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Welcome to the Digital Magazine EDITION 6

From the industry’s leading independent fenestration media website

THE COMING AGE OF VENTILATION

F E AT U R E D

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CNC Recycling Joins National Fenestration Awards As Brand New Category Sponsor

Even Trickle Vents At 1.4 U-Value Isn’t Convincing Peple

There Is An Absolutely Valid Discussion To Be Had About Ventilation

Ultra-Premium Avantal Interest Is Considerable Says Endurance

Glass Energy Surcharge Reduces In March

Fenestration Leaders Interviews: Neil Evans, MD Of VEKA UK

Haffner Launches New Machine To Support Fabricators With New Part F Regulations

Slowing Q4 Sales But Third-Best Quarter In a Record-Breaking Year

Glazerite Highlights Key Role Of Its Apprentices

A Day Of Major Financial Pain

Installers Need To Be Careful When It Comes To Cash Flow

Premier Arches Secure Investment From New Board Member Joe Trueman

Consumers Reject ‘Plastic’ Home Improvement Products - Poll

Making Your Space Partners With Business Micros Group

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Best Member Engagement Award For Certass Emily Wallace, Interim Chief Executive, Trade Association Forum, said: “The judges were impressed by the scale and success of Certass’s membership engagement during the pandemic. Certass launched their Members Facebook Forum, and within 48 hours of launch, there were 150+ members, by the end of March 2020 they had 400. Today it remains a lively, engaging community with 850 members who regularly attend Certass Facebook Live events, ask questions of other members and engage with the team.” Danelle adds: “With the impact that the up-andcoming Building Regulation changes will have on our industry, our forum is the best place for installers to get their questions answered, through posts, comments and our regular Facebook Live sessions.” Installers get access to the award-winning Certass TA Forum included with their membership of Certass.

Sponsored Content Certass

Certass TA has won the top trophy for Membership Engagement at the Trade Association Forum (TAF) Best Practice Awards. Now in its nineteenth year, the awards are supported by the Department of Business, Energy and Industrial Strategy (BEIS). Held at Drapers Hall in London, the event recognises excellence, innovation and best practice amongst Trade Associations in a range of sectors in the UK, and engagement for the glazing industry came out on top. Danelle Vanstone, Head of Member Services says: “We are delighted to collect this award for membership engagement. It is the pinnacle of the service we always try to deliver to the local businesses within the glazing industry.” “Historically, associations in the glazing sector have been funded by and focussed on large national installation business and manufacturers. Certass Trade Association set out to change that, to give local installers real, practical support that is easy to access and give them a platform where they can share their views, concerns and get up-to-date advice and information from those in the know.

AWARDS “The Certass TA Members-only Facebook Forum has driven this throughout the COVID-19 pandemic and beyond and it remains a lively platform where installers can get fast answers to technical queries and business support from myself and Jon Vanstone, our Chair.”

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CNC Recycling Joins National Fenestration Awards As Brand New Category Sponsor With the 2022 National Fenestration Awards campaign about to begin, the industry’s leading awards platform is happy to announce that CNC Recycling is joining the awards as a brand new category sponsor. CNC Recycling is a nationwide PVCu recycling company that has just opened its newest branch in Shepton Mallet near Bath. This brings their total of recycling centres to 9, with plans to open more in the future. Given the rapid advance of PVCu recycling, and the huge sustainability push the industry is about to embark upon, CNC recycling is incredibly well-placed to take advantage of this burgeoning new sector. Lee Clarke, Director of the National Fenestration Awards, commented: “CNC Recycling is really pushing forwards with their expansion plans and as winners in the 2021 campaign, it’s fantastic to have such an innovative and energetic company join the growing NFA family for 2022. We’re looking forward to being able to promote their message across our network and help them to reach as much of the fenestration sector as possible!” Melanie Reid, Managing Director of CNC Recycling said: “We are joining the National Fenestration Awards at a brilliant time. Coming off the back of our own win in 2021, and with our newest branch opening up in Shepton Mallet, we’re really looking forward to partnering with the NFAs to bring CNC Recycling to as much of the sector as possible, as well as supporting the most progressive and inclusive awards the sector has.” The 2022 National Fenestration Awards campaign is due to start shortly and will feature a whole host of new additions to the categories list, as well as an updated nomination and voting schedule.

Stay connected with the NFAs: Web: fenestrationawards.co.uk Email: info@fenestrationawards.co.uk Twitter: https://twitter.com/NatFenAwards Facebook: https://www.facebook.com/NatFenAwards LinkedIn: https://www.linkedin.com/company/5172662

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Eurocell Joins National Fenestration Awards As New Ambassador Sponsors

Eurocell, the UK’s largest fenestration and home improvement products suppliers, have joined the National Fenestration Awards as Ambassador sponsors for the 2022 campaign.

but to get our message and brand out to as much of the industry as possible. The NFAs are a marquee event in the industry calendar and we’re excited to build a very positive relationship between us.”

