholding requirements and overheads. Tony Chadwick, Trojan Group’s Managing Director, said, “We know that our customers are looking for the best possible product at the best possible price. The Sparta 3 handle was developed in response to that need and is our most versatile window handle to date.” The innovation that reduces stockholding is in the interchangeable spindles which means reduced stock levels are needed, something that will release cash into a business and will be welcomed by all fabricators and installers. Alongside this innovation is a wealth of features that combine to offer outstanding product performance. The base height allows for additional opening clearance. The
ergonomic design offers more substantial aesthetics and an improved action button while the soft grip offers improved comfort. The handle also features a re-engineered larger operating button which includes a key tumbler system and a handle click rotation feature. Inline and cranked versions are available, as are push to open key lockable and nonlockable versions. It is available in a full range of colours with special finishes available on request and subject to volume while it also suites with the other products in the Sparta range for a seamless finish. The handle’s quality is reflected in the 10 year guarantee against mechanical failure and the Class 4 corrosion resistance it has achieved. The product was officially unveiled at this year’s FIT Show where it attracted a great deal of attention for its quality and innovation. Tony concludes, “Our products are designed to give fabricators and installers what they need. Early feedback suggests that the Sparta 3 will be a valuable addition to our range.” Tel: 01922 713 933 www.trojangroup.com READER ENQUIRY No: 0914/0117
TripleStay® Friction Stay Range 33% stronger & for use on standard profile systems with no need for additional preparation. Energy efficient.
Hardware for Triple Glazing | It’s in our DNA
0914/0118
www.glassnews.co.uk | September 2014
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GQA NEWSLETTER
The UK’s Leading Industry Newspaper
September 2014 MTC’s – Do you know enough about them? We are working with Fensa & Assure on their schemes. Contact GQA to discuss on 0114 2720033
GQA praises National Windscreens for ongoing
commitment to employee qualifications National Windscreens Glasgow has received outstanding feedback from qualifications Awarding Organisation, GQA, for its ongoing commitment to the continued professional development of its employees after 19 technicians and three managers successfully completed SVQs (Scottish Vocational Qualifications) in the past 15 months.
First Glass Window Systems of Birkenhead have recently begun working with the GQA Approved Centre, North Lancs Training Group (NLTG).
Regional Operations Director, Andy Rae, who supported all of the employees in the qualification process, comments, “I am extremely proud of all employees at the Glasgow fitting centre for their dedication in achieving their SVQ qualifications. “As a benchmark of competence on a national scale, the SVQ - equivalent to the English NVQ, ensures all team members are highly qualified in using the latest skills and knowledge in their everyday employment. It is well documented that qualified staff improve operations which in turn has a direct result on customer satisfaction. The Automotive Glazing qualifications were delivered by RT Resources who we worked with very closely to coordinate the assessment process.” GQA’s Head of Development and Delivery, Sean Hayes, was extremely impressed with the centre’s positive approach to professional qualifications. He confirms, “As the Awarding Organisation for the Automotive Glazing SVQs, it is always pleasing to see qualifications used to improve a business and recognise the skills and knowledge of the individuals; this is certainly the case with Andy and the team at National Windscreens. “Having spent over 30 years in the Automotive Glazing Industry and then another six years with GQA, the set up at National Windscreens Glasgow fitting centre is as impressive as anything I have seen. I have worked with
First Glass Window Systems prove MTC compliance with North Lancs Training Group
the team from RT Resources who delivered the qualification programme for a number of years and it is obvious that the working relationship between RT Resources and National Windscreens is one built on the shared commitment to quality.”
NLTG started work with Phil Jones on MTC compliance and he recently passed his installer and surveyor assessments with a score of 90% and is more than happy to get his hands on his
National Windscreens offers all of its glazing technicians the opportunity to complete Automotive Glazing qualifications from GQA and works closely with GQA assessors to ensure its technicians consistently work in accordance with the national standards.
GQA / FENSA competence card. Phil explained ”at first I was a little apprehensive at taking the exams as I had not done anything like this since school, but Roy from NLTG explained the reasons behind it and made it more clear”. Phil also went on to say “I have run my own business for almost 20 years and been connected to FENSA since 2002, I was not aware that any qualifications
were relevant for window fitting, but after speaking to Roy Pusey I have now put my remaining team onto the apprentice scheme, I would like to thank Roy and everyone at the North LANCS Training Group for their professionalism and support, and I am looking forward to working with them further to assist with any training and competence needs for my staff.”
Andy finishes, “Here at National Windscreens Glasgow, we aim to achieve a consistent level of quality for all fitting centre operations and repair and replacement jobs, solidified by the professional qualifications of our team. The fact this level of quality has been recognised by GQA is an excellent acknowledgement of our dedication.” National Windscreens Glasgow is one of eight fitting centres located in Scotland - find out more by visiting the branch locator at www. nationalwindscreens.co.uk.
South Lanarkshire College Apprentices visit Pilkington 1st and 2nd year Apprentice Glazing students from South Lanarkshire College in East Kilbride, along with 4 members of staff, had a very interesting site visit in support of their technical knowledge to show them the processes involved in the production / manufacture of glass. They were given a detailed tour of the Pilkington Watson Street facility in St Helens, which was historically the first location of the Pilkington glass production. Pilkington staff hosted the tour, giving the group an insight into the rolled glass process, from raw materials to storage. The apprentices were very keen, asked a lot of questions of the very friendly and very knowledgeable Pilkington staff and were a credit to themselves and the College.
Phil Douglas, the GQA EQA for South Lanarkshire College, said “Sadly, I couldn’t attend the visit this time but it is a credit to George and all the staff at the College who gave up their own time to travel from Scotland to visit the Pilkington factory at St Helens with the apprentices. I am really pleased the apprentices and the staff got a great understanding and fascinating insight into the glass manufacturing process at such a historic location. It is fantastic that the College and Pilkington Glass, both GQA Approved Centres, have this relationship, and I’d like to thank Pilkington’s, especially Helen and Diane, for facilitating the visit and their continuing support of the apprentices. It is a great opportunity for apprentices to see first-hand how the material they use and see every day is manufactured”.
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 70
READER ENQUIRY No: 0914/0119
September 2014 | www.glassnews.co.uk
ALUMINIUM NEWS
The UK’s Leading Industry Newspaper
IRELAND’S LARGEST ALUMINIUM SYSTEMS COMPANY SWITCHES TO LOGIKAL SOFTWARE
0914/0121
Ireland’s largest aluminium systems company, Architectural & Metal Systems (AMS), has switched to Business Micros Aluminium’s LogiKal software system, in a move which it says will benefit existing customers as well as helping it to increase its own market share. LogiKal is already the most widely used fabrication and processing software in the aluminium sector so AMS believes that by switching completely to LogiKal from its previous software solution, it is effectively future proofing its operation. Pat O’Hara, Sales Director at AMS, says: “Compared with our previous software, LogiKal offers both technical and commercial benefits. “Technically, it provides our customers with the CNC links which are so crucial to their operations, as well as offering a user friendly interface supported with high levels of robust functionality. “We are using it in our own factory and have been delighted with how smoothly we’ve made the transition from our previous software and how effectively we are now working with fully automated CNC links.” In fact, AMS is using its own fabrication set up in Co Cork to demonstrate the benefits and functions of LogiKal to customers in Ireland and is inviting customers to visit the factory for training. Pat O’Hara continues: “Commercially, it also gives us lots of opportunities to expand our customer base because fabricators who are already using LogiKal to manufacture and process other aluminium systems can now integrate AMS profiles into their range much more easily. “We expect to build on our success in Ireland and achieve long term growth in the UK and LogiKal will certainly strengthen our position there because compatibility with LogiKal is becoming an increasingly important requirement amongst fabricators.” Business Micros Aluminium, which is the exclusive distributor of LogiKal in the UK,
began working with AMS on the project to switch software on the 1 February. Very impressively, the project was completed by 1 July with a whole new database written jointly by the AMS and Business Micros Aluminium programming teams. Slawomir Heyduk, a Programing & Support Technician based at Business Micros Aluminium’s Tewkesbury HQ, worked jointly with Fergal Horgan of AMS throughout the project. Slawomir initially provided training in programming of the software, so that AMS could support initial development and allow for the maintenance of the software themselves. Pat O’Hara adds: “The sales and technical service from Business Micros Aluminium has been really impressive throughout the project. They lived up to their promises and were helpful and efficient at all times. “We are very confident moving forward with them as our software partners – we know that the software is fully supported by them in the UK and by Orgadata in Germany who supply LogiKal and we know that it will be kept up to date in response to market and regulatory demands.” Business Micros Aluminium has been providing LogiKal software to AMS customers since 2008 but it is only in 2014 that AMS has made the switch to using LogiKal exclusively for all of its fabrication and customer operations.
Tradelink
Dean Hodges, Managing Director of Business Micros Aluminium, believes that the switch by AMS represents a growing confidence in LogiKal amongst systems companies. He says: “Increasingly, LogiKal is becoming the first choice of aluminium systems companies, just as it is now the first choice amongst fabricators. After all, there is no risk for them in choosing LogiKal – it is technically advanced, well resourced and supported and it is continually being improved to reflect new opportunities and changes within the market.” Further information is available at www. bmaluminium.co.uk and at www.ams.ie READER ENQUIRY No: 0914/0120
www.glassnews.co.uk | September 2014
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ARCHITECTURAL NEWS
The UK’s Leading Industry Newspaper
A high- five in Malaysia for Cotswold Specialist international friction-stay manufacturer and hardware supplier Cotswold Architectural Products is celebrating its products being specified in five major residential and commercial projects, in quick succession, in Malaysia.
included St Regis Hotel in the capital Kuala Lumpur; the building of a government department for the Ministry of Transport and a number of high-end residential properties, one of which was 58 storey’s high.
Architects and developers selected Cotswold’s products due to the quality of steel, service and the company’s reputation for producing world leading hardware.
Another record breaking trading
period for hardware supplier
A leading international supplier of friction stays has reported a record period of trading in the first quarter of its new financial year.
and we anticipate continued growth going forward. We’re not just securing new business but also seeing our long standing customer base growing and investing – this is a good barometer for the industry and economy going forward.”
International friction stay manufacturer Cotswold Architectural Products is up 20 per cent compared to same time last year, in what represents another record breaking period of trading for the company.
The company’s growth coincides with good news about the UK economy. According to the Office for National Statistics the UK economy has returned to pre-crisis levels by expanding 0.8% in the second quarter of this year.
