IG Glass News January17 Earpiece AW.indd 1
20/12/2016 11:41
IT’S HERE: THE 2016 GLAZING
INDUSTRY REPORT
The annual Installer Industry Report by the Consumer Protection Association (CPA) has found that, in the immediate future, installers are not seeing a slowdown in consumer spending since ‘Brexit’.
However, when asked about their expectations for the glass and glazing industry, installers were less upbeat. 41% of installers expect growth across the industry. 41% say it will stay the same and 14% say it will decrease. Also, only 34% of installers expect consumer spending to increase in 2017. 45% say it will stay the same and 17% say it will decrease – suggesting that in the long-term consumer spending may be hit. When polled about how business performance in 2016 compared to 2015, 34% said profit margins had increased, with 55% saying they had stayed the same and 10% saying they had decreased.
The CPA commissioned independent market research company Insight Data to carry out the survey, which asked more than 12,000 installers a series of questions about their business performance and expectations for the industry.
Interestingly, despite the fact that the installers polled expect consumer spending to slow down in 2017, when they were asked about their business expectations for 2017, 72% said they expect to see sales increase, compared to just 3% who said they expected to see them decrease.
The barometer compares business performance between 2015 and 2016 and asks installers whether they think sales and profits will increase or decrease in 2017.
This points to an overriding optimism amongst the industry that despite the contradiction shows that the tumultuous political environment has yet to seriously impact the industry.
When asked if they had noticed that Brexit has affected consumer spending so far this year 79% of installers said no, compared to 21% who said yes.
On the report, which is the CPA’s fourth, Jeremy Brett, director, comments: “The report gives a unique insight into the industry from the perspective of installers who are at the coal face. Touch wood, the industry appears to be holding up and this report confirms lots of anecdotal evidence we’ve been hearing that shows there is lots of work out there and consumer spending is holding up. “Ultimately nobody really knows what the future holds but our members are confident going into 2017 and the fact we’re seeing lots more companies join us, is also a positive sign.”
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Despite fears amongst some economists and politicians that voting to leave the EU would send the economy into a tailspin, a recent report has shown that installers are overwhelmingly positive going forward.
13/12/2016 09:12
Issue 70 January 2017
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January 2017 | www.glassnews.co.uk
JANUARY 2017
The UK’s Leading Glass & Glazing Newspaper
2017: EXPECT THE UNEXPECTED & LOOK FORWARD TO THE FIT SHOW A very happy New Year to everyone and we hope you all had a well earned rest over the Christmas break. A New Year comes with optimism for the future and a renewed energy to pursue the goals we have set ourselves for 2017, albeit sub-conscious ones even if we haven’t made specific New Year resolutions! And what can we expect of 2017? If 2016 is anything to go by, we can expect the unexpected. The world is in general turmoil and there is an air of rebellion against the old order. We have witnessed it in elections and referenda and pollsters must be wondering what they can do to regain some respect for their profession. Is it a case of the public simply going against the expected out of devilment or is there a concerted effort to overturn expected outcomes? Who knows? It isn’t as if we’re getting into huddles and planning to especially go against the grain. It is, surely, to do with a lack of trust in the political order and a realisation that so many things are simply not working, from finance to law and order, and immigration to foreign aid. It seems as if those elected by the people simply forget that fact as soon as they get their feet under the table and their hands on an expenses claim form! Will 2017 be any different? It’s very unlikely. We have seen elections in the US and a referendum in Italy go against the polls and there is a rash of European elections scheduled for 2017. The whole face of the world is changing and, despite protestations of wanting to ‘clean up’ politics and ‘the old boys clubs’, will it really be any different when the new teams see the riches and gravy trains set out before them? A bit cynical, you may say, but can we expect any better? How does all this affect our country and our industry? A country and its industries thrive on confidence and that confidence has to be felt by those who buy the products. It’s all about disposable income, whether for commercial or domestic buyers, or the ability to borrow cash. From what I’m being told it seems that the orders are still coming in and many companies have had a good 2016, despite the currency issues and the inevitable increases in the cost of raw materials. We must hope that this demand continues in 2017. Did Philip Hammond’s Autumn Statement give us any pointers to the future? It all
www.glassnews.co.uk | January 2017
depends if you are a glass half full kind of person, or a glass half empty. We have gathered together a number of comments that have been sent to Glass News on the Autumn Statement and the differing opinions are clear to see. It may well be worth looking at these and making your own mind up. What is clear is that the country needs new housing, and an awful lot of it. The Voice of the Industry question for this January edition has attracted a bumper crop of responses and there is an air of optimism about 2017, and the future in general. It is clear that there has been considerable investment across the industry in 2016 and this is likely to continue. There is also the feeling that the cream will rise to the top and the demand for quality products will continue. While everyone is aware of the demands and turmoil of Brexit, not least being the currency exchange difficulties, there seems to be a determination to forge ahead and maintain the impetus behind the industry that has been experienced in 2016. There will always be winners and losers and although all the pundits forecast that the industry will be static as opposed to growing, the winners will be taking share from the competition. Seeing, in the last month, the investment at companies such as Liniar and the technical innovation and engineering skills displayed by the likes of Made For Trade with the Korniche aluminium lantern, I am thoroughly looking forward to the FIT Show in a few months time. There will be a whole host of new products and innovation for us to admire. When the going gets tough, the tough keep going, and we should be justly proud of how the industry is moving ever forward despite the woes of the world.
December 2016 crossword solution:
‘TIME OUT’WINNERS – DECEMBER! Crossword: Mr J Andrews, Lancashire Eye Spy: Mrs K Wake, Nottingham Spot The Difference: Ben Lloyd, Kent Sudoku: M Webster, Bristol Congratulations to all our winners! Good Luck in this months Time Out pages!
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CONTENTS 4 Trade News 32 Doors 38 Marketing Expert 49 Industry Awards 50 Installer Focus 52 Face To Face 53 Glass 54 Windows 58 Machinery 60 Glass news Interview: Made For Trade 62 Voice Of The Industry 72 Glass News Interview: Selecta Systems 74 Cladovers 76 Hardware 78 Autumn Statement 80 G16 Awards 82 Careers 86 Time Out! 87 Find A Supplier
Publisher & Owner: Christina Shaw 19 Heather Close, Tickhill, Doncaster DN11 9UU M: 07805 051322 T: 01302 278756 E: christina@glassnews.co.uk Advertising Enquiries: Christina Shaw M: 07805 051322 T: 01302 278756 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: E: kate@glassnews.co.uk
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3
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TWR BIFOLDS CELEBRATES
TITON TRICKLE VENTS MEET RECENTLY REVISED SCOTTISH REGULATIONS
BUMPER YEAR
TWR Bifolds is celebrating its best year ever in business, with the company set to end 2016 30% up on the previous year.
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Directors at the company have come on record as saying that the positive growth figures have been down its launch of new products; and unprecedented sales of its aluminium bi-folding doors.
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In 2016 the family run firm also opened a new 25,000 sq ft factory, launched three new products and hit record manufacturing volumes – culminating in its best financial year to date.
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The new 25,000 sq ft factory in Peterlee, County Durham, is one of the biggest dedicated bi-fold door operations in the UK; and runs alongside its long-standing headquarters in Sunderland. The factory has been fitted out with hundreds of thousands of pounds’ worth of state of the art machinery required for the production of aluminium bi-fold doors and aluminium frame bending. Earlier this year, TWR also rolled out its fasttrack colour service – a first for the industry. It means installers can get aluminium bi-folds in any RAL colour delivered in just 3 days, subject to an order form being completed and a deposit paid. TWR has also launched a raft of new products in 2016. These include WarmCore, a highperformance system from Synseal that is aimed
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at the high-end entrance door market, and Stratus, Synseal’s aluminium lantern roof system that offers 60% more thermal efficiency than conventional aluminium systems. The fabricator also announced it will start manufacturing REHAU products in 2017, following increasing demand across the UK for premium PVC-u products. Reflecting on a busy year for TWR Bifolds, Managing Director Terry Richardson comments: “A combination of high performing products and world-class service has helped our customers capitalise on the high-end entrance door and wider aluminium market, contributing to a strong 2016 for us. “We have ambitious growth plans for 2017 and we are constantly improving on every aspect of the business to give installers an advantage over the competition.” READER ENQUIRY NO:0117/0005
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Titon has updated its range of trickle ventilators to include additional versions which comply with the recently revised Scottish Technical Standards – the equivalent of the England & Wales Building Regulations. The Scottish Technical Standards were amended in 2016 to alter the method of measuring background ventilation from the traditional ‘Free Area’ unit (the geometric area of a ventilation device) to the more widely recognised ‘Equivalent Area’ (EA) unit (based on the rate of air flow through the ventilation device). As a result, all background ventilators in the UK now use the same EA unit, as determined using BS EN 13141-1, ensuring a simpler system can be employed throughout the supply chain. However, the Scottish Technical Standards stipulate more background ventilation is needed per dwelling; this means a higher number of ventilators are required in Scotland than in England & Wales. This has led to Titon redesigning its trickle ventilator sizes where possible, ensuring the ranges have denominations of sizes which comply with the average EA totals stipulated in the revised Technical Standards. These changes have been made throughout the company’s mainline plastic and aluminium ventilator ranges – including its newest and high performing SF Xtra model. This surface-mounted slot ventilator is now available in a version which supplies 5,500mm2 EA (or 6,000mm2 depending which canopy is used), meaning the average 11,000-12,000mm2 EA required for new build projects in Scotland can be achieved with just two vents in a room, as opposed to three. In order to reflect and explain the implications of the revised Standards, Titon has also updated its Scottish Ventilation Regulations CPD (Continuing Professional Development) presentation accordingly. Specifiers seeking to understand the new Standards as they take effect can now arrange for Titon to visit their offices and present this CPD seminar free upon request.
Name: Tel: Address: Postcode:
Titon is very active in Scotland, which remains an important market for background ventilators. The company has an established presence, with local representation and a network of distributors in place to assist customers. For more information, please visit: www.titon.co.uk.
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SLIDERS UK REPORTS SIGNIFICANT GROWTH
MILA & EUROCELL JOIN FORCES TO ACHIEVE PAS24 APPROVAL ON SINGLE & FRENCH DOORS Mila has demonstrated the value of its technical advice service by working with Eurocell to achieve PAS24 2012 approval at BSI on five single and French doors, with both standard and new PVC low threshold profiles. The doors in 70mm Eurologik were 1050mm x 2300mm and 2000mm x 2300mm and triple glazed, so the maximum size and weight presented a challenge for the hardware specification.
Sliders UK has reported significant growth driven by its expanding bi-folding door offer and installer demand for reliable composite door supply. According, to the door specialist, year-onyear sales were up 16% in November on the same time last year. Steve Mines, Sales and Marketing Director, said new products, including the Ultimate Evolution and Sliders UK’s new Duraflex bifolding doors, plus growth in composite door sales, had under-pinned growth. He said: “We have been investing significantly in our product offering and manufacturing capability and we’re now seeing that convert into sales. “We restructured our composite door line early in 2016 and that’s given us faster turnaround and an increasingly competitive offer at a time when reliability in the composite door sector has in general, dropped off. “We’re also seeing the pull through now of the investment that we have made in our product range, including the launch of the Ultimate Evolution aluminium bi-fold and our new bifold offering from Duraflex, which is a really good PVC-U system.” Sliders UK Ultimate Collection composite door offer is built around the market leading 44mm Nan Ya slab. This is combined with a choice of the fully reinforced Duraflex, Veka and Eurocell 70mm PVC-U outer frame and slim, low line aluminium thresholds with twin seals.
Sliders UK announced the launch of the Ultimate Evolution aluminium bi-fold door in late summer 2016. Sitting alongside its established aluminium bi-fold door offer from ALUK, it features a highly innovative fully adjustable jamb option. This makes it far simpler to align the door, even where apertures are out of square - cutting installation times to as little as 45 minutes. PAS24:2012 and Part Q compliant, the new Duraflex bi-folding door is fully integrated with the systems company’s Diamond suite, featuring beveled and chamfered options it achieves a DER ‘A’ rating and u-values as low as 1.1Wm2/K.
This included Mila’s ProSecure door hinge,
Eurocell customers using the same hardware combination can now also satisfy the requirements of Approved Document Q by using the PAS24 certificate. Strafford Cooke said of the project: “This was a perfect example of how we can add value to a customer by offering a mix of technical advice and practical support. Once we had drawn up the agreed specification, our expert technician Chris Harding helped Eurocell with the build of the doors being tested and was even present for the first two days of testing. “I sit on many of the standards committees so I have in depth knowledge of what is required from hardware and profile combinations and I know how best to meet the
It’s launch and that of the Ultimate Evolution, follows that of two other Part Q tested doors. This includes the Veka Imagine as a second PVC-U bi-fold system, in addition to its established Eurocell Ultimate Aspect PVC-U door range at the beginning of the year, both feature a high security specification. And the launch of the PremiLine PRO patio door from Kömmerling. Another Part Q ready door, it sits alongside Sliders UK’s established offer from Duraflex, giving the door specialist one of, if not the, industry’s largest bi-fold and patio door offers. “We have seen incredible product innovation in 2016 and we have brought that together into a product portfolio which we believe delivers incredible opportunity to our customers – all from a single source of supply”, continued Mines. He concluded: “In the year ahead, this kind of flexibility and economy, is going to be increasingly important to installers, as much in the time it gives them back. “We will continue to invest in the coming year. We’re in the process of completing a 10,000 sq ft extension to our facility and we have several product additions planned for 2017, which we believe will deliver significant additional opportunity to our customers.” For more information contact sales@sliders-uk.com or visit the website at www.sliders-uk.com.
READER ENQUIRY NO:0117/0008
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However, Mila’s technical team led by Technical Manager Strafford Cooke were able to put together a complete package of recommended Mila hardware which enabled Eurocell to achieve the PAS24 2012 approval required, satisfy the requirements of Approved Document Q and widen the scope of its Kitemark.
ProSecure TS007 two star door handle, ProSecure shootbolts, and keeps and a TS007 one star cylinder.
challenges of things like oversized doors and triple glazing. The advice we provide is all part of the Mila service.” Ian Kernaghan, Product Manager at Eurocell, added: “We recently launched our PAS24 compliant patio system which was designed and tested in conjunction with Mila so, when we needed a hardware partner for type testing of our new EuroLogik PVC-U low threshold on doors, Mila was the natural choice. Our combined expertise and technical knowledge provides the product with the very best chance of passing the rigorous PAS24 test without any issues.” Tel: 01327 312400 www.mila.co.uk READER ENQUIRY NO:0117/0009
SYNSEAL GROUP ACQUIRES DOMESTIC IGU MANUFACTURING ASSETS OF VILLAGE GLASS The Synseal Group has today acquired the Domestic IGU manufacturing assets of Euroview Manufacturing Limited – trading as Village Glass. The business has 140 staff based in Witham Essex and has a reputation for making high quality units for its customers in the south east of England “This is an important southern region addition to our existing three Global Glass IGU manufacturing sites which are situated across the midland and
northern regions, and enables us to supply glass sealed units to a much wider range of our customers” said David Leng, CEO of Synseal.
“We have significantly grown our glass sales over the past few years and this new facility brings much needed capacity, with the additional benefit of a specialist, high speed triple glazed unit line. The acquisition leaves the Synseal Group, and its 1,500 employees, well placed to exceed £150m turnover next year from its seven sites and we look forward to increasing our glass, sales with our southern customers”. www.synseal.com READER ENQUIRY NO:0117/0010
January 2017 | www.glassnews.co.uk
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www.glassnews.co.uk | January 2017
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BESPOKE INSURANCE FOR HOMES WITH SINGLE PLY ROOFING ELEMENT The SPRA (Single Ply Roofing Association) has teamed up with GGFi Ltd to launch a unique homeowners insurance scheme for customers of SPRA Members and their approved contractors. The scheme has been designed specifically for domestic properties with a single ply roofing element and gives homeowners the reassurance of being covered by a tailor made insurance product. Roof Assured by Sarnafil are members of the SPRA and the scheme is therefore available to their approved installers and customers. Roof Assured by Sarnafil installers are reminded during their training of the need to make customers aware they must notify their buildings insurers when they make any structural changes to their home. Installers will now be able to advise customers about this new scheme so they can consider it when carrying out their buildings insurance price and content comparisons. Launching the scheme SPRA announced: ‘SPRA often receives feedback from customers who sometimes find it difficult to insure
THE WINDOW OUTLET LAUNCHES NEW TRADE BROCHURE Dynamic Bristol fabricator The Window Outlet has launched a new trade brochure, highlighting its extensive range of premium quality aluminium windows, doors and shopfront solutions. their home because of their single ply roof. As single ply roofing grows in popoularity as a reliable, cost effective option within the domestic market, it has become apparent to SPRA that the insurance market has not kept apace. It is for this reason that SPRA has teamed up with GGFi Ltd to arrange a special buildings insurance for its members’ domestic customers. Underwritten by certain underwriters at Lloyd’s the scheme is only available to customers of SPRA members and their approved contractors.’ More information about the scheme is available from http://www.ggfi.org.uk/ products-schemes/SPRA-Home-Insurance. If you are interested in becoming a Roof Assured by Sarnafil registered installer visit www.roofassured.co.uk/installer. READER ENQUIRY NO:0117/0012
ENDURANCE BECOME METSA WOOD UK’S LARGEST INDUSTRIAL PARTNER Solid and secure composite door pioneer, Endurance® Doors, have become Metsä Wood UK’s largest industrial partner, as they continue to enjoy a long period of rapid growth, that’s also positioning them as the fastest growing company in the sector at present. For more than 20 years, KertoÆ LVL has been used widely in the construction sector for walls, floors, roofs and other applications including solid core composite door manufacture through Endurance® Doors. It’s a laminated timber construction from Metsä Wood that’s both incredibly strong and dimensionally stable, as reflected in their BBA certification Metsä Wood UK is part of Metsä Group, which is a unique Finnish co-operative
comprising of some 116,000 forest owners with 5.2 million hectares of forest land under its control. This equates to approximately 46% of all private forests in Finland and collectively the Group employs over 9,500 people globally, across 20 countries. In the UK, Endurance® Doors has operated within parent company Rocal Group and has been using BBA certified KertoÆ LVL for over 12 years and with the introduction of the Moisture Barrier System some years back, has developed a door slab that is designed to last well in excess of 20 years. Stephen Nadin, managing director of Endurance® Doors commented: ‘We have an incredibly close relationship with Metsä Wood that dates back over 12 years for KertoÆ LVL. During this time, we’ve been able to further enhance our range of solid and secure composite doors for both manufacturing partners and retail businesses, with the re-assurance of a proven, BBA certified and branded door slab that’s designed to last.’ For further information on the Endurance® Solid and Secure composite door range for complete door sets or for slab only manufacturing, including the new Endurance® PLUS range, please visit www. endurancedoors.co.uk, e-mail sales@ endurancedoors.co.uk or call the sales office on 01652 462042. You can also ask for the new 92 page brochure. READER ENQUIRY NO:0117/0013
8
The glossy 16-page brochure showcases the huge selection of market-leading products from Reynaers, AluK, Scheuco, and Exlabesa the fast-growing firm is able to offer – including AluK’s BSF70 and BSF70 HD high-end bi-folding doors, that deliver a sleek modern design, slim sightlines and exceptional weather resistance, the energy efficient BW58 window, available in Commercial, Chamfered and Heritage configurations, and the Slimline series of contemporary, lightweight steel-look windows and doors. Reynaers products featured in the brochure include the CP130LS patio door, a contemporary door that combines a strong but stylish design with functionality and excellent thermal efficiency, and the CP155LS, a premium patio door which
would do those products justice, and allow our valued trade customers to showcase them to homeowners in the best possible light. We’re delighted with how they’ve turned out – they look stunning, and we’re confident they’ll prove to be a fantastic sales aid for installers across the region.” maximises natural light and offers unspoilt views with its ultra-slim middle section. Both patio doors are highly versatile with their lift and slide functionality, and both can be configured with either two or three rails. “Earlier this year, we introduced our new strapline – “A Fresh Approach to Aluminium,” commented Clive Uppington, The Window Outlet Sales Director, “We chose it because that was what inspired Ben and myself to start The Window Outlet in the first place, and what distinguishes us from our competitors – a dedication to exceptional custom service, and amazing product choice.” “When it came to designing our new brochure, we wanted something that
The new brochure is just the latest customer support initiative from The Window Outlet – earlier this year, the fast-moving fabricator opened its dedicated trade showroom. The Window Outlet is famed for offering 24hour quote turnarounds and quick lead times on all aluminium products. After only two years in business, the company is rapidly approaching the £2m turnover mark and has been awarded ‘Start-up of the Year’ at the prestigious Business Leader Awards 2016. The company supplies installers across the South West of England and beyond. For more information visit www.the-window-outlet. co.uk or call 0117 405 8488. READER ENQUIRY NO:0117/0014
DEALERS LEARN EXCITING PLANS
FOR PATIOMASTER IN 2017
PatioMaster’s franchised dealers met for the company’s Annual Dealer Conference recently to discuss and agree products, strategy and goals for 2017: and the conclusion was that it’s set to be a bumper year! Reflecting on 2016 dealers agreed that they continued to make impressive progress with PatioMaster with sales continuing the upward progress of previous years. Of particular note was the growth of sliding patio doors despite the recent popularity of competing products, with this predicted to continue and actually strengthen. Dealers met the new PatioMaster team that that will provide support to the Dealer Network through product development, marketing and sales lead generation: Carmen Velilla heads up the team as Brand Manager, with Fern Rossano as Business Development Manager with sole responsibility for PatioMaster. Emma Cank leads up the key activity of Lead Generation with Callum Watkins committed to the brand as Digital Marketing Executive. Dealers learned the marketing plans for 2017 with the welcome news that budgets will once again be increased. Dealers were especially
excited to hear about the new products PatioMaster is introducing throughout 2017, further strengthening the brand’s offer. “We are excited to reward the commitment by our dealers with an increase in the marketing budget and therefore the support that we can give them and especially the new product programme that will further strengthen the PatioMaster brand,” said Carmen Velilla. “PatioMaster is unique in its structure and operation and goes from strength,” she added. “Our plans for 2017 are based upon significant growth in sales, ahead of forecasts for the market generally.” READER ENQUIRY NO:0117/0015
January 2017 | www.glassnews.co.uk
0117/0016
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GN - Bi-fold Doors FP NOV2016.indd 1 www.glassnews.co.uk | January 2017
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GLAZPART – LAUNCH NEW GREY
TRICKLE VENTS & WOODGRAIN FOR 2017 Banbury-based Glazpart, is a specialist injection moulding company with extensive experience in the fenestration industry, employing 96 staff at its ISO 9001:2008 certified site, producing millions of mouldings each month. Today house owners are looking for those quality final touches to dress the windows that are a significant investment. Trickle vents that blend into the window add one of those touches. This has been seen in the rise of many shades of grey such as anthracite grey (7016). Today Glazpart extends its range of woodgrain trickle vents with the launch of Silver Oak which reflects an aged or weathered grey oak finish. The finish is now available on all trickle vent ranges and can be supplied mix and match especially white on Silver Oak.
The trickle vents include the Link, Standard, Slim line and modular trickle vents in all current sizes. Also included is the range of flat grilles ideal for over frame, patio or Bifold door applications. Also NEW for 2017 is a mill finish stainless steel “silver” for use especially with aluminium or steel window systems. This highlights the potential for even more competitive metal finishes on a moulded trickle vent. There is something for everyone in the 2017 Glazpart colour range. The trend is to add value to the final product as windows are dressed with window components finished to match the window profile or system. This is achieved using the latest technology as your customer’s windows wear matching finishes.
THE WINDOW OUTLET CELEBRATES SECOND BIRTHDAY BY SURPASSING £2M TURNOVER Fast-moving fabricator The Window Outlet is celebrating its second birthday – a milestone that’s not only seen it recognised with Startup of the Year at the prestigious Business Leader Awards, but surpass the £2m turnover mark, having already hit £1m by the end of year one. In that short time, The Window Outlet has quickly grown to become one of the biggest and most respected suppliers of aluminium windows and doors in the South West, becoming known for its signature commitment to short, uPVC fabricator-style lead times and 24-hour quote turnarounds. “We’ve come a long way in a very a short amount of time,” commented Sales Director, Clive Uppington. “Obviously, that’s come down to a lot of hard work and determination – but I think
it’s also the result of having the confidence to go against the grain and take a different approach to aluminium fabrication.” “Aluminium firms have a reputation for being slow and inflexible. When we started The Window Outlet, Ben and I wanted to completely turn that on its head – putting the systems and procedures in place to deliver the level of quick, efficient service that installers have come to expect from uPVC fabricators. In a market where installers are operating in an increasingly competitive market, and are demanding shorter and shorter lead times, that’s proved to be an extremely valuable USP – and one of the key factors underpinning our success.” 2016 has also seen The Window Outlet recognised by a number of well-
regarded award schemes. Earlier in the year, the thriving fabricator was named Start-up of the Year at the Business Leader Awards, while Managing Director Ben Warren was also listed in Business Leader’s Trailblazer Top 40, events both organised by Business Leader Magazine, the South-West’s leading B2B publication. The Window Outlet has also been nominated for Social Networker of the Year and Aluminium Company of the Year at this year’s National Fenestration Awards – the awards voted for by industry experts online and not judging panels. The Window Outlet walked away with the aluminium company award at last year’s event. The Window Outlet was founded in 2014 by Ben Warren and Clive Uppingham. Today, the company is the region’s leading fabricator of high-end aluminium windows and doors. Known throughout the industry for short lead times and quick quote turnarounds, The Window Outlet is respected for its commitment to quality, choice and exceptional customer service. For more information visit www.the-window-outlet.co.uk or call 0117 405 8488. READER ENQUIRY NO:0117/0018
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According to Dean Bradley – Sales and Marketing Manager: “The 2017 “silver” colours extend for our customers the range of products that seamlessly blend and dress window frames and sashes. These match the increasing demand for coloured and foiled products. Customers are evermore choosing colour and wood grain products and add value with colour coordinated window-wear, especially prominent products like trickle vents.”
These new finishes are also available to dress window system components where traditional methods cannot be used, the trickle vents from Glazpart are just an example of what can be achieved, with over 500 finishes available to be dressing your products in the future. Tel : 01295 222400 - www.glazpart.com READER ENQUIRY NO:0117/0017
VEKA FABRICATOR GOES ABOVE & BEYOND FOR CHILDREN IN NEED When the BBC’s famous DIY SOS Team headed to Blackpool for one of the programme’s biggest EVER challenges, Fleetwoodbased VEKA fabricator Express Trade Frames knew they had to help. For the programme’s Children in Need ‘Big Build’, Nick Knowles and the team called in the support of tradespeople throughout the area to transform a Blackpool-based young carers’ centre from a rundown and tired Victorian property, to a bright, fun, safe space for these young people to find support and enjoy their own childhoods. Scott Law, MD of Express Trade Frames, explains: “Apparently this project is one of the most ambitious that the DIY SOS crew have ever taken on, due
to the scale and disrepair of the building. We were absolutely thrilled to be able to help with such a valuable enterprise.
requirements of the project, and we were confident that we’d be able to deliver them to the site with minimal lead time.
“We actually came to be involved in the project via Facebook, where we read that the original window supplier had pulled out and they required a company to step in at short notice.
“We used VEKA’s industryleading Fully Sculptured profile to manufacture 22 casements plus 4 vertical sliders, which would replace the building’s neglected wooden windows, making the property warmer, safer, more secure, and more energy efficient. Of course, they also happen to look fantastic!
“The property, Blenheim House, is owned by a charity called Blackpool Carers Centre, which receives funding from BBC Children in Need to provide respite and support for more than 100 young people with caring responsibilities. “We were keen to help, and - as a VEKA fabricator - we knew that our windows would be able to meet all the safety and security
“Time is always ‘of the essence’ on the programme and we were able to arrange eight of our trusted, local installers to fit the windows in just one day for them!” MD of The VEKA UK Group, Dave Jones, congratulated Scott and the team on their hard work: “It’s great to see local businesses come together as a community and support voluntary projects like this. The programme made for fantastic viewing, and it makes us very proud to see Approved VEKA Fabricators like Express Trade Frames contributing to such valuable causes.” Tel: 01282 716611 www.vekauk.com READER ENQUIRY NO:0117/0019
January 2017 | www.glassnews.co.uk
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GN - Conservatory Roofs FP JAN 2017.indd 1 www.glassnews.co.uk | January 2017
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NEXT WAVE PARTNERS ACQUIRE ROOF-MAKER FOR £30 MILLION
Funds managed by Next Wave Partners LLP (“NWP”) have today acquired Roof-Maker for £30 million from its founders Rachel Owen and Scott Nicholas. Roof-Maker, based in Leicester, UK, is a fast growing, vertically integrated, UKbased omni-channel retailer of premium, high performance roof-lights, skylights and bi-fold doors. Pricoa Capital Group (“Pricoa”) provided senior debt and also invested in the transaction.
Rachel Owen and Scott Nicholas have reinvested alongside NWP and banking partner, Pricoa, along with members of the existing management team. The business will continue to operate from the facilities in Leicester and Mr Nicholas will remain in the role of Chief Design Officer. Ms Owen and Mr Nicholas started the business in 2001 with a £5,000 investment generated by selling their car. Over the last 15 years, Roof Maker has enjoyed rapid and continued growth to become a market leader. “When we founded the business, our goal was to produce products and service that we would want from a supplier ourselves" commented Rachel Owen. “Rachel and I have really enjoyed building up Roof-Maker over the last 15 years into the leading manufacturer and supplier of rooflights in the UK” said Scott Nicholas “However, we recognized that the time was right to find a strong partner with experience of growing businesses such as ours, in particular developing export opportunities. We are very excited about the future and looking forward to working with the NWP team, Pricoa and the Roof-Maker
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management team over the coming years to achieve more success together.” “Roof-Maker is a fast growing vertically integrated omni-channel retailer of premium, high performance rooflights, skylights and bifold doors to the fast growing UK market. In a market underpinned by government legislation surrounding CO2 emissions and our desire for greater natural light (and space) in our homes, Roof-Maker offers bespoke products with superior thermal insulation and solar gain efficiencies delivered to site within days of being ordered.” said Dean MacKenzie, Partner of NWP. pioneer in its market and primarily sells direct to end-users undertaking home improvements and renovations across the UK. We were impressed with the degree to which the business has harnessed the internet to
drive sales, thereby disrupting and bypassing traditional and established routes to market and its leading social media presence. The business enjoys one of the highest Trustpilot ratings across the entire building products sector.” “We are delighted to have been able to invest in such a great company and are excited by the opportunity to work with the management team to take the business to the next level.” "Roof-Maker has been an amazing success story and we want to build on that success moving forward.” said Paul Mildenstein, CEO.” With Next Wave Partners and Pricoa’s support, I feel very confident we have found the right partner to grow the business domestically and internationally."
NWP have a track record of significantly growing businesses they have acquired and the new investors plan to further accelerate the growth of Roof-Maker by developing new areas of opportunity and investing in new products, markets, facilities and equipment.
FOR FURTHER INFORMATION Tel: 0116 269 6297 Email: paul.mildenstein@roof-maker.co.uk
READER ENQUIRY NO:0117/0021
January 2017 | www.glassnews.co.uk
0117/0022
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GN - Korniche FP JAN 2017.indd 1 www.glassnews.co.uk | January 2017
Tel: 01642 610799 Fax: 01642 615854
www.korniche.co.uk
07/12/2016 14:24
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VICTIMS OF STORM DESMOND
GET A BOOST
Almost a year ago to the day more than a month's rain fell in just 24 hours in Cumbria. Storm Desmond brought severe flooding and winds of up to 80mph causing more than 50,000 homes in the north of England to be left without power and hundreds of properties in the Cumbria area flooded and devastated. One of the communities affected by the flooding were 33 residential properties in the Willow Park estate in Carlisle. These properties were covered by the lease holders insurance who appointed McKnight & Sons Builders to manage the renovation project. McKnight & Son Builders is one of the longest established family building firms in Carlisle. They celebrated their fiftieth year in business in 2015. All the doors, windows and conservatories on these properties required repairing or replacing and McKnights called upon Trade Window and Door Centre’s expertise to carry out these works. The Trade Window and Door Centre have over 25 years experience in Double Glazing and uPVC, supplying and installing windows, doors and conservatories to the public and trade throughout Cumbria. They previously manufactured their own products up until recently when they became a SafeChoice Partner and are a preferred supplier of all SafeChoice products. Ian Goode from The Trade Window and Door Centre commented “We have long been a customer of MASCO/Duraflex, buying components for our windows and doors, but as our business expanded we wanted to move away from making our own products and it made sense for us to take on the SafeChoice range, the own brand range of windows,
Renovated properties in Willow Park, Carlisle
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doors and conservatories of MASCO. The products are excellent and we get a good service and great support from SafeChoice Sales Director, Neil Selby.” Ian continued “All the properties that we renovated in the Willow Park estate were fitted with SafeChoice Windows, Doors and conservatories, in a rosewood finish in keeping with the original style of the properties”. When SafeChoice heard that this project was for the devastated properties of Storm Desmond and that the home owners had to leave the properties for many months they wanted to give them something back and on 15th November a presentation event was held at The Auctioneer in Carlisle to present each of the homeowners with a hamper and a special thank you from Trade Windows and Door Centre and SafeChoice.
Willow Park, Carlisle during the flooding in December 2015
Mr & Mrs Storey from No. 13 Willow Park commented “We were evacuated from our properties which are all Bungalows on the Willow Park estate almost 12 months ago and we moved back in September. Our property was totally gutted after 4’6” of water came in and ruined it. We lost absolutely everything. But we are delighted with the work that has been done and our new conservatory is absolutely gorgeous. The presentation day was really wonderful. I am just about to go out and get a thank you card, we really appreciated it. ” Mr & Mrs Curwen from No. 15 Willow Park also commented ‘Twelve months ago our home was devastated and it had to be completely renovated but both McKnights and Trade Windows and Doors have done a beautiful job with good quality workmanship and fixtures and fittings and we are absolutely delighted with the results. Ian Goode has been brilliant and the presentation day to mark the end of this traumatic period in our lives
“McKnights and Trade Windows and Doors have done a beautiful job with good quality workmanship and fixtures and fittings. “
Left to right: Duncan Sutherland (McKnight and Sons Builders) Muriel Thoburn (Willow Park resident) and Ian Goode (Trade Window and Door Centre)
has been wonderful and we are both over the moon with the lovely hamper we have been presented with.”
and I would like to thank SafeChoice for their support at this special event. It really has been a proper Partnership!”
Ian Goode added “I personally met with all the residents of Willow Park in January after the floods to discuss their requirements. Each resident had different requests for colour, type and style of doors and conservatories, so it wasn’t just a case of fitting the same products across all 33 properties. We worked diligently to make sure every property was fitted with the correct products and stuck to the agreed work schedule agreed with McKnight Builders to ensure the residents were back in their properties as quickly as possible with the best possible renovation. It was a real achievement, every single property was fitted with the exact products specified by the homeowners and everyone was delighted with the results and back in their properties right on schedule.”
