“ THERE ARE SHOWROOMS... AND THEN THERE ARE TRUEDOR GALLERIES”
Countdown IG Glass News January16 Earpiece AW.indd 1
17/12/2015 16:31
With the FIT Show now only weeks away, Paul Godwin, Managing Director of FIT Events Ltd. talks to Glass News about FIT’s ‘Defining the Industry’ marketing campaign and whether the show may highlight the industry’s Next Big Thing.
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TRADE COUNTER NEWS
Writing this just a couple of days after Tim Peake was shot into space, I realise that commencement of my own countdown is hardly comparable. However, it will occupy more of my time and activity than the International Space Station during the next few weeks… In the way of the cliché ‘time heals’ I have now rid myself of the tendency to say ‘Glassex’ whenever I meant to refer to ‘FIT’. Although I usually caught a Tourette-like outburst it was an irritating although perhaps unsurprising hangover from the dozen or more years that I worked on FIT’s forerunner and around it for much longer. I am delighted to say that I was spared the years of its death throes after being replaced by a dream team tasked with giving the 30+ years-old show CPR. The cure for my outbursts happily coincides with the firm and unequivocal establishment of The Fabricator Installer Trade Show as a modern institution of the UK window, door and conservatory industry. Although the event was greeted with open arms and with few if any serious detractors from the outset, after two highly successful outings and just weeks away from the next, The FIT Show is well and truly here to stay.
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CAREERS
FITSHOW 2016 PRODUCTS THAT DEFINE THE INDUSTRY
I was asked for my thoughts and aspirations for April’s FIT Show, which once again will take up residence at The International Centre, Telford, in itself another unexpected successful outcome of FIT. Although Telford itself has struggled to find a place in my heart the Centre has. It has provided an excellent and perfectly formed home for the early years of The FIT Show and, backed by a management who are the living embodiment of great customer care, it has done us proud. As we move on through the calendar, we put the final touches into place for the ‘Defining the Industry’ marketing campaign of which I may feel, once again, justifiably proud. Against the moody backdrop of the 2014 campaign this one is fresh, happy and enthusiastic again, featuring people that are the embodiment of this incurably optimistic industry.
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IN 2014, 35% OF THE 5,869 VISITORS CAME PURELY TO SEE NEW PRODUCTS AND EQUIPMENT
Continued on page 10...
Now we continue to be the primary focus for the UK window, door and conservatory industry. Forging a bridge between the manufacturers and distributors of products, components and services and the companies and individuals that fabricate and install them.
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JANUARY 2016
The UK’s Leading Glass & Glazing Newspaper
New Year.
Time to invest in a few laughs & some serious home truths With yuletide well and truly over and the New Year of 2016 dawned, I have a suggestion for anyone who has a few shekels remaining in their bank accounts. It’s an investment opportunity that will make you laugh while instilling in you serious sales messages that can enhance your business’ future. Now I know I’m sounding a bit like one of those scam emails that invites you to send your bank details to my brother somewhere on the dark continent but, worry not, this is for real. Honest! So many people in our industry have a tale to tell and they do say that everyone has a book in them. However, to turn up at a company for a tour and an interview with the owner, only to find a published author sitting in the Sales and Marketing Director’s seat, is unusual. Any book that goes by the title of: ‘My name’s Paul, and I’m a bullshitter’ is worthy of a second look! After all, many of us in our illustrious industry must recognise that sentiment in ourselves. Google Paul Sowerby and you’ll find he is a journalist, sales and marketing specialist and has a new book about bullshit. So far: so funny, you may think. But there is a very serious side to this and, apart from picking up his book on a Saturday morning at 10.30 am and finding I couldn’t put it down until I’d finished reading it at 15.00pm, there are sales messages in there that we can all learn from. Yes, the book was hilarious with stories and anecdotes that made me laugh out loud but I also found myself listening to the sales training that is wrapped into every chapter. Paul has a pedigree. A Gateshead lad who was sent to a public school in Edinburgh as his mother didn’t want him speaking like Ant and Dec, he became a journalist, writing about the Yorkshire Ripper and was one of the first to find out about the Ripper although, as he says, the rest of the news desk were in the pub; he set the infamous Mr Clarkson on the route to testing cars (you need to read about that!); bought a lifestyle magazine and a legal journal; took over a web marketing business and bought a full service ad agency. His selling
www.glassnews.co.uk | January 2016
g15
The winners! See page 76
CONTENTS
CONTACT DETAILS
4
Publisher & Owner: Christina Shaw 12 Sunderland Street, Tickhill, Doncaster, DN11 9QJ M: 07805 051322 T: 01302 759096 E: christina@glassnews.co.uk
The Year Of Improvement
experience, and experiences, need to be read to be believed. Having taken a family lifestyle change by going to Australia and back to Blighty via Dubai, Paul has taken over the mantel of Sales and Marketing Director at GAP UK, in Blackburn, and will mastermind their explosion of additional Trade Counters.
6 Installer Focus
Well good for him, you might be thinking. But you’d be wrong - because it’s good for you, too.
36 Colour
8 Skylights & Roof Lanterns 10 Front Cover Story 10 Trade News 30 Doors 36 Legal Eagle 38 Voice Of The Industry
Only by embracing the basics of selling, communication and influence can we bring about real change for ourselves, our businesses and our industry. When you’re up to your arse in alligators, it’s easy to forget why you were draining the pool! So let’s pledge to make 2016 our Year of Improvement - and start by getting the whole company involved in the sales process. After all, anyone can have a great idea - from the sweeper on the shop floor to the MD. It’s how well we communicate it internally and externally, that really matters. Whether you want to reinvigorate your love of sales, motivate those guys who are selling on your behalf…or simply get your hands on a side-splitting read, go to Page 4 and see the start of Paul’s column entitled ‘2016 The Year of Improvement’ and take advantage of a special Glass News reader’s offer for Paul’s brave new book. No, I’m not on commission, which says little for my own sales skills and gives me a reason to read it all over again.
42 Charity News 44 Machinery 46 Aluminium 50 Face To Face 51 Trade Counter News 56 Pearl Newsletter First Quarter 2016 60 Hardware 66 FIT Show 2016 Preview December Time Out winners to be announced in the February edition.
68 Glass News Interview: GAP UK 70 Windows 74 Glass News Interview: Epwin Group
@GlassnewsMag
76 G15 Awards – The Winners!
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 Sales: Kathy Leeming T: 01405 947279 E: cathy@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.
82 Careers Christina Shaw
86 Time Out! 87 Letters
/GlassNews
87 Find A Supplier
Please recycle this newspaper so we can continue to use recycling in our effort to help the environment.
Joined the Golf Register? Chris Got Something To Say? Email Chris at: chris@glassnews.co.uk
Just email chris@glassnews.co.uk with your name, company, address and golf handicap (or what you play off). You never know, you may just get an invite to a corporate golf day in 2016! 3
THE YEAR OF IMPROVEMENT
The UK’s Leading Glass & Glazing Newspaper
2016. Make it your year Order the funniest new book for everyone in sales – and for anyone who wants to be. “Focus on getting better rather than wishing it was easier. If Britney could get through 2007, you’ll cope with missing a few sales targets. You’ll never control the way the wind blows but you can adjust the set of your sails.” “You don’t have to settle for things as they are now. Only dead fish go with the flow.” “Having the will to win is important in sales. Preparing to win is what really makes the difference. Learn to become pitch-perfect.” “Cold calling is stressful, daunting and unsettling - and there are no shortcuts. But you’ll crack it if you can hang on after everyone else has let go.” “Lighten up and have fun. Sales is the best job in the world if you don’t take it too seriously. The best salesmen and women never really grow up - they just learn how to behave in public.”
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A Year Of Improvement initiative from Glass News and GAP To order your copy, go to www.glassnews.co.uk/yearofimprovement and enter code 0116/0001
A Year Of Improvement
An initiative from Glass News & The GAP Academy
Month 1 – JANUARY 2016
Be Bold & Break
The Rules
So there was this high-octane composite door salesman called Mark, who was on holiday in a Fijian fishing village. Having spent half an hour watching little boats dock at the quayside and offload their catch, he sauntered up to one fisherman and asked how long he’d been out on the water. "Not very long." answered the fisherman. "Oh, so why didn't you stay out longer and catch more?" asked Mark. The fisherman explained that his small catch was sufficient to meet his needs and those of his family.
Mark was intrigued. "But what do you do with the rest of your time?" "I sleep late, fish a little, play with my children, have an afternoon's rest under a coconut tree. In the evenings I go to the community hall to see my friends, have a few beers, play the drums, and sing a few songs..... I have a full and happy life." replied the fisherman. Now triggered, Mark pushed on. "I’m a building products sales and business development professional and I can help you. You should start by fishing longer every day. You can then sell the extra fish you catch and with the additional revenue, you can buy a bigger boat. With the extra money the larger boat will bring, you can buy a second one and a third one and so on until you have a large fleet. Instead of selling your fish to a middleman, you can negotiate directly with the processing plants and maybe even open your own plant. You can then leave this little village and move to a city here or maybe even somewhere like Blackburn, from where you can direct your huge enterprise." "How long would that take?" asked the fisherman. "Oh, five or maybe 10 years," encouraged Mark. "And after that?" asked the fisherman. "After that? That's when it gets really interesting," enthused Mark, now on a roll. "When your business gets really big, you can start selling shares in your company and make millions!" "Millions? Really? And after that?" pressed the fisherman.
4
"After that you'll be able to retire, move out to a small village by the sea, sleep in late every day, spend time with your family, go fishing, take afternoon naps under a coconut tree, and spend relaxing evenings having drinks with friends..." So here we are - at the start of a journey together. How exciting! The plan is to dwell for a moment every month on a handful of the observations and non-negotiables that have helped create the business we have today and perhaps help to shape the one we seek to have tomorrow. And that boils down to communicating and understanding relationships. Yep – whatever you’ve read and heard, it’s really that simple. When we manage and coach others – especially in the wonderful world of sales, it’s so easy for our eagerness to distort our judgment. We need to pause in order to recognise what we need most if we’re to grow. It’s also about knowing what you want and what you’re going to do to get it. When the chicken and the pig agreed to co-host a barnyard breakfast, the chicken suggested that they served bacon and eggs. “Let me have think about that and get back to you,” said the pig. "For you that means involvement, but for me it's total commitment." So keep going and you’ll make it. Focus on getting better rather than wishing it was easier. If Britney Spears could get through 2007, you’ll cope with missing a few sales targets! None of us can control the way the wind blows, but we can adjust the set of our sails. Continue changing things until they work. The day you stop chasing the wrong things is the day you’ll give the right things a chance to catch you. Paul Sowerby is Group Sales & Marketing Director at GAP UK Ltd and creator of a brave new book and seminar programme called My Name’s Paul And I’m A Bullshitter. By Paul Sowerby
www.paulsowerby.co.uk READER ENQUIRY No: 0116/0004
January 2016 | www.glassnews.co.uk
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INSTALLER FOCUS
The UK’s Leading Glass & Glazing Newspaper
THE NEW WARMCORE VIDEO SHOWS JUST HOW TO DO IT!
Network VEKA installers attain BSI Kitemark™ Two installer members of Network VEKA are proud to have achieved the coveted BSI Kitemark™ for window and door installation, giving them an additional, powerful tool to illustrate their high standards. Cornwall’s Rodda and Hocking, and Bury St Edmunds-based Frames Conservatories Direct are two of the first companies to take advantage of Network VEKA’s professional relationship with BSI. Earlier this year, Network VEKA’s MD John Ogilvie announced a pioneering partnership with BSI, the business standards company, for window installers. Network VEKA members that wish to further enhance their offering to homeowners by achieving the BSI Kitemark, can now do as there is little additional site auditing time required for the BSI Kitemark, following the normal Network VEKA assessment visit
(thanks to the many shared objectives in the organisations’ auditing processes). John commented: “Many of the requirements of the BSI Kitemark are closely aligned with Network VEKA’s existing procedures. Therefore, only a few additional elements need adding to our current auditing process to consider companies for the BSI Kitemark too, giving them the unique means to gain a nationally recognised mark of quality in a comparatively timely and cost-effective manner.” An independent 2010 survey* showed that 72% of consumers trust the BSI Kitemark and believe it shows a reputable company. Bob Kerr, Rodda and Hocking Owner, said this ‘recognisability’ played a big part in the company choosing to apply for the Kitemark: “The BSI Kitemark is an internationally recognised symbol that stands for quality, safety and trust. For our
company to be accepted and recognised as giving worldclass service to our customers is very satisfying and makes everyone at Rodda and Hocking very proud. “We’re always looking for ways to demonstrate clearly to customers that we uphold fantastic standards of quality, service and installation. By displaying the BSI Kitemark, a recognised symbol of trust alongside the Network VEKA logo, customers can have even greater confidence in their window and door installations.”
A WarmCore installation video is now available on YouTube, which details exactly how to fit a new “warm aluminium” folding sliding door.
unit toe and heeling and WarmCore’s straightforward glazing method using handy push-fit beads with integral gaskets is also clearly demonstrated.
Featuring two highly experienced engineers from Synseal’s Technical Services team, Gary Woods and Stuart Prescott, this informative 8-minute video shows the removal of an old inline sliding patio door and its replacement with a brand new 3-2-1 bi-fold door in popular RAL 7016 Grey finish.
For industry professionals in a bit of a hurry, there is an alternative “stop-motion” version of the video on YouTube which presents the whole bi-door replacement process in less than 40 seconds to an up-tempo music soundtrack.
The production follows a step-by-step approach and handy captions are used to support the voice-over commentary and emphasize key details, such as recommended outer frame fixing points. The preferred concealed fixing method is highlighted to promote best installation practice. Glass
*GfK NOP Business Survey, Dec 2010.
READER ENQUIRY No: 0116/0006
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“As the WarmCore door is installed, homeowners will get to see the funky orange thermal core which is the signature motif of this innovative product, however once the bi-fold door is fully installed the distinctly differentlooking orange core will have disappeared completely from view. This no-nonsense video helps to illustrate how this appealing and value-adding product has been designed to be easy to fit, with a minimum of fuss.” For further information contact Mark Schlotel on 01623 446207 or 07764 229694; email mark.schlotel@synseal.com.
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VISIT US ON STAND AT2 fitshow.co.uk 18/12/2015 09:33 January 2016 | www.glassnews.co.uk
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7
SKYLIGHTS & ROOF LANTERNS
The UK’s Leading Glass & Glazing Newspaper
It’s all square as Eurocell enhances
market-leading Skypod range Building upon the market-leading success of the Skypod range of skylights, Eurocell has chosen Construction Week to announce its latest model – the SkypodSQ. This square skylight presents perfectly balanced sight lines and, due to its simple but ingenious four-hip design, lets in more natural light than conventional designs of equivalent surface area. Designed with the installer in mind, SkypodSQ can be fitted quickly and accurately because there are no mitring or awkward angles to cut – just assemble and screw into place using the pre-drilled screw holes. Skypod’s success in the market is due in no small
ATLAS SKYROOMS POPPING UP ALL OVER THE UK
part to its good looks and aesthetics especially when compared to other PVC-U systems. Plus, it offers better value for money than aluminium alternatives. Its contemporary design means that Skypod is the most effective means of boosting headroom and volume, while welcoming extra natural light into otherwise drab flat-roofed rooms. Installers and homeowners now routinely select Skypod for extensions, orangeries, new build kitchen-diners and garage conversions. As with all Skypod products, SkypodSQ is available in the full colour range of
Anthracite Grey, Moondust Grey, Golden Oak, Rosewood and White – with a white interior finish as standard to maximise the light and airy feel. A further 30 colour options can be made to order in just three weeks. Skypod has a fixed 20-degree roof pitch and is supplied with self-cleaning, temperature controlled glass in Blue, Neutral, Bronze and Clear as standard, with a U-value of 1.0W/m²K achievable. For more information about Eurocell, call 0800 988 3049 or visit eurocell.co.uk.
READER ENQUIRY No: 0116/0009
8
Celebrations have been taking place at Atlas Glazed Roof Solutions as the company announces a successful first year since the launch of its Skyroom contemporary mock orangery. Sales of the Skyroom have been growing rapidly as the market becomes increasingly aware of the unique benefits of the product and, notably, the high profit margins it delivers. Production of the Skyroom - the slimmest and one of the strongest contemporary orangery roof systems in the industry - has more than doubled in the last six months. This year, more than 20 installers invested in a Skyroom demonstration model for their showrooms and have all generated business as a result. Gareth Thomas, Sales and Marketing Director at Atlas Glazed Roof Solutions, explains: “It’s been a fantastic first year for the Skyroom. The secret to the Skyroom’s realistic orangery appearance is its dummy ringbeam system, which creates the appearance internally of a real orangery. Customers like the 300mm deep contemporary aluminium cornice, which replicates the appearance of an ultra-slim framed orangery lantern sitting on a solid flat roof externally. As soon as a customer enters a showroom with a Skyroom, they are impressed with its unique modern appearance. Seeing the signature internal aesthetics of the Atlas lantern makes it easy to demonstrate the 70% slimmer profile and the fact that it has no chunky hood or boss and no low rod bar. It’s virtually an instant sale!” “One of the biggest advantages for retailers however is the enormous profit potential of the Skyroom. Retailers can achieve a higher sales value on a Skyroom installation because the product has a far more realistic orangery appearance than other mock orangery systems on the market. In essence, the Skyroom delivers a greater profit per
installation than its rivals. In a declining PVC-u conservatory market, this new breed of orangery roof design offers an alternative source of revenue for installers, and will help them to tap in to longer term, lucrative business.” The Skyroom is one of the finest looking conservatory roofs available, bringing the desirable, contemporary, high end look of an orangery at a price that’s within the reach of most homeowners. Its ultra-thin roof frame creates a sleek, modern appearance and maximises the expanse of glazing above for clear, unobstructed aerial views. Its slim-line 40mm thermally broken aluminium rafter and ridge profile both maximise the sense of light and space. Thinner, stronger and lighter than other roofing systems, it blends design aesthetics, outstanding strength and unrivalled thermal performance - all under one stylish orangery roof. Gareth adds: “We are looking forward to an even more exciting year next year and I’m certain that the Skyroom will be in high demand as nearly 40% of homeowners plan to update their homes. With housing market reports showing that the market is still slow, homeowners can add significant value by investing in their current homes, rather than moving. And with record low rates on borrowing, home improvements can be a cost-effective way to boost value to a property in the long-term. One of the top UK home improvement projects is a large, familyfriendly kitchen extension, which can add between 5 and 10% to the value of a property. The Skyroom lends itself well to these schemes which combine open living spaces and acres of glass to blend with the garden.” Atlas Glazed Roof Solutions is part of the £32 million turnover Customade Group. The group, which employs 250 people, also includes PVC-u and aluminium window and door fabricator Customade and Fineline Aluminium, which supplies designer architectural aluminium products with very slim sight lines, and Hourglass Seal, which manufactures glass and sealed units. For further information, please contact Atlas on 02838 327741 or visit www.atlasroofsolutions.co.uk. READER ENQUIRY No: 0116/0010
January 2016 | www.glassnews.co.uk
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www.glassnews.co.uk | January 2016
9
FRONT PAGE STORY ...Continued from page XX. After filling the halls with exhibitors, something that was largely achieved before the doors closed on the 2014 event, our unequivocal goal and focus is to get as many of our target audience through the doors on the 12th, 13th and 14th April. The Fabricators and Installers of the event’s title are the lifeblood of FIT and we want you to spend at least a few hours and hopefully longer with us, lured and hopefully satisfied by the prospect of finding the Next Big Thing that will help you annihilate your competitors over the coming year.
TRADE NEWS
Duty of care challenges rising
Something I could not have said previously is that we know of at least three brand new window systems that will be launched at this FIT Show. That has not happened for at least a decade, and I am struggling to think back to when something like this last happened.
For fabricators looking for a reviving shot in the arm or at the very least something to beat their current profile supplier over the head with, this is reason enough to head up or down the M6 come April. Likewise for installers who are unrestricted by the hassle of re-tooling when changing from one system to another. With the esteem in which installers are held these days they may wear their badges proudly and be prepared for unbridled adoration when they make their appearance on any of the 170 plus stands that form this year’s event. We know that for busy installers waiting for a weather window to catch up with installs the temptation is to simply go on site as usual to bang in that bay. But the bigger picture should win out; during a few hours at FIT there is a very real chance that you will see something that at the very least improve your life and, in all likelihood, put some extra money in your pockets. Hundreds of brand new products are expected. And if this alone is not enough, blood sweat and tears have gone into a seminar programme produced to make your life a few degrees improved; and of course, the Master Fitter Challenge will offer fitters the opportunity to celebrate just how much better they are than the chaps competing… Take a day out to come and see us… especially now that I have my Tourette’s under control… READER ENQUIRY No: 0116/0012
10
A QUINTET OF AWARD ACCOLADES FOR SYNSEAL!
BUSINESS MICROS CONTINUES TO INVEST IN ITS TEAM
Despite most exhibitors wanting to play their cards close to their chests in the run up to any exhibition – something that is at once understandable and frustrating to a team tasked with persuading the hordes to beat a path to the show – we know enough to believe that this FIT really is truly unmissable, even though you may have heard us say this before in one form or another.
This is monumental because apart from the systems themselves, which will set new benchmarks for aesthetics and performance (or otherwise what is the point), producing a new window system is monumentally expensive and something that sane men and women only do when they believe they will see a return on their investment.
The UK’s Leading Glass & Glazing Newspaper
Business Micros continues to strengthen its Technical Resource team with the appointment of Kevan Howarth as another new support technician. The team is expanding fast as Business Micros invests in the resources necessary to meet booming customer demand after a record year of sales. Kevan joins James Hunt and Phil McCabe, who were both appointed at the start of 2015, and he brings the total number now in the Technical Resource team to 11. Kevan is providing specialist advice to customers online and on the phone on a range of manufacturing and pricing queries, and he is helping customers who want to add new modules to get maximum advantage from their software. Business Micros has extended its Newton Le Willows sales office to accommodate all the new staff and to ensure that it has capacity for even more new recruits as it continues to expand. Managing Director Graeme Bailey said: “We’re determined to ensure that we can keep pace with the demands of the market without ever compromising on the service which customers receive. We will continue recruiting into next year as the market shows no sign of slowing.” Further information is available at: www.businessmicros.co.uk. READER ENQUIRY No: 0116/0013
The risk of potentially costly duty of care problems is increasing, according to The Fuelcard People. Steve Clarke, group marketing manager, was commenting on three separate sets of statistics issued during October. He said, “When viewed together, recent news from the Department for Transport (DfT), the Institute of Car Fleet Management (ICFM) and the RAC combine to paint a sombre picture for van users/ operators. They need to understand their legal obligations and plan accordingly.” At the end of September, the DfT’s 2015 Contributory factors for reported road accidents report was published. It showed the impact of drivers being careless, reckless or in a hurry increasing by 9% during 2014, compared with 2010. Accidents featuring drivers making poor turns or manoeuvres have risen even more significantly, by 15% over the same period. The incidence of drivers failing to look properly is also up, by 5%. The ICFM addressed October’s 2015 Fleet Management Live conference about changes in driver mentality. The growth in dangerous behaviour, particularly texting while driving, was highlighted. Fleet managers were reminded of the importance of risk management and the potential implications of driver error. The RAC Report on Motoring 2015 showed that, although it has been illegal for over a decade, 12% of drivers consider it acceptable to take a call on a handheld mobile phone while driving. This is an increase from 7% of drivers a year earlier. A full 17% of drivers believe that there is little danger in using a mobile for social media or texting while traffic is paused.
Synseal has recently secured no less than five industry media award accolades in recognition of the continued dynamic expansion of group activities during 2015. Now celebrating their 10th year, ACQ annual awards recognise organisations and individuals that have achieved outstanding commercial success in designated areas of expertise. Synseal has received two ACQ Global awards: “UK Regional Company of the Year (Manufacturing)” and “UK Gamechanger of the Year” in the light of David Leng’s hands-on leadership to broaden the scope of the business and create a multi-faceted home improvement systems company. Wealth & Finance magazine have acknowledged Synseal as “Best Window Systems Manufacturer UK” in the 2015 Business Awards. Build magazine have also recognised Synseal as “Best Window & Conservatory Systems Manufacturer” in the Construction & Engineering Awards 2015, which seek to bring to the fore the unsung heroes of the construction industry. Finally, Acquisition International magazine have awarded the “2015 Deal of the Year” award to Synseal’s David Leng for his successful acquisition of LB Plastics Sheerframe and Manse Masterdor in November 2014. The annual AI awards celebrate firms and professionals who stand out as leading players across the globe, bringing dedication and innovation to the fore as a hallmark of their management style. “These multiple award endorsements provide most welcome feedback as we strive to progressively develop our business,” says Mark Schlotel, Synseal’s Head of Marketing. “Our aim is to be champions of choice offering a wide range of optional product solutions which can deliver success for our fabricator and installer partners. PVC-U profiles remain at the heart of Synseal and account for around half of our growing turnover, but we now operate across five distinct areas of product supply including conservatory roofs; insulated glass units; specialist vertical slider, patio and bi-fold door fabrication; and most recently both GRP and timber composite doors.” Tel: 01623 446207
Steve Clarke said, “Many vans and other light commercial vehicles may be driven by professionals, but drivers of all types of vehicle are increasingly creating avoidable risks, putting employers in jeopardy. More than 25% of all road accidents involve somebody driving as part of their work. If a driver causes an accident while driving your van, you could be held liable. Using a mobile phone while driving is charged as dangerous driving, for which an unlimited fine is possible. Anyone responsible for vans must have a clear duty of care policy, fully understood by all drivers, and enforce its compliance.” READER ENQUIRY No: 0116/0014
READER ENQUIRY No: 0116/0015
January 2016 | www.glassnews.co.uk
0116/0016
43 2 0
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00 0 metres Last year, The VEKA UK Group extruded enough PVC-U profile to circle the globe! (With enough left over to reach from London to Greenland). We have 34 extrusion lines in our UK HQ. Globally, The VEKA Group has an impressive 436 extrusion lines across the world, and yet remains entirely family owned. We offer the capacity, scale and stability to support all customers as they grow. 01282 725390 | salesenquiry@veka.com
The VEKA UK Group
tTheFacts #JustTheFACTS www.vekauk.com
www.glassnews.co.uk | January 2016
The VEKA UK Group
11
TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
StyleLine-branded trucks
Network VEKA Business Centre is a networking success Attendance numbers were even better than expected at Network VEKA’s recent Business Centre event, where more than 50 companies came along to brush up on all the benefits that come with membership of the industry’s leading installer support organisation. Visitors to the event, held at The National Motorcycle Museum in Solihull, included existing members of Network VEKA, and representatives from companies interested in finding out more about the organisation. The day began with a ‘mini exhibition’ featuring more than 20 stands showcasing some of Network VEKA’s affiliate partners. Visitors were able to speak to representatives from these affiliates about the products and services that are available to Network VEKA members at favourable rates. The mini exhibition also allowed visitors to find out more about The Network VEKA Academy, Network VEKA marketing activity, finance options, arched frames, garage doors, recycling and much, much more with the opportunity to chat to members of the team and have demonstrations of the services on offer.
hit the road to promote the PVC-u difference
Following this, there were a number of presentations to ensure that members were aware of all the latest goings on, including a new consumer marketing campaign that is designed to generate leads for members from targeted consumers. Network VEKA MD John Ogilvie, said: “We were delighted to see so many attendees at the Business Centre Event and we’ve had lots of really positive feedback. Visitors heard presentations from Shermin Finance, HAS Resolution services, The Vocational College and our marketing team, who showcased Network VEKA’s upcoming consumer campaign. “This was a great opportunity to make sure that member companies are squeezing every last drop out of their membership! We are constantly updating all the benefits and available services, so it’s important that we make sure members know of everything that’s available to them. It also gave us chance to invite prospective members along and show them all the support services they could be taking advantage of. “Our raffle was also a great success, and I’m thrilled to report that we raised over £700 for The Encephalitis Society. We were able to offer some great prizes thanks to the generosity of our affiliate partners, including the ‘star prize’ of a 32” TV from UK Fasteners which was won by Graeme Pritt of The Window Outlet.” Tel: 01282 473170 www.networkveka.co.uk READER ENQUIRY No: 0116/0017
Life in the window trade involves many hours spent on the road, which means you may have already spotted Sternfenster’s latest innovation “on the move”. With 39 StyleLine authorised retail partners and counting, the fabricator has invested in a dedicated transport solution for its highly successful, award-nominated range of windows and doors. Five shiny new StyleLinebranded lorries and trailers have been added to Sternfenster’s transport fleet, to supply the fast growing number of dealers now selling the innovative windows and doors to the end consumer. “StyleLine is a very attractive range of products, and our vehicle livery reflects that,” said Steve Lane, Sternfenster national sales manager. “Every time our trucks are out and about delivering orders, they are creating market awareness and promoting our new products to the other road users, all of which are potential buyers, benefiting our authorised retail partners in the long run.” The fabricator currently shifts over 1000 StyleLine frames per month and has attained, in average, 2 new dealers a month since the innovative new brand was launched, back in April 2015. Each retail partner enjoys StyleLine exclusivity in their area, enabling them to keep one step ahead of the competition in a very tight market. The vehicles are only the latest addition to the
Sternfenster’s new lorries now showcase the exclusive StyleLine range.
comprehensive package of marketing services Sternfenster are offering installers seeking to sell the StyleLine brand, including showroom support, consisting of sales-oriented visual displays, brochures, stickers, and an array of other initiatives designed to make the product even more appealing to style-conscious homeowners. “These marketing initiatives are meant to maximise end-customers’ exposure to our high-end brand, with the aim of increasing business for our installers,” said Steve. He added: “When we created StyleLine, we instantly knew it was a highly marketable brand, and that it was likely to be a big hit with the homeowners – but we’ve been taken aback by the positive reaction from installers and their customers. “StyleLine products aren’t just safer, stronger, and more attractive than your regular PVC-u”, Steve added. “They’re an aspirational, but affordable product for PVC-u buyers, and a great alternative for timber customers. What’s more, a StyleLine Residence 9 window offers up to a 32% saving compared to the same
window put together with traditional methods.” The G15 finalist range of windows and doors is available in a wide selection of profile systems, such as Deceuninck 2500 and 2800, Residence 9 and Spectus, allowing installers to provide a tailored fit for any project. Styleline combines the traditional aesthetics of timber with the performance, versatility and affordability of PVC-u. The products are the result of a revolutionary technical innovation, made possible by Sternfenster’s acquisition of a £260,000 state-of-theart welding machinery, which directs the plastic sprue resulted from the manufacturing process inside the profile chambers, leaving the reinforced corner joint completely smooth on the outside, without the ugly grooves that mar most PVC-u windows. “We’re incredibly proud of what we’ve achieved with StyleLine – and our branded lorries are a testament to that,” concluded Steve. For more information contact Sternfenster on 01522 512525, or visit www.sternfenster.com. READER ENQUIRY No: 0116/0018
Maintain top performing windows with Renovate The chances are that windows fitted more than three years ago won’t have the energy performance they did when they were first installed. But these aren’t windows that need replacing and until now, there was nothing installation companies could offer customers to help. Now Edgetech UK, the leading voice for energy efficient glazing, has launched Renovate by TruShield® to bring old windows back to life. Renovate is a glass cleaning system combined with a protective layer of TruShield glass protection. It comes in a handy pack that contains everything needed to treat four standard domestic windows that includes cloths and protective gloves. It’s a clever two-step process. The specially developed precleaner removes dirt build-up before TruShield is applied to protect the glass. The protective effect is activated immediately with the surface becoming hydrophobic.
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“The rationale behind Renovate is simple,” says Charlotte Davies, Marketing Manager at Edgetech. “With 91 percent of windows in the UK already replaced we could see a need for protecting the performance of those windows. Dirt on the glass can reduce the energy efficiency of windows and Renovate is designed to preserve the performance of the glazing. “We have put together a complete package of marketing materials for installation companies to offer Renovate to their window customers,” adds Charlotte. “With DVDs, drop cards, mailers and homeowner leaflets Edgetech has made it easy for customers to generate leads with the launch of Renovate by TruShield. “It gives installation companies a reason to go back to their existing customers and offer them the very latest technology in maintaining the energy performance of their windows. And while Renovate is designed as a retrofit product, there’s
no reason why companies can’t offer it at the time of new installations.” Tel: 08700 566844
READER ENQUIRY No: 0116/0019
January 2016 | www.glassnews.co.uk
TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
Glass processors improve their order
processing with Glass Office...
