5 day* turnaround on kit roofs * dependent on location
01772 82 80 60
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INDUSTRY SUMMIT
The Summit promises to tackle current issues headon, including fire regulations and safety, implications of employed and self-employed
rulings for salespeople and fitters, and new legislation such as GDPR. Those attending will discover how the industry is evolving following a string of mergers and acquisitions, and get the inside track on why some of the established ‘big
"Our industry is worth over £4 billion, has over 15,000 businesses and employs tens of thousands of people." NOW ONLY
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Andrew Scott, Managing Director of Insight Data commented; “Our industry is worth over £4 billion, has over 15,000 businesses and employs tens of thousands of people. After Insight Data published the latest Window Industry Report we were swamped with industry leaders wanting answers to some big questions. The Glazing Summit aims to answer those questions - and many more besides.” The Summit will take place at St Johns Hotel and Conference Centre, Solihull, 5 minutes from the M42 motorway, from 9am to 3pm on Tuesday 22nd May 2018. To find out more visit www.glazingsummit.co.uk. READER ENQUIRY NO: 0118/0001
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ew Product
Days 5 Working Lead Time FROM
FASTER THE QUICKEST, MOST EFFICIENT LANTERN TO INSTALL AVAILABLE
STRONGER
WARMER
SLIMMER
SUBSTANTIALLY STRONGER THAN COMPETITORS
SUPERIOR ,CLASS LEADING THERMAL PERFORMANCE
THE MOST ELEGANT ROOF ON THE MARKET
SAVE TIME AND MAXIMISE PROFIT
Tel: 01642 610799 Fax: 01642 615854
Email: bifolds@madefortrade.co Call: 01642 610799 Fax: 01642 671026 www.madefortrade.co 14/09/2017 14:20
INDUSTRY AWARDS
MARKETING EXPERT
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Aluminium Bi-Fold Doors GN - Front Page Teaser Advert - BIFOLDS OCT2017.indd 1
SEE PAGE 58
Be
The Summit is organised by Insight Data and Purplex Marketing and speakers will come from all aspects of the industry.
SEE PAGE 12
7
A line-up of experts will debate the ‘new landscape’ as opportunities and threats emerge across the industry; from the impact of Brexit and the housing crisis, the latest marketing trends, new developments in products and materials and disruptive technologies.
The Glazing Summit is a packed morning conference followed by a buffet lunch and networking with industry leaders, and is a must-attend event for senior people across all sectors of the industry - domestic, trade, commercial, newbuild and social housing.
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The 2018 Glazing Summit is a powerful forum for fabricators, installers, glass companies, distributors and material suppliers to come together and discuss key industry issues and trends.
players’ in the industry could disappear in the years ahead.
IS !! TH NTH MO
A new conference for the glass and glazing industry has been confirmed. The industry’s top business leaders, directors and senior management will converge near Birmingham for a major industry conference and debate in May.
Issue 82 January 2018
THE RIGHT PEOPLE READ GLASS NEWS IS !! TH NTH MO
ANNOUNCED
INSTALLERS | FABRICATORS | GLASS PEOPLE | ALSO STOCKED IN TRADE COUNTERS
GN - Qtr page Korniche_ P3_OCT2017 .indd 1
12/10/2017 10:45
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Setting the standard
The importance of being Liniar Approved
A window is not a Liniar window unless all of its components are HL Plastics Ltd approved
We’ve all seen the shocking, and often tragic, circumstances that can result from using products that aren’t manufactured to the correct specification. Using sub-standard parts or poorly managed construction techniques can lead to a product failing and, in turn, cause damage to health, personal injury or damage to personal property. In addition to civil liability for damage caused by a defective product, the companies responsible, including their directors, may be held to be criminally liable which may result in an unlimited fine or imprisonment.
Protecting fabricators We know building regulations are being increasingly tightened, for all the right reasons, and so we’re getting on the front foot to assure Liniar fabricators that we have the Liniar Approved Scheme in place to protect them and provide commercial advantage. Maintaining the quality of Liniar products is of paramount importance – we want every single window and door to be made in exactly the way it was designed – and we are committed to supporting our customers in manufacturing the highest quality, fully accredited and guaranteed products.
2
Advertorial.indd 2
A window is not a Liniar window unless all of its components are HL Plastics Ltd approved Strict guidelines The Liniar Approved Fabricator scheme sets strict guidelines over the use of specific steel and aluminium products. This is to ensure that ALL components used within the Liniar system are approved and conform to the high standards set for fabricated windows, doors and bi-folds. Each fabricator achieving Approved status has been through an exhaustive series of tests, checks and verification to confirm their eligibility to join the scheme, assuring customers of the highest quality Liniar products.
Approved matters
our engineers leave site they are confident in the fabricator’s ability to manufacture our products to the required standard. In order to police that correct installation standards for reinforcement are adhered to, we monitor usage to make sure that they are in the correct ratios for a basket of products supplied.
Ensuring excellence In addition to the reasons above, it’s important to be aware that the following certificates, accreditations and assistance are only ensured by using Liniar-approved components; guarantees, trade marks, Part Q (Security) and Secured By Design, thermal simulations, commercial contracts and technical support.
Further information If you require any further information on this go to:
www.liniar.co.uk/approved-fabricators or call
01332 883900.
Liniar supplies detailed fabrication manuals, tooling and onsite training to ensure that when
15/12/2017 11:44 January 2018 | www.glassnews.co.uk
JANUARY 2018
The UK’s Leading Glass & Glazing Newspaper
And so to a New Year and our opportunity to wish everyone a happy and successful 2018. What will the year bring us? Riches beyond the dreams of avarice would be nice but probably unrealistic, and avarice is another word for greedy so not something with which we would want to be associated. Indeed it means having more money than even someone obsessed with the pursuit of wealth could possibly dream of … apparently avarice is one of the seven deadly sins. Not good: and I’m not tempted to check out what the other six deadly sins are in case I’m collecting a few too many of them! This quote, which is attributed to the redoubtable Samuel Johnson who graced our lands back in the 1700s, is balanced by another quote from him that says ‘The true measure of a man is how he treats someone who can do him absolutely no good’. Perhaps that is more in line with how we should be thinking for this New Year.
www.glassnews.co.uk | January 2018
And so we meet 2018 head on, knowing full well that there will be challenges aplenty but, equally, knowing that we shall do all we can to succeed in whatever we have planned for this year. Being focussed and diligent is good, always remembering what Mr Johnson said: ‘The true measure of a man is how he treats someone who can do him absolutely no good’. I’m sure someone will tell me that in these days of equality and gender neutrality our Samuel should have used the word ‘person’!
10 Face To Face
CONTACT DETAILS
11 Windows 12 Marketing Expert
Publisher & Owner: Christina Shaw 19 Heather Close, Tickhill, Doncaster DN11 9UU M: 07805 051322 T: 01302 278756 E: christina@glassnews.co.uk
18 Conservatories
‘TIME OUT’ WINNERS – DECEMBER! Crossword: Mr R Anderson, Sheffield Eye Spy: Mrs C Richards, South Wales
20 Glass News Interview: Boing Boing
Advertising Enquiries: Christina Shaw M: 07805 051322 T: 01302 278756 E: christina@glassnews.co.uk
22 Trade News 42 Installer Insights
Spot The Difference: Joanne Craig, County Durham
43 Hardware
Sudoku: Kathryn Challis, Winchester
46 Voice Of The Industry
Congratulations to all our winners! Good Luck in this months Time Out pages!
58 Industry Awards
Editor: Chris Champion T: 07850 267223 E: chris@glassnews.co.uk
60 Careers
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glassnews™ is a registered Trademark. The views contained herein are not necessarily those of glassnews™ and whilst every effort is made to ensure information throughout is correct, glassnews™ does not accept liability for errors. The views expressed by contributors and the content of letters, are not necessarily those of glassnews™ and therefore cannot take responsibility.
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ALUMINIUM ROOF LANTERN
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Pretty much every company I visit is investing for the future whether that is expansion, diversifying into other product lines or developing new products. It is also clear that margin, understandably, seems to be the byword. The higher end product is where the margin is and there is certainly an appetite amongst the buyers for the bifolds, sliders, colour whether painted or foiled, conservatories and roofed extensions and PVCu, timber and aluminium alike. There is also an acceleration in the use of technology and for efficiencies within companies, recognising that wasted time and effort is wasted money. The move towards more and more automation in the manufacturing processes is evidence of this but may also recognise that other bugbear – the skills shortage. This is mentioned wherever I go and is something that won’t go away. Although some companies are operating apprenticeship schemes it is case of leading the horse to water but not being able to make it drink. The school leaver of today seems to have high aspirations
In this issue we have showcased a ‘Voice of the Industry’ question: How was 2017 for you? Elections, Brexit, politics of every kind, currency exchange rates, inflation, interest rates, skills shortages and much more, have all combined to give us a challenging 2017. And 2018? Will it be better or worse and why? Are you positive about business in 2018? Reading the answers we have received from people and companies throughout the industry has been interesting and, I must say, encouraging. The cynic in us may say that no one is going to state publically that 2017 was awful and 2018 will be all doom and gloom, however the replies we received, and I would encourage you to read them, are very balanced and sensible. The words ‘Challenging’, ‘Brexit’ and ‘Falling pound’ feature widely but there is an air of acceptance of the way things are and that we all need to get on with it. There is enough confidence to continue investing and there are little sparks of light for those widening their product offerings and certainly for those that manufacture in the UK who are in competition with companies abroad. This also applies to those who are exporting in what is now a very favourable climate for them.
4 Doors
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Having said all that, success in 2018 must be high on our list of wishes. 2017 will go down as a difficult year, not disastrous but certainly challenging and not made any easier with Brexit and the negotiations with our European friends, sterling falling against other currencies and forcing raw material prices up. It seems as if the buying public have weathered the storm so far and reports from many companies is of making budget and certainly keeping our heads above the water. Interest rate increases allied to rises in inflation may peg the desires to make home improvements and mean customers are harder to find this year. However it is clear that our industry won’t take difficult times lying down!
but not necessarily the skills or drive to join a company, learn the job and move up through the ranks. Everything has to be instant for them and maybe schools are failing in letting them know how the real world operates.
CONTENTS
Be
2018. WILL IT BE A WHOLE NEW BAG OF SURPRISES?
December 2017 crossword solution:
Days 5 Working Lead Time FROM
FASTER THE QUICKEST, MOST EFFICIENT LANTERN TO INSTALL AVAILABLE
Chris GOT SOMETHING TO SAY?
STRONGER
WARMER
SLIMMER
SUBSTANTIALLY STRONGER THAN COMPETITORS
SUPERIOR ,CLASS LEADING THERMAL PERFORMANCE
THE MOST ELEGANT ROOF ON THE MARKET
SAVE TIME AND MAXIMISE PROFIT
Tel: 01642 610799 Fax: 01642 615854
www.korniche.co.uk
Email Chris at: chris@glassnews.co.uk GN - Qtr page Korniche_ P3_OCT2017 .indd 1
12/10/2017 10:45
3
DOORS
The UK’s Leading Glass & Glazing Newspaper
WEST PORT YALE LAUNCHES PREMIUM BI-FOLD DOOR PACKAGE DOORS LAST 40% LONGER IN RIGOROUS FD30 TESTING The door and window market is witnessing an increase in demand for bi-fold doors as hardware diversifies and becomes more accessible for all budgets and the trend for outdoor living grows. With this in mind, Yale has combined a range of door hardware to create a superior bi-fold door offering – including a new 28mm slim backset multipoint lock, a slim backplate door handle and a colour coded maximum security cylinder.
FD30 fire doors from bespoke timber experts West Port have been proven to withstand fires for 40% longer than the legal requirement. To achieve an FD30 rating, products have to hold flames at bay for 30 minutes. Subjected to rigorous testing by both Cambridge Fire Research and BRE, West Port’s door managed to withstand temperatures in excess of 800 degrees Celsius for 42 minutes 7 seconds, or 40% longer. Ken Mercer, West Port Commercial Sales Director commented: “After the terrible tragedy at Grenfell, fire safety is being talked about more than it has for decades. “It’s clear that for far too long, attitudes towards fire safety have been too lax, and it’s the responsibility of everyone in the construction industry to help ensure nothing like this happens again. “It’s frighteningly common for manufacturers to test their fire door components separately, rather than testing the completely assembled door set. That can lead to products with FD30 components that only last a fraction of the time they’re supposed to. We’ve come across FD30 fire doors that fail in under 15 minutes before, which is simply unacceptable. “At West Port, we treat fire safety with the utmost seriousness – and our fire-rated products are among the most robust and reliable in the industry. We treat 30 minutes as a bare minimum, not a target – and because of that, we’re delighted, but not surprised, to see our product perform so well in testing.” Cumbria-based West Port is one of Britain’s leading manufacturers of timber windows and doors, known for its extensive product range, quick lead times and uncompromising commitment to quality. For more information contact West Port on 01900 814225 or visit www.west-port.co.uk.
West Port FD30 Fire Door READER ENQUIRY NO: 0118/0005
4
Brett Evans, Technical Director for Door Hardware at Yale, commented: “Currently, aluminium has a 67% market share over PVCu when it comes to bi-folds*. This is due to aluminium frames having slimmer sight lines, thereby allowing more light in, not detracting from the view and giving the feel that, even when the doors are closed, you’re still in the great outdoors. “In response to customer requests for a Yale lock to fit into slim sightline profiles, we have developed a bi-fold offering that maintains a high level of security, whilst also complementing modern interior design trends.”
The new Yale Lockmaster 28mm backset multi-point lock fits into slim sightline profiles. It features a combination of hooks and anti-lift bolts for greater security, along with smooth operation, tolerance and ease of use, whilst continuing the Lockmaster story
VISTA GIVES THE XTREMEDOOR BROCHURE A MAKE OVER 2017 has been a record year for Vista Panels Ltd and a lot of that success is attributed to the XtremeDoor brochure released back in January. The new styles and colours along with the improved door specification proved a real hit with their customer base. The firm has now re-designed the brochure to focus on XtremeDoor’s best-selling styles and colours. By carefully looking at what has been going through the factory, they have made the new version consumer-led focused and ultimately more appealing. The new brochure highlights the consumer trend towards Anthracite Grey, which is right behind the long-standing leader Black in popularity. New colours Slate Grey and Moon Dust have also moved up the pecking order, with Chartwell green not far behind. The new brochure gives more room to contemporary door styles such as the new Verona (single glazed), which has been a real hit. “With Vista now manufacturing 800 doors per week, it’s clear our installers know how to sell a composite door,” comments Ian Smith Vista’s Business Development and Marketing Manager. “With that in mind, the brochure doesn’t give up too much space to ‘bumf ’. We wanted to get straight into door styles to be honest, a salesman is not going to read through all the reasons for them to be choosing a composite door if he is already there to sell one.” “We wanted to create an easy to navigate brochure that doesn’t overwhelm or bore the consumer and showcases the most popular designs and colours – and I believe we’ve done just that. It reinforces the installer providing one of the easiest
Vista Xtremedoor Brochure
brochures to sell from, striking the right balance between enough choice and without overload.” The XtremeDoor consumer facing website has also had a revamp with an easy to use door designer and updated gallery showing off their customer’s installations. “We also have a bespoke door designer that can be dropped onto our customers websites, which is proving to be a powerful lead generation tool.” Don’t forget to request your copy of Vista’s new and improved 2018 XtremeDoor brochure. Founded in 1995, Vista specialises in composite and uPVC panels and doors, supplying to fabricators across the UK and Europe. Vista was named ‘Panel and Composite Door Supplier of the Year’ at the National Fenestration Awards 2016 and is nominated for the same prestigious award this year. Ian Smith is also nominated for Social Networker of the Year. For more information call 01516081423 or visit www.vistapanels.co.uk. READER ENQUIRY NO: 0118/0006
as part of the Lockmaster® range. Available in standard 16mm euro groove and u-channel variants to suit various aluminium systems. What’s more, all of the Lockmaster® range is manufactured in the UK and carries the Made in Britain marque. The bi-fold door package from Yale includes the maximum security Platinum 3 Star cylinder, which is now available in a black finish to complement modern designs, along with a brand new handle that comes in a range of finishes including black, anthractice grey and brushed stainless. Ideal for narrow door sets, the handle is manufactured from 304 Stainless Steel and has a 28mm wide backplate, incorporating a patented spring cassette which eliminates the drooping handle effect. Suited to 60mm and 70mm profiles, the handle has been corrosion tested to 480 hours and cycle tested to 50,000 cycles. Paul Atkinson, Sales & Commercial Director for Yale adds: Bi-Folds are a premium aspirational purchase for most people and the fine detail around the lock, handle and cylinder are important aspects, “We can now offer a high security bi-fold package that enhances the aesthetic appeal. This allows our installer and fabricator customers to promote a secure solution with a Yale guarantee that fits the slim style aluminium look that is popular today.” Yale’s bi-fold solutions have been rigorously tested in the UK to deliver the highest levels of performance and can help assist fabricators in achieving PAS 24:2016 compliancy. Doors fitted with the hardware may also be protected by Yale’s ‘Lifetime Security Guarantee** which allows door fabricators and installers to take advantage of Yale's reputation for excellence and offer additional confidence to prospective customers. For further information on Yale’s bi-fold door hardware offering, please visit www.yaledws. co.uk, follow @YaleDWS on Twitter or call 01902 366800. *AMA Research **For full details of the ‘Yale Lifetime Security Guarantee’ please visit www.yaledws.co.uk. READER ENQUIRY NO: 0118/0007
January 2018 | www.glassnews.co.uk
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GN - Bi-folds Half Pg advert OCT2017.indd 1 www.glassnews.co.uk | January 2018
Including delivery Email: bifolds@madefortrade.co Call: 01642 610799 Fax: 01642 671026 www.madefortrade.co 14/09/2017 14:10
5
DOORS
The UK’s Leading Glass & Glazing Newspaper
NEW SMART DESIGNER DOOR SMOOTH MOVES FROM
AVAILABLE FROM MERCURY GLAZING EUROCELL ASPECT WITH IMPROVED ROLLER SYSTEM
Specialist trade fabricator Mercury Glazing Supplies Ltd has added the new Smart Designer Door to its portfolio which will be available to order from January. Chris Reeks, the company’s Sales and Marketing Director, said, “The new aluminium Smart Designer Door range offers a wide choice of colours and door designs which will bring a wealth of benefits to our customers and add further value to our offering. We are delighted to be amongst the first fabricators to offer this range.” The Smart Designer Door is suitable for domestic applications and will satisfy the most discerning homeowner with its outstanding product performance, 10 point high quality locking mechanisms and precision construction giving unbeatable strength and security.
The range is available in a choice of four style options to complement any home design. This includes Traditional, Vintage, Modern and Cottage. The aluminium Smart Designer Door is a completely bespoke door system featuring a fully insulated panel and
options including fixed, side or head-light choices.
Smart Designer Doors are available in a wide colour palette too. From traditional white to pastel shades of blue through to vibrant reds and greens there is a choice of colour to support the most discerning consumer. The Sensations and Cotswold colour options offer a further dimension with a unique textured finish and doors can be supplied in a dual-colour format. For the perfect finishing touch a range of complementing door hardware is available too.
polyamide thermal barrier to enhance performance and energy efficiency. Boasting 66mm thick triple glazed laminated units as standard it can achieve a U value from 0.9 - 1.1 W/ m2K dependent on the sealed unit specified. The elegant aluminium door profiles are designed to provide both strength and durability and a laser cut key profile system provides outstanding security. Other features include a doublerated EPDM centre gasket to provide maximum weather protection and a wide choice of glazing
Chris concludes: “As a specialist fabricator we ensure we offer a comprehensive range of products that can add value. The new Smart Designer Door opens up a wealth of opportunities for our customers and we are delighted to have added them to our portfolio.”
Eurocell – the UK’s leading manufacturer, distributor and recycler of PVC-U window, door, conservatory and roofline products – has brought smoother, easier ‘one touch’ operation to its popular Aspect bi-fold door system with the introduction of a new, improved doublebogie roller system. The range’s door leaves feature both horizontal and vertical multi-directional rollers which offer superior glide from eight stainless steel wheels. The rollers are in-built to the leaves for a minimised height threshold as standard, while they are also captive within the track – preventing their removal from the outside.
The improved, easy touch, smooth movement of Aspect complements an already extensive list of features and benefits that make it one of the most popular bi-fold systems on the market today. Apart from the high aesthetic and performance benefits, the doors offer hassle-free fabrication and installation from intelligently designed and precision engineered bespoke components that enable accurate, consistent, straightforward manufacture and fitting. Openings can be up to six metres wide, with up to seven door panels. The unique roller assembly means doors can be
Mercury clearly has its finger on the pulse when it comes to delivering what its customers want and the addition of the new Smart Designer Door to its portfolio is a perfect example of this.
configured to meet customer preferences, including the popular 4/2/2 configuration as well as simple 2/2/0 arrangements to replace existing patio doors Eurocell’s commitment to design excellence resulted in Aspect to be the first in the bi-fold door category to gain BBA accreditation and Secured by Design status. Meeting the requirements of these two important standards means that Aspect bi-fold doors are perfect for all new build applications, where Secured by Design is being specified to meet the requirements of Approved Document Q. A range of external colours is available to complement existing architectural style, as well as a choice of hardware colours. Aspect has a white internal finish as standard, to maintain a bright, fresh interior, with some colours available with colour both sides from stock. Aspect bi-fold door profiles are guaranteed for ten years, and door furniture is guaranteed for five years. www.eurocell.co.uk
Tel: 01452 383344 www.mercuryglazing.co.uk READER ENQUIRY NO: 0118/0010
READER ENQUIRY NO: 0118/0011
UNI_SLIDE UNLOCKS ATLANTIC VIEWS AT SEA EDGE HOUSE Torquay’s Fenster Fabrications has contributed to a stylish sea-view residential development that’s been shortlisted for multiple awards.
offering quick access to the garden.
dwelling’s 10m south-facing balcony.
KAST used Fenster’s flagship Uni_Slide sliding doors to allow access onto the
Offering exceptional thermal efficiency, build quality, and desirable minimalist
Designed by respected Truro architects KAST, and located in Downderry on Cornwall’s south coast, Sea Edge House is a strikingly modern cliffedge property with stunning Atlantic views. The dwelling’s low roof profile allows it to make the most of its spectacular location, without obstructing the views of properties further inland. Entry is gained from the upper level, with an external staircase
6
Sea Edge House
aesthetics, Uni_Slide can achieve frame sightlines as slim as 20mm, and a slim central interlock, while being able to support sliding panels of up to 3m high and 2.2m wide. The product can be assembled in a limitless run of units, with each panel capable of holding up to 320kg of glass. The Fenster Fabrications Team, commented: “Uni_ Slide makes a fantastic addition to any residential development. It can offer a sense of sleek luxury to any architectural development, and, for installers, it’s an excellent way of appealing to the lucrative high-end of the market.
“We’ve had a great response to our search for Uni_Slide installation partners so far – but we’re still looking for exceptional installers, dedicated to quality products and fantastic customer service, to join the network. If you think your business fits the bill, don’t hesitate to get in touch!”
KAST has subsequently been shortlisted as Best Self Build Architect or Designer of the Year as a result of their work on the Sea Edge House project. For more information, call 01626 334455 or visit www.uni-slide.com. READER ENQUIRY NO: 0118/0012
January 2018 | www.glassnews.co.uk
6.8mm Laminated Decorative units for excellent safety and extra security
0118/0013
0345 2000 816 | customerservices@distinctiondoors.co.uk distinctiondoors.co.uk | door-designer.co.uk Tried, tested and trusted, the UK’s number 1 composite door supplier
www.glassnews.co.uk | January 2018
7
DOORS
The UK’s Leading Glass & Glazing Newspaper
#DOOROFTHEMONTH
DISTINCTION GLASS SALES TRENDS REVEAL CONSUMERS’ TASTES Distinction Glass has just revealed information on its most popular glass ranges and it indicates how much contemporary styles are coming to the fore these days. Chantel Roach, Distinction’s Sales and Marketing Director, commented: “All our ranges have seen growth in the past year, but, as in previous years, our contemporary ranges have seen a surge in interest. It demonstrates consumers’ continued interest in contemporary living trends.” Distinction Glass’s traditional ranges have also seen growth in the past year. Chantel commented: “We know it’s important to give consumers the choice they’re looking for. While our contemporary glass ranges have seen the most growth, there’s no doubting the continuing and growing appeal of our traditional glass ranges too.” The Distinction Glass brand comprises 24 designs across four collections and celebrates the strength of Distinction’s glazing offering, something that is reflected in strong sales growth. All Distinction Glass designs are triple glazed, something that offers three major benefits. It helps maintain thermal efficiency, it ensures the glass is easier to keep clean because the decorative panel is enclosed within two clear panes and it increases security levels too. This is because the external pane is fitted with 6.8mm laminated safety glass to BS EN 14449, meaning installers can upsell to the Secured by Design option on Distinction’s doors without needing to place an order for special glass on an extended lead time. The quality of the range is highlighted in the 44-page retail glass brochure which helps make choosing the glazing panel a pleasure for consumers. Distinction was the first company to introduce a contemporary glazing range designed around each door style. Its continued popularity demonstrates the company’s ability to reflect consumer trends and tastes, which is undoubtedly one of the reasons it remains the market leader in the composite door sector. Tel: 01226 352274 www.distinctiondoors.co.uk
CAMPAIGN OPENS FOR ENDURANCE
PATIOMASTER DEMONSTRATES HOW TO MAKE BUSINESS EASIER The aim of every patio door installer is to fulfil orders easily, quickly and to the highest standards. Carmen Velilla, Brand Manager of PatioMaster, says there are five ways that PatioMaster helps its customers to do this. Perhaps the biggest advantage of partnering with PatioMaster is you’re partnering with a company that manufactures bespoke patio doors that are easy to install. Carmen says: “PatioMaster doors are made to your exact specifications and are typically delivered within a week, meaning orders can be fulfilled quickly and with no fuss. The installation process is aided by PatioMaster’s ultra slim profiles, which significantly reduce the amount of plaster cutback required during installation.” PatioMaster is also renowned for manufacturing patio doors that meet your customers’ expectations. Every door offers uninterrupted views and stylish frames that come in a choice of 18 colours and finishes as well as in a variety of pane configurations. Combined with world-class technical features including Secured by Design options, it’s no surprise that homeowners with PatioMaster patio doors recommend them to their friends. To help you ensure quick, easy installation every time, PatioMaster provides great, free technical support. Carmen comments: “Our doors are designed to be simple to install, but whenever you have a query, we’ll be on hand. We support our installers with a great range of free information and work closely with patio door installers on national and regional levels to ensure personalised excellence across all levels of the sector.” PatioMaster supports patio door installers by providing them with free marketing support materials too. They also proactively market the brand across multiple channels and because PatioMaster is a name you can trust, installers benefit from a solid reputation that has been built on quality.
Endurance® Doors have just launched a new #DooroftheMonth campaign on social media, with a view to enticing their retail partners and Preferred Installers to share installation images with them, with a promise of a tasty prize each month. The images generated from the campaign will then be used to develop further consumer marketing materials for the fast growing, solid and secure composite door manufacturer. All customers need to do in order to enter, is to tweet their respective entries with hashtag #DooroftheMonth or e-mail them directly to marketing@endurancedoors.co.uk. Winners have already been tweeted at the start of the last three months and the they were DH Frames of Bristol with a two-tone Alto door in anthracite grey and walnut in September, Ribble Valley Windows in October, with a Scafell door and sidelights combination in schwarzbraun and Impressions Home Improvements in November with a Bredon style door in golden oak.
Rachel Dixon, marketing manager at Endurance® Doors commented: ‘The new DooroftheMonth initiative has been implemented so we can generate further great images of our impressive solid and secure composite doors. We’ve also incentivised our customers within the campaign with a little tasty prize for the lucky monthly winners. She continued: ‘With ongoing new marketing initiatives and deliverables, we’re actively able to fuel further strong growth for us as a brand and that means our customers are enjoying the same levels of success.’ For further information, including a brochure pack, on Endurance® Doors, please visit www.endurancedoors.co.uk, e-mail sales@ endurancedoors.co.uk or call the sales office on 01652 462042. You can also follow them on Twitter @EnduranceDoors. READER ENQUIRY NO: 0118/0016
COMPLETE WARMCORE SUITE ACHIEVES PAS 24 The recently launched WarmCore Inline Patio Door has successfully been tested to meet PAS 24:2016 standards, making the whole suite of thermally efficient aluminium products PAS 24 compliant. All WarmCore windows and doors, including the SV slim vent window, flush sash windows and bi-folding doors, have been tested to PAS 24 standards, meaning they all meet the requirements of the Secured by Design security scheme. Phil Parry, Head of R&D at Synseal Group, said: “We put the new WarmCore patio door through PAS 24 testing as soon as possible, as we have already received a lot of interest in the doors being used for both retrofit and new build applications where demand for Secured by Design products is high. “As with all our WarmCore products, we designed the inline patio door with these security standards in mind and worked closely with ILH LTD to develop a bespoke
bi-directional locking system unique to us, which is secure to PAS 24 standards when locked not only internally but externally too, unlike many competitor products. “There are a lot of applications where a patio door may rely on external locking, for example in outbuildings like garden rooms and annexes – especially as more homeowners are looking to expand and add value to their properties. This is a specification consideration which is often overlooked, and we believe we have the only patio door which offers this guarantee with standard hardware, giving our customers a unique selling point against their competitors.” The WarmCore Inline Patio Door has been tested to meet PAS 24:2016 requirements as standard, so there is no need for plunge bolts or additional hardware. Available in two, three and four pane configurations, the inline slider is also now available in sizes up to 6m wide and 2.4m high.
