DGB Magazine February 2024

DOUBLE GLAZING BLOGGER MAGAZINE | FEBRUARY 2024

F E AT U R E D 6 - Award-Winning Products From Origin 8 - Creating Practical Spaces For Bungalows

16

10 - Origin Launches New Generation Door 12 - Evoframes Pre-Pack Sale To Rooms & Views

30

14 - Endurance® doors adds new lever rose handle 16 - Review: Spitfire S500 Signature Series 20 - Endurance® Doors Marks National Apprentice Week 2024 21 - Endurance® Doors Highlights Power Of Online Reputations In Sales Success 22 - Pilkington St Helens Site Closes After 200 Years 24 - November Builders Merchant Sales Slide -5.7% As Volumes Drop -12.1% Year-On-Year 26 - Proving U-Value Compliance Is Going To Be Huge 28 - Brand It Your Way – Latest Premier Arches Update Puts You In Control Of Arched Frame Quotes 29 - Navigating A Recession 30 - GQA Helps Raise Fire Safety Standards 32 - The Importance Of Always Taking A Deposit 36 - Will 2024 Be Another Year For Bankruptcies?

38 - Unity Doors & JCK Joinery debut at The Fire Safety Event 42 - Building Our Skills Announces Employability Skills Clinic For Bespoke Industry Careers Fairs In March 43 - Building Our Skills Makes Appeal

22

44 - GQA And Absolute Training Solutions Get Twenty-Four Skills Bootcamp Leaners Over The Line

Double Glazing Blogger www.doubleglazingblogger.com

AWARD-WINNING ALUMINIUM DOORS AND WINDOWS N O W AVA I L A B L E

The Soho External Door (OB-36+) IMAT

UP

PLIE

E

EE

L-LO

O

S

E

SLIM

S

T DRY G

L

EM

AVAIL

UF

ACTU

N

M

A

U

NCE

IE R

RVICE

A

L

E

SE

LI

IN

A

R ED

PTION

ES

COMP

ED

CE

X

T

S

E

M

SY

O

EXP

ES

AZ

D

CUST

ER

RE

T

M

E

FUTU

25

N

HO

L

M

20

E

U

L

T

CLIEN

A

TCH

E

LE

MA

N

OMIS

B

TIM

ST

D

AD

U

N

LD•FRE

T

ATAB

O

O

UALITY

BE

N

U

E

D

Q

E

ALL

R

C

RIV

N

F

-

S

C

BI

H

S

T

K

LT

U

THE U

K

Steel-look design meets unparalleled thermal performance. Complementing the highly sought after Internal Door, this latest launch is the right product to be offering at the right time.

Don’t get left behind. Stand out from the competition and futureproof your business by opening an account with Origin today.

Call 0808 192 0042 or visit origin-global.com/partner-with-origin

Bi-fold Doors

Front Doors

Internal Doors

Sliding Doors

Windows

EDITORS COMMENT Looking back opportunities

to

find

new

Hello and welcome to the February edition of DGB Digital.

As we meander our way through Q1 and we start to get a sense of what the year might hold for us, one trend that is already standing out for me this year is the move back to heritage-focused products.

We know we are going to have to work hard this year to find new opportunities in what will be another tricky year, but from where I am sitting, the heritage trends is very much alive and well and growing strong.

Origin have just launched their Soho (OB36+) range of aluminium bi-folding doors. The range and choice within the aluminium internal door market grows every month it seems, with new

companies and new product variations coming to the market. Composite door manufacturers are now going live with new ranges designed to replicate the art-deco aesthetic, especially when partnered with Reeded glass.

And there’s a whole story to tell about the resurgence of Reeded glass and how that fits in with the trend of going back in time.

Maybe it’s just cyclical. Maybe this was always going to happen at some point or another and we were always going to reach a stage in design where the past would come back in modern form. Or perhaps the urge to find new markets to open up sped that process along a bit.

Either way, I am enjoying this jaunt back to the past to bring new business to the future. Long may it continue!

Enjoy this edition of DGB Digital.

B U I LT B Y E X P E R T S , T R U S T E D B Y FA B R I C AT O R S

WinDoPlan: Your solution to navigate the Future Homes Standard changes Generate u-values & windload calculations Enjoy access to our technical support feedback system Breakdown the entire window into centre pane, frame and values for thermal calculations Generate customisable cross-sections and 3D images with just a few clicks TRUST VEKA, EMBRACE THE FUTURE!

DGB | 2024

WWW.DOUBLEGLAZINGBLOGGER.COM

DYNAMIC, SHARP, AND ENGAGING WITH OVER 5550 PUBLISHED ARTICLES, 6580 COMMENTS AND APPROACHING TWO MILLION PAGE VIEWS, THE GLAZING INDUSTRY'S FRESHEST, SHARPEST AND RELEVANT OPINION AND DISCUSSION IS ON DGB. During 2024 DGB is set to be read by over 250,000 people, with over 200,000 of those unique.

They will generate over 350,000 page views this year alone. DGB continues to grow and expand, covering even more of the diverse sector that is UK fenestration. Join the industry's best conversation: www.doubleglazingblogger.com

AALLUUMMI INNI IUUMM

Internal Glazing Modern lifestyles mean that open-plan living is no longer practical, with families looking to create separate zones for working, relaxing, and socialising at home. Origin’s Internal Door (OI-30) can maximise the floorplan of properties by creating functional spaces that don’t compromise on natural light.

With its steel-look glazed wall and door system, made from premium-grade aluminium, living areas can be transformed without sacrificing natural light.

So, properties can maintain the light and airy feel families love about open-plan, whilst presenting a more practical footprint for modern living. A true game changer for builders and renovators looking to make an impact in their clients homes.

Statement Glazing Seamlessly connecting the indoors with the great outdoors, bi-fold and sliding doors can offer widescreen views, an

6 DGB Magazine - Aluminium

AWARD-WINNING PRODUCTS FROM ORIGIN abundance of natural light, and create the illusion of more indoor space. Origin’s marketleading aluminium bi-fold and sliding door ranges boast large expanses of glass and slim profiles, are fully bespoke and are effortlessly modern, which guarantee the all-important ‘wow factor’.

Made bespoke, both door collections can be tailored to suit any home. Your customers can choose from over 150 RAL colours and Georgian/ glazing bars can be added to the doors.

The Origin Window (OW-70 and OW-80) offers some of the slimmest sightlines on the market for more natural light and less restricted views.

Crafted from premium-grade aluminium, Origin Windows are lightweight yet strong, and are resilient to flexing, expanding, and contracting, unlike wood or uPVC.

Kerb Appeal Origin’s range of Front Doors will let you create a statement

for your customers that won’t be forgotten. Every door is made completely bespoke, and with 10 panel styles and over 150 colours to choose from, there’s an option guaranteed to suit any property style.

With a lock system that achieves the police approved Secured

by Design accreditation, and weatherproof seals to block out the elements, homeowners will have peace of mind that their property will be safe and sound.

Whole-House Solution Offering a bespoke wholehouse solution, the Origin Home Range is built to last, giving self-builders and renovators complete confidence in their investments.

Find out more about Origin: www.doubleglazingblogger. com/origin-global/

CREATING PRACTICAL SPACES FOR BUNGALOWS Victoria Brocklesby, COO at Origin, one of the UK’s leading manufacturers of aluminium windows and doors, explains how renovators can make practical spaces in their properties without eliminating natural light.

The way we use our homes has changed significantly in the past four years. Home and work life have crashed into each other, and the need for separate work and entertaining spaces remains even now that the pandemic is behind us.

This means that many people living in bungalows are looking to change the way they use their home’s floorplan. Traditionally, bungalows were split into lots of smaller, separate rooms to maximise bedroom space. Those built more recently tend to have favoured a more modern, open-plan layout, which has been popular since the 1970s. However, neither of these two extremes offer the optimal living space for modern homeowners. Instead, self-builders and renovators are increasingly looking to create ‘broken-plan’, flexible spaces, which offer the best of both worlds.

The allure of broken-plan living Broken-plan living is quickly gaining favour amongst homeowners as it addresses the growing need for separate functional areas without compromising the inherent charm of one-storey living.

8 DGB Magazine - Aluminium

As families spend more time at home, the demand for privacy, individual space and the ability to work or study without interruption has become more important. Homeowners are seeking a balance between the connectedness fostered by open living plans and the need for dedicated zones for work, relaxation and leisure activities. That’s where broken-living plans enable the flexibility of creating secluded areas when needed and then they can be opened up for entertaining.

For those looking to renovate their current bungalows, the broken-plan living style means that redesigning a home’s current footprint creates a sense of more space without it costing significant amounts, too. Instead of adding more square footage, homeowners are fully optimising the space they already own.

Broken-plan layouts also work well for those living in bungalows who are older or have mobility challenges, as the home’s footprint works harder for them. Older bungalows often have a poor floorplan with several unnecessary separate spaces that are typically unused by homeowners.