Management at the company say that demand for its EZ range of friction stays in the UK; and demand for its heavy duty range abroad is driving the growth. The EZ easi-clean range of egress stays from Cotswold is one of the firm’s most popular. To meet the anticipated demand Cotswold recently invested in a new EZ stay line. Domestically the Cheltenham based manufacturer has also seen new customers come on board and existing ones reporting strong growth. Tim Ferkin, General Manager at Cotswold, comments: “This is great news for the team and a positive signal going forward. Our products are in demand at home and abroad
Cotswold’s HDA 18”, Telescopic Restrictor 8” and the FA 103 Restrictor Arms will be incorporated within the buildings; with 5894 stays and arms expected to be used altogether. Malaysia has a population of over 30 million and a relatively open and prosperous economy.
The Cheltenham based manufacturer’s hardware was specified for the construction of a range of high profile projects that
In August last year Cotswold reported it was 14 per cent up on the same period in 2012, which was the company’s best start to a year since 2005.
The projects are scheduled to be completed in 2014 and 2015.
Cotswold is one of the few companies to also offer such a wide range restrictor arms. This type of product is becoming more popular in Malaysia and other developing economies due to the building of hotels and office and residential complexes where restricting the opening of windows is important to ensuring user safety. Tim Ferkin, General Manager at Cotswold, comments: “Our products are specified for countless developments and prestigious project across the world in countries such as the USA, Chile, South Korea, China and India.
On an annual basis gross domestic product (GDP) expanded by 3.1%.
“This latest string of projects demonstrates that we are the go to supplier for high spec commercial, residential and public developments in Malaysia. Only the best would do and we delivered. We’re also proud to the flying the flag for British manufacturing globally.”
The Cheltenham based manufacturer, a member of the Caldwell group of companies, is internationally recognized as a supplier of quality specialist hardware, regularly completing high-profile projects in countries like China, USA, South Korea, Chile and India.
As well as being involved in projects worldwide, Cotswold also regularly create bespoke solutions for fabricators across the UK, including some of the industry’s most well-known names such as Polyframe and Safestyle; Metal Technology and Kawneer.
As well as being involved in projects worldwide, Cotswold also regularly create bespoke solutions for fabricators across the UK, including some of the industry’s most well-known names such as Polyframe and Safestyle; Metal Technology and Kawneer.
For more information call Cotswold Architectural Products on 01242 233993 or visit www.cotswold-windows.co.uk.
Saint-Gobain Glass is once again leading the field in high performance solar control glass with the launch of Cool-lite Xtreme 50/22 II, which features Europe’s highest solar selectivity for a to be toughened triple silver product. SGG Cool-lite Xtreme 50/22 II combines 50% light transmission with a Solar Factor of only 0.22 – i.e. blocking 78% of solar heat – along with a thermal insulation of 1.0W/m2k the product outperforms all double silver coated products available in the market. Adrian Adams, Market Manager for Saint Gobain Glass Better Working Products said: “SGG Cool-lite Xtreme 50/22 II is aimed at the premium construction market in response to specifiers demand for the very best in light transmission while eliminating the risk of overheating. The combination of high light transmittance and low solar factor – giving a selectivity figure of 2.27 – reduces the need for both heating and air conditioning. “This not only significantly decreases energy consumption, making any building more environmentally friendly and enhancing its BREEAM status, but the high level of natural light also creates a far more pleasant working environment. The fact that SGG Cool-lite Xtreme 50/22 II is a ‘to be toughened product’ makes it ideal for commercial applications, such as facades or overhead glass, where a toughened glass products are required. Also, we believe the fact that an architect may not have to work with any kind of external shading devices could have a substantial impact on the concept and design of a building and subsequent facade.” SGG Cool-lite Xtreme 50/22 II is the latest in a series of market-leading innovations; its development has been made possible due to the emphasis that is placed by Saint-Gobain on research and development of market leading technologies. For more information on Saint-Gobain visit www.saint-gobain.co.uk.
For more information call Cotswold Architectural Products on 01242 233993 or visit www.cotswold-windows.co.uk. READER ENQUIRY No: 0914/0122
READER ENQUIRY No: 0914/0123
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SGG LAUNCHES COOL-LITE XTREME 50/22 II FEATURING AN OUTSTANDING SELECTIVITY OF 2.27
READER ENQUIRY No: 0914/0124
September 2014 | www.glassnews.co.uk
ARCHITECTURAL NEWS
The UK’s Leading Industry Newspaper
SAINT-GOBAIN GLASS LAUNCHES All-glass balustrades made Easy
ENERGY EFFICIENT GLASS PLANITHERM ONE T After leading the market with the UK’s first temperable low-E glass to achieve a U-value of 1.0 W/m2K, Saint-Gobain Glass has re-launched its PLANITHERM ONE and PLANITHERM ONE II as a single-stock product known as PLANITHERM ONE T. Boasting an excellent optimum centre-pane U-value in a double-glazed unit of just 1.0W/ m2K, going as low as 0.5 W/m2K for tripleglazed units, the coating offers an optimised balance of very high thermal performance and solar gain. Making stock holdings easier for customers, PLANITHERM ONE T can be used either annealed or toughened and significantly improves the whole window U-values for all frame types, helping specifiers to confidently meet and exceed Building Regulations requirements. The product is particularly suited to both residential new-build and commercial renovation sectors, offering an excellent contribution to whole building energy efficiency levels (TER).
in the UK, the product is backed by the ever-increasing environmental credentials of Saint-Gobain Glass UK, which include up to 30% recycled content of glass, BES 6001 responsible sourcing and ISO 14001 accreditations. “Thanks to the ongoing investment in research and development at Saint-Gobain Glass, the PLANITHERM range of products is the most extensive low-E family of glass products on the market today,” Susan Lambeth, Saint-Gobain Glass’ Marketing Manager explained. “SGG PLANITHERM ONE T is the perfect addition to that family and offers versatile solutions for clients looking to create comfortable interiors and to excellent thermal efficiency.” Please contact Susan Lambeth – 01977 666196 or glassinfo.uk@saint-gobain-glass. com – for a copy of the SGG PLANITHERM ONE T brochure. www.saint-gobain-glass.com/uk
Glass hardware specialist Bohle Ltd has added a new all-glass balustrade system to its wide range of balustrade products. The Bohle EasyMount Vario is an all-glass, adjustable, balustrade channel, fully tested to BS 6180:2011. Supplied in 2.5 metre or 5 metre lengths, EasyMount Vario features a unique, patented, sliding base shoe, which permits quick and easy alignment of the glass panels, typically with up to 40mm of adjustment. Using a simple, reusable tool the glass is adjusted leaving the balustrade panels perfectly vertically aligned.
thicknesses from 12mm to 31.52mm, in both toughened and laminated glass. Compared to similar systems, the simple yet aesthetic design of EasyMount Vario can reduce installation times by around 30% and most importantly, when working at height it can be adjusted from oneside. This can potentially save the additional costs and risks associated with hiring lifts or scaffolding.
A wedge version of the system called EasyMount Fix has also been launched, sharing the advantages of the Vario system and offering a simple, low-cost solution to all-glass balustrade installations. For more information on the EasyMount system call 0800 616151 or visit www.bohle-group.com.
EasyMount Vario can accommodate glass
PLANITHERM ONE T is also very environmentally friendly given the lower CO2 emissions associated with reduced energy consumption, it helps to considerably cut heating bills, and with a neutral appearance in both transmission and reflection it maximizes the entry of natural daylight. Produced
“Thanks to the ongoing investment in research and development at Saint-Gobain Glass, the PLANITHERM range of products is the most extensive low-E family of glass products on the market today.”
READER ENQUIRY No: 0914/0125
READER ENQUIRY No: 0914/0126
SAINT-GOBAIN GLASS UNVEILS NEW MID-IRON SUBSTRATE PLANICLEAR Saint-Gobain Glass UK has improved its float glass offer by launching SGG PLANICLEAR, a new standard float glass specification with lower iron content. The new substrate replaces its predecessor, SGG PLANILUX. Over the past few years the glass and glazing industry has witnessed a growing trend towards clearer float glass substrates. This demand is being driven by the need for a more neutral appearance in both the Architectural (project) market and the Interior glass sector as well as the need
www.glassnews.co.uk | September 2014
for improved passive energy gain in the Residential window market. Andy Hyde, Sales and Marketing Director for Saint-Gobain Glass stated – “We have been eager to make the transition to SGG PLANICLEAR as there are a number of clear benefits. Aesthetically, the product looks much more neutral which is desired across all markets and applications.” “This will ensure superior aesthetics across our high-performance coated products – particularly in the greater thicknesses.”
“Furthermore, the enhanced clarity of the glass reduces the level of absorption – which boosts light transmission and solar heat gain.” “This improves the overall energy balance of the window and also helps to reduce the risks posed by thermal stress including breakage.” SGG PLANICLEAR has been introduced across all plants in Europe – ensuring that the benefits cover the entire SGGUK product range.
Andy concluded: “At Saint-Gobain Glass, we put the customer at the heart of everything we do. We are delighted to be able to bring to market this enhanced substrate which will give our customers the leading edge - no matter which market they sell into”. READER ENQUIRY No: 0914/0127
73
MACHINERY
The UK’s Leading Industry Newspaper
Haffner & Murat’s SMR-4 welder sales continue to grow When Haffner Murat’s SMR-4 welder was introduced to the market last year, it was billed as being revolutionary. It seems that the market more than agreed with this verdict as sales of the machine are soaring.
for set squares or aligning tools. Other automatic features include automatic transom fences, automatic corner fences and automatic transom and mullion alignment, all of which will dramatically speed up the production process and increase
Dave Thomas, Haffner Murat’s Managing Director, said, “The SMR-4 welder solves a perennial problem for fabricators, adding value to the bottom line immediately, so I’m not surprised it’s proving such a hit.” The SMR-4 welder is the first welder on the market to eliminate the problem of corner weld misalignment in the fabrication process. This is because it can auto-align corners as well as transoms. Even if the arrow head is slightly out, it still welds the transom at 90 degrees. Quite simply, it removes the need for a skilled operator and eliminates costly remakes, saving time and money. The welder’s automatic head position offers other benefits apart from eliminating remakes. It also means there is no need
quality. The welder also offers a retracting middle corner fence, three square welding and an on screen window display that makes checking progress easy. Finally, drop down support arms help to anchor small frames, making the production of these much easier. Dave concludes, “The problem of corner weld misalignment was a problem in the industry for years. I’m delighted that the SMR-4 has solved it and I’m delighted that its innovation is proving so valuable to fabricators.” Haffner Murat supplies a range of new and refurbished sawing machinery, routing machinery, welding machinery, corner cleaning machinery, beading machinery and aluminium machinery. Its new machines are from Haffner Murat and it is the UK supplier of ITALMAC aluminium fabrication machinery. All refurbished machinery is fully reconditioned before sale and comes with a six month warranty. From pre-sale, when it offers a free consultancy service, to post-sale and beyond, the company is renowned for its commitment to its customers. Tel: 01785 222421 - www.haffnergb.com READER ENQUIRY No: 0914/0128
Continued investment in Trojan’s UK manufacturing base enhances customer offering Leading hardware manufacturer the Trojan Group has just announced it has invested in a new Hurco VM10i CNC machining centre as part of its UK manufacturing base expansion program. Tony Chadwick, Trojan Group’s Managing Director said, “Having researched the market extensively, we have invested in equipment that will bring the greatest number of benefits to our business.”
reduce quality. By investing in our production facilities we can increase production capacity and improve quality, which helps us to control our costs and helps our customers control their costs in turn.” Trojan’s reputation is for innovation in its products. As this investment shows, it is also innovative in its production practices. By showing such attention to detail and care for its customers, the Trojan Group is showing that it really is on the side of fabricators and installers. Tel: 01922 713 933 www.trojangroup.com
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for SmartStart
Inagas, the industry leaders in the supply of gas filling machinery and testing equipment, is pleased to announce that its SmartStart filling lance has been granted a patent by the European Patent Office.