Carmen concludes: “By partnering with PatioMaster you’re partnering with a brand that is trusted to deliver quality products with robust profit margins. PatioMaster is the costeffective trade supplier that does all the hard work for you – leaving you to get on with what you do best, installing patio doors.” All this goes to show, it’s clear that PatioMaster is a high quality and reliable supplier. It’s no wonder it’s the nation’s favourite. Tel: 0808 178 3370 - www.patiomaster.co.uk READER ENQUIRY NO: 0118/0014
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READER ENQUIRY NO: 0118/0015
READER ENQUIRY NO: 0118/0017
January 2018 | www.glassnews.co.uk
Typically unique
0118/0018
Introducing the new Luminia F82 bi-fold door. Here at AluK, we’re famous for delivering industry fi rsts, it’s why we’ve pushed ourselves to ensure the Luminia F82 equally leads the way. Exclusively available through our network of Luminia Select Partners, the design of the F82 has an unrivalled thermal performance of 1.3W/m2K double glazed and 0.9W/m2K triple glazed. Which help to reduce heating bills by keeping the warmth in longer. The Luminia F82. Innovation, not imitation.
Visit F82.aluk.com to discover more.
Experts in Aluminium www.glassnews.co.uk | January 2018
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FACE TO FACE
The UK’s Leading Glass & Glazing Newspaper
THIS MONTH: Lauren Edwards Digital Marketing Co-ordinator, The Glazerite Group LTD Glass News talks to Glazerite’s Lauren Edwards about keeping fit, dream travel destinations and her first impressions of the industry.
IT’S ALL ABOUT YOU Where were you born and live, currently... I was born in Wellingborough, Northamptonshire and currently live in a nearby village called Irchester. I’ve lived in this area all my life and I enjoy being close to my family and friends.
Your education and the subject or activity in which you excelled… I always enjoyed school, probably not so much the lessons but more the social side! The friends I met at secondary school are still very much my best friends today. I excelled in English, Science and Media and even chose to do Media as one of my A-Levels. Although I had a good experience at school I didn’t have an interest in going to University, and instead decided to do an Apprenticeship at a local digital marketing agency.
Your favourite sports or interests… I have never had much interest in doing sports, although I enjoyed P.E at school. Around three years ago I decided to join the gym as I had suffered some previous health issues and wanted to get my health back up. It was the best decision I
Your greatest achievement…
could have made and I now enjoy going 5 times a week. Although around Christmas I do tend to slip up and not go as often - oops!
Your biggest regret in life… I can honestly say at this point in my life I have no regrets and I hope that in the future this statement still stands!
Someone or something that inspires you… My parents have always inspired me. They are both hardworking and have always been there to support me through whatever tough decision or situation I have had to go through.
The temptation you can’t resist… The opportunity to create more memories, whether that’s going to an event, a meal with friends or jetting away on holiday. I’ve never been bothered about “stuff ”
but I always want to make more memories.
YOUR CAREER When and how you joined this industry… I’m still relatively new to this industry having only joined the company in August. I’m finding it interesting learning about the vast product range we offer and the industry as a whole. I’ve come from a marketing background and, although my strengths
are in digital marketing, I am enjoying learning about other aspects such as print. From everyone that I’ve spoken to so far it’s definitely and industry where everybody knows everyone and is so friendly.
The job you do in 25 words… I assist in positioning Glazerite as the brand of choice and support our installers, both in their offline and online marketing, in order to grow their business.
My biggest achievement is just being in the position I am in today. At 18 I was rushed to hospital to undergo a life changing operation and now live with a chronic condition. People always say to me that they don’t know how I dealt with it all so well at the time, so I would have to say that it is my biggest achievement that I am happy in my own skin and dealing with whatever life throws at me.
The mistake you’d like to correct… The fact that I took French as a GCSE – I was sat with one of my best friends which meant I didn’t pay much attention. Speaking French is something that I would love to be able to do so I might take it up again in the future.
The talent you would like to enhance… Something that springs to mind is being able to play a
musical instrument. When I was younger I started to learn to play the acoustic guitar but didn’t carry it on. It would be great to be able to play either that or the saxophone.
AND YOUR FUTURE What you would like to do if you weren’t in the industry… If I wasn’t in the industry I would definitely like to do something within Formula 1 (although it would probably still be within Marketing!) To many people’s surprise it is my favourite sport to watch. My Dad also has an interest in F1 and we have always watched it together as well as going to practice sessions at Silverstone every year.
A particular ambition… To travel around Australia and New Zealand. People that have visited have nothing but positive things to say about that part of the world so I would love to see it for myself.
The way you want to be remembered… I want to be remembered as someone that was always smiling and making the most out of life no matter what came their way. I would also like to be remembered for always being there for my family and friends.
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. 10
January 2018 | www.glassnews.co.uk
WINDOWS
The UK’s Leading Glass & Glazing Newspaper
EUROCELL’S MODUS SYSTEM AIDS GOTHIC REVIVAL Built in 1875, the Barnes Hospital is a French Gothic style building where patients from Manchester Infirmary were sent to convalesce. The Grade II-listed building, which was closed in 1999 and left to deteriorate, is now receiving a new lease of life as developer Henley Homes creates the Barnes Village around it. Alongside the 38 homes that are being constructed within the Victorian building, Henley is building a further 117 two- and four-bedroom townhouses in the hospital grounds. The challenge for Henley and its construction division Reis Construct was to find windows for the new-build houses that would complement the character of the hospital’s originals, while providing the best possible insulation and acoustic performance. The original specification from Jeffery Bell Architects called for an aluminium and timber profile for the new houses. However, in liaison with the local conservation officer, Reis elected to substitute these for Eurocell’s Modus flush sash casement window in Anthracite Grey. As well as satisfying the aesthetic requirements, the Modus windows offered a more cost-effective solution while delivering better performance than the original specification. “We looked at several issues when selecting the windows, including initial cost, thermal performance and ongoing maintenance requirements for our customers,” says Henley Homes’ construction director Aaron Usmani. The Barnes Village development, close to the village of Cheadle in
Sash Windows Sash Windows By Roseview Windows
We might make the world’s finest uPVC sash windows on By theRoseview market –Windows but there’s more to Roseview than just the products.
Greater Manchester, is wellconnected, on the A34 and close to the M60 and M56. However, this does mean that traffic noise could be a nuisance which is why noise attenuation is an important feature for the windows. Modus’ multi-chamber profile, designed to increase thermal performance, also aids the windows’ acoustic performance too. Featuring a unique 75mm six-chamber profile system, the Modus range delivers the optimum energy efficiency performance and can achieve a U-value as low as 0.7 from a standard system using triple-glazed units. The Modus casement, reversible and tilt and turn windows were among the first to achieve the ‘A++’ band in England and Wales for Window Energy Ratings (WERs) since the British Fenestration Rating Council (BFRC) launched the new rating in May 2015. The ‘A++’ rating is only given to those windows an energy index value equal to or greater than +20. Consisting of 50% postconsumer recycled PVC-U as standard, this range of doors
We might make the world’s finest uPVC sash on account the market – but there’s more With awindows dedicated management teamtoand an Roseview than just the products.
and windows demonstrates a sustainable use of materials and has a smaller carbon footprint than products With a dedicated account management team and an made or recycled outside uncompromising commitment to service mean that, when we of the UK. Eurocell win a new customer, we never lose them. achieves this by employing dual material extrusion Ultimate Rose technology (DMET) that Ultimate Rose Heritage layers post-consumer Charisma Rose recycled and ‘virgin’ Charisma Rose Heritage Rose material simultaneously, so the recycled material is concentrated in the central core of the profiles where it cannot be seen once the door or window is installed.
uncompromising commitment to service mean that, when we win a new customer, we never lose them.
The first PVC-U window and door system to offer a 12-year guarantee (on white profiles), the Modus system is available in nine solid and woodgrain effect colours, all of which are available with white internal finishes to create a light and airy living environment. A further range of more than 25 solid and woodgrain effect finishes is available to special order, including colour both sides. Eurocell worked with Reis to find three window fabricators to provide quotes for the £750,000 windows contract, with Unique Windows System winning the tender. “We needed to find firms that could handle the volume of windows and that had the right health and safety procedures in place for a site of this size,” explains Gordon Heron, Eurocell’s senior business development manager. “It’s also important to provide someone who is financially stable; that works in both directions.”
Call us today on 01234 712 657, or email trade@roseview.co.uk
Call us today on 01234 712 657, or email trade@roseview.co.uk www.roseview.co.uk
www.roseview.co.uk
www.eurocell.co.uk READER ENQUIRY NO: 0118/0019
www.glassnews.co.uk | January 2018
0118/0020
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Rose
MARKETING EXPERT
WHAT’S
YOUR
STORY?
Storytelling is an established, proven marketing technique. The reason is simple – stories resonate with people. We are linear and analogue and generally speaking - we act on experience and emotion, not just logic and data. When someone tells us a story we respond with empathy and insight, and we mirror the teller’s experience. If it’s a really good story we even get a little shot of dopamine, which heightens the connection and makes it more memorable. You don’t get that from a pricelist.
However, marketing through storytelling isn’t widely used in the window and door industry. At Brouha we’ve been doing it for a while, to our customers’ benefit. But we still see a lot of old-fashioned, feature-driven selling going on, with no narrative to make it resonate. Customers don’t want to just buy from you; they want to connect with you, and they want you to understand them. Your product isn’t the right one for them because of just data and statistics – it’s the right one because it will enhance their lives or jobs. Telling people
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truthfully what you do and why you’re different is important. But so is how you tell them.
HOW TO BUILD A NARRATIVE Think of your favourite pub. You may choose a pub through location, range of beers, or possibly even price. But the pub you go back to is the one that has the best ‘feel’ – where you’ve had the best times, with the best people, in the best setting. That’s the pub’s narrative, and it’s worth more than any shortterm offer or gimmick. Translating this into window industry marketing may sound difficult, but that’s where a good marketing agency comes in. We’ll take your company, products and services, and the facts and figures that make them stand out. Then – crucially – we identify your voice and personality. From there, it’s a matter of weaving those elements into well crafted, well written stories that your customers (and potential customers) can connect with. Here’s how it works.
IDENTIFY WITH CUSTOMERS (AND LET THEM IDENTIFY WITH YOU)
The UK’s Leading Glass & Glazing Newspaper
“Customers don’t want to just buy from you; they want to connect with you, and they want you to understand them. Your product isn’t the right one for them because of just data and statistics – it’s the right one because it will enhance their lives or jobs. Telling people truthfully what you do and why you’re different is important. But so is how you tell them.” not the other. You didn’t really care what they said, you just liked one of them more. Or to put it another way, you placed yourself in that story and identified with Apple.
SHOW YOUR PERSONALITY Never be afraid to let customers see your personality, because that’s what they want to see. Storytelling is a great way to show customers that your brand and company are real, and made up of real people just like them. An agency can help you put your brand message across as a narrative that gives customers something to latch on to. Once they’ve done that, you’ve formed a bond that gives you an edge.
SET YOURSELF APART A strong, relevant, engaging narrative brings customers back for more, and makes you stand out from the crowd. A good agency will create one delivered across a range of mediums. When customers identify with you they’ll buy from you on a repeat basis, as well as recommending you to others. They buy in to your brand, and they’ll want others to do the same. A great example of this is the soup company that asked their staff to bring in favourite soup recipes (most of which were handed down from mums). The company made some of the recipes, and published the stories behind why they were favourites. Customers loved it, because they’d transformed cartons of soup into something more significant and personal,
“Storytelling builds on the fundamentals you already have in place – great products, good service, the right price – by evoking an emotional response. As a result customers will relate to you and feel connected to your company, and that will make them more likely to buy.”
Mike Bygrave
with a human touch. It set them apart from everyone else.
STRIKE A CHORD Perhaps storytelling’s greatest strength is that it allows you to draw on emotions. Telling a story that people can identify and empathise with brings your brand to life, in a way that customers trust. But the story must be real – try to fake it and customers will spot what you’re up to straight away. Storytelling builds on the fundamentals you already have in place – great products, good service, the right price – by evoking an emotional response. As a result customers will relate to you and feel connected to your company, and that will make them more likely to buy.
That’s the power of storytelling, and working with a good agency can help you achieve it. Every company has a story to tell. Let Brouha tell yours.
READER ENQUIRY NO: 0118/0021
By telling a story that customers respond to and placing your company in it, you’re giving your customers and prospects something to identify with. That connection can be a powerful tool. Think of the old Apple vs Microsoft adverts, with two guys listing product features. One – representing Apple – was casual, friendly and likeable. The other – representing Microsoft – was grey, irritable and a touch nerdy. As a result, you identify with one character and
January 2018 | www.glassnews.co.uk
The power of the written word. It isn’t only about the things you sell, but the stories you tell. As PR and marketing professionals, we know how to engage an audience. We listen. We understand. We always focus on quality.
We tell your story. 0118/0022
t: 01672 514 947 e: hello@brouhamarketing.com w: www.brouhamarketing.com
0132 - NOV17 - BROUHA STORY TELLER ADVERT (265MM X 318MM)_V1.indd www.glassnews.co.uk | January 2018
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MARKETING EXPERT
MARKETING The UK’s Leading Glass & Glazing Newspaper
THAT OPENS DOORS
Andy Ball, Managing Director of Balls2 Marketing, the PR & marketing experts for the glazing industry talks about how the company’s market knowledge, relationships along the supply chain and great industry connections helps to feed their award-winning marketing strategies and content.
We really are part of a great industry. There’s not another one like it in the UK. It’s friendly and social and that means that there is a great level of connectivity between all of our peers. You only have to look at a PIGS event, or charity challenges like GM Fundraising’s Paddle2Pedal to see how willing our industry is to come together and create great new relationships. The relationships that Balls2 Marketing has with the whole industry, from media to systems company, installer to certification body, is what helps us stay on top of what’s going on in the market and in turn, moulds our marketing strategies and campaigns for clients, to make the most of every opportunity. Because we’re super connected, we get to work with a whole range of companies, right from component suppliers and fabricators down to the one-man band installer who’s selling directly to homeowners. This is invaluable to us, because we get inside knowledge on the challenges each one is
“Because we’re super connected, we get to work with a whole range of companies, right from component suppliers and fabricators down to the one-man band installer who’s selling directly to homeowners.” 14
facing, what’s being successful for them and can help other clients to exploit these opportunities.
of records over the years. 2017 has been a big record-breaker year and many of our clients have celebrated big milestones too. Their businesses have grown and survived through market uncertainty. In 2017, with more political uncertainty and a lack of confidence in the housing market we have worked in partnership with them so that they can grab all available opportunities.
CONTEXT, CREATIVITY, CONTENT As well as identifying windows of opportunity for clients, the conversations we have and the knowledge we accumulate from them helps us create great content. Alongside, social listening, keyword research and website analysis, it’s always good to incorporate what’s happening in the real world, to capture a more interested audience with our content.
We help clients to open the doors to these opportunities by reaching the right people with great messaging and encouraging clients to expand their options and talk to other people in the supply chain too. I don’t think we could explain better than the words of Jeff Pearson at Jack Aluminium: “We put a large part of our growth down to Balls2 Marketing. Before, we would go into an account and spend about 20 minutes explaining who Jack Aluminium was. Now, people already know, they’ve heard of us and want to talk to us. Working with Balls2 Marketing also helped us to enter the specification market, an opportunity we hadn’t really considered before. It has worked really well, and I think that is down to our great relationship with Balls2 Marketing.”
Whether it’s a longer article in a specialist magazine about not compromising on sustainability in favour of energy efficiency, a press release about a new product or service, an SEO blog to boost website traffic or a social post to generate leads, we create great content that’s interesting to your audience. And because our roots are in PR, the messaging is bang on for every piece of content we create, whether that’s an infographic, a GIF or just a Tweet.
MAKING CONVERSATION We know our strategies and content are successful too. We closely monitor results and send regular reports to clients to help
them understand how our activity makes a big difference to their sales. We’ve seen our clients, and their customers break all kinds
EXPERTISE, EXPERIENCE, ENTHUSIASM A lot of our client’s success is down to the hard work from our incredible team. We’ve got industry experience from Sarah and me, with backgrounds in home improvement and construction sales and marketing. We’ve built a team of individuals who have expertise in all things creative - writing, PR, websites, social media and SEO. We continually invest in them, with regular training and collaborative working to develop campaigns and incorporate everyone’s ideas. Our team is enthusiastic about what they do. They’re results-driven and love to see the effect that their efforts have on the growth of businesses in the industry. Seeing these results is one of the most rewarding parts of what we do – opening new doors for customers and seeing them be invited in. READER ENQUIRY NO: 0118/0023
January 2018 | www.glassnews.co.uk
Balls2 Marketing Advert Red.pdf
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GROW YOUR BUSINESS
FAST C
Balls2 Marketing helps some of the fastest growing brands in the glazing industry
M
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CM
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CY
Our expert team of marketing professionals create exciting strategies that deliver more sales leads and build brands.
CMY
K
Talk to us about making sure your business grows fast in 2018. 0118/0024
Call Balls2 Marketing on
01332 559406
Marketing experts for the glazing industry www.balls2marketing.co.uk
www.glassnews.co.uk | January 2018
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MARKETING EXPERT
The UK’s Leading Glass & Glazing Newspaper
MAKE THINGS SIMPLE – THINK INSIDE THE BOX ‘Thinking Outside The Box’ became a marketing watchword during the 90’s and the ‘noughties’. It was the phrase which inspired the creation of industry agency Inside The Box Marketing. “When we initially set up the business, we looked for a name which represented how we thought, and how we wanted to become known,” says Director of Inside The Box Marketing, Chris Globe. “You might say ‘what’s in a name’? But for us, it was extremely important. After working with many clients over a period of years in the Fenestration industry, I became more and more frustrated with the type of flowery, management speak marketers were using at the time and I started to question the role of marketing itself. There was a growing sense from across the industry, that maybe marketing was not delivering the tangible results it should, and was a cost to a client’s business that could quite easily and justifiably be removed.” “The UK was in the middle of the global economic crash and with the recession that followed, money was tight. Businesses were being more cautious and making sure if they were going to spend on marketing they were going to get a return for their money. Our philosophy was to guide our clients to just take a step back; to go back to basics, and our business model encouraged clients to focus their efforts on using the attributes they already had in their business to help promote their products and services in a simple but effective way.”
Stephanie Tague
Chris Globe
with clients, helping them draw-out these attributes, showing them how valuable it is to communicate them through to potential, as well as existing customers. Our point is, you don’t need to re-invent the wheel every day to achieve success. Being able to unleash the potential in the client’s products or services, by utilising the skills and knowledge we have acquired over 30-years in the Fenestration Industry, is our ‘Unique Selling Point’.”
ADDING TO THE DYNAMIC “More recently, we have enhanced our business and employed an experienced PR Manager to bring additional resource, knowledge and skills. Stephanie Tague, joined Inside The Box Marketing in late 2016, after spending many years working in a variety of marketing roles across the Fenestration industry. Adding more means to the businesses has created a new dynamic, with
the company now being able to extend its client offering further. Previously, Stephanie had developed skills and knowledge from working with hardware, manufacturing and component companies, and working as an editor for several industry’s trade magazines”.
ALL ABOUT YOU “To ensure clients and their businesses receive the best from us, we pay close attention to their needs and their business goals. Each organisation is different with a diverse portfolio of services and products on offer. We currently engage with numerous highprofile clients in the industry, including Supalite Tiled Roofs and Truedor from IG Doors. These companies have worked with Inside The Box Marketing since the launch of the stellar products they offer the industry”. “We also work closely with GQA Qualifications, the industry’s main, qualifications writing and awarding body for the Fenestration industry. Since appointing Inside The Box Marketing, GQA has seen its profile as an organisation, and the number of partnerships with key industry employers, rise significantly.”
school-leavers and those wanting to make a career change in their lives to choose Fenestration as a career. The new initiative, will take the form of a giant prospectus for the Fenestration Industry, and aims to capture the attention of youngsters, showing them the great careers available for them, if they join it.” Inside The Box Marketing will be encouraging employers, whether clients or not, to help support the new campaign and participate in reducing the skills gap for the future. If you would like to talk to Inside The Box Marketing about how they might be able to support you, please make contact directly with either Chris or Stephanie. Chris Globe - Tel: 07429 103925 chris@insidetheboxmarketing.co.uk Stephanie Tague - Tel: 07789 344479 steph@insidetheboxmarketing.co.uk www.insidetheboxmarketing.co.uk
CREATING A FUTURE FOR ALL
SIMPLY, UNCOMPLICATE THINGS! “Some companies may not appreciate the marketing value of the great things that go on in their business; outstanding technical products, the excellent customer service they deliver, the contribution of their staff, or the customer feedback they get. We spend time
Mick Clayton GQA
L to R George Clarke, Richard Kirkman IG Doors
“One further example of our back to basic thinking is set to be put in practice in 2018, with the launch of an exciting new marketing campaign ‘Building Our Skills in Fenestration’. Inside The Box Marketing will be instrumental in launching the new campaign, alongside main promoter GQA Qualifications, to encourage youngsters,
READER ENQUIRY NO: 0118/0025
Supalite Tiled Roof
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January 2018 | www.glassnews.co.uk
Connaught have been fabricating the Ultraframe system for over 15 years. That’s why we’re:
YOUR PROFESSIONAL CONSERVATORY ROOF SPECIALISTS... We can offer technical support, training and a full marketing package to help increase and develop your sales and more importantly increase your profits. Nobody knows the Ultraframe system better than us and we can offer a full back-up service to help you: • Bespoke Software available to our trade customers • Structural report for every roof • 2 Hour quotation turnaround • Professional support and advice from our expertly trained fabricators • On site assistance • Free delivery to site • Training for your installers • 7 Day turnaround
LivinRoom
New to our product range
Find out exactly how we can help. Call either Ritchie, David or Debbie on:
Lantern
01709 710100 You’ll be amazed at how affordable the superior Ultraframe products are -
let us give you a quote today. LivinROOF
LivinROOF
Probably the best prepped roof on the market - We do more so you do less! 0118/0026
Call 01709 710100 info@connaughtconservatories.co.uk
The Ultraframe Experts
www.glassnews.co.uk | January 2018
Fax: 01709 525262 Unit 3, Lloyd Street. Parkgate. Rotherham. S62 6JG www.connaughtroofs.com
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CONSERVATORIES
The UK’s Leading Glass & Glazing Newspaper
IF YOU WANT TO ADD VALUE TO YOUR PORTFOLIO IN 2018, LOOK NO FURTHER THAN LEKA
PREFIX PARTNERS WITH SAVEHEAT AND MERLIN Prefix Systems have partnered up with Saveheat Group, which includes Merlin Network, for the supply of their impressive WARMroof system for installations in Scotland. WARMroof has already proven to be the definitive high performance, solid roof system, which offers a number of impressive USP’s and already carries LABSS approval, alongside LABC for England and Wales for both conservatory replacement and home extension projects. The WARMroof is ideally suited to the Scottish market with the fully insulated system ensuring ‘cold spots’ are eliminated fully. The WARMroof construction has pre-formed insulation sitting above the roof structure to ensure the aluminium framework is fully insulated, keeping the structure warm. The true WARMroof construction negates the need for additional battening under the tile when the using Envirotile, saving additional fitting days during installation. The WARMroof is also structurally proven to take a traditional concrete tile or slate, something no other lightweight tiled roof solution can boast and gives the homeowner numerous options. A newly published 16-page WARMroof Building Regulations brochure from Prefix Systems, which also expertly details the simple 5-step process for compliance, explains the details about LABSS and LABC requirements, along with a guide to good practice. After many months of deliberating the various systems available, Saveheat have chosen the WARMroof from Prefix Systems and believe that they have the opportunity
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"Merlin Network are extremely pleased to be appointed as the sole supplier of Prefix roofing systems for the whole of Scotland. Having recently been awarded LABSS for their WARMroof system, this gives us a unique selling point that we will use to grow business in the Scottish area." to promote the best performing solid roof system in Scotland as Colin Torley, sales and operations director explains: ‘Merlin Network are extremely pleased to be appointed as the sole supplier of Prefix roofing systems for the whole of Scotland. Having recently been awarded LABSS for their WARMroof system, this gives us a unique selling point that we will use to grow business in the Scottish area.’ Similarly Prefix Systems believe they have the perfect partner for the Scottish market as co-director, Chris Baron, highlights: ‘Saveheat, including Merlin Network, are the ideal trade partner for us to further promote the WARMroof in Scotland and we look forward to working closely with Saveheat and developing this fruitful partnership further.’ For further information on Saveheat Group visit www.saveheat.co.uk or call 01475 601960. For further information on Prefix Systems visit www.prefixsystems.co.uk, or call the head office on 01254 871800. You can also add to their considerable following on Twitter @prefixsystems. READER ENQUIRY NO: 0118/0027
What’s behind the recent upturn in the fortunes of conservatory sales? It’s simple: the alternatives to the traditional conservatory that have come onto the market in recent years. And if you want to capitalise on the opportunities these products bring, it’s time to take a closer look at LEKA Roof Systems. The company’s products have a unique construction that gives them a major USP over other roofs on the market. What’s more, the speed with which they can be installed is a big boon for installers. The market-leading LEKA Warm Roof was developed using innovative engineering techniques, highly technical design protocols and practical experience, so it delivers a wealth of advantages. The unique GRP construction means it has a U value of just 0.15 W/m²K, so it delivers the thermal efficiency today’s homeowners are looking for from their conservatories. It has a better lifespan than the traditional tile, concrete or slate alternatives, making it a better investment. The roof is available in any design, can incorporate Velux rooflights and offers a bigger span and a lower pitch too, so it’s incredibly flexible. And because there are fewer elements to install than on a traditional solid conservatory roof, on site installation
typically takes just two to three days, including removing the old conservatory roof. The LEKA Orangery Roof uses the same technological innovation as the marketleading Warm Roof. It means it’s a genuinely lightweight orangery roof that has a U value of just 0.15 W/m²K, something that will be very appealing to homeowners looking to create year-round rooms to house kitchen, dining and living areas. The roof is supplied in kit form and all materials are pre-cut/ fabricated to exact specifications. It means installation is a two man one day job (excluding the lantern and roof membrane). LEKA Approved Installers are supported with a comprehensive marketing package plus full product and sales training so they can maximise their sales potential and take advantage of the trend for feature-rich conservatory roofs. The LEKA Warm Roof and the LEKA Orangery Roof both revolutionised the market when they launched. The company will be launching a new product in March 2018 and all the signs are that it will take LEKA to the next level of innovation. Tel: 0800 773 4040 - www.lekasystems.co.uk READER ENQUIRY NO: 0118/0028
GREY IS THE NEW BLACK The fully thermally broken Stratus lantern roof system from Synseal Group is now available with a grey interior colour following high demand from customers. With a hardwearing aluminium exterior and innovative thermal break technology, Stratus has been designed to combine desires for aluminium aesthetics and excellent thermal efficiency. Following a successful first year of sales from fully fabricated products and a surge in roof fabricators signing up to offer Stratus, the aluminium lantern roof system was chosen as a finalist in the New Product of the Year category at the G17 Awards - giving Synseal Group high expectations for this product in 2018.
Now Stratus offers customers even more choice with an internal Anthracite Grey option. Andy Jones, Group Sales and Marketing Director, said: “Anthracite grey has taken the market by storm over the past couple of years and is a very popular choice among homeowners both as an internal and external colour. Our grey exterior option has been well received by our customers and end users and following their requests, we have made grey an option for the internal colour too. “More homeowners are starting to incorporate colour on their windows, doors and roof products internally now and RAL 7016, better known as Anthracite Grey, is the top choice at the moment. In addition to the minimal sightlines and discreet cappings that Stratus offers, the benefit of a grey internal colour will give the seamless impression of a panoramic view of the night sky which many homeowners are looking for.” The grey interior colour will be available to customers from January. To add Stratus to your roof product offering, call 01623 444390 or email info@synseal.com. READER ENQUIRY NO: 0118/0029
January 2018 | www.glassnews.co.uk
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GLASS NEWS INTERVIEW: BOING BOING
The UK’s Leading Glass & Glazing Newspaper
BOING BOING CONTINUES TO GROW WITH PVCU & ALUMINIUM FABRICATION PLUS PROFILE PAINTING With Gary Morton’s remorseless efforts to raise money for Hope House Children’s Hospices through his GM Fundraising vehicle, it is easy to forget that he runs successful businesses on the side! His Boing Boing Group, a jokey reference to his team, West Bromwich Albion and their favourite post goal celebration chant, has within the group Central RPL, a PVCu fabrication business; Central ASL, his aluminium fabrication arm and now a joint venture with Kolorseal, specialising in paint spraying of PVC windows. Glass News’ Publisher Christina Shaw and Editor, Chris Champion, went to see Gary at his head office in West Bromwich.
Boing Boing has not been going for long. What was the driver to set up the group? We set BBG up in the middle of 2015 as the tool to make acquisitions. This was on the back of wanting to put a little Fenestration group together of around £15m turnover. We are now at about £10m and with an average of around 850 PVCu frames per week, peaking at 1,000. We are still in the early stages of the Aluminium business, but it is showing significant promise, we have capacity to increase the number of frames so our target is well within our reach.
Gary Morton
Checking the finished frame
Packed and ready to go
And you’ve now added a paint spraying business…
Debbie was one of the participants in the Paddle2Pedal challenge back in the summer, so was this a conversation over a relaxed drink in the evening while on the challenge.
I was brought up in the pub industry. My father managed pubs and we moved around from pub to pub in the Black Country area. We moved every few years and never had anywhere we could call home and, equally, I never had a school where I could work my way through the school years. As a result, I became good at making friends, I guess.
We have a 50% share. The paint spraying operation was part of our strategy. Everyone can see what the impact of colour is going to be. We wanted control of this process early on. We have our own need and we can offer it to other fabricators. I had looked around at the possibility of buying a company but, in conversation with Debbie Hendry, she had it in her mind to expand Kolorseal into the Midlands and with her expertise in paint and our own plans, it made sense to work together. Hence Kolorseal Midlands.
Not exactly! We happened to sit together at the launch dinner, by the end of the dinner, we had virtually agreed a deal!! It just goes to show though how people can meet through charity and form working relationships. Hopefully this has been a bonus for both of us.