For further information visit: www.tradewindowscarlisle.co.uk www.safechoicepartnership.co.uk www.mcknightbuilders.co.uk
“When I first met the residents in January it was all doom and gloom and here we are 10 months down the line presenting each of the residents with a hamper to celebrate a happier occasion and to mark the end of this traumatic period. It’s been a really lovely day
Left to right: Barbara and Bill Curwen (Willow Park residents) receiving hamper from Ian Goode (Trade Window andDoor Centre), Neil Selby (Safechoice) and Alan Murray and Linda Harrison (McKnight and Son Builders) READER ENQUIRY NO: 1216/0023
January 2017 | www.glassnews.co.uk
0117/0024
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FITSHOW.CO.UK www.glassnews.co.uk | January 2017
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PSYCHOLOGY OF THE SHOWROOM
REVEALS FOUR TYPES OF SALESPEOPLE The Negotiator, The Free Spirit, The Perfectionist and The Diplomat – lead the personality types on the showroom floor There are four types of personality that trade partners most often adopt when dealing with customers, according to a new whitepaper which aims to give the window and door industry an insight into the psychology of the showroom. The Negotiator, The Free Spirit, The Perfectionist and The Diplomat have been identified in The DNA of the Showroom, published by Origin, alongside the UK’s leading sales psychologist, Bryan McCrae. The first of its kind, the whitepaper aims to help door and window showrooms boost their profits by giving them a better understanding of their own sales styles, strengths and weaknesses, as well as how to interact with different customers. Bryan McCrae, the UK’s leading sales psychologist, said: “We’ve all come across people that we easily ‘click’ with and others that take a
little more time to warm to. It’s the same when selling. By applying a specific model involving different personality types to the showroom, as other industries have with great success, we aim to give salespeople a few tips that will help them better engage with customers and ultimately increase sales.” Ben Brocklesby, Sales and Marketing Director at Origin, said: “We have found that showroom retail staff are likely to be one of four personality types, with a set of characteristics that, when identified,
“By applying a specific model involving different personality types to the showroom, as other industries have with great success, we aim to give salespeople a few tips that will help them better engage with customers and ultimately increase sales.”
improve the flow of conversations with customers and, in turn, drive sales. By being aware of their salesperson personality, our trade partners will have more control over how they engage with customers. Working with one of the country’s leading sales psychologists, our aim is to help our partners build relationships, improve sales and grow their businesses.” Beginning with a set of questions about approaching customers, the DNA of the Showroom follows a three-step process to help identify which salesperson personality type our trade partners best fit into. Origin has published an infographic alongside the report that takes staff through this process. The Negotiator: An assertive, confident salesperson who takes control from the outset and will often lead the conversation with customers. The Negotiator means business. The Free Spirit: Driven by innovation and ideas, this salesperson is enthusiastic and knowledgeable, but often expects the customer to distinctively to make the ultimate decision. The Perfectionist: Methodical and organised, with a love of simplicity and perfection. This salesperson works hard to ensure that his bi-fold doors and windows are finger-print and smear free. The Diplomat: He or she will avoid any conflict at all cost. Diplomatic, thoughtful and amiable, this salesperson aims to please by making consensus decisions. Customer types and how to identify them are also included in the report - The Bold Buyer, The Spontaneous Shopper, The Measured Mind Maker and The Calm Customer. Finally, the report provides insights on how to use this information when talking to customers, to build better relationships and improve sales. Ben Brocklesby concludes: “This is just one of the many ways that Origin continues to support its trade partners. We’re looking forward to seeing how the small changes they make can have a positive effect on their success on the showroom floor.” For further information, please visit www.origin-global.com/DNA-ofthe-Showroom. READER ENQUIRY NO:0117/0025
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OFFSITE CONSTRUCTION SEALED WITH
ADVANCED FOAM TAPE TECHNOLOGY
Peter Thompson, general manager UK of ISO-CHEMIE, considers the role of high performance foam sealing tapes used to drive faster installation in Modern Methods of Construction (MMC). According to the latest construction industry data*, 60% of projects were delivered to clients late in the year to December 2015. The UK Industry Performance Report, compiled by the Department for Business, Innovation and Skills; Constructing Excellence; Glenigan; and the CITB, also reported that project delays in UK construction worsened in the same period with only 40% of projects overall delivered on time. On budget completions also failed to improve – slightly more than two thirds (69%) of overall projects were delivered on cost or better. Against this backdrop, it’s clear that MMC, which offers faster lead times and cost savings, provides an effective way forward for the design and construction of buildings in the UK. Indeed, insistence on selecting front end optimal build solutions is a part of the preconstruction strategy for contractors, providing a change to what the construction industry had traditionally accepted as the norm and delivering efficiencies, driving out waste and most importantly, adding value for all involved in the supply chain, especially end-users. In MMC, systems are delivered to site pre-assembled and pre-tested with guaranteed built-in quality and reduced installation times. The approach allows contractors to undertake smart engineering and co-ordination at the front end of a project, avoiding the problems often associated with building fitted together components on a construction site, leaving behind a legacy of a quality installation that can be easily maintained throughout its whole life cycle. Companies like ISO-CHEMIE, which provides a wide variety of tape solutions for the high performance sealing of windows, doors, construction joint gaps and facades, are actively working with other building product suppliers, and house builders, to develop integrated solutions that meet the demands of offsite construction using MMC and deliver even more added value to the supply chain. These products can be used both in the factory to assist and form an integral part of the MMC component and/or on site while jointing the components together. They are used in all forms of MMC: from timber (in all its
varieties) through light weight steel and concrete to even volumetric and pod constructions. The use of modern sealing technology has many advantages for the construction industry and fills a number of the failing gaps recently highlighted by various reports and studies. Like a lot of MMC techniques the use of tapes for sealing and assembling construction joints increases the speed of construction. The various studies looking at introducing the ‘Lean’ principals to construction highlighted problems with traditional wet sealants, as they slow down the process and cannot be used in adverse weather conditions. This is not the case with many sealing tapes that can be applied even in wet conditions and can create an instant seal allowing the flow of work to continue without any time delays. In addition, they also meet the requirements highlighted in the Zero Carbon Hub study that looked at why buildings performed less well at the ‘as built’ stage compared to the ‘as designed’ one. They advised you should only use materials which supplied an ‘as built’ performance guarantee, which most pre-formed sealing tapes do due to their fixed size and tested performance. Furthermore, improving speed and offering the options of both factory and/or at site applications, products offered by suppliers such as ISO-CHEMIE meet high demanding quality specifications, generally well above those necessary to comply with the minimum Building Regulations throughout the UK. They also take their environmental responsibility very seriously. Examples of which are the Passivhaus Institute (PHI) certificates awarded to a number of the products, the various EN BS DIN standards, BBA and even EMICode certificates as well as a full Environmental Product Declaration (EPD). For more information on how to achieve advanced solutions on any construction joint in relation to weather tight, airtight thermal bridging, acoustic reduction, differential movement or vapour control in your MMC process, ISOCHEMIE has a national team of technical advisers as well as a CPD programme to help. www.iso-chemie.co.uk
READER ENQUIRY NO:0117/0026
January 2017 | www.glassnews.co.uk
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CAB’S ADRIAN TOON NAMED FIT SHOW INSTALLATION OF THE YEAR JUDGE Whether it’s a commercial or domestic project, doors, windows, orangeries or conservatories, the FIT Show
is on the hunt for the best installations from around the globe for its Installation of the Year Twitter competition.
Adrian Toon, Immediate Past President for the Council for Aluminium in Building (CAB), has been named the competition’s judge and will on a monthly basis examine all entries and carefully consider which he feels are the best before the public decide on an overall winner chosen from the shortlist of monthly winners. Earning themselves some serious bragging rights and also a 2017 winners trophy, the winner will be announced at the FIT Show’s popular gala dinner on 24th May. Active in the construction industry since 1980, Adrian Toon is also the Immediate Past President of the Federation of European Window and Curtain Walling Manufacturers’ Associations (FAECF), a federation that represents the façade industry across Europe. Setting up his own façade consultancy firm in 2004, a2n offers its clients marketing services such as architectural photography and media services. “It’s an honour to have been asked to judge the Installer of the Year competition,” said Adrian. “The FIT Show is an integral part of the industry and in adding this new competition to its repertoire proves there is no limit to its desire to recognise the best of the best when it comes to the window, door and conservatory industry.” Photographic entries can be submitted via Twitter for the Installation of the
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“The FIT Show is an integral part of the industry and in adding this new competition to its repertoire proves there is no limit to its desire to recognise the best of the best when it comes to the window, door and conservatory industry.” Year competition using the hashtag #FITInstallation including a short description of the installation and product used. “We want to see and celebrate the very best that our sector has to offer,” said Nickie West, Events Director for the FIT Show. “We’ll feature each entry in a gallery that can be found on our website and then once Adrian has chosen our monthly winner we’ll announce them via social media and then send them their prize, a FIT Show goodie bag and two gala dinner tickets.” Taking place 23-25th May 2017, to book a stand at FIT Show 2017 please contact Freya Humphries on: 07572 623457, or email: freya@fitshow.co.uk.
READER ENQUIRY NO:0117/0027
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SHORTAGE OF SKILLED STAFF RANKS AS BIGGEST GROWTH OBSTACLE FOR SMES With 50% of small businesses with over five employees planning to grow their headcount over the next two years, finding skilled staff tops the list of challenges business owners face, up from third place in 20151 according to a new report2 by Albion Ventures, one of the largest independent venture capital investors in the UK. The skills shortage is most acute among Londonbased small firms followed by those in the South East and the North West. On a sector basis SMEs in the manufacturing industry reported the highest level of concern about finding skilled staff, followed by those in the technology & telecoms sector and construction businesses in third place. Conversely, finding unskilled staff has fallen to 15th place in the list of SME challenges. This is the first time that SMEs have identified a shortage of skilled staff as the biggest obstacle to growth, ahead of red tape and regulation ranked in second and third places in
2016. Political uncertainty and leaving the EU were ranked in fourth and sixth place respectively suggesting that small business owners are most concerned with tangible obstacles to growth rather than those over which they have less control. According to the fourth Albion Growth Report, which is based on interviews with 1,000 SMEs and sheds light on the factors that create and impede growth in postBrexit Britain, the biggest skills gap reported by over a quarter (26%) of SMEs is marketing, followed by new technology (21%) and business planning (17%). The smallest skills gap is in Financial Management with only 9% of small business owners reporting problems. On a regional basis, entrepreneurs in the East Midlands are the most underpowered in marketing with a third (32%) lacking expertise in this area, followed by those in the West Midlands and the South West with 30%. The technology skills gap is the widest in Scotland
(34%) and London (25%). A quarter (26%) of businesses in the North East felt they lacked expertise in HR, the highest in the UK. Patrick Reeve, Managing Partner at Albion Ventures: “A shortage of skilled staff shows that the growth pressures on the economy are at the most sophisticated end of the scale, which is precisely where we can expect to generate the biggest returns. The economy is coming under capacity constraints at a time of considerable political uncertainty. “Policymakers charged with deciding our postBrexit future must recognise that many of the skills that enable us to compete in a fastchanging and increasingly competitive world are in short supply and our best chance of overcoming this challenge is by building on the UK’s first class reputation as a home for global talent.”
READER ENQUIRY NO:0117/0029
BOHLE UNVEILS NEW CUTTINGEDGE UV-BONDING TECHNOLOGY Bohle has launched its new state-of-the art UVA Star UV bonding tube lamps, which deliver higher quality cures while at the same time reducing energy consumption. Part of Bohle’s leading-edge Verifix UV bonding range, the new UV lamp range is can be used to bond lengths of glass of up to 1410mm. The new ‘T8’ tube technology creates a high UVA output with a wave range of 315-400nm, operating from a power source of just 230 volts. This high ratio of output to power, is achieved using a new electrical transformer, which is integrated in the housing. This also reduces flickering, significantly improving the curing of acrylate adhesives. It’s also fitted with special filter disks to prevent damage to the eyes, skin and to avoid stresses in the bonding. Dave Broxton, Bohle said: “UV Bonding technology is an area where Bohle really has led the rest of the world. The UVA Star UV bonding lamp moves this technology further forward, offering exceptional bond performance but allowing glass processors to do so more cost effectively.” Verifix UVA Star bonding tube lamps from Bohle, are available in 500mm, 1110mm and 1410mm, sizes. Bohle offers a complete range of UV bonding technologies. In addition to its new UVA Star
Tube lamp, this includes cleaning agents, pretreatments, curing adhesives, bonding tables, rigid fixing and clamping devices. This includes it’s the Verifix Glass Bonding Table, which simplifies bonding, including 45° bonds through a new generation of angle suction holders. The Verifix Pro Angle Suction Holder, bringing scientific precision to bonding gaps, optimising the thickness of the adhesive layer to within a tenth of a millimetre. This sits alongside pre-treatments, including metal primers and Pyrosil, Bohle’s low surface tension primer, and its popular MV760 adhesive, which can withstand a sheer strength load capacity of 25 newtons/mm2. “What Bohle has been very good at is predicting where glass processors and furniture makers will see growth and supporting them in doing it”, continued Broxton. “Boundaries in glass design are being pushed forward all of the time and we’re working closely with those glass processors at the leading-edge to give them the technologies to do it”, concluded Broxton. For more visit the Bohle website www.bohlegroup.com/en-gb email info@bohle.ltd.uk or call the customer services team free on 0800 616151. READER ENQUIRY NO: 0117/0030
STATE-OF-THE-ART REVAMP FOR RYBROOK BRISTOL Bristol has a brand new luxury car garage with the help of HTL Windows & Doors Ltd. The new group of garages house four of the most prestigious automotive brands in the state-of-the-art facility north of Bristol and HTL won the contract to supply and fit all the glazing products.
contractors. They were also keen to make sure that all working spaces within the new facility were designed to be a light and pleasant place to work in therefore a wide range of products were specified on the project and HTL were able to deliver all the different systems required.
On a large project like this a variety of products are required and HTL turned to their longstanding trusted aluminium supplier Kestrel Aluminium Systems to provide the windows, thermal framing and commercial doors for manufacture and installation throughout the car showrooms.
In the offices HTL installed the Kestrel Aluminium Systems’ 60mm window system offering thermal performance and natural light into the facilities. To comply with building regulations top hung restrictor hinges were installed and to allow natural ventilation when the weather isn’t good enough to open the windows trickle vents were built into the frames.
One of the key challenges in specifying the products was to ensure that the systems could span a great enough width and to make sure that any tracks used would not cause an issue so that it was easy to move the cars around the brand new showroom. It was important that minimal sight lines were achieved where possible to ensure visitors to the showrooms could catch glimpses of the cars from many vantage points. As with all new developments ensuring that the buildings are thermally efficient was a key concern for the
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Across all four showrooms the entrance doors utilised the Kestrel Aluminium Systems’ commercial door system and were fabricated as both swing and sliding doors. To maximise views into the showroom the doors were made without midrails. As with all car showrooms the cars are shown off and moved in and out. The solution for this was the installation of folding sliding
doors. Allowing a complete wall to be removed for moving cars in and out whilst framing the prestigious motors, the Kestrel Aluminium System folding sliding door was the perfect choice with the flush track that was built into the flooring. By using Kestrel Aluminium Systems products HTL could be sure that they could give the contractor a completion date and be confident that they would be fabricated, installed and off site by the deadline. HTL utilised the powder coating facility offered by Kestrel Aluminium Systems and had additional material coated with their orders to ensure a consistent finish was achieved.
HTL Windows and Doors took the opportunity to go back to the new development to see the completed groundworks, their installations and the cars and were pleased with the overall project. John Treagust visited HTL during the project to check on progress “Seeing our customers involved in projects like this where multiple products are used demonstrates the confidence they have in our systems and our ability to make sure we meet their lead times.” READER ENQUIRY NO: 0117/0031
January 2017 | www.glassnews.co.uk
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WISHING ALL A HAPPY & PROSPEROUS NEW YEAR www.glassnews.co.uk | January 2017
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TEKNOS ACQUIRES DRYWOOD COATINGS Industrial coatings specialist, Teknos, has completed the acquisition of Dutch company, Drywood Coatings and is now the sole supplier of Drywood products in mainland UK. By including Drywood products in the established range, Teknos has widened their already comprehensive offering for professionals in the joinery and construction industry. The new Drywood portfolio features products which are highly durable, give a smooth, high gloss finish and, just like Teknos’ own paints, they are environmentallyfriendly, water-based and contain minimal or no solvents. The Drywood products complement Teknos’ paints and coatings products for both interiors and exteriors which are in demand from professionals due to their durability, superior quality and environmental credentials. The company is also known for its expert support to professionals in the joinery and construction industry.
The UK’s Leading Glass & Glazing Newspaper
TROJAN’S TERRY DOLMAN TO COMPETE IN
ENDURANCE EVENT FOR CHARITY
The Trojan Group’s Design Director, Terry Dolman, is taking part in a team skiing event to raise money for SnowCamp, a youth charity that works with disadvantaged inner city young people. Between 19 and 22 January 2017, Terry and a team of three other skiers will be competing against other teams to clock up over 150km of GPS-tracked skiing or boarding in two nonstop days across the 15 resorts of the Portes du Soleil ski area in France. The team that successfully visits the most checkpoints and clocks up the most kilometres will win the AJ Bell Alpine Challenge 2017. Terry comments: “It’s all about strategy, stamina, teamwork and good fun – and I can’t wait!” Terry is taking part in the event to raise money for Snow-Camp, a charity that works
Tel: 01608 688925 - www.teknos.co.uk
READER ENQUIRY NO:0117/0033
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Terry says: “Through no fault of their own, many young people don’t get the good start in life they need. Snow-Camp is a charity that gives opportunities to young people and the transformations they achieve are incredible. I’m proud to be supporting the work they do.” If you would like to sponsor Terry and his team and raise money for Snow-Camp, visit http://uk.virginmoneygiving.com/team/ The_4_Monkeys.
READER ENQUIRY NO:0117/0034
CLAYTON STRIKE TWICE IN THE NFA’S Clayton Glass have won IGU Manufacturer 2016 in the National Fenestration Awards for a second successive year, following on from the same achievement they recorded in 2015, this time receiving nearly half of the votes.
As one of only two companies to achieve three figures, Clayton Glass accounted for 47% of the total vote, which was more than twice that of the second placed finalist for IGU Manufacturer 2016. The National Fenestration Awards has become an
Managing Director of Teknos GBI, Michelle Alcock, explains “This is an exciting time for Teknos GBI and the business as a whole. Drywood is an excellent strategic acquisition for the brand and offers customers even greater choice in protective wood coatings. We are looking forward to advising customers of the benefits of Drywood products and assisting them in selecting the perfect coatings for their projects”. With production in the Netherlands, the acquisition allows Teknos, which operates across Europe and beyond, to consolidate the company’s position in Europe. It also allows access to Drywood’s production unit in the Netherlands so that production capabilities are broadened.
with disadvantaged inner city young people. The charity’s programmes support young people by combining snow-sports lessons and intensive youth work sessions to engage, challenge and motivate young people, transforming attitudes and behaviour and developing key life-skills.
increasingly popular industry awards platform, covering 17 different and far ranging categories, with votes carefully collected and checked to ensure completely transparency and fairness. Ryan Green, managing director of Clayton Glass, commented: ‘This award fully reflects us as a forward thinking and pioneering glass manufacturer. A huge thanks you must go out to our staff who work tirelessly and to our customers who have taken the time to vote. He continues: ‘Receiving such lofty accolades, shows that as one of the UK’s largest independent
and owner managed glass manufacturing businesses, that we are well placed for the future, with firm business plans to sets us further apart from our peers with Clayton Glass and also our SMARTGLASS® brand. I would also like express my thanks to the organisers and congratulations to our fellow category winners.’ For further information on Clayton Glass visit www. morethanjustglass.co.uk glass. co.uk, e-mail enquiries@ morethanjustglass.co.uk or call the sales office on 01207 288200. You can also add to their growing Twitter following @ClaytonGlass. READER ENQUIRY NO:0117/0035
PREFIX ACQUIRE PAVILION SYSTEMS Prefix Systems Holdings Ltd have acquired Sussex-based conservatory roof and aluminium systems fabricator Pavilion Systems Ltd, in a move that will increase the manufacturing capabilities to five sites across the Group.
roofs will continue to be manufactured from the existing site, with new products carefully introduced over the coming months and years ahead, allowing Prefix to accelerate their growth plans for the short and medium term in this important geographical location.
This strategic investment by Prefix provides an important geographical location to further develop the South East, with daily deliveries and a more localised level of technical expertise and support, as is the Prefix way. As the fifth manufacturing site in the Group, it will also allow Prefix to introduce further premium products into their portfolio as they look to build on their reputation as the market leaders in extended living space and aluminium glazed solutions.
Chris Cooke, director of Prefix Systems commented: ‘This is an important strategic acquisition for Prefix as we look to build our
Pavilion Systems was established in 1998 and has built an impressive reputation for product quality and customer service under Philip Derbyshire, who will remain in the business. Both Ultraframe and Quantal conservatory
network of manufacturing and customer service facilities. The synergies with Pavilion are obvious for the short-term, but in the longer term we believe that this will provide us with the perfect hub to allow us to expand our supply and support across the South East with new premium products as well as our core roof offerings. He continued: ‘We can now offer true UK wide service and support with a unique customer-centric business model, with localised expertise and the fact that Philip will remain in the business is an important part of this philosophy.’ For further information, contact the head office on 01254 871800, visit www.prefixsystems.co.uk, e-mail enquiries@prefixsystems.co.uk or add to their considerable following on Twitter @ prefixsystems. READER ENQUIRY NO:0117/0036
January 2017 | www.glassnews.co.uk
0117/0037
A LANTERN REVOLUTION
STRONGER, WARMER, SLIMMER... built to last Meticulously designed using state of the art CAD software, the Korniche is undoubtedly the strongest and stiffest roof lantern on the market. Strong and robust aluminium lugs have been engineered to adjoin the profiles and coupled with internal bracing in the ridge and eaves sections, the resulting strength is unparalleled.
Tel: 01642 610799 Fax: 01642 615854
www.korniche.co.uk
GN - Korniche- WARMER FP JAN 2017.indd 1 www.glassnews.co.uk | January 2017
13/12/2016 08:25
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CUSTOMADE SCOOPS NFA ALUMINIUM AWARD CHRIS KAMARA KICKS OFF FIRST EVER Customade has been crowned as the Aluminium Company of 2016 in the National Fenestration Awards. The NFA win comes just five months after Customade launched its industryleading aluminium solution, ‘REAL Aluminium’. REAL Aluminium was created by the Gloucestershire-based fabricator to cut aluminium lead times to just two weeks and make pricing, quoting and promoting aluminium easier than ever before. Customade beat off competition from other well-known aluminium fabricators to take the title in the annual independent awards. Claire Miller, Customade Group’s Marketing Manager, said: “When we launched REAL Aluminium earlier this year, we set out to really shake up the industry and revolutionise the supply of aluminium. We are thrilled to win this award, which celebrates the terrific impact that REAL Aluminum has had on our industry in such a short time. “The NFA winners are decided by the industry, so
PRIDE OF VEKA AWARDS
it means a great deal to us to be nominated by the people who rate the contribution that we’ve made in helping to unlock the massive potential of aluminium.”
The VEKA UK Group – one of Burnley’s biggest employers – has recognised the exceptional efforts of its staff with an awards evening presented by sports broadcaster and former professional footballer, Chris Kamara.
REAL Aluminium delivers everything the installer needs to promote and sell the most extensive range of aluminium windows, doors and lantern roofs available from a single supplier. A growing number of installers are joining the REAL Aluminium Installer Network and taking advantage of the specialist marketing support package on offer from Customade. It includes personalised brochures, digital marketing support, direct mail and advertising templates, retail leaflets and showroom display graphics, plus a dedicated 36-page retail brochure - the only brochure of its kind to cover every aspect of an aluminium installation. To meet shorter manufacturing lead times, Customade holds more than 100 miles of aluminium extrusions in stock in four colours - white, grey (7016), black (9005) and dual grey on white.
To find out more about REAL Aluminium, please call 01453 826884 or visit www.real-aluminium.co.uk. Customade was established in 1979 and offers a comprehensive range of PVC-u and aluminium windows, doors and roofs. The £35 million turnover Customade Group, which employs over 350 people, also includes Atlas Glazed Roof Solutions, Fineline Aluminium, which supplies designer architectural aluminium products with very slim sight lines, and Hourglass Seal, which manufactures sealed glass units. Tel: 01453 826884 www.customade.co.uk READER ENQUIRY NO:0117/0038
ULTRAFRAME – THOUGHTS FOR 2017 Innovation that makes a real difference is always high on the agenda for Ultraframe and 2017 is no different according to CEO Julian Slade, but now, with recent innovations like UltraRoof380 and UltraSky our retailers can now design every type of glazed extension using an Ultraframe solution. Julian explains: “Homeowners want light, warmth and design choice when it comes to transforming their home and we’re seeing growth in conservatories thanks to innovations such as LivinRoom combined with high performance glass. In response to a growing population of retirees, who have the means and the desire to make more of their space, but want a year-round solution, 2017 will see us develop our UltraSky range creating a new generation of modern conservatory and orangery solutions. “Solid roof replacements continue to provide additional growth as consumers become aware of how easy it is to upgrade a conservatory. We’re excited by the scale of this market as evidenced by 75% growth
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of LivinRoof in 2016 and the successful introduction of UltraRoof380 - the strongest, lightest and quickest-to-fit tile effect roof on the market. “UltraRoof380 combined with our Classic conservatory roof, UltraSky Orangery and of course LivinRoof means there’s an Ultraframe roof solution for every conceivable home extension project – whether it’s a new build or a refurbishment. Together with the LivinRoom insulated pelmet, cornice, Loggia columns and an extensive range of glass options will ensure our retail partners can design virtually any style of extension regardless of budget, size or style.
The inaugural Pride of VEKA Awards took place at the Fence Gate near Burnley, and was attended by the winners, The VEKA UK Group directors, and their respective partners. The Group – Burnley Business Awards’ Business of the Year for a second consecutive time – is the leading manufacturer of PVC-U window systems in the UK. Around 380 staff work from its Farrington Road headquarters, which centres around a £5m industry-leading processing plant; opened in 2014 by Vince Cable MP. Dave Jones, Managing Director of The VEKA UK Group explained: “Our ethos is one of continuous improvement. We are aware that not everything ‘comes from the top’. We encourage all our staff and support them with opportunities to further their careers; always inviting them to bring their ideas forward. “Listening to the perspectives of people throughout the Group has been pivotal to our continued success, and has resulted in just some of the many contributions we’re celebrating tonight.”
Scott Watson of the Operations department received the final award of the evening for proactively exhibiting all The VEKA UK Group’s values since starting its Graduate programme 18 months ago. He commented: “VEKA has given me the perfect introduction to the world of business, and the ideal setting in which to complete my Business Management foundation degree. I’m thrilled to have received this award for my positive approach to work at the company, but the truth is that VEKA employees want to excel for the benefit of everyone at the company. We’re proud to work for VEKA, and it’s clear that the bosses think the same about us!” Production Unit Leader Jeff Peasey was one of five managers to be voted a ‘Leading the VEKA Way Champion’, following sessions aimed at providing a consistent and practiced leadership style. He accepted his award, saying: “Firstly, thank you. Secondly, I feel that all the hard work and dedication I have shown is not only being recognised but it is valued throughout the business.” Other awards recognised flawless attendance records, with three people having never missed a day’s work in more than ten years; and two members of staff who had undertaken years of study in their own time to gain Chartered professional qualifications in their respective fields of
Marketing and Personnel & Development. Two members of Extrusion staff, who were asked – initially in an unofficial capacity – to focus on training during their particular shifts, were rewarded for embracing the added responsibility and ‘making the job their own’. Both have since been offered the roles on a permanent basis. And a Planning employee was commended for his unmatched contribution to the Group’s Bright Ideas scheme, where employees can put forward suggestions for the improvement of the company, in any respect. Gabriela Hammond, Head of HR for The VEKA UK Group commented: “'This evening’s event has been excellent. It’s been great to be able to recognise our employees’ successes and so nice to see colleagues congratulating and inspiring each other.” Dave Jones added: “The Directors and I have shared a fantastic evening with staff who illustrate the amazing talent we have throughout the Group. The surprise of Chris Kamara presenting the awards was a pleasure, and everyone thoroughly enjoyed his speech on the importance of teamwork. These first Pride of VEKA Awards have been a great success – I’m looking forward to next year’s event already!” Tel: 01282 716611 www.vekauk.com
“We’ve intentionally designed a range of systems that naturally fit together, beautiful in their individual design yet when combined, deliver something very special – this capability will be a powerful tool for our network partners to exploit in 2017. Exciting times ahead for us all.” READER ENQUIRY NO:0117/0039
READER ENQUIRY NO:0117/0040
January 2017 | www.glassnews.co.uk
0117/0041
Warmer by Design
25%
more thermally efficient than the competition Our WarmCore Aluminium windows combine the desirability and durability of aluminium with unparalleled insulation due to their unique thermal core. WarmCore windows come with multi-point locking, internal beading and are backed by a 10 year product guarantee Available as casement or tilt and turn windows, and with a flush sash option that brings the outer frame perfectly level with the opening part of the window - WarmCore windows are the perfect warm, secure and beautiful addition to any installer’s portfolio.
WARMCORE WELDED ON THE GROUNDBREAKING GRAF SYNERGY SL4FF EVO
Visit our website: www.bisonframes.co.uk Tel: 0800 321 7284 | Fax: 01226 707 947 Email: sales@bisonframes.co.uk www.glassnews.co.uk | January 2017
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SHEDDING ‘LIMELIGHT’
ON AN IDEAL PARTNERSHIP Glass News explores an extraordinary triumvirate that began and prospered through a meeting at the FIT Show. Until May of this year Bolton-based fabricator Pearl Windows took customers only as far south as the River Thames; in the meantime Kent-based installer and trade distributor Fairdeal Windows was keen to find a trade fabricator that didn’t have too many customers in their area. In theory an ideal partnership - but how on earth could these two be brought together? The answer turned out to be the FIT Show and, specifically, Liniar’s extraordinary Limelight Café, the central theme of their pavilion at the 2016 event. Liniar’s Marketing Director, Sue Davenport, explained the reasoning behind the Limelight Coffee Bar, which was named after the company’s corporate colour and the 49 lightbulbs in the ceiling that signified Liniar’s list of patents and registered designs: “We wanted to create an informal setting where meetings could take place in a relaxed environment. Our philosophy is simple in that we work with our fabricators to help build their businesses; if they are successful then of course so are we. The FIT Show has proved its strength in attracting installers of all sizes, so our coffee bar provided the perfect meeting place.”
East. Also, having decided to increase our sales to the trade and commercial sectors in Kent and Essex, we needed a system that offered innovation and a full range of products and a fabricator that could manufacture consistently great quality and deliver on time, and in full, every time. We were going out to trade and commercial customers and we had to be confident that our commitment to them would be fulfilled.
This was the perfect scenario for the Limelight Coffee Bar, Liniar’s sales director Howard Hirst explained: “There couldn’t have been a better place to get together,” he explained. “With our encouragement Jeff and Bobby arranged to meet and we were on hand to provide input as needed. In fact we also came to a direct supply agreement with Fairdeal Windows for matching Liniar roofline products.
“After months of research we decided that Liniar was the system and Pearl Windows was the fabricator. But, of course, we had a number of things that we needed to iron out - not least that Pearl didn’t deliver into Kent. We knew they would be ideal if we could persuade them how serious we were.
“Due to the volumes involved, it’s not necessary for Pearl to order roofline from Liniar when we can deliver it direct to Fairdeal ourselves, thus saving on mileage and delivery costs,” he commented. “And because we were all sitting together, we could agree the details there and then without delay. Fairdeal has become one of the first companies to be able to offer a fully matching installation using Liniar windows, doors and roofline as a result.”
“Before we met at the FIT Show we had gained momentum on a number of objectives,” explained Bobby. “Mainly that Pearl could supply us consistently in the volumes we had in mind – up to 1,000 frames a month. We had to meet to deal with this; it was not a discussion to be had over the telephone or via email.”
Jeff Walsh, MD of Pearl Windows
The FIT Show and the Liniar stand offered an ideal solution for Jeff and Bobby to meet and talk, coupled with the fact they could get input from Liniar and have a full range of products on hand.
The tripartite relationship has proved to be robust and testimony to the research and planning carried out by all parties: “In a honeymoon period there’s always a chance for things to go wrong, but it’s been a smooth relationship from day one,” said Jeff. “The relationship began well and continues that way.”
Jeff Walsh, managing director of Liniar fabricator Pearl Windows, is a fan of the FIT Show and took full advantage of the facilities: “The Liniar stand was the ideal setting for us to arrange to meet potential installer customers at the FIT Show. One of these was Fairdeal Windows who had shown great interest in dealing with us but were located outside of our established trading area, over the Thames in Kent. They looked good on paper and were making the right noises but we needed to talk to them further to make sure we could work together. “After Bobby (Bobby Kambo, Fairdeal Windows’ Managing Director) contacted us we agreed to meet on the Liniar stand. This would allow him to look more closely at the Liniar products and allow us to deal with a number of key questions, not least whether we wanted to extend our distribution into Kent.” Fairdeal’s Bobby Kambo had similar questions to ask but from the other side of the fence: “We wanted a system that wasn’t overwhelmingly widespread in the South
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Liniar’s Limelight Café was a key feature of the company's 2016 FIT Show stand
January 2017 | www.glassnews.co.uk
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The UK’s Leading Glass & Glazing Newspaper
“After months of research we decided that Liniar was the system and Pearl Windows was the fabricator. “ Bobby agreed: “There were small teething problems from both ends of course but nothing much and it’s working very well. It’s all about communication and being honest with each other.” Neither has the geographical distance been an issue: “We have a true partnership with Pearl and Liniar,” explained Bobby. “We are receiving excellent backing from both. Supply is flawless from Pearl - and when we needed specialist design input for a job we’re working on, Liniar sent one of their experts down to work with our team.”
Jeff and Bobby both used The FIT Show to secure other supply contacts and see what the market had to offer. “I wandered around before I met Jeff and it was a real eye opener,” said Bobby. “There was plenty to see and much more than I expected. And the stands were superb with the people much more professional; no one was too pushy – sales techniques have changed so much and for the better. Liniar epitomised this.” Jeff concurred: “There were some pretty spectacular stands, people really put the effort in and there was never a dull moment, no quiet corners anywhere. It’s an excellent opportunity to learn what’s going on in the market, to fill yourself with knowledge. The NEC will be even better in 2017.” Sue Davenport says Liniar will again be at the FIT Show with style and substance: “We will be back at the FIT Show in May this year at
Jeff Walsh of Pearl WIndows; Howard Hirst of Liniar; and Fairdeal’s Bobby Kambo, getting on just fine after meeting at the FIT Show
the NEC, which means we have exhibited at every FIT Show so far; it really has proved to be highly effective for us.” And the Limelight Coffee Bar? “In 2017 we will be combining our stand with our machinery company, Avantek, although we have yet to finalise the theme,” said Sue. “But the principles of offering our stand as a meeting place for the wider Liniar family will continue, you can be sure of that.”