By optimising the footprint of a bungalow, the space will remain broken plan, but will have a heavier emphasis on providing functional ‘zones’ with enough room for space.

Creating broken space Broken-plan bungalows can be built or renovated using solid walls or screens to divide rooms and living space. However, particularly in more compact bungalows, this can lead to dark rooms. When designing such spaces, it’s vital to prioritise bringing in natural light.

An alternative to building new solid walls is installing internal glazed walls and doors to create broken-living spaces. These walls and doors, characterised by large glass panels, serve as both functional dividers and as a channel for natural light. This approach creates the separate living areas required but maintains an open feeling that allows for lots of natural light to flow throughout the home.

Internal glazed doors, such as the Origin Internal Door (OI-30), are a great option to achieve this. The Origin Internal Door is suitable for all property types, including bungalows, as they can be configured as a single door, a French door or a fixed screen.

Costing up Whilst on the surface, open-plan layouts may seem like the most flexible for a home, brokenplan layouts can act as a futureproofed footprint for your home. How flexible a home is to all styles of living and generations should be considered during the initial planning stages.

With bungalows traditionally being seen as homes for life thanks to their one-storey living, it’s vital that builders and renovators ensure their space is flexible enough for every stage of their lives. This will also save money reconfiguring a property later down the line.

Looking at the costs of an internal glazed wall or door, it ultimately depends on the quality of the product and the material it’s made from.

The ultra-traditional steel options look fantastic but will often come with a high price point. A more affordable option is products made from aluminium as these still offer a sleek aesthetic and the robustness to handle everyday life but are more affordable. Plus, aluminium is inherently lightweight, making the doors easier to operate.

Summing up Designing or renovating a bungalow for modern lifestyles can present challenges. Homeowners don’t want a property that has smaller, separate rooms that have no functionality, and they also aren’t favouring the open-plan layout. The use of

internal glazed walls and doors is the best option for achieving this delicate balance, allowing homeowners to revel in the natural light whilst ensuring that the footprint of their home is working harder and smarter for them.

Contact Origin: https://origin-global.com/

ORIGIN LAUNCHES DOO

The U K ’ s l e a d i n g manufacturer of luxury aluminium doors and windows, Origin, has unveiled the first launch in its new generation of products – the Soho External Door (OB-36+).

The aluminium external bi-fold and French door system features highly sought-after glazing bars and ultra-slim sightlines of just 36mm. Plus, it’s compliant, a year earlier than required by the new building regulations.

The new Soho Exterior Door represents the pinnacle of luxury fenestration by seamlessly combining cuttingedge design with unparalleled functionality and quality.

Designed by Origin’s in-house R&D team and handcrafted t o customers’ exact specifications in the UK, it marks the beginning of a new era for fenestration products.

The Soho style is tailored to homeowners’ interior style demands for 2024, and this is backed by Origin search data. Its glazing bars mimic the look of steel doors, yet offers unparalleled thermal performance.

What’s more, the Soho External Door perfectly complements Origin’s hugely popular Internal Door to provide a seamless look.

Daniel Baker, Managing Director at Origin, comments: “The Soho aesthetic and performance is the right product at the right time for our Partners, as it allows them to meet the modern consumer style demands and buyer priorities. The design is the result of our in-house R&D team’s meticulous

10 DGB Magazine - Aluminium

NEW GENERATION OR

attention to detail to deliver a product that is not only visually stunning, but uncompromising on energy efficiency, security, and functionality.

We pride ourselves on always delivering more for our Partners. Now, they can offer a 2025 compliant system a year earlier than required to have even more to offer their customers and even greater control over their success.

With more product launches on the way, 2024 is going to be an exciting year for Origin and our Partners.”

The Soho Exterior Door is now available for Origin Partners to quote and order on Origin’s revolutionary OSS on a two-week lead time. To open a trade account with Origin and ensure you don’t miss out, please visit http://trade.origin-global.com/partner-with-origin

Aluminium - DGB Magazine 11

EVOFRAMES PRE-PACK SALE TO ROOMS & VIEWS We always knew 2024 was going to be another tough year, and not long into this new year we have a notable administration in the name of Scotland-based Evoframes.

The company was placed in administration with Begbies Traynor in January but has since been sold which has seen 76 jobs saved.

But as we know, pre-pack administrations, as this one was, means suppliers are left out of pocket.

Evoframes statement In a statement on it’s website, Begbies Traynor published this statement on the sale of Evoframes to Rooms & Views: Following the appointment of Ken Pattullo and Jamie Taylor of Begbies Traynor as joint administrators of Livingstonheadquartered Evoframes on 17h January 2024, a sale of the business and assets has been completed, saving all 76 jobs.

Established in 2020, Evoframes is a major supplier of fenestration products to trade customers across Scotland, including trade counters, builders, joiners and window fitters. Offering a wide range of bespoke uPVC windows and doors, it also has its own dedicated fleet of trucks delivering direct from its factory to the customer.

Unfortunately, the company suffered from rising interest rates, together with reduced customer demand and increasing raw material costs, resulting in it becoming unviable.

Following an accelerated M&A process to find a buyer for the business, a pre-packaged sale to Rooms & Views took place, with the deal saving all 76 jobs at the Livingston factory.

Based in Buckley, North Wales, the buyer is a long-established UK uPVC window manufacturer.

Ken Pattullo, managing partner at Begbies 12 DGB Magazine - Business

Traynor in Scotland, said: “Unfortunately, like many businesses, Evoframes was severely impacted by higher interest rates as well as increasing costs over the last year. We are pleased to have completed a sale which sees the business continuing in the hands of new, but experienced owners and providing a more secure future for the 76-strong workforce.”

View the original statement here: https:// www.begbies-traynorgroup.com/news/ press-releases/jobs-saved-as-livingstonupvc-windows-business-bought-out-ofadministration The combination of rising interest rates, lower consumer demand and higher material costs were blamed on the cause of the failure of the business. It is true that the sector has faced a wide number of issues all at the same time. Not something that always happens. What is has perhaps done is expose some companies who were financially less than secure. Although the sector went through what can only be described as a boom post-lockdown, what followed was one hell of a hangover.

Spiralling energy and material price inflation, coupled with rising labour costs and then a solid slowdown in consumer demand brought everything back down with a bump.

Getting over those financial conditions was never going to be swift. We still face many of last year’s problems this year as well. So whilst some companies have been able to flex their muscles early this year, like Brisant Secure and Endurance, there will still be a significant number of companies who face an incredibly tough time. You only need to look at the construction sector and note that insolvencies there are at their highest since 1993. So we know its a tough market out there.

The question is whether we are going to see more high-profile collapses like we did in 2023, or if 2024 won’t quite be as brutal.

Don't view industry news through the rearview mirror

News | Reviews | Analysis | Expert opinion @glazingblogger

BBUUSSI INNEESSSS

www.doubleglazingblogger.com

Business - DGB Magazine 13

ENDURANCE® DOORS ADDS NEW LEVER ROSE HANDLE

14 DGB Magazine - Doors

Manufacturer of solid, secure, and stylish composite doors, Endurance® Doors has extended its already comprehensive range of hardware.

In line with its focus on offering homeowners maximum design freedom, the business has launched a new lever rose handle.

Available on all new Endurance and Avantal Doors, as well as suitable for retrofitting to existing Endurance doors which use the AV2 or AV3 locking system, the new handle features

fixings hidden behind the rose cover and a completely flush finish.

This ensures a sleek, minimalist appearance which is ideal for contemporary interior design themes.

On the exterior side of the door, the stylish appearance of the new handle is maintained with the simple addition of a discrete escutcheon enabling normal key access.

their fingers due to health or other issues. This innovative product can easily replace a thumb turn, providing a convenient retrofit option for individuals with reduced mobility.

In addition, the stainless steel construction of the new handle provides exceptional corrosion resistance, ensuring greater durability and suitability for use in all environments, including coastal applications.

Commenting on the launch of the new lever rose handle, Russell Hensman, group marketing manager at Endurance® Doors, said: “As a business, we have an immensely active programme of product development and the introduction of the new lever rose handle is evidence of that.

“Its launch also highlights our deep commitment to helping our installer partners to maximise sales.

We do this through a variety of different and equally dynamic ways including offering them products that accommodate the widest range of homeowner tastes, as well as everevolving design trends.”

Find out more: endurancedoors.co.uk/

The new handle is available in three finishes – standard stainless steel, premium stainless steel and an ontrend, premium matte black.

Aside from its impressive aesthetic appeal, the new lever rose handle from Endurance® Doors also offers some equally attractive functional benefits.

This includes the need for reduced energy and effort to open the door from the inside compared to a door with a thumb turn cylinder.