With all the GM Fundraising activities it is easy to forget that you run businesses, almost on the side! Can we talk a bit about how all these things came about? Well, it’s a long old story, but a quick picture is, I had a company called CentralCRC, which I sold some 5 years ago. When I decided to put the group together, I established that Central and the acquiring company may be available and so it proved. I made an offer and the deal was done.
But how about your early days? I know you have been involved in this industry for some time… 20
My real interest and something I could shine at though, was football and as a 12 or 13 year old I would train at Spring Road – West Bromwich Albion’s Training Ground at the time - twice a week and play junior games etc. Heartbreakingly, I was not really good enough to turn full time pro, but I played a very good level as a semi-pro for a fair few clubs locally. As a result, I needed a job that would offer me a vehicle and offer flexibility to train and play mid-week games and so I applied to a company called Thermoseal Services and Jim Patterson, the owner at the time, gave me a job as a service engineer. So there I was involved in hot melt and I’d got the company van to go to football. Happy days! Then, when I was about 25 years old, during the Christmas period, I was given the keys to a Cortina Estate (MAP 425W was the registration) and around 70 bottles of scotch and informed I was now the Sales Rep. Go and see customers bearing gifts. Some years later, I was head hunted by the inspirational Derek Bonnard to join Window Machinery Sales, selling glass handling equipment. From there I went to profile company EXTE as Sales Director, then on to
January 2018 | www.glassnews.co.uk
GLASS NEWS INTERVIEW: BOING BOING
The UK’s Leading Glass & Glazing Newspaper
Cutting to size
Corner cleaning
Welding the frame
Hand finishing a frame
Selecting profile
PVCu french windows
Machining the profile
Keeps are fitted for a composite door
Danum Windows where we formed Premier Profiles. That period was amazing as PVCu took a foothold as a material. Going from marketing the product, to extruding in one year and from nothing to a £10m turnover, in about 3 years.
I suspect it’s not really about the money…
When Stormseal bought Danum and Premier, I became Managing Director. By then I was around 30 years old and when the Stormseal Group went into administration, I headed an MBO of Premier Profiles, backed by Heywood Williams, but, we were pipped at the post by Polypipe and I resigned as a result
What year are we in now, Gary? Around the end of 1990, early in 1991 I was then headhunted by Phildrew Venture Capital Fund to salvage Range Valley Engineering. We developed it into Status Systems, which I ran until 1999. It was my first experience of a turnaround and working with a VC firm. It was a wonderful experience and I learned an awful lot. In 1999 (on my birthday, coincidentally) we sold to Deceuninck, whereupon I was tasked with running the Deceuninck UK Group. This role took me to around 2002/3, when, naively, I thought I could semi-retire. I continued at the Group on a part-time basis and picked up a few other Non-Executive roles. Then in 2008, I joined up with Mike Derham at Mighton Products. This was initially via GM Fundraising, whom Mike had donated his Villa in Tobago to. That period was great fun, it is such a fabulous business, and once we had it tidied up it absolutely flew and still does to this day. I was then involved in an MBI at a business in Hampshire, IEP, which is a plastics processor and distributor. I exited this after getting it sorted and it was then that I thought about putting our little group of companies together, with the aim of getting to about £15m turnover.
Boing Boing is obviously well on the way towards your target but www.glassnews.co.uk | January 2018
No, not at all, although it helps of course. For me it’s about enjoyment and having control over your own destiny and having a company that is easily manageable with a team of people that take responsibility for their own actions and get a slice of the cake for doing so. If a customer calls for any reason I want the person who answers the ‘phone to be able to get things sorted and not pass the customer around the business.
What will take you to your £15m turnover goal? A mixture of things. A culture of customer intimacy, product innovation and availability. For instance colour. The mix of PVCu and aluminium from one supplier is also crucial to it; along with strong support for customers in marketing back up and, of course, good
I had always dabbled I suppose. I first gave a lot of my time to it whilst still at Thermoseal. I have done it ever since. The then Technical Director, Wes Kendrick, who was in the Salvation Army asked me for some help at their Christmas Day food service. I enjoyed helping others less fortunate and got the bug for it. I then moved onto normal things like the introduction of ‘salary sacrifices’ in the businesses I was involved in, 10k runs, parachute and Bungee jumps too. I’ve done most of the obvious things. Frames ready for despatch
service. We have made great progress in our overall offering. Dramatically improving our hardware and PVC offering along the way. Added value is what BBG is all about. It needs to become our mantra. We aren’t there yet, but we are well on our way.
Can I go back to your charity work? How did all that start?
I then organised a Black Tie dinner to raise money for a babies hospice in Liverpool, called Zoe’s Place. They needed £5,500 and we ended up making £16,700. It was great fun and people wanted more, that was when we decided to start something formally and GM Fundraising was born in 1995. We raised funds for Acorns, then Birmingham Children’s Hospital, before discovering Hope House in 2001 and since then have raised just over £1.7m. This, in the main, is due to the support from our industry and the people in it.
Everything seems to have gone well for you, both in work and with GM Fundraising. Any regrets? Goodness Chris, I have made plenty of mistakes and have many regrets. I certainly can’t pretend everything has been plain sailing. For instance, buying a restaurant back in 2007 wasn’t my finest hour, or the most successful. However, I don’t dwell on regrets or mistakes. I try and learn and move on! I have been fortunate enough to have had a couple of great mentors in John Parkinson at Status Systems and Clement De Meersman at Deceuninck. They both taught me a lot and I now I try and do the same with people I am involved with and that is a great pleasure to me. Part of the manufacturing floor
READER ENQUIRY NO: 0118/0032
21
TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
HEGLA MAKES LIGHT WORK OF 20M JUMBO CUTTING The arrival of 18m jumbo sheets at a Saint Gobain factory recently caused quite a stir on social media, right across the industry, with a lot of people staggered at the logistics of transporting the glass. Many looked at the enormity of the issues associated with the practicalities of moving the glass both in transit as well as around a factory floor and they were left flummoxed. For the HEGLA team there was no dilemma regarding the discussion, as the range has been carefully engineered to meet the demands of a changing market, where supersized glass units are increasingly being stipulated. Easing the pressure on processors is where HEGLA provides all the right solutions with its Galactic Plus float glass cutting machinery, that has been developed with electromagnetic linear drive that can handle glass sheets up to 20m long. The combined, high resolution measurement system works without mechanical gears, minimises wear and sets new benchmarks in precision engineering. Demands on glass processors are increasing, with many specifiers and architects now using glass as the product of choice for large commercial projects. In terms of insulation, durability and aesthetics it would seem that bigger is still getting better and consequently, as a product it satisfies the requirements of the planners and the desires of the end users. Steve Goble, Managing Director HEGLA UK comments, “With an appetite for skyward
living becoming more and more popular, as inner city buildings literally reach new heights, glass is now the evident favourite for all the benefits it adds. Design plays an important role in a finished project, with its ability to create the right architectural balance between performance and aesthetic. Shops, apartments, restaurants and businesses now easily sit together under one giant glass facade, but creating supersized units to meet the needs of the construction companies remains firmly in the hands of the processors.”
Check out the video on the BYSTRONIC/ HEGLA Facebook page to see the Galactic Plus 20m in action in Beverungen, being tested before despatch: https:// www.facebook.com/plugins/video. php?href=https%3A%2F%2Fwww.facebook. com%2FBystronicHegla%2Fvideos%2F11794 75612197142%2F&show_text=0&width=560 For more information on the HEGLA range of automatic cutting, sorting and storage solutions call 01908 261933 or visit the main HEGLA website: www.hegla.de READER ENQUIRY NO: 0118/0033
Aluprof ’s Managing Director, Wojciech Brozyna comments on the company’s commitment to the new London post; “Our aluminium systems are becoming well known and increasingly specified by architects in London. To ensure that we can quickly respond to specifiers requests for facade engineering support, we felt it was necessary to have a permanent presence in the city.” A trained engineer, Przemyslaw brings with
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him a wealth of experience gained in the UK facade and solar shading industry. Working closely with Aluprof ’s team of Project Consultants, the support position of the Façade Engineer will assist specifiers in detaining Aluprof systems into any project particularly where challenging details are required. As Aluprof embraces ‘Value Management’ across the project timeline, the Facade Engineers role will seek and design bespoke solutions which can offer project both cost and time savings whilst benefiting from robust design solutions. Aluprof ’s extensive range of systems extend to unitised curtain walling, sliding folding doors, commercial doors systems and a wide range of window systems, all of which are increasingly being specified
Przemyslaw Federowski as Facade Engineer in Aluprof ’s London office
on a variety of residential and commercial projects across the UK and overseas. All systems are designed and installed by selected, specially trained companies to ensure each product meets Aluprof ’s exacting standards. Further information is available on the company website at aluprof.co.uk.
Left to right: Andy Whyle – Chairman of BESST and Paul Nelms – Epwin’s Group Environmental Manager
Epwin Window Systems has won the Sustainable Business Award from Business Environmental Support Scheme Telford (BESST) 2017, for Carbon and Energy Management. Paul Nelms, Epwin’s Group Environmental Manager said, “We are delighted to have won this award. As a business we are committed to ongoing energy reduction throughout our Telford extrusion plant and to collect a sustainable business award proves this commitment is being duly recognised.” The Business Environmental Support Scheme for Telford (BESST) was launched in 2001 to help businesses improve their environmental performance and reduce their carbon footprint. Members come from both the private and public sectors with represented industries ranging from manufacturing and engineering through to tourism and retail. The BESST Group work in partnership with the Environment Agency and Shropshire Wildlife Trust. Their methodologies and best practices are used as exemplars to universities and help influence decision making both at governmental level and strategically in the international arena. This prestigious award comes hot on the heels of Epwin Windows Systems winning the BPF Energy Award 2017 for the facility BPF/F00150 within the Climate Change Agreement. Once again, the award was given in recognition of the company’s considerable ongoing commitment to energy reduction throughout their manufacturing processes. The award was presented to the Epwin Windows Systems management team by Chairman of BESST, Andy Whyle, at the company’s Telford manufacturing headquarters in December. Tel: 0808 178 3370 - www.epwin.co.uk
READER ENQUIRY NO: 0118/0034
FIRE TESTING – ULTRAFRAME,
SETTING THE STANDARD
In the wake of the Grenfell Tower disaster, Ultraframe is calling for all solid roof manufacturers to publish their fire safety certification for the entire roof system not just the components. This heightened awareness of fire safety in construction materials has resulted in greater numbers of consumer enquiries into the fire safety performance of both Livinroof and Ultraroof - both of which have been independently tested as an entire structure by Exova Warringtonfire. Andrew Thomson, Design and Development Director at Ultraframe is concerned that there is still a “significant” proportion of the industry that wilfully ignore the Building Regulations that govern the fire safety performance of solid roof structures, either as a new build or replacement roof system.
As a machinery provider HEGLA listens to what customers and specifiers want and takes a hands on approach to providing the right technical solution, as the market evolves.
ALUPROF EXPAND LONDON OFFICE As the demand for Aluprof systems and solutions continues to grow the company has recently appointed Przemyslaw Federowski as Facade Engineer in their London office. The new post at the London office follows the recent appointment of two new Project Consultants at the company in August.
BESST IN CLASS FOR EPWIN WINDOW SYSTEMS
READER ENQUIRY NO: 0118/0035
Andrew expands on the issue: “we have seen many examples of roof system manufacturers share the fire performance data of the tile (or finishing material?) that sits on top of the roof, but never have we seen test data that supports the entire structure. There is a very clear lesson from Grenfell and one that we acknowledged during the development phase of both Livinroof and Ultraroof, we mustn’t assume that materials perform the same in isolated material tests as they do when they’re sandwiched together with other components such as insulation, membrane and plasterboard. The message is simple components assembled together must be fire tested together.” There are two specifications that need to be addressed to ensure rigorous fire performance - the penetration of flame and the spread of flame. Combined, the two tests give the roof an overall rating of two letters in accordance with BS476-3:2004. The first letter relates to the penetration and dictates that roofs within 6m of any boundary must be classified as ‘A’. The second letter relates to the spread of flame and roofs within 6m of any boundary must be classified as A, B or C. Therefore, if the roof being installed is within 6m of the boundary a test certificate confirming the AC rating should be available for the roof to be compliant with building regulations. Installers must be able to show a home owner the test certificate for both A and C to confirm compliance. B-roof is the European equivalent of the AC rating that is required for UK Building Regulations. Ultraframe is making all of their test certificates easily available to installers to allow them to clearly demonstrate the fire safety performance of both Livinroof and Ultraroof. As Andrew concludes, home owner safety has to be paramount in the development of any new roof system: “as an installer it’s your responsibility to check the compliance of the roof system you are installing. One of our core design principles at Ultraframe is health and safety and if it costs us more to develop a safe roof, then that’s a small price to pay in protecting the home owner that lives beneath an Ultraframe roof.” READER ENQUIRY NO: 0118/0036
January 2018 | www.glassnews.co.uk
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The Guardian™ Warm Roof carries both LABC & LABSS approval throughout Great Britain. Which will give you an excellent sales advantage and extra peace of mind for your customers. Registration No. RD320
www.glassnews.co.uk | January 2018
Local Authority Building Standards Scotland
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TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
ISO-CHEMIE SEALS THREE PASSIVHAUS CERTIFICATES DUNSTER HOUSE CELEBRATES
20 YEAR PARTNERSHIP WITH SELECTA SYSTEMS
ISO CHEMIE, one of Europe’s leading producers of foam sealant tapes for windows and doors, has secured international energyefficiency and sustainability certificates for three of its products.
Lengthy and loyal partnerships are what everyone strives for in business and Selecta Systems are celebrating the 20 year landmark of supplying their products to Dunster House.
Two of the company’s ISO-TOP WINFRAMER thermal insulating and load bearing bracket systems and ISO BLOCO ONE multi-purpose joint sealing tape have all received certification from the prestigious Passivhaus Institute for Passivhaus products. ISO-TOP WINFRAMER is a pre-fabricated installation frame, which enables installers to fit windows into the insulation area between the inner and outer walls quickly and easily, avoiding the need to use metal brackets that cause non-repeating thermal bridging and give extensive problems when the windows need replacing. The product was tested against various comfort criteria and classified as Passivhaus efficiency class phB, reflecting its outstanding energy efficiency values. The versatile ISO BLOCO ONE is used to provide an effective gap seal to accommodate expansion and movement, and is the first joint sealing tape to gain the ‘Certified Passivhaus component’ certificate in the ‘Airtight systems/ window connection’ category. Andy Swift, the UK National Sales Manager, said the achievement reinforced the products’ outstanding thermal values, ensuring they are ideal for use in passive energy installations. He added: “ISO-CHEMIE has a strong commitment to providing customers with high quality innovative products, so these latest Passivhaus awards are another significant achievement for us.” The Passivhaus standard is characterised by high energy savings combined with enhanced comfort compared to conventional newbuilds and renovated properties. This requires the use of particularly energy-efficient
(Centre) Inge Knorn of ISO CHEMIE and (right) Dr. Benjamin Krick from the Passivhaus Institute
components, in addition to careful and detailed planning. As an independent body, the Passivhaus Institute tests and certifies products with respect to their suitability for use in passive energy houses. Products bearing the ‘Certified component’ quality seal have been tested against standardised criteria, have comparable characteristic values and offer excellent thermal quality. With its certificates for Passivhaus components, the Institute also increases the visibility of the products’ tested thermal characteristics. These characteristic values play a significant role in ensuring that a building subsequently achieves the energy savings that were forecast using an appropriate energy balance software package, such as the Passivhaus Planning Package (PHPP). This is a reliable design aid for architects and a quality assurance tool for project owners.
Starting out as a window and door fabricator in 1994, Dunster House soon changed over to Selecta Systems in September 1997, choosing the then 8000 System as their preferred PVCu window and door system. Selecta have always supported the growth of the business and assisted in the development of new ventures, with Dunster House expanding and becoming the UK’s leading garden buildings supplier, with the Advance 70 window and door system, MASTERslide patio doors and Selecta Composite Doors all part of their growing portfolio.
garden offices and buildings, providing a secure, thermally efficient and elegant finishing touch to the constructions. The new Advance 70 Flush Sash will also become a key product within their newly designed and launched windows and doors website, focusing on both the retail and trade customer market. Andy Green, Sales Director of Selecta Systems commented, “The relationship between a supplier and customer is one of constant development and by working closely together, built on a solid foundation of trust and honesty. This is something we aspire to achieve to help each other grow in stature. Relationships like the 20 year one we have with Dunster House are a
The Advance 70 System and associated products not only form part of the window and door fabrication division of the business, but also sit amongst the fabrics of
For more information about ISO CHEMIE contact Andrew Swift, national sales manager on tel: 07837 337220 or email: a.swift@iso-chemie.co.uk.
testament to both parties attitude to business and there are many similarities between the two businesses, with both still family owned and independent and with a similar ethos and set of values. They are ‘part of the Selecta family’.” “We would like to thank Dunster House for 20 years of loyal business and we are looking forward to providing further support to enable them to grow, by continuing to supply a range of high quality products and a service and support package to meet and exceed the businesses expectations.” If you wish to fabricate our Advance 70 Window and Door System and #bepartofthefamily, then do not hesitate to contact us on 0121 325 2100, email marketing@selectasystems. com or visit www. selectasystems.com. Written by Mark Walker, Marketing Manager, Selecta Systems
READER ENQUIRY NO: 0118/0038
READER ENQUIRY NO: 0118/0039
GREAT PRIDE AS BYSTRONIC HEGLA WIN NFA MACHINERY COMPANY ACCOLADE The Bystronic Hegla Preferred Partnership was awarded the Best Machinery Company Accolade in recognition of its innovative system solutions for the UK glass sector in the #NFA17 Independent Industry Awards. Both Steve Goble and Steve Powell take great pride in celebrating the innovation, entrepreneurialism and technical excellence provided by both companies. For both managing directors, the preferred partnership union brings together the best of both worlds with innovation and customer services kept as priorities. With the awards requiring both nomination and voting for by peers in the industry, Steve Goble believes that there is evidently great belief in the products and the customer support. With the National Fenestration Awards being industry led, for Steve Goble this has reflected the reputation of the company in a fair and open way. He comments, “As awards go, this is the one you want to win. It exemplifies the high standards set by HEGLA and the 15
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years of self-motivation and hard dedication given by the UK team, which have been acknowledged by the industry as a whole. That makes us all very proud indeed.” Steve Powell comments, “To win this award this year is cherry on the cake following such a positive year. It’s encouraging and rewarding to see that our diligence in this field has been recognised by the industry in general.” The broad range of HEGLA modern automatic cutting, sorting and storage systems working alongside the Bystronic range of IG line solutions helps to increase customers efficiency and output. Working together with key decision makers the teams are recognised for carefully evaluating business plans in order to streamline production methods. The pedigree of both the Helga and Bystronic brands is well recognised both nationally and internationally with those making investments in state-of-the-art machinery.
Working in tandem with the Bystronic Glass UK team which provides service support on all products from the Bystronic/Hegla range, ensures that customers’ production methods are as efficient as possible before installing new equipment. For both companies the NFA Machinery Company of the Year Award reflects the success of that partnership. For Bernhard Hoetger Managing Director HEGLA GmbH, the win has been a morale booster for everyone and he believes this to be great recognition for the UK teams. He comments, “In a tough market this is an excellent achievement. No doubt the UK success story can be attributed not just to the technology, but also the drive and commitment of the team. It is a great job well done!” For more information on the HEGLA or Bystronic product portfolio or to arrange an appointment to discuss requirements please call 01908 261933 or 01952 677971 regarding service requirements.
READER ENQUIRY NO: 0118/0040
January 2018 | www.glassnews.co.uk
0118/0041
www.glassnews.co.uk | January 2018
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TRADE NEWS
The UK’s Leading Glass & Glazing Newspaper
GREENOAK SAVE VALUABLE TIME WITH MULTIRAIL™ OVERHEAD RUNWAY SYSTEM Greenoak is an Oxfordshire-based construction and joinery business working on all types of buildings from new build to listed. Greenoak has been in operation for the past 11 years and has always had an in-house joinery workshop to process all woodworking requirements for their construction projects. The woodworking workshop also provides solely joinery work for enquiries that come through their website, through word of mouth and repeat work. The type of work that is completed in the joinery workshop is varied, including timber windows, doors, cabinets, wardrobes and other bespoke furniture. Eleven months ago Greenoak installed a Multirail™ overhead runway system in their spray booth, supplied by Runners Sliding Systems. The spray booth in their workshop is approximately 20m by 8m at the widest point. Greenoak previously used a turntable to dry all their spayed timber work and now use a Multirail™ system that allows the items to hang from hooks and air dry.
and prevent any need for retouching because the items are not handled. Mark added “The joinery spray work can now be done in half the time, previously an item had to be painted on one side, dried and then flipped over, now we can spray a whole item in one go and then move it in position to dry.”
Mark Glendinning, Director at Greenoak, commented “Since our Multirail™ system was installed in the spray booth we have experienced many benefits. The main advantage is that we can process spray work much more quickly, in fact we have saved so much time in the spray booth that we are taking on spray work from other joiners, as it’s more cost effective for them to outsource to us.” Other benefits that Greenoak have seen is that they can move items around without touching them and by hanging items, they can keep them away from any dust particles
The Multirail™ system is a ceiling mounted solution which incorporates tracks and hangers that can be designed to suit any space. Typical configurations have a spraying area, then moving the items on hangers into a drying area, which is often a space with heaters installed. Daniel Wells, sales director at Runners Sliding Systems commented “Many joiners have installed our Multirail™ system into their spray booths, they are particularly popular for companies producing timber windows, doors and other carpentry items, saving them time, simplifying the process and overall allowing the joiners to produce a superior finished product.” Tel: 01280 822062 - www.runners-uk.com READER ENQUIRY NO: 0118/0042
CARDINAL JOINS TIMBER’S
TOUR-DE-FORCE AT FIT SHOW 2019 The development of timber windows in the FIT Show line-up has been further strengthened with the news that traditional sash manufacturer Cardinal Windows has signed up to the 2019 event. The company, whose key staff boast over 150 combined years of experience, offers bespoke windows to specifiers and installers who seek traditionally styled, timber sliding box sash windows but which come with the latest standards of high performance. Having seen demand grow for real wood windows, the firm now sees the FIT Show as the best shop window to reach its trade target markets, as Marketing Manager Jamie Hackett explained: “We want to talk to a range of potential customers including window installers and specifiers together with architects, developers and small building companies and we know we will meet many of them at the FIT Show. Our customers include designers and builders of new homes right through to those responsible for the most sensitive period renovations,” he said. “The event has proven itself to be the focal point for all of the UK window industry, so that is where we want to be, especially now that so many others in the timber window sector are thinking the same thing.” Cardinal’s heart may be in the tradition of timber but its route to market is right up to date, with online ordering and a windowbuilder facility complete with instant quote function, all designed to make choosing
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– and pricing – a timber window as easy and cost-effective as PVC or aluminium. With pine, sapele or oak products based on German engineering backed by full UK customer support, Cardinal Windows have a U value of 1.5 W/m²K and are available in any RAL colour and with a range of bespoke and hardware options. Jamie Hackett concluded: “Everyone in PVC and aluminium is shouting about their ‘authentic timber alternatives’ but what they are really doing is emphasising how much people still aspire to having the real thing. More and more homeowners and trade customers are realising this. As a manufacturer, we have the skills and the infrastructure to satisfy this need and, in the FIT Show, we have the vehicle to get that message across.” FIT Show Event Director, Nickie West added: “The footprint of the FIT Show continues to broaden to include all types of fenestration products manufactured in all materials and for all sectors. There’s a real resurgence in genuine timber windows and the interest from the number of companies looking to exhibit is reflecting this. We are very pleased to have Cardinal Windows on board for 2019 and will have a significant portfolio of exhibitors showing timber products when the show opens in May 2019.”
DYNAMIC DEKKO WINDOW SYSTEMS
CELEBRATES 10 YEARS AT THE TOP
The UK’s foremost fabricator of high-end home improvement products, Dekko Window Systems, is celebrating a dominant decade in business. Founded at the tail-end of 2007 by Gary Torr and Kurt Greatrex, Dekko made its name as the reliable trade supplier of high-quality Deceuninck uPVC windows, claiming a larger market share with every passing year thanks to exceptional craftsmanship, a reliable service and fast turnarounds, in particular of foiled products. Dekko’s eureka moment came when the Greater Manchester firm saw the industry landscape move towards premium products and launched Residence 9, the timber-look flush sash window, back in in 2013 and focused entirely on Deceuninck products and their colour from stock. Dekko quickly grew to become the largest fabricator of The Residence Collection and Deceuninck products, prompting them to move from their original 25,000 square foot factory in Bredbury, to an all-new 55,000 square foot factory in Ashton-Under-Lyne. Soon after the factory move Dekko launched Räum, the high-end aluminium brand in cooperation with Reynaers, and invested in cutting edge Graf Welding technology enabling them to manufacture uPVC frames with seamlessly welded joints - a range they call Infinity. “It’s been an incredible 10 years at Dekko, growing from a regional trade supplier to one of the UK’s leading and most trusted fabricators with a nationwide client base,” comments Kurt Greatrex, Sales Director at Dekko. “Our success comes from seeing consumer tastes shift from white plastic windows towards high-end, luxury home improvements and in turn investing millions of pounds in the business to cater for this market. It’s an area we continue to focus on and we have some exciting developments up our sleeve ready to launch in 2018.” Dekko will be marking their special anniversary with a customer open day held at their headquarters in the New Year. “The open day will be an opportunity to reveal our new showroom, which will be kitted out with our latest product innovations,” Kurt concluded. For more information contact Dekko on 0161 406 0055 or visit www.dekkowindows.com.
www.fitshow.co.uk Kurt Greatrex, Dekko Window Systems Sales Director READER ENQUIRY NO: 0118/0043
READER ENQUIRY NO: 0118/0044
January 2018 | www.glassnews.co.uk
Call 01623 444 345 for a quote or more information
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FRAMEXPRESS LAUNCHES VIDEO AS POS FOR CUSTOMERS
MADE FOR TRADE BECOMES BIGGEST USER OF EMMEGI MACHINES Made for Trade has become what is now believed to be the biggest user of Emmegi machines in the UK by quantity, with the addition of a fourth Phantomatic T3A three axis machining centre to its manufacturing set up.
and scheduled for delivery in February. These have been specially tooled to suit the precision requirements of the new roof.
This brings to 13 the total number of saws and machining centres Emmegi has supplied to Made for Trade since 2013, as the company behind the best selling Korniche roof system has continued to invest to keep pace with surging demand.
Ian Latimer, Managing Director of Emmegi (UK) commented: “Made for Trade have been buying Emmegi machines ever since they were established and we’re very proud to be their key machinery partner. Their growth over the past four or five years has been truly phenomenal and we’ve worked with them every step of the way to make sure that they have the very best machinery set up to suit their needs.
Made for Trade was already operating older Emmegi type profile saws back in 2013, when Managing Director Bradley Gaunt ordered the first Phantomatic T3A and Emmegi Twin electronic double mitre saw.
“With six advanced CNC machining centres, electronic double mitre saws, NC bead saws and a single head upstroke saw, we think they now have the most Emmegi machines of any single customer in the UK.”
That production set up proved so successful that Made for Trade ordered another Phantomatic T3A and Classic electronic double head saw two years later to create a second similar production set up, and these were followed in 2016 by the third T3A and a top of the range Combi 5 axis electronic compound cutting mitre saw. The fourth T3A and a second Combi saw were added in 2017.
Bradley Gaunt from Made for Trade added: “We chose Emmegi from the outset because we liked the quality and durability of the machines. Once we’d launched the Korniche roof, precision accuracy became our key criteria and Emmegi have again delivered exactly what we need to achieve the tolerances required to make sure every roof fits together effortlessly.”
Alongside the T3As, Made for Trade has also invested in two Phantomatic X4 four axis machines, specifically to manufacture the Korniche roof system, with a third ordered
Ian Latimer again: “We continue to work hard to repay the loyalty Made for Trade have shown to us. They know that they can rely on us for quality products, reliable service and expert advice and, when a company is growing as fast as they are, that’s more important to them than ever.” Further details are at www.emmegi.com and www.madefortrade.co. www.emmegi.com READER ENQUIRY NO: 0118/0046
FrameXpress Ltd has released a new corporate ‘informercial’ in order to create a platform for customers to use when introducing the range to prospective investors. The video places a focus on the people, services and products behind the brandname and it clearly reflects the quality standards associated with the company. Available to view via the FrameXpress website as well as on the company’s new YouTube channel, FrameXpress Ltd, the video gives viewers an insight into how the various departments work together to create the portfolio that is offered by the leading window, door and conservatory fabricator. Furthermore, with Directors Stuart Green and Mark Westbrook interviewed, the video demonstrates the accessibility customers have to senior management, which is part of the longstanding friendly, flexible approach introduced by both Managing Directors when the company was launched nearly 20 years ago. As a progressive company, the new medium of video has been embraced by FrameXpress management with a view to substantiating the advantages of the range, as customers look to expand their own businesses. Launched as part of a new marketing initiative that will help both customers and their prospects to understand the business and the fabrication process behind it, this is the first in a series of videos that will be launched over the next 12 months. Mark Westbrook comments, “This has been developed as a POS tool for our sales team but also it will help our customers to present a clear picture of the quality behind the products before consumers invest. With technology now evolving into an integral part of corporate profiling, a video gives us the means to talk to every single customer and
prospect. It gives a clear message of strength and reliability, which are the foundations on which FrameXpress has been built.” Helen Duval, Head of Marketing comments, “FrameXpress management has always taken a forward thinking approach when looking at customer needs. As the company begins to celebrate 20 successful years, there will be a number of modern marketing strategies launched that will further substantiate the progressive position FrameXpress takes when providing customers with business support. Video is now one of the most engaging mediums to highlight the merits and successes of a business and as such it was the natural route to take. Further initiatives will be introduced gradually over the coming months as part of the company’s 20 year success story which begins next year.” For more information on the range or to view the new FrameXpress video visit www.frameXpress.co.uk or alternatively call the team to discuss project requirements on 01952 581100. http://www.framexpress.co.uk/videos/ https://www.youtube.com/ watch?v=Q1IJkruVSY0
READER ENQUIRY NO: 0118/0047
SMOOTH SLATE GREY LAUNCH FOR KOMMERLING KÖMMERLING have launched a smooth slate grey foil (one side) for the C70 GoldÆ window and PremiLine patio door systems, in response to customer demand for an additional shade of grey. This new introduction takes the number of stock foiled options from KÖMMERLING for the C70 GoldÆ window and PremiLine patio door systems to 11, out of a range of over 80 foils in total. The trend towards anthracite
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grey (RAL 7016) and smooth slate grey (RAL 7015) is not only in the UK market, but accounts for nearly 1 in every 2 PVCu windows installed in Europe. Sales growth of foiled products has been strong throughout 2017 for KÖMMERLING and the prospects for 2018 look particularly good, given the impending launch of System 76 as Stefan Seidel, managing director of profine UK explains: ‘Investment in new foils from stock is important for our customers who recognise the premium quality of our products and in the way in which we do business. But now our focus is towards a major systems launch. ‘With the System 76 launch just a few months away with dedicated casement, flush casement
and fully reversible profiles, it will make for the most complete and technically led PVCu window and door systems in the UK market. Hybrid options, lift and slide doors and a unique patio door option with softclose technology, fully back-up these claims and we’re eager to see the first products manufactured in just a few months.’ For KÖMMERLING information, including System 76, on becoming a manufacturing partner, approved installer or as a building specifier, call 01543 444900, e-mail enquiries@profine-group.com or visit www.kommerling.co.uk. You can also follow them on Twitter @kommerling_uk.