Tuff X Processed Glass are almost certainly one of the largest and fastest growing processing companies in the UK. Established in 1997 and working from a 55,000 sq.ft factory on Merseyside, they have been quietly building their reputation as one of the most versatile and professional firms around. Continual investment in high quality equipment to provide perfect finished products has been a key to their success, and they can produce processed toughened glass up to 19mm 4200 x 2400, and that could be laminated toughened balustrade, a splash back, or bathroom wall, or part of a multipanel foyer of a commercial building. Tuff X have doubled in size over the last 5 years, which they attribute to the growing
demand for their quality products. Director Graham Price says, “We believe that there’s a huge market of discerning customers out there who are prepared to pay a reasonable price for a quality bespoke product and that’s where we come in. We can supply direct to the trade and other smaller glass companies and word has been rapidly spreading through the industry, and when customers see the scope of what we’re able to offer, they are often amazed.” “However, it’s not all about the range of products that we offer, our success is based on getting things right first time for the customer and the way we handle the customer from initial tentative enquiry, right through to
quoting and giving advice to manufacture, production control and delivery.” “As we’ve grown, we’ve realised that we had outgrown our old order processing system that generated a lot of paperwork, and wasn’t designed for glass processors. So we turned to Clear Thinking who have established themselves as market leaders in the UK for software for glass processors. We knew that their Glass Office software was in use at several of our friends in the industry and at a few of our competitors - so they seemed like a safe bet.” Graham goes on to say, “Clear Thinking undertook to integrate their quoting and invoicing software with our existing Sage accounts software and all of our existing machinery. So now we can produce a quote, then turn it into an order, issue it to production, optimise the glass to reduce wastage all from a single entry. Our office is now a lot closer to being paperless and everyone in the company can see the progress of that order and provide a quick response to any customer queries. In our industry, we are constantly rescheduling deliveries around the challenges of busy sites, so we have always had to be very flexible. The Glass Office
software will save us lots of time and make us a more efficient organisation.” One of the big benefits of the GlasSave optimisation system is the material saving in reduced glass waste. For example, now we can cut 6mx3m sheets of various glass thickness, increasing greater yield and efficiencies. These pieces are now directed to the correct department for drilling, polishing, CNC work, etc. so our factory flows better than before.” Graham finishes by saying, “Clear Thinking already came highly recommended to us, but it was crucial that our software supplier could do both the job we needed and grow with us as we expand and invest in more machinery. We’ve been live with the Glass Office system for a few months now and are already reaping the benefits.” READER ENQUIRY No: 0116/0020 0116/0021
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www.glassnews.co.uk | January 2016
13
TRADE NEWS
rooflights for trade flying offthe-shelf Last month saw the launch of a new range of Rooflights from the aluminium SMART and Schueco fabricator Alumen. Thanks to their heritage and deep understanding of the capabilities of aluminium as a building material, Alumen has spent the last 6 months developing a truly top quality aluminium rooflight range. With a good number of leads coming in, these products, with intelligent design, great looks, simple installation and fast lead times, are flying straight off-the-shelf. Alan Robinson, Managing Director comments: “When we launched our new range of rooflights to the trade last month, we hoped there would be a lot of interest – but even we have been surprised by just how high those levels have been! Designed specifically for better aesthetics, smoother operation and representing value for money, trade customers now have the choice of offthe-shelf fixed, manual and electric opening, square and pyramid rooflights in addition to bespoke options including integral lighting, temperature control packs and a variety of glazing options. All with secure, weather tight and moisture resistant frames, the range comprises three distinct families – the Aether, Helios and Olympus brands. “Available for next day delivery in a variety of sizes, we can offer customers choice: for a contemporary, clean square shape, Aether is our flat fixed square rooflight consisting a strong square line frame and glazed edge to edge for minimalist styling and available with walk over option; with the same technical
The UK’s Leading Glass & Glazing Newspaper
The VEKA UK Group wins Business Efficiency Award Industry-leading PVC-U systems supplier, The VEKA UK Group, has been presented with a prestigious regional business award at the EEF/Aldermore Future Manufacturing Awards.
An informative new Specifiers Guide has been published by Sheerframe Ltd, to provide a handy and comprehensive product specification reference source for use by architects and designers for residential or commercial building applications, trade fabricator partners and professional window industry installers.
The Burnley-based company won the Business Efficiency Award, having been singled out as the ‘manufacturer that has most successfully brought in new operating practices to boost productivity and business performance’. The VEKA UK Group was selected by a panel of judges drawn from business leaders, industry experts and academics and was up against stiff competition from across the region. With the regional title now under its belt, The VEKA UK Group will go on to compete for the national title at an awards gala dinner in London in January. Dave Jones, Managing Director of The VEKA UK Group, said: “This award recognises our team’s hard work and dedication, especially in relation to our on-site mixing plant. This facility is the most technically-advanced mixing plant in the UK and it has been designed with future expansion in mind. It has a potential capacity of 72,000 tonnes and means that we are able to offer a truly scalable service. We can grow indefinitely as our loyal customer base continues to expand, and mixing our own raw materials on site means we have even greater control over the quality of our products. “Our investment in the mixing plant will enable The VEKA UK Group to become even properties as Aether, Helios is our chamfered edge option fixed rooflight and is available as a manual opener or upgradeable to an
INTRODUCING THE SPECIFIERS GUIDE FROM SHEERFRAME
Peter Eatough, Quality Manager of The VEKA UK Group, collects the award from EEF Regional Director Steve Warren.
bigger and stronger over the coming years, and allows us to offer even higher levels of service and stability for our customers. “We are delighted to have won the Business Efficiency Award. Not only do these awards showcase the valuable contribution made by local manufacturers like ourselves, but it also clearly demonstrates our ongoing commitment to increasing efficiency in all areas of our business. “It’s great news for us to share with all our staff, customers and suppliers. We were very happy to have got this far and now we’re looking forward to the national finals in January to see how we measure up against other leading manufacturers from across the UK.” Tel: 01282 716611 - www.vekauk.com READER ENQUIRY No: 0116/0022
electric opening with optional weather pack for even more added value. These rooflights provide controllable ventilation as well as modern good looks. Our pyramid option is the Olympus with its internal and external aluminium trim for a clean stylish finish consisting of a strong, weather tight, secure frame at a 45 degree pitch. Fixed, manual or electric opening options are available with internal lighting and the size can be extended into a fully opening larger roof lantern. “All of these options offer top quality engineering at a cost that offers the trade a great opportunity to complete and add value, choice and margin to their rooflight sales. Topped off with next day delivery, easy online ordering, tailor-made marketing support and of course an installation manual, our aim is to open up this growing market to even more installers and builders across the UK. Call us now for limited period special offer of free next day delivery.”
The new Specifiers Guide neatly summarises the calcium organic stabilised PVC-U window and door product range with Sheerframe 8000, Sheerframe 7000 and Sheerframe 6000 options clearly presented and thermal performance detailed for the most popular profile and insulated glass configurations, which are capable of delivering U-values as low as 0.8 W/m2K. Also included are sections highlighting Sheerframe curtain walling, tilt and turn windows, top reversible windows, Thermlock reinforcements, residential, composite, bi-fold and French doors and associated Hometrim cellular roofline, cladding products, windowboards and trims. Flood door solutions and hands-on design service support for curtain walling and structural items are also itemised in this helpful guide. As a member of the Synseal group of companies, Sheerframe Ltd’s formidable range of proven fenestration solutions will continue to benefit from ongoing investment to strengthen the well-established and respected Sheerframe brand name in the UK market place. “We like to describe our Sheerframe range as ‘the specifiers choice’ and product sales assistance is provided by a highly experienced and dedicated specialist team,” comments Group Key Account Director David Strang. “We welcome specifiers and fabricators to call 01623 443200 and ask to speak to myself, Gary Doxey or Sue Stone-Makin, as we are always ready to provide specification guidance and support for Sheerframe fenestration products.” For further information contact Mark Schlotel on 01623 446207 or 07764 229694; email mark.schlotel@synseal.com.
For more information and immediate online ordering, visit www.alumen.co.uk/Products/ Rooflights.aspx or call us on 01536 737377 and to keep up to date with developments and special offers follow us on Twitter @ AlumenLtd. READER ENQUIRY No: 0116/0023
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READER ENQUIRY No: 0116/0024
January 2016 | www.glassnews.co.uk
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15
TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
TIM ARMITAGE
Dekko prepares for exciting product launch
with acquisition of Seamless Quad Welder
BUYS INTO WARMCORE
After 21 years persuading the fenestration world that Synseal products are the best that money can buy, Tim Armitage the Sales Director has decided that the new WarmCore folding sliding door system represents such an irresistible opportunity that Tim is leaving Synseal to become a WarmCore fabricator. “Having now spent most of my working life for the last 28 years in the fenestration industry, considering leaving the Synseal family after 21 years was never going to be easy,” says Tim, “but wanting to do something different other than corporate life has always been in the back of my mind and WarmCore has given me that hunger and opportunity back to do something myself that I thought I had lost along the way.” “Changing direction now whilst also being able to work with my adopted Synseal family again, albeit this time as a customer, will let me have the best of both worlds, something I will greatly enjoy moving forward.” “I would like to thank all of my colleagues and customers alike that have worked alongside me in my time at Synseal,” continues Tim. “Without their continued support and help over the years, my working life would have been a duller place and going forward I wish them every success in the future. I would also like to thank David Leng for giving me the opportunity to work with him in the senior
team for the last 6 years post management buyout, and wish him and his team ‘old and new’ every success for the future. It’s been a genuine pleasure working with them over the last 6 years and they know my door is always open.” David Leng, Synseal CEO says: “It has been great working with Tim since our management buyout and his detailed commercial and technical knowledge will be missed by myself and Synseal. His contribution to the initial development of Synseal, the huge growth in market share of the Global roof and the doubling in size of the business since the MBO has been enormous and we are pleased to have him still on the team as a customer if not a colleague.” “I have no doubt that Tim’s business-like manner, his ability to get to the real heart of commercial matters and his deep interest in people will be missed by Synseal and our customers. At the same time I am sure those attributes will stand him in good stead in his new venture and I wish him all the best and every success as one of our WarmCore fabricators.” For further information contact Mark Schlotel on 01623 446207 or 07764 229694; email mark.schlotel@synseal.com. READER ENQUIRY No: 0116/0027
Fast-growing Dekko Window Systems has become of one the UK’s first trade fabricators to invest in a state-of-the-art SL4FF Seamless Quad Welder from Italian machinery manufacturer Graf Synergy, announcing its intention to launch an exclusive new window and door range made with the equipment in the New Year. The advanced machinery incorporates a patented ceramic heater plate that ‘zip welds’ the corner joints and allows for the precise placement of the welded sprue, delivering a smooth, seamless finish without any groove. Sales director Kurt Greatrex comments: “The Seamless Quad Welder provides a completely new way to manufacture window and door frames. Not only will we improve our productivity by up to 200%, we can produce a stronger corner weld and quite sumptuous finish that I’m sure will prove popular in the higher end of the market. We’re really keen for our customers to embrace this product, which is why we’re in the process of opening a new showroom and producing premium quality marketing material ready for the official launch in January 2016.” Dekko’s new acquisition is just the latest development from a fabricator renowned throughout the industry for its willingness to innovate and launch high end products. Dekko were one of the first in the UK to offer Residence 9, the timber alternative flush casement window that has taken the industry by storm, and recently introduced Räum, a new range of aluminium and uPVC doors based on the Reynaers and Deceuninck systems. “We’ve had a fantastic few years at Dekko – growing massively off the back of increased
Kurt Greatrex.
demand for Residence 9, and creating a social media sensation with the enigmatic teaser publicity campaign that preceded the launch of Räum,” said Kurt. “Earlier this year, we also opened our new 55,000 square foot manufacturing facility in Ashton-Under-Lyne, giving us the infrastructure to continue our growth into the future.” Launched in 2008, Dekko Window Systems has quickly become one of the UK’s leading fabricators of high-end uPVC and aluminium windows and doors, offering products from Deceuninck, Kommerling, Residence 9 and Reynaers, as well as its own exclusive Räum collection, featuring aluminium bi-folds and patio doors and uPVC patio and slide and swing doors. Dekko were recently announced as a Construction Marketing Awards finalist, making the shortlist in the Best Use of Press and Public Relations category for the launch of Räum. For more information contact Dekko on 01614060055 or visit www.dekkowindows.com. READER ENQUIRY No: 0116/0028
If “selling the difference” doesn’t cut it, try selling differently With the composite door offer constantly expanding, and a growing number of installers adding more ranges from various suppliers to their portfolio, it’s becoming increasingly difficult to market these to the end consumer in a clear, effective manner. This is why Windowlink, provider of market-leading design, sales, and pricing software for retailers, has widened its collection of composite doors available with Focus, the easyto-use application helping many companies across the UK boost their sales, while improving overall efficiency.
The upgrade comes as the Gloucester-based company seeks to further adapt its offer to the demands of a rapidly changing composite door market. With once-popular materials like uPVC on the decline, while composites continue to take more market share, the upgraded sales software is ideally placed to help installers capitalize on current industry trends. “The market is much more complex than it was ten years ago”, said managing director Mark Dudley. “Previously, installers often dealt with one main supplier, and the range of possible product combinations was much smaller. Now they’re buying from multiple suppliers, who in turn are often offering
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“In this constantly changing environment, the traditional brochure just doesn’t cut it anymore – salespeople have to carry several around to cover the full range of products they offer, and they quickly become obsolete. Our application makes the sales pitch truly effective – not only can the customer see the actual product they’re interested in, but they’ll also know how much it costs, at any point in the discussion,” added Mark. Focus shows the order value in real time, which it works out by taking into consideration all aspects, from the actual product price, to profit margins, commissions and fitting costs. Windowlink offers two main off-the-shelf packages designed to speed up the quoting and sales process, while dramatically increasing conversion rates: Vector is designed for orangeries and conservatories, while Focus specifically caters for door and window installers. Both can be further customised to suit the needs and preferences of individual installer clients, incorporating the specific products they offer and their chosen pricing schemes. Existing owners of the software are able to acquire the expanded composite door library as an add-on.
The software now includes doors by Solidor, Doorstop, Xtreme Door, Apeer, Rocal, Truedor, Distinction and Eurocell, among others.
“Our application makes the sales pitch truly effective – not only can the customer see the actual product they’re interested in, but they’ll also know how much it costs, at any point in the discussion.”
multiple product ranges, and the potential configurations of different slabs, hardware, glass options, colours and finishes is virtually endless.
For more information visit www.windowlink.com or call 01452 348575. Screenshot in Focus of a Solidor composite in aubergine.
READER ENQUIRY No: 0116/0029
January 2016 | www.glassnews.co.uk
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www.glassnews.co.uk | January 2016
Fax: 01709 525262 Unit 3, Lloyd Street. Parkgate. Rotherham. S62 6JG www.connaughtroofs.com
17
TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
0-1000 in a Year as AluFoldDirect Celebrates Successful First Anniversary AluFoldDirect, the Lancashire-based trade manufacturer of aluminium bi-fold doors, is enjoying significant growth only a year after it was founded. Already, the company is supplying in excess of 1,000 frames across the UK per week, after generating national interest from the glazing industry for its innovative approach. Based in Haslingden, AluFoldDirect was set by Craig Miller, a glazing industry veteran whose achievements include winning Entrepreneur of the Year in 2008 from the Institute of Directors. AluFoldDirect Ltd began trading on 1st November 2014 to cater to the growing market for aluminium bi-fold doors, using his extensive industry experience to devise a system that avoids pitfalls he’s seen in other suppliers. “Aluminium bi-fold doors are a great product but prone to wide variations in the quality, speed and ease of manufacture and, most importantly, installation. That uncertainty can lead to significant delays on site, and that’s not on. “The aim of AluFoldDirect has been to simplify the process. Customers deserve a high-quality product,
delivered quickly and precision-made to fit exactly. As our name suggests, we provide exactly that ‘direct’ approach.
was founded a year ago to 48 members today. AluFoldDirect takes its responsibilities as a local employer very seriously.
“Judging by the overwhelmingly positive reaction we’ve received, that message has been received loud and clear,” he adds.
“We have a deliberate strategy of recruiting local, unskilled people who just need the right opportunity to showcase their talents,” Craig explains.
Window installers and building contractors are increasingly seeking out AluFoldDirect for bi-fold door solutions. Backed by major investment in aluminium stock-holding, the company guarantees delivery within one week for unglazed or a fortnight for glazed. All the installer needs to do is measure the exact gap for the door and AluFoldDirect will manufacture to exactly those specifications, ensuring that installation is a fast, simple process. Weekly output is now regularly in excess of 1,000 frames, around 63% of which are being manufactured for bi-fold door installations. As a result, the AluFoldDirect team has grown from 15 when the company
“We provide trainees with valuable vocational skills via an Academy process. We pay our trainees above the minimum wage, and offer a clear structure for further development. Step one is to make them qualified fabricators; step two, to become trainers capable of sharing their skills with new trainees. “It’s a system built for growth and it’s already working. Frankly, the size and speed we’ve grown is testament to the hard work put in by everybody in the team and we couldn’t have reached a four-figure weekly output without them.” Tel: 01706 260700 READER ENQUIRY No: 0116/0031
Purplex created an important message for 2016! It’s easy to get confused about marketing, after all, even Santa can fall victim to “brandinggone-wrong” stunts. But with the right people behind your business, reaching your company’s true potential is easy, and luckily, Purplex is on hand to work its marketing-magic for you. That was the underlying message in Purplex’s Christmas video which appeared in December, which can be watched here: http://www. purplexmarketing.com/ christmas/. The fullservice marketing agency is reminding everyone about the importance of “getting it right” when connecting with your target market. The light-hearted video was produced by the Purplex video team using stop-motion animation. It shows Santa having an identity crisis and calling on Purplex for help. “Although cheerful and
fun-filled, our Christmas video conveys an important message,” said Andrew Scott, Purplex Marketing MD. “In today’s fast-paced world, it’s vital to have clear marketing messages and a consistent brand identity across all marketing channels, offline and online.” “It takes a lot of skill, planning and resources to create an effective marketing strategy, which is why partnering with experts is the right thing to do. We also felt it was a unique and fun way to wish our present, past, and future customers in the construction industry and build environment – a very happy Christmas, and a prosperous New Year!” Contact Purplex on 01934 808132, or visit http:// www.purplexmarketing. com/
READER ENQUIRY No: 0116/0032
Purplex awarded prestigious architectural project Global supplier of aluminium building systems, Hueck, has awarded a prestigious photography contract to Purplex, the full service marketing agency. The work involved a string of architectural projects across London. This is a first for the marketing agency, and marks its expansion in highly specialised photography/ videography services. Leon Friend, Hueck commercial director, commented: “Our
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HQ in Germany requested high-quality imagery of our London portfolio, and we appointed Purplex to take a set of photographs within specific brand guidelines. The work was delivered on time and on budget, and we’re delighted with the results.” The project followed significant investment by Purplex in a new stateof-the-art studio with full photography and video production facilities, and
strengthens the agency’s position as a leading fullservice marketing agency.
videography studio ensures we can offer an even better service.”
Sam Cross, Purplex account director, said: “Architectural photography is one of the most technical variations of photography, and requires skill and preparation, as well as high-quality equipment. As an agency specialising in the build environment we need to provide clients with exceptional creative work, so investing in our own photography and
With offices in London and Bristol, Purplex employs over 40 staff and provides an array of marketing services including PR and social media, creative work, web and digital marketing, and video production. Contact Purplex on 01934 808132, or visit www. purplexmarketing.com.
GGF GROUP FORMS NEW INSPECTIONS COMPANY RISA (Rushworth Inspection Services & Auditing) Ltd is the name of a brand new inspections subsidiary company set up by the Glass and Glazing Federation (GGF Group). RISA Ltd will initially undertake inspections and auditing work within the replacement glazing sector and it will be taking over all FENSA’s inspections from February 2016. Nigel Rees, GGF Group Chief Executive, a RISA Ltd Director commented: “This substantial investment by the GGF Group in this new business presents an extremely exciting opportunity. There will be benefits to window and door installers because of better control of inspections costs in the coming years which should keep future price increases at a minimum. Installers will see no change in the FENSA inspections and processes and most will have the same inspector as currently.” “We expect RISA Ltd will quickly become a major contributor to the whole GGF Group,” adds Rees. RISA Ltd will be based in the GGF Group building in London SE1. For further information go to: www.ggf.org.uk.
“This substantial investment by the GGF Group in this new business presents an extremely exciting opportunity.” READER ENQUIRY No: 0116/003
READER ENQUIRY No: 0116/0034
January 2016 | www.glassnews.co.uk
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www.glassnews.co.uk | January 2016
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TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
Pedmore Windows closes the sale with help from the CPA
Visit a National Plastics store and find out why it’s the UK largest independent trade counter network National Plastics is the UK’s largest independent trade counter network and when you visit one of the stores it’s easy to see why. Quite simply, the overall experience is second to none.
West-Midlands based Pedmore Windows and Conservatories is celebrating 28 years in business; and 20 years as a member of the Consumer Protection Association. To mark the event, the CPA’s National Sales Manager Tim White visited Pedmore’s Stourbridge headquarters to present Founder and Managing Director Karl Girling with an engraved plaque. Pedmore supplies and installs a full range of PVCu and aluminium windows and doors, composite doors, conservatory roofs and roofline products for homes in its local area. Karl Girling says being a member of the CPA has helped Pedmore consistently grow over the last two decades. He comments: ‘As a member of the CPA our customers are able to see we are committed to offering a quality service, backed by an excellent independent Insurance Backed Guarantee (IBG) provider. This support structure has enabled us to grow over the years, together with the sales and marketing material we receive from the CPA.’ On the support he received from the CPA throughout the year, Karl comments: ‘Every quarter we receive lots of marketing literature and a colour A4 graph chart, with independent customer feedback on our company’s installations. We display this in
CPA’s Tim White (left) with Nadine Dorries MP.
our showroom and it is an excellent tool for helping us to close sales. From our experience with the CPA, we can’t see why other companies looking to offer Insurance Backed Guarantees would not choose them as the number one provider.’ Jeremy Brett, Director at the CPA, comments: ‘Congratulations to Pedmore Windows and Conservatories for a successful 28 years in business. A lot of our members are longestablished companies; and we make sure we support them as best we can, as the market and industry evolves over time.’ The CPA is the UK’s leading provider of Insurance Backed Guarantees and Deposit Protection, and is recognised by consumers as one of the most trusted resources for finding accredited and vetted installers. READER ENQUIRY No: 0116/0036
Giving customers what they want is something that’s central to Managing Director Geoff Foster’s vision for the company, which is why the customer experience is so important to him. “Our customers are busy people and our aim is to make their lives easier. To do that, two things are vital: stock availability and staff knowledge.” When it comes to stock, National Plastics is renowned for its range, which includes fascia boards, soffits, trims, internal and external cladding, guttering, drainage systems, carports and canopies, windows, doors, conservatories, EPDM rubber roofing and much more. What’s perhaps less well known is how much of that stock is always available. “We aim to keep 99% of our stocked items readily available at any one time,” says Geoff. “The last thing a customer wants to hear when he’s made a special trip to see us is that an item won’t be in stock until later on in the week. We keep the number of times that happens to an absolute minimum.” What’s also noticeable about a visit to National Plastics is how ‘on the ball’ the staff are. “Our staff are genuine product experts,” says Geoff. “It means our customers can trust
them to answer any questions, make informed suggestions and offer useful advice whenever it’s needed. Whether it’s a regular customer from a big company or a one-off visit from a one man band, our staff will always want to help as much as they can.” It is clear that National Plastics’ approach of making customers’ lives easier is proving very successful. The company has added £9 million to its turnover in recent years and plans to take its total number of stores to 50 by the end of end of 2017. You don’t get to be the UK’s largest independent trade counter network by accident. So if you’re not already a regular customer, visit your nearest National Plastics store to find out what you’ve been missing. Tel: 0800 011 3503 - www.nationalplastics.co.uk READER ENQUIRY No: 0116/0037
SWISSPACER’s new Toolkit helps sell benefits of warm edge SWISSPACER, the world’s leading manufacturer of high-performance warm edge spacer bars, launches its new Marketing Toolkit, a comprehensive suite of selling aids for fabricators and installers. It’s designed to make it easy to sell the benefits of warm edge and energy efficient windows with SWISSPACER inside. The Toolkit is a comprehensive range of free marketing and sales aids, summed up in a new A5 gatefold leaflet. It includes an animated explainer video for installers that helps to explain the benefits of warm edge to homeowners in a consumer friendly way; Caluwin - a clever app which calculates how much energy and money homeowners will
brochures, sample cards, window labels, van and lorry transfer stickers, and data sheets. Many of the tools can be tailored with the customer’s own branding and details.
SWISSPACER’s new Toolkit helps sell the benefits of warm edge.
save with their new windows, downloadable to your mobile or on the website; plus
John Cooper, Head of Sales and Marketing – UK and Ireland, says: “SWISSPACER recognises that a warm edge spacer bar is a small component in between two or three panes of glass that generally goes unnoticed by homeowners. They are not aware how important it is to the energy efficiency of windows and to energy savings. Explaining the role and significance of a warm edge spacer bar to a window can get complicated and be difficult to describe simply to homeowners, so fabricators and installers avoid it.
“Our new marketing Toolkit is designed to make it easy to sell the benefits of warm edge with confidence. The wide range of selling aids means there is something for everyone and our customers can choose to have the complete suite, or select what they will find most useful. So far our new explainer video and sample cards have been particularly popular.” For more information on SWISSPACER’s new Marketing Toolkit call 0845 601 1265 or email marketing@swisspacer.com. Follow @Ultimate_Spacer. READER ENQUIRY No: 0116/0038
Halo welcomes another fabricator into The VEKA UK Group North East Panels, part of the NEP Group, has made the switch over to Halo's high quality System10 PVC-U profile. The Tyne and Wear company is one of around 100 companies to have switched systems with The VEKA UK Group over the last 12 months. Jimmy Wood, National Sales Manager, explains: “We decided to change over to Halo products in order to adopt the System10 profile, and we're planning to offer Rustique too before long. These systems offer all the quality and accreditations you would hope to find from an industry-leading company.
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It means we are able to offers our customers a framed composite door collection that exceeds their expectations when it comes to style, security and energy efficiency. “The VEKA UK Group is well known for handling changeovers smoothly, so we weren't worried about too much upheaval. Their specialist engineers took care of everything and we were soon up and running again, so our sales and customer service didn't suffer. “It wasn't a decision we made lightly, but Halo had the right products, at the right price, with a reputation for straightforward service. We
also had a successful, full fire test at BM Trada prior to making the change completely. “Our business is built largely on the great reputation we have built up throughout the North East, and we needed a supplier that will work as hard as we do, to provide the perfect products and keep customers happy. We're looking forward to working together over the years ahead.” Sales and Managing Director of The VEKA UK Group Colin Torley commented: “we're delighted to welcome another happy customer into the VEKA UK 'fold'. We know our business relies on
long-lasting partnerships with our customers, so - as ever - we'll do everything we can to make sure North East Panels receives the outstanding service and customer support we are known for.” Tel: 01282 716611 - www.vekauk.com
READER ENQUIRY No: 0116/0039
January 2016 | www.glassnews.co.uk
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Conference Call GQA – the organisation which has worked with and for the fenestration industry for the past 25 years to write all of its formal qualifications – held its bi-annual conference at the end of November at the premises of Schueco in Milton Keynes. The conference was an opportunity for GQA’s 70 approved centres from across the length and breadth of the UK to come together to develop relationships, and to share a joint learning platform on the day which provided updates on the latest legislation effecting the sector, MTC compliance, details of the latest government initiatives
for apprenticeships, and building inspection. Opening the day Mick Clayton CEO of GQA expressed his delight at upward trend in the take up of qualifications and MTC compliance in the window and door industry, and in the number of businesses starting to recognise that training and qualification for surveyors, installers
www.glassnews.co.uk | January 2016
and factory workers can deliver genuine ‘bottom line’ benefits to their business. “It is perhaps one of my biggest frustrations that over the years we have not been able to get the message out sufficiently that having trained and qualified employees in a business delivers real benefits”. “They are able to perform their jobs better, offer a better service and customer experience as a consequence and all of this genuinely and positively impacts the bottom line of any business. It also delivers happier and more committed employees”. “At the conference it was great to talk to so many of
“We are looking for the industry to really kick on now with taking up qualifications for newcomers to the sector to form the next generation of employees, and to encourage existing and time served operatives to update and upgrade their skills”. our approved centres who were reporting an increase in the level of uptake by employers in the industry,
and all the signs are that it will be the same again throughout 2016”. “For us the point of the conference is to give centres the opportunity to learn together but also to meet together informally in the breakout sessions to exchange news and knowledge, and to benefit from their mutual association with ourselves”. “We are looking for the industry to really kick on now with taking up qualifications for newcomers to the sector to form the next generation of employees, and to encourage existing and time served operatives to update and upgrade their skills”.
“Of course, we are passionate about the whole issue of being better qualified, but there are plenty of window and door companies who have put their staff through a learning process who will tell you about the benefits to their business rather than just us talking about it”. “I would like to thank everyone who came along on the day, and I would especially like to thank Schueco for letting us use their amazing conference facility. I am already looking forward to the next one!” www.gqaqualifications.com
READER ENQUIRY No: 0116/0040
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Sneak preview of 2016 products at RegaLead’s
Christmas Open Day
Reporting from RegaLead’s Christmas Open Day, Glass News’ Editor, Chris Champion, sees what new products will be coming to market in 2016 and samples the German themed Christmas entertainment.
Descending on RegaLead’s Manchester Training Suite, around 70 suppliers and customers were treated to ‘The Christmas Open Day’ that, in the inimitable RegaLead style, combined some serious work with a lot of fun. With people travelling as far as from Israel, Holland and Lebanon, the whole event had a significantly continental flavour influenced, no doubt, by the nearby presence of Manchester’s famous German themed Christmas Market. There was definite Christmassy feel to the Open Day as visitors were greeted with the aroma of Gluwein and the sight of a fair proportion of people forsaking the morning coffee for a warming glass instead.
be fair to assume that RegaLead’s presence at the FIT Show will be the launch platform for these innovations.
Lamination and glass processing solutions were much to the fore and the Ceramix System is an addition to RegaLead’s popular ColorSpray paint system. It’s a mixing system designed for ceramic paints, specifically for glass, for instance spandrels and architectural panels and has 13 unique colours which can be mixed to create any Pantone, RAL or BS shade. The Mansfield Process was also on show, with inventor, Steve Jones, on hand to demonstrate this patented portable lamination technology. EVA lamination was also being demonstrated and Folienwerk Wolfen GmBh had the new thinner and stronger evguard film to show customers. TK Techno Kilns showed how both flat and curved glass could be laminated
RegaLead’s Ian Duckworth with Chris Kemp, Inagas.
without using disposable bags with their Lamijet 01 lamination kiln while RegaLead’s new decorative inserts were available and these included fabric, decorative papers and printed security PET. As may have been expected, doors featured heavily with the popular Inox glazing system on show; partner company DOORCO, showcasing its pre-apertured Smart Door; and a whole host of contemporary glazing cassettes, door glass and hardware – including a range of pull handles from RegaLead. Business Micros has developed bespoke software to ensure matching of size and lining up with the glass in the door itself for custom sidelights. This was designed for RegaLead’s Custom Sidelite service to ensure that that fully lined through, high quality, triple glazed decorative glass is available to match the Signature door glass range.
When it comes to paint, RegaLead is constantly bringing innovation to market. ColorSpray and the new translucent, satin and transparent effects were being demonstrated and accessories like the Drester Quick rinse system and Sata cups, on hand. A definite coup was having a demonstration of the automated paint machine from Goldglass – the first time it has been shown in an exhibition environment in the UK. This machine is capable of using all of RegaLead’s paint technology across all markets, including ColorSpray for GRP composite doors and the new Ceramix system. The DoorColour offering has had a significant impact on the composite door market and it wasn’t just spraying in the spay booth that was on show. Touching up and repairing composite doors has always been one of Konig’s specialisms and their teaming up with RegaLead to provide solutions for the
There was much to see with demonstrations taking place during the day and it provided customers with a sneak preview of new products to be launched in 2016 and it would
“One of the sneak previews was GeoLead, an adhesive lead that replicates the look of Georgian bars, available in 9001 Cream, 7016 Anthracite and Chartwell Green as well as RegaLead’s standard range of colours.” 22
A caricaturist was hard at work capturing the guests’ images for posterity - guess who?