Liniar - Tel: 01332 883 900 Email: sales@liniar.co.uk www.liniar.co.uk
The FIT Show will take place on 23-25 May 2017, at the NEC Birmingham Pearl Window Systems Tel: 0800 014 2769 Email: sales@pearlwindows.co.uk www.pearlwindows.co.uk
Fairdeal Windows - Tel: 01622 683332 Email: info@fairdealwindows.co.uk www.fairdealwindows.co.uk Liniar’s Howard Hirst
www.glassnews.co.uk | January 2017
Bobby Kambo of Fairdeal
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THE FACTS
19 Heather Close, Tickhill, Doncaster DN11 9UU www.glassnews.co.uk | January 2017
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The UK’s Leading Glass & Glazing Newspaper
ALUMINIUM SPECIALIST ROUNDS OFF A SUCCESSFUL YEAR
THERMAL TRADE FRAMES USE NEW WEBSITE TO HEIGHTEN MARKET PRESENCE
CDW Systems is rounding off a successful 2016 having achieved record sales volumes of its aluminium products. The company recently celebrated a record year of trading, which saw group turnover increase by 19% on the same period last year and the company are on course to hit a turnover of £10m for the first time in its history. CDW’s record year follows year on year growth at the company, which has been operating for twenty-four years, manufacturing and supplying a wide range of windows, doors and curtain walling using some of the leading aluminium profile systems on the market. Coinciding with CDW’s record sales is the appointment of a new Managing Director, Mike Davis. Mike has worked as CDW Systems for 11 years, where he joined as Sales Administration Manager before rising through the ranks to become a Director. He takes over from Jerry Webb, who becomes Group Chairman. Commenting on CDW’s record year, Mike said: “2016 has been a turbulent year for the UK economy, but we have had much to celebrate. Our growth is down to our customers’ order books increasing for aluminium windows and doors, including continuing demand for this material in the domestic market. “We believe there are plenty of opportunities for aluminium in both the domestic and commercial markets and we are bringing new products to market in 2017 to help installers capitalise on these opportunities.”
Mike Davis, MD
CDW is adding Reynaers aluminium lift and slide patio door sets to its product portfolio. These are premium systems designed to help installers win increased business at the topend of the entrance door market. The company is also expanding its Gloucester-based factory and company headquarters to accommodate production of these products. The business also introduced a second shift, which has increased operating hours to 16 hours a day, and appointed ten new manufacturing specialists, allowing CDW to supply higher volumes of quality aluminium products on quick lead times. “Our record sales is testament to our significant investments in both the business and our products over recent months and we aim to continue investing to ensure both we and our customers remain at the forefront of a flourishing aluminium market,” concludes Mike. READER ENQUIRY NO:0117/0043
THERE’S NO ROOM FOR MEDIOCRITY IN THIS MARKET SAYS ERA’S PAUL REID There’s no question 2016 has been a challenging year. Yet, despite this leading hardware business ERA is still switching an increasing number of fabricators to ERA products. Group sales director Paul Reid reflects on 2016 and talks about the firm’s plans to drive the ERA business in 2017. “It’s no surprise that we continued our progress in 2016, we’re working with an increasing number of businesses who are looking for a hardware solution that will make their system stand out. We’re well known for our innovationfirst approach when it comes to product development, you just need to look to our Invincible to realise that we’re not afraid to buck the trend. “As we enter 2017 our focus remains the same – to work with fabricators, and indeed retailers, who are looking for a real security advantage. We know through our work as primary sponsors of the Neighbourhood Watch that consumers are becoming
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increasingly savvy about home security, so it’s vital that we continue to equip our customers with supporting evidence about the performance of our products. One of the key advantages of ERA for any business looking to be first to market with innovation is our breakthrough technology in the smart locking sector – this will be a real focus in 2017. Unlike most other hardware businesses, we have the capability and the resources to develop world-class products, such as TouchKey, a product that will really ignite the smart locking market in the UK. These innovations backed up by a culture of ‘get the job done right first time’ will underpin our ambitious plans for 2017. There’s a lot to do – but we have all the tools, the people and the resources to deliver a total security offer for any business looking to provide their customers the ultimate security solution on their system.” READER ENQUIRY NO:0117/0044
Innovative and forwarding thinking Barnsley based fabricator, Thermal Trade Frames has launched its latest website to showcase to customers the degree of its company’s product and service offer. The experienced Kommerling O70 and C70 manufacturer has developed the new site to include a list of new products for its trade customers; the uniquely designed Residence window and door collection, top of the range Solidor composite doors and the sleek and elegant aluminium Schuco folding sliding doors. Thermal has also recently increased its profile through a variety of social media sites which link into its own website and utilise installations from its customers, allowing the company to ‘tweet’ messages and share them though its Facebook page. Director, Paul Hardcastle explains: “We have been happily supporting and supplying local trade installers over the last 16 years, never really promoting the business to its full potential.
“With the introduction of the new ranges and the financial investment we have made to bring them to market, we knew we needed to invest further to exploit the benefits of working in partnership with us, and what better way to do this than using an online showroom.” Paul adds. The new website offers an introduction into the company’s scope of manufacturing along with a chance to learn about the team that delivery the business’s highly-rated customer service, and dedicated products range. “2016 has been an exciting year for us, with many advances in our business – our new website being just one of them. We want to ensure that 2017 sees just as many opportunities and enhancing our products and profile in the marketplace will, we believe bring such benefits.” Paul concludes. www.thermaltradeframes.co.uk READER ENQUIRY NO:0117/0045
APPRENTICESHIP LEVY SPENDING MUST FOCUS ON CONSTRUCTION, SAYS FMB SCOTLAND Clarity regarding how the Apprenticeship Levy funding will be invested in Scotland is welcome, the Federation of Master Builder (FMB) Scotland has said, but the Government must now ensure construction is named as one of the key enabling sectors for skills support. Gordon Nelson, Director of FMB Scotland, said: “With less than four months to go until the Apprenticeship Levy starts to be collected from firms with a wage bill of more than £3 million, we finally have details from the Scottish Government regarding how it will invest this money. However, what we now need is for Ministers to recognise the construction industry as a priority sector for skills support. The industry needs to be given the same status as other sectors named as being particularly important including digital, care and early years. We’re calling
on the Scottish Government to ensure that construction is given priority access to the £10 million Flexible Workforce Development Fund detailed in today’s report. Last week, the Scottish Government announced ambitious plans for infrastructure, house building and energy efficiency in its Budget, and today has made further bold pledges on boosting apprenticeship numbers. Yet by failing to prioritise construction as a key skills sector, the Scottish Government is in danger of putting the cart before horse. For every £1 invested in construction, £2.84 is generated in the wider economy and we therefore urge the Scottish Government to give construction the priority status it demands as Ministers continue to develop their skills strategy.” READER ENQUIRY NO:0117/0046
January 2017 | www.glassnews.co.uk
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WINDOWS easy to fit at a price you will love
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0117/0047
WISHING ALL A HAPPY & PROSPEROUS NEW YEAR www.glassnews.co.uk | January 2017
29
TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
NEW ECOSLIDE CONSUMER BROCHURE
PROVES POPULAR WITH CUSTOMERS
A new brochure has been published by Victorian Sliders which is aimed at UK homeowners and fully details the company’s best-selling ECOSlide PVC-U vertical sliding sash windows. Entitled “ECOSlide – putting the style and beauty back into your home”, this 8-page publication is A4 landscape in format with key illustrations picked out in eye-catching spot UV varnish for greater impact. The benefits of replacing original timber sash windows with modern low maintenance and high performance PVC-U equivalents are discussed, along with ease of operating the two sliding sashes for ventilation and the convenient tilt functionality for ease of cleaning from inside the building. Elevational window styles, foil and spraypainted colour options, privacy glasses, operating hardware choices and security features are all clearly explained. ECOSlide sash windows are A-rated as standard and a section explains Window Energy Ratings in plain and simple terms to build confidence amongst homeowners, who will be keen to enjoy a warmer, more comfortable home with energy-efficient PVC-U sash windows. “This brochure is designed for our Professional Trade Installer customers to
issue to their retail clients at the initial sales enquiry stage,” says Mark Schlotel, Marketing Director at Victorian Sliders. “There is quite deliberately no mention of Victorian Sliders or our company logo, with just ECOSlide product branding presented and a space on the back cover for installers to affix their contact details. We appear to have got the contents just right, as quantities of this publication are currently flying out of our warehouse to meet installer demand!” To request copies of this new ECOSlide consumer brochure, Professional Trade Installers should please contact Tracey Ervine, Sales Support, on 01269 846200 for assistance. READER ENQUIRY NO:0117/0048
NEW APPOINTMENT ANNOUNCED Profile 22 manufacturer, Kingfisher uPVC Windows and Doors Ltd of Drighlington, Leeds, has appointed Nick Hibberd, as their new Sales and Marketing Manager. Nick, 55, has more than 25 years in the window and building industry working in all market sectors, with considerable experience of identifying and targeting new sales opportunities, both here and overseas. As well as owning his own PR and news writing business back in the 90’s, he has run a number of domestic sales teams and was a Partnering Champion working in the Public Sector both in the window trade as well as general building works, providing responsive repairs, programmed works and specialist adaptations throughout the UK. He was also a key instigator in developing the US market for traditional and large span portal conservatories early in the 2000’s. Managing Director, Neil Webster said: “We were looking for someone with an allround sales and marketing experience who had the capability and motivation to drive the business forward. “Nick’s initial focus is to develop our Trade sales business, pushing Profile 22’s new Optima range of flush fitting casement and tilt and turn windows to a new audience throughout the Yorkshire region. Alongside this, we also have a number of other niche products that, with his help, will open up new opportunities. These include our own composite door range, composite fire doors, aluminium windows, doors and bi-fold doors as well as other hybrid products,” he added. It was the Optima range of windows, designed and launched by Profile 22, that recently won the coveted ‘New Product of the Year’ category at this year’s G Awards; a ceremony that is sponsored by some of the leading industry companies that recognises and rewards outstanding achievement within the industry.
“These are exciting times for Kingfisher Windows,” explains Nick, “and I am very honoured to be part of it. “At Kingfisher we have a very strong commercial arm that has won and installed a high number of very challenging and respectable projects with great success. In addition to this, we have a very productive domestic arm that, for nearly 30 years, has supplied local homeowners and small businesses in and around Leeds and Bradford with our full, ‘hands-on’ supply and installation service. “For some reason, despite these successes, the Company has failed to react to the growing wholesale opportunity of supplying to other installers, ‘jobber builders’ and builders merchants throughout Yorkshire and the North East,” he added. The Optima Flush system is a PVCu system designed to look like a conventional wooden window having the same rebated opening that sits flush with the outer frame. The key advantage of the Optima system over others on the market is that it is just 70mm deep from front to back and so doesn’t require the inner plaster line or reveals to be cut back or removed. And unlike other traditional PVCu systems, this system is so similar to the wooden window it replaces, it is now being accepted in many of the more traditional conservation areas. READER ENQUIRY NO:0117/0049
BONFIELD REVIEW IS RIGHT TO FOCUS ON QUALITY, SAYS FMB The Bonfield Review’s strong focus on quality should be welcomed by industry, the Federation of Master Builders (FMB) has said. The FMB has provided some initial comments following the release of the long-awaited ‘Each Home Counts’ review conducted by Dr Peter Bonfield, into standards and consumer protection in the energy efficiency and renewable energy installation sector. Brian Berry, Chief Executive of the FMB, said: “Bonfield is right to focus on improving quality – both the technical quality of energy efficiency improvement work and the quality of customer service experienced by the consumer. The energy efficiency and renewable energy sectors, like the wider domestic building industry, remain largely under-regulated, with too few checks to protect consumers from poor quality builders. In the absence of a licensing system for domestic building work, as occurs in Canada and Australia, we must look at other ways of raising standards and boosting quality.
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Indeed, the FMB’s own strategy for the past few years has been very much aligned with this aspiration. We already ensure that any company wanting to join the FMB undergoes an independent inspection as well as having to adhere to a Code of Practice, as recommended by Bonfield in his report.” Berry concluded: “The FMB is also fully behind the drive for higher levels of consumer confidence as this is itself a prerequisite for greater demand for energy efficiency measures. However, this quality and confidence alone will not be sufficient to drive the quantity of low carbon refurbishment which will be necessary to upgrade the UK’s housings stock and make sure the UK meets its legally binding target by 2050. We also need financial incentives from the Government to encourage home owners to invest in these improvements. Industry can and will support higher standards but only the Government can ensure sufficient demand.” READER ENQUIRY NO:0117/0050
January 2017 | www.glassnews.co.uk
0117/0051
The
FOLDING SLIDING DOOR SYSTEM
True Innovation – Warm Aluminium
WarmCore signals the rebirth of aluminium doors and windows. At the heart of WarmCore products is a thermal core which significantly out-performs other aluminium systems. WarmCore is truly innovative and has raised the bar so high that it will set standards for many years to come. Available in any combination of 4 colours, white, grey, black and cream from stock, dual colours are not an issue with WarmCore and readily available on sensible, standard lead-times from BISON Aluminium.
WARMCORE WELDED ON THE GROUNDBREAKING GRAF SYNERGY SL4FF EVO
Visit our website: www.bisonframes.co.uk Tel: 0800 321 7284 | Fax: 01226 707 947 Email: sales@bisonframes.co.uk www.glassnews.co.uk | January 2017
facebook.com/bisonframes twitter.com/bisonaluminium
31
DOORS
The UK’s Leading Glass & Glazing Newspaper
FOR SERVICE WITH A SMILE
RING TRUEDOR
I have written before about the importance of supporting great products with great service – it isn’t a nice to have, it is a must have, and at IG Doors I am delighted to be able to say our Truedor trade team hit the mark every time. Offering great products and great service was what
we set out to do when we launched Truedor back in 2014. Our product offering has gone from strength to strength; the range of styles and colours we now offer is a match for anybody in the industry; and our Truedor Partner Programme which gives installers outstanding marketing support has really caught the imagination. But still I come back to service. Our delivery performance is good – as it should be of course, but what really excites me is the customer support team who really look after our customers in a way any of us would want to be looked after by a supplier. The ‘trade team’ as we refer
to them internally are an outstanding group of people who have come to IG Doors from various backgrounds, but all of whom have one thing in common – a skill and a desire to give customers great support, whether that be technical advice, delivery information or after-sales support – and all done with a genuine smile in their voices. This is customer support in the way that I understand it, and the way I and our customers expect it. Every one of our team can talk to any customer – they are all technically knowledgeable, they can all look at any order on the system, and they can all answer customer queries to
"In 2017 IG Doors will be moving into a new 200,000 square feet production and distribution facility with some of the most technologically advanced manufacturing equipment every seen in the UK." 32
the same level of proficiency; there is no “I’ll need to get someone to call you back” with the Truedor team – whoever you speak to can and will happily attend to your requests for information. It is something we are rightly proud of, and as our business continues on its growth pattern we will continue to add more people to the team to ensure we meet our customers’ demands for information about the product or their orders. We won’t let these service levels slip and we know that the work of our trade team is one of the reasons why we have become so successful so quickly and why our customer retention is at such a high level. Congratulations to the whole team – Fran, Adrian, Julie and Ben from myself and the rest of the external sales and marketing team – we
know that without their work our job would be so much more difficult. We know when we are out on the road that we can refer any of our customers back to the trade team fully confident that they will be supported professionally and knowledgeably.
Sales Manager South East of England, Jane Bristow – Marketing Executive, Frances Brennan-Davies – Trade Sales Administration Team Leader, Adrian Robins – Trade Sales Administrator, Julie Williams – Trade Sales Administrator and Ben James – Internal Sales.
Yes, we have great products – a fantastic range of doors, but as I said at the outset this must be supported by outstanding service, and I am delighted to be able to say that it is.
In 2017 IG Doors will be moving into a new 200,000 square feet production and distribution facility with some of the most technologically advanced manufacturing equipment every seen in the UK.
The Truedor team left to right is Richard Kirman – Sales & Marketing Manager Trade Division and responsible for North of England, Sharon Berry – Regional Sales Manager South Wales & South West of England, Vince Stephenson – Regional Sales Manager Mid Wales, North Wales, Midlands, Andy Sunnucks – Regional
Richard Kirman is Sales and Marketing Manager for IG Doors Trade Division, Truedor. For more information about Truedor contact the company on 01633 627190 or via www.truedor.co.uk. READER ENQUIRY NO: 0117/0052
January 2017 | www.glassnews.co.uk
0117/0053
IG Glass News January17 Ad AW.indd 1 www.glassnews.co.uk | January 2017
20/12/2016 11:34
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DOORS
The UK’s Leading Glass & Glazing Newspaper
BI-FOLDS GET THE SMARTGLASS TREATMENT
NEW DOOR DESIGNS MEAN MORE CHOICE FOR HOMEOWNERS Residor has added three new contemporary door designs to its range, so homeowners have even more choice when buying the most secure GRP composite door on the market. Residor’s double-thickness GRP skins mean it’s one of the few GRP doors that pass all current security testing.
The SMARTGLASS® brand from Clayton Glass is synonymous with cutting edge performance of glass in conservatories and now the same technology has been bought to the bi-folding and patio door markets, with SMARTGLASS®-W. Typically, the glass used in ‘A’ rated and above windows is designed with an element of solar heat gain within the calculations. This is all well and good in typical domestic properties for replacement windows, but where there are large areas of glass, this is the exact opposite of what is required from a technical standpoint, when there is on average 5m2 of glass in a typical bi-folding door that is 2100mm high x 3000mm wide, assuming 80% glass coverage. SMARTGLASS®-W has been designed to minimise solar heat gain in bi-folding and patio doors, along with all conservatory side frames and there are three variants in the range. All boast warm edge technology, argon filling and a U-value of 1.0W/m2K, with enhanced versions offering anti-fade properties, true self-cleaning properties, along with enhanced acoustics and security. The cost differential between the entry level SMARTGLASS®-W and the typical glass used in ‘A’ rated windows is marginal, yet
the performance differential is considerable. There’s also the benefit of deliveries direct to site to any UK mainland postcode within the Clayton Glass fleet of vehicles, 5 days a week and with am delivery option. Jason McCabe, commercial and site director of Clayton Glass commented: ‘We’re a market leader by example and our SMARTGLASS®-W product fully reflects our vision as a glass innovator and pioneer. Technically better performing glass for bifolding and patio doors is great for the sector, with the obvious sell on opportunities for installation businesses eager to capitalise on a sales hook.’ For further information on the SMARTGLASS® range visit www.smart-glass. co.uk, e-mail enquiries@smart-glass.co.uk or call the sales office on 01207 288200. You can also add to their growing Twitter following @ ClaytonGlass. READER ENQUIRY NO:0117/0054
TRUFRAME LAUNCH POWERFUL
NEW DOOR DESIGNER
TruFrame have already built an enviable reputation for their paperless backend office, for the online ordering of uPVC frames and now this has been further enhanced with the introduction of their new online composite door designer.
Secured by Design as standard and benefits from a uPVC frame that’s hand finished. Once the user has completed the design process there is the opportunity to save as a PDF, e-mail to a local TruFrame installer or print out in traditional fashion.
The new door designer has been designed by Business Micros and fully supports their composite door range, which is based on the proven solid and secure EnduranceÆ Doors slab, which boasts the only BBA certified timber core in the sector. TruFrame customers can now create a perfectly bespoke door in real time on mobile, tablet or PC with the added benefit of a software solution that maximises the size of the door on screen.
One of the most impressive features is the ability to view any chosen door on an existing property by means of tablet or phone. There’s no need for any additional iOS or Android app and the final design can also be shared on social media with friends and family.
The software solution takes users through an interactive journey of door designs, rich colours and the promise of a door that carries
David Firmager, managing director of TruFrame commented: ‘Our online ordering portal has revolutionised the way in which our customers can place orders 24/7, 365 days a year and by means of any device. The introduction of our door designer allows our trade partners and the end consumer to design a bespoke TruFrame composite door to the most exacting of detail, fully expressing our commitment to invest in proven back end office solutions. Visit www.truframe.co.uk/endurance-doorbuilder to see the door designer for yourself. For sales and marketing information call 01664 410 140 or email the team directly on marketing@truframe.co.uk. You can also add to their growing following on Twitter @TruFrame. READER ENQUIRY NO:0117/0055
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Residor’s 16 door styles, 12 glass designs and quality hardware feature a mixture of contemporary and traditional options. There’s a Residor to suit any style of home. Residor CEO Gareth Mobley says: “Security is a real issue because it’s what homeowners want, but it’s what a lot of composite doors don’t supply. We videoed two doors representing 7 out of 10 composite doors being sold failing the new PAS24:2016 cut test at an independent test house last year. They failed because their GRP skins are too thin, so they can be cut through in just 90 seconds. And their construction hasn’t changed since then. “Residor is designed to give homeowners the real-life security they’re after. Its 3.8mm
New door designs mean more choice for homeowners
GRP skins pass all current security tests. It’s PAS24:2016 certified, not 2012! “We’ve extended the Residor range to give homeowners even more style choice, so there really is no compromise” adds Gareth. “Residor customers benefit from our worldclass service levels, marketing support, online ordering, and lead generation. And they say their homeowner customers love Residor too!” To start selling the most secure GRP composite door you can buy, call 01782 547300, visit www.residor.co.uk, or follow @ResidorDoors on Twitter. READER ENQUIRY NO:0117/0056
PREMILINE PRO IN 4 PANE, PAS 24 MODE Kömmerling’s patented PremiLine PRO patio door has successfully achieved PAS 24 in a 4-pane variant, using a single door set for the entire testing procedure and without the need for additional, unsightly plunge bolts. PremiLine PRO was originally launched in August 2015 as the first PVCu patio door that could achieve PAS 24 and importantly, could meet the strict standards for operational handle height of no more than 1200mm from the floor within the Lifetime Homes design criteria. The recent physical test of the 4-pane variant extends the PAS 24 remit further and highlights the impressive product engineering credentials of Kömmerling. The PAS 24 procedure involved a 15 minute test with human intervention of crowbars and other hand tools, followed by the mechanical loading of 37 different points on the door, which were subjected to half and quarter tonne loads in different directions. Additional human intervention, along with soft and hard body impact testing was all carried out on the same door, from the start to the conclusion of the testing programme. PremiLine PRO in this 4-pane variant came through the PAS 24 testing with ease and
will carry Secured by Design certification, which will also be extended to 3-pane alternatives and a unique triple track design. Collectively, PremiLine PRO provides the most secure, capable and wide ranging PVCu patio door system in Europe and it can be easily manufactured with existing PremiLine profiles, only requiring an additional track and hardware upgrade package. The PremiLine PRO concept was developed in conjunction with Fullex Locks, by harnessing a compact sized multi-point locking system at the patio door interlock, which is operated by a simple lever. It was launched in response to the new Document Q regulations and will offer housebuilders a compliant, German engineered door that looks and performs to the latest standards. Social housing specifiers will also benefit from a product that satisfies the criteria for Lifetime Homes standard and with security a key driver at the consumer level in door set sales, homeowners will have the confidence once again to install high security patio doors in their respective homes, with the added reassurance of a £1,000 security guarantee. Kevin Warner, head of sales and marketing at Kömmerling commented: PremiLine PRO is without question the most secure PVCu patio door system in the UK whether in the 2, 3 or 4 pane variants, thanks to physical testing. No other patio door can satisfy the needs of consumers, housebuilders or social housing specifiers with the same degree of confidence. For information on Kömmerling, call 01543 444900, e-mail enquiries@profine-group.com, visit www.kommerling.co.uk or follow them on Twitter @kommerling_uk. READER ENQUIRY NO:0117/0057
January 2017 | www.glassnews.co.uk
DOORS
The UK’s Leading Glass & Glazing Newspaper
SAMEDAY TRADE FRAMES EXPANDS ITS OFFER WITH SLIDERS UK Sameday Trade Frames has added the Ultimate Evolution aluminium bi-folding door to its expanding trade offer. Sliders UK announced the launch of the Ultimate Evolution aluminium bi-fold door in late summer 2016. Sitting alongside its established aluminium bi-fold door offer from ALUK, it features a highly innovative fully adjustable jamb option. This makes it far simpler to align the door, even where apertures are out of square - cutting installation times to as little as 45 minutes. With trade counters in Cheltenham, Gloucester, Cinderford, Bristol, Reading, Oxford and Bromsgrove, Sameday Trade Frames’ Managing Director, Mike Woodend, said the Ultimate Evolution was a good fit with its expanding product range.
He said: “We always work hard to lever a little purchasing power for our customers but our offer isn’t simply about price, it’s as much about product and service. “The Ultimate Evolution is a good fit within our product portfolio. We were already offering the ALUK bi-folding door from Sliders UK but have now added the Ultimate Evolution and customers are really running with it. “It makes installation easier, saves time on site but the sightlines and aesthetics are also good, while it gives them something a little bit more unique to sell.” In addition to its adjustable jamb, the Ultimate Evolution combines an ultra-smooth bottom running system with impressively slim sightlines – even compared to other aluminium systems.
With a maximum sash height and width of 3000mm x 1200mm, colour-matched handles and magnetic door holders, a low threshold option and 30mm polyamide thermal break for increased thermal values, it is also fully tested to PAS 24:2012, Part Q approved and BS6375 Part 1 Weather Tested. Steve Mines, Sales Director, Sliders UK said: “Over-packing, under-packing against walls – it all contributes to putting the door out of square. The adjustable jamb option simplifies installation – it’s forgiving! And that saves time on site and time lost in call backs.
“The other thing to emphasize’ is that it looks really good, all the standard colours are there, the sightlines are stunning, there’s colour coordinated hardware it’s a great retail product.” For more information contact sales@sliders-uk.com or visit the website at www.sliders-uk.com. For more on Sameday Trade Frames visit www.samedaytradeframes.com. READER ENQUIRY NO: 0117/0058
0117/0059
www.glassnews.co.uk | January 2017
35
DOORS
The UK’s Leading Glass & Glazing Newspaper
LUMI STYLE & ELEGANCE NOW IN A SLIDING DOOR As the Lumi window and door system gains wider recognition for its superb groundbreaking aesthetics and style the company behind the system has further expanded the range with the introduction of a Lift & Slide Sliding door. Introduced following interest from customers and specifiers of the existing window and door products the Lumi Lift & Slide door, with its rigid aluminium frame and triple glazed units allows the installation of openings up to 9 metres with minimal frame interruptions. Produced in elegant Anthracite Grey inside and out, the Lumi Sliding Door glides on a standard 2 or 3 track system to allow effortless, silent opening and closing despite its reassuring weight and solidity. Excellent sound-reduction and burglar resistance up to RC2 (WK2) EN1627 is also assured whilst the advanced modular profile insulation contributes towards U-values as low as 1.1 W/(m2K). However, for all of the build and performance attributes offered by Lumi the essence of the
“The triple-glazed seamless glazing brings with it a feel and appearance that cannot be matched by any anything else on the market yet it will appeal to a wide range of customers that value style and tactile quality.” Lumi Lift & Slide Door is its superb aesthetics and in particular the unique seamless glazing. This characteristic sets Lumi apart from all other sliding doors and a feature that was crucial in the system winning the New Product of the Year category at the 2015 G Awards. Lumi Marketing Manager Linda Tomb says the Lumi Lift & Slide Door offers a step up from conventional sliding doors: “This door enjoys aesthetics and engineered quality that really are a cut above mass market offerings and it is therefore ideal for installers looking for a flagship product. The triple-glazed seamless glazing brings with it a feel and appearance that cannot be matched by any anything else on the market yet it will appeal to a wide range of customers that value style and tactile quality.”
READER ENQUIRY NO:0117/0060
THE FACTS
19 Heather Close, Tickhill, Doncaster DN11 9UU 36
January 2017 | www.glassnews.co.uk
Ground Breaking Warranty Scheme Eliminating remedials for hardware
Patented bubble gasket ensures a draught free door SBD Accreditation Threshold choice French doors also available
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IDE N C
Thermally efficient
Full suite of matching Liniar products, including Roofline Delivery on time, every time, using our own fleet of vehicles State of the art production facility – call us to book a tour
CONF
Outstanding marketing support
RESIDENTIAL DOORS perfectly suited to all Liniar products
The UK’s Number 1
www.pearlwindows.co.uk Liniar Fabricator
Call 0800 014 2769 Email sales@pearlwindows.co.uk
0117/0061
WISHING ALL A HAPPY & PROSPEROUS NEW YEAR www.glassnews.co.uk | January 2017
37
MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
HOW TO CHOOSE
THE RIGHT AGENCY FOR YOU Brouha Marketing’s MD Fiona Lund, looks at some of the things to consider when partnering with a marketing agency. As with any service or product you buy, choosing the right PR and Marketing partner is a matter of personal choice. It’s horses for courses. Some people prefer to work with agencies with teams of people while others prefer to do business with smaller firms, some prefer to partner with companies that proclaim to be experts in a particular field, while others choose teams that could help them across all aspects of their marketing needs. There is no right or wrong answer as long as you are getting the service you expect and the results you deserve. If you’re not sure what’s on offer or what would be the best fit for your business, here are a few things to consider.
SIZE ISN’T EVERYTHING When choosing an agency, consider how you would like to work with them up front and what kind of business would suit you. Some of the larger agencies have multiple layers which means you might have someone to manage your account, someone else to write the copy for your account and someone else again doing the necessary administration for your account. Smaller companies tend to be a bit more ‘what you see is what you get’. The people you meet in the sales pitch will be the people working on your account, talking to Editors on your behalf and writing your material. And if you do get through to another member of the team on the phone, they’re likely to know who you are and be able to help because of the ease of sharing information in a small business.
“We’re passionate about what we do, so why would we want to grow so that we’re simply managing other people doing the job we enjoy, instead of doing it ourselves? Perhaps not a traditional business model but one that works for us and our customers.” 38
LONGEVITY This one is more straight forward – if you’re looking for a specialist in the industry, it helps to have someone who knows the industry well. Although people can get up to speed quickly, there is no substitute for having worked in the industry for a long time. When you meet someone who knows the industry it removes the hassle of having to explain in Janet and John terms what you do, who you supply to, what events and exhibitions
there are, who the industry bodies are and which magazines your customers will read. An agency who has worked in the industry for a long time, could even be able to make introductions to contacts you haven’t been able to get in front of yet.
something completely different but existing customers should give you a true picture of the service you can expect. If you’re after a specialist, ask around too. Your peers or the industry’s magazines might be able to point you in the right direction.
RECOMMENDATION
THE BROUHA WAY
Don’t just take the agency’s word for it. Talk to other customers to see what they say. We’ve all been sold one thing and then experienced
Brouha Marketing was established 10 years ago although the team’s experience dates much further back. With a background in publicity I began producing PR in the window industry in 1998. Helen followed soon after in 2001, while Lucy joined the industry ‘family’ 9 years ago with an already established background in client account management. Susie is our latest recruit but still has 4 years under her belt along with a background in sales and marketing in other industries. We’re not the biggest agency in the business and don’t want to be. Our aim when we were established was to give customers a different experience to that of a larger agency. We were being selfish too - we enjoy working on the front line. We’re passionate about what we do, so why would we want to grow so that we’re simply managing other people doing the job we enjoy, instead of doing it ourselves? Perhaps not a traditional business model but one that works for us and our customers. We’re professional and get results but we like to have fun while we do it. We particularly pride ourselves on our strategic writing capabilities across all mediums and making sure there’s a reason for everything we produce – even a humble tweet! For more information visit www.brouhamarketing.com or call 01672 514947.
READER ENQUIRY NO: 0117/0062
January 2017 | www.glassnews.co.uk
0117/0063
BROUHA MARKETING
IS PROUD TO CELEBRATE
WITH A TEAM THAT HAS PRODUCED PR FOR THE WINDOW INDUSTRY SINCE 1998
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Brouha Marketing is a PR and marketing agency with a YEARS difference. Professional but fun to work with, we listen to COLLECTIV EXPERIEN E what our customers want and with 48 years collective CE experience among the four strong team, we can tailor programmes or projects to suit all size and type of business. Specialists in the window, door and glazing industries we offer a proactive approach that gets results.
Brouha Marketing Avebury 5 Elcot Park, Elcot Lane Marlborough Wiltshire SN8 2NG
0080 - DEC16 - BROUHA ADVERT (265MM X 318MM)_V4.indd www.glassnews.co.uk | January 2017
t: 01672 514 947 e: hello@brouhamarketing.com w: www.brouhamarketing.com
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MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
DOUBLE WIN
MOBILE WEB USAGE BEATS DESKTOP FOR THE FIRST TIME. WILL YOUR FOR MRA MARKETING AT CMAS BUSINESS BE LEFT BEHIND? Full service agency MRA Marketing has won two awards at the prestigious Construction Marketing Awards (CMAs) for its work with Solidor and Alumasc Water Management Solutions (AWMS). Run by the Chartered Institute of Marketing, the CMAs are the UK’s leading awards for marketing in construction.
“In the first 12 months of launch, sales were ahead by 26% on forecasts, and project quotes were up 82% in the last 6 months compared with the first 6 months."
A black-tie ceremony on 1st December in London, hosted at the Radisson Blu saw MRA pick up the coveted ‘Strategic Planning & Management’ award for Solidor’s fully integrated ‘Most secure composite door’ campaign; and ‘Best Product Launch’ for Filcoten® – the first lightweight concrete channel drainage system launched by Alumasc Water Management Solutions.
MRA’s Managing Director Lucia Di Stazio says: “We’re extremely pleased to have won the ‘Strategic Planning & Management’ award for the second year running. MRA’s reputation is based on delivering high profile strategic PR & marketing programmes that transform markets and build leading brands. The judges praised the ‘brilliant planning and well researched’ approach of
For the first time, mobile web usage has overtaken web usage on traditional computers and laptops, a new study has found. The shift highlights the changing tides in computing, and the rapid movement towards mobile and tablet devices as the most popular way to consume information.
our campaign, recognising it as ‘on message’ and achieving ‘10 out of 10 results’. “We were also exceptionally proud to have won ‘Best Product Launch’ for Alumasc’s innovative product Filcoten”, continues Lucia. “Our task was to implement a strategic and integrated marketing campaign to build awareness of Filcoten and redefine the market for advanced concrete-based products. In the first 12 months of launch (July 2015-August 2016), sales were ahead by 26% on forecasts, and project quotes were up 82% in the last 6 months compared with the first 6 months. Awareness of the unique product benefits contributed to winning specifications for significant projects such as Carlisle Lake District Airport and the Public Realm project in Hull.” For strategic insight and brand building, call MRA Marketing on 01453 521621 or email lucia@mramarketing.com.
READER ENQUIRY NO:0117/0064
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The study by Statcounter found that in October 2016, 51.3% of web pages were loaded on mobile devices - the first time it surpassed that of PCs, desktop and laptop computers. For small and medium-sized businesses, that’s big news – especially if their websites are outdated and not optimised for mobile devices. Statcounter based their findings on over 15 billion page views per month, to over 2.5 million websites. Whilst internet usage from traditional computers still accounts for the majority of those views, its share is reducing month-on-month. In October 2009, PCs were responsible for almost 100% of web usage. Now, after developments in mobile technology that have seen the release of faster, more capable smartphones with endless
functions, the computer’s internet usage share sits at just over 55%. There is a fear that if the trend continues, sole traders, small and even medium-sized businesses could be left behind, relying on archaic websites that aren’t viewable on a mobile. That problem has been compounded by recent changes search engine giant Google have made to their algorithm - now, mobileoptimised websites are being ranked better, while those without mobile optimisation are ranking worse. The result means businesses without mobileoptimised websites will see a dramatic reduction in web traffic, enquiries and sales. With only 10% of fabricators and installers having a fully mobile-optimised website, both developments could spell disaster for the glazing industry. “We’ve worked with dozens of businesses that have come to us with websites that are not fit for purpose,” commented Andrew Scott, Managing Director of Purplex, the leading marketing agency for the construction industry. “Statistics like this should ring alarm bells for companies with out-dated websites.” “We have a dedicated web development team at Purplex who can work with businesses to develop high-performing, future-proof websites that can be as simple or as complex as they need. Whether it’s e-commerce, search-engine optimisation or even highquality imagery and video content you require, we can bring your website right up-to-date and make sure it’s as beautiful and accessible on a smartphone as it is on a computer.” Purplex not only build websites, but have a team of over 50 staff that specialise in PR, design and branding, filming and video production as well as content creation for email marketing, search-engine marketing and social media. “We allow businesses to bring all of their marketing under one roof, allowing us to provide them with a fully-integrated campaign carried out by more than 50 of the industry’s leading marketing professionals,” added Andrew. Purplex Marketing was founded in 2004 by Andrew Scott who was previously marketing and sales director for several companies in the building products and home improvement industries. Purplex was created to provide businesses in this sector a port of call for marketing consultancy and expert PR, branding and digital marketing. Clients range from small home improvement firms to global building product manufacturers. For more information contact Purplex on 01934 808132, or visit http://www. purplexmarketing.com/ READER ENQUIRY NO: 0117/0065
January 2017 | www.glassnews.co.uk
Award winning marketing data for the fenestration and construction industry
0117/0066
COMPLETE MARKETING SOLUTIONS
Direct Mail | Email Marketing | Telesales
Members of: dma we are a
member
Glass and Glazing Federation
www.insightdata.co.uk Insight Data’s in-house direct marketing team generate thousands of sales leads every month, helping you target fabricators and installers, builders, architects or major construction firms. With experts in direct mail, email marketing and telesales we provide a fully managed marketing service.