READER ENQUIRY NO: 0118/0048
January 2018 | www.glassnews.co.uk
0118/0049
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www.glassnews.co.uk | January 2018
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PVCU GIANT LINIAR APPOINTS INSIGHT DATA Liniar, one of the UK’s leading systems companies well-known for its innovative PVCu window, door and conservatory systems, has joined forces with Insight Data. The industry giant will use Salestracker to help power its sales and marketing strategies. Combining an online prospect database, CRM system and email marketing platform, Salestracker allows Liniar to unlock over 60,000 contacts across the fenestration and wider construction industries. “As you can imagine, we are incredibly proud to partner with Liniar, one of our industry’s biggest names,” comments Jade Greenhow, Insight Data’s General Manager. “We are looking forward to working closely with the fantastic team at Liniar to provide the information and the market intelligence they need to continue to grow the business from strength to strength.”
“We absolutely love everything Insight Data has done for us and we couldn’t be more impressed with both Salestracker and STEM.” calls every month and a live feed from a credit reference agency that identifies any businesses that have folded, moved or changed owners. This ensures Salestracker users only access the most accurate data, updated instantly. “We are delighted with Insight Data, who
“Liniar joins a whole host of major systems houses who rely on us for their industryspecific data, which is a great validation of not only our service and products like Salestracker, but of the quality of our data.”
even at such an early stage in our relationship has really gone above and beyond for us,” adds Charlotte Curtis, Liniar’s Business Development Manager. “The whole team has been responsive to our feedback and requests, resulting in information that’s perfectly tailored to our needs. We absolutely love everything Insight Data has done for us and we couldn’t be more impressed with both Salestracker and STEM.” Sue Davenport, Marketing Director at Liniar comments: “It’s important for Liniar to develop relationships with the fantastic installers who regularly fit our products, particularly as we prepare for the launch of our Installer Training Academy in 2018. Salestracker and STEM are already enabling us to reach out to loyal Liniar installers and Jade and her team have been so responsive to any questions we’ve had. “We are really excited by this partnership and see Insight Data and Salestracker as integral parts of our future strategy.” For a demo of Salestracker, contact Insight Data on 01934 808293 or via email at hello@insightdata.co.uk.
Insight specialises in real-time data, adopting a comprehensive seven-stage verification process which includes over 20,000 research
READER ENQUIRY NO: 0118/0050
INWIDO GROUP’S TREND REPORT REVEALS
THE FUTURE FOR SMART HOMES
The Inwido Group’s latest Trend Report entitled ‘Human Home in a Digital World’ makes interesting reading for all those fabricators and installers who want to get involved in smart technology.
The global Inwido Group, which owns UK brands such as Allan Brothers and CWG Choices, asked 3000 homeowners in the UK and Scandinavia about their attitudes to smart homes; with the findings suggesting that there’s some way to go before demand catches up with the technology already available. While the use of smart technology in this sector might largely be confined to locks and security devices at the moment, the report also looked at relevant emerging concepts such as energy cells connected to windows, windows which automatically adjust to control light and air quality in the home, and even front doors which can be monitored and opened remotely to accept deliveries. Probably the most significant finding to emerge was that, while the homeowners questioned like the convenience and control offered by a smart home, only 12% of them thought their home was already smart to
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some extent and only a further 38% wanted it to be smart in the future.
“So, our technical team got to work to create the TRL90 flat rooflight. It offers excellent U-Values and is the perfect solution for bringing light into spaces without adding extra height to buildings.
Unsurprisingly perhaps, the biggest interest in smart technology came from Millennials – those born between 1984 and 2004. They were much more keen to embrace the smart home than Generation X homeowners born between 1965 and 1984, and twice as keen as post War baby boomers.
It asked homeowners which of the emerging concepts made the most sense to them and which felt far off or even far-fetched. By far the best response was to alarm systems which communicate with homeowners, while the worst was to robots which recognise family members and warn if an unauthorised person gains access to your home. Wolfgang Gorner, Group Sales Director for Inwido in the UK, commented: “Fabricators and installers already promoting smart security solutions probably don’t need to
Aluminium systems specialist, Jack Aluminium has added its first aluminium glazing product to suit both commercial and home improvement markets - the TRL90 rooflight. It’s a flat, aluminium framed rooflight that’s ideal for retrofitting skylights in commercial buildings or for bringing extra light into modern home extensions. Sales and Marketing Director at Jack Aluminium, Jeff Pearson explains: “Following the success of our TruEnergy Window, earlier this year, we found the market was also hungry for a rooflight that was simple to fabricate and install but offered superb performance levels.
The main reason quoted by the 50% who weren’t interested wasn’t that it felt too complicated or that they were worried it would be hacked (although these responses did feature), it was that they felt technology did not contribute to a ‘homely’ feel.
The Inwido Group commissioned the study in part because it already produces windows, doors and blinds with ‘smart features’ and wanted to be able to inform its future development and innovation.
JACK ALUMINIUM SYSTEMS LAUNCHES NEW FLAT ROOFLIGHT
be told that it is tech savvy Millennials who are more enthusiastic about the technology than their older neighbours. However, given the fact that a majority of those questioned expected between 20 and 29% of homes to be smart in 10 years’ time, the focus should clearly be on the 50% of respondents who said they were interested in the technology. That’s still a very significant market to target.” Further details on the report are available at: www.inwido.com. READER ENQUIRY NO: 0118/0051
“In true Jack Aluminium style, we’ve gone back to basics, with simple, straightforward engineering, to make life easier for fabricators. The rooflight is essentially an aluminium frame, with an optimised profile and thermal breaks positioned in the most efficient place possible. This is fitted to the upstand and then finished with a double or triple glazed insulated glass unit. “We’ve already had lots of interest from customers looking for a rooflight with a simple design and effective performance.” With just one profile to buy, fabricators don’t have to hold lots of unnecessary stock levels, and so that projects can stay on track, Jack Aluminium delivers profile in just 5 days. www.jackaluminium.co.uk READER ENQUIRY NO: 0118/0052
January 2018 | www.glassnews.co.uk
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www.glassnews.co.uk | January 2018
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ERA’S TOTAL SECURITY GUARANTEE PROVIDES COMPLETE CONFIDENCE FOR CUSTOMERS Security expert ERA has launched its new Total Security Guarantee, enabling fabricators and installers to offer home security with real confidence. ERA’s Total Security Guarantee is supported by the Neighbourhood Watch. Providing a straightforward approach to assuring the performance of a wide range of ERA security products, the Total Security Guarantee is the most comprehensive guarantee on the market and provides fabricators and installers with a valuable tool with which to differentiate themselves from competitors, at no extra cost. Covering a complete package of PAS 24 window and door hardware, ERA’s Total Security Guarantee can be
used to reassure customers that through knowledge built over 175 years and cutting edge product innovation, ERA has the hardware range to give them a total security solution. Providing complete peace of mind to the homeowner, this unique opportunity offers advanced protection for the home, thereby significantly increasing compensation figures in the event of a break-in. ERA’s marketing manager, Jemma Booker explains, “The ERA Total Security Guarantee is straightforward. Once the property is protected by our high security hardware, we guarantee to replace the homeowner’s damaged window or door and pay out a cheque for £5,000, in the event that their security is
compromised. What’s more, if an ERA Invincible alarm system is fitted at the same time as door or window security, the compensation payout is increased to £10,000. As the only guarantee to be recognised by the Neighbourhood Watch, our Total Security Guarantee creates maximum appeal for ERA hardware and home security systems.” Supported by a full suite of supporting literature at every level, ERA’s Total Security Guarantee makes it easy to supply, fit and enjoy reliable home security with total confidence. For further information and ERA’s Total Security Guarantee and to find out more about ERA’s full range of door and window hardware and home security systems, visit www.eraeverywhere.com or contact the sales team on 01922 490 000 or by emailing info@eraeverywhere.com. READER ENQUIRY NO: 0118/0054
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Romford-based fabricator Glazefix is the latest fabricator to sign up with Eurocell – the UK’s leading manufacturer, distributor and recycler of window, door, conservatory and roofline products. Managing Director Lewis Mayer says he changed supplier because of the company’s strong selection of foil windows, which would help Glazefix expand the commercial side of the business. “We primarily work with trade, with a smaller proportion of retail, but we can see the potential for more commercial work and the Eurocell range of foil products will support our move into that sector, particularly because it is very keenly priced,” he said. “It’s also important that all the ancillary items such as trims can be supplied in matching colours.” Roofing products, such as the market-leading Equinox, also swayed the decision together with the comprehensive 170 plus network of Eurocell branches. “Eurocell has a great range of ancillary products that is growing all the time and that’s available through all their branches so we could be working on a job as far away as Cornwall and still get everything we needed, from sealants to conservatory roofs,” Lewis remarked. Established in 2011, Glazefix operates from a unit in Havering-atte-Bower on the outskirts of Romford in Essex, where it fabricates around 150 frames per week and employs up to seven staff. Since signing up with Eurocell, the company reports that it has already seen considerable growth already and is planning to acquire new machinery and build a further 56m2 of office and warehouse space.
“Glazefix is the sort of expanding, ambitious company that we look for when we recruit new fabricators,” says Jason Bird, National Business Development Manager. “It has a strong reputation in its area and is keen to grow the business into other areas rather than just stick to what it has done from the start”. The whole process of switching to Eurocell profiles is streamlined and simple, with each new fabricator being assigned their own fieldbased technical support engineer who can deliver everything required from initial set-up advice on production efficiency through to trouble-shooting issues. That engineer is supported by a technical helpdesk staffed by industry professionals ready to advise and a skilled team of designers and engineers that can write sample specifications for bespoke projects. Eurocell technical support extends to BFRC accredited simulators that provide specifications and reports that prove to customers that the products meet the necessary BFRC performance standards. The company also offers product training, either on-site or at its purpose-built research and development centre in Alfreton, which has a dedicated facility for product simulation, prototyping and testing. On the marketing side, Eurocell has its own in-house design studio and marketing team to promote the fabricator’s business with services such as the RightSite customer website build service, providing either an offthe-shelf website or create a bespoke design at subsidised rates, bespoke brochures and direct mail. These include effective mailers, sales letters and campaigns to increase leads and prospects. www.eurocell.co.uk READER ENQUIRY NO: 0118/0055
January 2018 | www.glassnews.co.uk
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CONTECH
SPECIALIST ALUMINIUM MANUFACTURER CELEBRATES ITS MOST ‘EVENTFUL YEAR EVER’ A Gloucester-based manufacturer of aluminium windows and doors is celebrating what directors at the business have described as ‘its most eventful year ever’. Founded in 1992, CDW Systems supplies its products to trade, commercial and retail customers all over the UK and has grown year on year since it was founded. In September of this year, the company underwent a management buyout (MBO). The existing senior management team of Richard Smith, Angela Phillips, Jeremy Phillips, Allan Little, Martin Rowe and Mike Davis purchased the company from group chairman Jerry Webb who remains actively involved in the business as non-executive chairman. East Manor Group Ltd has been newly formed by the new management team to manage the group’s three operating companies, which include CDW Systems
CONSERVATORIES LAUNCHES NEW WEBSITE
Ltd, Clearway Doors & Windows Ltd and Designex Cabinets Ltd. Mike Davis, Managing Director, comments: “This buyout marks the beginning of an exciting new chapter here at CDW. “The company has performed extremely well this year and we believe that, by continuing to implement the same values and standards CDW has held for years, we can continue this success into the new year and beyond.” 2017 also saw CDW Systems included in the prestigious publication, The Parliamentary Review, as an example of best practice in the Manufacturing, Construction and Engineering sector and in recognition of their growth and success as a business. In the last twelve months, the company has also launched several new Reynaers Aluminium products and plans to begin offering customers a range of Schueco UK products in the coming months.
Mike concludes: “In the new year we plan on maintaining our position as a leading aluminium manufacturer. In order to do this, we will be expanding our product range, to ensure that whatever the solution required by our customers – we can deliver it.” For more information call 01452 414853 or visit www.cdwsystems.co.uk. READER ENQUIRY NO: 0118/0056
VIRTUOSO DOORS ON THRESHOLD OF RAPID GROWTH WITH RE-LAUNCH Crafted precision is set to be the buzz word for 2018 as Virtuoso Doors – previously known as WB Group – makes its rise to fame. Virtuoso Doors has kicked-off the New Year with a major relaunch to strengthen its position as a leading manufacturer of high end composite doors and PVCu door panels. Under the launch, the company has unveiled a bold new identity to capture the unique craftsmanship and precision engineering that goes into making every single Virtuoso door. The move heralds the next exciting phase of rapid growth for Virtuoso Doors, which is part of the new Customade Group. Tony Craggs, managing director of Virtuoso Doors, explains: “Virtuoso Doors will be the name on everyone’s lips in 2018.
We have a new name and we have a new look, but what we stand for remains the same. We create doors with ‘crafted precision’ and our team of experienced craftsmen and craftswomen use cutting edge machinery to make the best quality doors with an attention to detail that only a human eye can give.
Gareth Jones, Director comments, “This is an extremely user-friendly site that has been developed to help customers regarding our range. Also we hope that ultimately, this will help them to gain further sales.”
The site’s content includes excellent search functionality, with optimization for mobile devices also incorporated to allow visitors to better interact with the company online and to explore the corporate brand. Key features including easy search, navigation and download areas with website analytics incorporated that will give the Contech Conservatories team a better understanding of customer preferences, whilst also extending its reach to a larger target audience.
door – and there are more exciting innovations to come in 2018. We’ll be taking Virtuoso, and the industry, to the next level – watch this space!” Based at an 80,000-square foot site in Birtley, County Durham, Virtuoso Doors recently invested £750,000 in new specialist machinery and IT systems. The move has boosted Virtuoso Doors’ capabilities and created additional capacity for future growth and development. Now, with nationwide distribution and a sales team serving the whole of the UK, Virtuoso Doors is set to extend its reach and significantly
www.glassnews.co.uk | January 2018
The website includes responsive capabilities with links to its new social media network as well as an up-to-the-minute blog to keep customers informed on developments as they happen. New downloads will also be available for customers to use as Point Of Sale material when they approach homeowners.
Digital Specialist, Nigel Singer has worked alongside the Contech Conservatories team to create a user-friendly website that will clearly define the merits of both the company and the portfolio.
“Virtuoso Doors isn’t like any other door manufacturer. With a reputation for manufacturing superior quality doors and providing unrivalled personal service, we have a genuine passion for perfection in everything we do. Making doors is a real labour of love for us. “It’s been a phenomenal year for Virtuoso since we joined Customade Group. We’ve already launched VirtuAL – our ground-breaking aluminium effect composite
Conservatory roof fabricator and trade frame supplier, Contech Conservatories Ltd has now launched a vibrant website to give customers fast access to information on the company and its range.
increase market share. Virtuoso Doors is at the forefront of composite door development and successfully launched Virtu-AL – a new pedigree of composite door. The UK’s first aluminium textured, non-woodgrain finish composite door, Virtu-AL was created to satisfy increasing consumer demand for modern, aluminium style products. To find out more about Virtuoso Doors call 0191 410 9333, visit www.virtuoso-doors. co.uk or follow @virtuosodoors on Twitter. READER ENQUIRY NO: 0118/0057
“As we have grown over the last few years, we have recognised that customers find a website extremely useful as a resource. Also, as an e-commerce option it is now essential to provide potential investors with an online platform to explore.” Gareth Jones Director commented. He continued: “With e-commerce now considered the primary route to research, evaluate and purchase goods, it is vital we introduce online avenues to promote our range and support our customers. Further developing our online presence will continue over the next few months as we add more marketing tools for customers to use. “ For more information on the Contech Conservatories portfolio, please visit the website www.contechconservatories.co.uk.
READER ENQUIRY NO: 0118/0058
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In the classroom
THE GLAZERITE UK GROUP OFFER THEIR INSTALLERS AN APPROVED SCHEME FOR THE FITTING OF FLOOD ANGEL PRODUCTS Having visited Flood Angel on a trade press visit in conjunction with the fabricator, The Glazerite UK Group, Glass News’ Editor, Chris Champion, returns to Droitwich to witness a training day for installers. On the visit to Flood Angel, back in the summer, it was hard to be anything but impressed with the range of flood preventative measures they had on show. Keen to follow up this visit by seeing the impressive training suite at the Flood Angel headquarters in action and witnessing at firsthand how the fitting of flood doors differed
Taping to ensure prevention of water ingress
from the norm, I was glad to accept Glazerite’s invitation to a training day for one of their installing companies, Manx Glazing and Glass, based on the Isle of Man. To reiterate what I wrote back in August, as a result of working with Flood Angel, The Glazerite UK Group is now able to provide installers with a high specification flood door package as launched by the fabricator at the FIT Show. All Glazerite installers who complete the Flood Angel Approved Installers course will have access to a wide range of flood doors including UPVC, monocoque composite, and French doors. More than a dozen companies have recently enrolled to complete the essential Flood Angel training program in order to gain the specialist knowledge and expertise required
At the test tank and watching the passive flood barrier in operation
to become a Flood Angel Approved Installer. The two day course helps participants to build good quality surveying skills and learn installation methods required to fit Kitemark certified products, as well as providing a general overview of flood mitigation products. Despite many of these installers already supplying alternative flood door brands to their customers, they are still required to complete the Flood Angel programme to ensure any installation of Flood Angel products is carried out to the exacting standards expected, as Flood Angel CEO Frank Kelly explains: “Any flood door is only as good as the quality of fitting and every applicant to the retail network must undergo intensive training by the manufacturer to ensure installation standards are as high as the specification demands.”
As ever, measuring and levelling is essential
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“Any flood door is only as good as the quality of fitting and every applicant to the retail network must undergo intensive training by the manufacturer to ensure installation standards are as high as the specification demands.”
The hardware box sent out with each door is checked
Flood Angels’ patented seals are mitred and superglued
This comprehensive training programme takes place at a training centre based in Droitwich, Worcestershire. Alongside this is a specialist testing facility which is equipped with a replica house placed inside a dedicated test tank and is the first ever privately owned BSI approved research and development testing facility in the UK. The course I went to see was the Flood Angel Defender Door Survey & Installation Course and was intended, in this case, to train experienced installers in the additional requirements for a flood door installation, over and above those of a standard PVCu panel or composite door. Although the principles remain the same the need to be precise in sealing the door frame is where the
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Plenty of activity as the doorframes are installed
The instructor checks the installation
difference comes in. The doorset already has the patented seals and hardware as provided by Glazerite to the Flood Angel approved specification, so it comes down to surveying and installation. The course is comprehensive and, rather than diving straight into an install, it takes the installer through the process and covers a number of modules and takes the participants through the emergence of the flood defence market in the UK, understanding flooding, an introduction to the Flood Angel Defender Door, surveying, the installation process and customer handover and standards. There is both classroom work and practical installation, all of which is overseen by experienced Flood Angel staff who are there to ensure that any installer fully understands the process and is capable of fitting their products to their own exacting standards. The point being that that water will find its way through the smallest gap and confidence that installed units are fully sealed, is essential. Although this course was centred on door installation, it is important to note that Flood Angel have a full range of products to flood proof a home. “We have a system that for an average of £5k will holistically protect an entire property – floors using underfloor pumps, apertures using flood doors and windows, non-return valves protect sewage systems and self-closing airbricks stop water entering floor voids. We even have doors with escape hatches as we found that houses with our protection meant that the homeowners were sitting inside, perfectly dry, and when the rescue came the fire brigade had to open the doors to let them out. Result: the house was flooded! This is all because of safety rules about helping people escape through windows which is deemed
Installers are taken through the surveying process
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As the class moves to the practical side and prepares to install a flood door, what is included with the flood door set is emphasised and, although most items are recognisable from installing a normal door, the inclusion of rolls of both single and double Compriband and 5 tubes of GB Pro sealant hint at the need for efficient sealing! The use of GB Pro to 1000mm in height is key as is Compriband on the bottom of the cill, the bottom of the doorframe and to 1000mm either side of the door. Precise installation is required to ensure a good seal all round, always remembering that water will find its way in, given half a chance! A couple of days to cure and the testers at Flood Angel will flood the booth to test whether an install was successful!
Introduction to the practical side of the course
a health and safety issue.” Said Frank Kelly, CEO of Flood Angel. The whole issue of flood doors may be new to many, but not if you live in an area prone to flooding such as Cumbria or North Yorkshire. It will become more and more relevant as new homes are built on flood plains and there is no reason why these new homes should not be protected for around £5K, a very small percentage of a new build cost. As for existing homes, they can be protected at a similar cost and, so far, over 4,500 Flood Angel Defender
Doors have been fitted in the UK. And it’s not as if a flood door comes without an attractive choice of colours or designs. Think composite doors or PVCu panels and the choice is much the same from single doors, double doors, side panels and toplights. It is important to understand what makes this flood door as resilient as it is. Extra hinges and locks with additional locking points, special and patented seals, tighter tolerances with other features such as escape hatches and one way weep vents make this a door that is flood protected to 600mm. The survey is key to a successful installation and course attendees are taken through the very precise requirements, looking for additional aspects to a normal survey such as the building finishes and materials and checking positioning of skirting and dado rails and clearances of hinges against plaster lines. Minimum and maximum door sizes are explained as well as issues such as not using a flood door between a garage and a home as they are not fire rated.
Levelling and fixing the doorframe
Specific use of sealant is part of the course for installers
The tutor also takes the class through a range of issues that an installer may encounter and highlights what they call ‘unacceptable standards’. In the case of the training day I attended, it was clear that the installers from Manx Glazing and Glass were very experienced and competent installers and the conversion to being Flood Angel Approved Installers was a case of understanding flood issues and getting used to ensuring that the doorset was sealed against water ingress to 1000mm. The severity of recent storms and the fact that there has been a 2% rise in rainfall in the last decade makes having the ability to fit flood doors a sensible addition to any installer’s armoury. There are 1.7m homes and 130,000 commercial properties, valued at £600 billion, which are at risk from river or coastal flooding making this an additional and lucrative market for installers. READER ENQUIRY NO: 0118/0059
Locking points on the bottom of the door
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ALUMEN OPENS ITS DOORS IN FOUR-DAY OPEN HOUSE EVENT
Attending an Alumen Open Day for the trade press, Glass News’ Editor, Chris Champion, finds a fabricator investing for the future with new premises and machinery. While Open Days for trade press, customers and prospects are not unusual, an event stretching over four days is different, but then Alumen have a lot to show. Having moved around the industrial estate they now occupy…Unit 13 in 2014, additional space added at regular intervals and now, in 2017, back in May, the company has moved to their new and impressive premises. From being a bi-fold door manufacturer 10 years ago, working out of a shed, Alumen has come a long way and now offers a wide range of products. What was surprising was the systems they have opted to fabricate but then, if you offer from residential to new build to light commercial, a range of products that differ in price makes sense. With experience of both Smarts and Schueco prior to starting Alumen it is not surprising that both systems are fabricated. The bigger surprise was the Spanish system called Cortizo that Alumen has now added to their offering. The Open House event started with a press preview attended by editors from leading trade and commercial titles, followed by a trade-only day for Alumen’s trade customers. Alumen’s MD Alan Robinson took visitors through the company’s rise to becoming a multi-million pound aluminium specialist that they are today. The presentation also drew on the company’s experience and insight to provide a positive analysis of the aluminium market and Alumen’s position within it. Finally, Alan went through the highlights of Alumen’s product offerings, including the exciting new range of Cortizo windows and doors they are launching into
Alan Robinson, Alumen’s MD
A taste of large IGUs
the UK market. At this point it is right to mention the stunning new showroom that is incorporated within the new 15,000 sq ft facility. The showroom is beautifully designed complete with a seminar area ideal for presentations.
being introduced to the UK market. Our visitors certainly seemed to like what they saw.”
Ken McMichael, Alumen’s Technical Director, commenting on the showroom, said: “We put a lot of hard work into building our new showroom, so it was good to see our visitors respond so well. They were very interested in the complete Cortizo package we’re launching, including our new Cor 70 casement and hidden sash tilt and turn windows, the Millennium Plus entrance door, the Alumen Bi-Fold and the incredible Cor-Vision Plus sliding door. Everything in the range is innovative and stylish, and yet surprisingly inexpensive. It’s refreshing to see well-priced products of such clever design
Indeed the Cor-Vision sliding door is most impressive with its tiny 25mm sight lines and capability to take up to four 4 metre x 4 metre sashes. It can cope with 400 kg per sash in manual operation and up to 700 kg with the automatic opening and closing option. This sliding door separates off one half of the showroom and is a perfect example of an aluminium sliding door giving a virtually uninterrupted view through glass up to 4 metres wide, save the 25mm sightline in the middle. At the risk of ridiculing myself, I can warrant that this glass wall is virtually invisible having turned to take a photograph in the main showroom and bounced off the glass, leaving an imprint on the glass looking not unlike the outline of an ape having
A new acquisition. Robbie the Robot awaits work moving 4 metre x 4 metre IGUs
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Great care is taken in handling the aluminium extrusion
thrown itself against a window. I can also confirm how strong its 54mm IGU is over such a large area! We were given the opportunity to inspect and discuss Alumen’s Schueco, Cortizo and SMART windows, doors and rooflights upclose. The showroom houses a remarkable range of Alumen products from bi-folds and sliders to roofs and rooflights and doors including commercial and contemporary. As for windows: Tilt ‘n turns, vertical sliders, hidden sashes and even Crittall replacements. One nice touch, and something that always gives a customer confidence, is the viewing
Hardware is added to a bifold
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Visitors gather for a presentation of Alumen products
Frames on the mezzanine with views of aluminium stock
from the showroom into the manufacturing unit itself. It always proves that there is nothing to hide and displays a confidence on the part of the fabricator in their manufacturing methods and a tour of that part of the facility proved the point. This is another company that is investing in the future with a new CNC being installed and the obvious scaling for the future. Alumen is aiming to be a one stop shop for fabrication with a range of around 30 different products. They are showing confidence in the growth of the aluminium market stating that the market has grown four fold over the last 10 years and it’s clear that they are looking to secure their share and they are doing that on the back of a simple ethic of having a full range of products, sensibly priced and with reasonable lead times. The market for Alumen is a mixture of trade, retail, new build and light commercial but they, like so many others, face the challenges presented by IT, cash flow and the skills shortage. It’s a company that has grown by 30% each year for the past 3 years and are servicing over 200 individual customers every month. To
Part of the impressive showroom
do this they now employ 40 people and the expansion is needed as, quite simply, they are outselling production and are quoting around £1.4 million worth of work per month.
that many are experiencing. Alumen have four teams of installers of their own to alleviate this difficulty and, one suspects, those teams are kept busy!
I asked about the issue of getting skilled installers for aluminium products: a problem
And what of the future? Alan Robinson, Alumen’s MD and Ken McMichael, the Technical Director, have grown a company from start-up in 2011 to a substantial £ multimillion manufacturer over the last 6 years and have in place the facilities and expertise to keep expanding. They have the good product range from Smart, including the Heritage system; Schueco’s high end product range for the informed customer and have introduced Cortizo to the UK with its large range of beautifully styled and contemporary products at the right price point. They are buoyant about the future but very down to earth
Product material displayed in the showroom
and honest about the company’s controlled progress in this market. No big claims about taking over the world: they just want to offer a great choice of products, quality fabrication with sensible lead times at good prices. It’s certainly a company to watch as they are here for the long haul! Finally, commenting on the Open House, Alumen MD Alan Robinson said: “It was a pleasure to invite people to our new factory and showroom and show them what Alumen is all about. We may not be the most wellknown name in the industry, but we’re very proud of what we do, how we’ve grown, and the products we’ve launched into the UK market. I think our visitors could see that and were impressed by it.” “This has been our first ever Open House event, and it’s been a great success for us. We’ll certainly look at doing it again in the future.” Alan concludes.
Assembly on the shop floor
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Mitring on the shop floor
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REGALEAD’S OPEN DAY
AND THE LAUNCH OF THE UK MANUFACTURING OF THE ALUMINIUM GLAZING CASSETTE, URBAN
The new Urban aluminium cassette displayed on DOORCO’s Links composite door
Paul Edwards gives a tour of the new kit for Urban – this the new saw
Attending RegaLead’s Open Day and Christmas Party, Glass News’ Editor, Chris Champion, finds out about the company’s continual expansion and what’s new for 2018.
of products and services they provide and allowed suppliers and customers to exhibit the wares in a mini-exhibition. To enter a tented bar area and move into the ‘exhibition hall’, with the wafting smell of a hog roast tempting the taste buds, was welcoming and fun, and the whole day was informative and really well organised.