The Hurco machine has a wealth of features that will enable Trojan to increase production speed and accuracy at its UK manufacturing base. These include the ability to import CAD data and convert directly into machining cutter paths for prototype products or production tooling thus removing the need for timeconsuming and potentially inaccurate manual data entry. Other functionality improves cosmetic surface finish quality and means minimal post finishing work. Trojan has a policy of continual investment in all its manufacturing bases, as the latest investment in the UK base demonstrates. “We recognise that our customers are facing constant price pressures in all areas of their business but don’t want to cut corners or
Inagas gains EU Patent
Supplied with the popular Smartfill range of gas filling machinery, SmartStart provides the operative with control over the fill process, without having to return to the machine.
READER ENQUIRY No: 0914/0129
Chris Kemp, Director of Inagas explains: “We launched the Smartfill machinery range in 2010 and it quickly became clear that having the option of remote operation from the filling lance would provide greater control over the filling of multiple units and helps speed up production time. The SmartStart is
designed for use with the Smartfill range and is constructed from top grade clear acrylic with an embedded LED light and on/off button. All the operator needs to do is insert the lance into the unit and press the button to start the gas filling process. The LED glows green during gas filling, turns red on completion and turns off after 30 seconds.
“We are committed to quality at Inagas, so we are pleased to have been granted a European patent for the SmartStart lance, as it provides greater security for our customers knowing that the lance they use has been manufactured by and is backed with Inagas expertise and support. There can be no inferior or imitation products on the market claiming to do the same thing 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. READER ENQUIRY No: 0914/0130
September 2014 | www.glassnews.co.uk
0914/0131
www.glassnews.co.uk | September 2014
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MACHINERY
The UK’s Leading Industry Newspaper
SOCIAL HOUSING SECTOR?
WE HAVE THE CONTACTS! 50,000 EMAIL DISTRIBUTION ! WITH 0914/0132
Email for more information: christina@fenestrabuild.co.uk M: 07805 051 322 | WWW.FENESTRABUILD.CO.UK
Glass Services increases triple potential with Smartfill 2 Inagas, the industry leaders in the supply of gas filling machinery and testing equipment, is pleased to extend its existing partnership with Ashford based Glass Services Ltd to help increase their production capability with a Smartfill 2 gas filling machine. Launched in 2010, the Smartfill 2 is an Argon gas filling machine with 250mm touch screen controls, and the latest technology to enhance control and improve productivity, including the Smart Start filling lance, which provides the operative with control, without having to return to the machine. The machine is capable of 30 litres per line per minute and is designed for dual line production – making it not only ideal for increasing productivity, but also for use in producing a triple glazed unit. Bryan Williams, Director at Glass Services comments: “We have been working with
Inagas since 2008 and have known them for a long time before that. So when we identified a pinch point in our production process we decided that we needed to be able to gas fill even quicker and it made sense to us to once again approach Inagas. “Incorporating the Smartfill 2 has enabled us to significantly speed up production, and with increasing enquiries about triple glazing, the ability to fill two cavities at the same time has put us ahead here too.” “The Inagas team is very knowledgeable and anticipates from the early stages any potential teething problems that could arise from incorporating a new machine and how to overcome them.” For more information on gas filling machinery or any other products from Inagas, visit www.inagas.co.uk or call 01442 832764.
READER ENQUIRY No: 0914/0133
Continued investment reflects Haffner Murat’s commitment to its customers Haffner Murat’s Managing Director Dave Thomas announced this week that expansion at Murat’s Istanbul site is continuing apace. He said, “We are delighted to be working in partnership with Murat because they are committed to fabricators’ success. The success of this approach is reflected in increasing sales growth which is driving the need to expand.” Haffner has been working in partnership with Turkey’s Murat Makina since 2012. Murat, which also manufactures the Haffner machinery range at its 25,000sqm facility in Istanbul, manufactures over 4,000 machines per year and supplies over 90 countries worldwide. The company is renowned for offering superb quality at an exceptional price, something that Dave Thomas knows his customers value. “Murat’s production volume, coupled with the lower overheads in Turkey means that its prices compete with even the cheapest British-made machines. But despite the low price you still get an exceptional machine
with top quality parts such as Beckhoff controls, Festo pneumatics and Hiwin bearings, the back-up of a design team, dedicated engineers who can answer your enquiries out of office hours and a two year no quibble warranty on all new machinery.” Murat’s commitment to excellence is perhaps best illustrated in its willingness to develop new machinery to meet fabricator need. The perfect example of this is the SMR-4 welder, which was developed by Dave Thomas in conjunction with the Murat team. The machine eliminates the problem of corner weld misalignment in the fabrication process and is currently one of Haffner Murat’s best selling machines. Dave concludes, “I’m delighted to be in partnership with Murat. The commitment to going above and beyond in all areas of the business matches my own belief. The ongoing expansion at the Istanbul plant will enhance what the company has to offer even further and I am looking forward to continuing to work with them.” Haffner Murat supplies a range of new and refurbished sawing machinery, routing machinery, welding machinery, corner cleaning machinery, beading machinery and aluminium machinery. Haffner Murat is also the UK supplier of ITALMAC aluminium fabrication machinery. All refurbished machinery is fully reconditioned before sale and comes with a six month warranty. From pre-sale, when it offers a free consultancy service, to post-sale and beyond, the company is renowned for its commitment to its customers. Tel: 01785 222421 www.haffnermurat.com READER ENQUIRY No: 0914/0134
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September 2014 | www.glassnews.co.uk
A Partnership you can Trust
With 23 years of supply, thousands of installations producing millions of windows, Promac is undoubtedly Britain & Ireland’s preferred supplier of U-R-B-A-N machinery. We are an approved supplier of U-R-B-A-N machinery with unrivalled technical support and the most competitively priced genuine spare parts and service contracts. No matter how big or small your project, contact Promac for U-R-B-A-N machinery. Urban’s latest SV530-B provides a very versatile CNC for cleaning of PVC-u corners, transoms, mullions and cruciforms with a freely programmable CNC axes control providing an excellent price-performance-ratio and optimal adaptation to meet your specific production requirements. SV530-B/2 Corner Cleaner with 2 Axes – all-rounder.
SV530-B/4 Corner Cleaner with 4 Axes – shortest cycle times
The machine comes with Windows operating software with an industrial PC with touch screen operation, operator friendly as well as offering the valuable option of integrating it into your production with easy connection to other machines and lines. Full profile identification is standard eliminating operator errors.the window frames, saving valuable time and increasing your productivity.
Promac, the first choice for Urban, why trust anyone else? For Spares & Consumables www.promacshop.co.uk
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3c Hadrians Way, Glebe Farm Industrial Estate, Rugby, Warwickshire CV21 1ST
T: 01788 577577 F: 01788 567938 E: sales@promac.co.uk
www.glassnews.co.uk | September 2014
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HERITAGE
CHARITY NEWS
ROOF ASSURED BY SARNAFIL
The website BritainfromAbove. co.uk contains over 69,000 images of aerial photographs from 1919 – 1953.
Looking over the rooftops of heritage Britain is of great interest to the team at Roof Assured by Sarnafil not only to see the diversity of roof types pitched, flat, spires, thatched and, overall, unusual - but to see how a roof is a key element of a home’s character and significance.
Lead roofs costly to repair For repairs to Victorian, Edwardian and older properties including listed buildings, it is important to retain the character and elegance of the original building and that can often include a lead, copper or zinc roof. Lead is the most common sheet material used for flat roofs but it is susceptible to underside corrosion which occasionally contributes to premature failure. Repairing or replacing a lead flat roof on a dormer, porch or extension can be costly, because of the price of the actual materials and it’s not always easy to find a skilled craftsman to carry out the work. Homeowners are also increasingly aware of
lead theft from roofs so an alternative that meets planning authority consent and provides a long life with minimal maintenance is becoming an increasingly attractive option.
Replacing traditional metal roofing with a modern alternative Acceptable to local authorities is to replace traditional metal roofing with a modern material that provides a traditional look. Roof Assured installers are now often asked to replace traditional lead roofs with the Sarnafil single ply membrane. Available in heritage colours, with aesthetic profiles to imitate standing seams or lead batten roofs, this new styling can re-create the appearance of traditional heritage roofs. This is a key usp for specialist home improvement companies looking to widen their core offer to include to include work on heritage buildings. If anything, the Britainfromabove.co.uk website shows us that it’s the diversity of our buildings landscape that defines our heritage. The development of new materials means that we can now blend old with new to retain the character of an old building, while benefitting from higher performance to promote a sustainable heritage.
Tradelink Team Raises Money for Marie Curie Although Tradelink is a world class manufacturer of one of the widest ranges of windows, doors, sealed units and conservatories in the UK, it still finds time to regularly raise money for charity. This time Marie Curie Cancer Care received £140 from a Blooming Great Tea Party the company held in June. “As well as selling cakes and biscuits, our Blooming Great Tea Party event included a non-uniform day where staff paid not to wear Tradelink branded workwear, a raffle and a competition,” says Bev Gant, one of the event organisers. “We try to hold charity events regularly to support as many good causes, which are important to different members of the Tradelink team, as possible.” Marie Curie is an important charity that is dedicated to caring for people with all terminal illnesses, providing free practical care and emotional support at home or in one of its hospices.
Case study 1
Case Study 2
A Grade II listed Building located in West Sussex, an area of prime conservation importance. Through discussion with the planning and conservation agencies, approval was given for a lead grey Sarnafil roof with matching batten roll profiles. Homeowner: “Having heard of the frequent theft of lead roofs, we wanted an alternative product that would meet with Planning Authority consent and provide a long life with minimal maintenance. We, and the Conservation Officer, are delighted.”