The handle is also easier to grip and operate than a thumb turn. This makes it especially advantageous to those who may have limited dexterity in

DDOOOORRSS Doors - DGB Magazine 15

REVIEW: SPITFIRE S500 SIGNATURE SERIES Is the S500 series from Spitfire the best door in Europe? The doors from Spitfire are touted as the best not only in the UK but in Europe too.

After building an entire showroom dedicated to Spitfire doors, as well as selling them to the public for a reasonable amount of time and getting stuck in with the fitting of one or two, I have a more accurate insight into the quality of these doors.

This is my review of the S500 series.

Immense build quality The very first thing that hits you when you see and feel an S500 door is the sheer solidness of the product. I remember the S500 door that was delivered to our yard when our Spitfire showroom was in development. It came on a pallet and it was insanely heavy. It was slightly oversized in height and came with two side panels. Getting the door from the pallet and into the showroom and then into position was a huge effort. But we got it there, and it was clear that when it came to installing these on site was going to require us to invest in additional lifting help to aid our installers. These doors are heavy.

Here are some of the key stats about the build of the door that matter: •

95mm thick door sash

•

triple glazed laminated glass as standard

•

20mm threshold with 15mm of clearance

•

U-Values as low as 0.6W/m²K – values vary depending on model and glazing

•

Inosmart biometric entry

•

PAS24 & RC3 secure

•

Max size: 1250mm x 2700mm

The weight of these doors lay with the door sash at 95mm thickness and the triple glazed laminated glass. If you haven’t seen one yet in person you really have to. I know it sounds cliché but when a door that thick and solid closes it screams quality. You would perhaps think of the German car door analogy but I would say even that doesn’t do this justice.

Spitfire S500 doors, which are manufactured

by Inotherm in Europe, are available with the InoSmart biometric entry as an upgrade. We have this available on our showroom model and I do like having this product available in conjunction with the S500 series. The highest quality door does have to have a matching quality smart system. You can find out more about the InoSmart system here. The model we have is the finger print option, but does come with digital door bell, keypad and digital door viewer as well. It can be controlled via your smart phone and would suit installations that are going into self-build grand designs or any smart home.

In short, these things are built like tanks, if tanks were made of granite. Solid.

S500 with side lights being installed as part of the Spitfire showroom build

16 DGB Magazine - Doors

400 designs Can there be such a thing as too much choice? Maybe. The S500 range of doors come with 400 designs to choose from. In comparison the S200 range has 60, and even then that is more than most composite door suppliers have available.

Then factor in the very extensive range of colours, wood grains, metal and other bespoke finishes. Now the vast array of handles and glazing designs. The permutations must run into the billions.

These are just a very small selection of the 400 designs that are available. You might think that having hundreds of designs within just one range of doors is a bit excessive. Perhaps from a British perspective it is, but these doors are made in Europe and their approach to choice and quality is leagues above much of the UK market and this is more the norm over there than it is here. These doors are made from scratch and can take ten weeks or more to be made and delivered.

Doors - DGB Magazine 17

are straps to help when lifting the door from the van and into storage. Other than that, no complaints on the protection for the door.

On the face of it you might be wondering if S500 doors require a different method of installation or whether it takes more time than normal.

Actually, the S200, S500 and S700 pivot doors are all relatively simple to install. In fact they are installed very much like a composite door.

There are two main factors to consider however, and that is the weight and the doors being level.

As is made clear earlier in this review, these doors are seriously heavy. The S200 range isn’t too bad. They are heavier than a composite door but still perfectly possible to install between two fitters without much struggle. The S500 range and certainly the pivot doors are significantly heavier, especially when you get to oversized doors. It will take 2-4 people just to offload them from the delivery vehicle, and some installs will need more than two people to ensure a safe install. I know from speaking to Spitfire than on the larger S500 and pivot doors it has taken four guys or in some cases some hired lifting equipment to get these in place in their openings safely.

The other point I would make is that the doors have to be precisely level. The tolerances on aluminium doors are very exacting so they have to be 100% level in order to operate properly.

If you are thinking of selling these then I would recommend using the Inotherm door designer.

We have one available via our business website and we also have a freestanding door designer in our showroom where clients can come in and design their dream door in person with us, being able to scroll through all the designs, colour options and hardware ranges.

These tools are genuinely useful. It makes navigating the gargantuan range of doors significantly easier, and makes 400 designs feel much more manageable.

Lead times and installation As I mentioned, these doors are not quick to be made and shipped, and nor should they be.

We retail these doors from around £6000 and above, reaching five figures if the door has side lights and biometrics. You certainly would not want anything this bespoke and high-end to be rushed and risk damage or poor quality.

When we sell these we tell our clients production can take up to 12 weeks. The reality is more like ten weeks but we allow a couple of weeks of breathing room to compensate for any delays from Europe or regional holidays which can impact delivery times. Then, if it takes ten weeks the client gets a pleasant surprise of an earlier delivery.

The doors come incredibly well packaged, boxed in with timber on all sides to help protect the door. The only thing I would like to see added 18 DGB Magazine - Doors

This is where airbags become very useful.

However, once you have the door in place and level, they actually become very simple to install, and when you have done a few they tend to fly in quite smoothly. I remember being on site for our first pivot door installation and it although a bit daunting at first, considering the cost of the door involved, it was pretty straightforward to install. You just have to consider weight and logistics during the selling process.

Target market and are they worth it You are not going to sell 20 of these per week.

It is simply not a mass-market product, and it is not meant to be. Although these doors can be fitted to any property type, it is the self-build/ renovation/architectural market that suits this door product best. For example, the two S500 and S600 mini-pivot doors that we are installing over the next couple of weeks are all going into large renovation projects and will look stunning once installed. There is nothing prohibiting sales to more regular homes, but the nature of the product and sales approach means it is the higher end of the market where you’ll find most of these doors go.

Are they worth the effort? Hell yes they are.

From a purely profit perspective, the margins you can earn on a door like the S500 can be three to fives times that of a regular composite or PVCu door. If you can find yourself selling even 2-4 per month, your bottom line is going

to look very healthy later on.

You will need a different sales approach if you are thinking about entering the higher end market. These tend not to be quick sales. The client will change their minds on the design and tech that goes into the door. You’ll have to update your quote a number of times. The client may spend a few weeks, maybe longer, deciding before they place an order. Spending £8k-£12k on a door isn’t going to be a quick process.

But once you get that sales pipeline going it becomes a nice steady stream of sales.

Simple things like offloading, delivery to site and installation will need some thought. As I have explained, these doors are not thrown in.

But as with most things, once you have done a few and work out what works for you, the entire process becomes a lot easier.

For me, there remains huge potential for highend doors like this around the UK. Homeowners are becoming much more aware of products like this and can see the value in paying more for it. Installers need to be bold enough to look at expanding their product portfolios and opening up their minds to something more grand and exciting. Once that hesitation around the product is gone, it is amazing how much potential you can see in a product like this.

Find out more about the S500 range here: https://www.spitfiredoors.co.uk/aluminiumfront-doors/s-500-signature-series/ Find out more about the Inotherm range here: https://www.inotherm.com/entrance-door/

Doors - DGB Magazine 19

ENDURANCE® DOORS MARKS NATIONAL APPRENTICE WEEK 2024 Endurance® Doors has joined employers across the UK in marking National Apprentice Week 2024.

The respected manufacturer of solid, secure, and stylish composite doors used the week, which took place from the 5th to 11th February, to celebrate its apprentices and to acknowledge their contribution towards the brand’s continuing success.

Stephen Nadin, managing director at Endurance® Doors, is a major advocate of the positive impact apprentices can have on an organisation.

He says: “At Endurance® Doors, we are committed to offering rewarding career paths to people at all stages of their professional lives.

Our apprentices bring fresh ideas and a new perspective to our business. They ultimately make an important contribution to an eclectic culture which is instrumental to our ability to innovate.”

These individuals, who work in departments such as maintenance and production, cite many different benefits to developing their careers at Endurance® Doors.

This includes the chance to learn from experienced industry leading professionals and to constantly expand their skill set, as well as the opportunity to enjoy continued challenge and to develop their practical knowledge whilst obtaining formal, recognised qualifications.

Stephen Nadin adds: “Endurance® Doors is committed to being a dynamic and progressive employer because we recognise that to offer exceptional products and service, we need to recruit and retain an equally high calibre team.

“Employing apprentices creates a win-win situation both for the individual and for us as a business. It enables us to shape a next generation of talent with skills and experience that are uniquely tailored to our commercial needs and continued growth.”

Endurance® Doors currently employs 12 apprentices who are gaining hands-on expertise and experience at various levels – from level 2 (intermediate) to level 7 (equivalent to a master’s degree).

Doors - DGB Magazine 20

ENDURANCE® DOORS HIGHLIGHTS POWER OF ONLINE REPUTATIONS IN SALES SUCCESS With the home improvement sector continuing to experience challenging trading conditions, Endurance® Doors is urging installers to consider additional ways of ensuring sales success.