How can we help you? Call 01934 808293 or email hello@insightdata.co.uk
insightdata business is better with insight
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MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
THE CLUE IS IN THE NAME
Jane Ward, co-founder and director of fenestration marketing experts Team 4 Marketing, looks at how her company’s supportive, creative and transparent approach to marketing has achieved impressive results for her clients. Marketing is a key business activity whether you want to maintain your business at the level it’s at now or grow it. Unfortunately, that’s easier said than done. In our experience, our clients come to us to with two different problems. The first is time. They know they need to be more active when it comes to their marketing but there aren’t enough hours in the day or people in the office. The result is plans that are made but never quite delivered or simply a long To Do list that nags away at the back of the business owner’s mind. The second is expertise. In some cases our clients don’t feel confident taking on marketing. In others, they’ve got marketing expertise in some areas but feel they are lacking in others. The result is they’re missing important opportunities to market their business effectively. Which one do you most identify with? Whichever situation you’re facing, the solution is the same: outsourcing. It’s a solution that buys you both time to focus on other things and marketing expertise to get you the results you want. Outsourced marketing for businesses in the fenestration industry is the solution we’ve been providing since we set up Team 4 Marketing in 2004. And both Joan, my cofounder, and I have been in marketing in the window industry since 1990, it’s no stretch to say we really know what we’re talking about. Our business model is simple: we provide the service you need in the way you want and at price you’ll like. So if you want someone who can take care of all your marketing and lead generation requirements, we can do that. We offer all marketing services: compelling PR in industry and trade magazines that gets your business noticed, creative direct marketing solutions that deliver results, effective social media activity that keeps you at the forefront of people’s minds, intelligent website and e-marketing campaigns that boost engagement and carefully targeted telemarketing campaigns that convert.
If you want someone who can take care of just one aspect of your marketing, we can do that too. You can mix and match our services to get the solution you want.
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And however you want to work with us, our starting point is always the same: we’ll work closely with you to understand your business and the results you want to achieve.
"We offer all marketing services: compelling PR in industry and trade magazines that gets your business noticed, creative direct marketing solutions that deliver results, effective social media activity that keeps you at the forefront of people’s minds, intelligent website and e-marketing campaigns that boost engagement and carefully targeted telemarketing campaigns that convert."
From there, we’ll develop a plan that helps you achieve those results. It’s a tailor-made solution that recognises that your business is unique. Of course, all marketing agencies offer a package of services like this. What is it that makes Team 4 different? For me, it’s about our approach. We believe in taking a team approach. We work alongside you as part of your team – people you can rely on to deliver time and time again. We’re flexible, pro-active and professional. We’re also totally transparent: what you see is what you get. It’s an approach that has given us considerable success over the years. Most of our clients have been with us for ten years or more. It’s a fact I’m very proud of – if nothing else, it demonstrates that our return is more than worth the investment in our services. What’s often surprising to people is just how much marketing can boost a business. For example, we’ve been working with one of
our clients, the Trojan Group, since 2007. In Trojan’s case, we look after all their marketing. That means we do everything from setting the strategy in conjunction with Group Managing Director Tony Chadwick, to putting together the plans, implementing the campaigns and reporting back to the board. I’ll let Tony tell you what he thinks of our work. “Jane and Team 4 Marketing are, quite simply, part of our team. And the results they have achieved are nothing short of incredible: since we started working with them we’ve seen business growth of around 200 – 300% for the Trojan Group.” So, if your New Year’s resolution is to grow your business, or simply make your marketing more effective, call us today on 01452 617167 or email us at hello@team4marketing.com. Making us part of your team could help make 2017 your best year yet.
READER ENQUIRY NO:0117/0067
January 2017 | www.glassnews.co.uk
new year. new ambitions. Carefully planned and well executed marketing will get you the results you want. Speak to us today to find out how we would use marketing to help you achieve your goals for 2017.
Janua
r y 20
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It’s the start of the New Year and the chances are your thoughts are turning to how you can grow your business in the next 12 months.
If you want someone to take on all of your marketing, we can do that. If you want someone to take on just one aspect, we can do that too.
If that’s the case, the first thing on your To Do list should be to call Team 4 Marketing.
So if growing your business is your number one resolution, call Team 4 Marketing today to discuss how we can make 2017 your best year ever.
We’ve been the go-to window and door marketing experts since 2004. Our service is designed around you and your business.
We have been marketing business in the fenestration industry for over two decades.
Call Team 4 Marketing today to discuss how much value we could add to your business . . . 01452 617167 00588_TEAM4 GLASS NEWS FULL PAGE AD_ART.indd www.glassnews.co.uk | January 2017
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We offer the full range of marketing solutions to help you grow your business:
PR Social Media Design Direct Marketing Lead Generation Websites hello@team4marketing.com
www.team4marketing.com 15/12/2016 15:44
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MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
MYGLAZING.COM WINS SOLIDOR
CONSTRUCTION MARKETING AWARD
At the recent Construction Marketing Awards held in London, the Glass and Glazing Federation (GGF) was delighted to win the Construction Marketing Award (CMA) for “Best MidBudget Campaign” (below £50k) for MyGlazing. com’s national campaign “Window with a View”. Implemented through Refresh PR, the “Window with a View” campaign was an original competition idea housed in the GGF’s consumer web site MyGlazing.com and attracted 150 entries and over 4000 votes across the UK. The also saw over 100 press articles produced across regional, specialist and national media. The winner of the competition was The Museum of Liverpool. James Lee, GGF Director of Marketing and Communications. “The recognition from the Construction Marketing Awards reflects the superb cost effective PR that the GGF team and Refresh PR have implemented in 2016,
“GGF has gained its best ever PR coverage in the consumer, national and trade media with over 31 million “opportunities to view”.”
with a constant stream of new consumer friendly content being created for MyGlazing.com.” Nigel Rees, GGF Chief Executive commented “Congratulations to the GGF Marketing Department and Refresh PR on an outstanding performance in 2016 that has promoted MyGlazing.com, the GGF and its Members.” In addition to the recent G16 Award for Unrivalled Excellence, this latest Construction Marketing Award cements a brilliant year for the GGF and MyGlazing.com. In 2016, the GGF has more than doubled its online audience to almost 230,000 unique users and with over 675,000 page views across both GGF its trade and consumer web sites. In addition, the GGF has gained its best ever PR coverage in the consumer, national and trade media with over 31 million “opportunities to view”. The GGF aims to build on this year’s success with more extensive marketing and PR plans for 2017 for both the trade and consumers. To view MyGlazing.com and the Window with a View Competition please visit https://www.myglazing. com/2016/09/27/museumliverpool-crowned-uks-bestwindow-view/ READER ENQUIRY NO:0117/0069
CONTINUES WINNING STREAK WITH CMA WIN
Solidor has won the Construction Marketing Award (CMA) for Strategic Planning & Management in partnership with MRA Marketing. The maker of the most secure composite door you can buy was presented with the award at the CMA gala dinner in London. Run by the Chartered Institute of Marketing, the CMAs are the UK’s leading awards for marketing in construction. Working with MRA Marketing, Solidor is achieving fast growth and record breaking sales. In November Solidor was named G16 Fabricator of the Year in recognition of its outstanding operation, and this latest CMA win recognises the success of Solidor’s fully integrated strategic marketing. Solidor CEO Gareth Mobley says: “We’re delighted to be recognised for this prestigious award. The judges commented on our brilliant planning, research and ability to respond to changes in the market, as well as our outstanding results. It really has been an exceptional year for Solidor.
“Installers are switching to Solidor because there’s no escaping the benefits of selling beautiful security and the reallife security homeowners want, so our share of the market is growing fast. “As this award recognises, we have the right product, the right infrastructure, and the right strategy and messaging too.”
To find out more about the most beautiful and most secure composite door in the market visit www.solidor.co.uk, call 01782 950 941, or follow @SolidorLtd on Twitter.
READER ENQUIRY NO:0117/0070
IS THE MARKETING PENDULUM SWINGING BACK TO DIRECT MARKETING? You can’t help but notice the explosion of new marketing channels as businesses jump on the digital band wagon. In recent years, the shift from print and traditional marketing towards digital has been seen as a ‘must’ among sales and marketing professionals. While there is no question that expertly implemented digital strategies work, having all your eggs in one basket doesn’t – as many B2B companies have discovered to their peril according to market intelligence experts, Insight Data. Troy Hannam, Insight Data’s Marketing Manager, explains; “The problem is people don’t just live in a digital world. We live in the real world where real interactions occur – every day we are exposed to newspapers, magazines, radio, TV, billboards, bus advertising, exhibitions and events, merchandising and more.” The heavyweight of B2B advertising and lead generation has always been direct marketing, and while it went
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Solidor continues winning streak with CMA win
out of vogue when the ‘new kid on the block’ – digital – made the headlines, it’s not surprising that organisations large and small are moving back to direct marketing in droves. Online marketing relies on the customer searching for relevant products or services, or coming across the advertising content. Direct marketing interrupts the customer and demands immediate attention - post has to be opened, the telephone has to be answered. Suddenly direct mail, email marketing and telesales are all back on the agenda. There is another reason why marketers are swinging back towards direct marketing. As more companies invest in digital, the results are diminishing with greater competition and rising acquisition costs. Meanwhile, with fewer companies investing in direct marketing, the impact is greater and the results are even better than before. The secret to success with direct marketing is the contact list. Using
Troy Hannam, Marketing Manager
fresh, highly targeted marketing data that identifies your ideal target customer can increase response rates 10-fold. Taking it a stage further, using indepth market intelligence such as the Insight Data prospect database, direct marketing can produce results digital marketers can only dream about. For more information on the Insight prospect database, or Insight Data’s outsourced direct marketing service, call 01934 808293 or visit www.insightdata.co.uk. READER ENQUIRY NO:0117/0071
January 2017 | www.glassnews.co.uk
MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
STANDING OUT FROM THE CROWD Modest and understated are two words which you would not normaly associate with an industry PR and Marketing consultancy. However, upto-now these are actually the words that describe, Inside The Box Marketing. Why? Because as newly recruited, PR Manager Stephanie Tague explains – the team who run the company are all about the promotion of its clients – nothing more! “Self-promotion has never been a consideration for any of the team at Inside The Box Marketing and this is mainly down to the work we do supporting and promoting our clients to become more successful. “It is very easy to lose sight of focusing on one’s business when you are promoting others, and this was brought to our attention after a recent meeting, shortly after I had joined ITBM - where Glass News editor, Chris Champion, challenged Chris Globe, founder of ITBM and myself, when looking at the individuals and our expertise, why we were not shouting from the roof tops?
insight to provide the best advice to our clients. “Chris, gained his stripes from a 19-year spell working for profile manufacturer, WHS Halo - starting ITBM in 2011, a similar background to my own. I have known Chris for several years, as our paths often crossed whilst I worked as editor. Chris’s philosophy and cultural beliefs towards his clients are very much an attitude which I have also built my career on and we work well together, being able to bounce off each other ideas and suggestions for our clients, understanding without little effort what they are trying to achieve.
Stephanie Tague
“The fenestration industry runs through the veins of team at ITBM. My strengths and expertise working with many hardware component manufacturers; Avocet, GretschUnitas, Feneseal, window fabricators; Macclesfield Windows, Quickslide and more recently spending two years as editor for several trade magazines, has given me an extensive view point of the industry. “From a strategic perspective, the skills I have developed, supports my overall ability to assist clients looking deeper into their needs to conduct a campaign, and the knowledge from understanding the process of manufacturing from cradle to grave, after spending many years working in a manufacturing environment, give me a good
"We understand almost immediately the challenges our clients face, having experienced them at some point during our careers. This is an important characteristic for ITBM, in an already crowded marketplace – we want our clients to be heard over and above everyone else and that’s what we aim to deliver."
www.glassnews.co.uk | January 2017
“The glazing industry is a great sector to work in, with a multitude of interesting companies, innovative products and services and some of the most personable characters around. Personally, I wouldn’t swop my experience and I’m sure neither would Chris. “The third and fourth piece of our merry band, is Rosie Cheetham, who spent six years prior to joining ITBM, working for HL Plastics and Pam Fay, who has 20-years expertise involved with WHS Halo and ITBM. Rosie’s expertise for creating and developing all types of marketing material, fits the whole ITBM jigsaw together extremely well supporting clients and our business as design manager and Pam’s skills as office manager, assisting the business to develop and grew is indispensable. “We look to work with clients who like to challenge the marketplace. Adding value to products and services, along with acting as ambassadors for the fields they may specialise in. You may say, working with such types of company’s makes our job easier, however, being the market leader in each field, means we have a much tougher job keeping our clients in the position they are used to!
Chris Globe
immediately the challenges our clients face, having experienced them at some point during our careers. This is an important characteristic for ITBM, in an already crowded marketplace – we want our clients to be heard over and above everyone else and that’s what we aim to deliver. “So, maybe the days of being understated and modest is drawing to a close for ITBM, and although our clients will always remain the primary focus of our business, it doesn’t help now and again to promote your business, after all that’s what we do well!” Inside the Box Marketing provide industry relevant PR, marketing support, website and marketing design, social media and most importantly. For further information call 0161 327 2509 or visit www.insidetheboxmarketing.co.uk.
“The structure and expertise within ITBM and the diversification of our client base is an advantage for our business. It gives us the opportunity to look at the different sectors and possibilities for our clients and be more targeted, benefitting our client’s resource and budgets. “Marketing communication comes in many forms, but unless you get the best type of marketing communication, with the correct message a client is trying to portraying, then it’s not worth doing. We understand almost
READER ENQUIRY NO: 0117/0072
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MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
BALLS2 MARKETING
Andy Ball, Managing Director for glazing specialist marketing strategy and PR agency Balls2 Marketing, talks about what the lively and vibrant agency offers customers in the glazing industry. CUSTOMER SUPPORT
Balls2 Marketing works with some phenomenal brands in the glazing industry. Our customers cover the supply chain from fabricators and installers, component manufacturers to trade counters. Sales results from our customers are exceptional. Our two longest-standing customers have more than doubled sales in the last six years, and because both are well-established businesses, that’s no mean feat. Another customer had first year sales of more than £4 million. And in 2016, four customers were named in 1000 Companies to Inspire Britain. It’s successes like these that have seen us grow to one of the industry’s most recognised names in marketing. When I set up Balls2 Marketing in 2010 I wanted to create an agency that would make it easy for customers. For years, I sat on the other side of the desk. PR and marketing agencies didn’t get what I wanted. I vowed that Balls2 Marketing would be different. Today we have a unique offering for the glazing industry.
Andy Ball, Managing Director, Balls2 Marketing
WE UNDERSTAND YOUR MARKET We understand what customers are talking about and know the challenges they face. This comes from our extensive experience in the glazing industry. I worked in a systems company and in componentry. My first experience in the
industry was developing Sarnafil Roof Assured as a flat roofing product that windows companies could sell profitably. Sarah – the other ball in Balls2 Marketing - came up a different route. She worked in home improvement sales for 21 years before switching to PR. She worked for a construction PR agency and then in-house before setting up Balls2 Marketing. This puts us in a unique position. No other agency has this level of direct experience throughout the supply chain.
WE UNDERSTAND MARKETING
SAY CHEESE
The people you want to reach like to get information from lots of different media. It may be reading a magazine, catching up on Facebook or checking the news online. This has changed massively in the last five years, that’s why we keep ahead of the trends. The emphasis online and on social media has revolutionised the way we deliver marketing messages.
We take our collaboration to another level on Fridays when we get together as a team to share cheese for #FridayCheeseClub. It’s an integral part of our week and gives everyone a chance to talk.
We also run a successful apprentice scheme and our first social media apprentice is already moving onto level 4.
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COLLABORATION We have always worked collaboratively to give customers the best creative ideas. As the agency has grown, we have created teams that work on specific campaigns. It means we can choose the top talent for each customer. We often deal with quite technical products and making sure we all have a good understanding is important.
Because marketing is changing so fast, we invest in training for everyone in our team of 11. We have a graduate programme for both PR and marketing. Continuous professional development is a big commitment but it means we all stay on top of the latest trends and best practice.
Balls2 Marketing Client Strategy Director Sarah Ball talks social media...
seminar programme this year. Her talks always go down well with visitors.
We lead the industry on social media. Sarah has been the forefront of this, and she’ll be sharing her knowledge at the FIT Show
WHAT’S ON OFFER Nail the strategy and then it’s all about great content. It’s at the heart of all our marketing. Whether it's public relations, online marketing, SEO or social media. We also have a range of fixed cost packages for installers for SEO and social media called GET Marketing. These are designed for businesses who want to generate extra trade from their websites and social media. If you’re looking to grow your sales, call us on 01332 559406 or visit www.balls2marketing.co.uk. READER ENQUIRY NO:0117/0073
January 2017 | www.glassnews.co.uk
GROW YOUR BUSINESS
FAST Balls2 Marketing helps some of the fastest growing brands in the glazing industry Our expert team of marketing professionals creates exciting strategies that deliver more sales leads and build brands. Let’s talk about making sure your business grows fast in 2017.
Call Balls2 Marketing on
01332 559406
Marketing experts for the glazing industry www.balls2marketing.co.uk
0117/0074
www.glassnews.co.uk | January 2017
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MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
THE BIGGEST MARKETING STORY OF 2016 It’s been a good year for MRA and our customers, says Mike Rigby, CEO of MRA Marketing. But 2016 was a year of political shocks and turning points that incidentally proved the power of PR and Twitter. In the US, Mrs Clinton spent $581m on her campaign against Trump’s $340m. She carpeted swing states with TV ads and a digital campaign on social networks. Mr Trump largely ignored paid advertising, relying instead on airtime provided free by news networks which fed off his attention grabbing content and quotes. He tweeted disruptively throughout the campaign, building his audience and generating debate in all media. MediaQuant, which measures earned media, estimated his free coverage was worth $4.6bn. His controversial campaign stole the limelight, starved competitors’ campaigns of oxygen, and won against the odds.
MAKING HEROES OF OUR CUSTOMERS Appropriately for our 25th year, and Lucia Di Stazio becoming MD, we helped our customers achieve great things.
MRA CEO Mike Rigby
We helped them set the agenda, speak for and lead their markets. Together we built and shaped their brands. Our customers grew faster than their markets, some much faster.
NO.1 IN CIMCIG’S AGENCY LEAGUE
MRA is No.1 again in CIMCIG’s Agency League
Some agencies are No.1 in their own eyes, and think people will believe they are No.1 if they shout loud enough. But it’s what customers think that matters, not what you’d like to see in the mirror.
That’s why it’s important to benchmark yourself against the best in the industry. It’s why we enter our customers for awards, and in particular the CIMCIG (Chartered Institute of Marketing’s Construction Industry Group) Construction Marketing Awards. They’re the UK’s leading awards for marketing in construction. A CMA win means a lot. This year we won Strategic Planning & Management (with Solidor) and Best Product Launch (with Alumasc Water Management
Solutions). The judges praised the ‘brilliant planning and well-researched’ approach, which achieved ‘10 out of 10 results’ for Solidor. Describing the AWMS campaign, they said: ‘A simple but effective integrated campaign, with strong objectives that were clearly exceeded. Good ROI, good SMART objectives.’ The double win put us No.1 again in CIMCIG’s Agency League, based on our performance over the last four years. View the list at www.cmawards.co.uk/agency-league. We expect more upheaval from Trump, Putin, the Middle East and China in 2017. Italian bank problems have yet to impact on the Euro, but they will, and the outcome of the elections in France, The Netherlands and Germany should help Britain’s exit negotiations. Britain will be affected by it all, but our customers expect to do better, mostly much better than their competitors in 2017. Find out more at www.mra-marketing.com.
MRA double CMA win with Solidor and Alumasc
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READER ENQUIRY NO:0117/0075
January 2017 | www.glassnews.co.uk
INDUSTRY AWARDS
The UK’s Leading Glass & Glazing Newspaper
WINDOWMATE WINS A NORTH DOWN BUSINESS AWARD
0117/0078
REHAU customer Windowmate, which has trade counters and retail outlets in both Bangor and Belfast, has just scooped a prestigious North Down Business Award recognising its growth and success over the past year. Windowmate was a joint winner in the Business Development category for companies with fewer than 10 employees, and Operations Director Lee Dempster and Regional Sales Manager Thomas McAllister received a trophy from host Peter Snodden at the awards ceremony held recently in Bangor. Windowmate was recognised at the awards for its success this year, particularly at its Bangor branch where overall sales are up 11% and trade sales in particular are up by 37%. The company also demonstrated to the judges its innovation in terms of creating a ‘smart’ website, developing new training programmes for staff and introducing new products to the range including internal uPVC doors and new composite doors alongside a complete range of REHAU frames. Lee Dempster, Operations Director at Windowmate said: “This is a great testament
(L-R) Lee Dempster and Thomas McAllister from Windowmate with their North Down Business Award
to the hard work of the whole Windowmate team and I am delighted with this award. We are a small but dynamic company and, as our sales and reputation continue to grow in Northern Ireland, I am confident that this growth will continue in the year ahead.” Windowmate was first established in Belfast in 2001 as a trade counter business and opened its second branch in Bangor in 2014. www.rehau.uk READER ENQUIRY NO:0117/0076
EDGETECH NAMED SPACER BAR MANUFACTURER OF THE YEAR Edgetech UK, the driving force for energy efficient glazing, has been named Spacer Bar Manufacturer of the Year in the National Fenestration Awards for the second year running. Head of Marketing at Edgetech UK, Charlotte Davies says: “A National Fenestration Award is a real badge of honour for us, because the awards are voted for by customers, suppliers and glazing industry peers. “To win the title of Spacer Bar Manufacturer of the Year for the second time confirms that we are delivering the best support for our customers. Our unrivalled technical and sales support teams are backed up with our helpful customer service team and proven product quality that customers can rely on. “IGU manufacturers are having increasing performance, application and cost saving requirements placed on them, so we are developing our systems to meet these demands and to continue delivering value and innovative solutions for the UK market.” The Super Spacer® manufacturer won the competition with 44 percent of the openplatform vote. Edgetech’s success was announced during Winner’s Week, held between 5 December and 9 December. Charlotte continues: “I’d like to say a big thank you to everyone who took the time to
www.glassnews.co.uk | January 2017
cast a vote for Edgetech. These awards are a real measure of how we are seen by the industry, so thank you to Jason Grafton-Holt, also known as the Double Glazing Blogger, for organising such a great industry participation event as the NFAs.” Edgetech UK has also supported the National Fenestration Awards this year, sponsoring the IGU Manufacturer 2016 category which was won by Super Spacer customers Clayton Glass in first place and Oakland Glass in third. Charlotte adds: “We chose to sponsor the IGU Manufacturer category to support recognition of IGU Manufacturers delivering excellent service at a difficult point in the supply chain and congratulate the winners.” All the National Fenestration Award winners have now been announced and a winner’s event will be held in early 2017. For more information on Edgetech and its range of spacer bar products please visit: www.edgetechig.co.uk. READER ENQUIRY NO:0117/0077
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INSTALLER FOCUS
The UK’s Leading Glass & Glazing Newspaper
INSTALLER LEAPS AHEAD WITH ALUMINIUM
INVENTIVE DESIGNS SPRING UP AS ATLAS STIRS INSTALLER IMAGINATION There has been a late burst of entries for the Atlas Installation of the Month competition as Atlas installers jockey for their final chance to take a prize at the Atlas Installation of the Year awards in January. Entries poured in during November and the Atlas judges sifted through more than double the average number of installations from hopeful contestants.
Despite a sharp, and well documented, rise in demand for aluminium within the domestic market, many installers are still cautious about entering the world of aluminium. Since launching its REAL Aluminium solution earlier this year, Customade has been steadily educating installers about the wealth of resources that are available to help them move into aluminium with confidence.
During the year, the judging panel has been impressed with some terrific Atlas orangery, lantern, conservatory, veranda, Lean-To, Flat Rooflight and Skyroom installations. As competition intensifies, some highly inventive designs have caught the judges’ eyes.
Claire Miller, Customade Group’s Marketing Manager, explains: “Many installers are hesitant about aluminium because, historically, it was difficult and complex to price and the lead times were painfully long. We wanted to help those installers to unlock the enormous potential of aluminium and benefit from the higher profit margins that it can bring. Our complete ‘REAL Aluminium’ solution delivers all the tools an installer needs to take their first steps from PVC-u into aluminium.” In the last 18 months, Customade has increased aluminium output by 80% and is taking on new members to its REAL Aluminium Installer Network every single week. One installer who is reaping the benefits of the new aluminium supply model is Ross-onWye installer Monmouthshire Conservatory Company. Exclusively, a PVC-u installer when it was established in 2003, Monmouthshire made tentative steps into aluminium four years ago. Although Monmouthshire had a good rapport with its aluminium supplier, the firm found that it was waiting several days for quotes and many weeks for deliveries. With unpredictable lead times, the firm couldn’t plan installations and sometimes ran over on projects. Chris Atwell, Owner at Monmouthshire Conservatory Company, says: “Our first experience with aluminium was pretty frustrating, but sadly those lead times were typical back then. There was no better alternative, so there were restrictions on how much we could grow the aluminium side of our business.” Monmouthshire began installing aluminium glazed roofing systems from Customade’s sister company Atlas Glazed Roof Solutions and heard about REAL Aluminium soon afterwards. Convinced that it could overcome their aluminium supply issues, the company switched to Customade for the sole supply of aluminium. Since the move to Customade, aluminium has grown rapidly for Monmouthshire and now accounts for around 50% of its business. “We immediately invested in Customade’s pricing and quoting software and this gave us complete control over our quoting for the first time. We went from outsourced pricing taking several days to being able to produce quotes instantly in-house. This had an enormous impact on how quickly we could
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win business. Our product lead times were previously up to nine weeks, but they have been cut down to just 14 days on standard stock colours. This leap helped us to complete jobs far faster than ever before.” Customade provides all REAL Aluminium installers with a comprehensive showroom and marketing support package. It includes the 36-page luxury REAL Aluminium brochure, which is the UK’s only retail brochure dedicated to the full range of aluminium fenestration products. Monmouthshire has every brochure personalised with their logo and company details. Every customer that makes an enquiry or visits Monmouthshire’s showroom at Pengethley Garden Centre in Peterstow, receives a complete suite of literature on REAL and Atlas products. “Because we supply a complete portfolio of windows, doors and roofing products from one source, we have been able to cross sell to customers more easily,” says Chris. “Having a professional set of literature that covers every element has definitely helped us to win business because we can stir the customer’s imagination and show them what they can achieve on their own home.” Among Monmouthshire’s showroom displays are an Atlas conservatory and an Atlas Skyroom, which are equipped with a selection of REAL Aluminium windows, doors and bi-folding doors. To find out more about REAL Aluminium, please call 01453 826884 or visit www.real-aluminium.co.uk. READER ENQUIRY NO:0117/0079
An innovative installation in Wells, Somerset, by Mendip Conservatories captures just how versatile the Atlas Skyroom can be. The owners wanted to add a luxurious orangery style extension to the back of the property and had a very clear vision for it – it had to have the look of an orangery, it had to feature a lean-to roof and it had to be aluminium. Mendip worked on a design to satisfy the client’s desire for the unconventional and developed a bespoke Skyroom design, which incorporated a lean-to Atlas roof - the first of its kind in the UK. With its slim sightlines and angular roof, the 11.9 x 2.75 metre Skyroom has delivered the contemporary look that the homeowner desired. Grey inside and out, it features huge six-metre wide bi-folding doors and 12 fixed glazing panels to flood the South facing extension with light. Kim Eyres, Owner of Mendip Conservatories, says: “This is a lovely installation and one which really shows
what can be achieved with the Skyroom. Our designers worked closely with Atlas throughout the project to ensure that it could be adapted to this very individual application. We’re really proud of the end result and the client now has an amazing new room.” Another unique design, which won the Atlas competition in October, cleverly married two 13.5 metre long lean-to Atlas roofs together on neighbouring properties in Cardiff. The owners live in a conservation area and were restricted with what they could do to the front of the buildings, but there were no limitations on what could be achieved at the back. Both owners wanted to open up the space at the rear of their properties with a contemporary extension and, together, they consulted with an architect for ideas. The final design featured two vast, identical glazed extensions on the back of each property, with a dramatic lean-to Atlas roof above each one. The grey on white roof features more than a dozen glazed roof panels, three of which are motorised to provide ventilation, and Pilkington Active Blue selfcleaning glass. The roof was installed by Smart Home Improvements. Andrew Edwards, Owner of Smart Home Improvements, said: “This was a complex project and we were thrilled to be recommended for the job. The Atlas roof was the ultimate choice for these two extensions - it looks amazing and delivers those all-important slim sightlines that both clients wanted. They are absolutely over the moon with the result.” An imaginative design in Frittenden, Kent, cleverly
blends a number of materials – aluminium, steel, pre-aged copper, masonry, glass and oak - to stunning effect. The owner of the period property gave the architect Charles Page free reign to develop a dramatic 5 x 3.5 metre extension. The scheme featured an internal oak timber structure with a small number of supporting oak rafters which would not detract from the expanse of glazing. The challenge, however, was to find a lightweight roofing system that would not compromise the design by requiring additional oak rafters. Atlas installer Yes Glazing Solutions worked closely with the architect and integrated an Atlas aluminium lean-to roof into the existing oak rafters. The 3.5 metre long glazed panels slotted between the existing structure without the need for additional support. With its slim sightlines, the Atlas lean-to roof enhances the Crittall steel windows and pre-aged copper which was used for the cornices and cills. Lee Welsh, Managing Director at Yes Glazing Solutions, said: “This was a really unusual design which is like nothing else we’ve ever done. The Atlas roof was by far the best solution for the project as it complemented the slim sightlines of the Crittall windows perfectly and, crucially, enabled the roof to be constructed without the need for additional rafters. Inventive design and carefully chosen products have helped to create a totally bespoke glazed extension.” Winners of the Atlas Installation of the Month receive a £200 Screwfix voucher and a £50 Majestic Wine voucher, unmatched trade industry PR, plus entry into the award finals where one overall winner will be chosen as the coveted Atlas Installer of the Year at the gala event on 20 January. All entries receive an Atlas thermal mug when entering their completed installation pictures. For further information, please contact Atlas on 02838 327741 or visit www.atlasroofsolutions.co.uk. READER ENQUIRY NO:0117/0080
January 2017 | www.glassnews.co.uk
INSTALLER FOCUS
The UK’s Leading Glass & Glazing Newspaper
24% OF INSTALLERS STILL USE PEN AND PAPER TO PRODUCE QUOTATIONS:
WINDOWLINK SURVEY REVEALS
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HOW INSTALLERS SELL
Gloucester-based Windowlink has led the way in fenestration industry sales and presentation software solutions for over 30 years – and now the respected firm has commissioned a survey to learn more about how installers sell. The study, completed in conjunction with industry data specialists Insight Data, asked installers a range of questions about their business, what products they sell, what challenges they face during the selling process, and what would make securing new business easier. When asked how they produced quotes for homeowners, 38% of installers said they used independent specialist software, 38% said they used software provided by their fabricator, and 24% said they still relied on pen and paper. In citing the main issues they faced during sales pitches, 77% of installers named competitors selling products too cheaply as the key obstacle. When asked what would make the sales process easier, 23% said the ability to show end-users how products will look once installed in their home, and 15% singled out the ability to be able to produce quick, accurate quotes on the spot as a key factor that could help them win more business.
www.glassnews.co.uk | January 2017
Mark Dudley, Windowlink MD commented: “We’d like to thank everyone who took the time to complete our survey - it produced some really interesting results. A huge number of installers are clearly feeling the pressure in the current market, citing tough competition as one of the main challenges they have to overcome when trying to make sales.” “At Windowlink, we designed Vector and Focus to make selling as easy as possible, enabling you to produce instant quotes and create an extremely professional first impression. During a sales pitch, you can use the software to calculate a price right in front of your customer’s eyes, making them far more inclined to trust and accept the cost.” “One of the most popular features is the ability to superimpose product images onto a photograph of the prospective customer’s property. This enables the customer to visualise what the finished installation will look like, making them more likely to go ahead with the sale. The software is incredibly easy to use and prices start from as little as £1.51 per day.” Mark concludes: “The survey highlighted that 24% of installers still use pen and paper to produce quotations, although I suspect the actual figure is higher than this. If you are still using pen and paper and you want to improve the way you sell, please don’t hesitate to get in touch.” For more information call 01452 348575 or visit www.windowlink.com. READER ENQUIRY NO:0117/0081
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FACE TO FACE
The UK’s Leading Glass & Glazing Newspaper
THIS MONTH: Trevor Hopper Trade Sales Manager, Made For Trade Trevor demonstrates and educates installers, trade suppliers and existing customers across the UK about Made For Trade’s product range, in particular the innovative and tremendously exciting Korniche lantern roof.
IT’S ALL ABOUT YOU Where you were born and live, currently… I was born in Grimsby and I still live in the area.
Your education and the subject or activity in which you excelled… I was educated at Immingham Secondary Modern School in Immingham, North East Lincolnshire. I particularly enjoyed Science, Metalwork and history. The three teachers I had in those subjects where very inspirational.
Your favourite sports or interests… I have always enjoyed, motorcycles, motorcycling, and motorcycle race spectating, the highlight of which for me has been at the Isle of Man TT races! I currently own a beautiful, Italian classic Moto Guzzi.
Someone or something that inspires you… I admire the Victorian engineer Isambard Kingdom Brunel for his fantastic vision and amazing legacy of incredible feats of engineering. In the modern day, I find Lincolnshire based motorcycle racer Guy Martin inspirational, as he is absolutely passionate about anything mechanical, he is brave and good humoured. He has shown how down to earth he is, despite now being a TV star!
The temptation you can’t resist… Good food and a nice red wine.
YOUR CAREER When and how you joined this industry…
national window company as a canvasser and progressed to the position of a direct, domestic retail sales person. In the late seventies, I joined a local window & door company where I worked for four years. The MD of that company is still a firm friend and still a great salesperson! Subsequently, I started my own retail window and conservatory business, which I enjoyed for a decade. I then joined a national manufacturer, supplying high quality PVCU and timber windows and doors to trade. In recent years, I’ve been selling high-end timber and composite products to suppliers and installers via show rooms and show sites, trade counters and regional and nation builders’ merchants. Which leads me to Made For Trade! I have had great respect for the company since meeting Directors Bradley and Richard Gaunt several years ago. Their focus on product
quality, excellent customer service and competitive pricing has always impressed me and having recommended the company to some of my existing customers over recent years, the feedback from them has always been extremely positive. I am very pleased to be joining the company at this exciting time and I’m looking forward to getting out in the field, to demonstrate Made For Trade’s brand new, in-house designed Korniche lantern roof. The Korniche Roof Lantern, really is a game changer that anyone in the building, home-improvement business needs to see and get on board with!