A 180m2 Sarnafil single ply roof membrane was installed on the roof of the swimming pool extension at this heritage home in Mudeford, Dorset. The project was carried out by Roof Assured registered installer, Volsen Limited, based in nearby Bournemouth.
For more information on becoming a Roof Assured by Sarnafil approved installer visit www.roofassured.co.uk/ installer or t. 0800 614 821.
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Its nurses cover around 95% of the UK. The charity is also a leader in research into the best ways of caring for people with terminal illnesses. For more information call Tradelink now on 01354 657650 or visit www.tradelinkdirect.co.uk.
READER ENQUIRY No: 0914/0137
charity cycle ride
On 8th August, 12 members of the RegaLead team set off from London’s Tower Bridge for the start of a gruelling 220 mile cycle ride in aid of this year’s chosen charity, Roald Dahl’s Marvellous Children’s Charity (RDMCC). Having undertaken a huge amount of training, the company is pleased to announce that the challenge was completed in three days, with only a few mishaps along the way. Day one saw Team Marvellous make their way from London to Brighton – a challenge in itself - with a puncture the only drama, before boarding a ferry at the Port of Newhaven to take them to the French leg of the journey from Dieppe to Beauvais and then on to Paris across the second and third day. A huge amount of money was raised along the way, as Joint Managing Director Guy Hubble explains: “We started out the ride in high spirits, each dressed as a character from a Roald Dahl book. It was while we were travelling through France, during which time we encountered the tail end of Hurricane Bertha and one member was suffering from a bad knee injury, that we discovered we had beaten our £10,000 fundraising target for the year. This was fantastic news and really kept us going. We covered roughly 70 miles each day through alternating blistering heat and storms and I’d like to extend special thanks to all the shirt sponsors, and of course to every member of Team Marvellous for their truly marvellous efforts. “RDMCC is a fantastic and worthwhile charity, and we are all very passionate about raising as much money as possible to help them continue their good work. We may have beaten our target, but that’s no reason not to donate if you haven’t already and would like to, so please visit our Just Giving page and give whatever you can. Now we just need to decide what our big challenge will be next year.” If you’d like to make a donation, please visit: www.justgiving.com/teams/RegaLead. To find out more about Roald Dahl’s Marvellous Children’s Charity, visit: www.roalddahlcharity.org.
The clients brief was that he wanted a finished roof that would not only look good, but perform well. The Sarnafil single ply membrane had all the credentials and with a BBA certification for a life expectancy in excess of 40 years offered extra reassurance to the homeowner. It was particularly important for this roof to have a lead batten detail, so that the finished ‘new’ roof would blend with other lead roofs at the property. A lead batten detail is a very cost effective way of replicating the heritage look of a traditional lead roof.
RegaLead completes
Tradelink Team Raises Money for Marie Curie. READER ENQUIRY No: 0914/0138
READER ENQUIRY No: 0914/0142
September 2014 | www.glassnews.co.uk
CHARITY NEWS
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Machu Picchu challenge
beckons Sarah Ball
Machu Picchu is one of the most iconic sights in South America, and the culmination of Sarah Ball and her daughter Stephanie’s magnificent Inca Trail trek in May 2015 through the Peruvian Andes. They will be trekking on Inca-paved paths and steps, the route takes them up through lush cloud forest to the demanding Dead Woman’s Pass at 4200m. Continually climbing up or dropping down, the trek is steep at times, and the altitude adds to the challenge. “I’ve never done anything like this before,” says Sarah Ball, Communications Director of PR and
marketing agency Balls2 Marketing. “But my youngest daughter Stephanie wanted to do something big to support four of her friends who’ve all been diagnosed with the same cancer, Hodgkin’s Lymphoma, over the last 8 years.
their families live through the uncertainty. That’s why when she suggested doing something in support, I wanted to pitch in.
“The Inca Trail challenge called out to us both. I’ve always wanted to do this trip and doing it to support Macmillan Cancer Support makes it so worthwhile.
“We have to raise over £8,000 between the two of us, so we will be thinking of some fun ideas to help part people from their cash painlessly.”
“One of my daughter’s friends is still undergoing treatment, but the others have all come through it and they’re OK. Hodgkin’s Lymphoma affects young people and it’s been horrible to see Stephanie’s friends and
The trip takes place in May 2015. Follow our training and fundraising antics on Stephanie and Sarah’s big trek to Peru on Facebook. www.balls2marketing.co.uk READER ENQUIRY No: 0914/0140
Edgetech Golf Day number ‘fore’ Edgetech UK, a Quanex company hosted its annual golf day at Staverton Park, Daventry as part of its 25 year anniversary celebrations. Over 100 guests from the industry joined Edgetech for a round of golf followed by dinner and trophy presentations. Each golfer was also given a silver jubilee golf bag tag. During the dinner, Edgetech ran a charity raffle raising over £5,200 for Myton Hospice. More than 25 businesses generously donated prizes including golf equipment, holiday vouchers, an iPad Mini and Rugby tickets. The Myton Hospice provides high quality, specialist care to terminally ill people and ensures families are supported both through and after this difficult time. They help almost 4,000 people each year in Coventry & Warwickshire through their work in hospices with patients and family support services and in the community.
Thank you! As you may know, 12 members of the RegaLead team recently set off from London’s Tower Bridge for the start of a gruelling 220 mile cycle ride to Paris in aid of Roald Dahl’s Marvellous Children’s Charity (RDMCC).
It was whilst in France that Team Marvellous discovered they had beaten their £10,000 fundraising target for the year - which couldn’t have been achieved without your support. So thank you from Team Marvellous and everyone at RegaLead to all those who donated, and in particular the marvellous shirt sponsors. Edgetech Golf Day Winning Team.
Managing director, Andy Jones says: “We’ve been hosting the golf day for four years now and it’s a great opportunity for us to say thank you to customers and raise some money for charity. This year marks our 25th anniversary, so thanks to everyone who came to the day and donated prizes for the charity raffle. Paul Evans from Senior Architectural Systems says: “It’s been an absolutely fantastic day. Beautiful weather, great friends and people you don’t see all year. Thank you to Edgetech for asking me.” Mick Madigan from Quickslide added: “Quickslide would like to say thank you to Andy Jones and Edgetech for yet another fantastic day of golf. The weather was great and we’re looking forward to next year already.”
www.glassnews.co.uk | September 2014
Steve Goble from Hegla, Mark Bowskill from Masterglass GB, John Bradley and Nick Hine from G-Tech Windows took home the trophy for winning team. The individual first place trophy went to Joe Hague from Promac, second place to James Kealing-Heane from Senior Architectural Systems and third place to Gareth Laing from Cleartherm. Joe Hague also won nearest the pin and Mark Cerrone from Global Glass picked up the trophy for the longest drive. For more information regarding the important work accomplished by Myton Hospice please visit www.mytonhospice.org. For more information on Edgetech’s range of solutions for IGU manufacturers visit www.edgetechig.co.uk.
0914/0142
RDMCC is a fantastic and worthwhile charity, and anybody who would still like to make a donation can do so via our Just Giving page: www.justgiving.com/teams/RegaLead. To find out more about Roald Dahl’s Marvellous Children’s Charity, visit: www.roalddahlcharity.org RegaLead | Columbus House, Altrincham Rd | Manchester M22 9AF 0161 946 1164 | www.regalead.com
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READER ENQUIRY No: 0914/0141
79
GLASS NEWS INTERVIEW: AJB
Amarjit Binji checking the finish prior to despatch.
The UK’s Leading Industry Newspaper
Mandeep Binji, Tim Clemmett and Amarjit Binji with an oak window frame.
The AJB Group is full of surprises! American Black walnut door cappings on a Bentley to interior joinery in London’s ‘The Shard’, and replacement windows for a stately home to GRP composite FD60 firedoors. The AJB Group is full of surprises! And it’s not just what AJB Woodworking Ltd. T/a AJB Group make that is the surprise. From entering what looks like the façade of a small trade counter in a Leicestershire industrial estate, the reception area, offices and boardroom are testimony to the skill and level of workmanship this high end joinery manufacturer achieves. Glass News’ Editor, Chris Champion, visits the AJB Group and discovers the tardis that is hidden behind this unprepossessing frontage.
Having been here before, back in 2012, now in 2014, you seem to be bursting at the seams! As you can see, all 14,000 sq ft is utilised and our workload means plenty of overtime for our workforce. The bulk of our work is highly skilled and we’re fortunate that when people join AJB Group, they seem to stay. We have plenty of staff who have been with AJB for 14 and 15 years and our apprenticeship
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scheme works very well with those apprentices converting to full time operatives.
Is your own background responsible for this? I must say it’s unusual to see a Managing Director out on the shopfloor checking quality of the final paint spraying…. I was a joinery apprentice myself and, having served my time, like a lot of people I experienced redundancy. Not pleasant but it certainly made me think seriously of having my own business. I was asked to be a partner in a small joinery business in my very early 20s and jumped at the chance. After 18 months I realised that partnership was not for me and decided to have a go on my own.
to join AJB and I relented. I haven’t regretted that decision one bit as his architectural background and skills with CAD is what makes AJB able to manufacture such complicated and high grade joinery. Mandeep is the thinker and visionary who can work out a problem. As our premises became more and more full and machines had to be fitted in, I commented at a management meeting that we needed to get more organised. Mandeep disappeared and came back with the full plan for workflow and maximising of space, and masterminded its instigation.
So, a joiner and an architectural technician makes for a great partnership for the business…
This was around 1999, when you were 26?
It does, but it’s so much more than that. People like Mark Lord, Technical and Health and Safety Manager; Darren Moore, Factory and Production Manager; Hitts Maisuria, Projects Manager; and Kully Binji, HR Manager, are essential to our ongoing success. Darren has worked his way up from paint spraying back in 2000, to Factory and Production Manager.
That’s right. I started AJB and it was only later that my brother, Mandeep, joined the company. With Mandeep joining, it sounds like nepotism and going back on all I learned from the partnership debacle! But that’s not the case. Mandeep left university with an Architectural Technicians’ degree and I did all I could to persuade him to take up the many offers that were made to him on leaving university. However, he was determined
It seems that the secret is in having management who can, and have done those jobs on the factory floor. Hence, the MD looking at the standard of finish prior to despatch…
September 2014 | www.glassnews.co.uk
GLASS NEWS INTERVIEW: AJB
The UK’s Leading Industry Newspaper
Checking for fit.
We really do work as a team and use the skills we have as individuals. A joinery shop is a dangerous place and rules must be obeyed and a strict discipline maintained. Having said that, it must also be a pleasant environment, too.
Is that why you supply pizzas and refreshments when the shop is on overtime? It’s just something we do. Our contracts are demanding and the least we can do is make sure the workforce is well fed when they are going the extra mile to fulfil an order.