Business Micro’s Graeme Bailey with Shepley’s Tim Walker.
January 2016 | www.glassnews.co.uk
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RegaLead’s Paul Edwards shows off the range of colours for composite doors.
Goldglass’ Moran Goldstein discussing the automated paint machine which drew quite the crowd.
DoorColor range is a welcome addition to their product offering. One of the sneak previews was GeoLead, an adhesive lead that replicates the look of Georgian bars, available in 9001 Cream, 7016 Anthracite and Chartwell Green as well as RegaLead’s standard range of colours. Sandblasting wasn’t to be left out and the latest CadBlast CB1200 economical and semiautomatic machine was there along with the Digregorio Programmable state-of-the-art sandblasting equipment. To complete the raft of demonstrations, and cleverly placed adjacent to the welcoming and mouthwatering aromas coming from the traditional and authentic German swing
grill offering a tempting range of sausage and bratwurst, Edgetech was nobly showing their Cushion Edge product for triple glazed IGUs featuring decorative glass. Plenty to see for everyone and a tempting reminder of what may be on show at RegaLead’s stand at FIT next April. Continuing the German theme, many continued into Manchester for a look at the Christmas Market and then descended for dinner to the Bierkeller to complete the theme of the day. Needless to say, with RegaLead’s hospitality, it wasn’t an early night. But ‘what happens in a bierkeller, stays in a bierkeller’, as they say! READER ENQUIRY No: 0116/0041
KLG’s Kevin Greenfield with RegaLead Joint MD, Guy Hubble.
www.glassnews.co.uk | January 2016
GeoLead colour options. Err, is this the right way up?
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TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
Major expansion takes Insight Data to 10 million
SAINT-GOBAIN GLASS LEADS THE WAY WITH ISO 50001 Saint-Gobain Glass UK Ltd has gained certification to ISO 50001, Energy Management Systems, an international standard that outlines energy management practices that are considered to be the best globally and one of the highest environmental standards a company may achieve.
Insight Data, the award winning supplier of marketing data, has expanded its inhouse marketing team following increased demand for its lead generation service. The move sees the company’s email marketing department increase capacity to 10 million emails a year while introducing new marketing automation technology, whereby potential customers can be targeted with a series of highly personalised emails depending on individual responses. The technology enables suppliers to target potential customers in the window industry, construction, building contractors and architects using the Insight database. James Holding joins Insight with a degree in graphic design and is responsible for the layout of client email campaigns, ensuring they look great and adhere to best practice email standards. Kirstie Wood joins the customer service team, assisting clients with their campaigns to ensure maximum results. Both James and Kirsty will work alongside the existing technology team. Commercial Director Helen Costeloe-Hughes comments: “Email marketing continues to grow as a marketing weapon. With most people now having email on their mobile phone, it means we can connect with decision makers directly, bypassing the usual gatekeepers. And with the quality of our data
clients are getting much better results, up to 400% more response than other email providers.” Insight launched its email marketing service in 2009 and has continued to develop its own email platform which uses sophisticated technology to test and manage campaigns, with a whopping 98% average delivery rate. Helen continues; “We provide a complete service that includes design, copywriting, distribution and reporting, with clients able to target over 50,000 senior decision makers across the industry on any chosen day and even time of day. Adding James and Kirstie to the email department will help us expand our service further and implement increasingly sophisticated mobile-optimised campaigns, e-newsletters and automated email marketing.” For more information on email marketing call Insight Data on 01934 808293 or visit www.insightdata.co.uk. READER ENQUIRY No: 0116/0042
Developed by energy management experts from more than 60 countries the certification marks another major step in the company’s long-standing commitment to environmental responsibility and its vision of sustainable habitat. The attainment of ISO 50001 also gives the company’s customers further confidence that its products are made with the same commitment and enables them to differentiate themselves by conveying that same message on to their own customers. Commenting on the rationale behind his company’s certification to the standard, Steve Severs, Managing Director Saint-Gobain Glass Industry UK explained: “To be certified to ISO 50001 underlines our collective desire to be an efficient, responsible and sustainable consumer of resource in our operation. The path of energy reduction and efficient usage is a journey without end as we perpetually seek to improve upon our current standing. The 50001 standard confirms to our employees and our clients that we have the structure, measurement, control and capability required in place in order to maintain our leading position in energy management.” SGG’s achievement follows over a year of intensive assessment and training involving
every process within its Eggborough plant as well as extensive on-site auditing by BSI, the certification body. As part of the training, which involved every one of over 200 employees, the team created a bespoke training module to raise awareness of energy use and introduce the process of continuous improvement to monitor and control usage. SGGUK Engineering Manager Mick Dickinson said: “We have a very robust energy management system here but the auditors examined every element and KPI of our energy use in detail, including spending four days on site speaking to large numbers of our people before confirming the certification. They not only scrutinised every part of every process but also our approach to continuous improvement so that we can stay ahead.” Saint-Gobain Glass is believed to be the first company of its kind in the UK to achieve the ISO 50001 accreditation. In recognition of the importance of minimising impact on the environment, Saint-Gobain is in the process of rolling out the ISO 50001 certification programme to other businesses within group. Mark Gouldstone, Sustainability Management Specialist, BSI said: “Achieving certification to ISO 50001 is a credit to everyone at Saint-Gobain Glass and clearly demonstrates their commitment to being a sustainable organization. They should be proud of this achievement.” READER ENQUIRY No: 0116/0043
Made For Trade celebrate another year of rapid growth Leading conservatory roof and bi-fold door supplier Made For Trade are celebrating another successful year of record growth, leading to further expansion in 2015. The continuing success of the company has led to plans to further increase factory space, a growth in staff numbers, new high-tech CNC machinery and saws to aid efficiency, an extra vehicle added to their fleet of delivery vans, a redesigned website and a revamp of marketing.
Managing Director, Bradley Gaunt, explained: “We have proved ourselves to be a force to contend with in the industry and with our loyal customer database increasing on a weekly basis, this year’s changes will allow us to increase productivity. However, this will not be the end of our plans and 2016 should prove to be an exciting year for Made For Trade.” High demand has seen the company grow by over 38% this year and after the acquisition of two factories in 2014, Made For Trade are looking to secure another premises to start operating in the new year that equates to 45,000 square feet. New machinery has been installed in the existing factories in order to help deal with the increasing demand for the firm’s bestselling products and help to facilitate further expansion plans. The new 5 axis CNC Elumatec double headed saw has been a welcome addition to the busy conservatory roof factory, allowing the department to become even more efficient. The machine removes the double handling of certain parts to allow for quicker fabrication.
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The bi-folds factory has added a second Emmergi CNC door router that gives Made For Trade the capabilities of producing over 120 sets of bi-folding doors a week. In addition, a new 7.5 tonne delivery vehicle has been added to company’s fleet of vans to allow for quicker dispatch times. The Made For Trade team has also grown, with over 60 people now employed by the company. These additions include two new members to the Accounts office, a Transport Manager to handle delivery schedules, and a Graphic Designer to develop marketing and advertising design. Due to the increasing demand and interest, Graphic Designer Ian Bousfield gave Made For Trade a dynamic rebranding and introduced a sleeker website to reflect the company’s values. Ian also designed a new brochure for the company’s best-selling Visofold aluminium bi-folding doors. Ian explained: “With the development and growth of the company, it was necessary
to ensure the brand remained fresh and adaptable, with the ability to communicate products effectively. Brand and national recognition are high on the agenda and we have some exciting plans on the horizon.” The company’s rapid growth has seen the database of loyal customers increase to over 900 companies. Made For Trade attribute its rise to their lean and efficient strategy, allowing for significant savings to be made by customers, as well as their ability to offer expert support and service. To find out more about Made For Trade’s products, visit their new website at www. madefortrade.co . To request a brochure, email your name, company and postal address to manying.siu@aanco.com. READER ENQUIRY No: 0116/0044
January 2016 | www.glassnews.co.uk
0116/0045
Introducing the Imagine
FOLD & GLIDE BI-FOLDING DOOR
AVAILABLE
NOW!
KEY FEATURES: • Contemporary, clean look with slimmer sightlines
• Choice of foiled options available
• In line track with no unsightly fixing to the outside of the outer frame and improved weight distribution
• Maximum width 6000mm, maximum door height 2400mm, maximum sash width 1000mm
• Outstanding thermal performance – U Values of less than 1.0 achieved
• Fully tested to BS6375: Part 1 Weather and BS 6375: Part 2 Durability
• Choice of sculptured or bevelled sashes and glazing beads
• PAS24 and Secured by Design accredited
• Choice of 3 threshold options
A new generation of bi-folding doors
• High performance hardware used throughout • Suitable for all market sectors
NG OFFERI CE EN EXCELL RY V IN E E AREA!
The elegant aesthetics, thermal efficiency, high quality and optimum performance means the Imagine Fold & Glide Bi-folding Door pushes the boundaries of modern PVC-u bi-folding doors.
Home to the
range of products
Vertical Sliding Sash Window / Flush Casement Window / Fold & Glide Bi-folding Door
Tel: 0800 321 7284 | Fax: 01226 707 947 Email: sales@bisonframes.co.uk www.glassnews.co.uk | January 2016
/BisonFrames
@bisonframes
Visit our website: www.bisonframes.co.uk 25
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The UK’s Leading Glass & Glazing Newspaper
NOW IT’S Modplan’s new customer centre demonstrates its commitment to installers THE NFA’S FOR PREFIX Leading VEKA trade fabricator Modplan has built a reputation for being a business focused on building long term partnerships designed to help installers to grow. The strength of this partnership approach is demonstrated in Modplan’s newly opened customer centre at its headquarters in Abercarn, Gwent.
In an unprecedented year of business awards for extended living space experts, Prefix Systems, the company has now added the National Fenestration Awards for Conservatory Roof Fabricator 2015 to their expanded portfolio of trophies. In what is an independent forum, the National Fenestration Awards covers 17 different categories across all areas of the UK fenestration industry. Founded in 2013, in response from social media demand, the NFA’s aim to recognise the very best people and companies by means of an open voting system, requiring users to simply register and vote. With 42% of the vote, it’s clear that many people voted for Prefix Systems in recognition of them as a diligent and professional business. This makes it five awards in the year in total including and unprecedented hattrick in the Red Rose Awards for Lancashire businesses and commerce and The Newcomer Award in the first ever Hive Blackburn and Darwen Business Awards Chris Baron and Chris Cooke, co-directors of Prefix Systems commented: ‘We’ve had an unprecedented year in terms of both sales and for business awards and achieving the NFA’s by means of an open vote is humbling. We’re driven in the pursuit of customer care and in the way in which we have developed our own engineered solutions such as our revered GardenRoom roof. They continued: ‘The NFA’s are a great way in which we can recognise the great in our industry and we are privileged to be up there with such other distinguished names.’ For further information, contact the head office on 01254 871800, view www. prefixsystems.co.uk, e-mail enquiries@ prefixsystems.co.uk or add to their considerable following on Twitter @ prefixsystems. READER ENQUIRY No: 0116/0046
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Heidi Sachs, Modplan’s Managing Director, comments, “We have always been delighted at how positive prospective customers are when they tour our site and see what we have to
IN-HOUSE MARKETING SUPPORT
to understand our approach and how much we value their business and want to work with them for the long term.” The customer centre provides a welcoming space that includes a board room with a real wow factor. Prospective customers are introduced to Modplan and what it has to offer before being taken on a tour of the company’s six factories, each dedicated to manufacturing a specific range of products. During the tour, customers also visit Modplan’s technical centre, where they can see the product range in more detail and see the quality that is offered along with a stop at the visitor centre which showcases the impressive portfolio of finished products.
FROM TRUFRAME In January 2015, TruFrame created a brand new, multi-disciplined, in-house marketing function to help serve the needs of their customer base. In the first year this dedicated department has carried out a wide variety of marketing projects from logo design right through to powerful direct marketing campaigns. Considerable investment in Apple Mac hardware and Adobe Creative Cloud software has been the foundation to a state of the art, creative marketing team. Led on a daily basis by marketing manager Simon Box, professional graphic designers and marketers Chris Skeggs and Dave Brewin, make up a powerful productive, creative and results driven team. This year the team have worked with more than 50 customers, from refreshing or creating brands to internal brand guidelines, targeted direct mail campaigns, email shots, disruptive marketing, vehicle livery, building signage, showroom POS, advertising, videos, social media, photography and of course brochures (both corporate and retail facing). Some of TruFrame’s biggest customers have taken full advantage of the free design services and have seen up to 40% growth in some cases when executed alongside the now very successful Double Glazing Network, which also celebrates its one-year anniversary in January 2016. The team knows how to support installers and generate valuable and quantifiable sales leads for their own business growth.
offer for themselves. Our exceptionally high conversion rate reflects this positivity. Our new customer centre takes what we have to the next level so it is even easier for installers
National sales manager, Paul Tranter and his external sales team now have a ‘stealth’ sales support team that can quickly react to any customer request with creativity, clarity and speed. With frame counts now regularly exceeding 3,500 per week, the new marketing function has proved a valuable bolt-on to TruFrame’s quality, hand finished products. Simon Box, marketing manager of TruFrame commented: ‘The entire team is ‘out of industry’ which in my eyes enables us to break the mould in terms of giving window and door installers fresh ideas on how to generate new business. We are extremely hands-on with all of our customer’s requirements, having built valuable rapport amongst many and acting as their own bespoke marketing team.’ He continues: ‘Our most recent B2B ‘Complete Package’ campaign has proved a real success in attracting new customers and reminding existing customers to take advantage of this unique in-house service.’ See the ‘Complete Package’ video on TruFrame’s YouTube channel. For more information call the sales department on 01664 410 140 or email the marketing team directly on marketing@truframe.co.uk. You can also add to their growing following on Twitter @TruFrame. READER ENQUIRY No: 0116/0047
Modplan’s offering is based on a package that is designed to help installers grow. The VEKA fabricator’s comprehensive range of products is all manufactured in-house to guarantee quality. Daily production meetings ensure all orders are kept on track and standard turnaround is just seven to 10 days, with a fast track service also available. The products are backed up with a range of other benefits including bespoke sales and marketing support and genuinely proactive customer service that is committed to giving installers what they need to succeed. Modplan’s investment in its new customer centre demonstrates its commitment to its partnership approach – and means that an already impressive conversion rate of prospect to customer can only increase! Modplan manufactures and provides a comprehensive range of products that includes Matrix 58, Veka Matric 70 and 70FS, Veka Vertical sliders, a dedicated painting facility, PVC-u and aluminium patio and bifold doors, conservatories, the new Open Canopy, the Vertex solid tile-effect roof and three roof systems for glass and polycarbonate conservatory roofs. For more information on any of Modplan’s products and support, simply Ask the Man from Modplan. Tel: 01495 246844 - www.modplan.co.uk READER ENQUIRY No: 0116/0048
January 2016 | www.glassnews.co.uk
TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
Frame Fast UK brings another value-added product to its portfolio Trade fabricator Frame Fast UK is renowned for its cutting edge range of value-added products that enhance any installer’s portfolio. That reputation is set to increase with the introduction of the Equinox solid tiled roof from Eurocell. Nigel Leivers, Frame Fast’s Sales Director, says, “Equinox is billed as a product that turns conservatories into rooms and that’s exactly what it does. It’s a solid and fully insulated tiled roof system that enables any conservatory to be transformed into a welcoming living space that can be used 365 days a year.” Alongside this key selling point, which will make it extremely attractive to homeowners with a conservatory that’s too cold in winter or too hot in summer, Equinox has a wealth of other features that will make it attractive to installers and homeowners alike.
It opens up a wealth of new opportunities for installers thanks to variable pitches that make more conversions possible. It offers superb value for money for homeowners making it easy for installers to increase sales. It is also quick and easy to install – it typically takes just two days – making it excellent for installers’ cash flow too. It gives a conservatory greater structural strength and is design-engineered for superb technical performance. It has a U-value as low as 0.15 and comes with a ten year guarantee for complete peace of mind. Equinox is available in a wide range of colours, and like all Eurocell products, they are all precisely colour-matched to all Eurocell window, door and conservatory roof products, creating a co-ordinated, consistent look across any property. The Equinox solid tiled roof will be part of Frame Fast’s trend-setting portfolio that also includes other best-in-class products such as the Skypod® skylight, which lets homeowners create an aluminium aesthetic with a PVCu price tag and the modus® flush sash system, the UK’s first fully integrated system that’s a genuine alternative to aluminium and timber
products. The range also includes core items such as PVCu and aluminium windows, doors and conservatories, which, like all Frame Fast products, are manufactured in its state-ofthe art manufacturing plant in Derby and come with the reassurance of the company’s exemplary quality standards. Nigel concludes, “We look to provide installers with what they need: excellent customer
service that supports their business and compelling products that help to grow their business. The Equinox is the perfect example of this and we’re delighted to have added it to our range.” Tel:01332 344459 www.framefastuk.com READER ENQUIRY No: 0116/0049
0116/0050
www.glassnews.co.uk | January 2016
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TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
Energy certification giant, Stroma Certification, offers its services to the window and door installer Chris Champion, Glass News’ Editor talks with Andy Sharp, Commercial Manager of Stroma Certification, about the company and its move into the fenestration industry
It’s interesting having the chance to talk with you as Stroma isn’t a name that will be widely known in this industry… That’s being kind, actually! If you were in the gas, electrical, water or renewables or, indeed, the building industry, you would know us very well. Stroma provides certification, software solutions, building compliance and building control services and has done for 12 years. The Stroma Certification division has been built on providing certification, developing software and offering training to achieve the goals of sustainability and compliance in, essentially, the energy industry.
Just walking into your facility here in Castleford is a surprise. There are a lot of people here! It’s a substantial business. Bear in mind that we provide certification, software and training across a vast industry. Stroma is the market leader for the energy and building sectors. There is a whole raft of Assessor and Installer certification schemes, training courses and software – including our Tracker workflow and asset management software. Take all these aspects and then multiply those by the various disciplines within energy and building and you need a lot of people!
You obviously have a large team of developers. Is this all for the Tracker software?
proportion of the software used on mobile devices will have come from Stroma. Mobile software applications on iPad and Android, as well as Desktop tools means our members can work on or off site with ease. The software works in real time, minimising paperwork through the use of digital tools such as electronic data capture and quote builders. An important aspect of all our software is data accuracy and security. All customer data is stored securely in the cloud to assist with document production and audit evidencing. We were actually winners of the Data and Software Company of the Year Award for the National Green Deal and Eco Awards.
Presumably something that won’t be repeated with the demise of the Green Deal! We remain optimistic about the next developments in that industry. What the Green Deal did for us is get us involved in the Fenestration Industry and with companies involved in glass, windows, roofs and doors. Having become the market leader in the energy business it made sense to offer our expertise and knowledge to the Fenestration sector. Our Competent Person Scheme for doors and windows applies the basic principles which have made our other certification schemes so successful and tailors our strengths to support installers in the Fenestration industry.
There are already a number of organisations offering certification
services in this field. What makes you think there is space for Stroma? Stroma comes from a position of strength and understands the importance of offering the full gambit of certification for an industry. The ubiquitous ‘one stop shop’! In this case, ‘the one stop shop’ makes sense. No company wants to have to search out a specialist for each piece of training, qualification or certification and by working with the highly respected GQA organisation, and becoming one of their assessor and certification centres, means we have access to their expertise and can roll out a programme that covers every aspect of the industry’s requirements.
And is this something that is going to start soon? Our aim is to take Stroma into the fenestration industry in a big way in 2016. Your next question is going to be ‘why do we think we can make an impact on the market?’
Pretty much…
The answer is because of our longstanding experience of putting such programmes in place and working with significant industry players. We’ve arranged focus groups and have designed schemes based on what those installers wanted. And why does that work? Certification is expensive when you have a significant workforce and we are well aware of this. Every industry we have worked in has the same issue and the economy of scale we can offer keeps down the price to our customers.
Can you give an example? You can get MTCs for a really competitive rate, including everything from membership, onsite evaluation and the badges and stickers. That’s a small price to pay for being proved as an installer who is fit for purpose and for creating consumer awareness of that fact.
It is, but there is always the issue of giving insurance backed guarantees and the costs involved… Not in the case of the Stroma offering. We agree that insurance backed guarantees are a nightmare so Stroma does it for them. Effectively we will guarantee the work of those certified by Stroma.
That’s very powerful! We look forward to seeing the scheme roll out and keeping our Glass News readers informed of the progress.
No. Our software suite is vast and we have an expert development team. Our industryleading software supports assessors and organisations to achieve compliance and market advantage. Each module in the Stroma Software portfolio is tailored for a specific industry or sector. You will have seen energy assessors performing a property assessment and a large
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READER ENQUIRY No: 1215/0051
January 2016 | www.glassnews.co.uk
manager
0116/0052
www.glassnews.co.uk | January 2016
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TRADE NEWS
DOORS
REHAU SPONSORS LOCAL COMMUNITY AWARDS
...and now the
As one of the largest employers in Ross on Wye, REHAU is a regular supporter of community events in the Herefordshire town, and most recently was a keen sponsor of the third annual Ross Gazette Awards, which recognise the achievements of local businesses, volunteers and sporting stars. REHAU’s Marketing and Technical Director Gareth Jones was at this year’s awards ceremony to present the Young Sports Person of the Year award to Freddie Hemingway, an England Schools U16 rugby international. Gareth said: “We’re a big employer in a small town so it’s really important that we do our bit in the local community. These high profile awards are backed by both the main local newspaper and the MP Jesse Norman, and they are a great way for us to fly the flag for REHAU while at the same time encouraging excellence amongst local businesses and individuals. “As a keen sports fan, it was particularly nice for me to be able to present the Young Sports Person award to such a high achieving young man.”
The UK’s Leading Glass & Glazing Newspaper
Gallery
Customers of Truedor from IG Doors are about to benefit from the latest marketing initiative from the company which will give them the opportunity to raise the bar even further for their own customers.
Already supported with outstanding marketing collateral, point of sale material using George Clarke as the face of Truedor, and sales leads - trade customers now have the chance to open up their own Truedor galleries.
Speaking for IG Doors Trade Sector Sales and Marketing Manager Richard Kirman explains further –“What we want to do is to give our trade showroom customers the chance to keep their potential customers in their premises for much longer – to such an extent that the completeness of what they offer them is such that they don’t even need to go anywhere else for a comparative quote”. “The way for us to do this is to work with them to change what they have from a great showroom to something even better – a gallery”.
“The gallery concept is about having a dedicated Truedor package which can be dropped into our customer’s premises; pre-prepared and ready to go. It will include an outstanding range of
actual doors, door concepts, signage and graphics, literature display stands and other point of sale material. Their premises will look and feel exceptional and will have outstanding consumer appeal”. “Our gallery customers will be given an exclusive geographical area to work in, their details will feature on our website for when consumers come into our site from internet searches, and they will benefit from exclusive offers and opportunities”. “It is a really exciting venture for us and having researched the idea extensively with our customers we know there is a real appetite for it”. “We already have the first gallery open at Bradley Scott Windows in Tamworth, and we have the next one, Caddy Windows Bristol opening”. “The gallery concept will be one of the features of our FIT Show stand and it is something we will be promoting very heavily to show another way we can support our customers against their competition”. www.truedor.co.uk
Warwick North West Launches Innolux Brochure
Warwick North West, one of the country’s leading uPVC trade fabricators, has launched a brochure to help installers sell their new Innolux range of bi-folding doors, casement windows and sash windows. Innolux products combine luxurious aesthetics with innovative features and exceptional performance, and the catalogue seeks to showcase them in the best possible light. The glossy consumer-facing brochure is packed with high-impact photography and technical information, making it an invaluable aid for installers as they communicate Innolux’s key features to the end user. “In today’s highly competitive market, installers need a way of differentiating themselves from the competition”, said Director Greg Johnson. “Innolux is for the installer who wants to provide a quality product and get a good margin for their work. Our new brochure is a fantastic tool to help our customers sell to end users”. The Innolux range is made up of three key products: casement windows, sash windows, and bi-folding doors. The casement windows come in three options, standard, slim-rebate and flush, with a choice of 28mm double or 44mm triple glazed units. They are also incredibly efficient – achieving a u-Value of 0.7 with a triple-glazed IGU. Innolux vertical-sliding sash windows offer a timber-look adaptation of the premiumquality Eurocell VS system, available with run-through sash horns that make them a perfect match for period properties; while Innolux bi-folding doors, based on Eurocell’s Aspect system, possess all the benefits of aluminium in an ultra-slim uPVC profile. Founded in 1998, Warwick North West is a proud family business that has grown to become one of the region’s largest trade fabricators of window and doors. The company operates from a 25,000 square foot factory in Liverpool, shifting an extensive range of uPVC and doors, plus its own sealed units. For more information visit www. warwicknorthwest.co.uk or call 0151 933 3030.
READER ENQUIRY No: 0116/0053
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07/12/2015 12:28
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DOORS
The UK’s Leading Glass & Glazing Newspaper
TRUFRAME’S NEW ENDURANCE® DOOR OFFERING TruFrame have just launched a new composite door range based on the proven solid and secure Endurance® door slab. This enhanced product offering, boasts a number of key features, including Secured by Design as standard, hand finished door frames and the standard inclusion of the Sold Secure Diamond 3-Star Ultion cylinder, at no extra cost to their customers. Within this new composite door range are 43 different door styles, along with stable, French and side panel options. There are 16 different door colours inside and out, along with 11 different frame colours, 4 different threshold options, fully suited Mila hardware, plus period inspired wrought iron handles and letterplates. Like all of the other windows and doors from TruFrame, each door frame will be finished by hand using their unique 4-stage process. The adoption of the Endurance® door slab has been instrumental in the development
of what they believe is the perfect composite door. This door slab is made up of Scandinavian Kerto® LVL lumber, which is a 48mm thick veneered door slab that’s made up of 17 individual cross bonded laminations for unrivalled strength and stability, offering long-term performance without any issues of bowing or warping.
real stand out feature of this new composite door range, which also carries Secured by Design as standard. The Endurance® door slab easily passes the new PAS 24 cut test and has even passed a real life security test with a sledgehammer. These elements combined makes the TruFrame Endurance® composite door the most secure in the UK.
Product performance is also further enhanced with the ingenious use of RocFoam technology, which is a blown PVC section to the base of each door and is designed to eliminate the problems of water ingress, which can cause the delamination of door skins in certain circumstances. TruFrame believe that edge banding on its own isn’t enough of a barrier to the potential for water damage.
Patrick Firmager, marketing director of TruFrame commented: ‘Without question we have developed the most solid and secure composite door in the UK with the Endurance® door slab. With our own added value processes and products we believe this product now sets the composite door standards for others to aspire to. Plus, we haven’t passed on any associated extra costs on to our customers.’
As the first company in the UK to offer the Sold Secure Diamond 3-Star Ultion cylinder as standard with no additional cost to their customers, enhanced security is a
There is a new 76 page brochure which can be viewed at www.truframe.co.uk/ composite-doors. All TruFrame customers with active accounts will receive their
free hard copy before Christmas. Call the sales office on 01664 410140 for more information. You can also add to their growing following on Twitter @TruFrame. READER ENQUIRY No: 0116/0057
PANEL GROWTH PROMPTS Phoenix Doors: the rise of the HURST’S NEW BROCHURE double-rebated composite door Phoenix Doors, part of MASCO UK Window Group, says demand for its double-rebated composite door range has risen in recent months due to increased awareness among fabricators and installers for a high-end product from a dependable manufacturer.
Hurst Plastics has rounded off another strong year in door panels, reporting growth in the sector for the third consecutive year. This has prompted the company to invest in new literature and point of sale materials to further support its customers. The latest brochure has been revised and revitalised to include eight doors ranges. For consistency and strong brand identification, the 24 page brochure follows the same contemporary style as Hurst’s recently relaunched composite door brochure. The Definitive Collection brochure brings some new and some totally exclusive designs from Hurst, including an exclusive collection of triple glazed designs. The Modern Collection is a selection of fresh, European inspired designs, which make the ideal entrance to a more contemporary styled property. Featuring bold, geometric panels, every design comes with a choice of stainless steel trim for a modern finish. Mark Atkinson, Hurst Plastics’ Sales and Marketing Director, said: “The popularity of modern composite door designs - coupled with decorative triple glazed units - continues and it has led to a sizeable upturn in demand for similar door panel styles. “This year has been another good year for us in panels with sales up for the third year running. The door panel may be a mature product, but we’ve found there is still plenty of demand for it. We manufacture around 2,000 panels a week and rates are showing no sign of slowing down. We’ve maintained this consistent output because we continue to invest in developing our range to introduce bespoke new styles and colours and we support it with a comprehensive suite of literature,” he added.
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“Since the successful launch of Meridian, our new high-performance 70mm double-rebated composite door, in the summer we have been amazed at the uptake from customers wanting a high quality product with reliable delivery and, crucially, from a sustainable supplier,” The brochure features Hurst’s simple pricing structure with one price for each range. This makes it easier for the customer to compare styles and prices and simpler for the salesperson to demonstrate each range. An accompanying price list can be fully personalised by the installer.
comments Haydon Statham, Phoenix Doors’ Sales Director. He points out that their newest, premium addition to an already comprehensive composite door range represents a ‘significant widening of choice in the competitive composite door market’. “It appears that double-rebated doors are the way forward; we’ve been surprised at how many people are seeking this twin rebate concept that helps to open up the ‘door to new opportunities’ alongside our traditional 44mm composite door offering,” continues Haydon. Phoenix, a long-established Cambridgeshirebased composite door and door panel manufacturer, can supply Meridian in ten days from receipt of order to delivery anywhere in the UK.
Hurst’s door panels are available in an extensive range woodgrains and 12 foiled finishes as standard - including Anthracite Grey and Chartwell Green, which are becoming increasingly popular.
Manufactured to achieve Secured by Design as standard, the innovative Meridian door with triple weatherseals and 50mm tripleglazing delivers outstanding weather, energy and acoustic performance.
The new brochure is part of the comprehensive package that Hurst offers to its customers to help them maximise sales. The package extends to full marketing and sales support, including access to product photography, fully personalised product literature, point of sale material and lead generation via Hurst’s website.
Haydon adds: “Ultimately, a range of factors are driving the popularity of this unique and high end product, which is not a ‘one-size fits all’ door. Just as importantly, window companies need to have confidence in a manufacturer that can deliver every time; we have the capacity to do this and welcome new enquiries.”
For further details, please contact the Marketing department on 01482 790790 or visit www.hurst-plastics.co.uk.
For more information, please call Becky at Phoenix Doors on 01487 740469, email info@ phoenixdoorpanels.co.uk or visit the website at www.phoenixdoorpanels.co.uk.
READER ENQUIRY No: 0116/0058
READER ENQUIRY No: 0116/0059
January 2016 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
DOORS
Vista’s twentieth The Future of year rounded off Commercial Doors with doubling fire door sales
For many years commercial entrance doors for office and retail developments have been available in aluminium; lightweight and sustainable aluminium framed doors are easy to make, strong and can cope with high usage, but their traditional looks can be a little dated. But now, for the more prestige developments, there is a new contender in the market…
Keith Sadler, managing director.
One of the UK’s largest composite door manufacturers, Vista, have rounded off their 20th year in business by announcing that their fire door sales have doubled in the past twelve months. Vista now produce 80 fire doors a week, with 80% going to the social housing sector, 10% to retail and 10% to trade. “We’re delighted with the increase in fire door sales,” said Keith Sadler, managing director. “The fire door market has grown substantially over the past year, and as manufacturers solely focused on producing composite doors, we were uniquely positioned to capitalise on that. It’s a trend we expect to continue, particularly given ongoing construction and restoration of social housing flats.” Built using Distinction Doors’ Nan Ya 44mm door leaf and the environmentally friendly Ecoframe profile from Winkhaus, Vista fire doors keep fires at bay for 30 minutes. They come equipped with Winkhaus’ AV2 multipoint locking system, and can be optionally fitted with FD30-rated glass. Available in black, blue, green, red and white as standard, the doors can also be produced in any RAL colour, allowing them to be tailored to fit the appearance of a range of properties.