The job you do in 25 words… I am the link between the factory and installation companies. Presenting and demonstrating the MFT core product range, in particular, the Korniche roof lantern’s USPs.
Your greatest achievement… Having had many years’ experience in the industry, I am as enthusiastic about it today as I ever have been. This has been greatly enhanced by the recent opportunity I have had to join Made For Trade. I am very much looking forward to meeting trade customers, past, present and future, and showing them the benefits of the company’s fantastic products.
The talent you would like to enhance… I always wished that I had learned to play a musical instrument. In my teenage years, I owned a set of drums (yes I know!), an electric piano and a guitar, but I never did get the hang of any of them. Britain may have musical talent, but I haven’t!
AND YOUR FUTURE What you would like to do if you weren’t in the industry… This is a tough question because I love the home-improvement industry and I am so pleased that I have made a career in it! The new innovations that keep it alive are fantastic. However, if it was another industry, I would probably be involved in engineering or motorcycles in some way.
A particular ambition… I would dearly love to ride my Moto Guzzi Centauro V10 Sport, over the incredible ‘Stelvio Pass’ in Italy. Maybe one day!
The way you want to be remembered… As a good guy in the glazing industry; good humoured, enthusiastic, ethical, and respectful!
After leaving school, I worked in Engineering and then for several years, I worked offshore in the oil industry in the North Sea and the Middle East. I returned home wanting a change of direction. I joined a
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. 52
January 2017 | www.glassnews.co.uk
GLASS
The UK’s Leading Glass & Glazing Newspaper
NEW RANGE OPENS THE FIRE GLASS DOOR MARKET TO SPECIALIST ROMAG
UP TO TWO HOURS’ FIRE PROTECTION
Specialist manufacturer Romag now offers a fire resistant clear glass range supported by cutting, shaping, grinding and polishing expertise at its Consett, County Durham factory. Ideal for the fire door and bespoke architectural markets, the multi-layer laminate range features BS EN 1634-1:2008 and BS 476-22:1987 standard accredited glass. Products are compliant with the international E (integrity), EW (radiation control) and EI (insulation) standards covering physical barrier protection against flames, hot toxic gases and smoke as well as radiated heat and surface temperature control for up to two hours’ protection. Included in the range is a slim-line option, featuring two panes of glass separated by a transparent intumescent interlayer, to provide a flexible and high performance solution for fire door, fire partition, fire exit corridor and fire exit staircase applications.
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The eye-catching and elegant fire resistant glass is available as a single glazed laminate and double glazed option to provide enhanced thermal insulation, acoustic insulation and even bullet and physical attack resistance properties. The fire glass combines special properties with maximum strength for bespoke safety and security fire door applications in museums, galleries and high end retail establishments, as well industrial buildings and commercial offices. Romag is a UK pioneer with more than 70 years of glass processing experience and expertise within the security and architectural market place. Established in 1943, the firm has built an enviable reputation around the globe for manufacturing high quality specialist security glass products in a range of shapes and sizes to meet individual client aspirations. It has supplied safety and security glass for projects in critical national infrastructure, transportation, government buildings, MOD and leisure facilities. The company’s manufacturing processes are fully certified to ISO9001 and it also holds both ISO14001, ISO 18001, together with all relevant individual international product certifications. More at www.romag.co.uk.
Romag’s new fire resistant clear glass range
READER ENQUIRY NO:0117/0083
TUFFX GIVES YOU MUCH MORE TuffX Processed Glass are always developing ways to give their customers what they want. With demand for ever larger conservatories increasing, the size of the roof naturally will increase accordingly. TuffX decided to introduce glass to fit these ever increasing design projects and they are one of the few companies who offer Oversized glass with a projection of up to 4000mm. One of the key elements in some designs is the limitation of glass unit size. This meaning the size of a glass roof unit has limitations dictated to by either weight, span or generally the customers own design needs. This results in unsightly muntin bars having to be installed causing future remedial work of selfcleaning properties and they can be visually unattractive to some. With the introduction of the 4000mm oversized glass, it allows Tuff X to offer much larger and higher performance roofs to be built without the problems of some more traditional roofs. This will result in more expansive and practical room space for their customers.
One of TuffX’s clients have recently fitted an Oversized roof to a family home in Bristol. The family was looking to modernise their conservatory roof from plain glass that had no benefits, to a self-cleaning glass with solar controlled properties. With their old glass roof having leaked previously, it was easy to realise that the cause of the leakage was coming from the muntin bar. The family were shown various samples of the glass and talked in detail about the benefits of having the oversized panels installed. It was a clear winner for the family and they decided to update their whole roof with the oversized glass in our AMBIAqua range. Which as well as oversized, the AMBI-Aqua glass is a high performing glass that reflects 82% of the sun’s heat, reducing the internal temperature of a conservatory, particularly with a south facing aspect, by up to 9°C during the hottest summer months. It has a minimum U-Value of 1.2 and also provides greater glare reduction, thanks to its visually stunning aqua tint. The Homeowners have reportedly been very pleased with their new oversized roof, getting great benefits from the Ambi-Max Glass. The Ambi-Max range is available in several colour opitions – find out more information at http://www.tuffxglass.co.uk/ambi-max.html or alternatively call 0845 3400 200 to discuss project requirements. READER ENQUIRY NO:0117/0084
www.glassnews.co.uk | January 2017
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WINDOWS
The UK’s Leading Glass & Glazing Newspaper
DECEUNINCK FLUSH SASH NOW AVAILABLE WITH DEKKO’S EXCLUSIVE INFINITY FINISH
ROSEVIEW’S NEW SHOWROOM PLACES PRODUCTS CENTRE-STAGE
Innovative fabricator Dekko is now able to offer Deceuninck’s new flush sash window in its exclusive Infinity finish, continuing to expand an extensive timberalternative offering that already includes the phenomenally successful Residence Collection.
In a year that’s seen it showcase at the FIT Show for the first time, release an upgraded version of its already market-leading Ultimate Rose, and now win Customer Care Initiative of the Year at the G16 Awards, leading sash window fabricator Roseview has continued to invest extensively in customer support, most recently by opening a brand-new showroom.
Deceuninck’s big reveal at the FIT Show in April, the Heritage flush sash has been designed to deliver A+-rated energy efficiency, PAS24-accredited security and outstanding weather performance, while offering convincing vintage aesthetics and suiting with the company’s existing Heritage range. Now, thanks to revolutionary graf welding technology, Dekko is able to push that authenticity even further, providing the product with seamless, timber-style Infinity corner welds. The resulting Infinity flush
sash offers all the durability, efficiency and functionality of modern uPVC, while even more closely replicating the look of a nineteenth century timber flush sash window. “At Dekko, we’re always looking for ways to give our customers more options to break into lucrative areas of the market,” commented Kurt Greatrex, Dekko Sales Director. “Starting with Residence 9, and now with the expanded Residence Collection, we’ve been able to develop a comprehensive timberalternative offering – but this year, we wanted to extend that even further. We were hugely impressed with the Heritage Flush Sash when Deceuninck unveiled it at the FIT Show – and we’re delighted to become among the few UK fabricators able to offer it with smooth, seamless corners.” Founded in 2008 by Gary Torr and Kurt Greatrex, Dekko Window Systems has firmly established itself as one of the UK’s leading Residence 9 and Deceuninck fabricators. Operating from its 50,000 square foot facility in Ashton-under-Lyne, Dekko was recently named one of the 1,000 Businesses to Inspire Britain by the London Stock Exchange. Dekko has expanded its offering to include the complete Residence Collection. For more information contact Dekko on 01614060055 or visit www.dekkowindows.com. READER ENQUIRY NO:0117/0086
Located at the company’s headquarters in Olney, Buckinghamshire, Roseview has created the space to give its trade and commercial clients somewhere to bring prospective customers and specifiers, and show them the three models of Rose Collection window in action. “We spend a lot of time ensuring that our Rose Collection windows are elegant and authentic – and look great”, commented Mike Bygrave, Roseview marketing manager. “As such, it’s no surprise that the best way to sell them is to bring your prospective customers in to see them in person. Earlier this year, we showcased our three windows at the FIT Show – and what that experience really brought home to me was how little ‘selling’ they actually require. We went with the simple approach of showcasing our three products in a simple setting – and that was enough to draw in a near-constant flow of showgoers. We’ve replicated that principle with the new showroom. It’s welcoming and comfortable, but still quite minimalistic, with the products taking centre-stage – and it’s already proving incredibly successful.”
The showroom comes as just the latest in a string of initiatives designed to support its customers. Roseview invests heavily in supporting its trade clients through its consumer-facing sashwindowsuk.com website, designed to directly engage with the retail market and raise awareness of Rose Collection products. The firm has produced specialist marketing literature, including a suite of three brochures, each intended to help customers succeed in the trade, commercial and retail markets. In addition, Roseview MD Willie Kerr runs an innovative sash window school scheme, recently nominated for a G16 Award, that seeks to educate installers about this niche but increasingly popular product area. Founded in 1977, Roseview was the UK’s first manufacturer of uPVC sash windows, and today operates from a 30,000 square foot facility in Olney, Buckinghamshire. The respected fabricator was recently awarded Customer Care Initiative of the Year at the prestigious G16 Awards. For more information visit www.roseview.co.uk or call 01234 712657. READER ENQUIRY NO:0117/0087
TRIPLE GAIN FOR FRAMEXPRESS CUSTOMER One Hertfordshire installation led to referral and another two contracts for one FrameXpress customer who recently renovated three properties in one leafy, Hertfordshire crescent. The use of Optima in a black, wood foil finish left such a visually stunning impression on the first house that the owners of neighbouring properties decided to upgrade their own homes in the same style. One particularly striking replacement which stood out was a large arched window that was a main feature on the first house. FrameXpress was contracted to supply all windows as well residential and composite doors on all of the renovation projects by a new customer, who was thrilled with the referral business he gained. In what appears to be a growing trend in the domestic sector, consumers are increasingly using colour to be distinctive and personalise their homes. The homeowners commented on the renovation, “It was time to renovate as the existing white windows we had inherited were starting to look very shabby indeed. Energy efficiency was really important to us but we also wanted to make the project stand out. The black windows look great and give such a realistic appearance to real wood. They make such a difference and the whole house is so much warmer. That is something we can pass on when we come to sell our home in the future.”
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“Optima is not only simple to install but with proven high thermal performance and a contemporary clean look it is a very stylish choice that can be used for a wide range of applications.”
with proven high thermal performance and a contemporary clean look it is a very stylish choice that can be used for a wide range of applications.
is a vast product choice available in a wide variety of colours that are clearly inspiring homeowners. Launched as a product for tomorrow’s market, with enhanced performance and quality guarantees the FrameXpress production department has been expanded to accommodate the new Optima products.
Colour choice is now becoming a huge contributing factor when consumers look to invest, as has been demonstrated on this particular project. Optima is a product that is just about as close to an original wood aesthetic as it is possible to get which homeowners are clearly buying into when making substantial investments on their homes.”
Stylish design with improved security options also not only reassures homeowners with complete peace of mind, but satisfies specifiers and insurance company requirements. When asked about whether he felt he had still achieved the individual appearance he wanted, he continued, “Well, it’s great to set trends that others want to follow. We all get on very well and it looks as though we are all raising the standards of the road.”
For this particular customer, the switch to the FrameXpress range has continued to reap benefits and regular referral business. The reliability of the brand and after sales support from the team ensure that his high standards and reputation are maintained.
The Optima system is proving popular with customers as it is so easy to install and there
Ian Davis, Sales Manager comments, “Optima is not only simple to install but
There is a broad choice of ancillaries including cills, maypoles and packers which gives customers more flexibility. Also, there is an array of security features which make Optima a particularly attractive option for homeowners.
FrameXpress is a leading window, door and conservatory fabricator, manufacturing an array of pvc-u and aluminium products to the trade from its large facility in Telford. For more information on the range available visit www.frameXpress.co.uk to download a trade brochure or alternatively call one of the sales team on 01952 581100.
READER ENQUIRY NO:0117/0088
January 2017 | www.glassnews.co.uk
WINDOWS
The UK’s Leading Glass & Glazing Newspaper
DECEUNINCK’S FLUSH SASH WINDOW NOW AVAILABLE WITH MECHANICAL JOINTS FROM DEMPSEY DYER Respected Yorkshire fabricator Dempsey Dyer has announced it’s now able to offer Deceuninck’s Heritage Flush Sash window with mechanically jointed transoms, mullions and frames, adding it to an existing range of high-end timber alternative products that includes its patented Beaumont window. The Heritage Flush Sash is a uPVC sash window that balances modern performance with traditional design, boasting A+-rated thermal efficiency and PAS24-compliant security alongside excellent weather performance.
Heritage Flush Sash offers our trade clients another high-quality timberalternative option.”
ancillaries. Unusually for a flush sash window, it also comes with night vent functionality.
Unveiled at this year’s FIT show, The Heritage Flush Sash comes available in a choice of 26 colour ways from stock including matching cills, trims and
Dempsey Dyer was founded in 1977 by brothers Tom and Robert Dyer, and is now run by Tom’s son Peter. Dempsey Dyer has expanded to become one of Yorkshire’s foremost providers of timber and uPVC windows and doors. The company’s relationship with Deceuninck stretches back over 30 years, with the two firms collaborating to produce Dempsey Dyer’s signature Beaumont window range, featuring mechanically-jointed uPVC frames with an authentic woodgrain appearance.
It’s something we’ve obviously already tapped into with our own Beaumont window – but the mechanically-jointed Heritage Flush Sash offers our trade clients another high-quality timber-alternative option.”
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For more information call 01977 649641 or visit www. dempseydyer.co.uk. READER ENQUIRY NO:0117/0089
In providing the product with convincing timberstyle mechanical joints, Dempsey Dyer demonstrates the industry-renowned expertise in both uPVC and traditional joinery that’s seen it rise to become one of the UK’s most respected fabricators. “We’re thrilled to be able to offer the Heritage Flush Sash window with mechanical joints on the frames, mullions and transoms,” commented Dempsey Dyer MD, Peter Dyer. “In the past decade, we’ve seen a dramatic rise in the number of end-users looking for windows and doors that deliver both the timeless aesthetics of timber and the exceptional modern performance of uPVC. It’s something we’ve obviously already tapped into with our own Beaumont window – but the mechanically-jointed
www.glassnews.co.uk | January 2017
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WINDOWS
The UK’s Leading Glass & Glazing Newspaper
LOOK WHAT’S ARRIVED...
THE HERITAGE WINDOW COLLECTION BY DECEUNINCK It’s not often that something truly innovative comes to market that offers fabricators and installers a brand new sales opportunity, but that’s exactly what the new Heritage Window Collection by Deceuninck has been designed to do. Drawing on market research and in collaboration with some of the UK’s top installers, the collection represents the pinnacle of stunning product design and a premium marketing support package to help fabricators and installers sell the concept and the brand. Deceuninck’s Rob McGlennon comments: “We believe The Heritage Collection will be the most talked about brand in 2017. We say that for good reason. Customers who have already had a sneak preview of the collection which comprises heritage flush, sculptured and chamfered sash windows and doors, have
been blown away. We all know that selling in the retail arena is about creating desire and demand so that’s why we’ve invested as much time and energy into the marketing support for Heritage as we have into the technical aspects and styling of the doors and windows themselves. With Deceuninck, #bestinclass product quality is a given, and the rest comes down to igniting the imagination and vision of homeowners. Our innovative marketing has been designed to do just this. “Heritage Collection customers will have access to a dedicated website (www. heritagewindowcollection.co.uk), a luxury 44-page colour lifestyle brochure in both print and PDF format, a comprehensive image library, technical documentation for those more savvy consumers, bespoke showroom display stands and roll up banners, personalised mailers and drop cards, colour swatch books and finally, registered installer packages including logos, weatherproof stickers, banners, presenter, easy peel window/ glass labels and bone china Heritage Collection mugs. "As well as helping Deceuninck fabricators to support their installers with regional consumer lead generation programmes, we will also be embarking on a high energy marketing campaign for trade. We believe this collection is one of the most exciting and innovative ranges to hit the market for many years, and we want to share it with customers and non-customers alike. If you’re keen to find out more or to see for yourself how the Heritage Collection could help transform your sales, we’d be delighted to arrange a visit for you to our Calne head-quarters. "Contact Carol Hearn on 01249 816969 to find out more.” READER ENQUIRY NO:0117/0091
THE WAY WE FIT WINDOWS Impregnated foam tape technology has been in widespread use in the UK and Europe for twenty years, mainly on commercial newbuild projects. Providing an alternative to the silicone sealants traditionally used by the replacement glazing industry to seal around doors and windows, impregnated foam tapes offer well proven technology coupled with enhanced energy efficiency and ease of use while having the endorsement of glazing industry codes of practice. Impregnated foam tape technology has been in widespread use in the UK and Europe for twenty years, mainly on commercial newbuild projects. A major benefit of these tapes is that they can greatly enhance the energy efficiency of the window as they provide thermal insulation within the joint and also address problems of thermal bridging at the perimeter seal which is an increasing focus of building regulations. Leaving an uninsulated gap between window frame and wall clearly has the potential for cold bridging. Whether the tape is 20 – 30mm into the joint and backed up by spray applied PU foam or fills the complete joint depth, the resultant thermal benefit prevents the theoretical energy saving performance of the window being compromised by cold bridging. The wider tapes also provide air tightness, further improving thermal efficiency. Impregnated foam tapes allow installers who are looking to increase the quality of their replacement window installations to differentiate themselves from a basic ‘wet’ sealant finish. The tapes not only provide proven performance and durability but are dry, easy to use and are not weather dependent. The use of foam tapes is endorsed in two significant and recently revised documents: BS8213-4:2016 Code of Practice for Survey
& Installation of Windows & External Doorsets and the GGF Good Practice Guide for the Replacement of Windows & External Doorsets. illbruck Compriband TP600 is a soft and flexible open cell polyurethane foam joint sealing tape impregnated with an acrylic based and UV stabilised resin that is water repellent and contains a fire retardant. Suitable for use in a wide variety of movement joints and other applications, the tape is weather tight against the most severe combinations of wind and rain and satisfies most expectations as an external weather seal in building and civil engineering applications. With full BBA approval, the product has been extensively tested and has a proven reputation across both the UK and Europe. BBA Certificate N° 96/3309 and, as part of the i3 system, N° 12/4891. For further information on tremco illbruck, please call 01942 251400 or visit www.tremco-illbruck.com. READER ENQUIRY NO:0117/0092
DESIGNED WITH YOU IN MIND, BRINGING LIGHT INTO LIVING Kestrel Aluminium Systems are continuing to bring light into living with the launch of our new Flat Rooflight System designed with the end user in mind. Created to bring a light and airy space into every corner of a home using an elegant and aesthetically pleasing design. No home is complete without a free-flowing stream of natural light to help brighten up even the darkest day. The Kestrel Aluminium System Flat Rooflight System will flood the space below with natural light all year round creating a contemporary living space complimenting and adding value to any home. Kestrel Aluminium Systems have been designing quality architectural products that enhance living spaces since 1989 with the customer remaining at the heart of everything we do. Contemporary but practical our Flat Rooflight system is designed to meet
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the needs of the modern building using environmentally friendly materials, delivering superior aesthetics creating crisp clean lines.
This innovative and practical made to measure rooflight is available in three different designs; Fixed, Ventilation or Egress. The system has been carefully crafted so that it stands out from the rest of the competition due to its unique design; it has been designed to allow glass to be removed in the event of double glazed unit failure. By using a removable PVC cassette to which the glass is bonded, it is mechanically fixed to the frame, therefore only the cassette will need replacing in the event of glass replacement. Our Fixed version is available in two options; Standard and Walk-On, whilst the Ventilation version opens up to 360mm to enable air to filter through or if you require alternative means of egress for maintenance purposes our Egress version opens up to a 70 degree angle allowing access to the rooftop. This fabricator friendly Flat Rooflight System offers dual powder coating options as well as being built bespoke to the size of the
glass required. Once installed the secure rooflight maximises natural light providing an elegant appeal to any home, office, school or hotel whilst offering additional ventilation. Wherever it is installed you most certainly will not be disappointed with a Kestrel Aluminium System’ Flat Rooflight System. READER ENQUIRY NO:0117/0093
January 2017 | www.glassnews.co.uk
0117/0094
www.glassnews.co.uk | January 2017
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MACHINERY
The UK’s Leading Glass & Glazing Newspaper
ENERGY SAVING GLASS INVESTS IN NEW FOREL VERTICAL CUTTING LINE
Energy Saving Glass has completed the purchase of a new Forel Laminate Vertical Cutting Line as the IGU manufacturer looks to expand glass processing business - including the supply of single sheet laminate and cut size laminate to the trade. Supplied by the Promac Group, the innovative Forel Laminate Vertical Cutting Line processes full sheet size laminate glass stock entirely in the vertical axis, improving overall output whilst reducing machinery footprint. Alex Walker, Director, Energy Saving Glass, said that this gave the Kingswinford-based business, a unique platform, including the supply of single sheet laminate and cut size laminate to other IGU manufacturers and glass processors, in addition to its core trade business. He said: “The addition of the Forel Vertical Cutting Line gives us a capability that none of our competitors have but also a capability that’s also out of reach to a lot of other glass processors and IGU manufacturers. “We have invested in it, in part to fulfil the growing demand that we’re seeing within our own business for laminate glass but also demand from other glass processors.” Capable of processing sheets of up to 6000mm x 3300mm the Forel Vertical Cutting Line achieves cut-to-size accuracy to within + - 0.2mm/linear meter, while the square cut
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is also guaranteed by revolutionary cutting bridges that adjust to within + - 15 mm to accommodate out-of-square glass. Keeping glass in the vertical throughout the cutting process, also reduces tension of the applied load on the glass sheet and with it, the risk of breakage. Walker continued: “This kind of collaboration isn’t necessarily how the industry has always done business but we see that as changing and as long as it works for us and for our customers, working with other glass processors, where it makes sense to do so, offers a lot of potential opportunity for everyone.” Energy Saving Glass currently manufacture 4000 IGUs per week on a single shift, seeing dramatic growth in its customer base since moving into its new Kingswinford manufacturing facility in 2008.
PERFECT SYNERGY
– FOM & GRAF SYNERGY FORM MACHINERY POWERHOUSE Global leaders in aluminium and PVC-U cutting and machining technology, FOM Industrie and Graf Synergy, have announced the formation of a new partnership, as part of a major strategic growth plan.
Joe Hague, Managing Director, Promac Group, said: “The formation of the FOM-GS Group, pools incredible resource and expertise in cutting edge innovation in PVC-U and aluminium machining technologies.
The formation of the new FOM-GS Group commits Graf and FOM to the joint development of existing and new markets, plus the development of shared technologies and software solutions.
“This includes giving both access to a comprehensive range of machines and tools for the manufacture of aluminium and PVC-U systems and opportunities for their shared development.
This sits as part of an ambitious three-year strategy through to 2020, which seeks to exploit the leadership position occupied by each within their respective and each other’s markets.
“It’s a strong indicator of the investment that both companies are making in their operations and offers globally and here in the UK. We expect to be able to announce some significant innovations shortly.”
A joint statement issued by FOM and Graf said both companies offered ‘a comprehensive range of products, which once integrated’ would ‘compliment and complete’ the other’s. The statement said that the shared ‘ownership of intellectual properties, patents and software’ would help drive future development’.
The formation of the new FOM-GS Group, creates a combined turnover of more than €110million, employing more than 500 staff.
It added that although forming a new group, both brands will remain intact, ‘whilst promoting and developing each other’s extensive product range and commercial strategy’.
Graf Synergy revolutionized PVC-U fabrication with the launch of the SL4FF seamless corner welder in 2014. Pre-cleaning to exacting tolerances then zip welding the corner joint whilst controlling the flow of sprue, the SL4FF has revolutionised the manufacture of foiled PVC-U products, delivering not only a seamless corner joint but also incredibly strong one.
Promac Group, the partner for both companies in the UK, said that the new commercial agreement would support each machinery manufacturer in growing market share.
Showcased by the Promac Group for the first time at last year’s FIT Show, the SL4FF EVO further refines this process by introducing a single, rather than two individual counter-shims.
This provides hold at the window corner joint during manufacture, accommodating greater tolerances and maintaining an exacting finish, regardless of variances in profile. FOM has built a reputation as a global leader in machining and sawing technologies for PVC-U but most significantly, aluminum. This includes working and cutting lines, CNC machines and thermal bridging systems. Joe concluded: “This agreement is the logical next step for the machinery sector. In FOM you have a cutting-edge aluminium machinery manufacturer, which is also rapidly establishing itself in the PVC-U market. Graf is in a league of its own in the development of high-end PVC-U machinery and tooling, with significant scope to grow into new and expanding markets. “In establishing a new strategic partnership, both gain access to global leading technologies, infrastructure and networks. The new partnership also paves the way to the accelerated delivery of future innovation from two of the world’s leading machinery manufacturers. “We very much look forward to supporting the new FOMGS Group in bringing this continuing innovation to the UK.” For more information log on at www.promac.co.uk email sales@promac.co.uk or call 01788 577 577.
The addition of the Forel Vertical Laminate Cutting Line is the third major purchase of Forel equipment by Energy Saving Glass. This includes two Forel IGU lines – both supplied by Promac - the most recent, a new tripleglazed line bought last year and 2 horizontal cutting tables along with other machinery. The Promac Group also supplies PVC-U, aluminium and glass processing machinery from FOM Industries, BDM, Mappi, Pertici, Forel, Graf Synergy, Rapid, Pegic, Urban and MTL. For more information log on at www.promac.co.uk email sales@promac.co.uk or call 01788 577 577. READER ENQUIRY NO:0117/0095
READER ENQUIRY NO:0117/0096
January 2017 | www.glassnews.co.uk
0117/0097
THERE’S A DISTURBANCE IN THE FORCE WITH THE FIRST MAJOR CHANGE IN THE IDEOLOGY OF CLEANING VINYL WINDOWS AND DOORS IN OVER 20 YEARS! INTRODUCING THE
RC-2000
GED’s new TWIN-HEAD robotic PVC corner cleaner allows for: • complete cleaning all the way into corners • consistent, repeatable movements • multiple angles of attack and presentation of tools at unique and previously unattainable angles The RC-2000 Robotic Cleaner is certain to revolutionize window fabrication for decades to come. Call Chris Wale, European Business Manager, for more information.
+44(0) 781.577.6089
Safety guard not shown.
or email: cwale@gedeurope.com or visit www.gedeurope.com
Video
www.gedeurope.com READER ENQUIRY NO: 0117/0000
www.glassnews.co.uk | January 2017
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GLASS NEWS INTERVIEW: MADE FOR TRADE
The UK’s Leading Glass & Glazing Newspaper
BEAUTIFUL TO LOOK AT & BEAUTIFULLY ENGINEERED. AN ALUMINIUM ROOF LANTERN THAT’S QUICK TO INSTALL FROM MADE FOR TRADE Developing new products, or at least having the idea, is one thing: designing and engineering that idea into a finished product is something else entirely. Large companies and multi-nationals may have that resource, internally, but it is few companies that can see a complex project through to completion through the talent and knowledge of the family. In the case of Made for Trade’s launch of its Korniche aluminium roof lantern at the FIT Show 2016, the entire project was the brainchild of Bradley Gaunt, Made for Trade’s Managing Director, and a skilled and talented engineer, aided and abetted by his brother, Ashley. With the product in the marketplace for some six months, Glass News’ Editor, Chris Champion, catches up with Bradley to find out how the trade has taken to Korniche.
Although Korniche was launched at FIT it is rare that a new product is fully production ready and geared up to roll off the production line. Is Korniche available to the trade? Korniche is available and has been for a few months. You are correct about a launch and actually being in production and we have been constantly improving things to ensure that the product meets the design requirements. The intention, from the outset, was about designing a complete system that could be ordered to size with the kit being delivered with every part clearly marked, and colour coded, and with an Installation Guide that anyone could follow. The simplicity of fitting needed to be backed up with the need for just one tool to do the
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job. This would make it simple and quick to construct on site and keep costs to the minimum.
When we are talking speed of construction on site, back in April you were talking about 30 minutes to put together a 4m x 3m lantern. Is that still accurate as far as time parameters go? It’s actually a little less than that but I think that is a fair time estimate, particularly for someone new to the system. I’ll show you how it’s done when we’ve finished chatting. One of the main criteria was to use just one 5mm hex key to build the lantern and not use silicone in the construction. The only use of silicone is to bed and seal it to the roof, whereas all the Qlon seals on the Korniche lantern are ready fitted and require no additional sealant.
You have talked about onward development for Korniche. In what areas has this been relevant? The development has been mostly about me and my requiring as near perfect engineering as possible. I have noticed areas that can be improved, making it simpler for the installer to construct. They are tweaks that probably would only be noticeable to Ashley and me! For instance, I noticed that I could improve the ability to line up bolt holes. It was a simple fix whereby holding the stays and ring beam together with a tie wrap saved trying to find a third hand to line things up! I also wanted to ensure complete rigidity of the structure and have developed tapered holes so that on tightening, the whole structure is pulled together very tightly. They are simple things but all add up to make Korniche easy and quick to install. As an engineer I like to visualise the potential for problems and provide a solution. Everything must be fit for purpose and we are following all the relevant Eurocodes to have BBA approval.
I know you invested around 15 months to get Korniche to the FIT Show and you have worked pretty much constantly on this ever since. How does this effect the rest of your business? We are very fortunate in having a business, and a team of managers and staff of 70 people, who can continue providing an excellent service to our customers for conservatory roofs and bi-fold doors. We have had a 30% increase in turnover 2016.
was key, and all with the quick installation time. We know how quickly it can be installed and one of our installers, new to the system, finished two 4.8m x 1.8m Korniche lanterns in under 2 hours.
The kit that is sent out to the installer is so beautiful you wouldn’t want to take the items out! We have tried to take a leaf out of Apple’s book. Beautiful engineering and packaging. Add to that an instruction guide that is simple to follow plus technical back-up from Made for Trade, and lanterns have just become easy to install.
And what of Korniche? You have moved to a new factory for the roof lantern and have invested substantially in this project…
The whole kit and instructions are easy to follow. You could say it is idiot proof…
We’ve bought another 11,000 sq ft unit specifically for Korniche with the original factories being used for bi-folds and conservatory roofs. The investment has been with our eyes very much open. The market is changing and the advent of the solid roof, with a lantern providing the light, is growing all the time. Many lanterns are constructed from bits and pieces as opposed to being a bespoke kit. We wanted Korniche to be immensely strong, easy to fit and aesthetically pleasing to look at. I believe we have succeeded in doing that and sales are in line with our predictions for 2016.
The idea is to make things simple. Time is money and that is particularly significant when it comes to installers. No one wants to spend time trying to do something, and certainly not in front of a customer! Any manufacturer wants to make it as easy as possible for a customer to use their product and, at Made for Trade, we have always prided ourselves on our ability to provide clear and straightforward instructions for our products. You try and put yourself in your customer’s position and provide the information you would like to see. Hopefully we’ve achieved that.
Looking round the factory it is clear that lanterns come in shapes and heights of all kinds. I had imagined they were pretty standard in shape…
You have always said that the speed of installation is vitally important. I’m now looking forward to seeing you put this Korniche roof lantern together…
That is where the design and engineering time has come in. It is amazing what people ask for and we wanted a system that was adaptable to these requests. Providing a system that can take height, length and width differentials
We definitely wouldn’t call it that!
READER ENQUIRY NO:0117/0098
January 2017 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
GLASS NEWS INTERVIEW: MADE FOR TRADE
27 MINUTES 46 SECONDS ALUMINIUM LANTERN
to construct a 1.5x3 metre lantern, fully glazed with no on-site cutting required and fewer tools
ON YOUR MARKS...
CORNER BRACKETS TO EAVES BEAM
ROTATING EAVES BEAM
APPLYING SEALANT TO EAVES
ASSEMBLING THE SPIDER
ASSEMBLING THE SPIDER CONT..
FITTING SPIDER TO EAVES
FIXING TO EAVES
SCREWING TO UPSTAND
GLAZING UP
FITTING TOP CAPS
BOSS TOP CAPS
END CAPS
www.glassnews.co.uk | January 2017
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VOICE OF THE INDUSTRY
The UK’s Leading Glass & Glazing Newspaper
VOICE OF THE INDUSTRY
WHAT’S YOUR OPINION?
2016 has been a year of change, both politically and financially, and what can we expect of 2017? More changes and protest votes that will change the face of politics? Uncertainty and instability of currencies, worldwide?
Are you confident that your products and services will continue to be in demand? Do you think that homeowners, local authorities and commercial entities will still regard all the products and services that make up our fenestration industry, to be essential, and worthy of the cash spend? One thing is clear, and that is that we all have to be adaptable to change!
Matthew Glover Chairman, FIT Show
David Thornton Chairman, The Window Company (Contracts) Ltd
Zac Nedimovic Marketing Manager, Astraseal
In many respects, 2016 has been a bit of a clusterf*ck politically, and the fall out for 2017 is likely to continue. But, the word on the street is that the window industry is doing rather well!
After 2016, probably the only thing we can expect is the unexpected. For that reason, I’m very satisfied that we invested so much time and money last year in training because I think it has given us a more skilled and, above all, more adaptable workforce.
Despite all the upheavals we’ve seen outside the industry over the past twelve months, we’re feeling hugely confident about the year ahead. The key to success in a modern, rapidly changing marketplace is adaptability – keeping your ear to the ground, identifying growth areas and developing trends, and investing to take full advantage of them.
Sure, there’s exchange rate issues driving the costs up and creating friction between suppliers and their customers. Hopefully, this will level out and a new equilibrium will be found over the coming months. The underlying mood for companies who are innovating, developing high end products, and investing in marketing is that demand continues to be high and factories are struggling to cope with all the sales. The FIT Show in 2017 will be a reflection of the optimism in the market. It’ll be the biggest show yet (over 50% bigger footprint), with a new home at the National Exhibition Centre (NEC) in May. As an industry we just need to get on with it and Think Big.
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In a ‘Voice of the Industry’ question for January’s edition of Glass News, we ask what your expectations are for 2017, for your company and our industry as a whole?
We’re confident that budgets in the social housing market where we do so much of our work will be higher next year which is good news, but we’ll also be looking to win further business in new build and thankfully our team are well equipped to switch between the demands of both sectors. With contractors in the commercial sector putting ever greater emphasis on health and safety in response to the rising cost of inspections and penalties, it will be more vital than ever that installers can meet the most demanding requirements onsite and, with price increases always just around the corner, I expect there to be intense pressure on margins.
Take aluminium as an example. Ten years ago, we were a uPVC-only fabricator – doing well, but on the lookout for new opportunities. Then, we started to pick up on the beginnings of the aluminium boom. We took a risk – investing extensively in getting the machinery and the tools we needed to become an exceptional aluminium fabricator as well as a uPVC one. Aluminium could have been a fad. We could have spent hundreds of thousands of pounds on something that fizzled out after a few months. But we trusted our instincts - and now, a decade on, we’ve just had to move aluminium production out of our main factory and into a separate 25,000 square foot facility to keep pace with demand.