It’s never just an Open Day with RegaLead: there’s always something a bit different
RegaLead lead the way in colour
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whether it’s the food, a game to play or yet another offering to the market. In the case of this year’s Open Day and Christmas party it was a bit of all three. Having purchased the small industrial estate where they had warehousing and training facilities, RegaLead keep taking over additional units such that I think there’s only one tenant left, in other words they now dominate the site of 3,000 sq ft units and have just moved into the latest double unit. This was the venue for what was a demonstration
As ever with these functions, and especially when you have something new that you really want to demonstrate, there is always an element of ‘just in time’! In this case,
Regalead’s new Urban cassette was the star of the show and although the glazing cassette is in use in the UK with RegaLead importing it from their partners in Canada, they have taken the bull by the horns and, to ensure good stock and supply without the intervening Atlantic Ocean taking up delivery time, RegaLead has set up manufacturing in this new double industrial unit in Manchester. The Urban Glazing Cassette is a beautiful and contemporary aluminium unit that looks especially good on the new smooth finish
Part of the training centre
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The UK’s Leading Glass & Glazing Newspaper In the meantime, RegaLead are now manufacturing the Urban here in the UK and that’s where the ‘just in time’ comes in. On the morning of the Open Day Promac had just fitted the new crimper and so, with the welder for the PVC unit and the saw for cutting to size and the mitres for the aluminium section, demonstrations of manufacturing the Urban was underway with freshly made glazing cassettes fitted to DOORCO’s Links aluminium-look contemporary door.
Games to play. Dan Sullivan’s first ball was good....
but this one hit the bullseye!
and Urban complements them perfectly. The Urban has an aluminium front face and PVC holster for the IGU with a clip-on aluminium rear face. It is screwed together for easy fixing and, importantly, removal if necessary. Rumour has it that a second generation fully clip together Urban may well be introduced next year.
Colour is still high on the menu of offerings from RegaLead with their own paint line and also offering paint systems for fabricators who want to go into painting of profile themselves. For around £35K, depending on the size, a fabricator can be set up with a complete paint and drying system with the benefit of paints available off the shelf from RegaLead, and a complete training programme. Training is another beneficiary of RegaLead’s move into the new double unit having the space for its own mini paint spray set up as
Visitors enjoying the hospitality and the displays
GRP composite doors that are set to dominate the contemporary designs offered by the composite door manufacturers. These new doors look so much like an aluminium door but have all the benefits of the composite in the way of thermal values and trimability,
The new crimper for the Urban cassette in action
The hog roast was popular.....
www.glassnews.co.uk | January 2018
A sandblasted history of RegaLead
well as sandblasting equipment and, indeed, everything required for the training in painting, leading, stained glass art film and bevel bonding. Training is an important part of the company’s offering to the trade and can be done at a customer’s own premises or at the Training Centre in Manchester. RegaLead has customers all over the world and the company is constantly evolving, having the knack of introducing new products and services as the market develops. From originally being a lead supplier it has come a long way, especially with their expertise in paint and paint processes aligning them with a market where colour has become a must have for customers and therefore for fabricators, too. They are spreading their wings too having opened a Canadian office and product is now being exported at the rate of a container per month – but more about Canada in February’s edition of Glass News!
Guy Hubble shows a cutaway miniature paint gun - part of the training kit for paint spaying
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as you can see!
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CONSERVATORY OUTLET LTD
EUROGLAZE MAKES IT BETTER THANKS TO NEW SWITCH WITHOUT A HITCH SERVICE Switch without a Hitch is the promise being made by Rehau trade fabricator Euroglaze, as it guarantees to make the process of changing supplier simple and profitable for third party stockists and installers. Euroglaze has built its 30-year reputation on the kind of Japanese style lean manufacturing efficiencies which enable it to offer 3-day lead times on all standard products ordered on-line. In addition, however, it has always been renowned for its warm and friendly customer service, and the fact that every customer enjoys a truly personalised relationship. Now, it is combining these two strengths into a Switch Without a Hitch service so that customers can start buying quality windows and doors from Euroglaze without any worries about hassle or disruption. The company’s Managing Director Martin Nettleton explained: “Often the only thing holding a customer back from switching supplier is the idea that it will be more trouble than it’s worth. We’ve addressed that concern head on and made sure that customers know
CELEBRATE AN OUTSTANDING YEAR Wakefield-based fabricator Conservatory Outlet Ltd has marked its best year ever with an award ceremony at its 2017 Employee Christmas party to recognise the dedication and hard work of its team.
they can make the switch to Euroglaze without any trouble at all.” The new five stage, five star service starts with a call to discuss the customer’s needs, so that Euroglaze can put together a package of products and services which suits them best. Then each new customer is assigned a dedicated member of the customer service team who acts as their personal contact as they get to know the company. This personal contact walks customers through their early orders from order to delivery, making sure that they get exactly what they expect right from the start of the relationship. Once that first order has been placed, customers also get a call from Euroglaze’s friendly, efficient despatch team who discuss delivery requirements and introduce them to their driver. And, after each of the early deliveries, the customer service contact is in touch again to make sure everything is living up to expectations. Martin Nettleton added: “This is an easy and painfree process. We are by the
In the 12-month period that has seen the company join forces with retailers Clearview Home Improvements and Pennine Home Improvements to form the Conservatory Outlet Group, Conservatory Outlet staff have stepped up to fulfil an unprecedented influx in orders, with several ‘record months’ topping all previous records.
customer’s side every step of the way and our friendly, efficient team make sure that every customer feels valued and looked after. We may be focused on quality and efficiency, but we never forget that our customers are people and not numbers and we work hard to make them feel part of the Euroglaze family.” Euroglaze’s Switch Without a Hitch initiative comes at a time when it is attracting a record number of new customers. These are largely distributors and installers who have become weary of poor service and poor communication from larger fabricators and who want the benefits of dealing with a smaller company which can still offer quality products and competitive prices. Euroglaze is a popular choice because it manufactures what is arguably the widest range of Rehau products of any UK supplier. This includes the sculptured, chamfered and flush sash versions of Rehau Total70, the complete range of Rehau Agila doors including the patio, fire door and multifold, Rehau Heritage vertical sliders, and Rauferno fire rated products. Martin Nettleton concluded: “We pride ourselves on making it better for customers. We can match bigger fabricators on range, quality and price but we can outdo them on service and Switch Without a Hitch is a perfect example of that.” Further details are available at www.euroglaze.co.uk. READER ENQUIRY NO: 0118/0062
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A huge part of the company’s success in 2017 is also owed to the growth of its loyal Network of retailers, with 5 new or refurbished showrooms added to the network this year and a 6th on the way in early 2018. The team at Conservatory Outlet have also found time to launch two new products to add to the company’s extensive portfolio; the Extreme 3 Security Locking System and the Envisage Flush Casement Window, both of which have contributed significantly to sales during 2017. To support its recent growth, a stronger and more inclusive culture has been developing at the Wakefield plant, with the launch of a new vision and values, and a company video revealing a behind the scenes look at its manufacturing process featuring staff from all departments. The team’s charity efforts can be commended too this year, with employees from across the business working together to get creative with a comedy Charity Calendar in aid of Cancer
Conservatory Outlet Employee Award Winners with vision and values certificates
Research UK, as well as a Macmillan Coffee Morning, charity boxing matches and Save the Children’s Christmas Jumper Day. To mark this huge year of change, individual team members were recognised for going ‘above & beyond’ at the Conservatory Outlet Christmas Party on 9th December. Award winners were nominated by the senior management team for demonstrating exemplary behaviour in line with the new company values, including Honesty and Integrity, Growth and Innovation and Energy and Tenacity, and were presented with a personal thank you letter and vouchers by Managing Director Michael Giscombe. Michael explains: “2017 has been a fantastic year for us at Conservatory Outlet and it’s extremely important to us that we recognise our employees and thank them for their dedication in helping us to achieve everything we have this year, I couldn’t be prouder of the way in which we’ve really pulled together. “2018 will be crucial for our company as we take our current projects to the next phase. It’s down to the energy, passion and integrity of our fantastic team that this is made possible.” READER ENQUIRY NO: 0118/0063
OVER 75 SWISH INSTALLERS NOW HARNESSING THE BENEFITS OF EXCELLENCE AS STANDARD Swish Window and Door Systems has just announced that 75 Swish installers have become Excellence as Standard members. The programme, which launched at FIT 2017, aims to drive and promote excellence at every level of member businesses. Gerald Allen, Epwin Window Systems’ Marketing Manager, said: “I’m delighted that so many Swish installers have already become Excellence as Standard members because it reflects the powerful value the programme delivers.”
As Gerald says, it is clear that Excellence as Standard delivers considerable value to installers’ businesses. In fact, he calculates that Excellence as Standard installations have already reached an installed value of around £25 million pro rata, which is an impressive sum. The ability of the programme to deliver tangible results is thanks to its package of benefits that help installers deliver excellence at every level. As members, installers receive benefits including qualified leads via the lead generation programme, EAS branded marketing materials plus bespoke options, discounted NVQ training courses at Levels 2 and 3, access to video training, webinars and events via the Excellence Academy. Gerald concluded: “If you’re hungry to achieve, Swish offers everything you need in terms of products, service and support. What’s more, in Excellence as Standard it can give you a powerful market advantage, as over 75 installers are now seeing.” Tel: 0808 178 3040 www.swishwindows.co.uk READER ENQUIRY NO: 0118/0064
January 2018 | www.glassnews.co.uk
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SUPALITE ANNOUNCES FORMAL PARTNERSHIP WITH JHAI Supalite Tiled Roof System is delighted to announce it has formed a partnership with JHAI which covers both system approval for its products and building control approval.
“We are delighted to have formed this partnership with JHAI and I would like to thank them for their support and their enthusiasm in bringing it to fruition. Supalite, its fabricators, and its installers will all benefit significantly from this new arrangement”.
Supalite is one of the leading tiled conservatory roof systems companies in the UK and sells direct to the trade, through a network of approved fabricators, and a network of approved retailers.
Speaking for JHAI Associate Director and Head of Technical Steve Barnshaw commented “As a company, we want to offer Building Regulations Approval the way that it should be: fast, helpful and intelligent. We provide Building Control for all types of commercial and domestic projects and we have carried out over 17,000 approvals this year alone”.
Announcing the new partnership, Operations Director Steve Hacking explained the company’s decision to choose JHAI over other providers of similar services.
“We handle everything from Initial Notice, Plan Checking and Site Inspections through to Final Certificate, and being the company, which approves the product from a technical
“For some time now, we have been looking to find a partner who we can work with for both system approval and building control approval”. “In JHAI we found that partner. We have been working with them for a number of years now on building control approval side, but recently decided to only recommend JHAI as our partner for building control certification. This ensures all our customers including our fabricators can offer certification for their own retail installations along with certification for supply only roofs for their trade customers”. “Their response and their approach to business is the same as ours, they want to make things happen, and happen in a way which makes the ultimate customer journey easier and faster whilst still giving them the assurance that their roof products are fully compliant with all appropriate regulations”.
stand-point in the first place makes the whole process that much smoother”.
“We are delighted to be working in partnership with Supalite – the market we operate in together is dynamic and growing, and we are looking forward to a long and very successful future together”. For Supalite the new partnership with JHAI comes at a great time; they have also just launched their latest product, a newly designed Flat Roof Orangery which they have great hopes for. The orangery system is probably the first system in the UK to be able to achieve a depth of 4200mm and provide opening widths up to 5200mm for Bi Folding doors without the need for steel beams. With up to 250mm of insulation this really is a class leading product. “It is another exciting time in our development as a company” says Steve Hacking, “with great new products and great new services”. “We are especially excited about the new Flat Roof Orangery, it is a great technical product which offers home-owners something new again, with all the benefits of a tiled roof and access to the very fashionable design of an orangery. We know it will be very well received in the market”. “There will be many more new products coming too which will keep Supalite right at the forefront of the tiled conservatory roof market, and we are looking forward to an exciting next few years ahead. The partnership with JHAI gives us confidence that we can continue to offer complete compliance in all aspects of our business, and the opportunity for our customers to deliver not only great products, but a great service which makes life easy for their customers in the market”. www.Supaliteroof.co.uk
READER ENQUIRY NO: 0118/0065
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INSTALLER INSIGHTS
THISTLE SUPPORTS CUSTOMER WITH RARE CONDITION WITH SOLIDOR INSTALLATION The Glazerite UK Group and their installer partner Thistle Windows and Conservatories were pleased to install a Solidor composite door recently, after being contacted by a customer who suffers from a very rare neuromuscular condition. Shanice Robertson of Aberdeen has a condition called SMARD (Spinal Muscular Dystrophy with respiratory distress) which affects the use of all her muscles and means that she requires the use of a wheelchair at all times. Shanice is the oldest known living female with the condition and there are only 80 other known cases of it around the world. Despite the challenges she faces, Shanice has been highly involved in promoting awareness of SMARD and meeting & supporting others with the condition.
Shanice explains: “I also find it difficult to operate a standard door handle, so I needed a door with an electric lock so that I can access it without having to pull up/down on handles.” Jason Thompson, Director of the Glazerite UK Group says; “When Thistle found out about Shanice’s circumstances they promised to do everything they could to support her with the very necessary changes to her property. After talking with Andy Cadman, Thistle’s Trade Sales Director,
Having recently purchased their own bungalow, Shanice and her partner contacted Thistle about help with adapting the property to suit her needs, which included updating the bathroom and installing ramps to help Shanice access and live in the property with ease.
together we identified that a Solidor composite door would be perfect for Shanice’s requirements, due to its auto-locking and high-spec features. Solidor kindly provided the slab and Thistle, with the support of Independent Network (VEKA), were able to install the door. Working together, we were able to provide this installation for Shanice free of charge.” Shanice is delighted with the results and the generosity shown by all those that were involved in the process. For more information about Thistle Windows and Conservatories, who recently won the ‘Conservatory Installer of the Year’ Award at the G17 Awards, visit www.thistlewindows.com or call 01224 706555 for more information. Glazerite is VEKA’s largest trade fabricator in the UK and offers a fully nationwide service based on manufacturing units in Northants, Peterborough and Greater Manchester and a distribution hub in Bristol. Visit www.glazeritewindows. co.uk or call 01933 443222. READER ENQUIRY NO: 0118/0066
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MEET THE NEXUS TEAM Over the past few months, Synseal Group has been working behind the scenes to develop Nexus, what they believe will be the most customer focused and pro-active support package available in the industry. More will be revealed this year, but we took this opportunity to meet the Synseal Nexus team and find out what their plans are for 2018.
WHAT ARE THE BIG TRENDS YOU’RE PREDICTING FOR INSTALLERS THIS YEAR? Steve Hutchinson, Head of Installer Development: If the cold winter continues, one of the most valuable products for our customers’ installers is the Celsius Solid Roof. It is an instantly transformative product for poorly insulated conservatories and redefines that living space into an extension which can be used all year round. It’s a quick win for both installers and homeowners and is really easy to install. Customer feedback shows that one fitting team can install two of our Celsius Solid Roof products per week easily, compared to typically just one for our main competitors’ products. Lucy Russell, Business Development Manager: I agree, but Celsius Solid Roof sells really well alongside our WarmCore bi-fold doors. These have become a musthave product for the discerning homeowner and we see so many proud installers showing off WarmCore products on social media for all kinds of properties. It’s the perfect combination with a renovated roof to guarantee low U-values and drastically improve an old conservatory. The new WarmCore patio door also opens up opportunities at a lower price point with the same excellent U-values of 1.4W/m²K double glazed and 1.0 W/m²K triple glazed. Matt Druce, Business Development Manager: For me, the biggest product this year will be our Stratus lantern roof. It really stands out in the marketplace with a fully thermally broken design and hardwearing aluminium exterior, and we’ve just launched a new grey interior option in response to high demand from customers. Stratus sales were fantastic last year and we expect to sell even more this year, so it’s definitely one to watch.
WHAT DO YOU THINK INSTALLERS VALUE THE MOST IN AN INSTALLER SUPPORT SCHEME? Matt: When I speak to installers one of the most common things mentioned is product training, particularly on the USPs of a particular product or range. If they know a
product inside out, they have the confidence to really sell it and you’ll often find sales of a particular product start to spike after this. Lucy: Installers are at the end of the supply chain but are the most influential in the sale of products, so I think having a systems company that understands their needs and provides proactive support and tools to help their business is important – providing a sense of partnership where everyone is a winner. Steve: A package which gives them the tools and skills to support sales and marketing activity and helps them to secure more sales to profit their business.
AND WHAT CAN WE EXPECT TO SEE FROM YOUR NEXUS SCHEME WHEN IT’S OFFICIALLY LAUNCHED THIS YEAR? Steve: We’ve been working with a number of Nexus partners over the past few months with a focus on revitalising showrooms to help customers create visual, dynamic spaces to bring out the best in their product ranges. We’re looking forward to expanding on this over the year. Matt: We have also just finished developing our Nexus marketing portal which will be a valuable resource for our Nexus customers and will be rolled out very soon. It will give customers the flexibility to create customised brochures and merchandise and give them more control over their marketing collateral without needing to pay dividends to external agencies. Lucy: We see Nexus as more than just an installer scheme – we are creating growth partnerships with our customers to really help them fulfil their potential and find new opportunities, whether that’s with new products, different marketing techniques or support in understanding their customers’ needs. I’m really looking forward to seeing the outcomes of our work with these customers in the coming months! Keep your eyes peeled for more information about the Nexus scheme this year. In the meantime, if you’re looking to expand your offer or modernise your showroom, please email info@synseal.com for more information. READER ENQUIRY NO: 0118/0067
January 2018 | www.glassnews.co.uk
HARDWARE
The UK’s Leading Glass & Glazing Newspaper
HOME & AWAY – DEMAND PEAKS FOR KENRICK’S EASI-FIT AND EXCALIBUR In a year that many have described as ‘flat’, Kenrick has bucked the trend and toasted to an incredible rise in sales for two of its best-selling products. The West Bromwich-based firm has reported that sales of its market-leading Easi-Fit window lock have soared by 50% whilst sales of the Excalibur multi-point locking system are up by 25%. Steve Jones, managing director at Kenrick, explains: “We are delighted to celebrate such a strong year for two of our best-sellers. Despite a slowdown in the housing market and uncertainty surrounding Brexit, fabricator demand for these products continues to rise. We are very focused on driving sales opportunities both in the UK and overseas and improving margins for our customers and these impressive results prove that we are achieving this. “A 50% rise in Easi-Fit sales is outstanding and this impressive performance underlines that this product clearly delivers exactly what
fabricators want – value for money, ease of fitting and high security. “We’re particularly proud of the significant uplift in sales for Excalibur however. This is largely due to us winning some exciting new business in Eastern Europe where timber windows are more common. The Excalibur shootbolt is totally retractable - making it an ideal solution for timber windows - and it does not compromise on security, performance or longevity, which is perfect for the demands of the Eastern European market.” Suitable for all PVC-u, aluminium and timber windows, the Excalibur shootbolt system is Secured by Design approved and can comfortably satisfy the requirements of PAS 24, 2012. It delivers first rate security features for the homeowner and ease of installation for the installer. Durable and reliable, it’s a multi-point locking system that benefits from steel shoot bolts, a robust unhanded die-cast gearbox and bi-directional die-cast claws. Excalibur is available in a 20mm, 22mm and 25mm backset gearbox and can be supplied as a fully retractable system or with steel mushroom cams. It also fits all Eurogroove systems, making it a very flexible option for many different systems and applications.
Easi-Fit is a patented high security claw locking system that has been designed to provide first rate security and unbeatable value for money is Secured by Design approved. PAS 24 capable, it features an unhanded die-cast gearbox and bi-directional die-cast claws to provide guaranteed security. Both Excalibur and Easi-Fit have been function tested to 100,000 full cycles (open/ close, lock/unlock). They also exceed the requirements of BS EN 1670: 2007 Grade 4 (severe) rating for salt spray corrosion resistance and come with a 10-year mechanical guarantee.. Kenrick is a leading supplier of hardware solutions for PVCu, aluminium and timber window and door systems. The company has a proud heritage spanning more than 200 years, having been established by Archibald Kenrick who manufactured buckles and livery fittings. Kenrick’s range of top quality products includes the market leading Excalibur multi-point locking system, the four-point Centurion system and the Easifit and Espagnolette locking systems. Tel: 0121 553 2741 www.kenricks.co.uk
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www.glassnews.co.uk | January 2018
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January 2018 | www.glassnews.co.uk April 2017 (Px) Up Your Marketing Game DPS.indd All Pages
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VOICE OF THE INDUSTRY
The UK’s Leading Glass & Glazing Newspaper
VOICE OF THE INDUSTRY
WHAT’S YOUR OPINION?
"HOW WAS 2017 FOR YOU?" Elections, Brexit, politics of every kind, currency exchange rates, inflation, interest rates, skills shortages and much more, have all combined to give us a challenging 2017. And 2018? Will it be better or worse and why? Are you positive about business in 2018?
Rob McGlennon Managing Director, Deceuninck UK With all the uncertainty brought by Brexit this year, 2017 has been a mixed picture. Overall, we’ve heard reports of flat sales, but on the flip side there have been pockets of significant growth. Why? Because some companies have taken the brave decision to change how they’ve always done things to concentrate on the growth areas in the market. 2018 is the time for more companies to do the same before further consolidation takes place. We need to offer the market what it wants and that’s coloured products without compromise, true aluminium alternatives and products that genuinely deliver for the Heritage sector. We’ve worked closely with our customers this year to make sure our offering is all encompassing with our award-winning Heritage Flush Sash, 26 colourways from stock and our smooth matt anthracite foil on grey substrate to compete with aluminium. Our customers have seen the results and we look forward to partnering with more fabricators in 2018 who are ready to make a change and grow their sales.
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Helen Savage Brouha Marketing This year has been challenging for PR professionals as the market has continued to become saturated with information – we get it from all angles – e-mails, social media messages, news stories and adverts to name just a few. It’s increasingly difficult to stand out from the competition and be heard. We’ve been working with our clients in 2017 to find new ways of successfully delivering their message to market. Although the digital universe is important to an overall communications programme, it’s all about achieving the right balance between both new and more traditional, tried and trusted methods when it comes to getting real results. There is no quick fix and no one thing that will deliver on its own. In addition to delivering results driven strategies in 2018, it’s important for PR professionals to continue to maintain positive reputations of their own. In a post truth world with eroding trust and accountability, it’s even more important that PR and marketing activity is transparent, something we’ve always adhered to in our published ethics.
John Crittenden Managing Director, Carl F Groupco For everyone in the UK’s door and window industry, this has been a challenging year facing a number of issues outside our control, including a dramatic devaluation of the pound since Brexit. In our industry we are used to the mentality of driving prices down, however we are being hit by real cost increases. And we are bracing ourselves for the next train coming down the track, namely raw material cost increases being set by the global market. But against this difficult backdrop, Carl F Groupco is looking to the New Year with optimism as we have a market that is beginning to add value: investment in high end doors, for example, is triggering demand for quality hardware including aluminium products. And there is continuing growth in coloured products that provide aesthetic design appeal. We are also at the forefront of the Smart Tech revolution with SmartSecure, our electronic locking and access control brand. Interest in SmartSecure is converting to sales – we are now taking daily enquiries and, on a recent visit to our new showroom, within just ten minutes a customer bought not just one but two solutions.
Ian Sims Managing Director, Double R Glass & Roofing Systems It’s been a year of investment for Double R because we know that to succeed in the future we need to deliver what our customers need – high performing sealed units and conservatory roofs, with high performing service to match. That’s why we made a huge investment in a vertical Super Spacer hot melt IGU line – the first machine of its kind in the world. Therefore 2018 for us will be focused on maximising the benefits of the new machine, to deliver a competitive range of units for our customers. We believe this level of automation and everything it offers us and our customers, is the future. We have always worked hard to build strong relationships with our customers and earn their trust and loyalty. Our automation allows us to deliver the very best products and fast, but the fact our employees are so dedicated to supplying quality with service to match, is what makes us different now and in the future.
Gary Morton Boing Boing Group 2017 was a year of huge change and challenge for us at the Boing Boing Group. The passing of our Group Operations Director, Graham Eardley, made it a very painful and sad start for us. However, in February we had the opening of our Aluminium manufacturing business, which has proved very challenging, but is now showing real promise and growth. We also changed PVCu system, this again was a real challenge, but one we are now really seeing the benefits of. The appointment of a new Operations Director, Paul Manison, the startup of our paint business, Kolorseal Midlands, various hardware upgrades, inhouse manufacturing of Patio, Composite doors and Flush Casement and finally, coping with ever increasing customer demands and you can quickly get a picture of our year. Nonetheless, we have managed a net growth position at both top and bottom line that we are very happy with. Aluminium has shown great growth in the last few months and its prospects are very high, so we are going into 2018 in decent shape.
January 2018 | www.glassnews.co.uk
VOICE OF THE INDUSTRY
The UK’s Leading Glass & Glazing Newspaper
Dave Broxton Managing Director, Bohle
Haydon Statham Sales Director, Phoenix Doors
Mark Hickox Thermoseal Group’s Sales Director
Lee Marriott Sales and Marketing Manager, Promac Group
Ryan Johnson Managing Director, Emplas
Ian Longbottom Chairman, Sliders UK
The biggest single influence on our operation in 2017 was the weakness of Sterling and the impact on cost of sales. Despite these increased costs, we took a strategic decision not to pass those costs on to our customers and instead, absorbed them, something that to a point we have been able to offset by growth in turnover.
2018 is going to be a big year for Phoenix Doors, especially going forward as a completely dedicated composite door company now that we’ve moved on from PVC door panel manufacturing.
In 2017, as a UK manufacturer and supplier, we have been able to offer stability in price on our own-manufactured products within the UK despite the uncertain market. We have strong long-standing relationships with our suppliers and we forward-buy many products to hold off any price increases as long as possible.
If you look back at the last year and even a couple of years before it, you see massive innovation in PVC-U systems and machinery platforms alongside them.
We have seen impressive growth in the last year in what has been a relatively flat market. The caveat is that the team has worked very hard to achieve it and we see that as setting the tone for 2018.
2017 was a big year for Sliders UK in that we completed an MBO and restructure of our business in April. This was completed without debt funding, something which gives us a sure financial footing and importantly, the stability that accompanies it, going into 2018.
We expect 2018 to be much the same as this year with low GDP growth around 1.5% and inconsistent demand. However, there will be localised opportunities in cities like London, Manchester and Birmingham where major building projects are taking place. Where we also believe there are opportunities to improve margins for the glass processing and glazing sectors is in knowledge sharing and the efficiencies that accompany it. 2018 gives us all an opportunity to become much slicker at what we do. And we have a number of product innovations which can support our customers in removing the ‘invisible costs’ of production by switching to new and better products. The skills gap also remains a continuing challenge and something we’re committed to working to address, again, through knowledge share.
With market research still showing composite doors as a growth market, we are expecting to sell more doors this year than in 2017. More customers are coming on board and we had a big rush to fulfil many seasonal orders early. Rebranding our composite doors as ‘Sovereign’ was a great success and feedback on the accompanying brochure has been fantastic. Our new GU auto-engage slam-shut lock, available across the range, is popular with sales heading in the right direction. Talking of which…we’re looking to expand north of border, having historically been strong in southern counties. So if you’re in Scotland or the North of the England, we’d be very pleased to hear from you as we’re already delivering there once a week using our own transport. Adding a second vehicle could extend this up to the M8 corridor. Overall, we’re feeling confident about our prospects for 2018!
www.glassnews.co.uk | January 2018
We now go into 2018 with uncertainty in the market, but we remain optimistic that we can continue to offer the best products at competitive prices. A further weakening on the £ Sterling means that international suppliers will find it more difficult to compete on price when importing products into the UK. It also means that for export, we can offer more competitive £ Sterling rates. In 2018, we aim to work with our customers and suppliers to continue to offer more energy efficient products at competitive prices to help to improve the thermal efficiency in windows.
This has created new opportunities to add value to product, moving PVC-U from a commodity sell to a far higher value proposition. We’re at a point now at the start of 2018 where fabricators need to invest if they’re going to keep-up. Innovation in welding technology has been a key driver of this shift and we’re fortunate enough to be in a position where we have all bases covered – seamless welds, Timberweld® and External Timber Look. The other major growth area is aluminium. That again means major change in the market and increasing the pressure on fabricators to keep up or lose ground to competitors. 2017 was tough and 2018 may not be too much better but I think that we’re now seeing that ‘Bulldog, best of British spirit’ – Brexit has made things tougher but people are committed to investment because they see it as key to their long-term growth.
The investment we made in 2017 - £3.5m plus, including £1.4m on new machinery and the extension of our factory - lays the foundations for our long-term growth. The evolution of our product and service offer, including the launch of the Optima flush casement last year and the development of our foils range, has allowed us to increase the competitiveness of our offer. This contributed to major growth in sales of foiled products last year, something which we expect to continue into 2018. As to Brexit? It’s impossible to predict where we’re going to end up. Going into our 40th year in business, we continue to take a longerterm view and remain focussed on product development and service innovation as the basis of our growth and that of our customers.
This has also allowed us to put a new infrastructure in place as the foundation for future and long-term growth. That’s included major investment in our aluminum offer, including the Ultimate Evolution adjustable jamb bi-fold and continuing investment in our established offer from ALUK. We have now been able to move this further forward with the launch of two new aluminium window systems, in addition to our PVC-U and composite door ranges, which have given our customers new reach into the higher margin aluminium sector. We see this as a key going forward. Forecasts for aluminium remain exceptionally positive through to 2020 and beyond and we will continue to align and develop what remains our specialist product offer to support our customers in accessing the opportunities that this will deliver in year ahead.