Enter the MB-86 Frameless Leaf commercial door from Aluprof, it takes the inherent strength and sustainability from a frame of aluminium but also caters for bonded glazed units. The completed door has beautiful, flush, clean lines and is perfect for any commercial entrance application. Available with or without threshold the MB-86 Frameless Leaf commercial door can be configured to open in or open out and can be automated with some of the leading door automatics. Whilst high traffic doors tend not to benefit greatly from high insulation levels within the leaf or frame, the MB-86 Frameless Leaf commercial door is designed with wide polyamide insulation strips which benefit heat retention when in the closed condition. Using standard Euro style locks and hardware, security can be configured to suit the clients exact requirements. The MB-86 Frameless Leaf commercial door therefore offers, good looks, high security and good insulation for a wide range of applications. Aluprof UK head office and extensive distribution centre is located in Altrincham, Cheshire. Aluprof systems increasingly being specified on a wide range of residential and commercial projects across the UK. Systems are designed, fabricated and installed by selected, specially trained companies, to ensure each fabricated product meets Aluprof exacting standards. Further information is available on our company’s website at www. aluprof.eu and specialist advice is available directly from Aluprof on 0161 941 4005.
“Our recent success hasn’t just come down to luck”, Keith added. “We’re able to provide a high quality product with a fast turnaround and the social housing sector has responded to that. That said, we’d like to encourage interested parties from all market sectors to get in touch, get a quote, or come and experience the Vista difference themselves”. Founded in 1995, Vista are one of the UK’s largest specialist composite door fabricators, with capacity to produce 1,000 doors per week from their 55,000 sq ft factory in Merseyside. Equipped with a bespoke Yale five-point lock, the company’s signature XtremeDoor brand is available in a wide variety of colours, styles and traditional or contemporary hardware options. To request a copy of the additions brochure call Vista on 0151 608 1423. For more information visit www.vistapanels.co.uk. READER ENQUIRY No: 0116/0060
www.glassnews.co.uk | January 2016
READER ENQUIRY No: 0116/0061
0116/0062
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DOORS
The UK’s Leading Glass & Glazing Newspaper
Ground Breakers!
IG Doors Limited, manufacturers of Truedor is delighted to announce a significant investment from parent company Hörmann Group to enable it to develop a new 25-acre site close to its current premises.
The development will be completed over five phases with the first seeing the building of a brand new state of the art production facility which will house the most technologically advanced machinery and production equipment on the market. IG Doors has been supplying the new-build and social housing sectors with the highest specification security doors for over 30 years and continues to enjoy a significant share of market demand; in 2014 it entered the trade sector where there is rapidly growing demand for its ‘Truedor’ range. Last year the company enjoyed a turnover in excess of £29 million from its UK base showing growth for the eighth successive year and is looking for the investment to open up opportunities for it to export into Europe and beyond. The development of the new production facility is the first phase of five planned for the site and will enable faster and more efficient manufacturing and provide more space for storage and distribution.
The company is owned by The Hörmann Group, a fourth generation European family owned business which specialises in the supply of doors to a range of markets and has made over 15 million door products since it began trading in 1935. The family currently owns 29 production facilities and around 80 distribution plants worldwide and turns over in excess of 1 billion Euros per annum.
“It is a significant commitment from our owners and shows the confidence they have in market in the UK and the belief they have in our workforce to deliver great products consistently to the highest standards”.
In announcing the investment, Managing Director Mark Pulman stated “I am delighted to make the announcement that IG Doors, through significant investment from its owners the Hörmann Group is set to develop a new 25-acre site at Oakdale in Caerphilly”.
READER ENQUIRY No: 0116/0063
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January 2016 | www.glassnews.co.uk
0116/0064 IG Glass News January16 Ad AW.indd 1 www.glassnews.co.uk | January 2016
17/12/2015 16:32
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COLOUR
LEGAL EAGLE
Deceuninck’s Heritage
Colour Collection
now available from Dempsey Dyer
Legal Eagle
Call Saul...
Judge Dread... Health & Safety Law changes Other than the disappointment of the England football team performance in the World Cup when they failed to qualify and the Health and Safety at Work Act came in, things have changed since 1974. 2016 marks a change, with our hopes pinned on the teams’ performance in Brazil and new sentencing guidelines for health and safety offences from 1st February 2016. The new Health and Safety sentencing guidelines apply to companies, small businesses and individuals differentiated by turnover, which in turn is commensurate to the size of the fine(s); the bigger the firm the bigger the fine. As with all criminal offences the severity of the offence is calculated by the category, then the degree of culpability and of course the harm caused or the likelihood of harm arising.
Yorkshire-based uPVC and timber fabricator, Dempsey Dyer, can now supply windows and doors in eight new tasteful vintage-look foils, enabling installers to perfectly tailor their frames to the requirements of older, conservation area and high-end properties. The foils are part of Deceuninck’s new Heritage Colour Collection and include six premium colours with a pure white woodgrain foil on the inside, as well as white woodgrain outside on English Oak inside, and an English Oak on English Oak option. “At Dempsey Dyer, we’re all about providing added value products and I’m confident our customers (and their customers) will benefit from the increased choice the new range provides”, said Peter Dyer, the company’s Managing Director. “The new finishes are in Deceuninck’s colour-from-stock express range, meaning we can now offer installers a
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fast turnaround on 26 unique foils, helping them sell colour with confidence”. This new offering comes at an exciting time for Dempsey Dyer. Celebrating a record year in which it achieved £9m turnover for the first time, the company is now planning to expand its 64,000 square foot fabricating facility to satisfy increasing customer demand. Founded by brothers Tom and Robert Dyer in 1977 and now managed by Tom’s son Peter, Dempsey Dyer has grown to become one of the country’s leading Deceuninck and timber fabricators. The company manufactures windows and doors using Deceuninck’s 2500 Chamfered and 2800 Decorative profiles, including the recently launched swing door, designed to help installers capitalise on the growing premium door market. Since 2012, the company has also offered the Beaumont composite window range, an innovative weldless system designed to bridge the gap between the company’s expertise in joinery and uPVC. For more information call 01977 649641 or visit www.dempseydyer.co.uk. READER ENQUIRY No: 0116/0065
At its extreme, large companies found guilty of health and safety breaches causing death under the current regime could expect a fine of a few hundred thousand pounds, from February you can add another zero or another two for corporate manslaughter. In short the fines could be measured in millions. For individuals convicted of health and safety offences, they may receive community service sanctions but, beware, a two year custodial sentence is likely for more serious transgressions.
Philip Harmer
About
Philip Harmer
Philip Harmer is a Business Lawyer and partner at Stormcatcher Law specialising in employment and business legal services. His real world experience in construction and property as well as car sales, repair centres, and finance and leasing, give him a true commercial outlook to the business of law pertaining to commercial and company law including employment, anti-bribery, competition and ethics, anti-money laundering , consumer law and trading standards, for the small and medium sized businesses, as well as PLCs and large firms.
Contact Philip
Tel: 0333 700 7676 philip.harmer@stormcatcher.co.uk
The ‘Call Saul’ column in Glass News is brand new and, unlikely as it seems, we have a lawyer in the shape of Philip Harmer who is giving his advice to our readers, free of charge! If you have any questions or queries about the column subject, Philip is happy for you to contact him by ‘phone or email and he will impart his wisdom absolutely free. So please, take Philip up on his offer. The ‘Call Saul’ column will try and bring you news and views on current and impending legislation to help you keep ahead of the game. And why ‘Call Saul’? Those aficionados of TVs Breaking Bad will understand! Chris Champion Editor
READER ENQUIRY No: 0116/0066
January 2016 | www.glassnews.co.uk
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The UK’s Leading Glass & Glazing Newspaper
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What’s your opinion? Glass News asks: “Are you expecting 2016 to be an improvement on 2015 and are you looking for an expansion of your business, both in turnover and profit?”
Matthew Glover Chairman, The FIT Show
Mike Bygrave Marketing Manager, Roseview Windows
Haydon Statham Sales Director, Phoenix Doors
In preparation for both the 2016 FIT Show but more importantly the future beyond April, we commissioned research to look at attitudes both in broad terms about prospects for the industry, and also of course about events, and people’s attitudes towards visiting exhibitions. Almost 60% of those polled were installers and fabricators, the heart of the FIT Show audience. 69.5% believed that their business would grow/continue to grow in the next 12 months; just 5% were negative about prospects.
The industry came into 2015 with high hopes that it would be just as spectacular as 2014. But recently I’ve been hearing a few reports that things haven’t quite turned out as hoped. Add to that the downbeat forecast of the Palmer Report, and I think confidence may have dropped a little.
At Phoenix Doors, part of the MASCO UK Window Group, we’re in a buoyant mood and looking forward to further growth throughout 2016 having gained a number of new composite door accounts at the end of last year.
We are therefore optimistic that we will enjoy a higher footfall at The FIT Show this year as a positive business outlook is always good for trade. We are encouraging exhibitors to ensure the world knows about the new products and services that the vast majority appear to have after a gap of almost two years from the last show. The FIT Show has quickly become part of the development cycle for manufacturers and we know of at least three brand new window systems that are being launched in April at The FIT Show with hundreds of other new products appearing for the first time anywhere.
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The question for January is looking at 2016 and what we can expect. Better than 2015? New products for the FIT Show? A better economic outlook and less political upheaval? Does your crystal ball give you a view of 2016?
Having said that, 2015 was sensational Roseview. We’ve broken sales records month-on-month and seen significant growth in both profit and turnover. So for us 2015 was just like 2014, if not better. Moving forward I think it would be unwise to expect growth to continue at the same stellar rate, but I see no reason to be pessimistic. The high-end market we operate in is going from strength to strength, and we’re helping to drive that while benefitting from the results. So if 2016 turns out to be the same as 2015, I’ll be happy! For more information visit www.roseview.co.uk or call 01234 712657.
Despite some ‘spasmodic’ trading conditions in 2015, business was still up on the previous 12 months so we’re feeling optimistic and looking ahead to the coming year with confidence. Our high-performance Meridian Door has been very well-received and thanks to its presence in showrooms nationally, is really starting to build momentum now. We’re expecting sales of this premium, 70 mm doublerebated composite door to increase steadily in 2016. New customers have joined us for myriad reasons; mainly because their current composite door supplier pulled out of the market or in some cases they were experiencing product failure, which was causing concern. PVC door panel sales have slowed, yet are holding steady and reflect their market. While demand exists, this product will remain part of our wide portfolio for the retail replacement entrance door market.
Clare O’Hara Managing Director, Epwin Group Window Systems Division The past year has allowed me to understand just what we have in terms of resources within Epwin, the people, the products. And of course, I have learned about our customers and especially just how fiercely loyal they are of the products that they sell, of the brands they represent. This loyalty is the single biggest asset that we have and 2016 will be about rewarding that, for all of our customers, working with all of our brands. April, and The FIT Show, will allow us to turn that from what will appear as PR rhetoric now, into reality. Our customers and their customers will be able to meet the new people that are leading the change at Epwin; and the rumours are out there already that we are introducing some new products. I think people might be surprised at just how far we will have come by the time The FIT Show gets here. Our investment in people and products will be huge in 2016, a sign of the commitment and faith our shareholders have in the company as well as the markets for windows, doors and related building products.
Gareth Jones Marketing & Technical Director, REHAU Because REHAU remains a privately owned company, we have the huge advantage that our profits can be reinvested back into the business rather than being given over to shareholders. What this means for our customers is that, even when we face what I think will be fairly limited market growth next year, it won’t affect our plans for investment in both product development and new technologies. We’re developing some new niche products which we’re really excited about – the first of which will be announced at FIT, and we’re continuing to widen our service offering, particularly for customers in the commercial market where system house support remains vitally important. We’re also working on improving still further our offering in coloured foils where I would argue we are already the leading supplier, and I’m certainly confident that this will be one of the things which helps us to grow our market share in 2016.
January 2016 | www.glassnews.co.uk
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David Thornton Managing Director, The Window Company (Contracts) I was already optimistic about 2016 even before we were named Installer of the Year at the G-Awards last November for the second year in a row. I know from our experience last year just how much benefit we were able to get from the award, and we’ve got even bigger plans this time around. We are already around 30% up on our performance year on year and we’ve secured significant amounts of new business across the social housing sector, and particularly in new build. There are huge opportunities ahead for us but we’re not interested in pursuing growth at all costs. Everything we do and every contract we take on is very carefully planned and controlled and we will never compromise on our legendary service or efficiency just in pursuit of higher volumes.
Graeme Bailey Business Micros Our financial year ended in September 2015 and we recorded our best ever set of annual results – with the PVC side of the business achieving 31% growth. When I put this year’s sales targets together, I thought it was unlikely that we would repeat that but there’s no sign yet of the momentum slowing. We had a record month in November 2015 and year on year our first quarter figures were up. Whilst this is obviously brilliant news for us, it means that much of our focus this year is on gearing ourselves for yet more growth. We’re continuing to invest in the infrastructure and the people we need to make sure we can keep pace with demand and maintain the service and innovation which I believe sets us apart. We’ve also got some new products planned for FIT which we’re really excited about and which I’m confident will surprise a few people.
Richard Gyde Managing Director, Mila
Keith Sadler Managing Director, Vista
Stewart Lamb Managing Director, VITA Hardware Ltd
The latest Palmer report predicted a fairly flat 2016 and, based on the overall performance of the market this year, I suspect that will prove to be fairly accurate.
We had a fantastic 2015 at Vista, celebrating our twentieth year in business with a 50% boom in fire door sales, a 30% jump in composite door sales and an 11% rise in sales of contemporary doors. uPVC panel sales also grew by 4.5%.
Conditions have been kind to the door and window industry over 2015 with high levels of investment, new product innovation and mature brands like VITA revitalising their offering. We’ve spent the year reestablishing ourselves and are budgeting to grow in 2016. We see this growth as coming from two specific areas: cross-selling more products into existing customers and attracting more fabricators who may not necessarily be aware of everything that the ‘new look’ VITA can offer.
There will certainly be some bright spots though – particularly in the new build sector where the chancellor’s promise of 400,000 new homes is obviously good news. Our innovative new GRIP espag handle, which is already available, is ideal for the high volume new build market, meeting house builders’ demands for both price and performance and ticking all the ‘green’ boxes as well. There will also of course be continuing growth in the composite door sector and, from a hardware perspective, it will be all about stainless steel. With more and more customers choosing premium options, we’ll be focusing on differentiating our range on the basis of quality. Currency fluctuations are likely to have a much bigger impact on everyone who manufacturers off shore next year though, and we’re already working hard to try to minimise that.
www.glassnews.co.uk | January 2016
On the back of that hugely successful twelve months we go into 2016 highly optimistic about the year ahead. Why? For starters, we recently invested £100k in a new CNC router, taking our production capacity from 700 to 1,000 doors per week on a single shift, meaning we have the infrastructure in place to scale up the business. Secondly, we’ve got some exciting composite door product developments up our sleeve which we believe with give our customers a real advantage in the marketplace. Thirdly, we have some new marketing ideas in the pipeline which will help us continue to push out the XtremeDoor brand in an interesting and engaging way All in all, from where we’re sitting, 2016 is looking very bright indeed.
We’ve spent the last 12 months redefining and refining our hardware range and importantly, establishing strategic relationships with leading brands. Investment has been put in this year to set strong foundations for next year, in particular when it comes to the VITA team that our customers deal with. We’ve not only recruited expertise and experience from within the wider door and window industry, but just as importantly, recognized and rewarded existing talent within the business. And it’s this team of who are tasked with growing our sales and profits over 2016 by working in partnership to look after our customers, and opening doors into fabricators who currently may not know what we offer.
Jason Thompson Director, Glazerite Ltd 2015 saw another doubledigit increase in sales taking our turnover to more than £24 million. Average growth of more than 20% every year since we began 15 years ago naturally becomes more difficult to sustain especially as the market has been quite flat with little prospect for 2016 showing any more than a 2% increase in the market. So to achieve what continue to be ambitious forecasts we will grow through acquisition, the second time we have adopted such a strategy. In fact by the time this goes to print we hope to have made an exciting announcement. This will increase our capacity, help to ensure our service levels to existing customers are first class and also provide us with the opportunity to increase our already comprehensive product range. Niche products will continue to provide growth for us but also, for the market generally as composite and bi-folding doors continue to capture the imagination of homeowners. More than ever it will be the little things, the details that count and we will be drilling down for additional sales through addons such as foiled products as demand continues to grow for colour and woodgrains.
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VOICE OF THE INDUSTRY
Mark Schlotel Head of Marketing, Synseal
Andrew Glover Managing Director, West Yorkshire Windows Looking into 2016 is a positive view for me. The steady growth across the industry has allowed us to look at further investment and expansion next year. With an overall growth of 40% in the next 2 years, and plans to invest in 2 new show sites for West Yorkshire Windows, taking us up to 7 in total and increasing our turnover up to in excess £12m, we have a busy and exciting year ahead. We will also be launching a completely new product set to revolutionise the conservatory market, the Solaris Roof, at the FIT Show in April. To date my involvement with the GGF has given me greater insight into upcoming trends in our industry, guiding us in to new markets and product development. Next year also poses a new challenge with them as I take on the role as President. With some strong ideas to bring forward to make them more commercial and increase public opinion, I am certainly looking forward to 2016.
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At Synseal we anticipate growth in 2016, but we’re not expecting any significant upsurge in underlying market demand.
2015 was a significant year for the business in terms of developing the ExtensionPlus Collection, the culmination of many months of development.
Will housebuilding really take off under this Tory government? Maybe… and if so that would help to boost our core business: PVC-U window and door profiles. We’ll grow because we will innovate and deliver value-adding home improvement solutions to hit all the market sweet spots – performance glass, solid roofs, orangeries and bi-folds, with plenty of warm aluminium.
It also goes hand-in-hand with the launch of the industry’s first Thermal Performance Guide which really gives retailers a fantastic opportunity to sell added-value components such as LivinROOM or Loggia columns. It’s a win win for the retailer and the homeowner. The new product development pipeline is still very much alive as we enter 2016 but I think the key opportunity this year is to really provide support to our network partners in the delivery of our new products.
Steve McIntyre Marketing Director, Ultraframe
The extension market is an unknown quantity for some of our partners so it’s vital that we provide them with appropriate levels of support in 2016 to really maximise the opportunity. Great things are ahead.
Dan Sullivan Managing Director, DOORCO
Mark Towers Managing Director, ODL Europe
Frank Deary, Group Managing Director, Total Glass
Mick Clayton CEO, GQA Qualifications Ltd
DOORCO continues to grow year on year, and we very much expect the trend to continue in 2016. The driving forces behind this include improvements which stand the DOORCO product above the competition, and continuous innovation, with some fantastic new designs for 2016 – which will be the focus of our stand at the FIT Show. It’s easy for less scrupulous companies to copy innovations brought to the market by pioneers, so it’s essential there be continuous new products and designs available for any business to stay ahead of the curve.
The market in 2016 has the potential to be a challenging one and as it progresses, I think we will see some businesses possibly not hitting the numbers as quickly as they may anticipate in Q1. It is heartening that the government commitment to new housing will provide opportunities within the new build sector, but with the current skills shortage situation, it is likely to be 2017-2018 before this brings significant growth to our industry.
Overall, 2015 proved to be a steady year for us and we have maintained sales levels broadly similar to the previous 12 months. This has helped to further consolidate our position as one of the UK’s largest PVC-U and aluminium fabricators and put us on course for additional growth.
2015 was a strong year in terms of the take up of qualifications and MTC related assessments, it was really encouraging to see the industry embracing a more formal learning process and we expect 2016 to deliver more of the same as we look to strengthen the GQA brand into new markets both here in the UK and internationally.
Other key factors include new appointments to the DOORCO team. We have already welcomed some key industry names and this will continue into 2016. The UK housing stock is not growing at the same rate as demand, and recent announcements on plans for new build projects will provide an upturn in our supply of specificationappropriate products into the new build sector. We have some big-name customers in this market, and expect supply to increase in 2016 and beyond.
That said, I believe there will be areas where, for the forward thinking business, there are opportunities for growth. A prime example is in retail, and at ODL Europe we have invested in expanding our product range for this area. Adding value is the way forward – hence the marked interest we have already experienced for our Built in Blind offering for doors, bi-folds, French and sliding doors and conservatories in Q4 of 2015. This has paid off so far for us in terms of growth within our business and looks set to be even bigger this year. We will be passing the benefits on to our customers and of course to visitors at this year’s FIT Show so that they can do the same.
Introducing regular faceto-face meetings with our customers to find out how they really feel about what we do has been a particular success in recent months. This feedback, gained via our Operations Manager David Ogilvie, has led to a series of improvements that have been appreciated by installers; such as clearer product labelling and easier composite door packaging. New products have been well-received by our customers, especially composite doors and bifolding doors that have reflected consumers’ ongoing appetite for investing in home improvements. All the signs look encouraging for 2016 as we prepare to launch more products, including a new composite door range. Total Glass is as strong as ever!
There is a greater acceptance than ever in the industry that surveying windows and doors and then installing them is not just a hands-on process, and that a formal qualification is a great asset in terms of gaining knowledge and skill enhancement in a controlled environment. Achieving technical competency, subsequently improves the business. We are also very passionate about young people having a formal learning process and with apprenticeships and young people initiatives to the fore we are hopeful that 2016 will be a strong year yet again for the achievement of qualifications and MTC’s.
Richard Kirman Sales and Marketing Manager, IG Doors Trade Division We fully expect 2016 to be an even better year than 2015. 2016 is going to be a really exciting journey for IG Doors and Truedor – we have already commenced construction on our brand new state of the art production facility, we have great new products, and we have the opportunity to showcase them all at the FIT Show in April. The Composite Door industry is always vibrant and since we entered the trade sector two years ago we have felt right in the middle of it. Our customers are seeing what we are about and we have new customers coming on board all the time - based on the outstanding support package we offer to underpin our products and delivery service. We fully expect growth and increased profitability in 2016 in a year when for the first time in many we can all fully focus on business.
January 2016 | www.glassnews.co.uk
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Steve Hacking Operations Director, Supalite Tiled Roof Systems Working in a sector which until recently has been its in infancy we have already seen significant growth year on year. I feel the market for tiled roofs has really started to mature now though and we can get into a real sales drive. Yes, we will be bringing out more new products to supplement the five variations of roof system we already have but 2016 should see the industry really take off and we expect to be right at the front of it. We have increased factory and distribution capacity, we have an outstanding product offering supported by an excellent marketing support package for our customers, and we have a team of very knowledgeable people here at Supalite ready to take the business forward. We believe that 2016 will see growth in sales and profitability; the economy is more stable, and consumers will be prepared to pay for the outstanding products we and the industry sector has to offer them.
Paul Lindsay Director, Chase Taylor Installer Resourcing
Mark Westbrook Managing Director, FrameXpress Ltd
Chase Taylor Installer Resourcing is a new arm of the Chase Taylor Recruitment business and we certainly expect to see growth in all areas in 2016. But what is really exciting is that the early take up of our proposal has been really significant from a number of major players in the industry.
For frameXpress both the domestic and commercial sectors have proved profitable throughout 2015 and there is an optimistic outlook as we head towards another new year.
Our offering is to source surveyors and installers for those looking to engage labour on a contract or permanent basis up and down the country, and from the reverse, to find opportunities for those looking for employment. People talk about labour and skills shortages starting to bite; our role is to find the labour which is available to get them employment, and to fill the gaps in their labour resource for those who want to take on more work or complete the contracts they have already won. Our offering covers consumer installations and commercial installations, and we expect 2016 to be an outstanding year.
www.glassnews.co.uk | January 2016
It has been a time of change and growth for the company, with an expansion programme that began at the beginning of the year, which has resulted in an investment worth in excess of £1m to date on equipment, staff and online customer initiatives. Additional investments are due to be made in 2016 which will further streamline our production methods and enable us to expand our range with some great product developments in the pipeline. We believe his will provide customers with greater business scope and improved support services. Looking at the sector as a whole, whilst innovation in design-led renovation and new build projects will inevitably continue to become more dynamic, as choice and product performance improve, we believe there will be much more pressure on fabricators in respect of legislation and product assurance. Compliance will be key to success.”
John Cooper Head of Sales & Marketing (UK and Ireland), SWISSPACER Marketing guys debate whether what they do (add the sizzle) is more important than the product (the sausage). But if you want to grow profitably you need both market leading products and market leading marketing to sell the benefits, win business and go places. 2015 was a disappointment for most of the market. Sales sagged in the run up to the elections and they never really recovered. If you’re a market leader, as SWISSPACER is, your sales will tend to rise and fall with the market, yet we’ve ended on a high. Our top performing warm edge spacer bars, Ultimate and Advance, continue to set the standard. Over 80% of Passivhaus homes, the most energy efficient there are, rely on SWISSPACER to achieve the highest performance. Whatever else they want in 2016, homeowners expect their new windows to be far more energy efficient than before, shrinking their heating bills for years to come. With SWISSPACER inside, they can do it!
Gareth Mobley CEO, Solidor Solidor has grown significantly every year for the last 5 years, and I’m expecting that to continue in 2016. The introduction of Approved Document Q in 2015 as well as the new, more demanding PAS24 cut test is changing the composite door market. Most manufacturers will need to up spec their doors so they can legally sell into new builds. And it won’t be long before social housing specifiers insist on real security too. Homeowners are already calling for it. Solidor meets the new standards – watch the ‘famous’ cut-test video at www.solidor.co.uk/ solidor-tv. Now we’ve added Ultion as standard! We’re investing in people, products, processes, and in Solidor Cloud, plus dramatic improvements to our lead generation, so customers will get even more homeowner leads in 2016. I’m expecting an exciting year for 2016. We intend to lead in quality, innovation and design so customers capture more of the composite door market.
Roy Frost Managing Director, Deceuninck A growing market flatters everyone. And early 2015 everyone was bragging. But the Scottish referendum, the elections and Chancellor’s cuts knocked growth. Consumers spent less on their homes. Business postponed investment. Whether you grew last year was down to your products, your service, your marketing. Did you have what customers wanted? Deceuninck’s customer base grew strongly. We had several record months, the best for ten years. December sales were another high. Homeowners love our pretty windows. And our innovative, best-in-market performance products, the new patio door Slider24, Slide & Swing, and Fully Reversible Window hit the ground running. 26 colours in stock and great sales aids helped customers sell colour as if it was white. Deceuninck fabricators and installers sell 50% more colour than the market! We’ve invested for growth, with innovative pretty products and a state-of-the-art warehouse. Existing customer growth and new customers signed up for 2016 mean we expect further strong growth in sales and profit.
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CHARITY NEWS
Clive pushes the limits for cancer charity A keen runner and professional glass artist has created a giant sculpture to raise money for charity while also encouraging people to push themselves to the limit.
Paul Reid Group Sales Director, ERA I’m personally very excited about 2016. I’m relatively new to the industry so much of my time last year was spent understanding our customers, their challenges and of course examining what the ‘ERA’ solution looks like. What impresses me most about this business is the strength of our team and the commitment to the ERA brand from our customers – the two go hand in hand without question. Despite the scale of this sector, traditional values such as trust, integrity and going the extra mile are still as important as product innovation. And that’s why we’ll continue to gain share in 2016. We’re not afraid to swim against the tide and develop locking and hardware solutions that actually change the status quo, and this year will be about showcasing our customers that share the same ethos. I’m sure we’re going to enjoy the next 12 months as much as the last!
Dave Barrett A&B Group This is going to be a tremendous year for the Group and of course, we hope, our customers too. Last year saw us bring to market some fantastic new product innovations including Rustique 3 and Autolock, both are getting serious traction and high praise from our customers. Once again we’re bringing products to market that enable our retailers to set themselves apart from the competition and we’ve got even more to come this year. Anybody that knows this business well will appreciate that we don’t stand still for long, we’re constantly evolving and improving our product range to appeal to the end consumer. I’ve got high hopes for the year ahead, we’re ready to do some serious business.
Dan Gill Managing Director, Window Widgets & Residence 9 One of the liberating things about designing a really new window & door system is the freedom you have to design windows & doors without legacy problems, the constraints that prevent you doing it properly. That’s why we described R9 as: windows the way they’re meant to be. Doing it properly costs more, but installers love R9, especially as homeowners can’t get enough of it. I’m proud to say that R9 is changing the industry. In a ‘commodity’ market, installers are proving they can sell any number of beautiful, authentic windows & doors at much higher prices than they would have dreamed possible. Now, with the enthusiastic support and investment of DW3 Products Group, we’re taking R9 a whole lot further and will be revealing at the 2016 FIT Show how ‘it’ will transform the market and the way you sell windows & doors. If you’re interested, don’t wait: preregister your interest to be first in line by emailing innovation@ residence9.co.uk, @residence9 or www.residence9.co.uk.
Clive Sparkes, who runs Go Glass, in Cambridge, has created a two-metre high sculpture of a runner which he is auctioning for CLIC Sargent, the UK’s leading cancer charity for children and young people, and their families. The sculpture depicts the runner crossing a finishing line with the slogan “Pushing the Limits”.
As well as wanting to create a striking piece to support CLIC Sargent, the theme was also inspired by Clive’s sister Tracy Saunders also a Director at Go Glass, who had her leg amputated after a cycling accident in 2011. She had been cycling to work in 2011 when she was crushed under the wheels of a lorry at a roundabout. Tracy was later fitted with a prosthetic and with the support of Clive and the rest of her family has worked hard to get back on her bike and working again. Clive, who is also a keen athlete and has completed triathlon and Ironman events, said: “My passion for glass etching along with ironman training and my sister’s struggle to deal with losing a leg led to my sculpture ‘Pushing the Limits’.
“It’s also a great chance to raise some money for CLIC Sargent, a charity which pushes itself to the limits in its support for children and young people with cancer.” Clive first started competing in triathlons about five years ago and has since become an “Ultra Runner” taking part in Ironman triathlons (which involve a 2.4 mile swim, 112 mile bike ride and 26.2 mile run) and running 80 miles in a day this year. He said: “I feel keeping the muscles guessing and ready for whatever you throw at them sets you up for triathlon. I also love encouraging others to improve. I know we all race alone but it’s important to train together whenever possible.” This is the third time Clive has designed, created and auctioned a sculpture for CLIC Sargent after producing a glass Formula One car and racing bike in the past. CLIC Sargent Fundraising Manager Karen Roberts said: “We are so impressed by Clive’s amazing sculpture. It is not only a great example of his detailed glass work but also has an inspiring message of encouragement about pushing to the limits. “We’re so grateful for all Clive and Go Glass have done for CLIC Sargent. Funds raised from the auction will go towards the work the charity does for children and young people with cancer, and their families, including providing grants, nurses who visits homes and schools and social workers who provide vital support when lives have been turned upside down.” Clive is hoping a company or running group will be interested in bidding for the sculpture to use the piece as inspiration. To bid in the auction visit www.goglass.co.uk. The auction ends on February 28 2016. READER ENQUIRY No: 0116/0068
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January 2016 | www.glassnews.co.uk
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MACHINERY
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EMMEGI (UK) SUPPLIES A FIVE AXIS SATELLITE XT MACHINING CENTRE TO ALITEX
Haffner releases video demonstrating credentials of TT405 computerised saw
A brand new five axis Satellite XT machining centre from Emmegi (UK) was the star of the show at a recent open morning held at Alitex in Hampshire, where they manufacture what are said to be the finest Victorian style aluminium greenhouses and conservatories in the world.
Haffner Murat’s TT405 computerised saw has revolutionised countless fabricators’ processes thanks to its long list of valuable features. But Dave Thomas, Haffner Murat’s Managing Director, says: “It can be difficult to understand just how much the machine can bring to a business just by reading product sheets or looking at photos. It’s only when you see the machine working you can get the full picture. It’s why we’ve commissioned a video so that people can see for themselves.”
The company has invested in the new machine to take its precision manufacturing to even greater heights, so it was understandably keen to demonstrate the machine in action to visitors. Alitex already has a portfolio of nine Emmegi machines in its factory, ranging from a double mitre saw supplied way back in 2002, right up to two Comet four axis and four Phantomatic T4A three axis CNC machines supplied more recently. The new Satellite XT however is set to transform the company’s most complex compound cutting and machining operations, offering significant time savings and even higher levels of accuracy and reliability. Because the Satellite XT works in five axis, it can machine whole aluminium sections in one process, rather than needing to pass though several different machines. Alitex estimates that overall it will reduce machining times by up to 30% but, for some complex profiles, it has already calculated that what was once a two hour process can now be completed in just 12 minutes and 8 seconds.