And these orders. As I was walking round, watching these beautifully crafted oak door frames being created from rough timber to the finished article, someone said “We’re up to 10th floor.” What does that mean? We’re currently working on the interior joinery for Kingscross in London. There’s 12 floors and so up to the 10th means we have 2 floors to go! That’s around 400 doorframes.
The high grade paint finish.
How do you get involved in these high end projects? A lot of our work is through companies such as Shadbolts who, in their own right, are recognised as a company capable of high quality work. There is a great demand for very high end work in many of the new buildings in London, such as The Shard, and we’re fortunate to have the reputation for matching the requirement. Also we are doing both Kingscross and Kingsgate House
Replacement windows for stately homes? And windows for normal houses, too. We are very flexible in what we make, Windows, Doors, Vertical Sliders, Bi-folds, Firedoors and even composite doors. We don’t get involved in staircases or other bespoke joinery but concentrate on the doors and windows.
I noticed some Ecoframe as we went round, which surprised me… Firedoors and, indeed, composite doors are also important to us and we make both for fabricators and installers. We are fully certified for construction of both FD30 and FD60 firedoors and use both hardwood and the Winkhaus Ecoframe for the doorframes.
And Tim Clemmett who has a lot of experience in GRP composite doors and firedoors has now joined AJB Group… Yes. Tim’s joining AJB is important to us as we have started working with a number of the PVCu fabricators…companies such as Emplas. Many have opportunities for firedoors, specifically, and it makes sense for many of them to acquire the firedoor sets from a fully certified supplier rather than making them themselves. Equally, they have opportunities for both hardwood and softwood windows that they would normally have to turn down. By working with us, we can supply their timber windows or doors. Tim represents an important link in the contact with PVCu fabricators and we see this as a growth area.
I know Tim Clemmett has been in this industry for all his working life. I think he started in 1968! He started with an aluminium door manufacturer in the design office and went on to work with specifiers. Then he moved into hardware in Sales and Marketing and went on to represent a New Zealand based hardware manufacturer in the UK. Tim continued in hardware until about 10 years ago as composite
doors came to the market and he’s worked for three different companies, two of which imported different GRP composite doors, one from South Korea and one from Taiwan. His experience is valuable to us, and to our customers. Especially for composite doors and firedoors.
And what of the future? You’ve already mentioned moving to Corby. What will that mean to the company? We’re investing around £1.5 million in buying the 36,000 sq ft premises at Corby and the moving of the plant and machinery will be another task for the orderly and tidy mind of Mandeep! Corby represents the next move in the expansion of AJB Group. It means better control of our workflow, particularly in the storage and movement of timber.
I imagine that movement of timber is a challenge. Seeing this quality timber all stacked and named... the walnut with the Bentley name on it, oaks for Kingscross and Kingsgate House... the variety of species is amazing! The selection of timber, the quality and its movement within the workflow is key to our business. Our sourcing of high grade FSC timber gives us the best possible opportunity to produce what the customer requires. Bentley require no knots and no resin seepage, and that’s what they get.
Does the expansion stop at Corby? The site allows for further expansion. Maybe another 10,000 sq ft in a few years time!
READER ENQUIRY No: 0914/0143
www.glassnews.co.uk | September 2014
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RECRUITMENT
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Distinction Doors appoints CEO Distinction Doors has just announced that it has appointed Andrew Fowlds as its Chief Executive Officer. Speaking of the appointment, Drew Wright, Distinction’s founder said, “I am delighted to welcome Andrew to Distinction Doors. He brings with him a wealth of experience that will be invaluable.” Andrew will be joining Distinction Doors from the Li & Fung Group, the world’s largest sourcing company.
He spent 11 years at the company and during his time there led three different companies within the Group to a position of significant growth. A Chartered Director and MBA graduate, Andrew has also spent 15 years working in China and four years managing a company in Germany and he brings with him considerable logistics and distribution experience. Andrew’s role will be to lead Distinction’s growth strategy
and day-to-day executive management and he will be supported in his role by Drew Wright, who will be taking on the newly created role of Chairman. In just ten years, Distinction Doors has grown from a standing start to a company that turns over around £40 million a year. Drew comments, “The external market which we operate in continues to change, presenting us with new challenges daily, but our growth in the past ten years has proved that we have what it takes.” He concludes, “Distinction has a bright and exciting future and we are looking forward to welcoming Andrew and continuing on the journey.” Andrew joined Distinction Doors on 4 August. Tel: 0845 2000 816 www.distinctiondoors.co.uk READER ENQUIRY No: 0914/0144
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PHIL PARRY JOINS SYNSEAL TO LEAD THE R&D TEAM Phil Parry has joined Synseal in a newly-created role of Head of Research & Development to lead the company’s successful R&D team and deliver the new product strategy plan. Phil is well qualified for this position, as he has previously held positions at nearby systems suppliers LB Plastics and Eurocell where he was responsible for the design and implementation of several high profile product development programmes.
This challenging new job assignment is one to relish, as Phil explains: “Synseal has such a diverse high quality product range from windows and doors right through to roofing and orangery products, so any designer worth his salt would envy this chance to build even better solutions to enhance this strong portfolio. Synseal has an exciting roadmap with new product introductions and range extensions planned and I’m looking forward to working with the experienced R&D team to fine tune strategic direction and drive innovation.” In former times Derbyshirebased Phil has enjoyed the rough and tumble of competing in contact sports
such as club rugby and charity boxing, but these days family life with his wife Liz and two young sons Max and Oliver keeps him more than busy. Steve Brown, Synseal’s Head of Customer Care & Product Strategy, comments: “Many of the senior management team at Synseal have previously had direct experience of working alongside Phil and know the proven skills he will bring to energise and focus our R&D programmes. We are delighted to welcome such a high calibre individual to join us at the Huthwaite office in Nottinghamshire and strengthen our R&D team.” READER ENQUIRY No: 0914/0145
September 2014 | www.glassnews.co.uk
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Contact Bill Pratt, Ten Human Resources | Tel: 01454 418855 | Email: bill@tenhr.co.uk | Visit: www.tenhr.co.uk
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We work with many of the leading companies in the window industry and we believe we have a knack for finding the right person, for the right job. Bill & Jude established the recruitment agency in 1999. 0914/0146
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0914/0147
Due to an increase in demand for Four Seasons Conservatory Roof products, growth has dictated an opportunity for further expansion, for sales of The Guardian Warm Roof (solid roof). You will be responsible for managing a region which offers fantastic potential for development.
Having gained a First class degree in Business Management, Mark has taken on a Graduate Order Processor role at the roof division of the firm.
The ideal candidate should have retail sales experience, preferably within this sector, but certainly within the domestic double glazing industry. An attractive package is on offer including a good salary, bonus structure and mobile.
Contact Christina or Sheilah today! christina@glassnews.co.uk or sheilah@glassnews.co.uk
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Bi-fold door and conservatory roof firm Made For Trade have added three graduates to their team following expansion of their factory space.
In order to meet the high demand, Mark Cossins and Stacey Webler, both from Teesside University, have joined Made For Trade to help with processing quotes and orders for both factories.
Covering the Yorkshire and Nottinghamshire area.
Email: vikki@fourseasons-roofs.co.uk Post: Units B&C, Holme Business Park, Carlton in Lindrick, Worksop, Nottinghamshire, S81 8DJ
New graduates join Made For Trade after rapid growth
Having seen an increase in growth of 60% year on year since 2010, the company has recently acquired a new factory to house the manufacturing of aluminium bi-fold doors.
RETAIL BUSINESS DEVELOPMENT SALES PERSON REQUIRED
Enquiries should be made in writing, in the strictest confidence, along with a covering letter and CV, addressed FAO: Vikki James.
NEW APPOINTMENT
Mark, from Darlington, said: “This is a great place to work and the team have been very welcoming. The office is very busy but I’ve fitted in well and I hope to contribute to the continuing growth of the company.” Stacey, who graduated with a degree in Business Management, applied for the Order Processor vacancy through the university’s Graduates For Business Scheme and has quickly
settled in to her role at the new bi-fold doors factory. She said: “I’m enjoying it so far, the people are very friendly and helpful.” In addition, Manying Siu is now overseeing PR, marketing and graphic design duties for the company. Manying, who also graduated from Teesside University, has a Master’s degree in Journalism and is hoping to bring her media experience to Made For Trade. She said: “I am thrilled to begin my career with such a well-renowned and established company. All the staff have made me feel very welcome and I’m looking forward to my future at Made For Trade.” With a database of over 700 returning customers that is set to grow and with plans of further expansion, Managing Director Bradley Gaunt attributes the success of the firm to their ability to bring quality products at low prices to the customer. Bradley said: “At Made For Trade, we have a simple philosophy; provide the best products with the best service at the best prices. He added: “We hope to expand our floor space and workforce further, confirming to the industry we are a force to contend with.” www.madefortrade.co READER ENQUIRY No: 0914/0148
September 2014 | www.glassnews.co.uk
RECRUITMENT
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So much more
than a recruitment company Chase Taylor is best known for a dynamic approach to recruitment in the window and door industry, less well known are the other services it has started to offer.
“Along with one of my senior colleagues Paul Lindsay, we are very actively supporting a number of clients as they start a process of succession planning. Of course this can go down one of several routes, but the key factor in all of it remains finding the right people to step into a role, or finding and training the right people to do so in the future”.
Managing Director Mat Gibson explains “We have grown significantly in the last 18 months, a sign that the industry is booming, and hopefully a sign that our clients are happy with the way we do business. But what has also become evident is that there is a desire for us to offer much more than just direct recruitment services. Our clients want to call on us for what you might call a complete ‘people offering’”. “While recruitment will always be our core business stream, discussions with partners in the industry has driven us to open up some new business avenues, all related to recruitment in its purest form and natural ‘bolt ons’ you might say”.
“There are those of course who are looking at things a different way; looking to exit their businesses entirely, to sell as a retirement plan. In these situations we offer a business matching service. We will look for people interested in purchasing or taking over the running of an existing business; this is a natural process for us using many of the same skills we use in our recruitment practices– building a ready made database of parties interested in looking to own a business in the future, vetting them to understand their skills and then matching them to the opportunities which arise”. “There is more to come from Chase Taylor; as we continue to grow and the demands from the industry to offer other ‘recruitment’ related services increase, we will be launching
additional new initiatives to support our clients whenever and wherever they have a need for people”.
Mat Gibson and Martyn Cotmore.
Chase Taylor expands it’s recruitment team Chase Taylor is pleased to announce the appointment of Martyn Cotmore to their senior recruiting team. Martyn has over 20 years experience in recruitment, primarily in construction and related industries. Martyn is a fully qualified recruiter, an expert in recruitment legislation, and a trained auditor. Speaking on his appointment Martyn outlined his ambitions in joining Chase Taylor “My ambition is to help Chase Taylor become the leading specialist recruitment agency in the industry with a reputation for doing things the right way”. Mat Gibson is delighted with the new appointment “It is a great step forward for us to appoint not only a new recruiter, but one who comes with such a breadth of entirely relevant experience. We are delighted to welcome Martyn on board”.