This year’s awards campaign, using the hashtag #NFA22 on social media, kicked off on Valentine’s Day to great energy and fanfare, with a new calendar, brand new categories and an awards event set to bring the fireworks in November!

The National Fenestration Awards are the only awards platform that is run and decided by the participation of everyone in the sector, from the factory floor to the boardroom. Nominations, shortlists and voting are put together entirely by industry input, which makes them the most inclusive awards the sector has. An updated categories list for 2022 also reinforces their claim to be the most inclusive too.

UK-based Eurocell is the country’s largest fenestration systems company and supplier of home improvement products, such as the Kyube Garden Room, composite decking, conservatory roof products, as well as a wide range of ancillary products. They also have one of the most extensive trade counter networks across the entire country. Director of the National Fenestration Awards, Lee Clarke, commented: “having Eurocell on board as an Ambassador as we start a new campaign is fantastic news and we’re really looking forward to building a productive partnership together. Eurocell is one of the biggest and leading systems companies in the entire sector, and after their success in the 2021 campaign, we know that their support is going to ensure 2022 is even better. We welcome them onboard our growing platform!” Andy McDonnell, Managing Director of Eurocell, also commented: “We have seen the NFAs grow year after year, with their open and inclusive approach to the entire sector, and we see a fantastic opportunity to work together to not only support the awards 6

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Nominations for #NFA22 are now open and you can take part here: https://www.fenestrationawards. co.uk/nominations/ Stay connected with the NFAs: Web: fenestrationawards.co.uk Email: info@fenestrationawards.co.uk Twitter: https://twitter.com/NatFenAwards Facebook: https://www.facebook.com/NatFenAwards LinkedIn: https://www.linkedin.com/company/51726620

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Even Trickle Vents Convincin The trickle vents are coming! It’s not as scary as it sounds, despite the opposition from a variety of facets of the fenestration industry.

This is the progress of the poll so far:

Indeed, on June 15th, that will be the date as published by Government, where the reality will be all windows will need to be fitted with trickle vents. There’s a tad more nuance than that, something which I will explore in my next post. One of the biggest gripes with trickle vents is their lack of insulative properties and tendency to let in drafts even when closed. So, when an industry friend approached me to do a quick Twitter poll based on a possible solution, I wanted to see what kind of reaction it would get.

No support for a better trickle vent As I mentioned, one of the biggest problems our sector wheels out when it comes to trickle vents is that they let out too much heat, they let the cold and air in even when they’re supposed to be closed, and they generally bring down the overall efficiency of the window. So, to that end, when an industry friend of mine came to me with a question, we put it to a poll on social media to judge what support we could get if the sector could get their hands on a trickle vent with a u-Value of 1.4. The significance is that this is also the new u-Values set in the updated version of Building Regulations.

As you can see, there is pretty much no support for a trickle vent that could achieve the same newly revised u-Values. This is disappointing, and a continuation of the attitude that when it comes to change, our sector simply sticks its head in the sand and pretends it’s not happening. I sense that even if the perfect trickle vent came along, one that you couldn’t see, was Passivhaus standard, was built to a high quality, was effective when closed and actually looked good, the industry would still dismiss it. I suspect because it would be called a trickle vent.

Attitude change I sat in a webinar late this afternoon with a major systems company who was kindly running through the various changes to the various documents within Building Regulations. What became perfectly clear is that these sets of revisions are only the start of a longer process where

BUILDING REGU 8

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At 1.4 u-Value Isn’t ng People regulations are going to be changed and made more demanding as the years go on. Culminating in the Future Buildings Standards. More on that in another post. But the long and short of it is this: ventilations requirements will become stricter, overheating considerations will become more important, WERs are going to be pretty pointless and u-Values and energy efficiency will have the same level of importance as ventilation. Therefore, we are all going to have to have an attitude change towards our work and profession whether we like it or not. The laws are changing and we are going to have to adapt, just as we always have done when it comes to challenges that are presented to us. Just look at what we have had to weather over the last two years with the pandemic.

From now at our own place, we will be making clear to clients what the new rules are, why they are being brought and that companies who do not follow the new guidelines will be installing work that does not follow updated regulations and could pose problems down the line. I have already been using that approach to my own clients over the last few weeks and it hasn’t impeded me from winning orders. If you can set aside your own personal feelings and try to use them as a positive then I would say that is the better angle. Given our recent history, and the very acute focus on health, ventilation is now a much more integral part of our sector and wider conversation. This is the new normal.

Ventilation in homes is going to come into a much sharper focus between now and 2025, and windows have a role to play. To those that say other installers who aren’t not bothered about following the new rules will just steal good business away, yes, that is a perfectly reasonable assumption. However, I would say to all the professional companies out there, don’t whine about it. Make it crystal clear to your clients what the new rules are and why they are doing it, and become very vocal about the consequences of using a company that doesn’t conduct their own business as it should. This is not a new concept, we have all had competitors for years and we know what our own USPs are above others.