As a result, the company is predicting a two year payback on its investment, at the same time as helping it to increase capacity in line with its planned future growth. The supply, delivery and installation of the machine was seamless. It was delivered precisely on schedule just eight weeks after the order was placed and commissioning took five days. After a few weeks of work to develop and finalise the geometries and the links to Alitex’s Solid Works 3D CAD software, it is now nearing full production. Emmegi (UK)’s sales manager Andrew Jones said: “Alitex probably has more Emmegi machines in its factory than any other customer in the UK. It’s a perfect example of how we partner successfully with businesses and deliver great results time and again.” Alitex has a 60 year manufacturing heritage in the UK and proudly boasts that its greenhouses are the choice of the nation’s experts – from designers and landscape architects to horticultural professionals including Royal Botanic Gardens, Kew. The company also has an exclusive National Trust collection comprising seven different structures inspired by National Trust gardens around the country. Further details are available at w ww.alitex.co.uk and at www.emmegi.com.
The video shows the TT405 in action, drawing viewer’s attention to key features such as the capability to cut two standard 70mm profiles in one operation, improving output and efficiency and the saw’s ability to pivot inwards, enabling point-to-point cutting of the outside of the door and windows and increasing accuracy. The TT405 computerised saw is suitable for both PVCu and aluminium profiles. It has 450mm saw blades and a 4.2 metre cut capacity, with additional cutting length up to 7.2 metres available. It has pneumatic horizontal and vertical clamps to securely fix the profile in position and automatic guarding to protect the operator. Cutting arrow heads make transoms easier, while the PLC offers functions such as saw head pivoting, single head operation, cleat cutting facility, small cut operation and an automatic transom stop facility. The smallest cut using the automatic mode is as little as 165mm at 90 degrees and 270mm at 45 degrees, with smaller cuts available manually, making it tremendously versatile and waste is kept to a minimum thanks to the profile waste optimisation facility. The TT405 has top quality pneumatics, bearings and computer systems to ensure a long and trouble-free life and further reassurance is available in Haffner Murat’s two year no quibble parts and labour warranty, which comes as standard. The Haffner Murat team has always been passionate about two things: how window fabrication machinery can improve productivity and quality and reduce overheads in a business. And making sure a business invests in the right machinery to meets its needs. This new video demonstrates both passions perfectly. The TT405 computerised saw video is available to view at www.haffnermurat.com and on YouTube. Tel: 01785 222421 - www.haffnergb.com
Dempsey Dyer’s record year rounded off with £100k machinery investment Following a record year in which they are due to break £9m turnover for the first time in their 38 year history, Yorkshire based uPVC and timber fabricator, Dempsey Dyer, has invested £100k in new machinery. The major investment includes new corner cleaners from Urban, enabling the fabricator to produce frames at a faster rate while retaining the exceptional quality for which they are renowned. Managing director Peter Dyer comments: “Our financial year end (March 2016) looks set to be one of our strongest ever, with the uPVC and timber divisions forecast to deliver record sales of over £6.5m and £3m respectively. We want to really put our foot on the gas and continue this growth throughout 2016, so have decided to make investments right the way across the business. The new machinery is just the first of many improvements we plan to implement over the coming months.” In 2016, Dempsey Dyer will be implementing a controlled expansion of their 64,000 square foot facility, enabling the fabricator to increase productivity and satisfy the record order book. “We’ve already introduced a split shift in the timber factory and there are plans afoot to further increase the manufacturing output” Peter comments. “Next year will also see the launch of new products, ensuring we remain at the cutting edge of the continually evolving window and door marketplace.” Established in 1977, Dempsey Dyer offers a comprehensive selection of uPVC and timber windows, doors and conservatories. uPVC frames are made with the Deceuninck 2500 and 2800 systems and are available in a wide choice of colours, including Deceuninck’s newly launched Heritage Colour Range. The uPVC range includes specialist products such as the Monorail patio door, which can span up to 6m wide, and the innovative Slide and Swing door. Timber products are available in a choice of timber species, including the high technology Accoya®, and have been carefully engineered to offer a lifespan measured in decades rather than years. Bridging the gap between the two materials is the Beaumont, a mechanically jointed window and door range that looks like timber but is in fact made with the Deceuninck 2800 system. For more information call 01977 649641 or visit www.dempseydyer.co.uk.
READER ENQUIRY No: 0116/0071
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READER ENQUIRY No: 0116/0072
READER ENQUIRY No: 0116/0073
January 2016 | www.glassnews.co.uk
Promac Shop on-line
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Do you need a replacement part in a hurry? For the first time you can now order your parts, spares and consumables on-line at www.promacshop.co.uk. You don’t have to wait until the next day, you can now order 24-7, and be assured of a first class service from a name you can trust. Productive and profitable manufacturing relies on machinery that is running. Promac go the extra mile to make sure customers receive genuine approved replacement parts - all backed by manufacturer guarantee - quickly and efficiently to ensure downtime is kept to a minimum. Promac is focused on giving customers what they need.
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www.glassnews.co.uk | January 2016
45
ALUMINIUM
The UK’s Leading Glass & Glazing Newspaper
Senior’s Director urges developers
fluent design to consider ‘The Green Metal’ The director of a leading fabricator has called for developers to consider including more aluminium windows and doors in construction projects. Jerry Webb, who is managing director of Gloucester based CDW Systems, says doing so could advance the sustainability of newbuild developments. Despite a significant number of initiatives that have been launched in recent years– such as the Life Cycle Assessment (LCA), BREEAM, and Whole Life Costing (WLC) – there are only a few mandatory requirements when it comes to sustainability in construction.
As an international education provider operating across the world, the students and teachers of Education First (EF) are used to enjoying beautiful surroundings and the recently completed language school in Cambridge is no exception. The new school building has been carefully arranged, with the classrooms spread over two levels and linked by a central glazed atrium. With a key requirement of the scheme being the use of both natural light and ventilation, Senior Architectural System’s innovative Hybrid range of doors, windows and curtain walling has been specified to fulfil the exacting brief. The innovative construction of Senior’s Hybrid range, which combines the durability of aluminium externally with the environmental and aesthetic benefits of timber internally, made it the ideal choice for this ambitious scheme. Installed by leading fabricator Ali Systems, Senior’s Hybrid Series 3 curtain walling has been used to create the school’s striking double height atrium with the slim sightlines offered by the Hybrid Series 2 windows further complementing the building’s architectural heritage. To meet the additional requirements of a busy modern school, Senior’s SD automatic doors completed the package. The language school is located in an historic Edwardian villa in a tranquil tree-lined residential area close to Cambridge’s city centre but prior to its extensive refurbishment, the period property was struggling to meet the rigorous demands of a modern educational facility. Leading architect NRAP has sympathetically reinvented the space to create an inspirational learning environment that has gone on to be recognised with a number of key architectural accolades including RIBA East Regional Award 2015, a Historic England Conservation Award and Cambridge Design and Construction Award. For more information about Senior, visit www.seniorarchitectural.co.uk READER ENQUIRY No: 0116/0075
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However, many developers are striving to ensure buildings remain fit for purpose and compliant with Building Regulations well into the future. Jerry has long been championing the use of aluminium in the built environment and says the material is ‘The Green Metal’ of the
industry and needs to be taking market share in the mass build market. Jerry comments: “Aluminium is one of the greenest, most innovative materials you can use in projects, offering advanced technological solutions to help overcome the sustainability and environmental challenges facing the industry. “Reducing waste during the build process is a major concern as construction and demolition waste alone represents 32% of total UK waste. There are recycling initiatives in place, but aluminium could offer a better solution, due to its long lifespan and recyclability.” Aluminium incorporated into building design is likely to save much more energy throughout the life of the building than was consumed in its initial manufacture too, Jerry says. This is because aluminium building systems help to increase solar gain during winter
months; and create a significant increase in efficiency of fuel consumption for both heating and air conditioning. Jerry concludes: “At the end of the day, it’s not a case of pitting materials against one another - it’s about using the best material for the job. “That said, aluminium does have significant performance advantages – such as high strength-to-weight ratio, design flexibility and long service life – that may have been previously overlooked but will help developers achieve future levels of sustainability that will have a positive impact in years to come.” READER ENQUIRY No: 0116/0076
Mercury Glazing’s aluminium
sales reflect market upturn
Leading specialist frame manufacturer, Mercury Glazing has witnessed an unprecented upturn in sales of their aluminium products over the past twelve months. With an increase in sales of over 50%, it would seem that their growth has exceeded current market trends for aluminium products.
Chris Reeks, Sales and Marketing Director of the Gloucester-based manufacturing company is not surprised by this growth and said, “The aluminium market has experienced an upturn in recent years and sales of our products have certainly exceeded current trends. We feel this is down to offering a comprehensive aluminium portfolio which is suitable for all markets sectors and is backed up with a high quality service.” As Chris says, their comprehensive range of products are suitable for both domestic and commercial applications making them an ideal one stop shop for installers and contractors working in all market sectors. The company’s aluminium bifolding door has itself achieved a 15% growth in twelve
months. Chris explains, “During 2015 demand for our aluminium bifolding door continued to grow and show little signs of slowing down as we enter 2016. The bifolding doors are suitable for both retail and commercial applications and are Document L compliant with PAS 24 accreditation.” Mercury Glazing manufacture the Smart’s range of aluminium products which includes casement and tilt/turn windows, bi-folding doors, sliding doors, residential doors, patio doors, commercial doors, curtain walling and louvres. All products have the sleek aesthetics for which aluminium products are renowned and offer industry leading performance. Mercury’s aluminium range is manufactured in the company’s purpose-designed production facilities in Gloucester and enables the company to maintain the exceptional quality standards for which it is best known. As well as the quality of the products, choosing Mercury Glazing as a supply partner gives installers and contractors the reassurance of a company that has a reputation for excellence. The established specialist fabricator of aluminium and PVC products offers reliable delivery across the UK as well as offering an installation service for commercial contracts in the new build, public and private sector markets. And with more new products due to be launched in 2016 the company’s impressive growth looks set to continue. Tel: 01452 383344 www.mercuryglazing.co.uk READER ENQUIRY No: 0116/0077
January 2016 | www.glassnews.co.uk
ALUMINIUM CASE STUDY
The UK’s Leading Glass & Glazing Newspaper
AluK systems specified for Birmingham’s innovative Advanced Manufacturing Hub AluK products used... SL52 curtain walling system
The Advanced Manufacturing Hub in Birmingham is one of six economic zones created to provide growth environments for key sectors in the city.
solar gain and enhance the occupants’ visual comfort as the façade was south facing.”
The first tenant to move into the hub will be an international hydraulic manufacturer, HydraForce. The company received an award of £1.8 million from the Government’s Regional Growth Fund towards its £17 million investment to move its European headquarters 2 miles (3.2km) away from its existing plant to occupy the newly constructed state-of-the-art facility in Aston, Birmingham.
“The window configuration was designed to allow as much reflected light off the suspended ceiling as possible by positioning the head at ceiling level” adds Lee Wong. “A fixed light beneath ensured that the opening casement was at a level to be easily unlocked. For this section, horizontal Brise Soleil was incorporated to achieve the BREEAM credits required.”
In constructing the new facility, multidisciplinary contractor Buckingham Group engaged fabricator, Window & Door Commercial Ltd, to supply and install the complete aluminium windows, doors and curtain walling to the façade of the factory office. Fitted in 10 weeks, the project utilised AluK’s 58BW window systems, 58BD and GT55 TB door systems as well as SL52 curtain walling, using 340m2of aluminium profile. Industrial development specialist, First Industrial, wanted to create a manufacturing unit that met specific sustainability requirements; the AluK systems specified helped the project to achieve a BREEAM ‘Very Good’ rating, as well as meet the architect’s design intent of slim sightlines and profile sizes. Lee Wong, Director, Stephen George & Partners comments: “The aim with this project was to flood the main entrance atrium and staircases with natural light, hence the specification of full height AluK curtain walling. We incorporated a vertical Brise Soleil system to the design in order to reduce
The architects did not want to disguise the curtain walling restraint beams by using lookalike panels and framing, therefore rectangular hollow aluminium pieces were merged and finished to match the transoms so as to be viewed as part of the system.
The new facility includes a large production area of 100,000 sq ft which incorporates associated goods in/out and dispatch areas. Also located within the production area is space for the engineering department & CNC machines. As part of the production process, a quality laboratory and product application area were created together with a new canteen, locker areas and spacious WC facilities for the staff. In addition, a large office area of 20,000 sq. ft. of space will be utilised and spread across three floors.
The SL52 curtain walling system is a flexible capped solution designed to offer high performance. The flexibility of the SL52 design enables specifiers to create impressive façades that not only enhance the aesthetics of a building but also provide the specific functionality and performance required to meet and exceed current standards. The SL52 curtain walling system is available with fully integrated vent options including POV, Tilt and Turn, Top Hung, Side Hung and Fixed Light.
58BW window system The 58BW window system offers a cost effective, high performance solution in a wide range of configurations and formats to suit your building design. Certified under the Secured by Design scheme, its unique polyamide thermal break design improves thermal performance. Available in single or dual colour option, polyester powder coating and anodised finishes.
GT55 TB door system The GT55 TB door system provides the ultimate combination of security and performance. The system is ideal for a range of heavy duty commercial and public sector applications including offices, hospitals, schools, warehousing and other industrial applications. The GT55 TB is one of the most robust thermally broken commercial door systems available on the market. The system has been fully tested and can be integrated with AluK’s GT55 ground floor treatment system and has recently completed rigorous testing regime to PAS24. This robust and low maintenance door provides complete flexibility in entrance solutions and is available in a wide range of colours and finishes to suit any project.
58BD door system Available in a wide range of styles and formats, the 58BD aluminium door system is suitable for both light and medium duty use and offers a competitively priced, flexible solution that ensures that your property is safe and secure. Secured by Design certified, it has multi point locking mechanisms for enhanced security. The system to available in a comprehensive range of standard and RAL colours and can be single or dual colour.
With the additional 75,000 sq ft of space, the company intends to fill at least 200 jobs over the next five years and increase manufacturing capacity with the addition of more equipment. HydraForce currently employs 280 people at its European headquarters at Aston, Birmingham and is moving to the new facility in response to a huge increase in demand for its products. It is expected that the company will nearly double its turnover by 2018. The project was completed in July 2015.
READER ENQUIRY No: 0116/0078
www.glassnews.co.uk | January 2016
47
Do you ge from your Bi-Fold Doors from £850 +VAT • Personalise your Liniar bi-fold – available in a huge variety of colours
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Composite Doors from £295 +VAT • Liniar designated outer frame – matches all Liniar products perfectly! • With over 20 door styles to choose from • 7 standard vibrant and popular colour choices to choose from as well as 100’s of other RAL colours • The most competitively priced composite doors available
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• All of our frames are guaranteed to not warp, split or discolour for a minimum of 10 years • Energy Plus multi-chambered outer frame and sash offers maximum thermal efficiency • Liniar ModLock bi-fold is also triple glazing ready • Low threshold at just 24mm high, offering easy access for family living • Liniar standard and ModLock bi-fold doors
New FireFrame® Composite Doors - off the shelf compliance Winkhaus has launched FireFrame®, designed for excellent performances in terms of fire safety regulations, as well as high security and energy efficiency – now available from Pearl! • An excellent all-rounder
• 28mm low-line glazing bead
• Available for 30 and 60 minutes applications
• Stainless steel tandem rollers and track ensure smooth long term operation
• New lightweight specialist composite frame • FireFrame® also delivers better thermal insulation and enhanced security, for an overall performance that is simply unrivalled
• Anti-lift security sections provide security against intrusion as standard
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January 2016 | www.glassnews.co.uk
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– colour matched, lead free, PVCu trims and matching silicone sealants – now available from Pearl! • Available in sculptured profile with the flush finish on external faces, 28mm double or triple glazing, internally beaded, with a wide choice of opening configurations, colours, finishes, hardware and glazing.
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www.pearlwindows.co.uk Tel: 0800 014 2769 | Email: sales@pearlwindows.co.uk
www.glassnews.co.uk | January 2016
09/12/2015 09:26
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FACE TO FACE
The UK’s Leading Glass & Glazing Newspaper
THIS MONTH: Ian Longbottom, Chairman, Sliders UK Ian founded Sliders UK in 2002 as a specialist manufacturer inline sliding doors. The first patio door manufacturer to be accredited with Secured by Design in 2008, the company has added a raft of products to its offer including aluminium and PVC-U bi-folding doors and composites, from the UK’s leading systems companies. In his spare time Ian likes to relax by ‘throwing himself’ out of aeroplanes!
It’s all about you
We have a lot to be proud of, we manufactured the UK’s first SBD inline sliding patio door in 2008 and a string of other SBD firsts behind us.
Where you were born and live currently . . . I’m Yorkshire born, growing up in Bradford but I now live around 20 minutes or so from the factory and offices in a village called Bretherton, with my partner and her horses! It’s not far from Preston.
The partnerships which we now have in place with leading aluminium and PVC-U inline sliding, bi-folding and composite door systems including ALUK, Distinction, Duraflex, Eurocell, Kestrel, Kömmerling and the range that that allows us to bring to market, is also a real achievement.
Your education and the subject or activity in which you excelled . . .
On a personal level my greatest achievement are two great kids.
I attended Cheatham’s Music School in Long Millgate, Manchester. It was probably English and science that were my strongest subjects. Science inspired my interest the most.
The mistake you would like to correct . . .
I have always had an interest in the environment and things around me, how they’re constructed and made. I guess that I have always been quite analytical and had a desire to understand how things work.
The talent that you would like to enhance . . .
I’m not sure I would want to ‘correct’ anything. Again I think that you learn from mistakes. Dynamic flying. It’s a sky diving discipline where you ‘fly’ adopting different styles and positions while in freefall, for example ‘head down’, ‘sit flying’ and ‘acrobatic’.
Your favourite sports or interests . . .
and your future
After falling in love with it after my first free fall many years ago I decided to take up skydiving as a hobby and have been progressing in the sport ever since. In 2014 I completed the seven levels of the British Parachute Association’s ‘Accelerated Free Fall’ course, which now allows me to jump on my own. Since then I’ve progressed with the Canopy Handling (CH1) course and BPA test, which have completed the requirements for my full BPA ‘A’ license. I have also qualified through to formation skydiving (FS1) and qualified for my ‘B’ license at the beginning of 2015.
Your biggest regret in life . . . I don’t do regrets - it never helps. I tend to always try and see the positive, even if things might not be what you wanted them to be, you just have to change course and make sure you learn from the experience.
Someone or something that inspires you . . . First it’s probably my old English teacher. There are always those teachers at school who just bring a subject to life and who inspire your interest. Also Simon Dickinson, the then Managing Director at Windoware, who gave me my first proper sales job and who probably taught me most of what I know about it. The other person has to be our consulting accountant Ian Bolland. He’s one of the smartest people I know and has got us out of a couple of really quite sticky situations. We set up in 2002, saw phenomenal growth, committed to lots of investment and then the recession hit. He guided us through it.
What you would like to do if you weren’t in the industry . . . The temptation you can’t resist . . .
Without a doubt I would want to be a sky diving instructor to help people share in and enjoy such an incredible experience.
It has to be skydiving. I think I’m a thrill seeker when it comes to it, the adrenaline and the kick I get from it must make me an adrenaline junky. Regular skydivers are a pretty small bunch!
The other thing that I would do would be to work with my partner to establish a successful equestrian centre.
your career
Provide our customers with an unrivalled service, product range and technical support and to provide our employees with rewarding, enjoyable careers, with the time outside of work to enjoy the things that they want to do.
When and how you joined this industry . . . My first job in the industry was at Styleware, who were part of Spectus’ hardware offer. I was there for four years in sales and marketing before taking over the running of their Manchester depot.
The job you do in 25 words . . . I have spent the last 13 years assembling, managing and developing the knowledgeable, motivated and highly committed team of industry professionals who are Sliders UK.
A particular ambition . . .
The way that you want to be remembered . . . As someone who took business seriously but not himself. It’s important that businesses are run well and run profitably but the reason for doing so should always be about giving yourself and those who work for you the security, the financial footing and the working conditions to enjoy life.
Your greatest achievement . . . From a work perspective it’s building Sliders UK and the quality of the products and the service offer which underpins them.
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. 50
January 2016 | www.glassnews.co.uk
TRADE COUNTER NEWS
The UK’s Leading Glass & Glazing Newspaper
. . . p u g in d Tra
0116/0081
de
your tra ucts to offer at possible prod st range. u be C e th PV r e fo ing iar’s innovativ Lin If you are look an th er look no furth counter, then ing ly match r offers perfect efficiency, Linia m Irish Oak to gy fro er s, en ur le lo ab co With unbeat dest choice of wi oices. e th ch in ur s lo or do 20 foiled co windows and with more than d an , en re G l Chartwel
Installers love Liniar
FOR EVERY WINDOW & DOOR SPARE YOU’LL EVER NEED LOCKS • HANDLES • HINGES • RESTRICTORS KEYS CUT • TOOLS • CONSUMABLES
– here’s just a few of the reasons why:
Easy to fit
A+ energy rating
Liniar’s patented designs were built with the installer in mind, so all of our windows and doors are simple to fit, saving precious time on the job.
The latest multi-chambered technology can easily achieve an A+ Windows Energy Rating, keeping customers’ fuel bills down.
Installer support
The Liniar team is made up of industry experts with more than 500 years of experience between them. They know the challenges installers face and find ways to address them.
Installation guides and videos are available, visit the Liniar website and subscribe to the Liniar youtube channel at www.youtube.com/LiniarUK. Goodbye to draughts Liniar’s patented double-action bubble gasket means a continuous seal around the windows, even in the corners – so no call-backs to deal with draughts.
Designed by experience
i
If you would like more information on stocking Liniar products at your trade counter call 01332 883900 or email sales@liniar.co.uk
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www.glassnews.co.uk | January 2016
51
TRADE COUNTER NEWS
The UK’s Leading Glass & Glazing Newspaper
The anatomy of a trade counter business Graft, innovation, and exceptional service:
the secret to Truemans’ success
Experiencing spectacular growth over the past few years, trade counter Truemans Windows is one of the sector’s greatest recent success stories. In view of the business’ latest expansion – with Truemans’ largest outlet yet opening in Crewe last September - we caught up with 30 year-old MD, Joe Trueman, to talk about his achievements at the helm, his thoughts on the industry, and the company’s plans for the future. Starting out as all-in-one manufacturer and installer producing 30-50 Selecta frames a week in Haslingden, Lancashire, Truemans has flourished into one of the busiest, most successful double glazing companies in the North of England – largely the result of its management’s ambition and willingness to take risks. Joe’s dad worked in the industry for 20 years, and his own involvement with the family business started early. At 16, studying for his GCSEs, he would spend his weekends sweeping up in his dad’s factory and helping fit gaskets. Uninspired by schoolwork, Joe would soon leave education to work full-time for the family business, fitting windows and conducting surveys and remedial work for £60 a week. By 20, he was working in the company’s main office. “That’s when I started looking at the numbers, and I gained some enthusiasm for it”, says Joe. “It was then that it struck me I could turn this into something more”. Within a few years, he had taken his dad’s place as managing director of Truemans Windows. Before long, though, he was being faced with difficult decisions. “It became apparent that the factory wasn’t good enough, the machinery wasn’t good enough, and so I had a choice – was I going to invest half a million pounds, which I would’ve had to borrow, to get new machinery, or take a risk, pack it in, and try something new?”
Breaking the mould Joe is frank about how hard it was to stop manufacturing. “It was my decision, and it was a difficult one for everyone involved. We reached a point where I decided I wanted to push trade sales. I saw that as being the way
52
MD Joe Trueman.
Starting out as all-in-one manufacturer and installer producing 30-50 Selecta frames a week in Haslingden, Lancashire, Truemans has flourished into one of the busiest, most successful double glazing companies in the North of England – largely the result of its management’s ambition and willingness to take risks. we could get our sales up, and go back to our suppliers for better deals.” “It took about three months to sell the idea to my dad, because we did have all the kit and finance. Halfway through the finance, I was having to say to him ‘you know how I said we had to buy all this machinery? Well, I’ve had a different idea now. Let’s get rid of it’”. “It took a lot of time, because we had all the normal worries – what happens when
you don’t control your own product, what happens if your supplier goes bust. There were lots of reasons why we shouldn’t have done it – but we looked at the pros and the cons, and concluded that if we didn’t have the hassle of manufacturing, we could focus purely on providing fantastic customer service.” It was a controversial decision, but one that quickly bore fruit. Today, the company offers a diverse array of products, ranging from Rehau and Halo windows and doors, to Residence 9 frames and Smart aluminium bi-folds. Praised by Insight Data’s Installer Market Report as “spectacular”, Truemans’ growth in recent years has seen it able to shift over 1,000 frames a week, across four trade counters, without the need to fabricate. Its lead times are also highly competitive – customers can place an order on 2 o’clock Monday afternoon and receive the product by the following Monday. In 2013, the company opened their third outlet in Doncaster, adding 6,000 sq. ft. to its operating space around the North of England. This was followed by their biggest trade counter to date, a 7,200 sq. ft. site in Crewe opened in September 2015, with capacity to shift an impressive 500 frames a week.
Earlier last year, Truemans was also named publisher’s choice at the Red Rose Business Awards, and was highly commended in the Construction Business of the Year category.
It’s all about the client… So where does Truemans get its edge? Arguably, the secret to the company’s success lies with his emphasis on exceptional customer service, and a raft of value added services. The company now has a specialist department solely focused on providing free marketing services for Truemans clients. “They’ll sit down with customers, find out what they need, whether it’s a brochure, drop cards etc. We print everything in house, so we’ve invested quite a bit in printing facilities at each branch, and offer that as a completely free service,” said Joe. Truemans’ round-the-clock online ordering system went live in August 2014, allowing installers and builders to make purchases anytime, anywhere. Customers can also get rid of old window frames and other waste material for free, using the skips at each of Truemans’ trade counter locations.
January 2016 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
TRADE COUNTER NEWS
…and supplier partnerships Even as Truemans has grown, it has stuck firmly to the ethical ethos of the family business – not just focusing on its own customers, but doing its utmost to be a great customer itself. “We’ve got it into our heads that we want to be the best possible customer, so we’ll go to our suppliers and ask, are we ordering the right way, how do you want your payments, how can we make this the most efficient possible process, etc.,” commented Joe. The company recently celebrated four years of partnership with Polyframe.
What’s next for Truemans? Nearly fifteen years on from his first job in the industry, Joe’s passion for his trade still shines through. “I love building our business. I love getting new customers on board, getting good feedback from them, and I love hearing that we have helped our installers grow with the support we’re offering.” As ever, though, Joe’s eye is firmly on the future. So where next for Truemans? “I want to consolidate what we’ve achieved over the past eight years – expanding so that we become the go-to window and door provider for the whole North of England. Then in the longer-term, I want to see us open branches
Truemans’ original location, in Haslingden.
in the Midlands, where I think there’s a lot of room for us to grow. After that? Who knows. A good business model is a good business model, and see no reason why in time we couldn’t make it work in the South.
constantly improve their operations, and offer true choice in terms of products will prevail,” he says. “Personally, I don’t see a future for fabricators producing less than 500 frames a week”.
“I think trade counter businesses will continue to grow, although there will be a natural selection taking place, whereby those who offer real added value services,
While a lot about the future of the industry remains uncertain, it’s clear that with the current management team in the driving seat, Truemans will carry on to be a dynamic,
The company’s newest and largest outlet opened in Crewe last year in September.
www.glassnews.co.uk | January 2016
innovative, disruptive force in the sector, continuing to offer the best possible service for its clients. For more information, visit www.truemanswindows.co.uk, or call 01282 504 704.
READER ENQUIRY No: 0116/0083
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TRADE COUNTER NEWS
The UK’s Leading Glass & Glazing Newspaper
COUNTER INTUITIVE Thinking of joining the trend toward fabricators and installers opening their own trade counters? Ian Griffiths, Sales Director of Shepley, has some valuable advice. These are exciting times to be part of the growing trend for trade counters. The 2014 Insight Report on the Fabricator & Installer Market identified that the supply of products directly to local installers, builders or DIY enthusiasts is the single biggest shift in the window industry. There are now 816 trade counter outlets across the UK offering windows and/or doors, a rise of 44 depots in a year. Some are effectively a small builders’ merchant, buying in products from manufacturers and selling them on. Increasingly, though, major PVCu fabricators are operating their own outlets to supply local markets direct.
Stocking up for success Like everything else, there’s ever-changing legislation around consumer rights which are important if you sell to the DIYers. Look for good examples of return or replacement processes, and take your steer from them. There is good information on the new Consumer Rights Act on the Which website -http://www.which.co.uk/consumer-rights.
In turn, this rise in trade counters is fuelling the growth in ‘builder installers’, with more than 22,000 local builders now also offering windows, doors, conservatories and other products directly to consumers in an increasingly crowded market.
In these times of internet shopping, customers may expect an online ordering system where they can specify products for collection so working with your fabricator to be able to offer service this may be important.
As ideas go, it’s easy to see why selling direct through a trade counter appeals to any installer or window fabricator with surplus space. Get it right and it can be a profitable operation, but it requires plenty of thought and planning. Among the first considerations is the practicality of physically opening a trade counter. Yes, that under-used building or yard may look ripe for exploiting, but if your vision of a busy, thriving counter comes to fruition, you’ll need to make space for parking and collection. Even more fundamentally, does a move to a trade outlet, with associated building work and potential for an increase in traffic on local roads, need planning consent? That can be a costly and time consuming process. Your trade counter should be set up as a separate cost centre so be prepared to add in some extra admin resource.
Building valued relationships None of this presents a major problem for an already-successful business. You’re the experts in the products you sell and if you equip your counter staff with the knowledge to provide customers with the expert guidance they need, they’ll be back for more.
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Selling in a trade counter environment demands a particular set of skills, which will need to be developed through training and performance development. Putting in place an experienced manager who can build relationships with customers is an important part of success.
Convenience and the ability to fulfil shortnotice requirements are key reasons why customers choose trade counters. But to meet those requirements, plan to ensure sufficient stock levels are maintained. Customers want to select from a wide range of products that go together, a trade counter which offers only a fraction would be a bit like a pub which offers sandwiches but no beer! Equally, you don’t want too much stock lying idle in the hope that it will sell.
And of course when you do take the plunge and open a trade counter, you’ve got to tell your customers. With extra spend on marketing, advertising and PR.
The way we see it If you’re considering the trade counter route, it’s a good idea to work with suppliers who can support you in an increasingly competitive market. The last thing you want is to build up an area, then see a trade fabricator set up a rival counter. Shepley has a long track record in supporting customers with trade counters and has built up valued relationships with some of the best trade counter operators. Indeed, the advice here comes from first-hand experience of working with successful outlets. Crucially, because we know our partners work tirelessly to deliver the best possible service to our customers, we see no reason to upset successful relationships by going into competition with them. Our trade counter operators can be assured that we won’t muscle into an area they worked hard to build up or start undercutting their price on our products. We’re happy to repay that trust by sharing our knowledge and expertise with them. The growth in trade counters presents exciting opportunities and we’re always keen to hear from reputable operators who can help us extend our presence further. It is by continuing to develop longstanding relationships of trust – and not going headto-head with quality trade counters – that we will build a brighter future. Tel: 0161 339 2433 – www.shepley.com READER ENQUIRY No: 0116/0084
January 2016 | www.glassnews.co.uk
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55
PEARL NEWSLETTER First Quarter 2016
The UK’s Leading Glass & Glazing Newspaper
NEW FACTORY
FOR LINIAR’S LARGEST FABRICATOR At the beginning of 2015 Pearl Window Systems began the process of executing a development program ready for 2016. Not only have they managed to do that but in the process have completed another successful year, with sales exceeding those of 2014. Liniar also complimented Pearl at becoming their largest fabricator in 2015. But for Pearl it doesn’t stop there. Jeff Walsh, MD of Pearl Window Systems, comments: “2015, what a year! We’ve been busy and now we’re raring to go for 2016!” Jeff continues: “Identifying the development needed to increase our volume whilst maximising our existing site was a
challenge, the option to move a factory of our size and volume is pretty unthinkable, the management team at Pearl begun
“Identifying the development needed to increase our volume whilst maximising our existing site was a challenge, the option to move a factory of our size and volume is pretty unthinkable, the management team at Pearl begun to assess everything from start to finish to try and maximise and streamline every last square foot of space in our existing factory.” to assess everything from start to finish to try and maximise and streamline every last square foot of space in our existing factory. Surprisingly thinking outside of the box, a mezzanine floor later, compacting processes to streamline production we came up with a 5,000 frame per week plan. At the very start of 2015, our development program started with completion to take place by March 2016 of these current upgrades.” As part of the development program a new central stores facility has been built to accommodate three production facilities. The new facility has been placed strategically in the centre of Pearl's three production units, ensuring a complete and on time in house supply chain. The plan for production went so smoothly that Pearl managed to utilise the entire factory. Part of this meant they had to move the distribution team to a brand new 4,000 square foot building, which has been built especially to accommodate finished frames awaiting distribution. This fully bar coded facility enables full traceability within the warehouse, which makes for a smooth and efficient delivery service to all Pearl customers. Jeff comments further: “The development plan wouldn't have been complete without improving facilities for our team. As part of the process we have undergone a makeover, we have installed new air conditioned offices and utilities for both office and shop floor staff, the whole factory has been re painted together with new Liniar windows and doors fitted thought to compliment our new grey factory.” And with the completed expansion of their fleet of vehicles, now totaling 8 Mercedes trucks, Pearl is on hand ready to delivery products throughout the country.