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VOICE OF THE INDUSTRY
Gary Morton GM Fundraising 2017 saw our first all-girls event, a fabulous event raising over £ 108,000 pounds. We were also planning for another 3 major events, The 2018 GMF Cup, based at Portugal’s famous South Course at Quinta De Lago, our Gala Dinner in June and the next mammoth cycling challenge in 2019. 2017 was important for the connections made with industry big guns, such as Caldwell, Thermoseal Services, Epwin and the like and we are hoping to promote this more in 2018, where GMF becomes the focus of the sectors fundraising efforts, knowing every penny raised goes directly to the charity. Athough quieter this year in terms of actual fundraising, we have built foundations for much higher levels. This industry has supported GM Fundraising over the past few decades and it always amazes me how warm and giving people in this wonderful industry of ours are. On behalf of the GMF team, thank you from the bottom of our hearts and we wish you all health and happiness for 2018 and beyond.
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The UK’s Leading Glass & Glazing Newspaper
Jason Thompson The Glazerite UK Group Ltd
Keith White Managing Director, aluplast
Winning the G Awards Fabricator of the Year was a great way to cap 2017 and has set us up for 2018, which we believe will offer it challenges. These will be dominated of course by Brexit, which if nothing else may have a negative effect on homeowner confidence and commitment to higher value spend.
It’s very hard to separate things from the middle of 2016. We were on track for GDP growth of around 3% its now 1.4% and it’s difficult not to see it as being the impact of Brexit.
Despite the industry being as professional as any these days we continue to face the double whammy of suppliers increasing their prices – sometimes excessively in our view - coupled with the instincts of many retailers to offer easy discounts instead of selling up to protect or increase margins. We all need to obtain a fair price for the products we sell. Other key issues will be recruitment and increased debtor days. Overall though we will be working hard to increase our market share and capitalise on other fabricators that have not invested and adapted to the changing market and tougher conditions. Glazerite is well placed to build and strengthen relationships and support our installers during these uncertain times. So, as challenging as it’s set to be, we’re more than ready for it and look forward to what this year brings.
The fall in the value of Sterling has also hit hard, regardless of whether you’re importing raw materials or product, costs are up and the market has been flat at best. We are, however, where we are and we’re focussed on getting on with the task at hand. aluplast is global, it is supportive of the UK position and is continuing to invest through acquisition and organic growth in all markets. aluplast’s acquisition of US system company, Chelsea Building Products in March, demonstrating a willingness to invest in long term growth along with massive expansion of its Poznan and German plants.. The strategy for the UK is long-term and we’ll be launching some very exciting and highly innovative products in 2018. Things may be more challenging but with a strong infrastructure behind us, continued investment and product innovation, we can be confident about the coming year.
Colin Torley Sales and Operations Director, Saveheat Group 2017 was an interesting year. Coming from a background in PVCu and going on to form the Saveheat group which manufactures PVCu, Timber Windows, Aluminium Windows and DGU’s. I have found this change exhilarating. While we have seen a 25% increase in sales of PVCu, in 2017, we are also seeing huge growth and demand for Aluminium and Timber, which is way above my expectations. I believe that 2018 will be a good year for us, mainly because of the diversity of the product range we offer. We are seeing the increase in PVCu coming from the new build market, Aluminium more from the commercial market and Timber the refurbishment market. As a supply only company we are not having the same problems that Installation companies are having with a shortage in skilled labour, but this is a problem that the Industry needs to address. I can also see more consolidation in our industry in 2018.
Tony Ball Sales Director, Shepley Windows
Emma Wells Director, Jackloc®
As other products become more established, PVCu continues to be the top choice for windows & doors in the UK. Shepley’s core business is PVCu and the new management team is well placed to continue its high level of service for customers in 2018. 2017 was a year of change, led by familiar faces for Shepley. In March last year, we undertook a management-led acquisition with new investment partner CorpAcq Ltd. We kept our existing identity and culture because the service we deliver to customers, is at the heart of the business. Looking to the year ahead, we will continue to focus on our PVCu offering to give installers more choice and flexibility with their schedules. In 2018 we expect to see our steady growth continue as the PVCu market continues to consolidate. We have some exciting plans for 2018.
Despite turmoil outside the industry and challenges within, 2017 was one of our most successful years at Jackloc®. We received a G17 nomination for ‘Component Supplier of the Year’, and our headline MK2 key-lockable restrictor was honoured with The Queen’s Award for Enterprise in Innovation, the UK’s most prestigious business award. With that, Jackloc has benefitted from a higherprofile and greater commercial success at home and abroad, which will certainly help in 2018. The impact of Brexit, currency fluctuations, free trade and employment will all be external influences, which are difficult to plan for. We therefore expect many challenges to the industry, but we’re confident that our quality products will continue to be the market leader. We export our window and door restrictor range across the world, to markets including North America, Asia and the Middle East. Our range is designed and manufactured in the UK, which is a valuable USP especially in international markets. The same is true for The Queen’s Award, an internationally recognised symbol of excellence which has strengthened our position on the global stage.
January 2018 | www.glassnews.co.uk
VOICE OF THE INDUSTRY
The UK’s Leading Glass & Glazing Newspaper
Simon Monks Managing Director, VBH (as of 1st January 2018)
Vivien Globe Business Director, Pace Resourcing
2017 was another challenging year for our industry, with raw material costs increasing and the lack of recovery in currency due to the Brexit effect. However, the industry continues to show growth in some markets, through new legislation and changes in consumer trends.
Pace Resourcing grew its portfolio of clients during 2017, heightening its profile within the industry and continuing to expand its record of placing the right candidates for the role.
We see 2018 as a year where many homeowners will decide to ‘stay put and improve’ by extending and upgrading space in their existing homes rather than take the decision to move. Great news for suppliers of aspirational ‘comfort’ products such as bi-folds and slide & fold patios. Slimline aluminium bi-fold doors and PVC-U slide & fold doors (and windows) will be in demand. Innovative and unique products within the greenteQ Clearspan and Invisifold hardware suites are ready to meet the needs of these markets. Security matters too, with VBH helping fabricators achieve Document Q compliancy in 2018. We will continue to develop our greenteQ range to provide consumers with the comfort and security that they need, and help our customers achieve great results whatever their market.
The business offers clients a bespoke and personal service, where they uniquely profile candidates - giving a perfect fit for their clients' business. Supported by professional HR services, Pace has a vast depth of knowledge regarding the industry, setting it apart from other industry recruitment services. Building on this, Pace is now looking forward to a very exciting year ahead, seeing a huge involvement and commitment to a number of industry initiatives, including, the recently launched ‘Building Our Skills in Fenestration’ campaign with GQA Qualifications. The campaign is designed to attract new and young talent to the industry to bridge the ever-widening skills gap which is threatening the growth of our industry and its long-term sustainability.
www.glassnews.co.uk | January 2018
Richard Kirman Sales and Marketing Manager, Trade Division of IG Doors Truedor continued to go from strength to strength during 2017 with product Ambassador George Clarke’s monthly tips for trade installers to use with consumers being particularly popular. Use of his imagery in showrooms and on bespoke installer literature through the Truedor Partner Programme grew significantly. The product range continued to expand with dazzling new colours not previously used on Composite Doors finding real favour in the consumer market. As 2018 begins we are in the final stages of completing our move to a brand new high-tech manufacturing facility which will enable further growth, further product development and the continued development of customer service and support. The investment we have made in this new plant is going to deliver fantastic results for our customers, and the machinery we have installed is among the most advanced our industry has yet seen. It is an exciting year ahead for us, and let’s hope it is the same for the rest of the industry.
Richard Gyde Managing Director, Mila
Wolfgang Gorner Sales Director, Inwido Group
Having been named the Component Supplier of the Year at the G-17s in November, everyone at Mila is feeling very positive about 2018.
2018 will undoubtedly prove to be a year of uncertainty in the UK, and consumer confidence, which is such an important driver in the window and door market, is already showing signs of strain.
Of course there will be challenges – not just from Brexit, but from the rising commodity prices which were an issue for the whole hardware sector throughout 2017. However, I think fabricators are increasingly seeking out the kind of consistent quality and reliable efficient service which sets Mila apart from the rest. There’s growing discontent in the market about suppliers who simply don’t live up to expectations and who don’t seem to value their customers. We offer a real alternative to that with good, better and best ranges which mean that fabricators at every level of the market can afford to buy from Mila and benefit from our award winning offering. We will be pushing ahead with our product development programme throughout 2018 and we will have a series of new service initiatives designed to help customers get the most from our UKAS accredited test centre.
In such challenging times, what is going to be critical for installers is that they have access to as wide a range of products as possible. Consumers increasingly want a wider choice of options beyond just PVC-U and, as we have seen in recent years, the new market opportunities are likely to be driven by aluminium, composite and increasingly timber products. Choosing the right partner will obviously be critical because installers’ reputations rest on the quality and service they receive from their supplier. At Inwido, where we have the CWG Choices and Allan Brothers brands in our portfolio, we are confident that we have all the answers for the installer market – an unrivalled depth of product, outstanding customer service and a particular emphasis on timber giving installers a real opportunity to differentiate their offering.
Steve Haines Stuga This has been a mixed year for Stuga with a strong order book but concerns regarding investment going forward. Politics and Brexit are certainly impacting on investment but at Stuga we have had the fortune of a falling Pound. This considerable drop in Sterling translates directly into a significant price increase to our competitors’ products. Stuga components are resourced in the UK and although some content of these parts come from the Euro area the price increases endured have been less than those caused by currency to our competitors. This after years when an overvalued Pound made European machinery appear cheaper than it should have been. Interest rates remain low by historical standards making machinery finance very cheap and this looks likely to continue through 2018. Stuga has continued to invest with the development and launch of our latest ZX5 sawing & machining center which is performing well at two fabricators and achieving very high output with accuracy and reliability. 2018 will likely be tough but hopefully not worse than 2017 or there will be some blood spilt.
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VOICE OF THE INDUSTRY
The UK’s Leading Glass & Glazing Newspaper
Russell Yates Managing Director, AluK
Dean Hodges Managing Director, BM Aluminium
Graeme Bailey Managing Director, Business Micros
Adrian Vicker General Manager, Siegenia UK
David Thornton Chairman, The Window Company (Contracts)
While the market overall is likely to be fairly flat this year, things still look very positive for aluminium. The latest Palmer Report forecast growth of 20% by 2021, and we’re definitely on course to achieve that.
2017 was a record year for BM Aluminium, and we haven’t seen any tailing off of enquiries so I’m very confident about what we’ll deliver in 2018.
2017 was yet another record year for Business Micros as demand continued to surge for our EvoNET business management system.
Siegenia UK saw its business prosper during 2017. The introduction of the TITAN AF range during the year gave us a really dynamic, advanced product range to offer the UK market.
Whether you agree with it or not, Brexit combined with a potentially unstable minority government is creating real uncertainty across the UK economy and in the construction market in particular, making it fairly difficult for SMEs like us to make any major decisions.
Obviously, we’re all dependent on how consumer confidence holds up in the face of the Brexit challenge, but I’m very optimistic about the opportunities for AluK and for our customers. That’s partly because we’re rolling out our ground breaking F82 bi-fold with our new group of Select Partners, giving installers the perfect product to target the premium sector of the market where most of the growth is coming from. And, it’s also because consumers are starting to look beyond using aluminium just for bi-folds and we’re seeing rising demand for other products including sliders and slim windows. One of the other key trends I’m expecting to see in a lot more of in 2018 is textured and metallic finishes in aluminium, adding another interesting new dimension for customers in both the retail and commercial sectors.
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We’ve invested in additional staff to make sure we can keep pace with demand, and we’re committed to increasing the numbers in our support department even further so that we maintain the exceptional level of service which has become our trademark. We’re obviously benefiting significantly from the growth that is happening in aluminium in the retail sector, because all the new products being developed by the systems companies we partner with need additional datasets to be created within our LogiKal software. That’s certainly keeping our programming team busy. In terms of demand from fabricators, 2018 is likely to be all about the InfoServer module within LogiKal which allows for paperless production. We previewed this at last year’s FIT Show and had a fantastic response. After a successful pilot installation in the Autumn, I’m delighted that we’re now ready to roll that out to customers.
Looking ahead, that’s certainly where I expect most of our growth to come from in 2018, simply because it gives fabricators so many opportunities to improve their efficiency and gain better control of their businesses. That’s likely to be more important than ever of course, because with very little meaningful growth predicted for the mainstream PVC-U sector, fabricators manufacturing in PVC-U will need to focus on efficiencies as a means of sustaining margins. We’re confident and enthusiastic about the year ahead, with all of our new recruits now settled into their new programming and support roles. We invested in growing our team throughout 2017 and customers will start to see even more benefits of that as we roll out a faster new install process later in the year.
Because of the advanced technical nature of our products, we intend to continue to build-on and strengthen our core strengths during 2018. Technical backup and customer service are key to making our customers experience of Siegenia in the UK most rewarding, this will continue. As we start the New Year, it is our intention to promote an even wider range of products to our customers in the UK including the latest ‘smart’ technology and a range of ventilation systems. Under our ‘Room Comfort’ banner these, and other, innovative and technically superior products will be showcased to the market so that they can understand the benefits they can deliver to their end users. In a very competitive market with many challenges it is an extremely exciting time for Siegenia in the UK and we are looking forward to a very active 2018.
Until we know the final outcome of the negotiations, our strategy will be to focus on our planned growth only and not to take any major risks on new ventures. We know that, post Grenfell, there is a big new opportunity for us in fire doors because we already hold all the necessary accreditations to expand in that market, but outside of that we will be maintaining the balance we already have across the social housing, schools and healthcare sectors. That doesn’t mean we don’t expect to grow in 2018. But, it will be carefully managed growth focused on the areas where we are specialists. I suspect many at the sharp end of the industry will share our cautious approach, and that of course is likely to have implications further up the supply chain.
Mick Clayton CEO, GQA Qualifications 2017 was an exciting year for GQA. As the industry’s only qualifications writing and awarding body, being selected by CSCS to be the Fenestration industry’s only source of CSCS cards was a major achievement. Continuing to work with our 70 Approved Centres throughout the UK, developing new and exciting partnerships with leading industry employers, and seeing a rise in the number of companies recognising the importance of having a qualified workforce have also been major plus points. We were also delighted to have introduced the first practical training pods into our network during the year. These hands-on learning facilities will be a major draw for those wanting formal installation and surveyor training as well as on-site training. Under our wider umbrella of achieving ‘Quality through Qualifications’ all of the above have been really positive developments, and as we enter 2018 we are really excited to launch a new campaign ‘Building Our Skills in Fenestration’ where we are working with major industry employers to build a comprehensive on-line prospectus to attract more young people to the industry to help bridge the widening skills gap.
January 2018 | www.glassnews.co.uk
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Tony Craggs Managing Director, Virtuoso Doors
Sean Parnaby Managing Director, West Port
Mark Atkinson Sales Director, Hurst Plastics
2017 was huge for Virtuoso Doors – the new name for WB Group. The business was acquired by Customade Group, we invested £750,000 in new infrastructure and we launched the incredible Virtu-AL aluminium effect composite door. And now, we’re gearing up for further growth in 2018.
At West Port, we’re expecting great things for 2018 and beyond. With Brexit on the horizon, installers are increasingly putting their faith in highmargin, high-end products that can appeal to affluent and aspirational end users.
2017 proved to be an unpredictable year with plenty of high-profile mergers, acquisitions and, sadly, losses. As several market reports indicated these were against a backdrop of sluggish growth, this being particularly evident following a previous year of strong sales.
Like many manufacturers, we have been affected by Brexit. With material prices rising because of the weakness of Sterling, the market has worked against us. We’ve worked closely with our suppliers and invested in machinery, people and systems to become as lean and efficient as possible to counter this. We are looking forward to a very positive 2018 indeed. We’ll build on the strong foundations we’ve established with Customade Group and focus on further growth. This is all underpinned by our investment to create unlimited capacity and match future volume growth. In an unstable and competitive marketplace, installers must differentiate themselves and we have lots of exciting plans in the pipeline to help them do this. For us, 2018 is all about stimulating the industry and driving it forward, regardless of what the economy may do.
After a number of years when timber alternative products were the talk of the industry, we’re now seeing attention shift to timber itself – as both homeowners and installers realise that twenty-first century timber doors and windows are robust, low maintenance, and much less expensive than they expect. Despite the uncertain economic outlook and the ongoing decline in uPVC sales, we’re still seeing strong demand for premium products – and that’s why we’re looking to significantly expand our trade presence in the year ahead. Up until now, West Port has been largely commercially focused, and we’ve mainly distributed products to the trade through builder’ merchants. In 2018, we want to broaden that focus. We’re going to be talking to installers much more directly, and shouting about how expertly made, bespoke timber windows and doors can help them boost margins and grow their businesses.
www.glassnews.co.uk | January 2018
The landscape of our industry is changing and it looks like 2018 will be another year of relative uncertainty and modest growth. However less of the pessimism, for those companies that are prepared to adapt and embrace change there are still a wealth of opportunities within the market. At Hurst we remain optimistic that we can continue to grow and develop our customer base through various product and service led strategies and, these have in no small part contributed to our business successes in 2017. Having supported these initiatives with significant investments in our products, processes and people, we’re ready for 2018 and we sincerely wish our customers, suppliers and competitors (in that order!) a pro-active and prosperous New Year!
Nick Dutton CEO, Brisant Secure
Bradley Gaunt Made For Trade
2017 has been Brisant’s best yet. Our flagship Ultion product continues to grow market share as we earn more and more loyal customers.
I’d like to take a moment to look back over what we’ve achieved in 2017 and what has been a landmark year for MFT. We’ve continued our growth with record sales and production figures across our product ranges, launched our first in house designed system, substantially increased the size of our workforce along with our manufacturing sites and strengthened our engineering department enabling us to bring you more fantastic MFT products in 2018 and beyond.
It offers premium security, which helps sell more doors, and has led to a growing number of our door installer and fabricator customers offering Ultion as standard. In August, we launched new security handle Lock Lock, which is more than proving itself in terms of security (earning its 2* Kitemark) and quality (still perfect after nearly 4,000 hours of independent corrosion testing). We’ve ended the year on a real high, winning two Construction Marketing Awards and being named Hardware Company 2017 in the National Fenestration Awards. Our success is an indication of the demand for premium security that is growing fast – and not going away any time soon. So I’m confident 2018 will be just as fruitful, especially as our continued investment in product development will see some exciting additions to our range.
Personally, the success of the Korniche product has been my highlight, seeing the enormous amount of investment and hard work from my team finally pay off, taking us to places we hadn’t even thought of 8 years ago when we started the move from domestic retail into trade supply. With all this in mind I’d like to say a really big thankyou to our ever-growing team and also to our loyal customer base who of course have made all this possible. We hope you’re as excited as us about what’s to come from MFT in 2018.
Phil Heavey Managing Director, elumatec 2017 continued a big underlying shift in fenestration that we expect to extend into 2018 and beyond. When they come to a supplier like elumatec, fabricators don’t just want machines anymore. They want an efficient, comprehensive, user-friendly system for boosting their productivity and helping them grow. The biggest advances aren’t in the machinery itself anymore – they’re in technology. That’s why elumatec has invested so extensively in its software division, elusoft. We employ 25 full-time computer programmers who are constantly striving to improve the software packages we provide – which in turn allows our machinery products to perform to an even higher standard. As a global business, I think we have a different perspective on Brexit than most. There’s no doubt, it’s going to cause issues. Companies all around the industry are already dealing with suppliers raising prices across the board. But elumatec does business with companies outside the EU every day of the week. If your products are good enough, and you’re constantly alert to the needs and priorities of your customers, then you’ll survive, and quite possibly thrive, post-Brexit.
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John Cooper Commercial Director, SWISSPACER
Jade Greenhow General Manager, Insight Data
Andrew Scott Managing Director, Purplex Marketing
Chris Alderson Managing Director, Edgetech
Gareth Thomas Group Sales Director, Customade Group
Steve Hacking Operations Director, Supalite
A fantastic development for us in 2017 was the opening of our new headquarters in Milton Keynes. The modern and spacious building is built for growth and signifies our commitment and investment in our UK distribution. Customers can now collect products directly from the centre or have them delivered via our network of trusted distributors.
2017 has been fantastic for Insight Data as we’ve delivered incredible results for customers, celebrated new partnerships with industry heavyweights and secured record downloads of the 2017 Insight Report – extending our position as industry’s trusted source of market intelligence.
2017 has been a mixed year for many in the fenestration industry. Ongoing issues including Brexit uncertainties, inflation rates and the changing value of the pound have undeniably affected industry confidence. But, despite all this, the UK economy has continued to grow and promises made by Philip Hammond in the budget bode particularly well for companies in the construction sectors.
2017 was one of the most momentous years in Edgetech’s history. It didn’t just mark our tenth year of manufacturing in the UK, it also saw us invest extensively in new premises and equipment, celebrate decade-long partnerships with over forty of our customers, secure prestigious award nominations and exhibit everywhere from the FIT Show in Birmingham to FENESTRATION BAU in Shanghai.
2017 was phenomenal for Customade Group and we’re delighted to begin 2018 in a strong position. Despite the ongoing political turmoil and weak exchange rates driving costs up, we remain confident about the year ahead.
During 2017, Supalite continued to build our relationships with our existing customers to support their growth, along with attracting new customers who joined our approved fabricator group and our approved installer scheme
We’ve also introduced a new sample box to our Marketing Toolkit as an informative and easy way for sealed unit makers and fabricators to demonstrate the attractive matt finish and clean, crisp lines of Ultimate to their customers. In September this year we hosted our ‘fenestra-vision’ symposium in Salzburg. It was an eye-opening event covering the growing trend for digitalisation and smart homes – an area everyone in the windows industry should carefully monitor in 2018 and beyond. Meanwhile, saving money on fuel bills and expecting windows to perform over their lifetime remain important priorities for homeowners – and SWISSPACER will continue to promote and develop solutions to do just that. Look out early next year for some exciting product announcements.
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Our research points towards a mixed year for businesses across the industry, with some facing a decline while others, especially premium or niche product manufacturers are looking far more positive. 2018 will present huge challenges to the industry, and one that could arguably have a bigger impact than Brexit is GDPR and data regulation changes. Any business which purchases data or holds data – even on their employees, will need to firm up their data management and their processes as greater rights are given to the data subject. Despite this, the key to success in 2018 will be keeping your foot on the gas, getting your business in front of new customers. We predict another strong year at Insight Data as we help more businesses do just that through our market-leading prospect data and online database Salestracker.
The elimination of stamp duty for first-time buyers will mean an increase in the demand for smaller, affordable housing, while the government’s increased housebuilding budget – now £44bn – should ensure an increase in the number of new-build developments being undertaken in the UK. Home improvement firms are also set to benefit from an increasing interesting in renovation – this follows the introduction of a 100% council tax chargeable on empty properties. At Purplex, we’ve seen a number of new clients come on board this year – many of whom are looking to shore up their business in the runup to Brexit and increase their chances of winning newly-available contracts through brand positioning.
We’re confident that 2018 can be just as successful, if not more so. It’s definitely true that IGU manufacturers and fenestration companies in general are facing a lot of uncertainty at the moment. But rather than pulling up their drawbridges, we’re seeing firms take steps to prepare for what lies ahead. Arguably the biggest challenge facing IGU manufacturers is the need to do more with less, faced with a worsening skills shortage and the post-Brexit transition – and that’s why we’re seeing so many firms embrace the cost and efficiency savings that automation can bring. Demand for high volume automated Super Spacer production lines grew quickly throughout 2017 – and that’s a trend we’re expecting to continue.
Our divorce from the EU is imminent and, for better or worse, it will influence our economy. The key to navigating through the uncertainty is to adapt to a changing marketplace and drive forward with innovation. Our strategy at Customade Group has been all about identifying growth areas and then investing to make the most of them. The industry has felt the impact of the falling value of the pound, so it’s vital for us all to focus on those areas which deliver the highest margin opportunities. We’re starting the new year with an industry-defining solution that will help installers not just to insulate themselves from the effects of Brexit, but to drive long-term growth for their businesses. It’s important to choose the right supplier and, in a toughening market, single source supply makes sense. As a partner for growth, Customade Group will be giving installers all the support they need to thrive.
We sought out and developed new and innovative products and look forward to seeing the launch of one particular exciting product in 2018, our new flat roof orangery. We also continued to look for new and inspiring marketing initiatives to support our customers as they aspire to grow, and to find new ways to make the process of buying a new solid roof easier for their customers. As 2017 drew to a close, we were delighted to formally announce a new and exciting partnership with JHAI, an industry approved building inspector, who will be helping us deliver a consistent process of achieving building control. This will be a major benefit to us and all our customers in 2018.
January 2018 | www.glassnews.co.uk
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Jason Clemmit Managing Director, Certass
Simon Beer Managing Director, Bluesky Certification
Paul Godwin Managing Director, FIT Show
The trend for solid roof installations has risen dramatically throughout 2017, we’ve seen a big increase in the demand for solid roof certifications from installers. Homeowners are no longer satisfied with a conservatory they cannot use due to it being too cold in the winter, and too warm in the summer. They want to be able to use it all year, and that’s why so many are choosing to have solid roof replacements. There are several retrofit systems on the market for underperforming conservatories, but not many certification schemes to give homeowners the confidence to choose a solid roof installer.
Fire safety has been at the top of the agenda for the wrong reasons in 2017. The effects of Grenfell Tower are still being felt, but as yet there haven’t been any changes to legislation.
Whilst there is no FIT Show this year it will be our most important period in the run up to the next event in May 2019. 2018 is critical to the success of the event and what we want to deliver.
I believe that in 2018 we can change that for fabricators and fitters of fire doors and windows. By creating a voluntary code of practice for the installation and manufacture of fire doors to always include third party certification.
A good B2B show reflects the industries it represents and so far there is no sign of any reticence in the market. Exhibition stand space is currently just fewer than 60% booked and reserved, most of this contracted. Within this we have the new event for the flat glass sector Visit Glass and this is proving exceptionally popular amongst companies wishing to reach glass processors and merchants.
Our CQ-Assured membership offers installers a professional self-certification scheme that covers the installation of solid conservatory roofs. We’ve seen the numbers of installations registered on our scheme grow throughout the year. Members say that it helps to give homeowners the extra level of reassurance that they’re offering a reliable, professional service. We’re looking forward to welcoming more installers to our self-certification schemes in 2018.
Building Regulations already recommend manufacturers and installers have third party certification for fire doors. Choosing third party certification protects everyone especially the people who live in multioccupancy buildings. As a provider I see what goes behind the certification. For instance, small details such as using the wrong type of fixings on a glazing system can stop a fire door from performing properly, and it’s this type of error that can get overlooked without external monitoring. 2018 should be the year that the glazing industry leads the way for fire safety.
www.glassnews.co.uk | January 2018
Feedback that the UK home improvement market is down by between 10-15% is balanced against the increased interest in other sectors, with opportunities brought to the FIT Show last year by the large number of aluminium systems companies and fabricators. This is being reflected again in the number of aluminium exhibitors signing for 2019, now supplemented with timber window manufacturers. 2018 promises to be very exciting indeed.
Danny Williams Pioneer As we begin 2018 the focus continues to be on Brexit. But actually, this deflects attention from issues that I believe will be far more harmful: recruitment generally and especially of skilled staff. Although leaving the EU is making some foreign workers unsettled there is not the mass exodus that everyone predicted; the net migration figures published toward the end of last year are simply back to 2014 levels. And actually, my own people from the EU are not turning tail because of Brexit – if they leave it’s because prospects are better in other countries. But many choose to stay, not believing that they will simply be escorted to the dock gates and put on a steamer for Calais. To do so would be to shoot ourselves in the national foot. We have to wake up to the fact that even if different lunatics take over the asylum and we remain in Europe we will not have enough staff full stop, let alone those with the skills that the UK so badly needs. The sooner we sort Brexit out we can deal with this and the many other issues that are being washed over. But at least we have a nice Royal wedding to look forward to: Bless.
Nigel Leivers Director, Frame Fast UK 2017 has been a superb year for customers of Frame Fast. In our 20th anniversary year, customers have seen new products including Modus Flush and Skypod Roofs, as well as adding an even faster turnaround on aluminium bi-fold doors. The new glass factory, opened in January has also been a great addition to give customers an even better service. As part of our Frame Fast 4 Fitters support, we ran our first training session for Equinox roofs. We had a superb turnout from customers and we are planning more in 2018. The highlight of 2018 was winning Manufacturer of the Year at the East Midlands Chamber Business Awards on what was a truly memorable night! In a city home to manufacturing giants Rolls Royce, Bombardier and Toyota, it was a brilliant achievement. Moving into 2018, we are now in our third decade. We have exciting plans for the year ahead to add even more support for customers to help their businesses grow.
Roy Frost CEO, GJB Holdings (Listers Central and GJB Window Systems) As you can imagine, 2017 was an absolutely manic year! Instead of just one acquisition with the takeover of GJB – one of the UK’s largest Eurocell fabricators, we had two with the surprise purchase of Listers – a fantastic business and a wonderful team that had to be rescued. We can’t predict how 2018 will unfold politically or economically but still, we are excited for the year ahead. We plan to take GJB’s successful formula in the South-East and use it to drive the business forward on a national scale, taking advantage of the new strategic partnership with sister company Listers. We have a fantastic team in place with fresh ideas and a clear investment strategy designed to advance GJB and create a valuable trade partner for installers nationwide. After hard work in 2017, Lister is back! Removed of distractions, the focus this year returns to its renowned product range and marketing support which gives its customers the competitive edge. The dedicated team are ready for a busy year as it’s full steam ahead for Listers!
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VOICE OF THE INDUSTRY
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Kurt Greatrex Sales Director, Dekko Window Systems
Yogesh Gopal Managing Director, Everglade Windows
Craig Miller Managing Director, Alufold Direct
Dave Jackson Director, Icotherm Roof Systems
A FIT Show debut, expanding our three premium product lines and revolutionising fabricator marketing support – 2017 was an outstanding year at Dekko! Brexit or not, we are really positive about 2018 too!