In particular, the business, which manufactures solid, secure, and stylish composite doors, is highlighting the power of online reviews in converting leads into actual orders.

Scott Foster, sales and marketing director at Endurance® Doors, comments: “In today’s internet-enabled, hyper-connected world, consumers have a greater voice than ever before.

“Whether they’re looking to compliment or complain about a product or service they have received, they can now do so quickly, easily and to an audience that can potentially amount to millions.

“As a result, online reviews have become the ultimate form of word-of-mouth marketing. The buying process for all manner of products now begins online with purchasers looking at the experiences of other customers before making their own final and informed decision.”

He continues: “Endurance® Doors, in close collaboration with our network of professional installer partners, has gone to great lengths to develop an online reputation that can facilitate sales. As a prime example, Endurance® Doors has over 2,300 independent consumer reviews on Trustpilot, of which more than 87% award us the maximum five out of five stars.”

The composite door manufacturer is keen to point out that online research was important to consumers before the cost-of-living crisis and has grown even more significant in the current economic climate where most households are seeing their budgets stretched.

Consumers at the mid to high-end of the market are still buying composite doors but, with disposable income in short supply, they are purchasing much more prudently and want the reassurance of knowing any expenditure will be money well spent.

“The positive online reputation enjoyed by Endurance® Doors has not happened by chance” adds Scott Foster. “Instead, it’s part of a wider and concerted effort to get closer to consumers and to help our installers sell.

“At every stage of the consumer journey, we are taking steps to turn prospects into advocates.

This includes establishing our own bricks and mortar showroom as well as offering virtual design consultations, which enable people to explore different door options from the comfort of their own home.

“Not content to stop there, we even have a specialist consumer facing sales manager and a dedicated consumer phone line.

“Combined, these elements help to ensure the homeowner feels valued and front and centre in everything we do, rather than like an afterthought. This customer-centric approach is reflected in our online reviews and continues to pay enormous dividends.

“It’s been said that a good reputation is the most powerful form of advertising – and we’re inclined to agree.”

Find out more: https://endurancedoors.co.uk/

Doors - DGB Magazine 21

PILKINGTON ST HELENS SITE CLOSES AFTER 200 YEARS A historic glassworks in Merseyside is set to close its doors for the final time, marking the end of nearly two centuries of production. Located in St Helens, this site holds significance as the birthplace of the modern float glass process pioneered by glassmaker Pilkington UK, a technique now utilized globally.

The production activities at Watson Street Works will be relocated to Pilkington’s

nearby Greengate site, part of a substantial project representing one of the largest investments the company has made in the UK in decades. The transition is expected to be achieved without any job losses.

The move is not only a pivotal moment for the company’s operations but also for the iconic Victorian industrial architecture that has served as a backdrop for numerous Hollywood and TV productions. Renowned actors such as Samuel L. Jackson, Olivia Colman, and Cillian Murphy have graced the location while filming Marvel’s Secret Invasion 22 DGB Magazine - Glass

and BBC’s Peaky Blinders.

Neil Syder, the Managing Director, expressed the emotional significance of shutting down the production of textured and patterned glass at Watson Street Works. He highlighted the site’s rich history of glass innovation, emphasizing its pivotal role in shaping modern glass technology worldwide.

The relocation to Greengate represents a continuation of

this legacy and a commitment to advancing innovation while contributing to essential carbon savings.

Neil Syder to the BBC: We’ve been making glass here and actually developing and innovating glass here for 200 years.

Most of the modern glass you see in the world has come from technology that has been developed here in Watson Street.

It’s also an important step. I see what we are doing here today

as confirming that innovation.

Moving it to Greengate where we can continue to improve and continue to make the savings in carbon that the country needs.

The project, supported by a £3.7 million grant from the government’s Industrial Energy Transformation Fund, aims to save an estimated 15,000 tonnes of CO2 annually.

The relocation not only secures

the future of Pilkington but also contributes to carbon reduction and ensures the retention of employment for local residents in St Helens. As the last set of glass comes off the line at Watson Street Works, it marks the end of an era and the beginning of a new chapter in the company’s continued commitment to innovation and sustainability.

GGLLAASSSS

IS SHOWCASING AT THE FIRE SAFETY EVENT

OU R S I S A TA L E OF T WO S TOR I ES

APRIL 30TH TO 2ND MAY STAND 5/C65

leading manufacturers of premium quality, solid timber core composite fire doorsets. heritage joiners with over 150 years experience providing bespoke, timber fire doors with access control and fire safe glazing.

Both bring you the very best in style, safety and security, underpinned by robust third party testing and certification.

uni t ydoo rs. co m FD30s | FD60s | UKCA marked external fire doors | Bespoke styles | SBD | Access control

M MAARRKKEETT RREEPPOORRTTSS

NOVEMBER BUILDERS MERCHANT SALES SLIDE -5.7% AS VOLUMES DROP -12.1% YEAR-ON-YEAR

The latest Builders Merchant Building Index (BMBI) report shows builders’ merchants’ value sales were down -5.7% in November 2023 compared to the same month in 2022, with volume sales falling -12.1% and prices increasing +7.2%.

Compared to November 2022, six of the twelve categories sold more in November 2023 compared to the previous year. But falling sales in the three largest categories contributed to an overall decline in volumes, with Heavy Building Materials (-7.0%), Landscaping (-7.4%) and Timber & Joinery Products (-10.9%) all selling less.

Month-on-month, total merchant sales were down -4.4% in November compared to October 2023. Volume sales decreased -7.5% and prices increased (+3.4%). There was no difference in trading days. Only one of the twelve categories increased enough to compensate for falling volumes and that was Workwear & Safetywear (+10.9%). Seasonal category Landscaping was the weakest (-14.2%).

Total merchant sales in the year to date (January to November 2023) were -4.9% down on the same period in 2022. Volume sales were down -13.8% while prices rose +10.3%.

With two more trading days in the most recent period, like-for-like sales were -5.7% lower.

Nine of the twelve categories sold more, with Renewables & Water Saving (+31.2%) the only standout. Again, the three largest categories – Heavy Building Materials (-2.8%), Landscaping (-12.2%) and Timber & Joinery Products (-14.6%) each sold less.

Mike Rigby, Managing Director of MRA Research which produces the BMBI report says: “November was another difficult month for the UK’s builders’ merchants. Following major storms in September and October, November

24 DGB Magazine - Market Reports

delivered yet more wet and windy weather and widespread flooding which delayed planned construction work. The housing market is still in the doldrums with high mortgage rates, sizeable deposits and affordability affecting new house sales and the new build market.

Rising rentals are also putting the squeeze on future house buyers. Housing RMI, however, has been more resilient. While November building activity was hampered by the weather, repair and maintenance work increased by +3.8% in the three months to November (source ONS).

“According to the long-standing GFK Consumer Confidence Survey published on December 15th, consumer confidence is rising (up +2 points to -22, a 20-point recovery from the battering it took under Liz Truss’ shortlived Government. In fact, it’s rising on all five of GFK’s metrics, but on the three that matter most to building, Personal Finance situation over the last 12 months was up two points to -14, 14 points higher than December 2022; and Personal Finance situation for the next 12 months was up one point to -2; 27 points better than December 2022.” Joe Staton, Client Strategy Director GfK, says: ‘Despite the severe cost-of-living crisis still impacting most households, this slow but persistent movement towards positive territory for the personal finance measure looking ahead is an encouraging sign for the year to come.’ “The Major Purchase Index was also up one point to -23, 11 points higher than December 2022, which is particularly encouraging for home improvements in 2024,” Mike Rigby suggests.

Set up and run by MRA Research, the BMBI – a brand of the Builders Merchants Federation – is a monthly index of builders’ merchant sales, and the most reliable, up-to-date measure of Repair, Maintenance, and Improvement (RMI) activity in the UK. The index is based on actual sales from GfK’s Builders’ Merchant Point of

Sale Tracking Data, which captures value sales out to builders from generalist builders’ merchants, accounting for 92% of total sales from builders’ merchants throughout Great Britain. An in-depth review, which includes commentary by sector experts, is provided each quarter.

November’s BMBI report is available to download at www.bmbi.co.uk.

B U I LT B Y E X P E R T S , T R U S T E D B Y FA B R I C AT O R S

WinDoPlan: Your solution to navigate the Future Homes Standard changes Generate u-values & windload calculations Enjoy access to our technical support feedback system Breakdown the entire window into centre pane, frame and values for thermal calculations Generate customisable cross-sections and 3D images with just a few clicks TRUST VEKA, EMBRACE THE FUTURE! Market Reports - DGB Magazine 25

PROVING U-VALUE COMPLIANCE IS GOING TO BE HUGE As time goes on, the industry continues to digest what the Future Homes Standard in 2025 is really going to change. At the end of last year we discovered that there was to be no change to what the minimum u-values were going to be. Rather instead, we were going to be required to prove that every single window and door going into new dwellings meets the 1.4W/m²K minimum standard.

understand the process, a fabricator or systems company will submit a window of a certain size and specific glazed specification that it produced intended to pass. The testing house will then test that window, and grant approval. However that approval covers the entirety of that window range. It means that just one window at one size and one specification has been tested.