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January 2016 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
Pearl Choose FireFrame®
GROUND BREAKING WARRANTY TO REDUCE YOUR REMEDIALS
from Winkhaus
When you buy an expensive new product, such as a fridge, a washing machine or a computer, there’s always the worry that it will stop working, is not fit for purpose or that you’ll have to replace or repair it. The same applies when it comes to hardware. Many installers will of experienced remedials of hardware due to corrosion and scratching of the homeowners hardware. This is time consuming, costly and inconvenient for all parties concerned. As a ground-breaking industry first, Pearl Window Systems are pleased to announce the launch of an online warranty registration scheme direct to the manufacturers, for the following products: • 25 years on Trojan stainless steel chrome and gold door handles • 10 years on Fullex door locks • 10 years on Kenrick shootbolts
PEARL NEWSLETTER First Quarter 2016
Each Pearl order acknowledgement and glass size is accompanied with a specific registration form for the homeowner, a simple completion by the installer of the order number allows the homeowner to register that particular product on line, this triggers the home owners warranty with that specific supplier as you would see with any white goods or TV purchase. This in no way affects the standard warranty offered at the point of sale by Pearl but allows the homeowner the comfort of a long term back up (all standard warranty conditions apply).
Pearl chose the new FireFrame® door because it is available for 30 and 60 minutes applications with a new lightweight specialist composite frame that covers a large range of requirements, and means Pearl can considerably reduce manufacturing time and costs, when compared to alternative solutions available on the market. With a manufacturing time that’s significantly faster than other equivalent doors, FireFrame® also delivers better thermal insulation and enhanced security, for an overall performance that is simply unrivalled. Therefore, all Pearl customers can now enjoy a superb fire door product, quickly produced at a cost effective price and which is fully tested and CE compliant. The introduction of CE Marking requirements for fire doors and Approved Document Q, will see a high proportion of doors installed on projects that require planning permission having to prove compliance with both standards, where high levels of security and fire safety will be both mandatory.
From December 1st, the CE Marking requirements for fire doors will also kick in, following the introduction of the EN 1634 product standard in the EU Official Journal, back in July. This standard sets the testing requirements for fire resistance characteristics on fire doors, and includes performance measurements against specific criteria. As CE marking falls into the responsibility of those who put the product on the market, fabricators will be liable for holding test evidence from an EN fire test method. Pearl have partnered with Winkhaus so they are able to achieve compliance and provide a comprehensive test evidence package with FireFrame®. For more information on this product and the full product range from Pearl, please call 01942 843586.
For further information on this concept and many more please contact Pearl Window Systems on T. 01942 843586.
PEARL TO DISTRIBUTE FULL RANGE OF LINIAR APPROVED INSTALLATION SUPPLIES! New for 2016 and as part of Pearls commitment to existing dealers, a unique opportunity has arisen to distribute exclusively the full range of Liniar Installation supplies. A Perfect Finish! As a window installer, you will always be judged on the quality of your workmanship. A happy, satisfied customer is likely to recommend you to their friends and family, leading to more work, more recommendations and a successful business. And on the reverse side of the coin, just one below-par
www.glassnews.co.uk |
installation can damage the good standing that’s been hard to build and it can prove incredibly difficult, if not impossible, to resurrect that reputation. Research undertaken by the Consumer Forum shows that people are three times more likely to share a poor customer experience than a good one.
There are two main factors when it comes to a professional finish; the first being the skill and care that is applied to each project, the other being the quality of the products that are used. Installers of the Liniar range of windows, doors and conservatories already work with the highest quality products on the market – but now a brand new range of Liniar Approved colour matched foam trims and installation products have been launched to enable them to provide a perfect finish every time.
range comprises the foam trims mentioned above, together with high quality coloured, white and clear silicone sealant, decorator’s caulk and expanding foam, window boards, joints and end caps, cleaners and adhesives, fixings and
glazing packers - plus other accessories including tools and touch up pens. Everything in the Liniar Approved range has been carefully selected and given the Liniar stamp of approval to ensure a perfect finish – so make sure you protect your
well-deserved reputation for quality by finishing your installations with Liniar products. For further information please contact Pearl Window Systems on T. 01942 843586 to arrange a visit from your area sales manager.
The foam trims are produced in-house by Liniar from 100% lead-free PVCu foam, and foiled using the same superior woodgrain effect coloured foils as the rest of the products in the Liniar range. Available through Pearl Window Systems, the Liniar Approved building products
January 2016
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PEARL NEWSLETTER First Quarter 2016
The UK’s Leading Glass & Glazing Newspaper
SUPER FABRICATOR’S INVESTMENT FOR GROWTH
Jeff Walsh, Managing Director of Pearl Window Systems, speaks to Glass News about his 18 year’s of heading up his fabrication business and his recent investments for growth.
“We decided to install the machinery during the final quarter of 2015 and we’ve now just completed the implementation of an 8-head welder. We are already seeing efficiency improvements from the new kit and products are moving more quickly through the factory, with better lead times for our customers.”
“Walking through the door in December 1998 on my own to layout machines in an empty factory and a zero order book was a daunting challenge at that time. I am overwhelmed that employment figures have reached a record high of 150 staff in 2015, a figure that is not only a responsible one for me as the MD of Pearl but for the management team too. It’s an unbelievable achievement for the company; entering its 18th trading year in 2016 Pearl still enjoys the employ of its very first member of staff Kelly Barlow! Now with targets in the region of 5,000 frames per week and looking ahead to 2016 it is a time for reflection and my chance to say a huge thank you to every member of staff who have supported us over this year and for many years to come.” During 2015 Pearl focused heavily on developing their bespoke range of products, with the addition of a new bespoke manufacturing facility together with a strengthened management structure. Pearl now fabricate the entire suite of Liniar products including Standard and Mod Lok Bi Fold Doors, Composite Doors, SBD Composite Doors, Mod Lok Patio Doors and the revolutionary Flush Sash Window System. New for 2016 is the Introduction of the “Winkhaus” composite fire door. Also new for 2016 is Pearl’s exclusive distribution service of the full range of Liniar Installation Supplies, available to existing dealers and cementing the fact that Pearl truly are a one-stop shop. In order to retain their super fabricator status and further growth plans, Pearl have restructured
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As part of the development Pearl removed all the compressors and air tanks into a new external building allowing them to extend the sash line, with the addition of new Urban 530 corner cleaners and quad welders to supply and compliment a new sash gearing department and an extended vertical sash to frame assembly line. Continuing through the factory is a 4th electronic beading line, which was added together with 3 new vertical quality control stations 8 in total.
the existing factory with mezzanine offices, to accommodate a new Supercut 6, making further use of existing space. The new Supercut 6 compliments the existing 4 machining centres (now totaling 5 machining centres) helping to achieve a goal of 5,000 frames per week. With volumes continuing to increase, Pearl depends on reliable and efficient machinery in order to manufacture the highest quality products through the most efficient processes. Jeff comments: “We decided to install the machinery during the final quarter of 2015 and we’ve now just completed the
implementation of an 8-head welder. We are already seeing efficiency improvements from the new kit and products are moving more quickly through the factory, with better lead times for our customers.” The new 8 head Urban welder is connected to an 800 line and adjoining 6 head welder. This state of the art welder is fully computerized and bar coded for speed and accuracy. The Urban equipment and SuperCut Centre were supplied by Wegoma Machinery part of the HL Group of companies.
Jeff continues: “All our bespoke products are put together using specially designed vertical assembly systems, this enables every product to be pre set ready for its installation to a prepared aperture. To compliment this new production facility a portal software for the entire bespoke range has been developed for us with Business Micros, this is available free of charge to our customers with full colour imaging and pricing, electronic ordering together with iPad friendly applications for when you’re on the go.” For details on how to become a Pearl customer please call 01942 843586. READER ENQUIRY No: 1215/0086
January 2016 | www.glassnews.co.uk
Specialist Fabricators
OF THE CONSERVATORY ROOF SYSTEM! “One of the original and still the best system available in the UK.” Image for illustration purposes only.
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www.fourseasons-roofs.co.uk 0116/0087
www.glassnews.co.uk | January 2016
59
HARDWARE
The UK’s Leading Glass & Glazing Newspaper
Total Hardware helps fabricators streamline their processes As the industry gears up for the year ahead, a major window and door hardware supplier is launching a value proposition for fabricators and installers alike. Total Hardware, the national distributor of market leading hardware solutions for the trade, has implemented measures to collaborate more closely with current and future customers, serving as “production partners” rather than conventional suppliers. The company maintains this will benefit its manufacturing clients, and their installers, by helping them provide the greater flexibility and wider choice of colours, styles and finishes that end consumers are increasingly coming to expect. “This is what we call our ‘total package’”, explained Chris Pell, Total Hardware general manager. “By partnering with us, not only do customers gain access to our extensive range of hardware – not least, the exclusive, premium Quantum range – but they also benefit from our industry-leading customer service. “Here at Total Hardware, we always strive to have a significant stockholding available for immediate dispatch, ensuring that our customers’ lead times are kept as quick and competitive as possible, and that they’re able to manage their production flows as effectively as possible.”
Total Hardware general manager, Chris Pell.
Total Hardware’s signature Quantum range comprises a wide array of perfectly matching products, such as door and window handles, knockers, numerals/lettering, letter plates etc., available in seven premium colours and six stainless steel finishes. “Quantum was specifically designed to satisfy the growing market for high-end hardware solutions, itself growing in tandem with demand for premium doors, windows and conservatories. By offering Quantum, our clients gain a crucial competitive edge in an increasingly tight market, effectively differentiating themselves from their competition,” said Chris. Aside from Quantum, Total Hardware supplies fabricators and installers across the country with market leading products from suppliers such as Fullex, GU, Trojan, Archibald Kenricks and Yale. For more information call Total Hardware on 01132432255, or visit www.totalhardwareltd.co.uk. READER ENQUIRY No: 0116/0088
TITON ADDS WOOD GRAIN EFFECT TRICKLE VENTS TO HARDWARE PORTFOLIO Titon has extended its portfolio of Trimvent Select and Trimvent Select Xtra trickle vents by adding three different woodgrain finishes to each range: Light Oak Grain, Medium Oak Grain and Mahogany Grain. The introduction of these new finishes coincides with the rising trend for using colours and wood grain in window frames and sashes. As a result, window manufacturers and fabricators are now able to choose a vent to seamlessly match the finish of the window. Commenting on the additions to the Trimvent Select and Trimvent Select Xtra ranges, Tyson Anderson, Sales & Marketing Director at Titon, said: “We have launched these new vents and canopies because of the increased use of PVCu window profiles with
wood grain effect finishes, as well as feedback from fabricators, who have requested that the vents match exactly for a less obtrusive look. The wood grain effect has also been tested in exactly the same way as our standard colours, so the vents will perform to the same levels in terms of durability.” These additional designs further complement the extended palette of greens, greys, creams and other new colours Titon recently introduced to its Trimvent Select range. Each of these been developed to complement some of the most common profile finishes, giving customers even more choice in order to achieve an integrated look to their windows. As usual, Titon has marked the EA on each product for easy reference and simple specification. Furthermore, all vent and canopy or grille combinations have been tested in accordance with BS EN 13141:2004. For more information on Titon and its range of trickle vents, visit: www.titon.co.uk. READER ENQUIRY No: 0116/0089
ENDURANCE INTRODUCES THE DIAMOND STANDARD Endurance® Doors has now introduced the coveted Avocet ATK high security euro cylinder, as part of its Secured by Design upgrade for its range of highly respected solid and secure composite doors. The Avocet ATK is the only cylinder for composite doors that carries the Master Locksmith Association’s highest rating SS312 Sold Secure Diamond, TS007 3 star rating, British Kitemark and Secured by Design accreditations. With patented snap secure technology this market leading cylinder is also currently the only one in the UK to carry these specifications and accreditations in a thumbturn format. With Secured by Design now more important than ever as the recent introduction of Document Q for the new build market shows, the introduction of this new ATK
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“Security is the number one key driver in composite door sales and so Secured by Design is a fundamental part of our product strategy. The introduction of the Avocet ATK cylinder is the obvious choice as a cylinder, given its unrivalled list of accreditations and thumbturn option.” cylinder from Endurance® Doors is an important upgrade for their growing network of installation partners and slab only
manufacturers. It’s also a product upgrade that is endorsed by the Master Locksmith’s Association and Neighbourhood Watch.
This new product specification can also be harnessed for their range of FD30S fire doors, which make for the ideal internal garage door, traditionally one of the easiest points of entry to a locked property. With burglars looking at ever more clever ways of intrusion, this is again another key selling feature of the Endurance® Doors range. Stephen Nadin, managing director of Endurance Doors commented: ‘Security is the number one key driver in composite door sales and so Secured by Design is a fundamental part of our product strategy. The introduction of the Avocet ATK cylinder is the obvious choice as a cylinder, given its unrivalled list of accreditations and thumbturn option.’ For further information on the Endurance Solid and Secure composite door range for complete door sets or for slab only manufacturing, please log on to www.endurancedoors.co.uk, e-mail sales@endurancedoors.co.uk or call the sales office on 01652 659259. READER ENQUIRY No: 0116/0090
January 2016 | www.glassnews.co.uk
THE BEST RANGE OF QUALITY DOOR KNOCKERS IN THE MARKET
0116/0091
www.glassnews.co.uk | January 2016
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HARDWARE
The UK’s Leading Glass & Glazing Newspaper
TITON IS AWARDED PRESTIGIOUS Carl F Groupco’s specialism ‘SECURED BY DESIGN’ STATUS in industry standards Titon has become a member of Secured by Design (SBD), receiving the coveted SBD status ‘Police Preferred Specification’ for a number of its products, including the new TS007 Kitemarked Asterion 3-star door cylinder. The accreditation also applies to the Maco and Securistyle security products Titon supply, including shootbolt espagnolettes, friction hinges and window restrictors. Secured by Design is the official Police security initiative for the UK. Since its inception in 1989, it has focused on the design and security of homes, commercial premises and car parks. It also acknowledges quality security products and crime prevention projects. The initiative combines the principles of designing out crime with effective security standards. Commenting on the SBD status, Tyson Anderson, Sales & Marketing Director at Titon, said: “Gaining Secured by Design approval for our Asterion, Maco and Securistyle products is a significant achievement. It demonstrates our commitment to security, and safety and sustainability, while providing our customers with reassurance that our products match performance claims.” He continued: “Awareness of home security has risen following the publication of Approved Document (‘Part’) Q, of the Building Regulations for England & Wales, so it is excellent that products such as the Asterion 3-star cylinder now have ‘Police Preferred Specification’ to further highlight
their crime prevention capabilities. Plus, becoming members of Secured by Design reaffirms Titon’s commitment to providing high quality, security hardware which will appeal to not only the window and door fabricators we sell to but also the householder when upgrading the standard of the fitting in their home.” The Secured by Design logo is the only symbol that guarantees national Police approval of a product, providing architects, specifiers, builders and end customers with reassurance it is resistant to criminal attack. It is widely recognised within the building industry by planners and developers alike, which has seen it become more frequently listed as a mandatory requirement in tenders.
Consumers and specifiers are also recognising that SBD provides an easy means of identifying which products are an effective crime prevention measure. More information about Titon and its SBD products can be found at www.titon.co.uk.
The 197 page catalogue is available in traditional print form or as a download from the website. It provides a comprehensive range of hardware solutions for window and door fabrication and repair With 5,000 products in stock ready for next day delivery Window Ware can meet all your window and door hardware needs!
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Expanding on the development, John Mitchell, Technical Manager for Carl F Groupco said: “As part of our service, we assist customers with comprehensive knowledge of current standard requirements and place a strong focus on security features for the hardware products that we stock. It is important to provide accurate and realistic advice and we emphasise that adopting one product as a standalone security solution isn’t going to provide complete protection or fully address PAS 24. Hardware should be tested alongside the full door assembly to ensure that the door or window being supplied offers the level of security required by the builder and Approved Document Q.” Carl F Groupco supplies one of the largest selections of PAS 24 and Secured by Design approved window and door hardware ranges
READER ENQUIRY No: 0116/0092
WINDOW WARE LAUNCHES BRAND NEW PRODUCT CATALOGUE Window Ware - the onestop shop for door and window hardware, tools, fixings, and consumables –have just released their 2015 fabricator catalogue. This follows the exciting news that they’ve just signed up to exhibit at the Fit Show in April 2016.
As part of Carl F Groupco’s best practise guidelines, the hardware distributor keeps abreast of relevant industry standards – this includes Approved Document Q, the mandatory Security Building Regulation introduced by the Government on October 1st. The standard, which focuses on security and applies to new dwellings, states that buildings must be designed and built to adequately prevent unauthorised access from outside the property, while providing a means of escape for safety in line with the future PAS 24 2015 requirements.
The brand new catalogue boasts some great interactive features. To use these features, customers can download the free Layar app. Whilst the app is open, hover over a page where you see the icon and tap. Then watch how to guides, videos, links to the website or order forms for technical products appear in front of your eyes! Marketing manager Sarah Binns says “We’ve been a major player in the industry for the past 25 years and are renowned for our commitment to great service. We wanted a catalogue that reinforces that commitment, and by improving our catalogue with the addition of some unique features so that
customers can interact with us and access information quickly, we hope to have achieved this.” To obtain your FREE copy of the catalogue, head over to www.windowware. co.uk/brochure-request or contact your local area sales manager.
Approved Document Q hardware advice is offered by Carl F Groupco.
to the UK market. For doors, the hardware company sells a full range of FUHR locks which are Secured by Design accredited and fully tested to PAS 24. Other lines with strong security features include the Ingenious Professional and Duplex locks, the Hoppe PAS 24 door handle, CFG TS 007 cylinders, Trojan Patriot Plus door hinges and letterplate cowls. For windows, PAS 24 compliant window espags include the Kenrick Excalibur, MACO RAIL, Siegenia Trident and Trojan Stallion 2 as well as friction stay hinge guards which protect against attack. Tel: 01733 393330 - www.carlfgroupco.co.uk READER ENQUIRY No: 0116/0094
All KAT’s PVC sliding patio doors have Ultion security KAT, the UK’s specialist glazing manufacturer, is standardising on Ultion for all its PVC sliding patio doors from January 2016. Ultion is Brisant Secure’s high security cylinder door lock. Ultion security is just one of the key upgrades being introduced to KAT’s range for 2016. KAT customers will stay ahead of the rest with high product specification as standard.
KAT’s Commercial Director Chris Powell explains: “We’ve built the KAT brand on producing high spec products, so I’m always hunting for quality additions to our ranges. Ultion is a high quality product and the practical security it offers is second to none. It fits with KAT perfectly.” Ultion achieved Sold Secure Diamond after passing extensive tests carried out by
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expert locksmiths. Videos comparing Ultion security with the security from most lock cylinders in the industry are at www.ultion-lock.co.uk. “The videos are shocking,” says Chris. “They make it easy for us to show our customers why we won’t sell them anything else.” Brisant CEO Steve Stewart says: “KAT’s commitment to producing the highest quality products makes Ultion a perfect fit. With Ultion, customers can be sure their cylinder is providing homeowners with the very best security.” For more information on KAT visit www.katuk.co.uk or call 01625 439666. Fabricators and installers looking to sell ‘real life’ security should call Warren Yates on 01924 455 444.
READER ENQUIRY No: 0116/0093
KAT’s PVC sliding patio doors have Ultion security.
READER ENQUIRY No: 0116/0095
January 2016 | www.glassnews.co.uk
0116/0096
The only duo finish stainless steel pull bar handle range on the market. Supa™
www.glassnews.co.uk | January 2016
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HARDWARE
The UK’s Leading Glass & Glazing Newspaper
NORTH EAST PANELS OPENS THE DOOR TO AVOCET
Let’s celebrate British success stories says hardware chief Despite a recorded decline in British manufacturing we should celebrate the success stories and create a culture of enterprise and innovation.
North East Panels has made the switch to Avocet’s new ATK snap secure lock. The Washington-based company, which produces over 400 completed door units per week, will be fitting the new TS007 3-star rated and SS312 Diamond accredited Euro cylinder on all of its Secured by Design doors with immediate effect. In addition, Avocet’s Affinity door handle is now being fitted as standard on all its SBD doors, and its bar handles are to be used across all doors. Jimmy Wood, North East Panels’ national sales manager, said: “Having made the difficult decision to switch suppliers, the job of selecting a new one was as straightforward as they come – Avocet is known for delivering the right products at the right prices and we were delighted with what they were able to offer us.” Key amongst these right products was Avocet’s new ATK lock. Designed to deliver the ultimate protection in the fight against lock-snapping, ATK features Avocet’s patented locking cam system, which is proven to effectively secure against common forms of attack such as snapping, bumping and drilling. The new range also includes one of the only Sold Secure and Secured by Design rated thumbturn locks on the market. Incorporating Avocet’s new click secure
Making the switch – North East Panels’ Jimmy Wood.
system, it makes use of a positive click turn action, which means it can’t be bypassed with the wire tools that make a great deal of other thumbturns a major security risk. ATK also comes with a standard key, which allows all leading locksmiths to produce them quickly and easily, and end-user registration isn’t required. “ATK really is an impressive product,” continued Jimmy. “It basically takes all the good elements from Avocet’s ABS cylinder and bundles them up with a host of new features and benefits, which reduce the cost, remove the inconvenience of having to register keys, and deliver the first truly secure thumbturn lock.” For additional information on ATK and Avocet’s full ABS range visit www.avocethardware.co.uk or call or call 01484 711 700 To find out more about North East Panels visit www.northeastpanels.com or call 0191 4153111. READER ENQUIRY No: 0116/0097
This is the view of Tim Ferkin – director at hardware giants Cotswold Architectural Products, which is part of the Caldwell Group. He was speaking after yet another article announced a decline in British manufacturing, this time in The Economist. The Purchasing Manager’s Index (PMI) of the sector measured a fall in output in July from 51.9 to 51.5. Overall, the British economy grew by 0.7% in the second quarter of this year, but manufacturing declined by about 0.3%. Tim comments: “The numbers don’t lie and clearly the UK’s manufacturing and industrial base has declined over the year but in a global knowledge economy we remain at the cutting edge – and there are many niche and advanced manufactures that are successful and driving the economy forward. “Whilst we need to be aware of the challenges I think it’s also important to celebrate the success stories and encourage innovators and risk takers; as well as businesses that invest to create jobs in the UK.” Cotswold currently exports its products to over 50 countries around the world, with recent projects taking place in Australia and Turkey.
Since it was acquired by the Caldwell Group in early 2014, the company has embarked on a major investment programme and introduced thousands of new hardware products. Most recently Cotswold became the first company to launch a new dedicated solution for POV (parallel opening vents) on PVCu windows. Called the ‘Sinidex’ parallel stay, it fits into existing PVCu profiles with a 17mm cavity. Cotswold and Caldwell is also in the research and development stage of launching automated and motorised windows and doors into the UK market. Automated systems are used in buildings to provide natural ventilation, and can be used as part of a controlled heating and cooling system to offer costs savings. Tim concludes: “Many manufacturers in Britain are struggling to find engineers and are shifting production overseas to take advantage of lower production costs, but Cotswold is remaining in the UK to ensure customers benefit from faster production and sales processes. “The decision to create a strong UK based production facility will enhance our production capabilities and allow us to continue to support British manufacturing and jobs. We’re a British manufacturing success story and proud of it.” READER ENQUIRY No: 0116/0098
“One million cycles” test is no match for Winkhaus’ AV2 autolock Winkhaus’ popular AV2 autolock has recently been successfully tested to one million cycles under the BM TRADA Q-Mark, “Enhanced Lifetime Performance of Doors” certification scheme, helping Falcon Panel Products’ high-quality fire door, Strebord, achieve a class 8 performance under the coveted standard.
Offering “instant security”, the AV2 range of autolocks consists of many derivatives, specifically designed to accommodate the varied requirements for doors destined to different sectors. AV2 Heritage, autolock AV2, bluematic AV2E, and the AV2-B locks can accommodate a variety of applications, from fire doors to high-end entrance doors.
validation of our AV2 autolocks’ long lasting performance, as well as Falcon’s high-quality Strebord door cores. Capable of achieving the Secured by Design standard, our AV2 range is a valuable addition to any PVC-u, aluminium, timber and composite door, enhancing security levels and offering a strong USP to capitalise on.
retailers to ‘tackle’ any sector, from domestic, to commercial and new build, and take advantage of profitable new opportunities,” said Justin. He added: “Falcon’s initiative to test their product extensively, and to so many high standards, proves their trust in the solutions they supply, and is benefitting their customers down the line.”
The autolock was installed on a standard 44mm Strebord core and has performed excellently throughout the tests, leaving no doubt as to its longevity, and its ability to retain all of its inherent qualities even after being operated one million times.
Justin Harris, commercial director of Winkhaus, commented: “The recent test conducted by BM TRADA is yet another
“The AV2 range provides an automatic multi-point locking solution for every market, helping both manufacturers and
The BM TRADA Q-Mark Enhanced Lifetime Performance of Doors certification scheme is based on the Classification for Service Life Test Programme CDTM01 and allows manufacturers to “demonstrate to specifiers that their products have passed this stringent testing regime, and that through regular audits of the manufacturing process they can be assured of consistency as well as quality.”
Falcon Panel Products director, Mark Percival, said: “The AV2 autolock from Winkhaus excelled when it was put to the test within our standard Strebord door core, proving the importance of using high-quality components to achieve a product capable of delivering the best performances on all fronts: security, durability, energy efficiency, life-long smooth operation etc.”
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For more information visit www.winkhaus.co.uk or call 01536 316091.
READER ENQUIRY No: 0116/0099
January 2016 | www.glassnews.co.uk
0116/0100
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FIT SHOW 2016 PREVIEW
The UK’s Leading Glass & Glazing Newspaper
THE GREAT GATSBY
ENTER THE FENSA MASTER FITTER CHALLENGE
PROVIDES THE SCENE FOR THE FIT SHOW GALA DINNER
FIT Show Exhibitors will now have an extra incentive to impress:
INTRODUCING THE FIT SHOW AWARDS 2016
With F Scott Fitzgerald’s literary masterpiece The Great Gatsby described as exploring ‘themes of decadence, idealism, resistance to change, social upheaval, and excess…’ some might believe the book could provide the perfect theme for an event staged for the British glass and glazing industry. And that is just what the organisers of The FIT Show thought when they set the scene for next year’s Gala Dinner, which takes place on the middle evening of the show at the Telford venue. The sold out, packed full-house of 900 revelers will party to a backdrop of the Roaring Twenties and just as then partying hard and dancing will be the key pursuits of the evening. Unlike the prohibition that party-goers so skillfully worked their way around at that time alcohol will be readily available at the Gala Dinner but a host of other cultural cues will give the event a high society, glamorous feel and the ultimate in luxury will be the theme throughout. Guests will believe they have travelled back in time says Nickie West, Event Director for The FIT Show: “The Great Gatsby is the theme for the whole evening, from when guests enter the party until they leave. “It will apply to everything although we want everyone to be surprised and wow’d so we are not going to reveal too much beforehand. Just come dressed for the evening and ready for a great night out!” The Fabricator Installer Trade (FIT) Show takes place at The International Centre Telford on 12th, 13th 14th April 2016. Although the Gala Dinner is sold out visitors to the FIT Show itself can reserve their free tickets now by visiting: http://www.fitshow. co.uk/reserve-your-tickets General information on The FIT Show can be found at: www.fitshow.co.uk. READER ENQUIRY No: 0116/0101
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More than 170 companies will be exhibiting at The FIT Show in April 2016 and it will be one of the most intensive marketing activities most of them will undertake in that year. So with that in mind the organisers of The FIT Show believe it is only right to encourage exhibitors of all sizes to set the bar even higher and then to recognise and promote the very best efforts made for their stands, and also for their marketing and promotion campaigns in the run up to The FIT Show. Thus The FIT Show Awards have been created, with six categories that will seek out the very best efforts of exhibitors taking part in The FIT Show and the months preceding the event. The honours will be bestowed upon the winners at the Gala Dinner, which takes place on the middle evening (Wednesday) of the event. The FIT Show Awards are open to all companies exhibiting at The FIT Show 2016 no matter what size stand. The idea is to encourage creativity, innovation, professionalism and sheer hard work. It isn’t about budget either – some of the best ideas come from the heart and soul. Winning one or more of The FIT Show Awards will demonstrate in real terms the marketing capabilities of that exhibitor; everyone loves a winner and the accolades will be bestowed for excelling at the highest profile and best-known event in the window, door, conservatory and glass industry!
How it works There are six categories for exhibitors to enter focusing on such disciplines as social and digital media as well as the designs and performance of the stands themselves. Just two categories require exhibitors to enter with every FIT Show exhibitor automatically entered for the rest.
Categories are: • Most effective use of Social and Digital Media • Most successful visitor campaign in terms of visitors delivered • Best creative FIT 2016 marketing campaign • Best stand design under 80m2/Sapphire, Opal, Crystal • Best stand design over 80m2/Diamond, Diamond Plus • Most creative shell scheme stand The FIT Show’s Matthew Glover believes that whilst the ultimate prize for exhibitors will be a great show with new customers and a brimming order book, the FIT Show Awards provide the icing on the cake: “When I walked around the halls at the first two FIT Shows I was blown away by the efforts made by exhibitors. So now we want to tell exhibitors just how much we respect and appreciate their efforts, which have made The FIT Show the success it is.“ Full information and entry forms can be found on the FIT Show website within the exhibitor login area.
Winners have the opportunity to win prizes of £5,000, £3,000 or £2,000 which will be presented live during the FIT Show Gala dinner in Telford in April 2016. The competition is free to enter and is open to individuals or teams of two. Competition entrants must have a minimum of two years of industry experience in the installation of domestic windows and doors. Additionally, they must be MTC compliant through the FENSA MTC Card (or other industry equivalent) or relevant qualifications at the time of selection of Finalists (approximately January 2016). Aside from sponsoring the Master Fitter Challenge, FENSA will be at the FIT Show 2016 to deliver a range of seminars such as on the Building Regulations and FENSA PAYG. To enter the Master Fitter Challenge for free or for further information please go to http:// www.fitshow.co.uk/master-fitterchallenge.
Go to http://www.fitshow.co.uk/master-fitter-challenge
With six categories the FIT Show Awards will take place at the FIT Show 2016 Gala Dinner (image and trophy for illustration purposes only).
FENSA is urging its registered businesses to enter the Master Fitter Challenge. Run in association with the FIT Show 2016 and sponsored by FENSA and GQA Qualifications, the Master Fitter Challenge tests installation skills.
The Fabricator Installer Trade (FIT) Show takes place at The International Centre Telford on 12th, 13th 14th April 2016. General information on The FIT Show can be found at: www.fitshow.co.uk. READER ENQUIRY No: 0116/0102
READER ENQUIRY No: 0116/0103
January 2016 | www.glassnews.co.uk
FIT SHOW 2016 PREVIEW
The UK’s Leading Glass & Glazing Newspaper
Window, Door & Conservatory Trade event moves to NEC in 2017 FIT Events Ltd, organisers of The Fabricator Installer Trade (FIT) Show, has announced the dates and venue of events to take place after 2016.
venue, taking place in Halls 6 and 7. May 23rd, 24th and 25th have been chosen for 2017, with the following FIT Show to take place two years later at the same venue on 21st, 22nd and 23rd May 2019. The decision to move to the NEC comes after extensive research to find another venue as the event had outgrown its original Telford location.