We know that Brexit uncertainty has been a heavy burden on our customers this year, especially as a lot of them, like us, are based around London and the South East and have close ties to Europe due to their chosen suppliers, family backgrounds and various other reasons. That’s why we invited Anna Wallace from PricewaterhouseCoopers (PwC) to our Customer Conference to talk about the possible outcomes.
2017 has been a massive year for our customers and we are really grateful to have been an everincreasing part of their product offering and success in the aluminium marketplace. By perfecting processes and delivering orders right first-time, on-time, every time, our installer customers can have absolute confidence in us as their aluminium glazing supplier.
Throughout 2017, the Icotherm factory has been really busy. We have broken all previous records month on month and maintained steady growth to have our best year yet.
With demand for standard products declining, premium will be the way forward in 2018. It’s something that we are seeing already as installers continue to partner with us, but also many of our customers are now spending more money on fewer products. Throughout 2017, we have helped installers nationwide switch their focus and really push forward with premium products. Whether it’s our seamless Infinity uPVC range, our Räum aluminium collection or Residence, installers are moving ahead of competitors, capitalising on consumer trends and gaining greater margins. Of course, every fabricator will now profess to offer the complete premium package. However, no installer can sell premium product lines with bland, overprinted brochures from their suppliers. We offer Make It Yours, a full suite of completely customisable sales material and marketing support which dovetails the products and follows the customer’s branding and unique message, reinforcing their credentials.
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Of course, we don’t know exactly how Brexit will affect us, but consumer confidence hasn’t fallen in the way we thought it might. Many customers have seen the advantages of offering addedvalue products to homeowners, who are choosing to refurb and retrofit rather than move in the uncertain housing market. That’s where our massive product collection has really helped installers, especially when homeowners are looking for something very specific. With so many aluminium and PVCu products and design options, there’s something for everyone in our range. And of course, it’s all backedup by 37 years’ experience delivering great service, expert manufacturing and fast lead times for the trade.
We tackled the skills shortage early on in the life of AluFoldDirect. Our specially-designed in-house training scheme sees people from completely different employment histories and backgrounds learn expert, precision aluminium fabrication skills. 46 out of 48 fabricators in the factory have come through our inhouse training, so we can be certain of their ability and skill – that’s what ensures we deliver for customers time and again. We know that when installers see that we take the pain out of fitting aluminium, they are able to grow and offer more aluminium glazing options for homeowners. We’re looking forward to helping customers have another record-breaking year in 2018.
2017 was surely the year for solid conservatory roofs, inline with the ‘improve, don’t move’ trend. There have been lots of homeowners wanting to refurbish their conservatories so that they are warm in the winter, cool in the summer and can be used all year round. This provides a huge opportunity for window installation companies, but, the skills gap can prove problematic. They need a system that’s straightforward to install. That’s why we designed Icotherm to be as easy as possible to fit onsite. It’s fully insulated, fully ventilated and can be installed in just 1 day, so it’s a great choice for installers looking to offer more options to homeowners. We’re looking forward to helping more installers grow their businesses by taking advantage of the solid roof and ‘improve, don’t move’ trends in 2018.
Jeff Pearson Sales and Marketing Director, Jack Aluminium Systems I approached 2017 with considerable concern, expecting a slowdown in the economy in response to the political activities around Brexit and their effect on the consumer confidence. My concern was exacerbated by the fall in the value of the pound and the rise in the cost of aluminium. So, we had a real threat of declining demand and a rising cost of goods. In all this, our customers rose to the occasion. They have kept their heads down and have grown their share of the market and been helped by the quality of product and service that is offered by Jack Aluminium. As Belbin said: “No-one is perfect, but a team can be”. Our team is firing well, and I have heard exciting hopes for 2018 from our customers who are running with the market opportunity. I am seeing great products emerging from our design department and a determination from our people to supply a great product on time to our customers. Bring on 2018!
Mike Derham Mighton Products The company has invested significantly in expanding staff, systems, processes and product innovation and development the results of which will be felt through 2018 and which we hope will work to offset the challenges that we will all face this year. The major challenge is the unknown and how that ultimately affects our ability to offer consumers the right quality products at the right price. And that really sums up Brexit. No one really knows what is going to happen or when, and not being able to plan properly represents a challenge for every business within the UK and those that export to the UK too. But even with Brexit we are attracting customers from the EU such as from Poland and Latvia for example, where we have enjoyed considerable growth from manufacturers of traditional windows. The US has grown by 65% in the past two years alone and we believe that will continue, as will other parts of the world outside of the UK and EU and especially China. We are cautiously optimistic.
January 2018 | www.glassnews.co.uk
VOICE OF THE INDUSTRY
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Tom Swallow Managing Director, Welglaze
Adrian Barraclough Chairman, Quickslide
Neil Parsonson Database Manager, Windowbase
Mike Rigby CEO, MRA Marketing
Ryan Green Managing Director, Clayton Glass
Stephen Nadin Managing Director, Endurance® Doors
Establishing the ‘new’ Welglaze whilst simultaneously fending off the challenges brought by Brexit and the snap election has been demanding, but we are confident that 2018 will begin on a high.
The successive bombshells of the Brexit vote and general election have damaged consumer confidence with the weeks following the latter causing a sales vacuum in what is usually the industry’s busiest period. My hope is that we will not suffer similar interruptions during the next 12 months.
We have seen a growing number of premium products enter the market over recent years and that trend augers well for the future. Whilst too many installers still ‘pile it high and sell it cheap’, those with an eye on margins have increasing access to solutions that command higher prices and enhance their offering. Flush sash products are now well established and solid conservatory roofs widely available. More recent growth has been in PVC firms offering aluminium bifold doors. High security products have been doing well and we expect them to do better in 2018.
Two thousand and seventeen was a very good year for MRA. We won new customers and helped existing customers achieve stunning results, which got us into the finals in the CIM Marketing Excellence Awards. They also won us five awards at the Construction Marketing Awards (CMAs) including the coveted Agency of the Year award.
It goes without question that 2017 has been challenging across all aspects of the industry, yet at Clayton Glass we have very much bucked the trend with a strong performance. #theclayton difference campaign has also set us apart, as has the added value we offer customers.
2017 has been a great year for us with incredible market growth and the first £1million month for us as a group. Endurance® Doors has cemented its position as a major and influential brand, in a year when other sectors of the home improvement market have struggled.
As a founding member of National Glass Group, we’ve seen the membership grow from five to eight members with a combined turnover of around £90million. We believe the model has considerable scope for growth in 2018 and beyond, with the combined buying power and shared operational ideologies of a national group, with localled service initiatives.
Powerful marketing and a unique product proposition have helped set us apart and will continue to do so in 2018 and beyond. With the increase in numbers of showrooms across the industry, we’ve also been able to get more product in front of style conscious homeowners.
Much of last year was about laying the groundwork for success - streamlining factory layouts and processes, optimising the ordering process, consolidating suppliers, and investing in both staff and machinery. Introducing the Deceuninck Heritage Flush Sash – winner of the G17 New Product of the Year award - was a key addition to the Welglaze offering, responding to the growing homeowner demand for more aesthetic options to personalise the kerb appeal of their properties. This continued trend for flush styles, colours, and numerous glass and hardware options, provides plenty of opportunity for the welltrained rep to upsell rather than slash prices to close the deal – it’s not always about selling more, more about selling smart. In general, the industry needs to work harder, together, to avoid devaluing the products we invest so much in developing.
We must continue to build trust with homeowners, to ensure that they have confidence in us as an industry even if they are uncertain of the political environment. Great customer service is a given. But product innovation is the key for us as a company and also an industry: 38% of our windows are now foiled or painted and this is increasing dramatically. Homeowners are aware that they have a huge choice of finishes, styles, materials, security, glass – everything – and that will serve us well to drive up margins and counter the infuriating habit of many retailers to offer unrealistic discounts at the drop of a hat. We cannot predict the future, especially in these turbulent times. But we can affect it, and that’s what we aim to do.
www.glassnews.co.uk | January 2018
Windowbase, the UK window, door and conservatory database, has been tracking growth in trade counters in recent years. Now we are seeing a rise in builders’ merchants offering bespoke PVC windows. This gives installers increasing freedom to shop around, rather than being tied to one fabricator and system. They can also obtain windows and doors in ever-shorter lead times. Fabricators will need to up their game, with improved customer service and responsiveness, if they are to prevent previously-loyal installers buying elsewhere.
We’ve done it in a fast changing market that’s polarised homeowners and the installers who sell to them - into the Haves, older, largely mortgage-free homeowners who have money to spend, and the Have Nots, younger heavily mortgaged homeowners who are just about managing. It’s important to understand your market, and especially important to follow the money. Companies that do are growing in a flat to falling market: companies that don’t struggle to sell at a decent margin. However the Brexit negotiations turn out, this separating trend into the Haves and the Have Nots will create big winners and losers, in 2018 and the next ten years.
As well as our IGU side, which is the very foundation of the business, our glass for panel and composite doors has had a great year, as has our SMARTGLASS® range, which includes the industry-topping Ultra 86 and Dynamic. While the social, political and economic uncertainties will again cast a cloud over the industry to varying degrees, we’ll again be driven in the pursuit of excellence, without the distractions of other business units that other larger groups suffer from.
New foiled finishes in the form of Duck Egg blue and new hardware have been important additions, whilst our HomeView Door Designer has experienced record numbers of engagement with consumers. With online ordering fully integrated to this door selling tool now live, we’ll be providing our customers with a better means to design and process orders at point of sale. Irrespective of external factors and uncertainties, solid core composite doors will still provide installers with arguably the best sales opportunities in 2018 and beyond.
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Stefan Seidel Managing Director, profine UK
David Firmager Managing Director, TruFrame
Chris Baron Co-director, Prefix Systems
Paul Tranter Sales Director, Sierra
Andy Ball Managing Director, Balls2 Marketing
Sarah Ball Organiser, People in Glazing Society
For KÖMMERLING 2017 has been a better year than anticipated, with little sign of slowdown in business growth, in the face of a market seemingly in decline as social, economic and political factors have dampened consumer demand and confidence.
There were many variables affecting the industry as a whole in 2017, which inevitably affected consumer confidence. Many companies have seen a decline in sales, yet both TruFrame and our valued partners have performed admirably.
Economic, political and social uncertainties have dampened consumer demand in general and yet we have managed a year of further growth. The fact is consumers are still investing in their homes with bigger ticket home improvements.
Last year, I re-joined Sierra after a ten-year absence – and found that the firm holds just as firmly to the customer-focused ideals that stood it out from the crowd when I first worked here.
I believe 2018 will be difficult for some companies if they do not innovate and it seems pertinent that in Spring 2018 we’ll be launching System 76 with dedicated UK profiles for casement, flush casement and fully reversible windows. These will offer unrivalled levels of performance, hybrid designs, Passivhaus levels of performance and centre seal features.
As we come to the end of our £3.2m capex programme and put in place further training and development programmes for our staff, it is evident that we’re investing for the future. Our dedicated workforce help deliver our brand values, high product quality and overall impeccable customer service.
The external influences are not likely to go away quickly and 2018 may be uncertain to a degree, but that should not impact from the fact that all businesses need to innovate and invest to stay ahead. We have, and will continue to, invest in staff training and development to ensure we have a strong team.
In 2017, marketing has changed at an extraordinarily fast pace. Social media is a good example of this and it’s easy to be seduced by adding more content on to more platforms. This can put strain onto your marketing budget, so it’s important to look for the best return on your investment.
2017 was the year that PIGS really did fly! With record numbers of attendees in the People in Glazing Society’s 13-year history, we ran four fabulous networking events around the UK. Starting in Manchester in March, followed by London in May. In September a new venue was added to the PIGS calendar with the inaugural Glasgow PIGS, and the final 2017 PIGgy party was in October in Birmingham.
For 2018, we have assembled a detailed business plan in order to achieve further success and growth, despite the external factors that have already hampered some parts of the industry. Now is a time to be resolute, proactive and positive in an industry that remains a multi-billion-pound market.
We’ve got firm plans in place in terms of product development, while our newly commissioned colouring facility at our head office will be part of and major product improvement and efficiency push. Our installer partners have a thirst for new products, which we will be looking to satisfy, while existing products such as WARMroof, glazed conservatory roofs and our aluminium division are again expected to thrive.
While the market for 70mm systems isn’t necessarily limited, we believe that the new 76mm platform will be adopted by manufacturing companies looking to differentiate and correspondingly installation companies looking towards key sales USP’s. In 2018, innovation, effective marketing and service levels will help many stand out in terms of business performance and we will look forward to seeing many UK visitors to Fensterbau, as the FIT Show takes a year off.
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This year will bring challenges for many, but also opportunities for those who are willing to commit, invest and position for the longterm. It’s very realistic to anticipate that the face of the industry could change over the next few years.
We cannot detract away from the fact that 2018 will be a defining year for many and we’re as excited as ever about the opportunities.
What I always loved about Sierra was the breadth and quality of the offering – an extensive array of systems, backed with some of the best customer service in the industry. And in an increasingly competitive marketplace, I think it’s that balance of the two that companies need to give themselves a crucial edge. Products are obviously hugely important, and something Sierra takes extremely seriously. We’re able to supply an extensive range of quality windows, PVC-U doors, and foamfilled GRP or timber-core thermoplastic composite doors. But I think it’s outstanding support that sets companies apart from the competition. Dedicated, experienced account managers, marketing consultancy, showroom planning and branded retail literature are all attractive selling points that can help fabricators win new business.
Look for ways to leverage your money – for example, when you advertise take the editorial opportunities alongside it. That way you’ll get twice the bang for your buck. And where magazines are also on social media, you can get extra coverage by tapping into this too. We work with all kinds of budgets, so we know the best ways to leverage coverage and make the most of it across all media. It was this approach to marketing that won us the Chartered Institute of Public Relations’ top award for Construction, Property and Infrastructure in November. It’s the most prestigious award and is a real credit to our team.
For those that haven’t joined us before, PIGS is a free to attend networking event. We rely on our sponsors to put their hands in their pockets to stock the bar. Which makes is the best industry in the world for generosity. In fact, why not make it your New Year resolution to become a PIG and get the first date inked into your diary for 1 March in Manchester. It will be fantastic to see both the regulars and newbies at the event. So, join us and make 2018 the best PIGS yet!
January 2018 | www.glassnews.co.uk
VOICE OF THE INDUSTRY
The UK’s Leading Glass & Glazing Newspaper
Richard Burrells Sales Director, Roseview Windows It’s now broadly accepted that mass-produced uPVC was down around 10 - 15% on the previous year – but at Roseview’s end of the market, our experience of 2017 was very different. Our fortieth year in business saw impressive growth of 10%, and we followed up our 2016 debut with an even bigger and better second FIT Show appearance. It’s clear that despite growing concerns about the state of the economy, and the direction the country’s going in following the Brexit vote, homeowners are still willing to pay for quality. For that reason, it’s imperative that fabricators maintain high standards not just in terms of their products, but also when it comes to customer service. Maintaining a strong reputation during this period is the key to sustained growth. Many UK manufacturing businesses now see Europe as a problem, not as an opportunity. But while Brexit will undoubtedly bring challenges, we still see the continent as a largely untapped and potentially very lucrative market for distinctively British, high-end glass and glazing products. That’s why we’ve chosen 2018 to make our debut at Fensterbau.
Asa McGillian Managing Director, Apeer Ltd and Lumi Windows You might think that being based in Ballymena we would be swamped by talk of Brexit and borders, but the truth is most people in Ireland are just going about their business. It’s very strong for us on the island of Ireland and we are keeping a sharp eye on developments as they unfold. 2018 is continuing just as 2017 ended for us: in something of a frenzy. We set ourselves ambitious targets including 25% growth for Apeer doors which we are achieving; and will launch the full range of Lumi2 windows and sliders by spring. Response so far for the double-glazed version of Lumi has been very good indeed from those we showed the product to at the last of the home improvement shows that we visited during 2017. Despite increasing our factory space by 10,000 feet just over a year ago we will be expanding facilities again. Once the plans are drawn up, all the stops will be out to develop the new factory space. It will be an interesting 2018 for Apeer and Lumi.
www.glassnews.co.uk | January 2018
Andrew Glover MD, West Yorkshire Windows
Dan Sullivan Managing Director, DOORCO
Alan Robinson Managing Director, Alumen
Overall the market was steady, but we reported growth in sales and installs. The majority of this growth has been aided by our strategic expansion plan, opening showrooms in Chesterfield and Nottingham, as well as the acquisition of Coastline at the end of 2016 and Trent Valley Windows more recently. This sees us starting 2018 with nine showrooms, as far south as Isle of Wight and north as Leeds.
DOORCO enjoyed its busiest year ever in 2017, but it wasn’t without challenge from raw material cost increases and currency fluctuations. Being independent means we can innovate to balance these costs, rather than just passing them on to customers. These initiatives are at the core of our business and a significant part of Project Diamond, which is about managing growth to maintain, streamline and future-proof high service levels, without sacrifice.
Alumen had a great 2017. While uncertainty amongst homeowners caused problems for many companies, the aluminium sector thrived. We moved to a new factory unit, launched some key new products, and continued to grow. Demand outstripped capacity throughout the year.
The main growth area is structures; mostly solid roofs extensions. We spend far more time upgrading traditional PVC- U conservatories than selling them nowadays! I don’t see this changing as the combination of ‘creating extra useable space’ with a solid roof and ‘bringing the outside in’ using bi-folds is as popular as ever with homeowners. The biggest challenge is staff. We have a great team but finding good builders and fitters is difficult, and I see little improvement on the horizon. For 2018, we’re looking forward to growing the newer parts of our business and maintaining the original.
This customer focused growth plan is set to continue in 2018 with further advances in IT and automation, and training and development of our biggest asset, people. A main focus for us is stockholding and delivery - ensuring customers can have want they want, when they need it. We’re working on a radical new brochure and we have a ‘UK-made’ door coming, offering customers a bespoke, Rolls Royce alternative. A market of colour and choice will remain prevalent and plans are afoot to increase our offering to match the growing desire for more sophisticated palettes and contemporary, European door styling.
The same seems to be true for others selling into the higher end of the market, which shows that even in a tough market, there’s always a place for high-quality, premium products. The aluminium market is big, and its growing at a rate I’ve never seen before. There’s plenty of business out there for everyone, as long as your products are right and your quality is good. I expect this year to be very similar. There’s no doubt that Brexit and the political landscape will continue to feed uncertainty amongst consumers, but demand is still high for what we do. We’ve got an exciting range of new products in the pipeline for 2018, and we’ll continue to grow as we always have - within our means and with the market.
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INDUSTRY AWARDS
The UK’s Leading Glass & Glazing Newspaper
SELECTA SYSTEMS VOTED SYSTEMS COMPANY 2017 Selecta Systems have rounded off, what can only be described as a fantastic year, by being voted Systems Company 2017 at the National Fenestration Awards 2017. So, why is it, that a business that celebrated its 35th anniversary earlier in the year, are now beginning to win accolades and be firmly recognised as one of the fastest growing and most progressive PVCu window and door system extruders and suppliers in the industry? Sales Director, Andy Green, and Marketing Manager, Mark Walker, who have over 50 years of loyal service between them at Selecta, talk openly and honestly about the whys and wherefores behind the Selecta renaissance. “Firstly, we are absolutely thrilled to be voted Systems Company 2017 and would like to thank everyone who nominated and voted for ourselves, as this award really does mean a lot to everyone at Selecta. The great thing about the NFA’s is that all the awards are nominated by and voted for by your industry peers, which for me, there is no greater recognition than from those that work in the industry, day in day out, so thank you again. The award also epitomises and recognises the amount of hard work that the team have put in to win this accolade. It truly is the icing on the cake for what has been a fantastic year for Selecta!” said Andy. It is quite clear that Selecta’s presence and activity in the market has grown considerably over the last couple of years, as has the popularity of the Advance 70 Window and Door System and the service and support package of which Selecta provides. The NFA Systems Company 2017 award endorses this, combined with perseverance, hard work and a positive swing in market perception. Mark explains the approach behind the resurgence, “A couple of years back the perception of Selecta and
the Advance 70 System, outside of our own fabricator customer base, was misguided and there was an obvious lack of understanding and naivety towards Selecta, our products and services. The qualities, versatility and value of the Advance 70 Window and Door System, its associated products and our comprehensive service and support packages were not very well represented, and so this led to an overhaul of our marketing strategy and plan. We set about a more direct and open approach, promoting the real values, flexibility and benefits of being part of the Selecta family – a campaign based on Selecta being the only UK based independently and family owned PVCu System House, our company values and ethos. It also enabled ourselves to promote the real potential and stimulating proposition of fabricating and installing the Advance 70 System alongside this wellequipped business that has supported its customer base so well over the last 35 years.” Not only have Selecta changed the way they present their selves to the industry through what they say and do, but they’ve also changed the way they look with some bold rebranding. Mark describes the rationale behind this move. “The idea was to be different, bolder and modern when it came to the look and feel of the branding and materials. From a rather bland white to a bold, sleek and modern black enabled the products logos to really stand out! It demonstrated quite a visual change to how Selecta were originally seen and so sat nicely within the marketing strategy, plan and promotional materials.” The change in perception and positivity surrounding Selecta and the Advance 70 System, has not only resulted in the business being voted Systems Company 2017, but also had major impact on the number of fabricators now converting to the Advance 70 System and choosing to #bepartofthefamily, as Andy highlights. “By the end of 2017 a total of 50+ fabricators have been converted to our Advance 70 System. This is an amazing achievement when you consider that the industry as a
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whole was, reportedly, between 5 and 15% down over the year. We have really opened the industries eyes in to what Selecta has to offer whilst attracting a broad array of customers of all sizes. Having customers visit our site, meet and greet the Selecta ‘family’ and leave totally impressed with the state-of-the-art extrusion and distribution facilities has been immensely satisfying. I’m not too sure what people are expecting to see when they arrive, a dated backstreet Birmingham factory maybe, but they leave Selecta Avenue almost surprised but intrigued.” “Winning Systems Company 2017 on the back of converting a record number of fabricators really demonstrates the progress we have made and puts Selecta and the Advance 70 System firmly in the spotlight. I would personally like to thank everyone involved in our recent achievements, which are already looking likely to continue well in to 2018, with an order book of conversions filling up rapidly!” Selecta Systems certainly go in to 2018 with optimism and enthusiasm as they look to build further on one of the industry’s biggest success stories of 2017. Fabricators, installers and specifiers, it’s time to #bepartofthewinningfamily If you are looking for a PVCu window and door system supplier that can service and support your business or require further information, then contact Selecta on 0121 325 2100, email marketing@ selectasystems.com or visit www.selectasystems.com. Written by Mark Walker, Marketing Manager, Selecta Systems.
AWARD WIN MAKES MORLEY A TRIPLE THREAT Morley Glass & Glazing has been named as the UK fenestration industry’s best IGU manufacture in the fifth annual National Fenestration Awards. The business fought off stiff competition from seven other companies in the category, which was sponsored by Edgetech (UK) Ltd. The victory brings to a close an award-winning year for Morley Glass and its MD Ian Short, with 2017 going down in the company’s history as one of unmitigated success. July saw Ian honoured for his contributions to charity and the community this month as he was awarded a Paul Harris Fellowship from The Rotary Foundation in recognition of his significant support for its work. Three months later, he lifted the glitterball trophy at the Variety Strictly Ballroom charity competition for his sleek samba skills, raising more than £14k in the process. Launched in 2013, the open platform National Fenestration Awards are run and decided completely by the participation of the industry. Instead of judges and panels, winners are chosen by the public. Winners of the awards will be invited to a special Winners Event by awards organisers in the New Year. Ian Short, Morley MD, comments: “This latest award win is fantastic news to bring the year to a close. We’ve always had confidence in our offer, and 2017 has been a big year for Morley which saw us launch a new website and home automation interface as well as invest £700,000 in a second IGU production line. “Hopefully this is a sign of even bigger things to come next year and we’re certainly looking forward to celebrating our 20th anniversary with a number of plans already in the works to make the next 12 months even bigger and better than the last.”
The winning MRA team
HIGH FIVE FOR MRA MARKETING AT CONSTRUCTION MARKETING AWARDS MRA Marketing celebrated a record five award wins at the prestigious Construction Marketing Awards (CMA), including the coveted Agency of the Year. Hosted in London on 30th November, the full service agency won Best Digital Campaign and Best Use of Direct Marketing with Brisant Secure; Best Use of Social Media with IKO PLC; Best Product Launch for The Builders Merchant Building Index (BMBI) with GfK and the Builders Merchant Federation; and to top it off - Agency of the Year. Run by the Chartered Institute of Marketing, the CMAs are the UK’s leading awards for marketing in construction. MRA’s Managing Director Lucia Di Stazio says: “We’re extremely pleased with our award wins. We were shortlisted for 13 awards overall and did well to be a finalist in so many. Over 60 agencies who work in construction enter these awards, including some of the biggest agencies, so getting shortlisted isn’t a breeze as the standard keeps rising. To win five, including Agency of the Year, is brilliant. “A lot of time and effort goes into the entries”, continues Lucia, “And for the Agency of the Year category, each finalist was also interviewed by the judging panel. I’m proud to say our team did a fantastic job – and the judges said so! Our awards are recognition of the results we get for customers, and it really is a team effort.” Commenting on MRA’s award win for ‘Agency of the Year’, the judges said: “We saw some great teams during the interviews and it was hard to choose a winner, but MRA showed the difference they make to their clients. They track the bottom line improvements they deliver, and are focussed not on campaigns, but on the client’s holistic marketing activity and needs. They also have a superb approach to the team’s personal development, and this is paid back with exceptional loyalty. These guys are setting the example.” MRA Marketing specialises in helping companies grow in construction, building materials and home improvement markets. The full service agency is No.1 in the Construction Marketing Awards Agency League. For more information call 01453 521621 or email lucia@mra-marketing.com.
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January 2018 | www.glassnews.co.uk
INDUSTRY AWARDS
The UK’s Leading Glass & Glazing Newspaper
DOUBLE G AWARD WIN
FOR INSTALLER OF THE YEAR SEH BAC
SEH BAC SCOOPS INDUSTRY’S TOP AWARD FOR PROMOTIONAL CAMPAIGN OF THE YEAR One of the UK’s leading window and conservatory installers, SEH BAC has won the Retail Promotional Campaign of the Year Award at this year’s G Awards held at the Park Lane Hilton Hotel in London. The company, which has 16 showrooms across the South East, teamed up with industry marketing experts Purplex to overhaul their advertising and marketing strategy as part of a long-term business plan. The agency revamped the SEHBAC website, SEO, PPC and social media strategy, resulting in a dramatic increase in website traffic, millions of impressions and thousands of qualified website sales leads. Purplex also managed a high-profile advertising campaign across radio and local press, and developed a new PR strategy to strengthen SEH BAC’s brand and reputation. This included working with local community groups, sponsorship deals, and the opening of a landmark ‘Centre of Excellence’ show centre in Colchester, supported by TV Presenter Dom Littlewood. Norman Hornigold, SEH BAC sales and marketing director, commented: “We are absolutely delighted to win this prestigious award. The Purplex team are a pleasure to work with and have really stepped up to the mark, combining proven traditional marketing strategies with the latest digital technologies to deliver outstanding results.” As well as winning Promotional Campaign of the Year, SEH BAC won ‘Installer of the Year’ at the G Awards, cementing the company’s position as the UK’s leading installation company. Purplex’s managing director, Andrew Scott, added:“Marketing has become increasingly complex in recent years so it makes sense to partner with an agency that has the full range of specialist skills and industry knowledge. As the only true full-service agency in the home improvement industry we have the resources and skills to implement marketing campaigns across all channels, connecting with the right audience at the right time.”
Rounding off a remarkable year for the South-East installer, SEH BAC has won two prestigious G17 Awards, including the highly-sought after Installer of the Year award. The Installer of the Year award recognises SEH BAC’s unwavering commitment to outstanding products, expert craftsmanship and exceptional service. The firm, renowned across the region for its expertise in windows, doors and conservatories were also awarded Retail Promotional Campaign of the Year for their first-class approach to customer engagement and communications. “We are absolutely thrilled to win two G Awards, especially Installer of the Year, which is an incredible validation of the customer-first approach we have held throughout our 45 years of trading,” comments John Savage, Managing Director of SEH BAC. “Winning at The G Awards is no easy task, so to not only win but to be the night’s only double winner, it just goes to show the strength of SEH BAC and the outstanding quality of our amazing team.” The double G Award success completed a hat-trick of high-profile award wins in just 48 hours. The firm, which is part of Suffolk-based One Group Construction, a £130m group of companies which complete nationwide construction projects, also won the Community Benefit Award from The National Home Improvement Council. The award recognised SEH BAC’s transformation of the
“Throughout all of this, we have kept to our deep-routed commitment of delivering a supreme service from enquiry right through to completion. We are honoured to see the high-levels of customer satisfaction we receive, backed up by this overwhelming recognition from our industry colleagues. 2017 will take a lot to beat, but with the talented, driven team we have, we know we can do it!” With a turnover of £20m, SEH BAC boasts one of the largest product ranges in the glazing industry, offering an extensive selection of uPVC, aluminium, timber and timber alternative products. Respected throughout the window industry, SEH BAC is not only TrustMark accredited, but has achieved a market-leading Net Promotor Score of 8.9 out of 10 – the highest in the home improvement sector. For more information, call 0808 159 6310 or visit www.sehbac.com. READER ENQUIRY NO: 0118/0075
BUSINESS MICROS WINS DIGITAL SPECIALIST AWARD The team at Business Micros are celebrating after they were voted Digital Specialists of the Year in the National Fenestration Awards.
“What makes these awards extra special is the fact that they are voted for by the industry itself. For us to win this award, our customers and colleagues had to make the effort to register and go online to vote, and it really does mean a lot to us that so many of them took the trouble to do that.