Jeremy Brett Managing Director, Consumer Protection Association
Michele Wietscher Commercial Director, Newview Windows & Conservatories
Optimism is growing that the year will finish strongly for the UK economy thanks to a stable housing market, a healthy month for retail sales, business growth and a fall in the jobless rate.
The EU Referendum divided the nation and shook a lot of business in the industry.
However, Chancellor Philip Hammond should be cautious about next year, when Brexit talks begin in earnest, rising inflation starts to bite and the world gets to grips with Donald Trump taking over the US presidency. Regarding the industry, people have always invested in their homes and we are confident this will continue. In our most recent installer barometer, when asked if they’d noticed that Brexit has affected consumer confidence and spending, 79% of installers said no. Having said that, I feel homeowners will be more cautious and look for ways to protect their investments going forwards. Installers will need to ensure they can provide this peace of mind to differentiate themselves in what will potentially be an unstable and even more competitive marketplace.
We deal with a few of the housebuilders and they’ve all taken a tumble in the markets. However, a lot of our clients are driving projects of 18 months duration or more, so I think that maybe after a dip, that work rates will resume in order for these to be realised. The Autumn Statement – although lacklustre – has thrown the industry a bone, promising £2.3bn for new housing infrastructure, £1.4bn for building 40,000 new affordable homes and another £1.7bn to accelerate the construction of new homes on public sector land. We must take a positive view and adapt to the new reality. SMEs are adaptable and flexible by their nature so overall I remain confident for the long-term health of the Industry and for Newview.
January 2017 | www.glassnews.co.uk
VOICE OF THE INDUSTRY
The UK’s Leading Glass & Glazing Newspaper
Gareth Mobley CEO, Solidor & Residor
Mike Rigby CEO, MRA Marketing
2016 has been huge for Solidor. We’ve invested in operations, processes, people, and product, marketing and lead generation and broke sales and service level records. And repeatedly broke them.
2016 was a year of two markets. Good, if your premium sector customers were homeowners with money in the bank for home improvement. Poor, if your customers were the squeezed-income majority.
Eighty-five percent of homeowners say security is their top priority when buying a new door. The demand for beautiful security isn’t going to reduce so we’re ready to keep breaking records as our customers keep growing. Solidor customers are growing fast because our composite doors – the most secure you can get - give homeowners the real-life security they want.
Despite the shock which rocked sterling, the Brexit vote didn’t affect the market. The Builders Merchant Building Index (www.BMBI. co.uk), the best indicator there is of broad RMI - home repair, maintenance and improvement - is 5.1% up in the first nine months of 2016 on the same months last year.
In 2016 we launched Residor, the most secure GRP composite door on the market, so homeowners have more choice in real-life security. Customers love Residor because they know security sells, and they get to sell a range of doors with the right credentials. 2017 is set to be another big year as we expand the premium sector of the market, in timber-core and GRP. We’ll continue to provide world-class manufactured doors with world-class service, and continue to increase our market share as a result.
MRA Marketing grew strongly, finishing with two prestigious Construction Marketing Award wins with customers Solidor and Alumasc. Italy may turn against the EU in 2017, and its banks are a time bomb. France, Germany and Holland may turn to the right and unwind the EU. Brexit may go bad. Is Trump, petrol on a global fire? Forget the gloom. The premium market will grow; the rest of the market will stay flat. MRA and our customers are already accelerating into 2017.
www.glassnews.co.uk | January 2017
Martin Nettleton Managing Director, Euroglaze
Graeme Bailey Managing Director, Business Micros
I think 2017 will finally be the year when the new breed of specialist trade resellers in the market fight back against the super fabricators who both supply them and effectively compete with them.
For Business Micros, we’re feeling very positive about 2017. I expect the top 10% of PVC-U manufacturers, who were responsible for so much of our spectacular growth in 2016, to continue investing in bespoke software with us as they look to consolidate their positions in the market place.
I know that there has been real frustration in the market amongst distributors who have had to stand by and watch their suppliers encroach on their territories, and I think that will be good news for medium sized REHAU fabricators like Euroglaze who are well placed to offer these distributors a viable alternative. Euroglaze’s continual investment in training our staff and in implementing the very latest lean manufacturing systems and processes means we can offer the volumes, lead times and quality which these distributors want, but with much more flexible and personalised service, and of course with a guarantee that we will support them rather than compete with them.
Having made significant investments in our installation, programming and support teams in 2016, we’re well placed to continue where we left off last year and, with the FIT show giving the whole industry an important boost in May, I’m confident that this will be another good year – albeit not at the record levels we’ve got used to. For the wider industry, it will be that top 10% who will be in the driving seat – investing in machinery and equipment and doing all they can to bring smaller fabricators away from manufacturing. That will pose an ongoing challenge for the profile companies of course who will need to be wary of losing frame count if those fabricators are tempted away from their existing system.
Tom Swallow Sales Director, Quickslide Ltd / Welglaze Ltd Our plans are well underway for 2017 dictated by Hertfordshire-based Welglaze Ltd joining the Quickslide family. The businesses will run separately but with obvious synergies that will grow Welglaze such as control of all manufacturing processes, obsessive product quality and customer service based upon actually doing what we say we will do. That we expect 2017 to continue to be positive is confirmed by the acquisition: we would not have made this substantial investment in a brand new factory and related systems had our forecasts not clearly indicated continuing growth for 2017. We have positive plans for further investment in Quickslide, part of a continuous cycle of investment that has recently seen the purchase of a Graf welder, which allows us to offer our customers the only vertical slider with seamless welds, an even more authentic replacement. Again, this is based upon our positive forecasts for 2017. We also believe that aluminium windows and doors will make a significant contribution to our growth in the following 12 months. Things are very positive.
Paul Godwin Managing Director, FIT Events Ltd My belief is that any good trade show should be a barometer of the industry that it serves. On that basis and at first glance the UK window, door and conservatory industry is very healthy indeed. Of course, our exhibitors must decide months and even years ahead of the event and for us that process began a year ago when we launched the FIT Show for May 2017 at the NEC. Our last event was in April 2016 of course and it was an extraordinary success with 45% more visitors coming through the door. Again, stand sales surged for 2017 on the basis of more confidence in the event but also, in current and anticipated trading conditions. Brexit had little discernable effect. However, the biggest change to affect the FIT Show and the industry is the advent of the aluminium systems companies who are responding to the surge in interest in aluminium windows and doors in the home improvement sector. As many as one third of exhibitors the May 2017 FIT Show will either specialise in or feature aluminium, many for the first time anywhere.
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VOICE OF THE INDUSTRY
Asa McGillian Managing Director, Apeer Doors, Manufacturer, Lumi Windows We have the reality of Brexit to contend with next year but so far, despite it receiving extensive daily coverage, we have seen no discernible difference to our sales, which also include considerable business in the Republic of Ireland. We operate through two quite distinct marketing routes: for Apeer Composite Doors our business is very much about supporting a large network of trade customers through a sales force and with a wide range of product options. Business has continued to increase for our doors, which are one of the biggest selling brands in the UK and we have forecast that this trend will continue. For Lumi we work homes shows such as Grand Designs to secure interest not only from upmarket homeowners but also developers and architects that are looking for something special. We have already made plans to step up the number of such events we go to, to 13 for 2017, based upon our expectation that the economy at the higher end of the market will continue to thrive. We are very optimistic for 2017.
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Danny Williams Managing Director, Pioneer Trading Essex Ltd The past three years or so have been a big improvement over what went before although I would question many of the claims made by some companies as hyperbole; most growth is at the expense of others. How the next three years will pan out is difficult to forecast because in home improvements in which consumer confidence is the very basis for all of our fortunes, it is very difficult to predict and plan as the mood can turn overnight. With that in mind I am surprised that the market has weathered Brexit seeing how the controversy rages on. However, there is much yet to come, dependent upon how well – or badly – we extricate ourselves from Europe. That may also impact on our growing commercial supply and fit work, which has also been building nicely. The mood here, including some interesting projects in the City, is of quiet confidence and my belief is that unless there is an unforeseen disaster, both home improvement and commercial refurb will continue much as they have been in the past year or so.
The UK’s Leading Glass & Glazing Newspaper
Jason Thompson Director, Glazerite 2017 looks to be a challenging year for the industry as a whole, with growth likely to be minimal. As a company Glazerite are forecasting growth, anticipating an increased demand across our extensive range of products and customer support packages. Despite this, we would still be surprised to see figures reach the same heights as our first sixteen years in the business. Costs will inevitably increase for all sectors this year and is something we have to face head on. Those who are not proactive in their approach will struggle to survive. Further turbulence to the financial markets could also arise should we trigger Article 50. We have to prepare for this challenge and be ready to adapt to whatever is thrown at us. The industry has had a fantastic three or four years with the release of many new and enhanced products, and this continued innovation is something that is vital for the long term benefit of all. The demand will always be there for those who actively look to tackle these issues in the right way.
Sarah Hitchings General Manager, Residence Collection
Joe Kearney Managing Director, Guardian Roof
Haydon Statham Sales Director, Phoenix Doors
We began 2016 with Residence 9, the stunning flush sash window with the widest range of beautiful colours and authentic hardware. It’s designed in Britain for British homes in conservation areas, listed building and period homes. We’ve ended it as the Residence Collection, a different kind of Systems Company, with three new systems that are transforming the market.
This remains a great industry with plenty of genuine businessbuilding opportunities for manufacturers, suppliers and installers with pride and integrity in the job they do.
2017, in my view, will be a somewhat ‘unknown quantity’. Market turmoil, political changes and currency fluctuations since last June’s Brexit vote have left us all facing an unpredictable and changeable future. Plus how will Donald Trump’s presidency affect us here?
Together, the four Residence Collection systems (R9, R7, R8, and R2) are expanding installers’ markets and creating new ones. R9 is the only window that’s designed specifically to match the dimensions dictated by planners for conservation areas. R2 is a strong aluminium-alternative that asks why aluminium? R8 brings character into homes with its unique staff bead. And R7 is cool, sleek and strong like aluminium, but also puts timber in the shade as the top performance flush sash. Residence Collection is growing extremely fast as installers use the four systems to sell new windows to new markets. We’re excited to see where Residence Collection takes them in 2017.
At Guardian Roof we will continue with our drive for expansion. And we will consolidate our position as the UK’s leading replacement roof brand. We’ll do this by focusing simply on the needs or our network of approved installers - helping them to exceed the expectations of their customers with support and a relentless focus on product innovation. In 2017 we’ll introduce the new Guardian Home Extension and our Esprit Guardian Shingles. These follow hot on the heels of our recentlylaunched popular Guardian Slate option which are available in five colours. On the industry as a whole, we’ll be keeping a particularly close eye on the professional bodies’ ability to police standards. Respectable operators and their customers deserve protection if our industry’s full potential value is to be realised. And all of us should care deeply about this.
Predictions of higher inflation in the first quarter, perhaps up to 2.5%, along with rising food bills due to adverse exchange rates on imported goods could dampen demand for home improvement products as people, understandably, tighten their belts. This could have an impact on confidence in our industry. Phoenix Doors, backed by the MASCO UK Window Group, is in a strong position to weather any economic uncertainty and I have every confidence in my products, supporting brochures and route to market. Furthermore, our recent move to larger premises means we can service our customers better than ever before. Overall, I feel the industry will remain resilient and adaptable to inevitable changes. We’re well prepared at Phoenix with a raft of exciting new developments in the pipeline. Going forward, I remain optimistic for the future!
January 2017 | www.glassnews.co.uk
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Mark Walker Marketing & Design Manager, Selecta Systems Ltd It was a manic end to 2016 for Selecta Systems and so far 2017 has continued where 2016 left off! A twice broken record in the months of December and January, for new customers, has seen many fabricators join Selecta to manufacture the most versatile window and door profile system around, Advance 70. The Advance 70 is a profile system in demand with the quality, flexibility and excellent capabilities of the system being recognised.
Gareth Jones Marketing & Technical Director, REHAU
Ian Hunter Director, Sheffield Window Centre
I was very pleasantly surprised by just how buoyant the market was at the end of 2016 – in fact, November was REHAU’s best single month for profile sales since way back in 2014.
Having been named the Installer of the Year at the G-16 Awards, my expectations for 2017 have probably never been higher. This is a great opportunity for us to really grow the business now, following on from 2016 when we had our best year in every way.
Consumer confidence has remained remarkably resilient in the wake of the Brexit vote and, while January is always a difficult month to predict, I am very confident about our prospects and those of the whole industry in 2017.
The release of the Advance 70 Flush Sash, 80mm Traditional Frame and EASiFOLD Doors demonstrates the excellent benefits of the system as all have been integrated in to the existing chamfered and sculptured systems. The uniqueness of this is that to fabricate a flush sash window or EASi-FOLD Door, there is no need for extra machinery, tooling or stock holding – just the addition of a pack of profile.
I would say that REHAU’s growth this year has outstripped the wider market and certainly we have been able to grow our market share – partly as a result of more existing customers transferring onto our five chamber profile and being able to win more business with that, and partly as a result of new customers who have come across to REHAU attracted by the versatility of our product range and our consistently reliable quality.
This is why we here at Selecta are looking forward to 2017 with confidence, enthusiasm and belief.
With all our most recent product launches coming fully on stream in 2017, I expect this trend to continue.
www.glassnews.co.uk | January 2017
I won’t necessarily be targeting growth for growth’s sake though. My priority will be staying on the continuous improvement path which has got us to this point, and maintaining the 99% customer satisfaction score which has given us our fantastic local reputation. I am still a little nervous about the implications of the Brexit vote. We need clarity and quickly about exactly what relationship we’re seeking with the EU. The consequences of continued uncertainty will be damaging whether you’re in the domestic, commercial or new build sector. There will no doubt be more currency fluctuations to come as well, so maintaining good relationships with your suppliers in the face of potential price rises will be more important than ever.
Nick Dutton CEO, Brisant Secure Brisant grew explosively in 2016 as more and more fabricators and installers switched to Ultion, our high security cylinder lock. At the end of the year we moved into a warehouse 12 times the size of the old place to better accommodate our rapidly growing sales, giving us even more room to grow. Ultion transformed the industry because it isn’t just a cylinder lock. It provides real-life security – not just lab test security - and has all the credentials to prove it. The free 10 year £1,000 guarantee against burglary by lock snapping gives homeowners confidence in Ultion. Homeowners personalise their Ultion keys by room or person with several colours of Keycap. They track them by pairing Keyring with their smartphone. Ultion isn’t just a cylinder, it’s a smart technology accessory, and a tool that’s helping fabricators and installers sell doors – that’s why it’s so popular. Regardless of the economy or political climate, security is a key issue for homeowners – 85% say it’s a priority - so we’re expecting the industry to keep switching to Ultion in 2017.
Marco Zen UK and Ireland Sales Manager, AGB
Callum Grant Commercial Director, AluWood Windows
2017 will be a special year for AGB as it’s our 70th anniversary. Reaching such a milestone is a reflection of all the hard work and dedication each of our employees have put in down the years to make us so successful.
We’re expecting 2017 to be a really strong year for aluminium timber composite windows. Fabricators and installers are looking to grow their businesses and there’s a real opportunity for them to get their share of the £77 million aluminium timber composite market.
Markets have changed throughout the years but one thing that hasn’t, is the high quality engineering which makes our products so popular with homeowners. In particular, we see 2017 as the year of the lift and slide door so we’re expecting a good year for our Imago Lift & Slide timber door system. The Imago Lift & Slide door frames the view perfectly with its slender timber frame of just 2cm. We think 2017 will see more homeowners move towards lift and slide doors as they look to create a seamless environment between their home and garden, adding more value to their property. The timber market is growing in popularity for homeowners.
In the conversations we have with fabricators and joiners, we know that they’re looking for window and door systems that look great, are low maintenance for homeowners, and that add real value to their businesses. We will demonstrate the benefits of the AluWood window and door system to fabricators at FIT Show 2017, at the NEC. It’s the perfect product for fabricators looking to enter the aluminium timber composite market. In 2017, we will be investing in marketing the aluminium timber composite windows and doors to support our growing network of fabricator partners around the UK.
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Tony Pratt Sales Director, Composite Wood Company For installers, it’s all about staying ahead of the market and adding value to their range. 2016 proved that Composite Wood is a phenomenally successful product with homeowners looking to add the fastest growing home improvement product to their garden. So we know it can really enhance installers’ offering. In 2017 we will be aiming to grow our network of installers further. We provide lead generation and market support. With more than 13,000 followers on Facebook and a winning retail campaign of the year at the prestigious G Awards 2016, Composite Wood provides a great opportunity. We are finding homeowners want low maintenance, high quality decking and fencing. In 2017 installers will be able to see the opportunities Composite Wood provides at FIT Show 2017. They can also visit our permanent stand at the National Self Build and Renovating Centre in Swindon too.
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Chris Alderson Managing Director, Edgetech UK
Jay Patel Sales Director, Everglade Windows
The continued rise in popularity of bi-folds and wide span sliding doors is excellent news for the fenestration industry. These high value products are fuelling sales growth for many companies.
The recent Palmer Market Report tipped both aluminium and premium PVCu products for further growth in 2017.
Today’s insulated glass unit manufacturers are making a bigger percentage of large units to be installed in the popular doors. However, it’s not just making standard glass units bigger, these oversized IGUs can’t be treated the same as smaller ones. Super Spacer® Premium Plus is specifically designed for big glass units. It has been proven in IGUs of up to 15 metres in length without issues of movement or deflection. It counteracts the effects of exaggerated cavity expansion and contraction as temperatures rise and fall through its flexibility and superior adhesion. As more large glass units are fitted in homes, installation companies have to make sure that they’re choosing the best products for the job. Super Spacer offers them that peace of mind and comes with an industry best 40-year guarantee.
It’s a likely scenario. More and more of our customers are reporting younger, design-savvy homeowners asking for remarkable products to re-create the style of homes they’re seeing on programmes like Grand Designs and George Clark’s Amazing Spaces. One of the biggest growth areas for us has been aïr. The impressive range of aluminium bi-fold and lift & slide doors manufactured exclusively in our West London factory by Everglade creates boundless opportunities for homeowners. aïr is just one of the brands we offer. At Everglade we offer a huge range of PVCu and aluminium products. We work with customers to help them offer more choice and more expertise to homeowners, local authorities and commercial entities and win more jobs. It’s all part of our Happy to Help service, which includes our annual customer conference, full of real business support and advice. We’re already making preparations for the 2017 event.
Alan Malcolm Sales Director, Sealco Sealco is 20 years old in 2017. We’ve seen many changes in glazing over the past two decades but one thing’s for sure, the industry will always need great hardware. We’ll be at FIT Show 2017 at the NEC to show visitors what we can do – and of course to celebrate our journey to becoming a top UK independent distributor of window and door hardware. Putting customers first is at the heart of hardware distribution. We actively seek out the best products from the biggest names in hardware so we can deliver tailored packages to customers. With the right combination of products, we save them time on installation, meet a particular specification or improve long-term performance of windows and doors. You will find us in Hall 8 on stand M60, our in-house experts will be on hand to demonstrate a selection from our extensive product range. Last year we launched the fully reversible Yale Revolution Hinge and in 2017 we’ll have some more exciting new products from the biggest names in hardware. We also have massive stock levels on more than 4,000 product lines, giving customers next day delivery across the UK.
Guy Hubble Joint Managing Director, RegaLead
Richard Gyde Managing Director, Mila
2016 has been a year of monumental political change, the end result of which has the impact on currency markets. Like most businesses, RegaLead had no option but to apply a surcharge. While currency fluctuations have now settled, and I do think we’ll have stability in the dollar in 2017, it has settled at rates that are far lower than 12 months ago. Ultimately, the industry will have to pass on these price increases and the net result will be higher prices for doors and windows along the entire supply chain, including to the consumer.
There is no doubt that 2017 will see price rises across the hardware sector as the fall in the value of the pound post Brexit vote and a rise in commodity prices come together to create almost a perfect storm for manufacturers.
On a more positive note, our industry has always been good at creating and developing new markets. A key driver this year has been colour. One in four windows and doors are now coloured. That’s why 2016 saw RegaLead commission the UK’s first dedicated facility for colour matched profile. ColorLine is a colour matched profile kit service for composite doors that we believe will be a big 2017 margin opportunity for our industry.
As you would expect, Mila is taking an honest and responsible approach by setting out clearly defined surcharge bands which are directly linked to the value of the pound against both the dollar and the euro. Even more importantly, we are also notifying customers of exactly how much of the cost impact Mila is absorbing and how much we are reluctantly having to pass on. With material price increases also set to impact on the market later this year, it will be more important than ever that customers choose the right suppliers, like Mila, who can give them the product innovation, service initiatives and sales and marketing support they will need to win and not just retain business.
January 2017 | www.glassnews.co.uk
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Kurt Greatrex Sales Director, Dekko Window Systems
Mark Pearce Managing Director, KJM Group
Keith White Managing Director, aluplast
Dave Broxton, Managing Director, Bohle
Chris Byers Managing Director, Extrudaseal
The key to thriving in uncertain times is constant effort to stay ahead of the game – and being ever on the lookout for new consumer trends and potential product openings. The market is as fast-paced as it’s ever been – and without that commitment to constant evolution, you’re going to get left behind.
I don’t think Brexit has done us any favours – at least in the short-term. Despite this, going into the new year our order books are looking good and people are at present, clearly still prepared to spend.
We have a low-cost model, which gives us a level of insulation from the uncertainty that we have seen in financial markets but like everyone else, we have felt the pinch of the falling value of Sterling.
It’s fair to say that we should expect some challenges along the way this year but we should also remain confident. Consumer confidence has so far held and the financial markets remain comparatively buoyant. That said, currency volatility will likely continue to have an impact on prices and inflation as the United Kingdom prepares to leave the EU.
It would be our expectation that the round of price increases that we saw from systems companies in response to the fall in the value of Sterling last year and the proportionally increase costs associated with importing materials that came with it, will continue into this year.
Four years ago, we were one of the first fabricators to see the potential in Residence 9. Today, it’s the marketleading timber-look window solution – and, more importantly, highlighted there was a market for luxurious, higher-end home improvement products. That’s what gave us the confidence to go further down that route – designing our own range of premiumquality products with Raum, and, more recently, starting to produce windows and doors with our game-changing seamless Infinity finish. That required us to take calculated risks – to produce Infinity frames, for example, we had to invest in a cuttingedge graf welder machine, still one of only a few operational in the UK. In the long-run, though, it will pay for itself several times over – while giving us an innovative product that end-users love.
But fundamentally, uncertainty isn’t good for business and Brexit, never mind what’s going on on the other side of the Atlantic, gives it to us in bucketloads. My forecast would be that we’re going to see a toughening of market conditions - although not catastrophically so - towards the second half of the year. As always, those people who are just getting by won’t spend, those with money to do so, will. There is more of a rationale to spend right now if you have the cash, because people aren’t seeing such a good return on their investments. This will accelerate a shift that we have already seen towards higher end products, particularly mechanically jointed or seamlessly welded products like the StyleLine or Residence 9 systems and aluminium systems. Other than that, I’d say it’s time to ‘hold onto your hat!’
www.glassnews.co.uk | January 2017
As a global business, aluplast, however, takes a longer-term view and while Brexit is creating a little pain in the short term, we believe that the UK market is robust and will deliver longer term growth. That’s driving our continuing investment in our UK product development programme, which included the launch of the Ideal 4000 SquareLine Casement system and our click-and-fit aluminium cladding system, aluskin last autumn. This allows PVC-U fabricators to tap into the aluminium sector, without significant nvestment in dedicated machinery. It also easily achieves a WER A+, which we believe will have appeal with PVC-U but also manufacturers of traditional aluminium systems. Our strategy is driven by a recognition that enduser demand for premium products is growing but that as an industry we must meet it alongside lower manufacturing costs, if we are to safeguard margins.
If there has been a Brexit effect at all, it is that we have perhaps sharpened our strategy, bringing increased focus to those areas which deliver the highest margin opportunities to our customers. This includes hardware and UV bonding technologies which support glass processors in driving efficiencies through their own operations, our machinery ranges, cutting wheels, suction lifters, and consumables. Probably more significant than Brexit, is the influence of customer driven pressure on prices and lead times, notably in the hardware sector. This is informing the development of our ranges, with focus on hardware including balustrading, partitioning and shower systems, which maximise manufacturing and installation efficiencies, plus pull through of core product.
We haven’t so far increased our prices and I personally think that some of last year’s early price increases were difficult to justify - we’ll have a much better picture of the lie of the land in Q1 this year. We also operate on a relatively low cost model, without the same overheads of systems companies, which allows us to keep costs down – our gasket prices are in most cases around 30% lower than those of systems houses. This is something, which should put us in good stead this year. Component parts perhaps don’t always get the scrutiny that they deserve. Price increases from systems companies last year build the case for buying in gasket from third party suppliers as a way of lowering costs and offsetting price rises.
Ian Longbottom Chairman, Sliders UK There may be some toughening of conditions this year but as we saw from 2008 through to 2012, companies who continue to invest in their product and service offer, will continue to gain market share. This has very much underpinned our own strategy. We completed a 10,000 sq ft extension of our manufacturing capability, just a few weeks ago but what is perhaps more significant, is investment in our product portfolio. This included the launch of four new products last year, including the Ultimate Evolution and Duraflex and Veka Imagine bi-fold doors and the PremiLine PRO patio from Kömmerling. We have selected these products exactly because we believe they offer installers – and for that matter other fabricators - flexibility and opportunities for business growth. I’d also argue that not fabricating non-core products during a time of potential market volatility alongside single source supply, also makes sense. With this investment that we have made and with the products that we offer, plus those in the pipeline, I remain confident about not only Sliders UK’s future but also that of its customers.
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Ben Warren Managing Director, The Window Outlet
Greg Johnson Director, Warwick North West
Mike Bygrave Marketing Manager, Roseview Windows
Sharn Samra Marketing Director, Epwin Window Systems
2016 has certainly been a momentous year, with political and economic upheaval that will have ramifications for years to come. It will be a test for businesses across the world to adapt to the changes that come our way.
At Warwick North West, we’re confident that fenestration can weather the uncertainties of the next few years very well - but we also think it’s hugely important that big changes in the wider economy don’t distract from other issues facing our industry.
Roseview had a great year in 2016, so we’re heading into 2017 confident about the future. We make great windows that are in demand, and we’ve just won an award for our customer service, so there’s plenty to be confident about.
We enjoyed such an exciting and rewarding year in 2016 with new products, great sales performance and winning Best New Product category at the G Awards for Profile 22 Optima. And we expect market conditions in 2017 to continue to show the growth and upwards development that each of our brands has benefitted from in the past 12 months.
In our view, the ones that will thrive in these uncertain times are those that can maintain exceptional customer service and offer an extensive range of highquality products. That’s been the secret to our success here at The Window Outlet. We’ve just topped £2m turnover in only our second year in business – and that’s been down to two things. First, our fantastic selection of premium-quality aluminium windows, doors and roof products, from Reynaers, Schucco, Exlabesa and others. And second, our customer service commitment. Since day one, we’ve striven to provide short lead times and quick quote turnarounds. In 2017 and beyond, I’m confident businesses that can offer that level of dedication will prosper. Sadly, those that can’t won’t.
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Take the skills shortage as an example. You can have the best products in the world, and the most cuttingedge machinery money can buy – but without a skilled workforce you’ve got nothing. That’s why, at Warwick, we’ve made working with young people such a high priority. We passionately believe that we, and other businesses in fenestration, have a duty to help train the next generation of glazing professionals. There’s a wealth of untapped potential out there – conscientious, hardworking young people who just need investment and encouragement to blossom into the fabricators of the future. We’re not a charity – we’re a business that’s committed to continual, sustainable growth, and constantly expanding and improving the range of products that we can provide.
The demand for our industry’s products is still there and as strong as ever. The only thing holding people back was uncertainty about the political and economic situation we find ourselves in. But that’s beginning to recede now. We’re at least two years away from leaving the EU, so I think this year things will stabilise. There are already signs that consumer confidence is returning, and I see no reason why that shouldn’t continue. So as long as companies have a strong foundation and make good products that people want and need, I see no reason why 2017 can’t be better than 2016.
The home improvement sector is, in our view, likely to continue its positive run, subject to the outcome of Brexit of course, which continues to loom over us. PatioMaster, Spectus, Swish and Profile 22 are now well placed to take advantage of home owner confidence after considerable development of each, especially the launch of Optima and the spin off products and systems that all of our brands have benefited from. There is a huge amount of work being generated in social housing as millions of properties require refurbishment. Our customers will also continue to enjoy work from the burgeoning commercial sector that should also continue to be resilient following an unprecedented period of market confidence.
Jeff Pearson Sales & Marketing Director, Jack Aluminium Systems 2016 has been a strong year for us. The number of projects being quoted is up and we’re seeing more people choose the TD68 Jack Door system for secure aluminium commercial doors. This year we’ve successfully tested larger door sizes and new hardware options in multilocking and remote access to PAS 24. This builds upon our popular Q Mark scheme, giving fabricators an easy route to Secured by Design. We’re hearing from customers that SBD is increasingly being specified as a reliable security standard, so we’ve invested strongly to help fabricators meet this growing need. It’s more important than ever that fabricators choose a systems supplier they can trust. That means having a system that’s quick to assemble, saves them money on fabrication and delivers on the things that matter to their customers – thermal efficiency, security, convenience and good looks. The key to giving commercial customers the confidence to invest is through continual innovation, backed by robust third-party testing. In 2017, we’ll continue to test new sizes and styles, so that fabricators can offer customers a truly comprehensive range of commercial doors.
Rob McGlennon Deceuninck For Deceuninck, the last 12 months have been rich with milestones and we finish the year in a strong position. Much of our growth has been driven by innovation, a strategy that is definitely required in uncertain times. Offering added value and differentiation, customers have loved our new best in class products like the Slider24, Fully Reversible Window and the stunning Heritage Flush Sash. Far from battening down the hatches, we will start the New Year with another innovation, rolling out what we believe will be the most talked about brand in 2017: The Heritage Window Collection. Comprising heritage flush, sculptured and chamfered sash windows and doors, customers who’ve had a preview say this collection is one of the most exciting and innovative ranges to hit the market for many years. Identifying, developing and investing in new products that help our customers grow will continue to be our key focus as we develop new opportunities for growth for our customers – whatever the economy may do.
January 2017 | www.glassnews.co.uk
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Gary Grundy Managing Director, Novaseal
Keith Saddler Managing Director, Vista
Helen Costeloe-Hughes Commercial Director, Insight Data
Novaseal finished 2016 on a record high – sales at the end of our financial year were 11% up and October’s sales were 37% up on 2015. This year we launched our exclusive Slim 60 Lantern Roof, a slimline lantern roof that adds a feeling of light and space and is ideal for flat roof extensions. It’s already proving hugely popular.
Wow – what a year! Bought by Eurocell in March, Brexit in June, a National Fenestration Award in December – and yet another year of recordbreaking sales. Where did 2016 go?
Insight Data partners with some of the biggest names in the industry and most of them are bullish about 2017 despite fears over Brexit. We think the year ahead will see many suppliers step up their marketing activity in a bid to really drive sales growth.
Novaseal’s focus on quality, a wide product range and customer service has helped fuel our growth in recent years. Feedback from our customers is that homeowners are looking for ways to boost kerb appeal, make their homes more energy efficient or add extra space with our range of top performing windows, doors, bi-folds and conservatories. I believe this is part of a growing trend of homeowners choosing to “improve not move”, when faced with rising house prices and the high cost of moving. 2017 is set to be another record-breaker for Novaseal with the opening of a new state-of-the-art factory in the spring – watch this space!
No-one knows what 2017 will bring. Barring delays, Article 50 will be triggered in March – and it’s yet to be seen what effect if any that will have on the industry, and construction more generally. But whatever the next twelve months throws at us, at Vista, we’re ready. We won’t let anything compromise the quality and industry-leading service we pride ourselves on. This year, we’ve laid the groundwork for future success with record levels of investment. What’s more, our strengthened partnership with Eurocell will see us offer more innovative products and even better service. We’re hugely optimistic about the future. There’s no doubt – there are challenges and uncertainties ahead. But if businesses stay positive, invest wisely and seize opportunities, 2017 could be one of the industry’s best years yet.
www.glassnews.co.uk | January 2017
We expect 2017 to be our biggest year yet. We’ve acquired new offices to expand both the call-centre and software team, as well as expanding our direct marketing and telesales services. In 2016 we’ve seen more and more industry suppliers reap the benefits of using real-time data in their sales and marketing activity and for 2017 we’re going to help them do even more - our online prospect database Salestracker will now feature a built-in email marketing platform that captures enquiries and converts them straight into sales-ready leads. We’re also working on some very exciting mobile technology to help frontline sales people target more customers across trade, commercial and new-build markets.
Ron Hepburn CEO, Stevenswood What a year! It’s been a big year of change for Stevenswood. We’ve expanded to 14 Local Trade Centres in Scotland and our acquisition of Polyframe Trade Centres Ltd in December brought us into England and Wales, with a further 11. Our goal is to become the leading trade counter distributor in the UK and the Polyframe acquisition has been a major contributor to achieving this. We will continue to grow through a mix of acquisition, organic growth and new sites. Our Local Trade Centre success in Scotland has proven the demand for high-quality manufactured windows, doors, conservatories and well-built designer kitchens. We have impressive showrooms and expert staff, so that installers can send their customers to us to choose their products directly. 2017 is the year we bring Stevenswood’s 20 years of experience to England and Wales. We’re looking to offer a complete expert service for window installation companies across the whole of the UK.
Ben Brocklesby Sales and Marketing Director, Origin We believe that much of what goes on in the world is beyond our sphere of influence. All we can do is ensure we’re primed to take advantage of any opportunity. However, we’re sure that 2017 will present the right economic ingredients for continued growth. Confidence is a major factor in 2017, with companies like Origin being well placed to the growing demand for high quality, UK manufactured products. As long as customer confidence remains high, next year will be fantastic for ‘homegrown’ businesses. There are two major issues facing the housing market. Firstly, many window and door manufacturers are based in mainland Europe, so the affordability of their systems will continue to fluctuate with the Euro. Fortunately, Origin’s products are designed and manufactured in the UK, so will be unaffected. Secondly, the sheer quantity of homes that are required to keep up with demand. Developers will need to be confident that their suppliers will be able to satisfy requirements. Origin has exciting new products being launched in 2017, plus some ingenious ways of helping our accredited partners grow. We are predicting a bright 2017.
John Cooper Head of Marketing & Sales (UK & Ireland), SWISSPACER 2016 was a very good year for SWISSPACER in the UK and globally. We opened a UK distribution centre to serve customers directly. Despite the uncertainties in the run-up to the Brexit vote and the short-term market volatility that followed, SWISSPACER finished 2016 up on 2015 and bang on target. We expect to grow again in 2017. In or out of the EU, Government has pledged to cut carbon emissions and energy efficiency is still a top priority for homeowners and local authorities. In November oil prices reached a 16-month high and experts predict we’ll be paying more for energy to heat our homes in future. High performance components like SWISSPACER make a big difference to energy saving windows, helping homeowners cut their heating bills and save money year after year. Homeowners see energy efficiency as an investment and I’m confident demand for our top performing spacer bar and new triple bar will continue to grow.