Future Homes Standard relates to all new dwellings – the new target for windows and doors into new dwellings is likely to be 1.2W/m²K

For example, the window that was tested may have been a simple 1230×1480 window with a side opener and a fixed section.

Probably without trickle vents or anything other than clear glazing. You could then have another window, say 3000×1400 with a couple of top openers, that hasn’t been tested, but its able to be sold as 1.4W/m²K compliant because of the loophole that exists at the moment.

So instead of the industry going full beans triple glazing across the board to meet 0.8W/m²K, we have a very different headache to tackle. Spoiler alert: plenty of windows don’t meet 1.4W/m²K now!

Proving 1.4 and 1.2 At the moment, windows and doors need to meet 1.4W/ m²K as per current Building Regulation requirements. In 2025 the FHS is going to require proof, as things stand pending any further changes to the proposed legislation, that every single window and door has met that 1.2W/m²K threshold that are being installed into new dwellings.

So here is where the problems begin. At the moment, as I

26 DGB Magazine - Trade Bodies

It has been a valuable workaround for a great deal of the industry as at present, there would be many window configurations being sold and installed right now, that if were tested, would not be able to meet 1.4W/m²K. But at the moment, as current regulations allow, one window being tested grants a pass across the entire range without taking into account different sized windows.

From 2025, that is likely to change, with the industry being

asked to be able to prove that every single window going into meets 1.2W/m²K. That is the Government closing that loophole and causing a large portion of the sector to wince.

That unspoken reality looks like its about to come to an end, and I’m not sure the sector is going to be ready in time.

Who will it affect?

In short, everyone. But in reality, the entrance door market, aluminium market – PVC less so as many can already get to 2025 FHS levels as it stands right now.

The hope is that all suppliers in the most affected parts of the market are investing and researching hard at the moment to make sure that by the time June 2025 rolls around, they are offering products that truly meet the minimum requirements.

It’s also going to affect the IT and tech side of the sector. At the moment systems companies like VEKA offer software, some for free, to fabricators and installers so that they can calculate the U-Value of each item individually today. Some do not. Looking at the likely outcome of the consultation, it is going to be necessary for both installers and fabricators to be able to prove that each window and door is actually able to meet 1.2W/m²K. That means they are going to need to have access to software to allow them to do so.

As I mentioned, there are some

already out there in the market, but that availability and reach of calculating software is going to have to be rolled out much further.

Good news for IT and tech companies in the fenestration sector! More processing work for installers and fabricators.

Will this be enforced?

One of the biggest frustrations with the trickle vent regulations since their introduction is the lack of policing of that rule.

The Government is relying on our industry to do the right thing and stick with the new regulations, which of course is insane because there is a significant portion of our sector ready and willing to not do that.

And the trade bodies within our sector do not have enough people-power to be able to keep an accurate track of who is doing what and where.

It has lead to endless complaints on online forums from companies who are losing orders to other companies who are willing to fit new windows without trickle vents. So it does beg the question as to how enforceable this new method of u-value compliance is going to be. Will the final set of rules in FHS 2025 be strict enough to actually make fabricators and installers prove that every window and door meets 1.2W/ m²K. Or will there be some last minute lobbying which works in a workaround or loophole which dilutes the aims of the laws?

Then there is the policing of the reporting of the u-values of each item? What is to stop, for example, an installer quoting a specification of window that

meets 1.2W/m²K in order to gain a sale, then order a cheaper spec of glass from another supplier and fit it into their frames? How easy is any configurable software going to be to manipulate? Who will be responsible for checking and reporting and how many inspections will trade bodies begin to do to ensure these new rules are being adhered to?

Could FHS be pushed back?

In my conversation with one of our suppliers today, who themselves are bringing their entire range of windows and doors up to 2025 standards well in advance, it is clear there are significant portions of the market that are rushing to bring their own ranges up to spec, but may be running out of time.

June 2025 is the proposed date as to when FHS kicks in. But what happens if parts of our market simply cannot make their products work? It takes time, money and a lot of testing before any new or updated products come to the market. So unless manufacturers have already made a solid start months ago, it’s going to be very close as to whether the entire market can make itself ready.

our sector a period of grace, say 12 months, to allow all suppliers more time to update their product ranges? It will depend on who is in Government I think, and looking at the polls right now it’s almost certain to be Labour. They appear to be more committed to the green cause than the Conservatives, so I am not convinced they would grant our sector more time if we needed it.

That being said, much of our industry was convinced that there was going to be a big reduction in minimum U-Values to 0.8W/m²K and then we were all surprised to learn that there was going to be no change at all.

So there could always be another shock waiting when the next update from the consultation in published.

So after all the hype and expectation around a reduction in U-Values, it is the relatively mediocre change to proving compliance to all windows and doors going into new dwellings which is throwing up a lot of questions and nervous conversations for some. Perhaps more than we thought.

This is perhaps why there is a provision to retain a backstop u-value of 1.6W/m²K, just in case it becomes clear that these new proposed targets are going to be off limits for a larger portion of the sector.

Judging on previous performance, I think it would be safe to say that some may not make it to the finish line in time for FHS. So, to that end, would the Government allow

R EE G GU U LL A A TT II O ON N SS R

GENERAL GENERAL & PVCU & PVCU

BRAND IT YOUR WAY – LATEST PREMIER ARCHES UPDATE PUTS YOU IN CONTROL OF ARCHED FRAME QUOTES

Leading arched and angled frame manufacturer Premier Arches has updated its online pricing and ordering platform to allow customers to add their own logo and selling price to quotations for a more personal and professional customer experience.

Through the unique platform, fabricators, installers and trade counters are able to price and order complex arched and angled frames in a wide range of profile systems in a matter of seconds.

They are also able to save their quotes and view their orders through a unique portal on the Premier Arches’ website, taking full control of their ordering process.

The latest update now allows them to personalise their quotes by adding in their own logo, selling price, colour scheme and quote footers, helping them deliver a more professional final document to their retail or trade customers.

Managing Director Sean Greenall comments: “Quoting for arched and angled frames can often be complex, but our online pricing and ordering platform helps customers simplify this process by showing all the technical information needed, including an image of the frame – now on their very own branded quote.

“This is a fantastic tool for fabricators, installers and trade counters – not only are they able to get instant quotes for angles and arches, but they can now also provide their customers with instant quotes for the same products, branded as themselves, and with their unique selling prices.

“At Premier Arches, we’re dedicated to

28 DGB Magazine - General & PVCu

making our customers’ lives easier, and this latest update to our online platform is a perfect example. From instant quotes and personalised branding to complete order management, we’re streamlining the process every step of the way. It’s all about empowering our customers to succeed, and that’s something we’re truly passionate about.”

Established in 2015, Premier Arches manufactures and supplies arched, angled, gable, circular and entirely bespoke windows and doors in a range of stocked systems, offering a full service to fabricators, trade counters, installers and local builders.

For more information, visit www.premierarches.co.uk.

NAVIGATING A RECESSION In the ever-evolving business landscape, window and door installation companies often find themselves adapting to economic fluctuations. As we face the challenges of a shallow recession, it becomes crucial for businesses in this industry to implement strategic measures to not only survive but thrive.

This article explores key strategies for window and door installation companies, focusing on highquality products, embracing smart technology, incorporating trending products, and maximizing operational efficiency.

Quality Over Quantity: Embrace Aluminium Windows and Entrance Doors Amid economic uncertainties, customers are likely to prioritize durability and longevity over short-term cost savings. Position your company as a provider of high-quality products, such as aluminium windows and entrance doors.

These materials offer not only aesthetic appeal but also durability, energy efficiency, and low maintenance, providing customers with value for their investment.

Embrace Smart Technology Windows and Doors

for

Incorporating smart technology into your product offerings can set your company apart in the market. Smart windows and doors equipped with automation, security features, and energy management systems appeal to modern homeowners. By integrating these technologies, you not only meet the demand for innovative products but also position your company as forward-thinking and technologically advanced.

processes is essential. Streamline your operations to reduce costs without compromising on quality.

Invest in efficient inventory management, adopt digital tools for project planning, and ensure your workforce is trained in the latest installation techniques. These measures not only enhance customer satisfaction but also contribute to increased profitability.

Diversify and Specialize: Ancillary Products Explore opportunities to diversify your product offerings by including ancillary products. Smart tech accessories, security features, and energyefficient solutions can complement your core products. By providing a one-stop-shop for all window and door needs, you not only increase customer satisfaction but also create additional revenue streams for your business.