Paul Lindsay.
Tel: 01543 897 800 - www.chasetaylor.co.uk READER ENQUIRY No: 0914/0149
0914/0150
MANAGING DIRECTOR
£NEGOTIABLE, YORKSHIRE JOB REF: CTR418 A major secondary glazing company is looking for an exceptional candidate to fill the role of Managing Director. You will have a professional background in Sales & Marketing and have sound commercial knowledge coupled with previous experience of operating within a senior management role in the fenestration industry. Experience of working within manufacturing and within the construction industry is also desirable. You must have the ability to visualise and implement products and areas for significant company growth; be capable of meeting & exceeding deadlines; have strong communication skills and proven people management skills. There is a generous remuneration package available for the right candidate. If this sounds like you contact Paul for more information on 01543 897 800 / 07901 851781.
TRADE SALES DEVELOPMENT MANAGER £38,000 PA, MIDLANDS JOB REF: CTR347 Major PVCu window fabricator required a confident and enthusiastic Business Development Manager to cover the Midlands area. You will be working to achieve agreed volume targets within your sales area as well as achieving new business targets via proactive networking. Candidates should have considerable knowledge of the PVCu market place and industry; be able to influence & build confidence in others and forge strong business relationships. You will need to analyse market sectors and position company products effectively. For full information, contact us on 01543 897 800.
FABRICATION MANAGER
TRADE SALES ESTIMATOR
JOB REF: CTR409
JOB REF: CTR413
A well-established window & door company require an aluminium Fabrication Manager to join their team.
Reporting to the Trade Sales Manager the role will be based from Uxbridge at the company’s Head Office.
JOB REF: CTR413
You will have a minimum of 8 years glazing or installation experience; a good knowledge of health & safety regulations and an excellent knowledge of curtain walling, window, glazing techniques. You will also have previously held a supervisory role within the industry and be able to demonstrate your experience of successfully leading & motivating teams.
The successful candidate will prepare quotations and budget estimates from enquiry including taking quantities from drawings and fully understanding and taking note of specification. They will liaise with both retail and trade customers and will be expected to follow up allocated quotations, record and up-date records accordingly and provide support to the Sales Department as necessary.
You will have a strong existing background in the sale of fenestration products and a keen eye for detail; you will be able to manage customer expectations.
£40,000 PA, LEICESTERSHIRE
The ideal candidate will have previous experience of managing a production process alongside experience of compliance with quality assurance standards. For full information, contact Paul on 01543 897 800.
Tel: 01543 897 800 | Email: mat@chasetaylor.co.uk www.glassnews.co.uk | September 2014
£23,000 PA + BONUS, LONDON
The candidate will ideally be familiar with fenestration products including uPVC and aluminium doors and windows including bi-folds and patio doors as well as conservatories and conservatory roofs. Contact us for more information on 01543 897 800.
TRADE SALES EXECUTIVE
£35,000 PA + BENEFITS, CENTRAL ENGLAND A well established company requires a Trade Sales Executive to cover the Central England area.
The role will involve cold calling and the generation of new sales leads and developing new relationships whilst maintaining existing ones. You will be working closely with the Sales Director to ensure targets and budgets are met; providing activity reports and managing your time and relationships with customers to maximum benefit. There is an excellent package available for the right candidate. Contact Mat on 01543 897 800.
www.chasetaylor.co.uk 85
RECRUITMENT NEW APPOINTMENT
The UK’s Leading Industry Newspaper
NEW APPOINTMENT
NEW APPOINTMENT
Paul Saltis National Plastics Appoints joins Ultraframe New National Sales Manager Ultraframe has announced the appointment of exConnaught sales director Paul Saltis as product manager focusing on the development of the company’s solid roof offering. This appointment demonstrates Ultraframe’s commitment to its solid roof offering since the launch of realROOF in March this year and most recently Livinroof. Paul’s extensive knowledge of the solid roof market leaves him well placed to support the commercial team at Ultraframe. Joe Martoccia, commercial director explains: “Paul has an in-depth knowledge of the solid roof market in the UK and the combination of the technical excellence of our roof systems, our commercial team and Paul’s market insight is a powerful proposition. “Our recently launched roof systems are just part of our ambition to support our retail partners with innovative and technically robust building systems that will enable them to target the single storey extension market but critically be able to service the conservatory upgrade market too – combined this is a massive opportunity for our fabricator, distribution and retail network. Without question we have the commercial excellence and the systems to really support the network in achieving significant growth.”
“Paul has an in-depth knowledge of the solid roof market in the UK and the combination of the technical excellence of our roof systems.”
National Plastics is pleased to announce the appointment of Nicholas Stone to National Sales Manager. The company, the largest independent trade counter network in the UK, has seen unprecedented growth in recent years, and shows
no signs of slowing down, with new acquisitions, new products, and even more exciting plans in the pipeline. Managing Director Geoff Foster said “Nick has been with National Plastics since 2007 and has played an integral role in the success of the business to date. We had a number of very experienced applicants, all of whom had to go through an extremely rigorous interview process including
external assessments. It was particularly pleasing that Nick’s experience, commitment to the business and the potential he brings, enabled us to identify the ideal candidate from within the business.” Nick says, “I’m thrilled to have been selected for the role and very excited to work with an established team and drive sales forward across the entire business.” Nick will join the senior management team in his new role from the 1st August 2014. READER ENQUIRY No: 0914/0152
NEW APPOINTMENT
EXCITING NEW SALES APPOINTMENTS AT SUN Leading REHAU fabricator, Sun Trade has recently strengthened its presence across the UK with the appointments of Ian Wiltshire as the new Area Sales Representative for Wales and Chris Collins as the new Central Region Sales Manager. Both Ian and Chris join Sun with previous industry experience and a vast wealth of product knowledge promising only to improve Sun’s already dynamic sales team. The new appointments are being hailed as key to Sun Trade’s on-going success,
as the REHAU fabricator continues to expand its brand throughout the UK. Lee Thomas, Sun’s National Sales Manager, is confident that the new appointments will mean that Sun Trade is better positioned to win new business and also has the flexibility to be on hand when existing customers need it the most. He says: “Both Chris’ and Ian’s skills fit perfectly with Sun’s commitment to top quality products and outstanding customer service. Both already have an abundance of industry knowledge and I’m sure
will prove to be excellent additions to our already exciting sales force.” Following on from a record sales year, which saw Sun achieve a £2m increase over the previous year, and the addition of new products such as the specialist foil collection, Chris Collins is delighted to be joining Sun at this time. He adds: “I’ve been really impressed by the company’s commitment to quality and service. I was familiar with Sun’s reputation beforehand but, now that I’m part of the team and experiencing it first hand, it’s really refreshing to see how we always put the customer first.” Sun Trade supplies 60mm & 70mm products in REHAU profile along with specialist products such as conservatories, verticalsliding windows, bi-folding doors and patio doors via a series of trade counters located throughout the South of the UK. To find out more about Sun, contact Ryan White on: 0800 285 1665 or visit the website at www.suntradewindows.com.
READER ENQUIRY No: 0914/0151
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Connaught Conservatory Roofs welcomes new member of its sales team
READER ENQUIRY No: 0914/0153
Connaught Conservatory Roofs has just extended its sales team with the arrival of new member Ritchie Blackmore. David Gallagher, Connaught’s Managing Director, said, “Ritchie has a wealth of valuable industry experience, including working for us for many years, and we’re delighted he has rejoined our team.” As David says, Ritchie brings a great deal of experience with him. He has worked in the industry for over 20 years and has particular experience of conservatory roofs. Ritchie says, “I’m very pleased to have rejoined Connaught. They have a very positive, customer-focused approach that is very appealing and great to work with.” As a conservatory roof specialist, Ritchie couldn’t have come to a better place because Connaught has built a name for providing value-added conservatory roof packages. This includes three solid roofs: the LABC-approved Guardian Roof and RealROOF systems, both of which are covered by Connaught’s partnership with Rotherham Building Control Consultancy and the private Building Inspectors JHAI who have inspectors nationwide, giving installers nationwide a quick and straightforward way to gain approval for an installation for £300 or less + VAT. The third roof is LivinRoof, which utilises the best-selling Classic Roof system as the basis for the conversion, and is aimed at the replacement roof market. Ritchie says, “Connaught has a wealth of high quality products that I’m looking forward to working with. Coupled with the company’s ‘we do more so you do less’ approach, I can see plenty of potential for sales.” Ritchie is joining a very successful team and his experience means he can only add to that success. Connaught’s sales increased by 20% in the past year thanks to offering key products that fill a market need and backing them up with a value-added customer support package. Tel: 01709 710100 - www.connaughtroofs.com READER ENQUIRY No: 0914/0154
September 2014 | www.glassnews.co.uk
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September 2014 | www.glassnews.co.uk
LETTERS
Your Letters
The UK’s Leading Industry Newspaper
Dear Chris, I’ve become aware in recent weeks of some misinformation in the market which has the potential to undermine the credibility of the Secured by Design scheme, and I think it needs to be addressed. In the hardware sector, we all recognise just how valuable it is for fabricators and installers to achieve SBD status on their products, and here at Mila we do all we can to help them. We design and manufacture components which meet the specifications, we advise customers on how best to fit them and we provide indicative testing facilities so that they can be confident that their window and door assemblies will pass the necessary tests within PAS24: 2012 and BS6375 Pt 1-2 & 3. What we definitely don’t do though is provide Mila test documentation to customers for them to claim that they can supply SBD approved products themselves. This is simply not how the system works and I’m concerned that some component/profile suppliers are misinforming their customers about this.
Secured by Design scheme
manufacturer will not be deemed acceptable’. The basic fact is that the only valid route for fabricators to achieve SBD accreditation is to have their own window and door assemblies tested. There are just too many variables in terms of how windows and doors are fabricated and how different combinations of security components are put together for any other system to be workable. Fabricators’ products must achieve PAS24: 2012 and BS6375 Pt 1-2 & 3 at a UKAS accredited test centre and the fabricator must also have 3rd party certification which checks FPC (Factory Process Control) and part tests windows and doors every year. Despite the incorrect suggestions being made by some component/profile suppliers, there are no short cuts to SBD and that is the reason why the scheme has so much value for the whole industry in terms of sales and marketing. I don’t want to see it compromised or undermined in any way. Strafford Cooke, Technical Manager, Mila
The SBD requirements clearly state that ‘documentation that is provided bearing the name of a component or system
What’s your opinion? Feel free to get in touch with your views on the industry, legislation, government, or even the newspaper.