From 2017 The FIT Show moves to the National Exhibition Centre (NEC) Birmingham, the UK’s premier exhibition
A spokesman for the organisers said: “A move was inevitable to handle the continuing demand for exhibition space and to allow the development of the event generally, including visitor numbers. For now however our focus and priority in every respect remains the April 2016 FIT Show which takes place at The International Centre Telford on 12th, 13th and 14th April.” The Fabricator Installer Trade (FIT) Show takes place at The International Centre Telford on 12th, 13th 14th April 2016. General information on The FIT Show can be found at: www.fitshow.co.uk.
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FUTURE FIT SHOW DATES AND VENUE ANNOUNCED
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Circle three differences in the boxes above, fill in your contact details below and send your competition entry to: FAO: Miss Christina Shaw, Glass News Competitions, 12 Sunderland Street, Tickhill, Doncaster, DN11 9QJ. Entry deadline: 31/01/16.
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GLASS NEWS INTERVIEW: GAP UK
GAP UK: A £70m company that is
growing by 15%, year on year – and shows no sign of stopping Glass News’ Editor, Chris Champion, visits GAP’s Lancashire based head office and talks with joint founder, Charles Greensmith, about GAP’s rapid growth, its manufacturing capabilities, and where its future lies.
I knew the Vikings got to York but hadn’t realised they’d reached Blackburn, too! Is the look of the beard to frighten off journalists who turn up on your doorstep? It’s a look actually that’s left over from a fancy dress party that I went to as a Viking believe it or not. My wife said she quite liked the beard – so it kept growing!
GAP started back in 1993 but, in all honesty, you don’t look old enough to have been running this business for about 23 years…
All staff are trained to use the GAP products .
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The UK’s Leading Glass & Glazing Newspaper
GAP UK's Charles Greensmith.
I started young! I was 22 years old when Simon Bird (joint founder) and I started GAP and that friendship and partnership really happened by chance. We lived on the same housing estate and got chatting one Sunday morning washing our cars. It all started from there.
What were you doing at that stage when you met? We had, and still have, a family business. I was working in that and Simon was Sales Manager at a company called Vanplas. Simon and I became friends and we got talking about Vanplas and their business model, and the next thing we knew we’d decided to try it for ourselves. We leased a 5,000 sq ft unit in Accrington and never looked back.
Trade Counter at Blackburn.
How many trade counters did you have originally?
You’re 22 years old and started a business. Did you have the necessary business acumen at that stage?
We opened 10 trade counters in the first 10 years, all 15 - 20,000 sq ft per unit and 20 staff in each. We’ve now increased the number of trade counters to 40, but the model has vastly changed with the times so we now look for much smaller units with smaller teams.
Obviously I had a hell of a lot to learn for sure, and learn quick, but I had very much grown up with the family business from a young age, so it wasn’t too daunting. In the first month we managed to turn over £100,000 which was great.
And was this based on customers collecting goods from around a 50 mile radius?
Rockdoor passes all security tests....this is for the security obsessed.
We actually started delivering to customers as early as 1993 and, at that point, we were a sales only operation, with no manufacturing. That kept things straightforward. We knew right from the start that it was all about stock, service and delivery. The
The cutting centre.
January 2016 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
GLASS NEWS INTERVIEW: GAP UK
customer wants easy access to the goods they need which is why the operating field around a trade counter has changed, radically. The 50 mile radius came down to 25 miles and now it’s more like 10 miles. We make around 1,500 deliveries per day now.
So how do you cope with that change in customer demand? Shiny and new!.
We open more trade counters! We’re planning on opening two per month in 2016 which will bring us up to around 65. The target is to own 200 trade counters eventually. We now have about 20 staff just working on opening new depots. It’s a big team effort – finding, building, staffing, stocking, marketing and selling!
You mentioned a ‘sales only’ model but you have the Rockdoor business, too…
Can we go back to the issue of delivery? I had presumed that the essence of the trade counter was that the small builder or installer comes in to the depot to pick the goods up? Trained.
And to be fair, what was a ‘sales only’ model has changed, radically. We now manufacture around 65% of what we sell.
We operate on the basis that anything ordered by 16.30 hours will be available before 07.30 next morning. To achieve this we have 10 x 40 tonners and 70 other vehicles varying from 3.5 tons to 18 tons.
Rockdoor was a different story. We started in 1996 as our evolution to the PVCu door panel.
Which brings me on to investment. The vehicles alone represent serious money…
We started from scratch, but wanted to retain the use of PVCu components and the densest PU core of any composite door available – one that you can’t cut through. Every Rockdoor is bespoke. No trimming needed which weakens the door – the size required is ordered and the full doorset is delivered. We also place a great deal of emphasis on unique innovations such as Carbon fibre to strengthen our doors rather than timber, you won’t find any timber in a Rockdoor. Also S-Glaze rather than cassette glazing is a huge sales advantage for our installers to sell against clip-on cassette glazing.
PVCu skins are lined up for the CNC.
We’re really excited to be introducing new marketing initiatives early in 2016 to reinforce our reputation as the strongest composite door around. New brochures, websites, doors, colours, security improvements – the works!
Do you use one PVCu profile for the doorsets? We do, and for the windows we sell. Part of our expansion plan and the building of the new 130,000 sq ft factory on the 7 acre site opposite our head office, is to fabricate our own windows next year.
We have always been prepared to invest whether it’s buying businesses, machinery or vehicles….or, indeed, investing in people. In the 7 years up to 2014 we spent £8m, and more will be spent this year. We’ve only been able to invest as we have in recent years through the guidance and help of Simon Brayshaw our CEO. His experience across a range of businesses such as dabs.com has helped mastermind our growth. We’re also pleased to have welcomed Paul Sowerby to our board as Sales & Marketing Director, which is a key appointment for us. Paul’s experience working for the likes of CAT across the Middle East and Australia will help take us to the next level.
Are you still involved in the family business?
Automated manufacture of the Rockdoor is impressive.
And are you looking to extrude your own profile?
Both my sister and I are involved, but it’s run by my brother. Crown Oil is now involved in gas, electricity, telecoms and fuel distribution so it’s going from strength the strength.
And where does GAP go from here? You’ve got a good 25 years to go before you retire, so what are your aspirations?
Windows no, but we bought the Everwhite Plastics business in Aberdare, South Wales, and that’s where the Homeline roofline products are extruded.
The aspiration for all of us, and I include all 550 plus people who work at GAP, is to keep building the business. No aspiration is too big.
That was in 2008 and we were able to buy it from the administrators, retain the fantastic staff, and supply all existing Everwhite customers and our own depots with our Homeline range of PVC-U building products. All components are together and awaiting shrinkwrapping.
www.glassnews.co.uk | January 2016
Collections are important, but so are deliveries still. We have always found that having an efficient delivery service is an essential part of the mix.
READER ENQUIRY No: 0116/0106
69
WINDOWS
The UK’s Leading Glass & Glazing Newspaper
Masterframe thinks outside the box sash When Southern Housing Group needed a unique fenestration solution, they turned to a southern Halo fabricator: Masterframe. Based in Essex, Masterframe specialises in PVC-U sash windows and has a reputation for exceptional quality and attention to detail. This led to the company being contacted by Southern Housing Group, who wanted to restore their property - the Amhurst Park Estate - and recapture its original character. Managing Director of Masterframe Windows Alan Burgess explains: “our client, Southern Housing Group wanted to restore their building to its former glory, and improve the property for residents who could then, once again, take pride in their home. “The brief was somewhat of a challenge, but we knew we were up to the task - thanks to our specialist skills and the high quality of the Halo profile we use. “The new windows needed to be energy efficient and approved by planners, while also paying homage to the character of the building by authentically replicating the look of the original timber sash windows. The high spec, Halo PVC-U systems that we use allow us to combine the traditional aesthetics of a timber window with the many benefits of this modern material. Unlike wood, PVC-U won’t crack, well, rot or warp and will never need repainting. It offers low maintenance and energy-efficient performance. “As a Halo customer, we are also able to benefit from The VEKA UK Group’s Variations foil range which means we can specify woodgrains that are virtually indistinguishable from real timber. Although some sash window manufacturers make
single windows and then couple them together, Masterframe has always offered the windows on one continuous cill. “These coupled frames result in a mullion in excess of 140mm wide (225mm if you include the sashes) but the existing timber frames of this project had mullions of around 100mm. This dimension would need to be achieved if the new windows were to perfectly resemble the old. “In order to create a slimmer mullion section, we approached a specialist supplier in Europe who was able to create a prototype buttjointed mullion which would also provide enough adherence for the woodgrain foil. The butt joint of this mullion, makes the overall finish even more timber-like. “We’re very proud of this innovative solution, which worked out even better than we anticipated. It was ideal for this project and we received some extremely positive feedback from the client. “We’ve found that the authentic look of this new system, combined with our fantastic PVC-U sashes, has advantages above and beyond this particular installation. It’s perfect for historic homes and heritage properties, where the original character needs to be maintained. We’ve gone on to use this integral mullion for numerous other customers who have been most complimentary about the result. We’re very proud of the new design and we’re looking forward to sharing this innovation with more of our customers in the year ahead. We will be showcasing it at The FIT Show, and it will be available to VEKA customers, and Network VEKA members, thank to our status as a Network VEKA affiliate partner.” Tel: 01282 716611 - www.vekauk.com READER ENQUIRY No: 0116/0107
Eurocell Modus maxes UK’s top energy ratings Modus is one of two leading systems from Eurocell to achieve the BRFC’s most recent and stringent Window Energy Rating (WER) of A++. This landmark award is further recognition of Modus’s market-leading energy efficiency characteristics. The company’s Eurologik system has also been similarly recognized. Modus designs with the new A++ rating include casement, reversible and tilt and turn; together with the Eurologik 70 casement. These windows are among the very first to achieve the ‘A++’ band in England & Wales for WERs since the British Fenestration Rating Council (BFRC) launched the new rating in May 2015. A++ is only given to those
windows with an energy index value equal to or greater than +20. “Achieving the BFRC ‘A++’ ratings band underlines the fact that Eurocell is driving forward energy efficiency innovations that give homeowners the latest and best in high performance window windows,” says Ian Kernaghan, Product Design Manager. The first PVC-U window and door system in the UK to offer a 12-year guarantee, Modus features a unique 75mm six-chamber profile system so it can achieve a U-value as low as 0.7 using triple-glazed units. It is available in nine solid and woodgrain effect colours, all of which are available with white internal finishes, while more than 40 solid and woodgrain effect finishes can also be ordered, with colour both internally and externally. With sustainability in mind, the Modus range consists of 50% post-consumer recycled
Perfect for new build or replacement windows, the 70mm front-to-back dimension of the Eurologik 70 enables timber frames to be replaced seamlessly while providing clean sight lines due to its unobtrusive gasket line and slim profile. Available with chamfered or sculptured ovolo beads in a range of colours, the advanced performance of Eurologik profiles (including the optional six-chamber slim outer frame system) and PVC-U thermal inserts work together to lock in heat. For more information about Eurocell, call 0800 988 3049 or visit eurocell.co.uk. READER ENQUIRY No: 0116/0108
Residence 9’s Window Designer helps installers sell colour choice Residence 9 (R9) has added a Window Designer feature to its website. R9 is the high quality system that makes windows the way they’re meant to be. Homeowners can choose a property similar to their own in style and see the transformation with R9 windows. It’s available to use now at www. residence9.co.uk/designer. Sixty percent of R9 windows are a colour other than foiled Grained White so homeowners and installers will find Window Designer very useful. It enables homeowners to try different colour combination windows on a home that is similar to theirs. They can see what it will look like from the comfort of their own home. When they submit their design, it is sent directly to R9 and to their own email address, so they can refer to it later. Homeowners are then prompted to use the postcode search on the website to get quotes from their local R9 installers. Managing Director Dan Gill says: “The new Window Designer lets homeowners see what their home will look like with R9 windows. It’s also a powerful sales tool for R9 installers to use with homeowners,” continues Dan. “It’ll help homeowners visualise their homes with new R9 windows so they can choose the best colour options more confidently. And we’re not short of options. We have over 40 colour combinations in stock, so R9 customers can sell colour with confidence.
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PVC-U as standard, and so has a smaller carbon footprint than products made or recycled outside of the UK.
“It’s much easier to talk about windows when you can visualise the final product,” adds Dan. “They’re a significant investment, so confidence is even more important. Using Window Designer homeowners can ‘stand back’ and really see the difference R9 makes to their home, not just close up in a showroom.” To try Window Designer for yourself or find out more about Residence 9 visit www. residence9.co.uk, follow @residence9 or search #R9Journey.
R9’s Window Designer is a powerful sales tool for installers. READER ENQUIRY No: 0116/0109
January 2016 | www.glassnews.co.uk
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www.glassnews.co.uk | January 2016
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WINDOWS
The UK’s Leading Glass & Glazing Newspaper
frameXpress Bison’s Genesis VS Adds Security gives new lease of life to cottage in Jersey And Style In Caernarfon
Jersey is well-known for its picture-postcard appearance and the beautiful period charm of its properties. So when a traditional Jersey cottage needed its windows replacing, Millennium Windows turned to Bison’s Genesis VS for the answer.
SHEPLEY SWITCHES
TO FIVE CHAMBER
PROFILE FROM REHAU Shepley has switched to REHAU’s thermally efficient five chamber profile for all of its fully sculptured white windows, giving customers all the benefits of better energy performance with no compromise on styling. The trade fabricator, which is one of the largest in the UK fabricating exclusively in REHAU, has been offering five chamber profile on its chamfered windows for some time and the response has been so positive that it has now made the switch for its sculptured windows as well. The REHAU TOTAL70S profiles (previously known as REHAU Edge) feature five chamber technology which can boost thermal performance by up to 16%. This is enough to achieve a fully reinforced A rated window without requiring either low iron glass or an oversized outer frame. Ian Griffiths, Shepley’s Sales Director, says: “The energy savings which can be achieved by switching from three chambers to five shouldn’t be underestimated. Even with a standard low cost glass unit in our new REHAU TOTAL70S fully sculptured window, we can achieve an impressive U-Value of 1.3 and, with an argon filled triple glazing unit, we can bring it down to just 0.8 W/m²K.” The new profile offers easy to glaze beads and improved drainage and a larger reinforcement chamber so extra rigidity can be achieved when required for structural stability. It also suites perfectly with Shepley’s previous three chamber option and foiled sculptured profiles, making it easy for customers to match in on new or even previous projects. Ian Griffiths emphasises: “The five chamber profiles of course have the high gloss finish which REHAU profiles are renowned for and are available with popular features such as our milled Georgian bar and run through sash horns. They also benefit from the same Secured By Design accreditation as the rest of our REHAU PVC-U windows, making them an easy and popular sell for our trade customers.” Further information is available at www.shepley.com. READER ENQUIRY No: 0116/0111
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Property personalisation has become big business for frameXpress customers as the discerning eye of the consumer dictates market direction. The sales team believes that this is down to more dynamic concepts and thermal efficiency which are now more readily available to them. Karen Gardner, Sales Manager at frameXpress has seen many market trends develop during her 16 years working at the company. Currently, she believes there is huge potential regarding products that offer the highest thermal performance, whilst colour foils are giving consumers many more design options, all of which is inspiring them to invest. On this particular renovation project in the Caernarfon area of Wales, frameXpress was contracted to supply all windows and doors with stipulations given regarding security, energy efficiency and overall aesthetics. The homeowners opted for a light oak foil finish in FS70 mm system for all windows and doors in order to complement the existing look of the property. A combination of casement windows as well as top hung sash windows were manufactured to ensure a cottage appearance was maintained. Additionally, a composite door from the frameXpress range was manufactured in a light oak foil finish to harmonize with the other products installed. Karen comments, “Quality, choice, service and stability are the foundations on which frameXpress has been built and this is demonstrated with sales increasing and more dynamic design becoming very popular. The credibility and reputation of the company is highlighted on this project as bespoke design was a crucial part of the contract.” FrameXpress is recognised as a leading supplier of windows, doors and conservatories with pvc-u and aluminium options available. Triple glazing, solar controlled roof glass and a broad range are leading to very positive figures as 2015 draws to a close.
Martyn Haworth of Bison Frames said, “Our customer Millennium Windows came to us because they had a contract to replace ageing timber sliding sash windows on a period cottage. Their customer wanted to use PVCu for the thermal efficiency and low maintenance benefits, but didn’t want to compromise on the aesthetics. The Genesis VS provided the perfect solution. The island’s planning department is notoriously strict, but as the Genesis VS has been used on Grade II listed and conservation area properties elsewhere in the UK we were confident they would have no objections to its use and we were right.” Millennium Windows replaced all 14 of the cottage’s windows with the Genesis VS. Each one had a Chartwell Green foiled exterior and a white interior. The finished result has transformed the cottage and given it a new lease of life, not to mention made it more thermally efficient and easier to maintain. Bison’s Genesis VS was developed to provide a PVCu alternative to timber windows on heritage, conservation area and Grade II listed buildings. And as Martyn says, the system’s carefully developed authentic aesthetics mean that planning departments up and down the country are proving more than happy to accept it in such buildings. The Genesis VS is manufactured using traditional jointed methods rather than welds and has a low sheen finish rather than the high shine traditionally associated with PVCu. The frames feature an external Ovolo weather bar, run through sash horns and a deep bottom sash rail as standard, while high security Acorn cam locks and sash buttons provide peace of mind as well as add to the period looks. Combined with the fact the system can achieve a WER rating of A, it means it offers traditional looks with no compromise on modern thermal efficiency benefits. The planning department of the States of Jersey is just the latest in a long list of councils that are happy to accept the Genesis VS as an alternative to timber. But with such an outstanding list of advantages, is it any wonder the Genesis VS is proving as popular as it is? Tel: 0800 138 3838 - www.bisonframes.co.uk
Fight condensation on windows in winter
with Guardian ClimaGuard® Dry glass Water condensation on windows is a problem that inevitably affects many modern houses and apartments in autumn. Condensing water not only looks unappealing, but also can affect visibility. The choice of ClimaGuard® Dry by Guardian’s Glass Group in Europe is a way to get rid of “steamy windows” while maintaining excellent insulating properties. Until recently, it was commonly believed that the phenomenon of condensation was typical for windows with high thermal performance glazing. Moreover, external condensation was widely considered the signature of a wellinsulated, energy-efficient window. How did this belief come to be? Good thermal insulation glass does not allow the heat to "escape" from inside the house, so the outer pane usually stays cold and allows the deposition of water droplets from humid air. This, however, is not the case with the anticondensation Guardian ClimaGuard Dry glass. The product's advantage lies in its innovative coating that allows it to effectively fight the phenomenon of “steamy windows”. Field tests conducted by Guardian in real weather conditions show that the average duration of water condensation on ClimaGuard Dry glass is just one hour. By comparison, for selfcleaning glass it is 7 hours, and for regular float glass it can be up to 8 hours. The all-new coating provides excellent transparency without compromising insulation or energyefficiency of modern windows. The coating is extremely durable and requires no special maintenance. Guardian ClimaGuard Dry can be successfully used both in new buildings and in those undergoing a retrofit.. This innovative glass not only effectively eliminates condensation, but it also improves the energy efficiency of buildings and helps to meet the highest standards of sustainable construction. ClimaGuard Dry glass can be used in doubleand triple-glazed windows. The product must be tempered to activate the coating. www.guardian.com
For more information on the portfolio visit the website www.frameXpress.co.uk or alternatively call 01952 581100 to discuss project requirements. READER ENQUIRY No: 0116/0112
READER ENQUIRY No: 0116/0113
READER ENQUIRY No: 0116/0114
January 2016 | www.glassnews.co.uk
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GLASS NEWS INTERVIEW: EPWIN GROUP
The UK’s Leading Glass & Glazing Newspaper
Epwin Group HQ at Telford.
Chris Champion, Glass News’ Editor, talks with Clare O’Hara, Managing Director of Epwin Group Window Systems Division, about her own career and Epwin’s recent past and its aspirations for the future.
Epwin was there in force at the G15 Awards. How was the evening for you? Like the curate’s egg, it was good in parts - we like to win! Seriously though, it was a great evening. We were pleased to support the event and sponsor the Component Supplier category and we were also pleased to be a finalist in the Trade Promotional Campaign of the Year for Profile 22 but very pleased that Emplas, a longstanding Profile 22
fabricator won Fabricator of the Year. In many respects that is more important than Epwin winning anything. I love the event though and we had a great night.
It seems as if Epwin is becoming more visible. Would it be fair to say that the Epwin profile (no pun intended) has been low for a little while? That is true and has much to do with the flotation and a significant restructuring of the business. Since going onto the AIM in July 2014 the company has another lease of life. The balance sheet funding allows for acquisition and it would be fair to say that the Vannplastic acquisition, with its Ecodek range of decking and balcony products made predominantly using recycled hardwood fibres and HDPE via an extrusion process, is unlikely to be the last.
Certainly there is an air of buoyancy around Epwin - and big changes. Not least being your arrival at Epwin, not far short of a year ago. That’s a big culture shift for the company! You’re meaning a female MD at Epwin?
It should always be a matter of the best person for the job, whatever the gender, and from everything that is happening as a result of your taking up the mantle at Epwin, it would seem they have made the right choice….? One of the 5 new sealed system extrusion lines at Telford.
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Someone said: “It’s not a man’s world because you can’t let it be.” What I think is that it is more surprising that Epwin offered me the position because I had no systems house experience. The Epwin board has been totally supportive of my business plan. It was basically a manufacturing led business and my experience said that it must be customer focussed, giving the customers products they wanted – and could sell. I went to Jon Bednall, the CEO of Epwin Group PLC, with my business plan and warned him that it required significant investment. He signed off on it and has supported me completely.
Before we talk about future products, can we learn a bit more about your background and how that has influenced your commercial thinking? I almost have to start at the end because I lost my father shortly after becoming Managing Director of a business that involved chemical processes. My father was a chemist and although he has always been proud of me when I got this job I think he was even more excited than I was!
January 2016 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
GLASS NEWS INTERVIEW: EPWIN GROUP
State-of-the-art constant measuring is an essential part of quality control.
So where did your career start?
board, running sales teams and key accounts, very customer focused.
I began my working life with a position as a research chemist with Castrol Oils, it wasn’t really for me. I ended up working in pubs and, to be fair, managing them as well and actually did very well, very early on. But I remember my mum telling her friends I was in hospitality or hotel management to make it sound more upmarket!
When I started a family I worked part time for 8 years working 3 days a week. I was very fortunate to be allowed to do part time working but I think Wayne realised that I was cramming a full weeks work into those days and was available on the ‘phone during the rest of the week, anyway! Altogether it was 8 years on part time and my official position was Key Accounts Director.
My career then followed the path so many others have done. I took a job selling advertising on the local paper and was asked by my biggest customer to work for him. It’s amazing how many people have followed the route of space sales….it’s a real learning curve and gave me an excellent grounding in sales. My customer’s invitation to join them brought me into the industry and I was in Customer Service for a fabricator called Sightline in Bromsgrove. The Glassex exhibition came along at the same time as the National Sales Manager left and I found myself following up all the leads from the exhibition.
So you were now in sales and in the industry but weren’t you at Griffin for some time? I spent 14 years working for Wayne Devine in various roles with what became Masco Window Group. These were all sales, marketing and commercial positions and involved bringing installer customers on
www.glassnews.co.uk | January 2016
I then went to SIG as MD of Window Fitters Mate, which was an account I’d serviced on behalf of Masco. Wayne couldn’t really complain because I then became his biggest customer. I enjoyed that role immensely but was then approached to become Sales and Marketing Director of GroupHomeSafe, a move into hardware and a great challenge. I enjoyed that for two years and then Epwin approached me… When the opportunity came to take up the position at Epwin GroupHomeSafe were very supportive…Perhaps Epwin being a big customer helped!
You joined Epwin Window Systems in February 2015 and it seems you have had a significant impact on the company in a very short space of time. You have brought a raft of new faces on board at Epwin and, as I said
earlier, the company is coming out of the shadows. We have an excellent team in position and are still looking for good people to join us. Epwin’s future is about bringing the right products to market backed by the right people to make sure we give our customers the right products, in the right volumes and with great service. It’s about being customer focussed and not manufacturer led which was a fundamental change in the company’s culture and why I believe we were, as you have said, in the shadows. The brands I am responsible for include Profile 22, Spectus and Swish Window Systems, Patiomaster, Safeware hardware, which are some of the best-known brands in the business. The loyalty of fabricators and installers of these products is a core strength of our business and we are now rewarding them for their loyalty in many ways. I cannot go into too much detail here but at the FIT Show in April we have a major product launch, the biggest the industry has seen for a decade. I want people to judge us by that commitment, which is very tangible indeed. The backing I have been given by the Group Board has enabled that to happen in less than a year and represents one of the largest investments seen in recent times in this industry. It is a very clear statement of our faith in the window, door and conservatory market and of how we will continue to do business in the future.
You have made some quite startling changes within your division and especially with Profile 22, Spectus and Swish. What is the response of your customers? It has been very positive. As you have observed Epwin had become a little anonymous and it was production led. We have changed the fundamental philosophy of our brands and now the customer is King. It will take time to filter through but many of our customers have seen the change and have expressed their satisfaction that at the least, change is taking place and they know that they are valued, that it is their needs that come first. We are giving them the products that they want, the service levels that will help them to be ultra competitive. Our ambitions are simple: we will be the market leader, not just in volumes but in customer satisfaction too, throughout the supply chain. We have much to do but our customers can see that we are serious about getting things done.
I overheard someone say “It’s taken a woman to give Epwin balls…” I’ll take that as a compliment!
READER ENQUIRY No: 0116/0116
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G15 AWARDS – THE WINNERS!
The UK’s Leading Glass & Glazing Newspaper
2015 proves to be a winner
and especially for those taking titles in the G15 Awards
The G15 Awards and Gala Dinner took place at London’s Park Lane Hilton on Friday, 27 November, and was, surely, the best attended to date. Around 620 people gathered to honour the top achievers of 2015 or it may have been something to do with meeting up with fellow industry stalwarts and having a really good time. Whatever the reason, everyone seemed to agree that this year’s Awards had been one of the best. Expertly organised by Tony Higgin, and presented in his usual inimitable style, he was aided and abetted this year by Jason Manford who entertained with a conversation with the audience rather than simply telling jokes. It must be said he was one of the best from the many years that the Awards have taken place. Mamford was hilarious without falling into the trap of reverting to the old ‘double glazing’ jokes.
Tony Higgin.
Jason Manford entertains.
And there was plenty to celebrate when it came to giving out the awards. Everyone at Emplas was delighted to have finally achieved the Fabricator of the Year and there was a double celebration for the hard partying gang from Thermoseal with Component Supplier and the Training and Development awards going their way. Saint-Gobain Glass UK also got a double haul with the Glass Company of the Year and the Derek Bonnard Award for Excellence. The Window Company (Contracts) achieved a repeat of 2014 by retaining their title with the Installer of the Year award. Amanda Boikovs, PA to Mila’s Richard Gyde, affectionately known as ‘Panda’ and recognised by all as ‘the heart of the business’, took home the Unsung Hero Award and Thistle Windows and Conservatories claimed the Conservatory Installer title. The New Product award was claimed by Apeer Doors, for its Lumi window and
“Expertly organised by Tony Higgin, and presented in his usual inimitable style, he was aided and abetted this year by Jason Manford who entertained with a conversation with the audience rather than simply telling jokes.” 76
G15 Unsung Hero: Amanda Boikovs of Mila, presented by Ryan Johnson of Emplas.
Glass Company: Steve Severs, Craig Dodsworth and Andy Hyde received the trophy from GGF President Brian Baker.
door system, while Edgetech was given the Customer Care Initiative title for their Edgetech Dealership Plus programme. Commercial Project was taken by Pilkington UK for work on the Land Rover BAR’s Headquarters project, and Promotional Campaign, Trade went to Mila for its ProSecure Door Hinge campaign with the Promotional Campaign, Retail, was Solidor’s for its Bigger and Better consumer lead generation campaign. As ever it would be remiss not to mention the sponsors without whom an event such as G15 would not take place. Here’s to G16 and let’s hope new faces will grace the awards rostrum at the next event. Promotional Campaign, Retail: Solidor. Gareth Mobley is presented the trophy by Thermoseal’s Gwain Paterson.
January 2016 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
G15 AWARDS – THE WINNERS!
Training and Development: Thermoseal, MD Gwain Paterson received the award from Dan Gill of DW3 Products.
The Derek Bonnard Award for Excellence: SaintGobain Glass UK, presented by Joe Hague of Promac.
Commercial Project: Pilkington, Michael Metcalfe received the trophy from Ultraframe’s Steve McIntyre.
Conservatory Installer: Thistle Windows and Conservatories. Ian Bruce was handed the trophy by Pilkington’s John Spiby. Fabricator: Emplas, Ryan Johnson was presented by Graeme Bailey of Business Micros.
Customer Care Initiative: Edgetech. Alan Fielder is presented the trophy by ERA CEO Darren Waters.
Promotional Campaign, Trade: Mila. Sarah Gyde received the award from Saint-Gobain’s Steve Severs.
Component Supplier: Thermoseal Group, presented by Epwin’s Clare O’Hara.
www.glassnews.co.uk | January 2016
New Product: Apeer Doors (Lumi). Colin Torley of Veka presented the trophy to Asa McGillan.
Installer: The Window Company (Contracts), Swisspacer MD Andreas Geith presented the trophy to MD David Thornton.
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G15 AWARDS – THE WINNERS!
The UK’s Leading Glass & Glazing Newspaper
“A PRODUCT THAT TRULY REINVENTS THE WINDOW”
THE JUDGES VERDICT AS LUMI TAKES‘BEST NEW PRODUCT’AT THE G AWARDS
Lumi, the brand new window and door system developed and produced by Apeer, has further rooted its ground-breaking credentials by being chosen as ‘Best New Product’ at the glass and glazing industry’s ‘Oscars’, the G Awards. With judges simply declaring Lumi to be ‘a product that truly reinvents the window’ the announcement ended a truly stressful evening for the Apeer team as they waited for the verdict. “The weeks waiting for the evening of the G Awards have been extraordinary,” said Asa McGillian, Managing Director of Apeer and the driving force behind the Lumi system. “Being declared the winner of the Best New Product category at the G Awards is wonderful and one of those key moments that you hope for when you are doing something new; it’s confirmation from others with no emotional involvement that what you are doing is right!” Lumi is a groundbreaking new range of customisable, matching frameless windows and bi-folding, patio and residential doors. The key to Lumi’s superb aesthetics, performance and strength are the triple
glazed units that are bonded to an internal core of high-strength glass reinforced plastic (GRP) frames, the external pane of which offers uninterrupted, edge-to-edge glazing. The system is a radical new approach for residential windows and doors developed by the Apeer team specifically for the UK market. Lumi was launched to widespread acclaim early in 2015 at Grand Designs in London since when a number of dealers have been appointed and installations undertaken throughout the UK. More information at: www.apeer.co.uk/lumi
TWO AWARDS FOR MILA AT THE G-15s It was a winning night for Mila at the G-15 Awards with the marketing team winning the trophy for the Promotional Campaign of the Year (Trade), and PA extraordinaire Amanda Boikovs being named the first ever G-Awards ‘Unsung Hero’. Mila’s launch of its ProSecure hinge in the first half of 2015, with its theme of speed and memorable #freetime message for customers, was judged the best trade marketing campaign of the year. Marketing Manager Sarah Gyde said: “This was a fantastic award for us to win because the whole campaign was developed and delivered in house. It was original and fun, and most importantly, it helped us to generate a huge number of enquiries for the product and to exceed our sales targets on the ProSecure hinge by more than 100%.”