In the face of a shallow recession, window and door installation companies can thrive by strategically adapting their business models. Prioritizing highquality products like aluminium windows and entrance doors, incorporating smart technology, embracing trending products such as aluminium internal doors, and optimizing operational efficiency are key steps towards maintaining profitability. By staying innovative and responsive to market demands, window and door installation companies can weather economic challenges and emerge stronger in the long run.

This article was written by ChatGPT as part of an experiment.

Ride the Trend: Aluminium Internal Doors Tapping into market trends can give your business a competitive edge. Aluminium internal doors are gaining popularity due to their sleek design, durability, and versatility. Consider expanding your product line to include these trending items, capturing the interest of customers looking for stylish and durable solutions for their interiors.

Operational Efficiency for Profitability In challenging economic times, optimizing internal

General & PVCu - DGB Magazine 29

GQA HELPS RAISE FIRE SAFETY STANDARDS GQA is supporting Fire Door Maintenance (FDM) in their efforts to raise safety standards across the industry. The awarding and qualifications writing body is developing accredited training and qualifications covering fire door installation, maintenance and inspection in partnership with FDM, which is owned by UAP Ltd, a leading door & window hardware supplier.

This month saw FDM officially open a Training Academy at Bury, Greater Manchester. Purposebuilt, the 3,000ft² Training Academy is said to be the UK’s first practical training centre for the fire door industry. With a variety of fire doors and components from multiple manufacturers, the facility will provide a dedicated space for hands-on training and classrooms for theorybased learning.

Accredited by GQA Qualifications, the Academy will offer a variety of courses aimed at fire door inspectors, installers, maintenance engineers, Building Control professionals, Local Authority representatives and duty holders in higher risk buildings. The first to launch will be a fire door inspector course, followed by one centred on fire door maintenance, and another focusing on fire door installation.

After completion, participants will receive a GQA skills card. The accredited courses and qualifications awarded by GQA are meticulously designed in collaboration with the FDM team to address life safety risks associated with fire doors.

As well as ensuring compliance with the latest fire safety regulations, the accredited training will respond to the Hackitt report’s recommendations following the Grenfell Tower fire. The inquiry into the

30 DGB Magazine - General & PVCu

tragedy revealed fire doors did not perform as expected. Out of the 120 doors in the building, 106 had been replaced and comprised different hardware from the tested door. This signifies recognition that addressing life safety is a responsibility that demands rigour, quality and demonstrated competency.

The opening of the Academy was attended by GQA. Dan Brown, GQA’s Strategic Relationships Manager says: “We are proud to partner FDM in this initiative.

Post-Grenfell, we are at a crucial time for the built environment. The proper upkeep and maintenance of fire doors is crucial for life safety during evacuations. Neglecting the responsibility to maintain fire doors appropriately is neglecting the value of life itself. The timing of the FDM Academy’s launch is exceptionally relevant, coinciding with a period of introspection in the industry fuelled by the Building Safety Act.” David Jennings, a director and founder of FDM, added: “I have been hugely impressed by all of the GQA Qualifications team. Thank you for your unwavering support. We are going to do great things together.”

Topics covered by the courses at the Academy will include

areas such as: 1. Key legislation and regulations relating to fire doors and fire door inspections 2. Different types of fire doors and their uses 3. The main components of a fire door set and their functions 4. How fire doors and components are tested and test evidence reports 5. Why fire doors need inspecting and what to inspect 6. When is a fire door compliant and noncompliant with regulations 7. How to use technology to write a fire door inspection report 8. What does a fire door inspection report contain and writing effective reports 9. Dealing with potential conflict during an inspection Further information on GQA can be found at www.gqaqualifications.com.

B U I LT B Y E X P E R T S , T R U S T E D B Y FA B R I C AT O R S

WinDoPlan: Your solution to navigate the Future Homes Standard changes Generate u-values & windload calculations Enjoy access to our technical support feedback system Breakdown the entire window into centre pane, frame and values for thermal calculations Generate customisable cross-sections and 3D images with just a few clicks TRUST VEKA, EMBRACE THE FUTURE! General & PVCu - DGB Magazine 31

THE IMPORTANCE OF ALWAYS TAKING A DEPOSIT

This particular subject matter was brought up on the Certass forum earlier this week, and it sparked a wider debate about taking deposits and stage payments and what to do if you are dealing with a customer who is unwilling to place a deposit.

The principle of taking a deposit is certainly the industry norm, although I am aware of just one or two companies I follow on social media that do not take a deposit from a client when they sign up. But personally, a deposit is perhaps one of the most important interactions between a client and a company and for a number of different reasons.

Deposit = commitment At our family run business we always take deposits when we sign up our clients. We ask for 25% and no more than that as that is maximum amount covered by the deposit protection that is offered as part of the insurance backed guarantee we give our clients.

That deposit is important for a number of reasons. Firstly it is additional cash flow on top of the remaining balances that are being paid as other jobs are being completed further down the pipeline. Second, it goes towards paying invoices from suppliers, especially the items that we have to pay up front for such as integral blinds, Spitfire doors and windows and doors from Origin.

32 DGB Magazine - General & PVCu

But third, and perhaps as important if not more so than the first two, is that it commits the client to the company. Every installer should be getting a signature on a contract of sale, and that in itself is binding. However, as I am finding more and more these days, a signature means less these days for some reason, but cash tends to hold more significance to a client. So getting them to pay that deposit to the company emotionally and financially commits them and there is a lot less chance of the client becoming flaky or unsure as the weeks go on.

As I mentioned above, there are one or two installers that I know do not take a deposit. They operate on trust between the client and the company, and whilst that is a most noble position to take, the reality is that there are as many rogue clients as there are rogue businesses and the idea of ordering products for a homeowner that hasn’t put any money down yet makes me very uneasy. It only takes one or two bad customers to renege on their agreement and suddenly the installer is liable for thousands of pounds worth of goods from their own supplier with no chance of being paid by the client. Or, it doesn’t even have to be a bad client. It could be the case that the client finds themselves in a very unfortunate set of circumstances all of a sudden and are unable to carry on with their planned works. It is a cash flow killer.

To order or not to order?

What stood out for me in the comments of that thread in the Certass forum is that people would refuse to order any products without a deposit.

That was reassuring to see, and what I would have suggested any installer to do if they had a client that was dragging their heels on not paying a deposit.

Alarm bells begin to ring for me when a client starts getting twitchy about paying anything before we have barely even begun. Thankfully, I have only ever come across a handful of customers that have been stubborn enough to say they are not going to pay anything. At that point I walk away and gladly let them be some other company’s problem.

As well as taking a deposit, on larger contracts we also take stage payments. For a lot of products we install we have to pay deposits to our own suppliers on ordering and then balances when they are delivered to us. It means we have a lot of cash outlay to suppliers before we have even got to site. So we arrange stage payments with our clients to cover those costs. Almost all of the time our clients are perfectly fine with that as we explain the reasons why and the supply chain process so there is transparency there.

However, you will get the odd client, perhaps only one or two per year, where they dig their heels in and refuse to operate by your terms.

Indeed I came across this exact scenario on a job last year. It would have been my largest ever contract both personally and in the company’s history. I put months of work into it. There were endless changes and revisions, and it was made clear from the start that there would have to be stage payments throughout the contract due to the very large number of items that were going to need to be ordered with our suppliers that required being paid for up front. Then, as it came to signing the contract and paying the deposit, the stage payments suddenly became and issue the client began to push back, claiming stage payments were never mentioned. In the end I walked away from the client. Their game-playing in waiting out signing the contract and attempts to change our own terms and conditions just for their own project gave us serious red flags. We let the job go. As frustrating as it was, considering the amount of effort and time that was put into it, the chances were that the client was going to be incredibly slow in paying the deposit and would very likely have found numerous reasons not to pay us. That wasn’t something I was going to let us get into. As it happens, I know that they went to another installer who could supply similar products and have come to find out that they are being just as big a pain in the backside with them

as they were with us, so it does look like a very large bullet was dodged there.

And this is why you do not order without some kind of financial commitment from the client. It is all too easy to wriggle backwards and become difficult when windows and doors are being installed when no money has been paid towards them. It puts the installer at great risk and it only takes a couple of bad clients to put a small installer in some very serious trouble.

A final note as well for installers, big or small, and I know it will sound insane to many, but please make sure all agreements are done on detailed contracts. Messages on WhatsApp or verbal agreements are no longer good enough to operate in this much more complicated business environment. Detailed contracts with proper breakdowns of products and agreed service protects both the company and the client from false expectations and disappointment, and prevents arguments when it comes to paying final balances.