0914/0156
Contact Chris: chris@glassnews.co.uk
www.glassnews.co.uk | September 2014
89
LETTERS
The UK’s Leading Industry Newspaper
A Considered response The UK window from David Amos, industry is in crisis D & G Consulting... & must embrace radical change Dear Chris, In view of the current upturn in market activity, this may seem an odd statement to make; but I invite you to look at the following six facts. 1. The decline of the UK window market began in 2003/04, due to saturation of the domestic replacement sector; not with the banking crisis of 2008 and the subsequent recession. 2. The domestic replacement sector grew larger than all the other sectors combined. So saturation had a major impact on the entire market. 3. Since 2003/04, the volume of PVCu window profile, sold into the UK market, has fallen dramatically; some figures suggest by more than half. This shows the scale of the decline. 4. We’re now, almost certainly, seeing a post-recession bounce, as demand, supressed by the recession, is satisfied. But how long will this last and what happens then? 5. There is, and will continue to be, a significant second generation replacement window market, as “end-of-life” factors impact on earlier replacements. Triple glazing and statutory insulation requirements may stimulate this. Falling home ownership may supress it. Either way, the rate of replacement is considerably slower than that of the first generation replacement boom. 6. No serious forecaster is suggesting that the domestic replacement sector will reach anywhere near the levels of the first generation boom. It is, therefore, likely that the market will plateau at a level well below that of its 2003/04 peak and will then fluctuate, dependent on external economic factors. I would argue, very strongly, that these six factors alone are game changing and that businesses must adapt or die. But as an industry we face two major hurdles. Firstly, the product has been commoditised. 80% of the market buys unbranded
90
products; so buying decisions are largely price driven. The market and consumers need to be faced, not with a single commodity product but, with a range of brands, each one having its own values and market position. Just like most other consumer markets. Secondly, based on the findings of the Plimsoll Report, into the top 1,000 companies in the industry, plus work I have done on the smaller companies, there is a huge proportion of very weak and vulnerable businesses, within the industry; and part of any successful change programme must be to address this inherent weakness. The current position isn’t sustainable; and, as an industry we must pull our heads out of the sand and meet the challenge we face. To help further this debate, I’ve written an article that explains the problem in more detail and makes some proposals about how we might move forward. To read it, and please do read it, go to: http:// anthonypratt.wordpress.com/2014/07/16/ the-uk-window-industry-balance-sheetsquicksand/.
Business Solutions from AP Management Consultants I formed AP Management Consultants in 1997. I help businesses, within the window and associated industries, to achieve controlled, profitable growth and build strong, sustainable foundations for the future. I have over forty years experience, within the window industry. I have been CEO of both a systems company and major direct sell business. I also have considerable hands on experience of running smaller privately owned businesses. My USP is simple. I bring a level of experience, with which few, in this industry, can compete. If you’d like to discuss any of the issues raised here or issues pertaining to your own business, please feel free to contact me. Mobile: 07770 816468 Email: anthony.pratt@ apbusinessconsultants.co.uk Website: www.apbusinessconsultants.co.uk Yours sincerely Anthony Pratt
The current facts really do not support Mr Pratt’s assertion that the UK window industry is in crisis.
the windows. Then there was Margaret Thatcher’s Right to Buy scheme bringing many of these old council houses in the private sector - new windows and doors were high on the ‘to do’ list for these new proud home owners.
Before I comment on the six facts, as Mr Pratt puts it in his letter, it is important to remember that the UK has been through a five year period of recession that started with a severe banking crisis that brought on the credit crunch. Jobs were lost, wages plummeted and businesses in most sectors of the economy struggled especially those in the construction sector. It is only through the skill and tenacity of people in the window sector that most companies are emerging stronger.
• Yes the volume of PVC window profile sold into the UK has fallen since 2004. The true figure is of volume reduction 2004 to 2012 is 39%. How much of this is the effect of saturation and how much is due to the recession will unwind in the next few years. What is clear, though, is 2013 saw the start of the recovery. Our forecast to 2017 suggests that the market is on the up and our conclusion is that saturation will have been responsible for less than 20% of the reduction in volume from the high water mark.
Later in Mr Pratt’s letter he states “….as an industry we must pull our heads out of the sand”. I am privileged to know many of the leaders of companies in the industry both in the UK and Europe. Overwhelmingly these are seriously successful companies, run by seriously successful business people with seriously experienced teams. I see no evidence that heads are buried in the sand – quite the opposite. On to Mr Pratt’s six facts: • Yes, the UK window market reached its peak in volume in 2004 and yes there was saturation – of the estimated 200 million windows installed in the UK housing stock some 80% had been fitted at the time with double glazed windows either as replacements or original equipment in new builds. However, to suggest the credit crunch and subsequent recession did not play a significant role in the reduced demand for PVC windows, doors and conservatories is way off beam. There is little doubt that saturation has been a factor in the reduced demand following the 2004 high water mark. When the recession reached its peak in the first quarter of 2013 we estimate that around 25% of windows in the UK housing stock were either old single glazed or were 20 year old double glazed units. There was plenty to go at at the time. Plus new windows and doors have made great strides in energy efficiency, security and appearance since 2004. Plenty of potential still there to keep the new leaner industry busy for some time. • True the domestic replacement market grew larger than the other sectors combined in the years to 2004. There were good and unique reasons for this. Many dwellings constructed pre- and in the immediate post war period had old rotten, cold and leaky windows. I know, I lived as a youngster in a council house built in 1947 and can recall ice on the inside of
• Yes there is a post-recession recovery but there is no evidence this will be a short lived bounce or there was a significant (underline significant pent up demand responsible for the recovery. The industry is finding a new level of demand But the demand is different – products are much different with more foiled windows, coloured doors, and energy efficient products. • Mr Pratt’s points have already been covered above. • I believe I am a serious forecaster and there is nothing coming from us that suggests the levels of window profile, windows or doors will reach 2004 levels. But we are forecasting that company revenues and margins will grow as the UK climbs out of recession and products, services and capacities continue to be aligned to customer needs. In his additional article Mr Pratt focusses on company balance sheets. It is most probable that those company results available for analysis will be reports of businesses during the recession. Not the best time to draw conclusions on the health of the industry. If there is one positive emerging from the five years of the recession it is the industry has set about patiently restructuring. The window industry of 2014 is very different to that of 2004. Finally, in the past year investors have spotted that this an industry worth investing in. Eurocell have been acquired by H2 Equity Partners, Proventus Capital Partners have invested in Synseal, Masonite have acquired Door Stop and Epwin Group have successfully launched in the AIM small companies market. All positive signs that the industry is far from a crisis. David Amos
September 2014 | www.glassnews.co.uk
0914/0157
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91
LETTERS
The UK’s Leading Industry Newspaper
Crisis? What crisis? Mike Rigby, MD of MRA Marketing, asks is Anthony Pratt’s window industry in crisis a glass half-empty? Or is the industry a glass half-full and filling? I always enjoy reading Anthony Pratt’s white papers. Whether I agree with them or not they make me think, and his ‘The UK Window Industry: Balance Sheets & Quicksand’ does just that. The crux of his argument is that you can see the window industry is in crisis by looking at the figures. And he includes a lot of horrible numbers to prove his point. Then he presents a comprehensive set of solutions to fix the crisis. I don’t disagree with his statistics. They are what they are, and they make gloomy reading. But facts are never neutral. They exist in a context of time, place and purpose that governs how you read them. And it’s a rare set of facts that allow just one interpretation. Anthony takes a gloomy, glass half-empty view of the facts, so it’s not surprising his proposed solutions are far reaching and radical. Looking at the same statistics I take a sunnier, glass half-full view. I agree with the need for change, but I disagree with the practicality and effectiveness of some of his solutions.
How bad are things? Balance sheets: Anthony says “although there are some successful businesses in the industry many are seriously challenged due to their weak balance sheets. That didn’t matter so much in the long growth years but in today’s saturated market it’s a crippling disease that the industry ignores at its peril.” But what’s new? The industry has never been flush with firms with bulging balance sheets. As far back as I remember, a few did very well, some very badly, but most were in the middle with thin balance sheets. Anthony piles on the pain from Plimsoll and other sources. But financial data looks at yesterday, and five years of recession is a lot of bad yesterdays. So they do look bad. But many firms are growing again, especially in the south where recovery is strongest, and beginning to strengthen their balance sheets. Built on quicksand: Anthony says “roughly 80% of the industry’s output to the final customer is via small businesses that are “built on quicksand”. Hasn’t it always been like that? It’s the structure of the industry and there isn’t much we can do to change that? And how serious a problem is it? We recognise the downsides and difficulties of dealing with many small undercapitalised companies, but there are upsides. It makes for a looser, more flexible, dynamic industry where change is possible, where small companies can grow rapidly and make their fortunes.