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Joe Hague Managing Director, Promac Group Brexit is clearly significant and no doubt it will exert some sort of influence for better or for worse on our economy this coming year. But while it may be there in the background, it’s influence other than that on the exchange rate and some price increases in the supply chain, has so far been limited. The bigger influences on our industry are home-grown. As reported, we have seen something of a shift towards higher end products, including premium PVC-U products or aluminium systems, which are taking growing market share. This is something, which we would expect to continue into this year. The other influencing factor is the technology that is coming onto the market to support fabricators, glass processors and IGU manufactures in meeting this demand with increasing efficiency. This is where Brexit’s impact may in fact be felt. Materials costs are increasing and a future outside the EU could see them rise further. It may also lead to a squeeze on labour. Increased automation will in our view become increasingly important in helping manufacturers to keep a lid on costs, retaining margins, while meeting end user demand for increased quality.
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Richard Kirman Sales and Marketing Manager, IG Doors Trade Division A Very Happy New Year from all the Truedor team at IG Doors. I think it is going to be a really good year. For us, we have the excitement of a brand new factory coming on line with some of the most technically advanced manufacturing machinery I have ever seen. It will add a whole new dimension to how composite doors are produced in the UK and we can’t wait.
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Adrian Vicker General Manager, Siegenia UK
Kevin McClure Managing Director, Rooms & Views
Nigel Bishop Sales Director, Avantek Machinery
A very Happy New Year to all. It hardly seems five minutes since we were doing this last time and what an interesting year 2016 was - with Brexit more than anything else impacting business certainty.
Whereas 2016 will be remembered by many as the year of uncertainty; at Rooms & Views we look forward to 2017 as the year of confidence. To help imbue all who trade with R&V with that confidence, we intend to continue our expansion, supporting our belief that we manufacture premium quality Liniar products for the new build market and our trade counters. Our conviction is that our customers, suppliers, and employees will be reassured as we advance our Quality, Health & Safety and Environmental (QHSE) policies to the full and have such reinforced by the supporting documentation.
2016 was an exciting year for Avantek Machinery and we have no reason to believe that 2017 won’t be even busier for us.
But the thing which really excites me is that we have seen a real shift in the last year in how consumers think about composite doors.
But that was last year, and my hope for this is that we have settled economic trading conditions which will allow us all to focus on what we in the industry are good at – designing outstandingly innovative technical products and delivering them to market backed up by great customer service.
They are no longer distress purchases with security as the main driver; they are now genuine homemakeover products chosen pro-actively as a part of enhancing the home.
This to me is the bedrock of what the industry is all about; it remains a vibrant place for us all to work and live and the challenges are as exciting today as they have always been.
Composite Doors really are now a genuine ‘choice’ for people thinking about enhancing their homes – a new door is now no longer just a functional product, it is a life-style product, and we look forward in 2017 to see this trend growing even further.
At Siegenia we have some outstanding products to offer the market, and we are looking at 2017 as being a year when we can really reinforce our greatest attributes - innovative technical products, backed up by outstanding customer service.
As for 2016 being a year of political change which many believe engendered fear and the subsequent lack of investment, we kept faith with reinvesting in the business model that has served us well thus far, hence our decision to continue with the planned expansion and the launch of our 26,000 sq ft stateof-the-art facility in Tredegar, Blaenau Gwent. We’ve also invested heavily in the latest cutting edge machinery, further supported by bringing on board professionals with invaluable years of experience in the PVCu window industry. We look forward to 2017 The Year of Confidence.
Having moved our Bolton operation to more suitable premises in Derbyshire we are now in a prime location to service customers’ needs nationwide - and we will be opening a 7,000 ft² working showroom in 2017 to showcase a huge range of our machines – an industry first! Because of the reactive nature of this industry, word is rapidly spreading that Avantek is the company to work with when in need of quick, quality service. As part of the Quanex Building Supplies group, we have substantial financial security behind us which enables us to keep a wide range of machines in stock to allow for immediate delivery, rather than the standard industry lead time which can be from six to 12 weeks, including a vast selection of spares available straight off the shelf. I believe that the market will flourish again this year, and with fabricators continuing to expand and improve, this can only be good news for us and the industry as a whole.
Roger Hartshorn Liniar 2016 was a strange year in many ways. Political turmoil dominated the news with the referendum ushering in Brexit, resulting in a new PM; Trump was triumphant in the US presidential election; and we said goodbye to what seemed an endless stream of legends, including David Bowie, Prince and Muhammad Ali. The latter was renowned for many inspirational quotes during his lifetime and one of them – ‘What keeps me going is goals’ – is a philosophy that Liniar has very much subscribed to since day one. One of those goals has been constant investment to ensure that we meet and surpass the expectations of our customers. 2017 will see the opening of our newly constructed 175,000ft² warehouse, enabling us to increase output levels to meet the growing demand for Liniar products. The building will also house an improved showroom and a new training centre to help us meet our goal of helping customers to expand their own businesses, rather than competing with them. We’re confident that 2017 will be another exciting year of expansion and growth for Liniar and its loyal customers.
January 2017 | www.glassnews.co.uk
0117/0099
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GLASS NEWS INTERVIEW: SELECTA SYSTEMS
The UK’s Leading Glass & Glazing Newspaper
SELECTA SYSTEMS:
35 YEARS OF PROVIDING HIGH QUALITY PVCU SYSTEMS & REAL SERVICE FOR THEIR CUSTOMERS Andy Green, Selecta Systems’ Director, talks with Glass News’ Editor, Chris Champion, about the company’s products and their dedication to their customers, plus the versatility of the Advance 70 system to the produce the ‘in’ products of panoramic doors and flush windows.
I’ve been to Selecta Systems on numerous occasions over the years, and for a variety of reasons, but I have never had the full tour. I don’t know why it should, but it surprised me! It certainly isn’t a small operation.
There has always been this misconception that Selecta is a smaller extruder of profile than it is and your reaction is much the same as we get when potential customers visit us. It’s also why we encourage people to see our operation. It’s all under one roof: from mixing, to extruding and foiling. It really is a very neat operation and we are justifiably very proud of it.
It’s not as if you are a new company. You’ve been around for 35 years and have a German engineered range of profiles that are current and very adaptable… It’s our 35th anniversary in 2017, around the time of the FIT Show, and yes the Advance 70 System is very adaptable, even to the point that the newly in-demand flush fit window uses the same outerframe as the traditional window. What makes us different, and unique, is our very personal service. We employ four very experienced and knowledgeable technicians whom cover the whole of the UK supplying
Andy Green
a service to our customers that is second to none. We are certainly not the largest extruder of profile but we support our customers in a very personal way. We know all our customers very well indeed – we trust them and they trust us. No one is tied up in contracts.
That’s an interesting point. There is, presumably, a significant cost to taking on, or moving a customer from another supplier? Generally speaking, it will cost between £3K and a £20K investment from us to take on a new customer.
Glass News' publisher, Christina Shaw watches one of the foiling lines in action
So is it a case of targeting the smaller fabricator? Not at all. Maybe that’s the perception within the market, but we are attracting larger fabricators. However, we welcome all fabricators with open arms.
The Foiling Hall
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Of course though there are many systems companies who are not interested in smaller customers, whereas we really value all business. You have to remember that Advance 70 is a very attractive proposition to a fabricator. The Advance 70 can be fabricated in to a variety of window types, including the new flush sash, as well as composite doors, French doors and the new EASi-FOLD doors. The fact that a fabricator can use the one profile makes a huge difference to their costs and stocking issues. It’s a fully integrated suite.
Loading for delivery
That makes sense. And what about the issue of colour? It seems to be a key factor now. We are no different to any of the other systems houses. We offer 15 colours with 3 off the shelf and the others on a maximum two week lead time. One of the other, and very important, points is that our customers can buy by the pack. There’s no having to buy a full stillage and then having to warehouse it for years. It’s that sort of service that our customers like and benefit from.
For some reason I didn’t expect to see your own foiling operation but it was very impressive. We have three lines running, currently, and a fourth about to be commissioned.
So there is ongoing investment? Very significant investments. Selecta is constantly expanding, recruiting key staff,
January 2017 | www.glassnews.co.uk
The UK’s Leading Glass & Glazing Newspaper
Mixing plant
modifying and improving extrusion and foiling lines and we spend a large budget on marketing. Not marketing Selecta, specifically, but working with our customers to develop their businesses. That is very important to us as it gives the fabricator strength.
I was looking at your website and the ‘Want to start fabrication’ piece caught my eye. You were saying earlier about supporting your customers and you certainly appear to help new and existing fabricators. As it says, we will walk a new or existing fabricator through the whole process, from factory layouts to fabricator training. We ensure that the whole changeover and set-up process is as efficient as possible, with as little impact on the business as possible. We have our demonstration vehicles which are a mobile showroom featuring the range of Selecta products and we will take that out to visit them. Plus we will provide expert advice on the best machinery, and produce a business proposal and quotation for them. Once they have chosen Selecta we will have an experienced team work closely with them, every step of the way, so that they get the best possible start.
Let’s talk about the products… I’ve already touched on the fact that Advance 70 is a very adaptable and versatile profile system and that is important to our customers. If I asked you what products are the must haves today, what would you say?
www.glassnews.co.uk | January 2017
GLASS NEWS INTERVIEW: SELECTA SYSTEMS
Warehousing at Selecta Systems
Just one of the extruding lines
Andy Green shows the versatility of Advance 70 with the Easifold bifold
Off to the mixing plant
I’d want flush windows, sliding doors and bi-folds and, I guess, colour. And if I said that you could fabricate all those from Advance 70 without the need to stock additional profiles?
a small company. As you’ve seen for yourself, we are definitely not small! As far as marketing is concerned, we are up there with the very best. Many companies promise the earth and don’t deliver. We very definitely deliver on our promises.
I’d be pretty excited.
The marketing support isn’t just for fabricators but also for installers, too. After all, they are the ones selling the products.
And that’s an important part of Selecta’s appeal to our customers. It’s not a modified system - Advance 70 was developed from scratch by our German engineers. It’s 100% lead free, virgin PVCu, and 5 chambered, available in both chamfered and sculptured with a single knock-in bead and a PCE gasket for fast installation. It’s a truly integrated system.
Apart from the range of window and door products, I noticed on one of your wall charts a reference to a Holiday Home System. Can you explain that?
Where we have been clever, is utilising Advance 70 for additional products such as panoramic and French doors. The EASiFOLD doors, you can see these on our YouTube video, can have from two to six sashes which glide and fold individually. I really should mention the flush fit window. It is obviously currently in vogue and demand. A fabricator of Advance 70 only needs to purchase a section of profile to be able to make a flush fit window – no extra machinery or stock holding. That’s very attractive.
One thing I must touch on is your marketing. You have a great deal of very impressive, quality literature… It is the same in everything we do, from our products to our literature – everything is high quality. I think that because we are a system company that is prepared to work with small to medium fabricators, people think of us as
The holiday home industry is extremely lucrative, both in new construction homes and refurbishment projects. Selecta's product range is purpose designed for this market, with profiles designed to fit directly into holiday homes, providing better insulation and no maintenance. Security is enhanced too, an important factor for homes that are regularly left unoccupied.
Selecta Systems is well known in this sector and our Vantage Holiday Home System is the must have product for those wanting to add diversity to their business.
And you, Andy. How long have you been with Selecta? Although it sounds like a long time, my 27 years at Selecta have gone all too quickly. And I’m not the only long service employee. People are inclined to stay at Selecta. It’s a well-founded, privately owned company that is prepared to invest for the future. Our team enjoy working here and enjoy developing our customers. It sounds corny but Selecta and its customers are a family, and our honest dealing and working with customers pays off.
Are their further developments in the offing? We shall never stand still. We have a 9 acre site here, so there is plenty of room for expansion!
Installation is fast and straightforward with a unique patented fixing system, and the system is available in white and woodgrain finishes. So your question is why are we in that market? The answer is that we saw an opportunity in a vast market that was underserved. It also means that we can offer our customers a completely new market that they will have been unaware of, with the opportunity to expand their business. There will be few systems companies offering an opportunity like that to their customers. We were actually the first to launch such a system back in 1996.
READER ENQUIRY NO:0117/0100
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CLADOVERS
The UK’s Leading Glass & Glazing Newspaper
WHERE’S A POLICEMAN WHEN YOU WANT ONE? At the risk of boring the rest of the industry who have no part to play in the Cladovers, Glass News’ Editor, Chris Champion, has been pursuing the issue to try and identify a way to legislate against the ‘cowboys’ who threaten to blacken our industry’s name. They are doing this by ripping off homeowners that think they are buying a legitimate replacement solid roof on their conservatory but end up with a Cladover. In mitigation for boring our readers, Glass News believes that Cladovers could have a lasting and detrimental effect on our industry, as ripped off homeowners will associate the ‘cowboys’ with the rest of the glass, window, roof and door industry. In this case it isn’t the boys in blue, although if you’ve had a bike nicked out of your shed or someone has sideswiped your car and driven off, you could be excused for making that plea. In this particular case it’s referring to policing of Building Regulations. With the issue of Cladovers having raised its head in the last two editions of Glass News, Chris Champion has been trying to find out where the regulations have fallen over and let unscrupulous installers rip off the homeowner by supplying and fitting a Cladover as opposed to a bona fide, fully tested and building control regulated solid roof, to replace an existing polycarbonate or glass roof.
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The quest for information has been across a variety of organisations, from the LABC and the GGF, and from Trading Standards to the Citizens’ Advice Bureau. Everyone seems aware of the Cladover problem and know that something needs to be done. However it seems that so much is down to individual interpretation that the advice on the need for Building Control that any individual may get, is dependent on where they live. If that sounds like a lottery, it’s because that’s exactly what it is. What also becomes clear is that the use of the English language can be blamed, too. It is said that the current Building Control legislation is to blame for not being specific in what it says. On top of that, typographical errors can also be blamed. In legislation you may ask? Something as simple as grammar or a typo? When the legislation was drafted for planning permission for erecting additional structures to a home, such as a conservatory, no planning permission was required for structures under 3m2 (32 sq ft), less than 3 metres in height and more than 2 metres from a boundary that fronts a highway. That’s pretty straightforward. However, Building Regulations are different, and the size threshold for an exemption is higher, albeit with added conditions. To be considered exempt from the Building Regulations, a conservatory (or porch) must be: • Less than 30m2 (323 square feet) in area • At ground level • Thermally separated from the main building • The glazing must comply with Parts K4, K5.1, K5.2, K5.3 and K5.4 of Schedule 1 • The building’s heating system must not be extended into the conservatory or porch That reference to 30m2 is the interesting bit. Anecdotally, but mentioned by a number of different people, the draft of the legislation referred to any structure over 3 m2 was deemed to require building
regulation, in other words, a sensibly sized porch. In between the draft and the final document that 3m2 became 30m2! A typo! Hence why some local authorities will tell a homeowner that they don’t require building regulation – ‘the new structure is just a porch, not requiring building control.’ In the 2002 update to the legislation it then stated that any structure that consisted of 75% glass and was being changed by the addition of a roof, or connecting the home’s central heating to it, may need building control. Instead of saying ‘will require building control’, it says ‘may’. A little word but one that allows a wide variation of interpretation. In talking to LABC it became clear that rather than the LABC being the body that controls building regulation, they are a membership organisation for Local Authority Building Control (LABC). The individual local authorities are their own masters and interpret the loosely worded legislation as they see fit. You could argue, legitimately, that every authority should be singing off the same song sheet but, with such loosely written legislation and every local authority being masters of their own domain, is it surprising that Norwich may say, “Don’t worry, it’s a porch”, whereas Leeds may say, “You need Building Control”? So where are the policemen? The onus, actually, is on the homeowner, and if anyone was to be prosecuted, it would be them for failing to get proper building control. So the policemen are the local authorities but it is unlikely they will know about the majority of structures being worked on. Conservatories are often tucked away behind houses and hidden from prying eyes. So who should be policing the Cladover scandal? You need to go a layer higher than the LABC, to those who write the legislation and that falls on the DCLG, the Department for Communities and Local Government. At the end of the day, it falls to The Rt Hon. Sajid Javid MP, Secretary of State for Communities and Local Government.
Just a browse of the DCLG website brings home the enormity of the problem. There is lots of talk about deregulation, simplifying things, devolving of powers and so on. Rather than strengthening regulation it’s all about relinquishing powers. It is said that if someone like the LABC wanted to bring in a new regulation, the government want them to ditch two existing regulations in exchange. Is that really the way to set better standards or regulation? They also encourage third party building control whereby organisations can set themselves up in competition to the Building Control supplied by local authorities. Healthy competition, of course. But if local authority Building Control costs, say, £300, and the competitor £200, who is the homeowner going to choose? The local authority is going to check all relevant aspects from footings to cold bridging and actually look on site. Then there are the others who will issue Building Control Certificates on submission of photographs. If the government is going to encourage competition, surely it should be a level playing field? In the quest for information, other things raise their heads. The VAT office is doing little to help the situation when Cladovers fall into the 5% VAT rate and solid roofs hit the 20% rate for VAT. It sounds like an encouragement to flout the regulations. The immediate reaction is that if a homeowner is ripped off by a Cladover Cowboy, surely they are going to be straight on to Trading Standards? Even that is not clear cut. Trading Standards say that with the budget reductions and the closing of many local Trading Standards offices, the route for the public is through the Citizens Advice Bureau….and Citizens Advice say “unfortunately we don't have any complaints statistics on this problem so are unable to help further.” A conversation with James Lee, Director of Marketing and Communications at the Glass and Glazing Federation, was helpful, although it was felt that it didn’t directly affect their members. James was going to ensure that the
Conservatory Association were aware and he was happy to help in any way that might help inform his members or the public. And that’s what is interesting. Every organisation has some knowledge of the Cladover problem and would like to help in some way but no one has the budget to warn the homeowner as to what they should be looking for before contracting someone to replace the roof on their conservatory, with a solid roof. Consumer campaigns are notoriously expensive and it is no wonder that that is a route that would be hard to follow. However, there is some light at the end of the tunnel. Short of getting the Rt Hon. Sajid Javid MP to sort out the legislation, the industry can join in giving good advice to the homeowner and trying to agree a document that all organisations could put on their websites. It could state who the bona fide companies are, and which products the homeowner should be looking for. Forewarned is, after all, forearmed. There is a thriving and successful solid roof industry out there that is supplying a great quality product. There is also a market of around 5 million conservatories that will, in the fullness of time, be candidates for a quality solid roof. The least we can do is our level best to protect the public from the cowboys that are infiltrating our industry and work together to tell them of the legitimate products, through websites and social media. After all, most homeowners use the web in some way, shape or form, to research products and companies, and will undoubtedly look at LABC, GGF and other organisations’ websites, as well as those of the branded solid roof companies. If we can ensure that a document that warns of the risks the homeowner faces if they land themselves with a Cladover as opposed to a quality solid roof, is published on the relevant websites, we will have gone some way to show that we are a responsible and caring industry.
READER ENQUIRY NO:0117/0101
January 2017 | www.glassnews.co.uk
CLADOVERS
The UK’s Leading Glass & Glazing Newspaper
SOLID ROOFS – LATEST OPINIONS CONDEMN WRAP-OVER ROOFS AS THE MOST LIKELY TO OVERSTRESS EXISTING ROOF AND WALL STRUCTURES Leading tiled roof manufacturer Supalite is now issuing all homeowners with a copy of the LABC produced ‘Viewpoint’ home-owner advice leaflet to ensure they are aware of potential dangers when looking to buy a replacement conservatory roof. It is a policy Supalite has undertaken following a meeting with LABC Head of Learning and Guidance Dave Ewing to express their concerns about the potential pitfalls of wrap-over solid roofs, and to explore what action the authority is taking to ensure compliance. Explains Operations Director for Supalite Steve Hacking “Replacement tiled roofs for conservatories are a reasonably new product. As such there is a limit to the amount of information available to homeowners looking to replace their existing conservatory roof with a new tiled roof and they need to be aware that there are product types in the market which do not necessarily meet all the criteria they could do”. “I am particularly talking about ‘wrap-over’ roofs – where an installer will simply ‘wrap’ a new tiled roof over an existing conservatory roof installation. They look for all the world as good as a full replacement, but there are inherent potential faults in the installation from day one”.
“Under Building Regulation guidelines all solid replacement roofs need to be submitted to the appropriate council authorities for approval and this entails the provision of structural calculations”. “To simply fit a new roof on top of an existing structure is fraught with danger and can be subject to issues such as collapse and other significant performance failures”. “It is something which really concerns us and it is why we raised it with LABC. Ours is no different to any other industry – a product concept comes to market and the first thing
that happens is that suppliers try to find a cheaper way of providing what on the surface of it appears to be the same thing”. “But it isn’t. The original conservatory will have been designed and manufactured to carry a certain weight-loading for the roof. A ‘wrap-over’ roof installation adds to that weight – effectively the conservatory has two roofs, and it was never designed to do that from a structural point of view”. ‘Wrap-over roofs are the most likely type to cause over-stressing’
“It is reminiscent of the fascia and soffits sector where the companies which wanted to do the job right to provide a long term building solution to a home-owner would always take off all the existing roofline products and replace them fully. Later entrants to the market offered a ‘clad-over’ system much more competitively, but it didn’t take long for the industry to realise that in fact they were storing up real problems for the future which were unseen to the consumer”. “It is the same now in our sector, and I am delighted that LABC shares our view. Their stance is simple – wrap over roofing is the most likely of any replacement roof solution to cause over-stressing of an existing structure”. “LABC has agreed with us that wherever we become aware of wrap over roofs being installed without a Building Regulation Application then that installation should be reported so that the local authority closest to the installation can go out an inspect it and take the appropriate action”. “It is important that suppliers such as ourselves help to get the message out to home-owners who are potentially considering going down the wrap-over roof route. It is not about Supalite, it is about the consumer – and using the independent third party ‘Viewpoint’ leaflet provided by LABC gives it total credibility”. “LABC has responsibility for ensuring that Building Regulations are met at all times with regards to solid replacement roofs and it is important we give home-owners access to their information”. For more information about LABC www.labc.co.uk For more information about Supalite www.supaliteroof.co.uk.
READER ENQUIRY NO:0117/0102
www.glassnews.co.uk | January 2017
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HARDWARE
The UK’s Leading Glass & Glazing Newspaper
NEW LEVER HANDLE
FOR WARMCORE FOLDING SLIDING DOORS
NEW VIDEO SHOWCASES SMARTSECURE SOLUTIONS A high quality, professionally animated video has been commissioned by Carl F Groupco to promote SmartSecure. The three minute film depicts the capabilities of the company’s state-of-the-art SmartSecure solutions for electronic door locking and smart access control.
of a SmartSecure installation in their home. Smart access technologies illustrated in the video include the app based ‘SmartConnect easy’ and ‘SmartTouch comfort’ - pioneering technology which, with an active transponder in the user’s pocket, allows entry by simply touching a sensor.
With particular focus on access control options, the video enables end-users to visualise the application, and advantages,
The video can be viewed on the SmartSecure website www.smartsecure.co.uk or via the Carl F Groupco You Tube channel. Designed for sales and training purposes, it is available free of charge for customer use including showrooms to support demonstration products.
"Designed for sales and training purposes, it is available free of charge for customer use including showrooms to support demonstration products."
Tel: 01733 393330 www.carlfgroupco.co.uk www.smartsecure.co.uk
The innovators behind the WarmCore folding sliding door system have introduced a new, classic handle style to offer a wider choice to customers. The new high-security lever/lever handle is perfect for those looking for a modern, market-leading folding sliding door with a more traditional twist. It’s particularly well-suited to residential and French doors which are more conventionally paired with lever/lever hardware. With a solid extruded aluminium baseplate to safeguard the cylinder, tested to PAS24 standards, you know your customers will be satisfied that the lever/lever handle surpasses British standards for highsecurity door hardware. Andy Jones, Synseal Group Sales and Marketing Director, explains: “At Synseal Group we aim to be at the forefront of innovative new products and styles, and
Images illustrate Carl F Groupco’s new video detailing applications of SmartSecure, the company’s electronic door locking and smart access control solutions brand.
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READER ENQUIRY NO:0117/0103
“We are very proud of the elegant, sleek design of the original WarmCore door handle, but we also understand that some customers prefer traditional styles which match the other hardware in their homes."
we have proven this with the introduction of the WarmCore aluminium folding sliding door system, which is up to 25% more thermally efficient than traditional aluminium systems. “We are very proud of the elegant, sleek design of the original WarmCore door handle, but we also understand that some customers prefer traditional styles which match the other hardware in their homes. “This consumer choice shouldn’t mean they can’t reap the benefits of WarmCore’s advances in product design and thermal efficiency. That’s why we have introduced a traditional lever/lever handle for WarmCore doors as a no-cost increase option, offering maximum choice for our customers to choose the style they are most comfortable with, whether that be a classic look or something more modern. “The original WarmCore handle with a graceful curved finish has proven to be a popular style and we will continue to invest in and continually improve all of our hardware options to offer the best products for our customers.” The lever/lever handle is available in Matt Black, Satin Silver and Brushed Graphite, each chosen to complement the WarmCore door’s distinctive range of four powder coated colours including Heritage Cream and Anthracite Grey. The new lever/lever handle is now in stock and available at no additional cost on all WarmCore door systems.
READER ENQUIRY NO:0117/0104
January 2017 | www.glassnews.co.uk
0117/0105
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AUTUMN STATEMENT 2016
The UK’s Leading Glass & Glazing Newspaper
SOMETHING FEELS DIFFERENT
Statements from the Chancellor of the Exchequer aren’t always cause for celebration, but this one has left us feeling cautiously optimistic. Chris Coxon, Head of Marketing at Eurocell plc, takes a view. Wrapped up as the National Productivity Investment Fund – £23bn between 2017 and 2021 – Chancellor Phillip Hammond’s Autumn Statement outlines investments in housing, transport, digital communications and R&D. Within that there’s a £2.3bn housing infrastructure fund, £1.4bn for affordable housing and £1.7m for accelerated construction to speed up house building on public land. This is obviously welcome because of the pressing issue of housing affordability. If the Government can pump-prime supply then it would be hoped eventually that the improvements in meeting demand would reduce prices – at least at the ‘bottom’ end – and enable the next generation of home ownership. (As an aside, one topic rarely discussed in respect of housing affordability is how much
money large mortgage payments and high rents take out of the real economy, such payments vanishing into institutions and funds and not into the high street).
We will have to wait for the detail of policy in the expected Housing White Paper, to be published ‘shortly’, according to the Treasury. There have been strong hints that offsite construction will feature strongly.
Philip Hammond’s Autumn Statement had no real surprises for us and included everything that what we expected. Overall, it was a glass half full announcement, and those naysayers must remember that it could have been worse. We are thrilled that the Government is going to provide funding to help deliver 100,000 new homes in high demand areas, and 40,000 extra affordable homes. This will give a major boost to our trade partners, especially those with ambition to grow
The difference this time – maybe – is that this Government understands that its ambitious housing targets will not be met without a sea-change in how housing is delivered and
And there’s something for innovators in the tax regime too. As the statement said: “To ensure the UK tax system is strongly proinnovation, the government will review the tax environment for R&D to look at ways to build on the introduction of the ‘above the line’ R&D tax credit to make the UK an even more competitive place to do R&D”. – here’s the important bit – that policy must drive a change. To achieve its targets of 200,00
“To ensure the UK tax system is strongly pro-innovation, the government will review the tax environment for R&D to look at ways to build on the introduction of the ‘above the line’ R&D tax credit to make the UK an even more competitive place to do R&D”.
locally. We would have hoped for a small caveat in the Statement that specified the work must done by UK businesses, but you can’t win them all. It was also pleasing to hear support for UK businesses that export overseas, although we would have liked to have seen a little more. This support will allow us to move further afield and pitch for bigger contracts that previously seemed unattainable. Although there was no direct mention of manufacturing in the Statement, which might be due to the uncertainty of Brexit still lingering over us, there was still a glimmer of confidence throughout. UK businesses might have hoped for the releasing of tax, allowing us to reinvest in ourselves, but if companies continue to spend I am sure we will start to see some growth. For Origin, it continues to be business as usual. We have always relied on our product quality and the unbeatable service we provide, as well as unrivalled lead times on our systems, and this is never going to change. For further information on Origin, please visit www.origin-global.com READER ENQUIRY NO:0117/0107
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The exciting bit, for us, was news of the creation of industrial strategy challenge fund – loosely based on the US’s DARPA programme. The areas which the fund will focus on will be decided in due course, yet let’s hope it doesn’t get too hung up on ‘funky’ tech, and encompasses more prosaic sectors such as ours.
Admittedly, we’ve been here before: construction is a cyclical affair. When skills shortages threaten, thoughts turn to factory-based production; call it prefab, offsite, modern methods of construction, pre-manufacture or flying factories. This would represent a radical departure from how building products currently arrive on site, and caution needs to be maintained if whole sectors of manufacture are not to be detrimentally impacted by this.
THE AUTUMN STATEMENT Comment from Ben Brocklesby, Sales and Marketing Director at Origin
builds (some say 250,000 to 300,000 are needed) per year, the current methodology has to be challenged and the regime appears to at least be mindful of that, if not quite yet offering solutions.
Depending on how both these initiatives play out, it sounds like good news at the moment and the right words and actions from Government provide some reassurance that our investment in innovation today will bear fruit tomorrow. For more information about Eurocell, call 0800 988 3049 or visit eurocell.co.uk. READER ENQUIRY NO:0117/0106
NIGEL REES,
GGF CHIEF EXECUTIVE:
“Yet again the Autumn Statement announcement offers little to the construction sector and in particular the glass and glazing industry. It was disappointing that the Chancellor made no mention of energy efficiency. Although it was positive to hear the plans for new housing, it is a great shame that the Government has failed to address the main problem regarding energy efficiency and that is improving the existing housing stock. It seems futile to build new houses and generate more energy, whilst energy continues to be wasted through inefficient homes. We now must wait in anticipation for the Government commissioned Bonfield Report “Each Home Counts”. Will it be the panacea for making existing homes more energy efficient? Or will it be another Green Deal? We wait in hope that it will consist of some consumer incentives and solutions to improve the UK’s energy efficiency.”
READER ENQUIRY NO:0117/0108
January 2017 | www.glassnews.co.uk
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G16 AWARDS - THE WINNERS!
The UK’s Leading Glass & Glazing Newspaper
GLAZING INDUSTRY SALUTES ITS BEST IN THE G16 AWARDS The best of the best in glass and glazing have once again been recognised at the G16 Awards held at a special Gala Dinner and Awards evening at the London Hilton Park Lane on Friday (Nov 18).
• Glass Company of the Year: Dual Seal Glass
More than 600 industry people and guests applauded winners chosen by a panel of independent expert judges at the annual event, this year hosted by comedian Milton Jones.
• Customer Care Initiative of the Year: Roseview Windows
Winner in the Best New Product category this year was Epwin Window Systems with the Optima PVC-U system from Profile 22.
THE OTHER WINNERS WERE: • Fabricator of the Year: Solidor • Installer of the Year: Sheffield Window Centre • Conservatory Installer of the Year: Sherborne
• Commercial Project of the Year: Glassolutions • Training and Development Initiative of the Year: Quickslide • Promotional Campaign of the Year (Retail): Composite Wood Company • Promotional Campaign of the Year (Trade): Mila • Component Supplier of the Year: Thermoseal Group
The Unsung Hero, in the new category launched last year, was Jude Knowles of Business Micros. The Derek Bonnard Award for Excellence was awarded to the Glass & Glazing Federation. The choice of trophy winners was tougher than ever this year, as G-Awards organiser Tony Higgin explained: “In every one of the categories, the judges reported that the results were very close, reflecting the excellent standard of entries among all of the 30-plus finalists. Also, the overall number
of entries, as well as the near-record attendance at this year’s event, are a clear indication of the regard in which these awards are held. “Every one of the winners should be proud of their achievement as we are proud to recognise them with these trophies.” The event was sponsored by a number of leading industry organisations including: Business Micros, Deceuninck, Emplas. Epwin Window Systems Division, ERA, GGF, Mila, Pilkington UK, Polyframe, Saint-Gobain Glass UK, Swisspacer, Synseal, Thermoseal Group, VBH and The VEKA UK Group. An extensive gallery of video clips and pictures of the event, including all the winners is at: http://www.g-awards.com/ winners-gallery/, http://www.g-awards.com/g16-image-gallery/, http://www.g-awards.com/g16-event-highlights-video/
ROSEVIEW WIN CUSTOMER CARE INITIATIVE OF THE YEAR Sash window specialists Roseview have topped off a phenomenal 2016 with a win at the prestigious G16 Awards. Wowing the judges with its range of customer care programmes, the respected fabricator was presented with the prize for Customer Care Initiative of the Year at a glamorous awards evening held at the Park Lane Hilton, London. Focusing on customer care has been a key theme at Roseview over the past year. From opening a new showroom that allows customers, architects and specifiers view their Rose Collection sash windows in situ, through to developing a range of marketing materials and specifier support programmes, Roseview has concentrated on making sure that the quality of their service matches that of their products.
Another important feature has been Roseview’s sash window school, which has been running since the beginning of the year. The brainchild of company MD and sash window veteran Willie Kerr, the school educates installers about what has become a highly lucrative product area, through a range of half-day courses. These courses have seen an excellent uptake, with roomfuls of eager installers wanting to learn more about how to succeed in the buoyant VS market. “We’re absolutely delighted to have our efforts recognised in this way,” commented Mike Bygrave, Roseview marketing manager. “We all know the market is getting more competitive, and installers need high-quality products to help them stand out from the crowd. The customer
Further information on the G-Awards is at: http://www.g-awards.com/
care initiatives we’ve put in place this year will help them do that, while supporting them every step of the way.” “This G16 award will take pride of place next to our G13 New Product of the Year award. It really means a lot to us as it shows our customers that we can provide them with both award-winning products and an award-winning service. That’s something we’re very proud of.” Roseview’s Rose Collection comprises three high-end uPVC sash windows - the Charisma Rose, the Heritage Rose and the Ultimate Rose. The Charisma Rose is made with the Eurocell profile and is the most competitively priced window of the three. Both the Ultimate Rose and Heritage Rose are made with Rehau profile, and are the perfect replacements for a timber box sash. The Ultimate Rose, which won Best New Product of the Year at the G13 awards, has since been improved even further, and now stands as the most authentic uPVC sash window product available anywhere in the UK. For more information visit www.roseview.co.uk or call 01234 712657. READER ENQUIRY NO:0117/0112
READER ENQUIRY NO:0117/0111
REHAU CONGRATULATES CUSTOMERS
ON THEIR SUCCESS AT THE G-16S
REHAU is congratulating customers Sheffield Window Centre and Roseview Windows on their success at this year’s G-Awards.
up the award for Customer Care Initiative of the Year for their new programme of installer training courses.
Sheffield Window Centre were named Installer of the Year, while Roseview picked
It was the fourth year in a row that a REHAU customer has won the Installer of the Year title, proof the company says that REHAU profile remains the fitter’s favourite. REHAU’s Marketing and Technical Director Gareth Jones said: “Both companies have been REHAU customers for many years and both are very deserving windows – demonstrating real commitment to excellence and innovation. “We always encourage our customers to enter the G-Awards because it’s such a good showcase for all that is best in our industry, and winning an award or even being a finalist brings huge sales and marketing benefits. This time around, more REHAU customers than ever were finalists, with Astraseal, Chatsworth Windows, Euroglaze and The Window Company (Contracts) all making the shortlists, which was great to see.” READER ENQUIRY NO:0117/0113
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January 2017 | www.glassnews.co.uk
G16 AWARDS - THE WINNERS!
The UK’s Leading Glass & Glazing Newspaper
SHERBORNE SCOOPS G16 AWARD Sherborne Ltd has won the coveted title of Conservatory Installer of the Year at the recent G16 awards.