AWARD-WINNING ALUMINIUM DOORS AND WINDOWS N O W AVA I L A B L E

The Soho External Door (OB-36+) IMAT

UP

PLIE

E

EE

L-LO

O

S

E

SLIM

S

T DRY G

L

EM

AVAIL

UF

ACTU

N

M

A

U

NCE

IE R

RVICE

A

L

E

SE

LI

IN

A

R ED

PTION

ES

COMP

ED

CE

X

T

S

E

M

SY

O

EXP

ES

AZ

D

CUST

ER

RE

T

M

E

FUTU

25

N

HO

L

M

20

E

U

L

T

CLIEN

A

TCH

E

LE

MA

N

OMIS

B

TIM

ST

D

AD

U

N

LD•FRE

T

ATAB

O

O

UALITY

BE

N

U

E

D

Q

E

ALL

R

C

RIV

N

F

-

S

C

BI

H

S

T

K

LT

U

THE U

K

Steel-look design meets unparalleled thermal performance. Complementing the highly sought after Internal Door, this latest launch is the right product to be offering at the right time.

Don’t get left behind. Stand out from the competition and futureproof your business by opening an account with Origin today.

Call 0808 192 0042 or visit origin-global.com/partner-with-origin

Bi-fold Doors

Front Doors

Internal Doors

Sliding Doors

Windows

Don't view industry news through the rearview mirror

News | Reviews | Analysis | Expert opinion @glazingblogger

www.doubleglazingblogger.com

WILL 2024 BE ANOTHER YEAR FOR BANKRUPTCIES? 2023 saw the demise of Safestyle UK and the UK Windows And Doors Group. It saw Evolution saved via purchase by Everest, and there were a number of other middle-tier bankruptcies during the course of that year.

It is hard to ignore the data that has been coming out of connected industries such as the construction sector, where insolvencies in that part of the economy are at their highest since the Great Recession.

So as our sector tries hard to seek to be more positive in 2024, are we in for another turbulent year?

These brick levels are the lowest since the Great Recession when you factor out the COVID-induced recession. Not a great signal for the health of the construction sector, and indeed this will have ramifications for the fenestration sector, with a number of our installers directly connected to the new-build market.

So we start the year with some shaky numbers, and with reports that a recession in the UK looks set to be confirmed soon, and inflation potentially rising again, it does look like we are going to see a continuation of the difficult trading conditions that made 2023 a tougher year than people had perhaps anticipated.

Shaky numbers 2023 for fenestration wasn’t a great year. You would call it the hangover year after the postlockdown boom that saw the supply chain crippled and lead times for installers stretch out into months, rather than weeks. But as it always is, what goes up must come down, and last year we saw the demise of two major players and employers within the sector.

If we wanted to try and grab a snapshot as to how our fortunes may fair this year, we could look at our bigger sister sector in construction. And you have likely been unable to avoid recent headlines and reports that say there was a near 36% rise in construction firm insolvencies in November 2023 compared to November 2019, which is the safest comparison to make when you take out COVID-affected years.

The start of the year hasn’t been that much better. For wider context, check out the latest brick delivery figures, which are a good proxy for measuring the health of the housebuilding sector:

36 DGB Magazine - General & PVCu

More casualties or buyouts?

I think many of us are pondering as to whether we will see more high profile casualties this year as we did in 2023. Although we knew Safestyle were not in the best of health, and their share price had been in a steady decline for a number of years, I’m not sure we thought we would see the demise of one of the largest installers in the UK in 2023. But we did, and even though we lost UKWDG in the summer, I think the loss of Safestyle really underlined the fragility in certain parts of our market.

And that there is an important point. It’s not everywhere that will struggle. The higher end of our market, the niche and the luxurious will continue to do well in my opinion. Those with money will spend money, and when they do, they buy well and will opt for higher quality products, especially in the aluminium part of our market.

The companies that went under last year were very much in the mass volume part of

the market. With notably thinner margins, even a modest drop in demand can pull the rug from under some companies. Add in to the mix higher interest rates, rising material costs and reduced demand, it made for a toxic mix that was the making of the end for some.

I do not see much of a change in trading conditions for our market. Labour costs remain high, and we are starting to see some price increases creep back in. Inflation looks set to be higher for longer, and if a recession is confirmed, the headlines that will be generated from that news aren’t going to be all that encouraging for people’s spending.

So does that mean more casualties in 2024, or could we see something different? We have already seen Endurance and Brisant make major acquisitions in the first few weeks of this year. Both are key market players with the spending power to acquire competitors or

find new ways into new parts of the market.

Whilst I think we might still see one or two big names go this year, I also think we will see more market consolidation with larger and wealthier companies making the most of their dominant positions to soak up more market share or enter new markets without having to invent new products themselves.

I still think it’s going to be quite a volatile year, and we haven’t even mentioned the cost of energy, living and the upcoming election.

It is best to be prepared for all outcomes, assume a recession and if it doesn’t come then it is a bonus, and keep focused on the work that matters and is most profitable to you.

General & PVCu - DGB Magazine 37

UNITY DOORS & JCK JOINERY DEBUT AT THE FIRE SAFETY EVENT NEC - 30TH APRIL TO 2ND MAY We’re really looking forward to seeing you The Unity Group will be showcasing at the Fire Safety Event at Birmingham NEC - set to be ‘the’ industry show of the year and even more successful than last year! We’re eager to join with the wider industry to demonstrate how we’re making strides in improving fire safety. In recent years we’ve invested greatly in our testing and certification to bring our clients a comprehensive fire door solution.

Unity Doors & JCK Joinery A united front for all your fire door needs

testing and certification programme in order offer a fire door solution that marries style and exacting safety standards. We’re looking forward to presenting a selection of our latest fire door styles at the stand and talking to prospective customers of course.’

Why Visit the Fire Safety Event?

‘The Fire Safety Event is dedicated to supporting industry professionals and organisations in improving and maintaining the highest standards in fire safety management.’

It’s been profiled as the ‘do not miss’ fire industry event, which is reason alone and is headlined to be an ‘electrifying showcase’ of the latest products and solutions in fire safety.

Both Unity Doors and JCK will be heading to the event, so prospective customers and our industry partners can enjoy the opportunity to discover how, as a company, we unite fire, security and safety. We’re dedicated to bringing our clients more than just doors, with a dependable allencompassing solution, underpinned by technical expertise and led by attentive customer service.

•

Gain industry insights with leading industry experts including government officials, lawyers, and manufacturers

•

Source 10,000+ of the latest fire protection and prevention products and solutions

•

Receive practical advice and experience live demonstrations

For over 20 years we’ve been the preferred fire door partner of choice for an extensive client base.

Today we’re driven by innovation, continuing to expand our certification and are pleased to boast a stylish range of both solid core composite fire doorsets and bespoke timber fire doors which combines the highest fire safety standards and contemporary design. Whether it’s solid core composite fire doors (SBD, FD30s, UKCA marked) or timber fire doors with access control (SBD, FD30s, FD60s, UKCA marked) we’ve an extensive choice with fire safe glazing options too. All backed by excellent customer support and supply and fit service (BM Trada Q Mark certified.)

•

Network with the entire community of 9,500+ fire safety professionals

•

Speak with the Unity Doors team and discover more about our premium quality fire door solutions. We’ll also be offering the chance to enter a free prize draw.

Commercial Director, Liam Kelleher had this to say about the upcoming show.

‘We’re really pleased to be exhibiting at this year’s Fire Safety Event. Over the past couple of years especially we’ve invested intensely in our 38 DGB Magazine - General & PVCu

Register for your free ticket here: Come along and speak to us, see our fire doorsets for yourself and find out why we should be your fire door partner of choice. (Stand 5/C65) Find out more: https://www.firesafetyevent. com/exhibitors/exhibitors-unity-doors Web: https://unitydoors.com/fire-doors

General & PVCu - DGB Magazine 39

IS SHOWCASING AT THE FIRE SAFETY EVENT

OU R S I S A TA L E OF T WO S TOR I ES

APRIL 30TH TO 2ND MAY STAND 5/C65

leading manufacturers of premium quality, solid timber core composite fire doorsets. heritage joiners with over 150 years experience providing bespoke, timber fire doors with access control and fire safe glazing.

Both bring you the very best in style, safety and security, underpinned by robust third party testing and certification.

uni t ydoo rs. co m FD30s | FD60s | UKCA marked external fire doors | Bespoke styles | SBD | Access control

DGB | 2024

WWW.DOUBLEGLAZINGBLOGGER.COM

DYNAMIC, SHARP, AND ENGAGING WITH OVER 5550 PUBLISHED ARTICLES, 6580 COMMENTS AND APPROACHING TWO MILLION PAGE VIEWS, THE GLAZING INDUSTRY'S FRESHEST, SHARPEST AND RELEVANT OPINION AND DISCUSSION IS ON DGB. During 2024 DGB is set to be read by over 250,000 people, with over 200,000 of those unique.

They will generate over 350,000 page views this year alone. DGB continues to grow and expand, covering even more of the diverse sector that is UK fenestration. Join the industry's best conversation: www.doubleglazingblogger.com

BUILDING OUR SKILLS ANNOUNCES EMPLOYABILITY SKILLS CLINIC FOR BESPOKE INDUSTRY CAREERS FAIRS IN MARCH

Building Our Skills – Making Fenestration, Glass and Glazing a Career of Choice says that ‘employability skills clinics’ are to feature at the first of its series of bespoke industry careers fairs in March.