92
IN & OUT
Saturation: The trouble with the notion of saturation is it’s an absolute in time. But the reality is you get a series of product opportunities being filled to saturation, until the next one comes along and starts over. Most properties have had their first or second generation (since the 60s) replaced. Having no more left to replace was the big threat in the early 2000s. Now most windows being replaced are an earlier generation of PVC windows. The other trouble with the saturation argument is we’re not saturated. There is a growing pipeline of attractive opportunities for years to come. We’ve already started on the next generation of replacements. The Government is on a crusade to upgrade all of Britain’s energy inefficient homes. That’s what Green Deal was for. It’s been a shambles, but the public have got the idea and are upgrading their leaky homes to cut their energy bills and save money at source. Forget Green Deal, sell Green Market. Windows and doors are at the heart of it. Triple is already 15% of the market and it will grow to 50% or so. Everest and Anglian will drive it and smarter retailers of all sizes are selling it now, and making money from it. Homeowners are also turning on to looks and colour. They’re bored with white and want to enhance the look of their homes. And they’re happy to pay more for the right product and the right brand. Look at the excitement over R9. And R9’s success has ‘allowed’ staid Syscos to brush up their act and range. And one up-market timber window installer told me: every time we put our prices up, we sell more! True, both these companies are at the cutting edge of marketing and really do know their markets, but in seeing their success others are taking heart and taking the blinkers off. And we can’t dismiss colour, as most Syscos would like to do because it is harder to keep it in stock and sell like white. Colour is 25% and rising quickly in the UK. It’s around 50% in Scotland and Ireland, and around 70% in Europe. So I see opportunity and sunnier uplands, not crisis. But Anthony asks “So, what can we do about it (the problem)?” He says we should move away from “laissez-faire supplier-customer relationships with each level and business in the supply chain doing its own thing, not very well. And move to strategic alliances where supply chains act in a coordinated way, based on common standards, systems, processes under the umbrella of a single brand.” So, “homeowners in Newcastle or Truro should buy exactly the same product, quality and service level, and have exactly the same (systems company)
OF FASHION
Dear Chris, brand experience whichever fabricators & installers of the systems company they buy from, as if they were buying from Everest or Anglian.” This is based on the belief that Syscos are B2C brands. But no Sysco has any consumer awareness worth talking about. Some generate leads on the internet but that’s it. No Sysco has the money to create real B2C awareness and brand values as Everest has done. If they do go direct, and some might be tempted to become a real B2C brand, then they’ll be competing with their customers and won’t be a Sysco anymore. It’s a Catch 22. Anthony says local installers are poor at branding and rely on their reputation, which rests at best on being bought only a few times in a lifetime. That may be, but consumers know them. Syscos are far from the front line and it is wishful thinking to see themselves as B2C brands. They are B2B brands which to varying degrees partner with their customers and supply chains in how customer brands present themselves to the public. Better POS and the Sysco B2C brand illusion give installers the confidence to sell a bit more professionally. But not being based on real B2C brand awareness that confidence is brittle. Representing an unknown, or at best an obscure B2B Sysco brand does not really help installers sell. Deceuninck is taking a different tack under Roy Frost, its ex-Everest MD. Accepting that Deceuninck is a B2B brand it is doing everything to beef up its customers’ own brands. It will be interesting to see how the different approaches do. So far customers appear to love it. I agree installers need help with their branding. But I disagree that merging their identity under a common welldisciplined network is the answer. Even if it is practicable would it help installers? The longest established network suits its members well but accounts for a small slice of the market, and it isn’t a growth model. Even its Sysco seems to be setting up an alternative, if I’ve read the PR correctly. Is the industry in crisis? No, it’s a time of opportunity. Do we need supply chains to march in step to the beat of a Sysco drum? I don’t think it’s practicable or desirable. There are better solutions. Mike Rigby
Approved installer schemes and networks have fallen in and out of fashion. But recently a number of Syscos have launched new schemes. The industry likes its badges, for sure. But the word ‘approved’ seems patronising to me. Who are Syscos to ‘approve’ fabricators and installers? And what do members get from such schemes? In my view, not a lot. Most over promise and under deliver. Members get a badge to stick on their vans and website, some POS and a branded brochure that’s the same as their competitors. Some let members add their details on the back. Others promise leads for members to fight over with their competitors. How does that help them stand out and sell? It doesn’t, if we’re honest. In contrast, Deceuninck will not have an approved fabricator-installer scheme or network. Deceuninck’s strategy is to help fabricators and installers stand on their own feet with products that stand out, and help them sell using sales aids built around their own brands. We give them tools to generate their own leads, not share leads with rivals. That’s why we created the Deceuninck MyBrand marketing suite, so companies can choose the level of personalisation they want using their own brand, colour scheme, photographs, copy and products so there is no possibility of them competing with anyone using the same POS. Our customers say Deceuninck is more than a supplier, because we partner customers to help them build their own business. Yours sincerely Rob McGlennon, Deceuninck Sales Director
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READER ENQUIRY No: 0214/0158
September 2014 | www.glassnews.co.uk
0914/0159
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93
FACE TO FACE
The UK’s Leading Industry Newspaper
THIS MONTH: Jessica Roberts Marketing Co-ordinator, Hoppe UK Ltd. Let people in our industry know what makes you tick! This is an opportunity for those in the industry who interface with customers to become a bit better known. You’re likely to be either face to face in sales or marketing, or possibly by phone as business development, customer service, sales order processing or perhaps finance.
It’s all about you Where you were born and live, currently… I was born in Wellington, Telford and Telford is where I have stayed for my entire life. Having lived in Dawley, I recently moved back to Wellington with my husband, which is also where he is from.
Your education and the subject or activity in which you excelled… I went to Ercall Wood Technical College in Wellington and then on to Telford College of Arts and Technology (TCAT) where I completed a Diploma in Childcare. I subsequently worked as a Nursery Nurse for two and a half years before realising that wasn’t the right choice for me. Unfortunately, this decision came at the height of the recession and nobody was interested in my desire to change career path, without suitable qualifications to back me up, so I went to Wolverhampton University, where I achieved a First in Business Management.
Your favourite sports or interests… I’m not a massive sport fan, but I like to try and live a relatively healthy lifestyle, so I do a lot of swimming. I enjoy spending time with
“Daily marketing differs from one day to the next, I look after process improvement, company images, customer requests and brochure creation, amongst other things.”
communicate with us and feedback on areas for improvement, how we could support them further and so on. We have a number of projects which I am working on with HOPPE Group, which will allow HOPPE (UK) Ltd to make the same kind of changes to improve processes both internally and for our customers.
The mistake you’d like to correct… I’m obsessed with cleaning and it has to be done a certain way so I’ve never let my husband get involved. Now he’s so used to it I think he’s a bit spoiled so I’m torn between correcting the wider mistake of dirt and mess existing, or my own mistake of spoiling my husband.
The talent you would like to enhance…
family and socialising at the weekend.
Apart from juggling? I’d love to be more musical and have always wanted to play the piano.
Your biggest regret in life… The fact I never did A levels. Doing a diploma in a specialised subject made it difficult for me to get into Uni to do Business. Although I had UCAS points, they were not in the right subjects, so I had to do a foundation degree before my full BA honours degree. When you are 16, you think you know what you want to do for the rest of your life and you don’t really think about how things might change in the future.
Someone or something that inspires you… I wouldn’t like to be him, for obvious reasons, but I really admire Steve Jobs. A true creative genius, I love what he has done for technology. When Apple was first launched, it was truly something different and I really like that about it - a break from the norm, as I don’t really like the norm!
and your future The temptation you can’t resist… I’d have to say shopping – I do love shopping!
your career When and how you joined this industry…
What you would like to do if you weren’t in this industry… I would really like to work for a charity, one that I could connect with. My family and I spend a great deal of time at Seven Hospice in Telford, as my sister in law has spina bifida so charity support is big on our radar. Either that or an animal based charity, as I am an animal freak – my dog Poppy is my baby!
A particular ambition…
I’m relatively new to the industry, as joined HOPPE in January 2014. Previously I did marketing in-house for a Healthcare agency, but unfortunately the role offered no chance of progression. I then worked for a short time for Bacofoil in its marketing department, before joining HOPPE.
This is a tricky one. I feel like I should say ‘be successful’, ‘win the lottery’ but it’s not really me. I really believe in just making the most of everything life throws at you, because life is just too short so you have to live every moment.
The job you do in 25 words…
I hope I’m remembered for being a bit different. I always try to think outside the box and challenge the norms, so it would be great to be remembered for that.
Juggling! Daily marketing differs from one day to the next, I look after process improvement, company images, customer requests and brochure creation, amongst other things.
The way you want to be remembered…
Your greatest achievement… Changing processes for the better. In my previous job, we had a lot of difficulty communicating with agency staff that we employed UK wide so, drawing on my social media and digital marketing communications knowledge, I suggested we employ these channels to improve this. Within the first six months we had 800 followers on Facebook without really trying! It hugely improved communications in terms of what information we wanted them to know, but it also gave them a way to
If you would like to appear in ‘Face to Face’, or would like to nominate someone else to be featured, simply email chris@glassnews.co.uk. 94
September 2014 | www.glassnews.co.uk
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Mini-Piling 4
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Just for fun!
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Fill in the missing numbers. 1-9 in each line diagonally and horizontally, 1-9 in each of the nine small square grids.
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See this month’s TIME OUT! pages for more puzzle fun!
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Windows, Doors & Conservatories 0914/0174
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Profile Bending
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Useful Numbers British Plastics Federation (BPF) Tel: 0207 457 5000
Glass & Glazing Federation (GGF) Tel: 0207 939 9101
British Standards Institution (BSI) – Standards & Publications Tel: 0208 996 9001
GQA Qualifications (formerly Glass Qualifications Authority) Tel: 0114 2720033
BSI – Assessment & Certification Tel: 0845 080 9000
Health & Safety Executive (HSE) – Glass & Related Industries Phil Smith, HM Principal Inspector Tel: 01782 602300 David Appleton, HM Inspector Tel: 0115 9712800
BSI – Product Certification & Testing Tel: 08450 765600 BBSA (British Blind & Shutter Association) Tel: 01449 780444 Building Research Establishment (BRE) Tel: 01923 664000 Council for Aluminium in Building (CAB) Tel: 01453 828851 Dekura Tel: 01952 201631 Door & Hardware Federation (DHF) Tel: 01827 52337 Double Glazing & Conservatory Ombudsman Scheme (DGCOS) Tel: 0845 053 8975 Fenestration Self-Assessment Scheme (FENSA) Tel: 0207 645 3700 Get Britain Building (GBB) Tel: 0870 162 0936
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Proskills – Head Office Tel: 01235 833844 Proskills – Glass & Related Industries Neil Robinson – Tel: 07917 015 322 Recovinyl (via Axion Consulting) Tel: 0161 355 7618 The Glazing Ombudsman (TGO) Tel: 020 7397 7200 UK Green Building Council Tel: 0207 580 0623 Veka Recycling Tel: 01322 38721 Waste & Resources Action Programme (WRAP) Tel: 01295 819 900 Wood Window Alliance (WWA) Tel: 0844 209 261
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RECRUITMENT
Dedicated Recruitment
for the Window & Door Industry! Get in touch for a FREE consultation and advice... Tel: 01543 897 800 | Email: mat@chasetaylor.co.uk
www.chasetaylor.co.uk 0914/0186 0914/0187
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Balers • Compactors • Granulators • Wood Burners • Can Crushers Whether you’re looking to recycle, reprocess, control Cardboard • Plastic Film • PVC • Glass • waste, Aluminium • Paper • Cans/Drums or compact your we can supply a system to suit. • Universal Windows
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• Origin Frames
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• Mercury Glazing
• Anglian Home Improvements
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MANAGE YOUR WASTE!
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Whether you’re looking to recycle, reprocess, control or compact your waste,
we can supply customised systems to suit. Telephone: 01295 816733 Email: Info@landfillalternatives.co.uk www.glassnews.co.uk | September 2014
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Glass & GLASS Racking
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TILED CONSERVATORY ROOFS Guardian – The replacement roof with Building Control Certification
• Tiled Effect Roofs, compliment existing property • Adds aesthetics and value to any conservatory, sunroom or extension • All roofs are designed to your specification • Easy to install • Full technical support • Incorporate roof vents and windows to customise your roof installation • Roof U Value 0.18 • Internal finish of plaster, timber or UPVC cladding • Increases BER rating, keeping down heating costs
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Tel: 01709 710100 | Fax: 01709 525262 Email: info@connaughtconservatories.co.uk
Connaught Conservatory Roofs Limited, Unit 3, Lloyd Street, Parkgate, Rotherham, S62 6JG. 0914/0194
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