Amanda Boikovs was nominated for the new Unsung Hero award by Mila’s Managing Director Richard Gyde. He said: “This award could have been created with Amanda in mind – she is one of those super-efficient ‘behind the scenes’ people who keeps the Mila machine running smoothly and above all keeps everyone smiling. “Officially, Amanda is my PA and the HR and Payroll Administrator, but she also somehow juggles a million other jobs from organising the directors’ diaries to making sure that everyone gets their annual flu jab. “Overall it was a great night for Mila’s women with Amanda, Sarah and our marketing assistant Jo Flinders all up on stage to collect their awards.” Tel: 01327 312400 - www.mila.co.uk
READER ENQUIRY No: 0116/0117
Edgetech wins
Customer Care Initiative at G15s Winning the coveted G15 for Customer Care Initiative has rounded off an impressive 2015 awards haul for Edgetech UK, a Quanex company. Four of the Edgetech team collected the award from top comedian Jason Manford at the prestigious ceremony at the Hilton on Park Lane. Edgetech won for its Dealership Plus comprehensive support package. “Customer Care Initiative is the best award we could win because it recognises our commitment to customers,” says Alan Fielder, Director of Sales and Marketing at Edgetech. “We don’t act like an average component supplier and the winning entry for Dealership Plus is a great example of that. “The scheme is there to support customers, wherever they are in the supply chain. The amount of additional compliance and legislation has been huge over the past few years. So what we’ve done is create a system that keeps everything in one place to make it as simple as possible for customers.
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READER ENQUIRY No: 0116/0119
The Edgetech team collecting the G15 award for Customer Care Initiative. Installers | Fabricators | Glass People | Also stocked in Trade Counters
It gives them access to the experts they need, and it will keep them up to date with any changes. We are especially pleased how well it’s going down with customers already. “G15 organiser Tony Higgin told the 600-strong audience at evening dinner that the competition was highly contested this year, so it’s even more of an achievement to win. It was a brilliant night, Jason Manford was an excellent host and it’s always fantastic to see so many of the great and good supporting the successes of the industry.”
2015 has been an exceptional award-winning year for Edgetech. As well as the G15 award, Edgetech has won Manufacturing Innovation from Made in the Midlands; Manufacturing from Coventry Telegraph Business Awards; and a Best Business Award. Alan Fielder collected the G15 trophy. He was joined on stage by Managing Director Andy Jones, Marketing Manager Charlotte Davies and Marketing Assistant Krishma Patel. Tel: 08700 566844
THE INTERNATIONAL CENTRE, TELFORD 12 - 14 APRIL 2016
www.glassnews.co.uk Visit us ON stand 126 FITSHOW 2016 DEFINING THE INDUSTRY
READER ENQUIRY No: 0116/0118
January 2016 | www.glassnews.co.uk
G15 AWARDS – THE WINNERS!
The UK’s Leading Glass & Glazing Newspaper
‘GLASS COMPANY OF THE YEAR’ ACCOLADE CROWNS ANNIVERSARY YEAR FOR SAINT-GOBAIN GLASS Saint-Gobain Glass UK has crowned its 350th anniversary celebrations with yet another achievement after being named Glass Company of the Year in the prestigious G15 Awards. More than 600 guests heard how judges praised the company for “a culture of excellence and professionalism, empowering staff across all facets of the business, resulting in this company being recognised as a worldclass manufacturer.” Steve Severs, Managing Director for SaintGobain Glass Industry UK, said after receiving the trophy with colleagues from comedian Jason Manford at the event: “This is a fantastic achievement and recognises the hard work of our 200-plus dedicated employees in the UK. We are driven in our pursuit to be our customers’ first choice and their support has helped us to deliver a strong business result.” The company’s submission for the awards highlighted a number of key factors that has seen it stand out from its competitors, including a strong profitable financial performance and reinvestment in the business; innovation driven by customer intimacy which has led to market share growth and new market opportunities; and operational excellence, with best in class performance that minimises the company’s cost-base and adverse environmental impacts. Over the past year the business has transformed its product range with 13 new
products launched and now nearly 50% of turnover is generated from products not available 5 years ago. Customer focus and support has been enhanced through new appointments to the team including a Head of Sales, Customer Experience Manager and Technical Support Manager. Further progress has also been made through a renewed focus on architects and specifiers, which has resulted in growth in volumes of solar control product volumes of 52% year on year, enabling further strengthening of the specification support team. The company continues to focus on its sustainability and, following the attainment of BES6001 accreditation in 2014 - the only UK glass manufacturer to be accredited the company recently became the first of its kind to achieve the ISO 50001 accreditation, marking another major step in the company’s long-standing commitment to environmental responsibility and its vision of sustainable habitat. Saint-Gobain was also awarded The Derek Bonnard Award for Excellence in recognition of the Group’s anniversary of 350 years in business and shortlisted as finalist in the Commercial Project of the Year and Customer Care Initiative of the Year categories. The award comes as a grand finale to a year of celebrations as Saint-Gobain marked 350 years of innovation with major events in cities all over the world. In the UK, that included not only corporate and charitable events but also a number of special community days at its Eggborough site. READER ENQUIRY No: 0116/0120
THE WINDOW COMPANY WINS AGAIN! The Window Company (Contracts) has just become the first company to retain the ‘Installer of the Year’ title at the G-15 awards. The Chelmsford based commercial installer was convinced that it had improved even further since it won the award for the first time in 2014, and it seems the judges agreed. Managing Director David Thornton said: “We’ve made huge strides since last year, winning substantial amounts of business in the new build sector, reaching a record turnover and investing in expanding our premises and our team. “Like the best organisations, we’re focused on making incremental improvements all the time and we’re thrilled that the judges could see how
“All of the finalists in our category are very good businesses which makes it even more special to be judged the very best.”
“This time around, we’re already planning how we can make the most of winning two years in succession and we’ve got some really exciting announcements to come.”
He added: “I can’t overestimate just how much it meant to us last year to win the award and the huge impact it had on our business in terms of raising
Tel: 01245 268120 www.thewinco.co.uk READER ENQUIRY No: 0116/0121
Long-standing Network VEKA member Thistle Windows and Conservatories has been named ‘Conservatory Installer of the Year’ at the highly respected G15 Awards. The hard-working Aberdeenbased team were delighted to win the award in the same year they celebrated the company’s 20th anniversary!
Ian said, of the win: “We are incredibly humbled to receive this award, it truly is testament to the hard work of our amazing team. We are a company that has always endeavoured to go the extra mile for our customers and to be judged as the best conservatory installer in the entire UK is an achievement we will always be extremely proud of.
www.glassnews.co.uk | January 2016
our profile and enhancing our reputation.
Thistle Windows rounds off the year with another success
Thistle Windows and Conservatories’ Managing Director Ian Bruce collected the trophy from popular comedian Jason Manford at the glittering London ceremony.
Saint-Gobain Glass wins Glass Company of the Year at the G Awards – “This... recognises the hard work of our 200-plus dedicated employees,” says Managing Director Steve Severs.
these are helping to push us even further ahead.
“Despite operating in a challenging economic climate, the company continues to grow and we will be moving into larger premises in the
Pictured (L-R): Pilkington’s John Spilby presented the award, Thistle’s Sales Manager Hugh Bain, MD Ian Bruce, Marketing Manager Michael Queen and Jason Manford.
New Year. Our new plant will be nearly three times the size of our current location, allowing us to better service the ever increasing customer demand that has shaped us into the award-winning firm we are today.” Network VEKA MD John Ogilvie was quick to praise the Thistle team for all their hard work: “As a long standing VEKA fabricator and proud Network VEKA member, we are well aware of Thistle’s exceptionally high standards! However,
it’s always nice to see our customers recognised and congratulated by the wider industry. We’re very pleased to see them celebrating so many milestones in such a short space of time: a 20 year anniversary, a big award win, and a move to much bigger premises! We look forward to seeing what they have in store for 2016.” Tel: 01282 473170 www.networkveka.co.uk READER ENQUIRY No: 0116/0122
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G15 AWARDS – THE WINNERS!
The UK’s Leading Glass & Glazing Newspaper
GLAZERITE CUSTOMERS
Emplas claims top G-Awards Fabricator of the Year title Emplas has been named as the G-Awards Fabricator of the Year for 2015. Seeing off stiff competition from some of the UK’s leading fabricators, the Emplas team received the top title at a glamorous ceremony held at the Hilton in London’s Park Lane on Friday [27/11/15]]. Collecting the award, Emplas’ Managing Director, Ryan Johnson, paid tribute to the Emplas team, its customers and supply partners. He said: “This award is testimony to the hard work of the whole Emplas team. We are incredibly lucky in that we employ some the industry’s most knowledgeable, passionate and committed people and that’s something which translates into the service we deliver to our customers. I would also like to say thank you to our customers for their continued support and loyalty and to our suppliers. “For Emplas it’s always been about partnership and that’s true even more so now than ever, between us as an employer and our people, our customers and our supply chain. We believe that working in partnership with all three means that everyone benefits - we want to develop our people, grow our business and support our customers in their growth too.” The accolade comes following the launch of the Emplas Installer Partnership last year, with significant growth and investment in its state-of-the-art, Northamptonshire manufacturing facility. This includes sustained investment in its factory floor, including a £ half-a-million spend on a state of the art Schirmer Saw Centre, alongside new welders and a digital measuring system in the first quarter of this year alone. Following a two year project, Emplas also successfully integrated glass supply with its own factory bar-code system in a pioneering partnership with Pilkington, so that the company can plan its own production and
WIN BIG AT G15 delivery schedules more efficiently, and at the same time make sure that those benefits are passed on to Emplas customers. The award ceremony brings to a close a series of successes and comes hot on the heels of Ryan Johnson’s listing as one of the UK’s 100 most influential leaders in manufacturing in The Manufacturer Top 100 earlier in November. It’s also not the first time Emplas has made it to the stage at the G-Awards, scooping the Customer Care Initiative of the Year Award at last year’s gala for its innovative Customer Information Manual. T&K, its’ retail operation, which Emplas say is the foundation of its industry leading customer support package, also claimed the Conservatory of the Year title, having won the Installer of the Year category in 2012. Ryan concluded: “At the end of 2015 I believe we have a lot to be proud of and going into 2016, a lot to be confident about.
Using Glazerite Windows Ltd for its VEKA specified Contracts seems to be a recipe for success, or at least that’s what installers Thistle Windows and Conservatories and The Window Company (Contracts) would say following their wins at this year’s G Awards. Held at London’s Hilton Hotel in Mayfair, Chelmsford-based commercial installer The Window Company (Contracts) took home the gong for ‘Installer of the Year’ for the second year in succession. While the judges announced that all of the finalists in this category demonstrated an ability to excel in all areas of their business, none of them could match the levels achieved by the winner.
The Window Company (Contracts) has worked with many public authorities and housebuilders throughout the South East since its inception, and it was at the FIT Show that the company met Glazerite and went on to work on some excellent projects together.
over the competition, the judges said of Thistle: “They demonstrated an exceptional level of customer service and consideration to their clients with genuinely extremely satisfied customers who felt the company had performed over and above their exceptions.”
Rectifying marginally missing out on an award last year, Aberdeen’s Thistle Windows and Conservatories were announced as ‘Conservatory Installer of the Year’. Adding another accolade to its ever-growing trophy shelf, this makes it 22 national and regional awards in the organisation’s 20-year history and maintaining its lead as the top national trophy winner.
On hand to congratulate its customers personally, Glazerite Director Jason Thompson said: “It’s always great to see a customer getting the recognition they deserve, especially when they work so hard. Celebrating the success of both Thistle and The Window Company was fun and we wish them nothing but continued success.”
With its ‘VIP Customer Lounge’ giving it the edge
“The market continues to grow, we have invested significantly in the previous 12-months and have a number of really exciting innovations about to come on line. “We believe that this puts Emplas and our customers in good stead for the coming year.” To find out more follow us on twitter #InstallerPartnership or @emplaswindows. For more information visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880.
Glazerite is VEKA’s largest trade fabricator in the UK as well as a prominent and long-standing Network VEKA member. It offers a fully nationwide service based on manufacturing units in Northants and Greater Manchester as well as a distribution hub in Bristol serving South Wales and The West of England. www.glazeritewindows.co.uk
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A WIN WIN for Thermoseal Group at the G15 Awards Thermoseal Group, the UK’s leading manufacturer of warm edge spacer systems and supplier to the insulated glass (IG) industry for over 35 years was announced winner in two categories at the Glass and Glazing Industry’s prestigious G15 Awards event at the London Hilton on Park Lane on Friday 27th November 2015– ‘Component Supplier of the Year’ and ‘Training and Development Initiative of the Year’. The ‘Component Supplier of the Year’ G-Award is a coveted award by suppliers within the glass and glazing industry and an award that Thermoseal Group has achieved ‘Finalist’ in for several years in a row. This was the first time the Group entered in for the ‘Training and Development Initiative of the Year’. Thermoseal Group’s Managing Director, Gwain Paterson commented: “I am absolutely delighted to have achieved both of these awards and am particularly pleased that the hard work and dedication of the whole Thermoseal Group team has been recognised in both of these categories. As a leading component supplier to insulated glass manufacturers, this award is ideal for us and we will be sure to publicise our win
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as a mark of the high quality of the products and service that we supply to our customers. “The ‘Training and Development Initiative of the Year’ award is testament to our spacer bar manufacturing sites in Wigan where we have built a bespoke operation which has required a strong emphasis on training and development to ensure the high quality of our products. At these sites, we operate a Kaizen method of lean manufacturing where every single member of our teams have either completed or are currently enrolled in external training courses. All staff are also part of a mentoring system. Our dedication to training has had a real impact on productivity and reduced wastage. “The G-Awards is always a fantastic event for us as we have sponsored the champagne reception for many years. This gives us a great opportunity to raise a glass with our customers and thank those attending the event for their custom. “Thank you to Tony Higgin and all of the G-Awards team for organising a fantastic event and a big thank you to all of the Thermoseal Group team for contributing to our G15 award
wins. Thanks also to our customers who have contributed to our growth and development over the years.” To find out about Thermoseal Group and its comprehensive range of insulated glass components (including highest performance Thermobar and Thermoflex Warm Edge Spacers) and machinery for glazing manufacture, call +44(0)121 331 3950 or visit www.thermosealgroup.com. READER ENQUIRY No: 0116/0125
January 2016 | www.glassnews.co.uk
0116/0126
www.glassnews.co.uk | January 2016
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New Group Managing Director appointed at Polyframe Group
Cambridge graduate joins
the PR team at Purplex
Purplex, the specialist marketing agency for the construction industry and build environment, has recently welcomed a new addition to its PR department. Having graduated from Cambridge with an upper second in History, 24-year old Simon Hann has a wealth of writing experience from past stints as a freelance journalist and researcher. His attention to detail, writing style and creativity are already proving a valuable asset to the PR team at Purplex, which he joined as a copywriter. Andrew Scott, Purplex Marketing MD, commented on the appointment: “I believe Purplex’s status as a leading marketing agency for the construction industry is reflected both by the calibre of our clients, as well as the highly skilled, valuable workforce we attract. Simon’s appointment reinforces our commitment to provide quality, effective PR for the companies we work with.” “The entire team at Purplex is extremely dedicated, and I feel lucky to be part of such a vibrant, creative environment,” said Simon. “One of the major advantages of using Purplex
is that we can deliver a tailored growth strategy for each and every one of our customers, whether we use Public Relations, digital marketing – including website design and development, on and offline advertising, video content, or a combination of all of the above. “As an integrated agency, we can identify the channels that will most benefit the companies we’re working with, and develop a plan that will create market awareness, drive sales and gain/improve reputation. I look forward to helping our customers create strong relationships with their audiences through strategic PR,” concluded Simon. Contact Purplex on 01934 808132, or visit http://www.purplexmarketing.com/.
Polyframe, The UK’s largest independent window and door fabricator, are pleased to announce the appointment of Ian Macdougal as Group Managing Director with immediate effect. Owner and Chairman of the Polyframe Group of companies, Martyn Buckley comments ‘ Ian brings with him a wealth of senior management experience having worked for Marshalls PLC, a multi site operation, in a number of strategic positions. Polyframe are continually looking at ways to grow, and the skills that Ian brings to the business will be instrumental in our business
plans as we move forward into the next phase of growth.’ Ian has been involved in both high volume manufacture and bespoke fabricating businesses and will ensure that Polyframe continue to lead the market both in terms of growth and innovation. “Trade fabricator Polyframe is an exciting, fast moving organisation, operating to very high standards’ comments Ian. ‘ They have an outstanding track record and have enjoyed very solid growth over the years. Their strong focus on working with trade centres and installers and adding value through their service is obvious throughout the company and I’m greatly looking forward to working with the excellent management team to help them build on their success.” Ian will work closely with incumbent Group MD, Chris Watson, who retires early in 2016.
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NEW APPOINTMENT
The Trojan Group: quality through & through
GGF APPOINTS NEW HEALTH, SAFETY & FACILITIES MANAGER
The market leading Trojan Group is renowned for the patented innovation and quality of its products, all of which are manufactured in-house in its UK, China and Vietnam manufacturing bases.
The Glass and Glazing Federation (GGF) is pleased to announce the appointment of Phil Pinnington as Health & Safety and Facilities Manager.
The quality of the Trojan experience also extends to its staff. Tony Chadwick, Trojan’s Group Managing Director said, “As a business we are only as good as our people. We invest heavily in staff training and development so we can have a strong team that delivers for our customers.”
Examples of this ethos in practice can be seen in the recent achievements of staff at Trojan’s UK base. James Connery has achieved his NVQ Diploma in Business Improvement Techniques, Jonathan Chadwick has been awarded his QCF Diploma in Performing Manufacturing Operations, Lisa Pritchard has attained her Advanced Level Apprenticeship in Customer Service, Craig Berry and Stephen Thompson have been awarded NVQ Level 2 Certificates in Warehousing & Storage and Kevin Davies and Ziarabe Mehmood have both achieved their Intermediate Level Apprenticeships in Warehousing & Storage. Steve Hall, General Manager at the Trojan Group said, “Congratulations to James, Jonathan, Lisa, Craig, Stephen, Kevin and Ziarabe.
Qualifications like these are not easy to achieve and I’m delighted their hard work has been rewarded. I’m also very proud that we are all part of a company that values training and development as highly as Trojan does.” Similar training and development is undergone by staff in Trojan’s Chinese and Vietnamese bases, ensuring that the same investment in people development and quality is on display at all three of the company’s sites. Tony concluded, “I firmly believe investment in our staff as part of a wider focus on quality is one of the reasons we have achieved the success we have. I also firmly believe it’s one of the reasons why we are continuing to grow.” Tel: 01922 713 933 www.trojangroup.com
With over 18 years’ experience working within the charity, energy and transport sectors, Phil has a been successful in developing and implementing Health and Safety strategies within diverse organisations to nurture positive perspectives on Health and Safety. In addition to his experience, Phil holds qualifications from NEBOSH (National Examination Board in Occupational Safety and Health), British Safety Council, IOSH (Institute of Occupational Health and Safety, and BSI (British Standards Institute). On Phil’s appointment Giles Willson, GGF Managing Director commented “I am delighted that Phil has joined the Federation as our new Health, Safety and Facilities Manager. With his solid experience, qualifications and skills, I am sure he will bring a huge amount to this very important role within the GGF.” Phil’s remit will include working on consolidating the expertise within the GGF Health and Safety Committee, growing the subscription to GLASS Charter, developing
the GGF’s library of Health and Safety publications and working in partnership with HSE (Health and Safety Executive) on industry issues. On his new position, Phil commented “I am excited to have joined the GGF and look forward to combining my practical approach to health and safety and broad experience to support GGF Members.” For further information go to: www.ggf.org.uk. READER ENQUIRY No: 0116/0130
NEW APPOINTMENT
Mercury Glazing appoints
Chris Reeks as Sales & Marketing Director
READER ENQUIRY No: 0116/0129
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Trade fabricator Mercury Glazing has just appointed Chris Reeks as its new Sales and Marketing Director. Steve Cross, Director of Mercury, said, “We are delighted to welcome Chris to the team. He has a wealth of experience in the industry and will be a great asset to the business.” Chris Reeks will be familiar to many people in the industry and he joins Mercury after working for some of the most well-known names in the window industry. Chris said of his new appointment, “Mercury is wellknown for being one of the most ambitious and fast-growing companies in the industry. I’ve always admired their commitment to delivering a quality product and service and I’m looking forward to being part of the team.” Mercury is the UK’s biggest Spectus vertical slider manufacturer and also manufactures timber vertical sliders and a complete range of commercial and residential aluminium products. Further new product launches are due for 2016, which will serve to enhance Mercury’s reputation as a specialist manufacturer. The company is growing rapidly thanks to a commitment to delivering
quality products and proactive, customerfocused support. The appointment of Chris Reeks as Sales and Marketing Director is certain to mean that more people than ever will be aware of the outstanding offering the company has and will continue to grow as a result. Tel: 01452 383344 www.mercuryglazing.co.uk READER ENQUIRY No: 0116/0131
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NEW APPOINTMENT
NEW APPOINTMENT
Alex Murphy
VITA Rewards Talent
From Within
VITA Hardware has more than 30 years’ global experience in hardware design and manufacture – including 15 years in the UK – but in the last 12 months it has restructured its team and product portfolio to ensure even stronger foundations for the coming decades. This strategy is two prong: recruiting expertise and experience from within the wider door and window industry, but just as importantly, recognizing and rewarding existing talent within the business. The latest example of this approach is the promotion of Sarah Manogue to Northern Region Sales Manager. Sarah comments: “I’ve worked in the industry for 11 years including time with another well-known hardware supplier,” says Sarah, “and originally joined
VITA in an office based customer support role. I got such a buzz working with customers and supporting them that I was keen to get out on the road and do this job face to face rather than just on the telephone. I’m delighted that the relationships that I’ve built up with VITA customers and my experience of hardware solutions has led me to be promoted to the Northern Sales Manager. VITA has a clear vision for the future with a great team people at its core, a team I love being part of.” Stewart Lamb, VITA’s Managing Director adds: “Since I took over the reins 12 months ago, our focus has been on streamlining our product range, building strategic partnerships with well-known brands and ensuring the team at VITA
joins the Sliders UK team Alex Murphy has joined Sliders UK as the specialist door manufacturer’s new Head of Operations. Sarah Manogue VITA Northern Region Sales Manager.
is the right team to take on our ambitious growth targets. Part of this approach has consisted of bringing in experience from the broader industry but just as importantly, recognizing and rewarding home grown talent and helping to develop the careers of individuals who have proven their worth and commitment to VITA. Sarah is a prime example of such a success story.” For more information on VITA and its products contact the sales office on 01422 371384 or visit to www.vitahardware.co.uk. READER ENQUIRY No: 0116/0132
NEW APPOINTMENT
Solidor adds 3 new starters to sales team Solidor, composite door market leader in design, innovation and security, has doubled the size of its sales team with the addition of 3 experienced new starters. On top of double digit growth in 2015, 2014, 2013 and 2012, Solidor has ambitious plans for 2016.
Simon Walker, of DoorStop, Synseal, and Permacell Finesse, Emma McDonald and Alan Hague, both of Bowater Doors, joined the Solidor team at the beginning of December. Solidor CEO Gareth Mobley says: “I’m excited
to announce the expansion of our sales team, rounding off a year of positive change for Solidor. We’ve invested substantially in our facilities, products, processes and people this year, which have all added to our growing business. “We’re developing much closer relationships with all our customers by adding more high calibre people to the team,” adds Gareth, “Simon, Emma and Alan join us with direct experience in our industry to help us drive Solidor’s growth in 2016. They’re ambitious and passionate, and will prove valuable assets. Welcome to the team!” To find out more about Solidor, visit www.solidor. co.uk or follow @SolidorLtd.
Simon Walker, Emma McDonald, and Alan Hague.
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READER ENQUIRY No: 0116/0133
Alex brings with him a wealth of experience having headed up the retail arm of window and door fabricator SWL, with a further seven years in the UK window industry at Yorkshire Windows. In 2013 Alex left the UK to become Business Head of Fenesta Building Systems, India’s largest PVC-U window manufacturer, extruding, fabricating and installing more than 250,000 windows each year. Alex also served as a member of the Corporate Management Board of Fenestra’s parent group, the Indian chemicals giant, DCM Shiram. He said: “Sliders UK has an established reputation as one of the UK’s leading window and door fabricators and that represents a great platform for future growth. We are exceptionally good at what we’re doing in our core markets but we believe that there is also scope for
considered and structured growth into new ones. “Sliders UK is an ambitious business with a great infrastructure and incredible commitment to its customers and a highly competitive offer. It’s our intention to bring those established principles to new ranges and a growing offer.” Sliders UK became the first manufacturer of a Secured by Design accredited inline sliding door in 2008, adding PVC-U and aluminium bi-fold doors to its staple product range in 2009, followed by a composite door offer in 2012. Manufacturing in PVC-U systems from Eurocell and Duraflex and aluminium systems from ALUK, the Bamber Bridge-based fabricator supplies more than 300 inline sliding doors, 50 bi-folds and more than 200 composite doors to the trade each week - this includes its Part Q compliant SBD and PAS24:2012 approved inline sliding and bi-fold door ranges. Last month it announced that at as part of an
organisational restructure, Ian Longbottom who founded the specialist door manufacturer in 2002 with Director Mike Spain, would step into a new role as Sliders UK’s chairman. Commenting on Murphy’s appointment, he said: “Alex has incredible depth of experience gained in retail, fabrication and systems with some of the UK’s leading window and door businesses and large multi-national manufacturers. “We see him as fulfilling a critical role in supporting our plans for growth, product innovation and in driving ever higher levels of service to our customers.” For more information contact sales@sliders-uk.com or visit the website at www. sliders-uk.com. READER ENQUIRY No: 0116/0134
NEW APPOINTMENT
ANDY JONES JOINS SYNSEAL Andy Jones has joined the Synseal board of Directors in a newly-created position of Group Sales & Marketing Director, reporting to Chief Executive David Leng. A prominent and wellknown figure in the fenestration industry, Andy needs little introduction having enjoyed 13 successful years at Edgetech UK, most recently in the role of Managing Director. Under Andy’s hands-on leadership, Edgetech has grown dynamically with innovative products such as thermally-efficient Super Spacer warm edge spacer bar and TruFit expanding foam tape. In 2014, Andy brought the whole industry together to discuss the thoughtprovoking “Triple Glazing Question”, a challenging
debate which certainly captured the imagination with its emphasis on technical evaluation and forward-looking vision. “I’ve enjoyed every minute of my time at Edgetech,” says Andy. “When I joined Edgetech there were 3 people working in the UK, now there are 73 and working together to grow that business has been most rewarding. However, I am excited to be joining Synseal and look forward to getting stuck in and meeting my customers and new colleagues.” “I am delighted to welcome Andy Jones to the Synseal Group,” comments Chief Executive David Leng. “With his engaging personality, energy and commercial
focus on presenting valueadding products and innovation, Andy will be an asset to our business for sure. He has demonstrated how drive and passion can help transform the fortune of a business and bringing our sales and marketing teams together under Andy’s leadership will be a major step forward for us, as we seek to deliver even better systems supply and service solutions tailored for each of our customers.” READER ENQUIRY No: 0116/0135
January 2016 | www.glassnews.co.uk
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QUICKSLIDE’s employees
make the grade
Brighouse-based window manufacturer Quickslide is celebrating after 58 of its production staff were presented with their certificates for successfully completing an NVQ in ‘Performing Manufacturing Operations’ (PMO). Quickslide is highly regarded for its sliding sash windows, and the company has been instrumental in making this former niche product popular, while manufacturing a wide range of other styles of windows and doors. “Our success as a company hinges on the ability of our staff to make some of the best windows in the industry,” explained Quickslide’s managing director Michael Connor. “Therefore, we raised our game and improved the skills of our employees by putting 58 of them on a course with Track
Training.”
The PMO NVQ Diploma is designed to cover the skills and knowledge in one or more of a wide variety of manufacturing activities. Assessors looked for many key indicators of competent behaviour, including: controlling manufacturing operations; inspecting the quality of a finished product; and working effectively as part of a team. Quickslide employee Simon Bedford, who is often found in charge of the glazing element of window manufacturer, explained why the course was important to him. “When I started work at Quickslide, I knew next to nothing about window manufacture,” he said. “However, over the last 3 years, I have been trained to make frames to a very high standard, fit industry leading hardware, and fully inspect a window to pick up on any defects. “While there are many people in this country making windows, my diploma proves that – along with my 57 colleagues – I am
ISN’T IT TIME TO SHARPEN YOUR AXE?
among the best at doing it. It also proves that Quickslide is keen recognise excellence in the workplace.” Michael also explained that it was important to remember the operator in what has become an increasingly automated industry. “Window machinery speeds up the window making process and takes away much of the hard work from the employee,” he said. “Unfortunately,
this can lead to a dumbing down, meaning problems are not spotted fast enough if they occur. By putting our employees on a course, we know that they are critical of the manufacturing process from when the order comes in to when the window leaves on the back of a lorry. And, ultimately, our customers will benefit from that.” READER ENQUIRY No: 0116/0136
0116/0137
So there was this woodcutter who turned up for a job in a timber yard. Impressed with his eagerness, the owner offered him £10 for every tree he felled. Swinging his axe over his head excitedly as he arrived for work the first morning, he smashed all previous records - demolishing 20 vast pines. Blown away, the owner doubled his earnings as a bonus. Revved-up, the woodcutter worked harder the next day, but felled only 15 trees. And then on the third day, his rate fell again to 10.
www.glassnews.co.uk | January 2016
Every day he worked harder but his output, achievement and motivation dropped. Knackered, disillusioned and skint, the woodcutter went to the owner to resign. Bewildered, the owner asked when the woodcutter had last sharpened his axe “You must be kidding - I’ve been too busy chopping down bloody trees to waste time sharpening my axe,” he said.
Can you really be bothered looking for another senior sales job? I mean, you’re already an accomplished manager and things are actually going pretty well. Decent bunch. Comfy customers. Good coin. So why not just carry on going with the flow? Well here’s why. GAP is growing. Fast. We sell 20,000 homebuilding products each day from 40 Depots. And we’re looking to open another 40. Ambitious milestones need exceptional people. Whether you think you can achieve more - or whether you don’t think you can. You’re right. So what have you got to lose? Because only dead fish go with the flow. Flick your cv to careers@gap.uk.com and tell us why we should talk about our regional sales manager opportunities.
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Dear Chris, For the last 12 years, we among a small number of glass specialists, have been promoting the merits of dedicated glass for conservatory roofs boasting several key features including solar control, anti-glare and true self cleaning properties. Yet I believe we have as a sector been installing windows and doors in these installations that aren’t as fit as they could be for this purpose. The windows and doors installed in new conservatories may be basic clear/clear, more typically standard low E, or even carry a Window Energy Rating. A typical ‘A’ rated window is designed bring in solar heat, something that the specialist glass that is now fitted in the roofing plane is designed exactly to stop, and for good reason. So whilst the roof glass keeps a large proportion of solar heat gain out - in our case as much as 83%, often the windows and doors below may well be designed to do the exact opposite.
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It is for this reason we have just launched SMARTGLASS®-W, designed specifically for the windows and doors installed within a conservatory or similar environment. Within a perfectly clear unit it keeps the solar heat gain to an absolute minimum, carries a 1.0 W/ m2K U-value and offers other added value features such as anti-fade properties. The fact is, we as an industry should be looking to address the entire glazing needs throughout a conservatory.
Do you want to build your business, grow sales & dominate your market?
Let’s give the consumer a more technically balanced product and wake up to the opportunities of upselling to better performing glass in the vertical plane for conservatories. Window and Door Energy Ratings are all well and good for the replacement market, but certainly not in conservatories and their very demanding thermal comfort requirements, all year long. Yours sincerely Jason McCabe Commercial Director, Clayton Glass
0116/0139
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www.arisands-piling.co.uk Arisands Ltd, 11 Axholme Court, Bolton BL6 5HQ
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www.profilewrappingsolutions.co.uk Adhesive Solutions Limited Telephone: 0844 335 8439 Email: adhesivesolutions@btinternet.com www.glassnews.co.uk | January 2016
Call today on 0808 168 5816, e-mail info@origin-global.com or visit www.origin-global.com for specifications & quotes. 89
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Glass News - Classified Qtr page Advert.indd 1
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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
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
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made for trade
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Get Britain Building (GBB) Tel: 0870 162 0936 Glass News - Classified Qtr page Advert.indd 2 www.glassnews.co.uk | January 2016
18/12/2015 12:37
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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January 2016 | www.glassnews.co.uk
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www.glassnews.co.uk www.glassnews.co.uk | January 2016
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