This was the first time the company had been nominated in these awards, so it was an even more impressive achievement to win first time.
“Everyone here works exceptionally hard to deliver great service and it’s really rewarding to see that recognised and appreciated. We’re looking forward to the prize giving event now to meet all of the other winning companies and individuals and share our pride in the industry’s ongoing success.”
The Digital Specialist category is open to any business in the industry which operates in the digital world and there was fierce competition from marketing and lead generation businesses as well as other specialist software providers. Business Micros’ Managing Director Graeme Bailey said:
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“2017 has been a fantastic year and these prestigious awards are the icing on the cake,” adds John. “We’ve focused our attention this year on improving every part of our operation whether it’s expanding our product lines, opening new showcentres or creating dynamic, accessible promotions with our partners Purplex to bring our range closer to consumers.”
• WHICH DOOR? • MACHINERY FOCUS • COLOURED PRODUCTS EXPERT • ENERGY EFFICIENCY • SOFTWARE & IT • ECOBUILD PREVIEW
“Working with Norman and his team at SEH BAC over the last year has been really exciting, and we’re looking forward to stepping things up in 2018.”
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West Cliff Theatre in Clacton, the winner of their £10,000 Community Giveaway Competition.
Please email for further information: SEH BAC G Award Winners
christina@glassnews.co.uk
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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 APPOINTMENTS
NEW APPOINTMENTS
NEW APPOINTMENTS
MIGHTON APPOINTS DAVID LAMBERT
CARL F GROUPCO APPOINTS NEW
Mighton Products has appointed David Lambert as its new Warehouse Manager. The news follows a recent announcement from the hardware specialist stating that the company’s new additional on-site warehouse, and improved trade counter, are now complete.
John King returns to Carl F Groupco as National Sales Manager. With over thirty years’ experience gained across a wide range of door and window industry management, technical, sales and hands-on roles, John returns to the hardware distribution company to head up its nationwide team of Regional Sales Managers (RSMs).
Chairman Mike Derham said: ‘‘We are pleased to welcome David to the Mighton team. With 16 years experience, plus his ADR, IMDG and IATA certifications, David is an expert in the transportation of hazardous goods. He’ll be playing a vital role in the business as we continue to expand our product offering and further develop our customer services. He’s responsible for the management of the warehouse team, including export shipping, quotations and ensuring orders are despatched promptly, as well as Health and Safety across the whole site.” David commented: “Having previously worked for a distributor of spares and
NATIONAL SALES MANAGER
accessories for electron microscopes for many years, I‘m familiar with the courier services and computer systems that Mighton use. Attention to detail is key to ensuring that stock levels remain accurate that all customer orders are correctly fufilled and received on time whilst we fully commission our new warehouse.” At present, Mighton Products manufactures and distributes over 2,000 different sash, casement and door products from its Cambridgeshire premises. In addition to hardware, the comprehensive Mighton offering includes a patented range of woodworking machinery as well as a growing choice of Mighton Ankerstuy professional paints and coatings. To learn more about the range of products and services offered by Mighton Products, or to order a catalogue, visit www. mightonproducts.com or call 01223 497097. READER ENQUIRY NO: 0118/0077
After starting his career in fabrication in the early days of PVCu, John moved to a technical services post. He went on to take the positions of Production Director and head of a commercial installation operation. He previously worked for Carl F Groupco for eight years as an RSM.
ROMAG APPOINTS
NEW MANAGING DIRECTOR Mark Jones has been announced as the new Managing Director of County Durham based, bespoke glass and solar PV manufacturer, Romag. The move has come as part of a long-term investment strategy to drive the business towards its £50m potential. Supported by an industry leading new management team, he will be responsible for the day to day operations of the business, as well as overseeing production processes. Ryan Green, CEO of Romag commented “I am delighted to welcome Mark as Managing Director. I am a firm believer in recognising talent within our workforce. With years of senior management experience under his belt and a passion for the high-quality products we manufacture and markets we operate in, Mark is well placed to drive
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Romag forward, as we strive to become the UK’s most successful independent bespoke glass manufacturer.” Mark added: “As a Romag employee of more than three years I have seen first-hand the potential of this business and with the support of a highly specialised management team, we are poised to drive Romag to the next level, by delivering great products and great customer service.” Romag is a UK pioneer with more than 70 years of glass laminating experience and expertise. Established in 1943, the firm has built a strong reputation around the globe for manufacturing high quality specialist security glass products in a range of shapes and sizes, to meet individual client needs. Tel: 01207 500000 READER ENQUIRY NO: 0118/0078
Commenting on the calibre of the company, John King said: “Carl F Groupco has a widespread reputation across the industry as a highly professional hardware operation with excellent products, systems and processes. The commitment to service and investment in initiatives, such as SmartSecure, keep the company at the forefront of the fittings supply industry. “A large number of people have worked for Carl F Groupco for a very long time and it is good to be back among friends. We are a close knit organisation and are passionate about what we do. There are no closed doors and we focus on what’s best for the customer by developing long-term relationships.” Managing Director John Crittenden and his team welcome John back into the Carl F Groupco organisation. Tel: 01733 393330 www.carlfgroupco.co.uk Follow Carl F Groupco on Twitter using the handles @Carl_F_Groupco and @_SmartSecure.
John King returns to Carl F Groupco to head up the company’s nationwide team of Regional Sales Managers
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January 2018 | www.glassnews.co.uk
CAREERS
The UK’s Leading Glass & Glazing Newspaper
NEW APPOINTMENTS
SENIOR OPERATIONS MANAGER SETS THE SCENE FOR FUTURE GROWTH AT ROSEVIEW Sash window specialists Roseview have boosted their factory team with an experienced new appointment. Simon Liversidge joins the fast-growing fabricator as Senior Operations Manager, charged with maintaining and increasing manufacturing efficiency, ensuring quality, and facilitating the innovation and painstaking attention to detail that have made Roseview’s name. After working at one of the country’s biggest composite door suppliers, Simon brings a wealth of experience to the table and is already making his mark. “I’m delighted to be joining one of the most respected brands in UK fenestration. For over forty years, Roseview have established themselves as the unrivalled leaders in uPVC sash windows, and I’m excited to get to work helping them take an industry-leading product portfolio and make it even better,” Simon comments. “We’ve got ambitious plans for the months and years ahead. We’re already implementing some dramatic improvements behind the scenes, and can now provide both our Charisma and Heritage Rose with lead times of just two weeks – a remarkably quick turn-around for products that level of pinpoint accuracy to make.” Roseview Sales Director Richard Burrells comments: “It’s fantastic to have someone of Simon’s experience joining the team at this exciting point in our history. We’ve had a phenomenal ten years of growth and innovation, but for the next ten we’re setting our sights even higher. We want to be offering even better products, backed by even better service – and Simon is going to play a crucial role in helping us achieve that.”
NEW APPOINTMENTS
GLASS
NEW APPOINTMENTS
BM ALUMINIUM NEW MANAGING CONTINUES TO DIRECTOR AT VBH INVEST Jack Taylor is the latest college leaver to join BM Aluminium as a trainee software technician. He follows in the footsteps of established team members Dan Hodges, Ben Knight and Jack Antosch, who all originally joined as trainees and benefited from the company’s comprehensive workplace training programme. 18 year old Jack is already working closely with customers to customise their LogiKal software so that it suits their specific production set ups, and is supporting them with technical queries and updates. His appointment is the latest move in BM Aluminium’s ongoing expansion, as it invests in the team and the resources it needs to keep pace with growing demand from customers fabricating in aluminium. Managing Director Dean Hodges said: “In recent years, we have shown that training our own team is the best way to get the skills we need to deliver such a bespoke service to customers. Our record on recruiting and retaining high calibre staff is outstanding, and I think that’s mainly because we’ve become very good at recognising potential in young people and allowing them to progress rapidly with us.” Further details at: www.bmaluminium.co.uk.
Roseview’s Rose Collection is the leading uPVC vertical-sliding sash window range in the UK. The Charisma Rose takes the competitively-priced Eurocell system and turns it into an impeccably stylish timbereffect sash window perfect for new build and commercial projects.
Peter Rowlands and Simon Monks
VBH (GB) has promoted Sales Director Simon Monks to the position of Managing Director from 1st of January 2018. Current Managing Director Peter Rowlands, who has been in the position for the last 10 years, moves into the newly created position of Business Development Director. Simon will become responsible for leading the VBH team through the next phase of business development and growth, as well as the overall day-to-day running of the business. In his new role as Business Development Director, Peter will be responsible for the development of VBH’s own brand, greenteQ, and managing the VBH engineering team in the Far East. He will also be working with VBH’s branded hardware partners, as well as existing and new customers to develop new business opportunities and partnerships.
The Heritage Rose, accepted in conservation areas as discerning as Cambridge, Worcester, and Kensington and Chelsea, is nearindistinguishable from timber – while the G-Award-winning Ultimate Rose is the most authentic uPVC sash window available anywhere in the world.
Peter comments: “In an ever-changing window and door hardware market, it is vital for businesses that they do not stand still, but can reshape and adjust with market trends as well as creating opportunities in new markets.
3M EXPANDS CREATIVE POSSIBILITIES WITH NEW DECORATIVE GLASS PATTERNS Glass is an essential component in the design of today’s building interiors and office spaces, bringing transparency, light and brightness to work and leisure environments. Made from durable, flexible and removable polyester material, Fasara Glass Finishes from 3M are quick and easy to install to a variety of glass substrates. They are ideal for screening conference rooms, lobbies, shop windows, waiting rooms and glass partitions, offering privacy and contemporary styling to any space. With 33 new designs being added to the range of Fasara Glass Finishes from 3M, a total of 100 designs are available, and the four most popular finishes are available in a width of 60 inches. The new patterns include fabric, natural, string, geometric and gradation, with new colours including champagne gold, pearl white, silver and transparent gray ‘smoke’. Fasara Glass Finishes are easy to clean and reduce glare while blocking out 99 per cent of UV light. Tel: 01344 858000 www.3M.co.uk/innovativefinishes
“Simon and I have been with VBH since 2007, and during that time we have seen many positive changes in both the company and the industry.
For more information visit www.roseview.co.uk or call 01234 712657.
“The management team at VBH has worked hard to shape the business into the innovative, customer and service driven company that we are today. I would like to thank all of our customers, suppliers and employees for their support during my time as MD, and to join me in congratulating Simon on his thoroughly-deserved promotion.” For further information, call VBH on 01634 263263. READER ENQUIRY NO: 0118/0080
www.glassnews.co.uk | January 2018
READER ENQUIRY NO: 0118/0081
READER ENQUIRY NO: 0118/0082
READER ENQUIRY NO: 0118/0083
61
TIME OUT!
The UK’s Leading Glass & Glazing Newspaper
WIN £30 CASH PRIZE!!
! IZE PR
Compiled by Tony Lazenby
Fill in all the answers in the grid from the clues below, fill in your contact details below and send your competition entry to: FAO: Miss Christina Shaw, Glass News Competitions, 19 Heather Close, Tickhill, Doncaster, DN11 9UU. Entry deadline: 20/01/18. Across
Down
7 A suave shopper in Iceland perhaps? (1,4,8)
1 Craggy part of a mountain in which cars crash! (4)
8 Underwater mud-wrestling ! (8)
2 Someone dominant in their field who barks out orders? (3,3)
9 It takes a little time oddly to fail to do something (4) 10 A warship that is great if positioned correctly (7) 12 Get to grips with these self righteous people! (5)
3 They help broadcasters to spread the word (7) 4 For treatment we grow older roughly speaking (5)
14 A semi-precious stone to make an entrance with (5)
5 Getting on, in an hour, to a position of rank (6)
16 They’re together and up close possibly (7)
11 For the record store, US soldiers came in to have another go (8)
19 A peninsula created from the spread of lies (4) 20 Latin is I gather the foundation of all words (8) 22 Developments in stop to crime to safeguard home industries (13)
6 This sweet food created an urge in me! (8)
13 It was prudent to take charge after arson at the postal centre (7) 15 As a formal agreement try to eat! (6) 17 In-growing nail during physical training becomes flexible(6) 18 This kind of knot is a bit of a problem (5) 21 Such beauty in the Honolulu shoreline - it’s swish! (4)
Name: Tel: Address: Postcode: Email:
8
3
7
1
4
3
6
5
6
3
1
9 7
9
4
4
4
7
4
5 3
8
6
3
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WIN £10
Spot which page the image below appears on and enter to be in with a chance of winning!
CASH PRIZE!!
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Fill in all the answers in the grid, fill in your contact details below and send your competition entry to: FAO: Miss Christina Shaw, Glass News Competitions, 19 Heather Close, Tickhill, Doncaster, DN11 9UU.
Fill in your answer and your contact details below and send your competition entry to: FAO: Miss Christina Shaw, Glass News Competitions, 19 Heather Close, Tickhill, Doncaster, DN11 9UU. Entry deadline: 20/01/18.
Entry deadline: 20/01/18. Answer:
Name: Tel:
Name: Tel:
Address:
Address:
Postcode:
Postcode:
Email:
Email:
62
January 2018 | www.glassnews.co.uk
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MACHINERY
0118/0085
The one-stop place for all your industry suppliers... MARKETING & DESIGN 3 0118/0084
0118/0086
DOUBLE MITRE SAWS
SINGLE MITRE SAWS
CNC MACHINING CENTRES
END MILLING
WANT TO BE THE BEST?
COPY ROUTERS
Then you need to work with the best
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HANDLING EQUIPMENT
E: grow@purplexmarketing.com
purplexmarketing.com /Purplexmarketing
@Purplexuk
PVC MACHINERY AND ALSO A RANGE OF CORNER CRIMPING AND NOTCHING MACHINES Brochures • Flyers • Adverts • Newsletters Stationery • Packaging • Branding • E-shots
Join the conga!
Emmegi (UK) Limited Unit 14, Spitfire Close Coventry Business Park / CV5 6UR Coventry Tel +44 (0) 2476 676192 / Fax +44 (0) 2476 677381 / www.emmegi.com / info.uk@emmegi.com
ADVERTISE
Creative Professional Affordable “THEY’RE DANCIN’ IN THE STREET!”
www.glassnews.co.uk | January 2018
Call. 07590 818 458 Email. hello@hook-a-duck.co.uk Twitter. @hookaduck
IN GLASS NEWS!
Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk 63
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WARRANTY
f! o o r e n o r nde
0118/0089
u Everything
5 Star Warranty
Homeowners Guide
Welcome to your new windows & doors Product Maintenance & Warranty Homeowners Guide
5 Star Warranty
COMPANY LOGO
5 Star Warranty
TO
Date of Purchase:
Installation Company: Manufacturers Receipt / Invoice
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.
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 18/02/2016
Liniar fabricators provide a ‘one-stop-shop’ to cater for every possible installation requirement. From wonderful windows, delightful doors, exceptional conservatory roof kits and inspired installation products – Liniar supplies the lot. The Liniar collection offers a whole host of benefits: •
Beautifully colour matched across the range
•
Unbeatable energy efficiency
•
A single point of guarantee
•
Installation guides and videos
•
Marketing tools and resources
• 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
08:46
1
ROSION OR I-C
25
YEARS
17/02/2016 17:32
1
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.
• 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.
Untitled-9 1
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.
Ground Breaking Industry First!
• 25 years anti-corrosion warranty on Trojan stainless steel, chrome and gold door handles and stainless steel letter plates.
To find out more about the Liniar range go to www.liniar.co.uk, email: sales@liniar.co.uk or call 01332 883900
- A4 PEARL WARRANTY
Ground Breaking Industry First! 17/02/2016 •17:33 Online Warranty
ARANTEE GU D*
02/2016/0001
0041 - JAN16
Warranty Booklet
ROSION OR I-C ARANTEE GU D*
hinges and Kenrick door cylinders. • 10 Years Casement Warranty on Total Hardware friction stays and espags, Trojan window handles and Kenrick shootbolts.
ER
BY THE INSTALL BE COMPLETED
Y R 25 EARS FO
• 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
EARS A 25 Y NT
Ground Breaking Industry First!
tration
Warranty Regis
EARS A 25 Y NT
0118/0087
Y R 25 EARS FO
SUPPLIES
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
25/01/2016 14:05
WE WANT TO KNOW YOUR OPINION ABOUT THE INDUSTRY!
SPECIAL OFFER!!
12 MONTHS ADVERTISING IN THE FIND A SUPPLIER SECTION
Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk
Your ad here! Your ad here!
Your ad here!
MAINTENANCE PRODUCTS 0118/0088
FOR EVERY WINDOW & DOOR SPARE YOU’LL EVER NEED
OPTION 2
OPTION 1
£195
• • • • • • •
LOCKS HANDLES HINGES RESTRICTORS KEYS CUT TOOLS CONSUMABLES
+VAT for 12 months!
£295
+VAT for 12 months!
OPTION 3
£395
+VAT for 12 months!
All Classified Ads are invoiced for the year, each ad runs for 12 consecutive insertions.
BOOK TODAY!
Email: christina@glassnews.co.uk
UK WIDE NEXT DAY DELIVERY VIA PHONE OR INTERNET ORDERS
VISIT ONE OF OUR TRADE COUNTERS IN BATLEY & ROTHERHAM TO VIEW OUR FULL RANGE OF PRODUCTS VISIT
UPVCMAINTENANCE.CO.UK 64
0113 236 0800
@GlassnewsMag
Christina Shaw
/GlassNews
www.glassnews.co.uk
tradesales@upvcmaintenance.co.uk
January 2018 | www.glassnews.co.uk
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The UK’s Leading Glass & Glazing Newspaper
MORE THAN JUST A NEWSPAPER
HARDWARE SUPPLIES
www.glassnews.co.uk @GlassnewsMag
/GlassNews
Christina Shaw
MINI-PILING 0118/0090
Cost Effective Solution for Constructing Conservatories on Poor Ground Conditions
Tel: 07966 663 207 | Email: enquiries@arisands-piling.co.uk 0118/0092
www.arisands-piling.co.uk Arisands Ltd, 11 Axholme Court, Bolton BL6 5HQ
COVERHEAD SCREWS & FIXINGS 0118/0091
F K Moore Ltd
The leading manufacturer and distributor of coverhead screws and fittings to the glass industries
GLASS & GLASS RACKING
Super-Clips & Finger Pulls Mirror Corners & Clips UK’s Widest Choice Of Coverhead Screws
Tel: 01843 593 440 sales@fkmoore.com www.glassnews.co.uk | January 2018
0118/0093
MORE THAN JUST A NEWSPAPER @GlassnewsMag
www.fkmoore.com
Christina Shaw
/GlassNews
www.glassnews.co.uk 65
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WINDOWS, DOORS & CONSERVATORIES
NEW LOW PRICE FROM
10
Home to the
range of products
A new generation of vertical sliders
Working Days Lead Time*
www.bisonframes.co.uk
CONSERVATION
APPROVED!
NOW ONLY
£345
*
Be
Including delivery
GET A PRICE COMPARISON TODAY
MA
Aluminium Bi-Fold Doors
SITE
LIVERY* DE
D
UK * Per leaf price is unglazed and may vary depending on size and specification of the door. Lead time is based on a standard colour. * Postcode restrictions apply
0118/0096
Quote turnaround within 2 hrs Up to 1200mm sash widths Stock colours : White, Black, Grey, Grey on White
Going to any lengths, where the only corners cut are perfect ones.
Email: bifolds@madefortrade.co Call: 01642 610799 Fax: 01642 671026 www.madefortrade.co
Glass News - Classified Advert Bifods OCT2017.indd 1
15,000 circulation!
Classified 129-5 x 75mm.indd 4
14/09/2017 13:24
NEED TO TARGET
@GlassnewsMag
Christina Shaw 0118/0097
/GlassNews
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
18/05/2016 14:46
www.glassnews.co.uk
£ 0118/0094
INLA N
Unit H1 Bromcliffe Park, Monk Bretton, Barnsley S71 5RN
per leaf
Choose Made for Trade
66
0118/0095
Tel: 0800 138 3838 Email: sales@bisonframes.com
WE WANT TO KNOW YOUR OPINION ABOUT THE INDUSTRY! Contact Christina or Chris today! christina@glassnews.co.uk or chris@glassnews.co.uk January 2018 | www.glassnews.co.uk
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The UK’s Leading Glass & Glazing Newspaper
COMPOSITE DOORS
LOWEST PRICES
COLLECTION
AVAILABLE
£
GET A PRICE COMPARISON TODAY INLA N
MA
Full range of composite GRP and thermoplastic doors providing strength, thermally efficiency and security
UK
5Working
Reliable and efficient Expert plan and estimating service
0118/0098
Competitive roof glass prices
EXTENSIVE RANGE COMPETETIVE PRICING
Days Lead Time
Quote turnaround within 2hrs
10
E
FRE
FROM
Precision fabrication
%
LIVERY* DE
WHY CHOOSE MADE FOR TRADE FOR YOUR NEXT GLOBAL ROOF?
SITE
D
EASY TO ORDER FAST DELIVERY 10 YEAR GUARANTEE
*
FIRST ORDER DISCOUNT
* Offer applicable to new customers on your first roof only, based on a like for like comparison
Find your nearest depot today at www.nationalplastics.co.uk or call 0800 011 3503
Email: roofs@madefortrade.co Call: 01642 610799 Fax: 01642 615854 www.madefortrade.co
0118/0100
* Postcode restrictions apply
GN - Classified Qtr page Advert Roofs OCT 2017.indd 1
14/09/2017 13:20
Do you sell your products to trade counters?
5 Star Warranty
Homeowners Guide
Welcome to your new windows & doors Product Maintenance & Warranty Homeowners Guide
5 Star Warranty
COMPANY LOGO
5 Star Warranty
• Online Warranty Registration Scheme – Direct to the Manufacturer – Reducing Remedials!
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
fail to validate
your warranty.
registration
www.fullex-locks.com/
Friction stays Espag rods
18/02/2016
CARD_V12.indd
• 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
www.totalhardwareltd.
02/2016/0001
- A4 PEARL WARRANTY
Registration Scheme – Direct to the Manufacturer – Reducing Remedials!
co.uk/registration
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
Ground Breaking Industry First! 17/02/2016 •17:33 Online Warranty
ARANTEE GU D*
Door lock
warranty
25
YEARS
label on the frame)
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 10 years mechanical
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
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
Y R 25 EARS FO
tration
Warranty Regis
EARS A 25 Y NT
Ground Breaking Industry First!
08:46
0037 - DEC15 - A5-8PP PEARL WARRANTY BOOKLET_V25.indd
1
17/02/2016 17:32
1
If you already stock your products into trade counters and are looking to expand, you can reach 1000’s of contacts through TCN.
Are you a trade counter selling your products to installers and builders? Advertise your promotions as a reader offer, through the TCN monthly newsletter and increase footfall or website traffic.
Ground Breaking Industry First! Here’s how the process works...
0118/0099
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. • 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.
BUILDERS, HOME IMPROVEMENT COMPANIES, WINDOW FITTERS, MAINTENANCE AND TRADE COUNTER OUTLETS, ACROSS THE UK!
Tel: 0800 014 2769 | Email: sales@pearlwindows.co.uk
Promote the benefits of supply only within TCN. We can even help your new customer to sell off some machinery and reap the profits! • Unique publication targeting all aspects of this huge growth area, the Trade Counter! • Cost effective advertising • Free* reader offer banner ads (helping to monitor response levels) • Banner ad design is free of charge • Trade Counter News is publicised across all of our platforms
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 www.glassnews.co.uk | January 2018
WE REACH 20,000
Are you looking to convert smaller fabricators into supply only showrooms?
• We advertise Trade Counter News in Glass News and Fenestra Build, in print and online
Email for more information: christina@tradecounternews.co.uk *Available to existing advertisers
67
FIND A SUPPLIER
The UK’s Leading Glass & Glazing Newspaper
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
Proskills – Head Office Tel: 01235 833844
Council for Aluminium in Building (CAB) Tel: 01453 828851
Proskills – Glass & Related Industries Neil Robinson Tel: 07917 015 322
Dekura Tel: 01952 201631
Recovinyl (via Axion Consulting) Tel: 0161 355 7618
Door & Hardware Federation (DHF) Tel: 01827 52337
The Glazing Ombudsman (TGO) Tel: 020 7397 7200
Double Glazing & Conservatory Ombudsman Scheme (DGCOS) Tel: 0845 053 8975
UK Green Building Council Tel: 0207 580 0623
Fenestration Self-Assessment Scheme (FENSA) Tel: 0207 645 3700 Get Britain Building (GBB) Tel: 0870 162 0936
TRADE COUNTER NEWS Do you sell your products to trade counters? If you already stock your products into trade counters and are looking to expand, you can reach 1000’s of contacts through TCN.
Are you a trade counter selling your products to installers and builders? Advertise your promotions as a reader offer, through the TCN monthly newsletter and increase footfall or website traffic.
WE REACH 20,000
BUILDERS, HOME IMPROVEMENT COMPANIES, WINDOW FITTERS, MAINTENANCE AND TRADE COUNTER OUTLETS, ACROSS THE UK!
Are you looking to convert smaller fabricators into supply only showrooms? Promote the benefits of supply only within TCN. We can even help your new customer to sell off some machinery and reap the profits! • Unique publication targeting all aspects of this huge growth area, the Trade Counter! • Cost effective advertising • Free* reader offer banner ads (helping to monitor response levels) • Banner ad design is free of charge
Veka Recycling Tel: 01322 38721
• Trade Counter News is publicised across all of our platforms
Waste & Resources Action Programme (WRAP) Tel: 01295 819 900
• We advertise Trade Counter News in Glass News and Fenestra Build, in print and online
Wood Window Alliance (WWA) Tel: 0844 209 261
Email for more information: christina@tradecounternews.co.uk *Available to existing advertisers
@GlassnewsMag
Christina Shaw
/GlassNews
www.glassnews.co.uk FLYSCREENS
WINDOW OPERATORS
0118/0101
68
0118/0102
January 2018 | www.glassnews.co.uk
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
BI-FOLDING DOORS
The
0118/0103
FOLDING SLIDING DOOR SYSTEM True Innovation – Warm Aluminium 0118/0104
www.bisonframes.co.uk
Tel: 0800 321 7284 Email: sales@bisonframes.com Unit H1 Bromcliffe Park, Monk Bretton, Barnsley S71 5RN
DATA, DIRECT MAIL & EMAIL DATA 0118/0105
Salestracker 3.5:
0118/0106
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
www.glassnews.co.uk | January 2018
www.insightdata.co.uk @insightdata
insightdata business is better with insight
www.insightdata.co.uk @insightdata
69
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The UK’s Leading Glass & Glazing Newspaper
QUALIFICATIONS
BALUSTRADE SYSTEMS
0118/0108
0118/0107
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
0118/0110 0118/0109
70
January 2018 | www.glassnews.co.uk
0118/0111
Introducing the revolutionary PREMIFOLD WINDOW & DOOR SYSTEMS PremiFold
The revolutionary PremiFold window and door systems. The result is a PAS 24 certified and Document Q compliant slide and swing door system and separate window solution for the modern home.
• PremiFold harness existing C70 and O70 Gold® profiles. • No visible hinges and hardware. • Incorporates both double and triple glazing.
VISIT OUR WEBSITE TO SEE A LIVE DEMO
• Capable of achieving large spans. • Single leg glazing bead is highly secure and easy to install on site. • Steel reinforcement is used where needed, to add additional structural strength. • PAS 24 certified and Document Q compliant door solution.
INNOVATION & ENERGY EFFICIENCY PremiFold is the latest in a long line of product innovations from Kömmerling. It’s quite simply a revelation in the way in which you can open windows and doors, helping to maximise ventilation, without compromising on security. It’s a slide and swing window and door system that is simple and easy to operate for consumers. Kömmerling and parent company, profine Group, also lead the way across Europe with their lead-free Greenline compound that was developed over 12 years ago. In the UK some Systems Companies still use lead as a stabiliser in their PVCu compound. At profine, we understand the importance of the environment in terms of harmful materials, recycling and energy efficiency.
AVAILABLE IN A RANGE OF COLOURS! A trading name of Thermal Window & Conservatory Roof Systems Ltd.
Please call:
01226 294555 or email: paul@thermaltradeframes.co.uk
Fax: 01226 294777
www.glassnews.co.uk | January 2018
DEAL DIRECT WITH THE DIRECTORS!
www.thermaltradeframes.co.uk
Unit 17 Redbrook Business Park, Wilthorpe Road, Barnsley S75 1JN
71
0118/0112
N st
ew Product
17 20
Be
ALL ALUMINIUM LANTERN ROOF
FI TT M E IN D UT IN ES
TAKE THE CHALLENGE FASTEST
STRONGEST
WARMEST
Glazed in seconds
Performance Engineering
Fully thermally broken construction
Ability to withstand ‘Live’ loads over twice that of the leading competitor. A 6x4m roof can support up to 8 tonnes
Thermal PVC T Bar, Thermally broken eaves beam and industry leading Q-Lon Gaskets.
No cutting or drilling onsite, without silicone, clip fit finishing caps – Fastest fit on the market As featured at the FITShow, search for our YouTube video and see the Korniche fully fitted Under in under 6 minutes
6 mins
Up to 3m x 2.5m with no rafters No tie bars required
U Value from 1.2
3.5kN /m2
SLIMMEST
SUPPORT
Uninterrupted Sight Lines
Best for specifiers the ideal trade lantern
Patent pending end boss enabling hips to merge into ridge Traditional features in contemporary design give ‘Timber’ like looks suitable for all properties Narrowest external ridge profile
Brand, point of sale and marketing support helping save time and maximise profit from sales and on-site. Online trade KwikQuote tool
Email: sales@korniche.co.uk Tel: 01642 610799 Fax: 01642 615854
www.korniche.co.uk GN - Korniche- Challenge Full PG NOV 2017.indd 1
TM
PLUS
ONLY 5 WORKING DAYS LEAD TIME FULL SALES SUPPORT AND NATIONWIDE DELIVERY CONTACT US TODAY FOR A QUOTE 12/10/2017 10:48