“The employability skills clinics should play a major part in attracting schools and students to the fairs,” says Mark Handley, Building Our Skills’ Partnerships Manager. He adds: “Discussions with local authorities have highlighted just how helpful these clinics will be in helping students to think about the fenestration, glass and glazing industry.”

The employability skills clinics will cover CV writing skills, top tips for interviews, personal skills assessment, training, qualifications, apprenticeships and other career pathways.

Building Our Skills aims to show 42 DGB Magazine - Skills

the industry to over 1,000 school children and their teachers over the course of two pilot events in March. If the two pilots are successful, these will become annual events enabling the initiative to keep in touch with those who attend as they get closer to thinking about their careers. It is expected that the events will expand into other areas of the country where Building Our Skills is already working with other local education authorities.

‘Career Families’ are another facet of the careers fairs that will help students understand the many career options open to them as they get closer to the world of work.

The eleven ‘families’ together encompass over 100 individual roles, demonstrating career progression opportunities, training, qualifications and how students can start out on their

career journeys in the industry.

Teachers, parents and students who want more information about the employability skills clinics or career families can email sayhello@buildingourskill s. co.uk and ask for details.

The two pilot events are to be held in March 2024 as a part of National Careers Week. The first will be in South Yorkshire at the Oakwell Stadium, home of Barnsley FC, and the second in Manchester at the Etihad Stadium, home of Manchester City Football Club. Building Our Skills is working in conjunction with the education bodies in South Yorkshire and Greater Manchester to bring these events to fruition.

For those in the industry who would like to participate, or would like more information initially please click on this link ht tps://online.flippingbook. com/view/916107420/

BUILDING OUR SKILLS MAKES APPEAL

Building Our Skills is making an appeal – please get involved.

Building Our Skills – Making Fenestration a Career of Choice is in the final stages of its planning for two industry bespoke careers fairs at the start of March as a part of National Careers Week.

The two events will feature over 30 of the industry’s best known names who are aiming to talk to over 1,000 students about 50 careers that are available if they look at the Fenestration, Glass and Glazing sector as their career of choice.

So what do we need you to do?

Building Our Skills has opened a GoFundMe page to raise money to hire minibuses and coaches to help those schools who do not have their own transport to come along and learn about the industry.

All donations, whether £5 personally, or a corporate donation will be hugely welcome

and greatly appreciated.

To make a donation click here https://gofund.me/b8cb6e44 To learn more about the two pilot events that Building Our Skills is promoting and is then looking to roll out across other areas of the country, click here ht tps://online.flippingbook. com/view/916107420/ Thank you, let’s show what a supportive industry ours is, and let’s do what we can to get youngsters hearing about, and understanding the fantastic opportunities that the Fenestration, Glass and Glazing industry can offer to meet their career ambitions.

SKILLS SKILLS Skills - DGB Magazine 43

GQA AND ABSOLUTE TRAINING SOLUTIONS GET TWENTY-FOUR SKILLS BOOTCAMP LEANERS OVER THE LINE GQA Qualifications and its approved centre, Absolute Training Solutions are together helping to give self-employed people the opportunity to build up sector-specific knowledge, learn new skills and further enhance their job opportunities within the green energy sector. The work is part of a series of so-called ‘Skills Bootcamps’, which are affiliated to the Government’s ‘Lifetime Skills Guarantee’, funded through the Department of Education’s National Skills Fund.

Twenty-four learners have so far successfully completed the green energy Skills Bootcamps through the partnership formed between the awarding and qualifications-writing body GQA Qualifications and Absolute Training Solutions.

Skills Bootcamps take the form of flexible courses of up to sixteen weeks. They are fully funded for anyone aged nineteen or over who is employed either full-time or part-time, unemployed, self-employed, a serving prisoner due to be released within six months of completion of a Skills Bootcamp or on temporary release. A cost subsidy is also available for employers wishing to make use of Skills Bootcamps in order to reskill staff or develop their responsibilities.

Skills Bootcamps are offered in several sectors including Digital, Technical, Green Skills, Logistics, Construction and Rail. Absolute Training Solutions and GQA Qualifications have concentrated mainly on the area of Green Skills, providing training and Level 3 NVQ qualifications in Cladding Occupations and Curtain Wall Installations with the aim of helping to further the careers of self-employed installers. Interestingly, the course content not only focuses on job knowledge and NVQ evidence, but also covers a number of different

44 DGB Magazine - Skills

topics including health and safety, personal development, equality, diversity and online courses to help develop positive attitudes and behaviours including mental health awareness.

Sean Monaghan of Absolute Training Solutions said: “We are proud to have been selected as a training provider for the Skills Bootcamps initiative, which is a great means of not only helping self-employed individuals gain further opportunities including supervisory roles or management positions, but a way of helping them gain new skills to develop and progress within the green construction sector. Mental health and welfare are important areas within any sector, and the course has been designed to help self-employed learners develop their personal skills, ways to deal with stress and a growth mindset.

“We’d like to thank The Growth Company as the lead provider with whom we have been working during this initiative. The Growth Company is an award-winning social enterprise with a mission to enable growth, create jobs and improve lives. The DfE provided funding to The Growth Company, and as a specialist subcontractor we work in partnership with the latter to deliver this course to GQA candidates.

The Growth Company has been very supportive throughout the whole process, especially in terms of provision of advice and guidance on safeguarding and quality improvement.”

Speaking about their experience, Skills Bootcamps participant Liam Carter (Fenestration

Installation Level 3) said: “I learnt many different skills including safety aspects, identifying problems and putting control measures in place. I also learnt more about energy efficiency glazing and the different categories of glass. My new skills will help me on the road to progression within the workplace and help me in the future take the lead on my own gang/work group as a supervisor. Also, it will raise my income to provide extra for my family. It was an absolutely fantastic experience from start to finish. Paul Wingeatt (Tutor) helped me massively during the NVQ level 3 and I would recommend the course to anyone looking to progress.”

Drew Hodgkins (Cladding Occupations Level 3) said: “The Skills Bootcamp has helped me in many different ways, and I think it has helped me notice a lot more around the site. This includes health risks, how to observe other people’s behaviour and what can happen around the work environment. The skills will help me in the future to be able to work more independently as well as improving my teamworking skills.

Overall, the experience has been a good one. I am glad to have learnt new skills and achieved my qualification. All the help provided by my Tutor (Paul Wingeatt) and the information provided by Absolute Training Solutions Ltd was fantastic. I would definitely use the service in the future to gain more NVQ qualifications.”

Lee Davenport (Fenestration Installation Level 3) observed: “The Skills Bootcamp was really interesting because it taught me about energy efficiency. I learnt about the different types of glass and the rating system put in place. In the future, I would like to be a manager and eventually start my own company. The Skills Bootcamp has put me on the right path to gaining the skills and knowledge to be successful in the future.

My experience during this qualification was brilliant. My Tutor, Paul Wingeatt, was always available to me for guidance and to answer any questions. I would highly recommend anyone who wishes to gain qualifications in construction to speak to Absolute Training Solutions Ltd. The materials and resources made available was also appreciated especially on Health and Safety and mental health.”

Meanwhile Raimonds Herbergs (Cladding Occupations Level 3) commented: “I learnt a lot of things I didn’t know before during my studies with the Skills Bootcamp. I have gained more confidence because the focus was not just on my skills, but on my knowledge, including how I work with people around me. For example, how to help people who are struggling or feel depressed at home or at work. In the future, I will pass on my knowledge and skills to colleagues and also build on the knowledge gained from the NVQ Level 3 and the Skills Bootcamp. Also, I appreciate the support from my Tutor and Absolute Training Solutions Ltd. When I didn’t understand the meaning of a phrase, my Tutor was able to explain the meaning or use other questions and examples to help me understand.

Thanks to all the team.”

Speaking for GQA, Jim Gregory, EQA, said: “The fact that Absolute Training Solutions is providing mentorship and engagement through Skills Bootcamps is terrific. They are giving learners opportunities to build sectorspecific skills and are increasing their chance of career progression. I am particularly impressed with the fact that the initiative does not focus solely on vocational knowledge, but is helping to develop learners’ positive attitudes and behaviours as this will be invaluable to them going forwards.”

More information on GQA is available at www.gqaqualifications.com.

QUALITY CONTENT

FAR REACHING

LATEST NEWS FIRST

Tackling genuine, thought provoking UK glazing industry issues on a daily and independent basis

Set to be read by over a quarter of a million people, creating over 350,000 page views (estimated 2024 stats)

Read the most important breaking news, features, opinion and PR long before you'll see them in print

WWW.DOUBLEGLAZINGBLOGGER.COM