Chris Long, Managing Director at Sherborne Ltd, accepted the trophy at the glamorous event, which was held once again at the Hilton Hotel in London. He said: “The G16 Awards are the most prestigious awards for the glass and glazing industry and this award was truly well deserved by the entre team at Sherborne. Our family business has a 25-year pedigree and I’m incredibly proud for us to now be named as Conservatory Installer of the Year.
Chris Long of Sherborne collects the G16 trophy
www.glassnews.co.uk | January 2017
“Our conservatory installation department continues to grow and manages a host of projects, some of which are very complex.
This award honours the terrific design and installation skills of the team and our commitment to ensure that the client’s satisfaction is at the forefront of every conservatory installation.”
Sherborne is a leading installer of windows, doors, conservatories and orangeries. The company delivers a complete installation service and provides expertise in building regulations, structural calculations, SAP ratings and heat loss calculations as well as numerous build over agreements. Sherborne has two showrooms - one in Farnborough, Hampshire, and one in Windlesham, Surrey. Tel: 01252 370917 www.sherbornewindows.co.uk
READER ENQUIRY NO:0117/0114
81
CAREERS
The UK’s Leading Glass & Glazing Newspaper
CAREERS RECRUITMENT & TRAINING
See more positions online at: www.glassnews.co.uk
Helping you find & place positions. If you are looking to recruit, contact us today for prices! Email: christina@glassnews.co.uk or Tel: 07805 051322 NEW APPOINTMENT
NEW APPOINTMENT
MADE FOR TRADE NEWCOMER
NEW MANAGING DIRECTOR AT
CELEBRATES 40TH YEAR IN THE INDUSTRY
CDW SYSTEMS LIMITED
Experienced home improvements and glazing professional Trevor Hopper, is the latest addition to the growing team at Made For Trade.
Mike Davis has been unveiled as the new Managing Director of Gloucester-based aluminium specialists CDW Systems Limited.
Having served the industry for almost 40 years, Trevor stated he is ‘immensely proud’ to join the flourishing bi-folding door, lantern roof, and conservatory roof manufacturer as a Trade Sales Manager. In particular, he will be championing and demonstrating the company’s self-designed, Korniche lantern roof to installers and trade customers across the UK. Trevor explained: “Having known Made For Trade’s directors, Bradley and Richard Gaunt, for a while now, I have always appreciated their innovation and attention to detail. Their focus on product quality, good customer service and competitive pricing has always impressed me so I am absolutely delighted to be joining the company at such an exciting time.” Having been designed from scratch by Made For Trade, the Korniche lantern roof features components that have never been used in other roofs and fixings that are all hidden to allow for very slim unbroken sightlines. In addition, no trimming or cutting to size of any profile is required on site, with every part connecting together for a quick and easy installation.
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what all the excitement is about!” Managing Director, Bradley Gaunt, said: “I’m delighted to welcome Trevor into the Made For Trade family. His vast experience in the sector will be a great advantage for us as we continue to expand the company and increase production on all of our products“.
The lantern requires no silicone sealant in the roof structure itself, with the only silicone required being between the base of the eaves beam and the existing structure. The Korniche is also fully thermally broken to give the lowest U-values and features an innovative all-in-one glass lock and retainer to ensure the locating and locking of the glass is easy and secure. Trevor added: “I can’t wait to get behind the company’s new Korniche lantern roof - it is a fabulous, innovative creation and just what the market is looking for right now. It benefits both homeowners and installers with its aesthetically pleasing appearance, expertly engineered design, and quick installation.” He continued: “I am looking forward to getting out in the field, meeting customers and demonstrating this new and unique product to them. Anyone involved in the Lantern Roof market really owes it to themselves to see
Trevor’s appointment comes as the company celebrate another successful year, having expanded factory space significantly for the third year running, increased employee numbers to over 80, added more vehicles to their delivery fleet, and ordered extra CNC machines to help aid production. In addition, Made For Trade made their debut as an exhibitor at the FIT Show in April, where they unveiled the Korniche to an overwhelming positive response. They are due to attend the event again with a larger stand in 2017, when the show moves to the Birmingham NEC. For more information on the Korniche lantern roof, contact Made For Trade on 01642 610799 or visit www. korniche.co.uk . If you would like to see a demonstration of the Korniche at your premises, please call Trevor Hopper, Korniche Trade Sales Manager, on 07712 674982. READER ENQUIRY NO:0117/0115
He takes over from Jerry Webb, who becomes Group Chairman. Mike will be focusing on driving the business forward in the coming months and years.
strength to strength in the commercial market and, more recently, become the front runner in the revived domestic aluminium market. I’m excited to be given this opportunity at such a pivotal time for CDW and I aim to continue Jerry’s excellent work and play my part to ensure the continued success of the company.
He will be responsible for overseeing CDW’s operational tasks; as well as the day-to-day management of the business.
“I am looking to grow the business with the help of our existing customer base, new business across the UK and by launching new, innovative products that will really benefit installers. As we expand, I am also keen to uphold our long-standing company values such as our unrivalled customer service as well as our ongoing commitment to local employment.”
Mike comments: “During my time at CDW, I have seen the business go from
The change comes at a good time for CDW as the business recently celebrated
He has been working in the industry since the 1980s and has been employed at CDW Systems for 11 years, where he joined as Sales Administration Manager before rising through the ranks to become a Director.
a record year of trading, which saw group turnover increase by 19% on the same period as last year hitting £10m turnover for the first time in the business’ history. This landmark milestone follows year on year growth at the company and new Group Chairman Jerry Webb attributes the increase in sales to its existing customer base boosting its order books and ordering more aluminium windows, doors and specialist products. Talking about his new role, Jerry stresses that he is not stepping down or moving aside and will still connect with key contacts and customers. He comments: “My focus now is working on, as well as in, the business. I will review the strategic direction of the group and identify new opportunities in new markets. I am confident Mike will do an excellent job in running the business and helping CDW scale new heights on our journey to become an unrelenting force in the aluminium market.” CDW Systems has been operating for twenty-four years as an aluminium specialist, manufacturing and supplying a wide range of windows, doors and curtain walling, using some of the leading aluminium profile systems on the market. READER ENQUIRY NO:0117/0116
January 2017 | www.glassnews.co.uk
CAREERS
The UK’s Leading Glass & Glazing Newspaper
NETWORK VEKA MD RETIRES
ON A HIGH NOTE
Network VEKA MD John Ogilvie is retiring after 19 years with the industry-leading installer support organisation.
2016 saw Network VEKA celebrate its 20th anniversary, reach a cumulative £1bn in sales and complete high quality installations in more than 270,000 homes. John will be retiring after Christmas, leaving the company having celebrated a year filled with recordbreaking milestones.
John joined Network VEKA soon after it was established and has been instrumental in creating the brand and leading the organisation and its member companies to the success it's known for today.
John explains: “I have thoroughly enjoyed my time at Network VEKA and have been thrilled to see everything we've managed to achieve over the years. There is still a huge amount of potential for the Network to grow and create further opportunities for companies across the country. Network VEKA is still top of its game after 20 years, and I see no reason why it should slow down now! We have the industry's leading support package, covering everything from technical and sales advice to training and marketing.
“I have thoroughly enjoyed my time at Network VEKA and have been thrilled to see everything we’ve managed to achieve over the years. There is still a huge amount of potential for the Network to grow and create further opportunities for companies across the country. Network VEKA is still top of its game after 20 years, and I see no reason why it should slow down now! We have the industry’s leading support package, covering everything from technical and sales advice to training and marketing. www.glassnews.co.uk | January 2017
“I have every confidence that my successor will continue to develop the offering that our member companies appreciate so much, but I feel that my time 'at the helm' is done and I'm looking forward to spending my retirement
with family and friends in both Scotland and France. I wish the team and the membership every success.” Karen Lund, Network VEKA's Operations Manager will be heading up Network VEKA as Head of Partner Programmes, reporting to The VEKA UK Group's new Marketing Director Dawn Stockell. MD of The VEKA UK Group Dave Jones said: “John deserves a huge pat on the back for all he's done for Network VEKA over the years, there's no doubt he's been a guiding force over the last two decades. I'm sure he will be missed by his team and by member companies alike. We wish John all the best for his retirement and wish Karen luck in her new position; a role for which her extensive Network VEKA experience makes her very well suited.” Tel: 01282 473170 www.networkveka.co.uk READER ENQUIRY NO:0117/0117
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CAREERS
The UK’s Leading Glass & Glazing Newspaper
NEW APPOINTMENT
NEW APPOINTMENT
NEW MARKETING MANAGER FOR CONSERVATORY OUTLET SYNSEAL EXPANDS SALES & MARKETING DIVISION Leading UK window, door and conservatory fabricator Conservatory Outlet is pleased to welcome Karen Clough to the team as Marketing Manager.
and online and offline marketing materials.
Karen’s role is one of around 15 new jobs created at the Wakefield-based firm during 2016 to support the company’s continued growth and expansion, taking the total number of staff to 135. Karen’s broad experience in marketing strategy development, lead generation, conference and event management, and copywriting and communications is sure to equip her well for this varied role. No stranger to the industry, Karen has previously held marketing management roles at SaintGobain Building Glass and the Government-backed Manufacturing Advisory Service (MAS) which aimed to support manufacturing
businesses in England to improve and grow. The three-strong marketing department at Conservatory Outlet offers its retail partners across the nationwide network with exclusive support for their businesses. Karen’s role will help boost the existing provision on offer and develop new initiatives for members, including product and showroom launch support, enhanced lead generation
Karen said “I am really excited to join the team at Conservatory Outlet, we have some very exciting plans for our network underway already which I can’t wait to be a part of. The success of the business is all about working with our close network of retail customers to ensure their continued success – if they grow, we grow - which is why my experience in business support at MAS I’m sure can add real value. “Amongst our plans is the launch of a new post-sale App for our retail partners, an enhanced training and events programme and a pro-active campaign to support our dealers with opening new showrooms in untapped areas. There is definitely a lot to look forward to!” READER ENQUIRY NO:0117/0118
NEW APPOINTMENT
NEW MATERIALS MANAGER DRIVES HURST GROWTH Hurst Plastics has topped off a year of rapid growth and ambitious investment with the appointment of a Materials Manager to accelerate further development and drive even greater efficiency for the business in 2017. Neil Dibnah has joined Hurst in the newly created role. His appointment will help Hurst to achieve sustainable growth and steadily improve efficiencies throughout the business whilst building on its capability to deliver a consistently high quality product and service to customers. Kevin Wheatman, Hurst Plastics’ Director and General Manager, explains: “The last 12 months have been tremendously exciting for us with a number of key investments helping to significantly increase our manufacturing capabilities. Our overall turnover as a business is well over £500,000 higher in the first six months of this year, compared to the same period last year, which has given the business a very solid foundation to build on. The next stage
for us was to strengthen our team to sustain this growth across all sectors of the business, especially our fast-growing commercial division, and to maximise our capacity. “This strategic appointment is pivotal in our strategy to achieve further growth and greater efficiency and it underlines our ongoing commitment to invest in the future of the business. Neil is highly experienced and skilled in materials and manufacturing. He will help us to achieve outstanding service levels for customers by strengthening our supply chain, eradicating waste and streamlining our manufacturing processes.” Neil joins Hurst from Hull-based Willerby Holiday Homes. He is experienced in all areas of supply management. Throughout 2016, Hurst made a series of investments to expand the capabilities of its two dedicated factories in Kingston-uponHull. Further investments are planned in the early part of 2017 to help boost production of Hurst’s composite doors and door panels and significantly enhance the already enviable service and efficiency levels provided to its customer base. The company has also expanded its dedicated fleet of vehicles and invested in updated transport software to help Hurst maintain its consistent record of 98% for on-time in-full deliveries. Tel: 01482 790790 - www.hurst-plastics.co.uk READER ENQUIRY NO:0117/0119
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Group Sales and Marketing Director, Andy Jones, has expanded his team at Synseal Group to meet the demands of the multiproduct systems company’s growing brands. New appointments include the well-known industry figure Kevin Pearce, who has taken up the new role of Head of Glass Sales just as Synseal recently announced the acquisition of Essex-based manufacturer Village Glass, which takes Synseal’s glass unit manufacturing capacity to in excess of 40,000 sealed units per week across four manufacturing locations. Steve Hutchinson also joins the team as Head of Installer Development, who will be working closely with new Customer Marketing Manager Hayley Lowndes to improve services and marketing materials available to fabricator-sponsored installers and further enhance the Synseal Registered Installer scheme. Other additions to the sales team include Zack Anderson, Area Sales Manager in the South East, Richard Jones, managing key accounts in the South West, and WarmCore Regional Manager Chris Russon who will be based in the north of the country. Andy Jones said: “My first year at Synseal was all about understanding the broad product offer we have across the Synseal Group and bringing the sales and marketing functions of the business together. “As I have said before, our aspiration is to be the number one supplier of choice in every market that we serve, for every single one of our products – and to accomplish this
we need a strong and wide-ranging team to enable us to reach and service our customers in each of those market sectors. “These new appointments will help us improve our service to our existing customers and to explore new markets and opportunities which we haven’t tapped into before.” Since Andy joined Synseal at the end of 2015, the sales and marketing team has increased from 20 to a team of more than 30 highly motivated and talented individuals. The marketing team has also gone through a restructure with David Wigley now heading up the team and the recent appointment of Ellie Saunders as Marketing Communications Manager responsible for PR and communications, who joined alongside Hayley at the end of 2016. Andy added: “We don’t have plans to stop yet. I am always looking at new opportunities and have a few more ideas up my sleeve which may involve new appointments later on this year.” READER ENQUIRY NO:0117/0120
NEW APPOINTMENT
NEW HR MANAGER JOINS SAPA BUILDING SYSTEMS Working across all the brands within Sapa Building Systems in the UK and Ireland, Laura Kane has been welcomed into the role of HR Manager. Previously, Laura has accumulated a wealth of HR experience having worked in telecommunications, financial services and logistics companies. She is also a member of the Chartered Institute of Personal Development (CIPD) and is therefore perfectly equipped to be leading Sapa’s personal development programme. Laura commented on her new role, saying, “I was attracted to working with the Sapa Group because the company values resonated with me. It is a well-respected, global company but it also has a real family feel. I am most
looking forward to building relationships and working with different people from varied backgrounds in this role.” READER ENQUIRY NO:0117/0121
January 2017 | www.glassnews.co.uk
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Contact hook-a-duck to reel in new business! T. 07590 818 458 or E. hello@hook-a-duck.co.uk www.glassnews.co.uk | January 2017
PROFILE WRAPPING SOLUTIONS
WPR Profile Wrapping Machines Plus Taka Adhesives Your Foiling Solution 0117/0126
www.profilewrappingsolutions.co.uk Adhesive Solutions Limited Telephone: 0844 335 8439 Email: adhesivesolutions@btinternet.com 87
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SUPPLIES
ROOFLINE
FREEFOAM RCI AD FEB 16.QXD_Layout 1 24/02/2016 11:24 Page 1
f! o o r e n o r ing unde
0117/0127
The Complete Roofline Solution
Everyth
designed to work together
3 Fascia 3 Soffit 3 Rainwater
Liniar fabricators provide a ‘one-stop-shop’ to cater for every possible installation requirement. From wonderful windows, delightful doors, exceptional conservatory roof
Freefoam is the leading manufacturer of PVC-U & PVC-UE roofline products.
kits and inspired installation products – Liniar supplies the lot. The Liniar collection offers a whole host of benefits: •
Beautifully colour matched across the range
•
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•
A single point of guarantee
•
Installation guides and videos
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A comprehensive range of low maintenance, long life products sustainably manufactured and designed for construction professionals backed by an industry leading Lifetime Guarantee.
For more information visit www.freefoam.com
Tel: 01604 591110
0117/0128
Follow us on
To find out more about the Liniar range go to www.liniar.co.uk, email: sales@liniar.co.uk or call 01332 883900 Untitled-9 1
Email: sales@freefoam.co.uk
25/01/2016 14:05
MORE THAN JUST A NEWSPAPER www.glassnews.co.uk @GlassnewsMag
Christina Shaw
WE WANT TO KNOW
YOUR OPINION ABOUT THE INDUSTRY! /GlassNews
MINI-PILING
Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk
MAINTENANCE PRODUCTS 0117/0129
Cost Effective Solution
0117/0130
FOR EVERY WINDOW & DOOR SPARE YOU’LL EVER NEED
for Constructing Conservatories on Poor Ground Conditions
• • • • • • •
Tel: 07966 663 207 | Email: enquiries@arisands-piling.co.uk
LOCKS HANDLES HINGES RESTRICTORS KEYS CUT TOOLS CONSUMABLES
UK WIDE NEXT DAY DELIVERY VIA PHONE OR INTERNET ORDERS
www.arisands-piling.co.uk
VISIT ONE OF OUR TRADE COUNTERS IN BATLEY & ROTHERHAM TO VIEW OUR FULL RANGE OF PRODUCTS VISIT
Arisands Ltd, 11 Axholme Court, Bolton BL6 5HQ
88
UPVCMAINTENANCE.CO.UK
0113 236 0800
tradesales@upvcmaintenance.co.uk
January 2017 | www.glassnews.co.uk
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The UK’s Leading Glass & Glazing Newspaper
WARRANTY
HARDWARE SUPPLIES 0117/0131
0117/0132
5 Star Warranty
Homeowners Guide
Welcome to your new windows & doors Product Maintenance & Warranty Homeowners Guide
hinges and Kenrick door cylinders. • 10 Years Casement Warranty on Total Hardware friction stays and espags, Trojan window handles and Kenrick shootbolts.
Order Number
Confirmation:
Number: This forms the
traceability of
your
warranty, not completing
(found on the
this section will
25
YEARS
label on the frame)
fail to validate
your warranty.
02/2016/0001
18/02/2016
0041 - JAN16
- A4 PEARL WARRANTY
CARD_V12.indd
08:46
Ground Breaking Industry First! 17/02/2016 •17:33 Online Warranty
Registration Scheme – Direct to the Manufacturer – Reducing Remedials!
• 25 Years Anti-corrosion Warranty on Trojan stainless steel, chrome and gold door handles and stainless steel letter plates. • 10 Years Door Warranty on Fullex door locks, Trojan flag hinges and Kenrick door cylinders. • 10 Years Casement Warranty on Total Hardware friction stays and espags, Trojan window handles and Kenrick shootbolts.
0037 - DEC15 - A5-8PP PEARL WARRANTY BOOKLET_V25.indd
ROSION OR I-C
25
YEARS
1
ARANTEE GU D*
online within be registered products must warranty. r: the following Doors Note to homeowne invoice to validate your extended date of Number of Composite Doors 30 days from Number of PVC 0037 - DEC15 - A5-8PP PEARL WARRANTY BOOKLET (HOMEOWNER)_V25.indd Windows warranty 1 10 years profile Number of Casement stainless and doors n warranty on With your windows 25 years anti-corrosio 10 years owners and letter plates. www.liniar.co.uk/home steel door handles on all other items listed warranty mechanical warranty 10 years mechanical door handle Stainless steel Shootbolts letter plate Stainless steel Door cylinders Flag hinges www.kenricks.co.uk Casement handles warranty om/registration years mechanical 10 -hardware.c www.trojan warranty Friction stays 10 years mechanical Espag rods co.uk/registration Door lock www.totalhardwareltd. registration www.fullex-locks.com/ however this manufacturer, sale by the window of international hardware at the point of warranty offered from a select group maintenance adhering to the affects the standard term back up direct together with This in no way comfort of a long information). terms and conditions homeowner the e guide for more does allow the rs standard warranty, and maintenanc (All manufacture see your operation please manufacturers. times, all at guidelines apply
EARS A 25 Y NT
Date of Purchase:
Manufacturers Receipt / Invoice
Y R 25 EARS FO
ER
TED BY THE INSTALL
Installation Company:
ARANTEE GU D*
25 Years Anti-corrosion Warranty on Trojan stainless steel, approved•fabricator” red by a “Liniar been manufactu warranties. chrome and gold door handles and stainless steel letter plates. and doors have following extended Your new windows eligible for the • 10 Years Door Warranty on Fullex door locks, Trojan flag you are therefore
TO BE COMPLE
Warranty Booklet
ROSION OR I-C
Y R 25 EARS FO
• Online Warranty Registration Scheme – Direct to the Manufacturer – Reducing Remedials!
EARS A 25 Y NT
Ground Breaking Industry First!
tration Warranty Regis
Quality Window & Door Hardware | It’s In Our DNA
5 Star Warranty
COMPANY LOGO
5 Star Warranty
17/02/2016 17:32
1
Ground Breaking Industry First!
•
The UK’s leading distributor of window & door hardware
•
Innovative Mila branded products, designed & developed in-house
Here’s how the process works...
•
Market-leading brands including Siegenia & Yale
ONLINE WARRANTY REGISTRATION
INSTALLATION COMPLETION
•
Over 10,000 product lines in stock for next day delivery
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:
On completion of the installation you will have the option (subject to terms & conditions of sale) to give the home owner a completed warranty card. For the extended warranty to be registered this card must be completed in full by you the installation company. The unique “manufacturers order number” is the traceability for the future extended warranty. The home owner can validate the warranty online within 30 days of the purchase following the links at the bottom of the warranty card.
•
Comprehensive range of support services including sales & marketing advice, technical support & an in-house Test Centre
• 25 years anti-corrosion warranty on Trojan stainless steel, chrome and gold door handles and stainless steel letter plates. • 10 years door warranty on Fullex door locks, Trojan flag hinges and Kenrick door cylinders. • 10 years casement warranty on Total Hardware friction stays and espags, Trojan window handles and Kenrick shootbolts.
Once completed online this triggers the extended warranty with that specific supplier as you would see with any white goods or TV purchase.
www.pearlwindows.co.uk Tel: 0800 014 2769 | Email: sales@pearlwindows.co.uk
USEFUL NUMBERS British Plastics Federation (BPF) Tel: 0207 457 5000
Glass & Glazing Federation (GGF) Tel: 0207 939 9101
British Standards Institution (BSI) – Standards & Publications Tel: 0208 996 9001
GQA Qualifications (formerly Glass Qualifications Authority) Tel: 0114 2720033
BSI – Assessment & Certification Tel: 0845 080 9000
Health & Safety Executive (HSE) – Glass & Related Industries Phil Smith, HM Principal Inspector Tel: 01782 602300 David Appleton, HM Inspector Tel: 0115 9712800
BSI – Product Certification & Testing Tel: 08450 765600 BBSA (British Blind & Shutter Association) Tel: 01449 780444 Building Research Establishment (BRE) Tel: 01923 664000 Council for Aluminium in Building (CAB) Tel: 01453 828851 Dekura Tel: 01952 201631 Door & Hardware Federation (DHF) Tel: 01827 52337 Double Glazing & Conservatory Ombudsman Scheme (DGCOS) Tel: 0845 053 8975 Fenestration Self-Assessment Scheme (FENSA) Tel: 0207 645 3700 Get Britain Building (GBB) Tel: 0870 162 0936
www.glassnews.co.uk | January 2017
GLASS & GLASS RACKING
Proskills – Head Office Tel: 01235 833844
0117/0133
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
MORE THAN JUST A NEWSPAPER
Veka Recycling Tel: 01322 38721 Waste & Resources Action Programme (WRAP) Tel: 01295 819 900
@GlassnewsMag
Wood Window Alliance (WWA) Tel: 0844 209 261
www.glassnews.co.uk
Christina Shaw
/GlassNews
89
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WINDOWS, DOORS & CONSERVATORIES Is your supplier letting you down ?
0117/0134
Home to the
*
NEW CUSTOMERS GET AN EXTRA 10% DISCOUNT IN JANUARY 2017
range of products
A new generation of vertical sliders www.bisonframes.co.uk
CONSERVATION
APPROVED!
Tel: 0800 138 3838 Email: sales@bisonframes.com
from only
Lo w e s
t price anywhe re
Aluminium Bi-Fold Doors
£
Unit H1 Bromcliffe Park, Monk Bretton, Barnsley S71 5RN
per leaf
Over 99% of orders on time & complete
GET A PRICE COMPARISON TODAY
Quick quote turnaround Up to 1200mm sash widths Available in any colour, alongside stock colours : White, Black, Grey, Grey on White
SIT E
0117/0136
K
R LIVE Y DE
INLAND MA
£365
0117/0135
U
/madefortrade
@madefortrade1
*Offer applicable to new customers on your first set of doors only. Based on a like for like quote. Offer ends on the 30th January 2017
Tel: 01642 610798 Fax: 01642 671026
www.madefortrade.co
0117/0137 5 Star Warranty
GN - Cover Qtr page Advert Bifods DEC 2016.indd 1
13/12/2016 09:41
Homeowners Guide
Welcome to your new windows & doors Product Maintenance & Warranty Homeowners Guide
hinges and Kenrick door cylinders. • 10 Years Casement Warranty on Total Hardware friction stays and espags, Trojan window handles and Kenrick shootbolts.
Installation Company: Manufacturers Receipt / Invoice
Order Number
Confirmation:
Number: This forms the
traceability of
your warranty,
not completing
(found on the
this section will
10 years mechanical Door lock
warranty
registration
Friction stays Espag rods
your warranty.
18/02/2016
CARD_V12.indd
Registration Scheme – Direct to the Manufacturer – Reducing Remedials!
• 25 Years Anti-corrosion Warranty on Trojan stainless steel, chrome and gold door handles and stainless steel letter plates. • 10 Years Door Warranty on Fullex door locks, Trojan flag hinges and Kenrick door cylinders. • 10 Years Casement Warranty on Total Hardware friction stays and espags, Trojan window handles and Kenrick shootbolts.
ROSION OR I-C
25
YEARS
co.uk/registration
02/2016/0001
- A4 PEARL WARRANTY
Ground Breaking Industry First! 17/02/2016 •17:33 Online Warranty
www.totalhardwareltd.
however this manufacturer, sale by the window of international hardware at the point of warranty offered from a select group maintenance adhering to the affects the standard term back up direct together with This in no way comfort of a long information). terms and conditions homeowner the e guide for more does allow the rs standard warranty, and maintenanc (All manufacture see your operation manufacturers. at all times, please guidelines apply
0041 - JAN16
25
YEARS
label on the frame)
fail to validate
online within be registered products must warranty. r: the following Doors Note to homeowne invoice to validate your extended date of Number of Composite Doors 30 days from Number of PVC 0037 - DEC15 - A5-8PP PEARL WARRANTY BOOKLET (HOMEOWNER)_V25.indd Windows warranty 1 10 years profile Number of Casement stainless and doors n warranty on With your windows 25 years anti-corrosio 10 years owners and letter plates. www.liniar.co.uk/home steel door handles on all other items listed warranty mechanical warranty 10 years mechanical handle door Stainless steel Shootbolts letter plate Stainless steel Door cylinders hinges Flag www.kenricks.co.uk Casement handles warranty om/registration 10 years mechanical www.trojan-hardware.c
www.fullex-locks.com/
Warranty Booklet
ROSION OR I-C
EARS A 25 Y NT
Date of Purchase:
Y R 25 EARS FO
ER
TED BY THE INSTALL
TO BE COMPLE
EARS A 25 Y NT
• Online Warranty Registration Scheme – Direct to the Manufacturer – Reducing Remedials!
25 Years Anti-corrosion Warranty on Trojan stainless steel, approved•fabricator” red by a “Liniar been manufactu warranties. chrome and gold door handles and stainless steel letter plates. and doors have following extended Your new windows eligible for the • 10 Years Door Warranty on Fullex door locks, Trojan flag you are therefore
Y R 25 EARS FO
tration
Warranty Regis
ARANTEE GU D*
Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk
Ground Breaking Industry First!
ARANTEE GU D*
WE WANT TO KNOW YOUR OPINION ABOUT THE INDUSTRY!
5 Star Warranty
COMPANY LOGO
5 Star Warranty
08:46
0037 - DEC15 - A5-8PP PEARL WARRANTY BOOKLET_V25.indd
1
17/02/2016 17:32
1
Ground Breaking Industry First! Here’s how the process works... ONLINE WARRANTY REGISTRATION
INSTALLATION COMPLETION
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:
On completion of the installation you will have the option (subject to terms & conditions of sale) to give the home owner a completed warranty card. For the extended warranty to be registered this card must be completed in full by you the installation company. The unique “manufacturers order number” is the traceability for the future extended warranty. The home owner can validate the warranty online within 30 days of the purchase following the links at the bottom of the warranty card.
• 25 years anti-corrosion warranty on Trojan stainless steel, chrome and gold door handles and stainless steel letter plates.
0117/0138
0117/0139
• 10 years door warranty on Fullex door locks, Trojan flag hinges and Kenrick door cylinders. • 10 years casement warranty on Total Hardware friction stays and espags, Trojan window handles and Kenrick shootbolts.
Once completed online this triggers the extended warranty with that specific supplier as you would see with any white goods or TV purchase.
www.pearlwindows.co.uk Tel: 0800 014 2769 | Email: sales@pearlwindows.co.uk 90
January 2017 | www.glassnews.co.uk
FIND A SUPPLIER
The UK’s Leading Glass & Glazing Newspaper
Is your supplier letting you down ?
0117/0141
*
NEW CUSTOMERS GET 10% DISCOUNT ON ORDERS FOR JANUARY 2017
WE WILL BEAT ANY** PRICE
st price anywhere Lowe
Conservatory Roofs
£
Classified 129-5 x 75mm.indd 4
£398
18/05/2016 14:46
+VAT
2.8m x 2.9m
£1037
25mm Opal Poly
+VAT
DOUBLE HIP
3.4m x 2.3m
Active Blue Glass
@GlassnewsMag
inc. Box Gutter
Christina Shaw
/GlassNews
£1323 +VAT
Over 99% of orders on time & complete
SIT E
FLYSCREENS
Active Blue Glass
WINDOW OPERATORS
Quick quote turnaround
R LIVE Y DE
Very competitive roof glass
E
UK MAINL A
0117/0140
3m x 2m
EDWARDIAN
GET A PRICE COMPARISON TODAY
ND
LEAN-TO
Going to any lengths, where the only corners cut are perfect ones.
FR E
/madefortrade
@madefortrade1
* Offer applicable to new customers on your first roof only. ** Based on a like for like comparison. Ends on the 30th January 2017
Tel: 01642 610799 Fax: 01642 615854
www.madefortrade.co
GN - Classified Qtr page Advert Roofs JAN 2017.indd 1
07/12/2016 14:45
WE WANT TO KNOW YOUR OPINION ABOUT THE INDUSTRY! Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk
0117/0142
0117/0143
WASTE MANAGEMENT
Balers • Compactors • Granulators • Wood Burners • Can Crushers Whether you’re looking to recycle, reprocess, control Cardboard • Plastic Film • PVC • Glass • waste, Aluminium • Paper • Cans/Drums or compact your we can supply a system to suit. • Universal Windows
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• Window Fabrications
• A & B Glass
• Euroglaze Windows
• Anglian Windows
• Garrard Windows
• Window Warehouse
• Arden Windows
• Origin Frames
• Leamore Windows
• Window Centre
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• Anglian Home Improvements
E IT ! -S NT N O ME S EE ES FR SS A
MANAGE YOUR WASTE!
Whether you’re looking to recycle, reprocess, control or compact your waste,
we can supply customised systems to suit. Telephone: 01295 816733 Email: Info@landfillalternatives.co.uk www.glassnews.co.uk | January 2017
0117/0144
www.landfillalternatives.co.uk 91
FIND A SUPPLIER
The UK’s Leading Glass & Glazing Newspaper
15,000 circulation!
NEED TO TARGET INSTALLERS?
Find local installers and the elusive white van man, with Glass News.
We distribute to trade counters, as well as posting copies to a database of installers.
Email: christina@glassnews.co.uk SALES & MARKETING
TAPES
0117/0145
0117/0146
DATA, DIRECT MAIL & EMAIL DATA 0117/0147
Salestracker 3.5:
0117/0148
It’s time to up your sales and marketing game
COMPLETE MARKETING SOLUTIONS
Direct Mail Email Marketing Telesales
FABRICATORS AND INSTALLERS LOCAL BUILDERS/ CONTRACTORS ARCHITECTS MAJOR CONSTRUCTION CONTACTS
How can we help you? Call 01934 808293 or email hello@insightdata.co.uk
Call 01934 808 293 for your FREE demo today or email hello@insightdata.co.uk
insightdata business is better with insight
92
www.insightdata.co.uk @insightdata
insightdata business is better with insight
www.insightdata.co.uk @insightdata
January 2017 | www.glassnews.co.uk
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The UK’s Leading Glass & Glazing Newspaper
MACHINERY
BI-FOLDING DOORS 0117/0149
The
FOLDING SLIDING DOOR SYSTEM True Innovation – Warm Aluminium 0117/0151
www.bisonframes.co.uk
Tel: 0800 321 7284 Email: sales@bisonframes.com Unit H1 Bromcliffe Park, Monk Bretton, Barnsley S71 5RN
ADVERTISE IN GLASS NEWS!
Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk
COVERHEAD SCREWS & FIXINGS 0117/0152
F K Moore Ltd
0117/0150
The leading manufacturer and distributor of coverhead screws and fittings to the glass industries Super-Clips & Finger Pulls Mirror Corners & Clips
WE WANT TO KNOW YOUR OPINION ABOUT THE INDUSTRY! Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk www.glassnews.co.uk | January 2017
UK’s Widest Choice Of Coverhead Screws
Tel: 01843 593 440 sales@fkmoore.com
www.fkmoore.com
93
FIND A SUPPLIER
The UK’s Leading Glass & Glazing Newspaper
QUALIFICATIONS
BALUSTRADE SYSTEMS
0117/0154
0117/0153
NEED TO TARGET INSTALLERS? 15,000 circulation!
Find local installers and the elusive white van man, with Glass News. We distribute to trade counters, as well as posting copies to a database of installers.
PROFILE BENDING
0117/0156 0117/0155
94
January 2017 | www.glassnews.co.uk
0117/0157
WANT TO BE THE BEST?
Then you need to work with the best PR agency As a top performing company you work with the best products, the best suppliers, the best customers. It’s the same with your PR. Purplex is the No.1 PR agency in the glazing industry with a team of journalists, writers, researchers and account managers. We raise your profile, build your reputation and position you as a market leader. Brilliant media and editorial coverage. Thought leadership that shapes perceptions. Expert writing and technical content, in print and online.
Call Purplex on 01934 808132 or email grow@purplexmarketing.com LONDON OFFICE - T: 020 3137 9319 | BRISTOL OFFICE - T: 01934 808 132 E: grow@purplexmarketing.com /Purplexmarketing
@Purplexuk
/Purplexmarketing
www.glassnews.co.uk | January 2017
www.purplexmarketing.com
5
95
0117/0158
There’s a Trade Counter near you!
Windows Doors Conservatories Roofline Decorative Cladding (Tile alternative)
You can visit anyone of our 31 depots and simply call in and pick up whatever you need, whether its windows, doors or conservatories (including fully fabricated conservatory roofs by Ultraframe) as well as a full range of VEKA products.
Check out our vast range of cladding (a fantastic alternative to tiles, and easier on the pocket too) - in store today.
We also stock a huge range of roofline products - all ready to take away.
Plus, there is free delivery on all orders over £25 (in England and Wales).
Or why not just buy online? You can also pre-order your products and pick up next day!
We make it easy to get the job done!
Let National Plastics become your trade partner - today!
CALL OR GO ONLINE
TO FIND YOUR NEAREST DEPOT!