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The Future For Window Ener The ramifications of the updated Building Regulations are becoming known as each day and week passes. As I understand it, there continues to be discussions at high levels about the implementation of them, in particular when it comes to new rules on background ventilation and the much talked about trickle vents. But one other area of the fenestration sector that is at risk of serious disruption is Window Energy Ratings. Should trickle vents be installed in all windows, whether it is retrofit work or new-build, this is going to have a significant impact on WERs and their future.

Window Energy Ratings at risk? Window Energy Ratings, provided by the BFRC, has been a mainstay of measuring the energy efficiency of windows for a decade or two. It’s that A-E scale that has become familiar on a range of products, not just windows, which tells you what level of energy efficiency that product provides. But we have a problem. As far as I understand, the energy performance certificates on window products that we have right now are based on windows that do not have trickle vents installed as part of the test. I’m not aware of other factors such as Georgian bars, leading and other decorative glass features are included in testing, but that’s a tangent to go down another day. The issue we’re going to have is that if we end up in a scenario where all window installations in all settings have to have trickle vents then the existing Window Energy Ratings are going to become invalid as testing at the time would not have included it. So what happens if this becomes reality? Suppliers would face a couple of scenarios as far as I can see. They would have to spend even more time and money on getting their products retested with trickle vents included to be able to issue new, up to date Window Energy Ratings certificates. Or, they would have to find another way to show that their windows can comply with the new Building Regulations and their new lowered u-Values, whilst also including trickle vents. Well, the second option is already available. Companies will already

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know what u-Values their window can achieve. If we face a scenario where trickle vents will be made mandatory in all windows in all settings, I cannot see that fabricators are going to be rushing to get their WERs redone. If they can prove their u-Value is compliant, which many systems on the market already are, then that is the route they will go. It would then cause a serious shift towards u-Values more generally as a means of measuring efficiency, which some will argue is the more accurate way to judge energy efficiency in a window or door anyway. Then consider this in a roadmap of 3-5 years. There are going to be further revisions downwards of u-Values each time Building Regulations are updated. The Government fully intends to bring them down below 1.0 in the medium term. If we don’t end up having to fit all new windows with trickle vents this time around, you can bet your last quid that they’ll get us to do that sooner rather than later. So, every time the goalposts are moved,

ar e companies really going to get all their windows retested each time just to update their WER certificate? No, they won’t. More and more of the industry will revert to the ever-popular u-Value method and use that to prove compliance and make life easy for themselves.

rgy Ratings Looks Uncertain As I see it, Window Energy Ratings and their use may be about to look less embedded.

course what I explore above would be a very possible outcome. Since these newly revised Building Regulations dropped just before Christmas, I have been having very regular discussions with a number of parties and how their implementation is going to look. What is becoming very clear is that over time the Government really wants to bring u-Values down further and further. So whilst new minimum u-Values for new windows going into existing dwellings is going to be 1.4, in future revisions we’re going to see that number come down. Some believe we are headed below 1.0, perhaps 0.8 when it comes to new-build, with retrofit work to follow a couple of years after that. Should that be the case, then there is going to have to be some serious innovation in the window market to be able to achieve those sorts of figures.

Future u-Values All that above is totally dependent on how installers are going to be required to comply with the new Building Regulations. That I believe is something that is being worked on now. If there is a way to comply with the new regs without having to install trickle vents in every window then the scenario above is going to be massively tempered and the amount of upheaval is going to be severely limited. But, if methods of compliance are going to compel window installers to fit a trickle vent into everything, then of

That is where you’ll see the triple glazing versus vacuum insulated glazing (VIG) debate fire up again. It will of course be a battle of the vested interests in that one. Manufacturers of the products involved would lobby heavily to promote their own solutions as the path forwards. But with the addition of VIG to the market, there is now another way, consuming far less material, to achieve u-Values that are already way ahead of current requirements. As we start on this path of Building Regulations focusing more on energy efficiency and ventilation, the role u-Values are going to play is going to become more and more central.

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As we approach the time where installers are deliberating on how to implement new guidance to abide by new Building Regulations, specifically on trickle vents, the debate about rules, what you can or cannot do, is going to heat up, with all sides having some skin in the game. So over the next few weeks, my own advice is to try and cut through the noise and vested interests and listen to what actually matters and what the rules are. Do what is needed to ensure your business follows the rules. Aside from that, and if we take a wider view of the whole debate, there is absolutely a very valid discussion to be had around ventilation and how our industry can play a part.

Ventilation increased

must

Consider the road constructionbased trades have been on over the past couple of decades. We have all been told to make our products and our buildings as insulated and warm as possible. Loft insulation, cavity wall insulation, floor insulation, new energy-efficient boilers, new energy-efficient windows and doors and even more than that. We have all been doing as much as we can to block up every hole, every gap, all in the aid to keep people and their homes as warm as possible. It’s a noble and logical thought. Warmth requires heating and heating costs money. So why not make homes require as little heating as possible to save money? It’s only becoming more obvious, and certainly so due to the pandemic,

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that ventilation actually plays a vital role in keeping a house and those within it healthy. Problem is, we live in Britain. The weather is garbage for a large portion of the year which leaves most of the population disinclined to ventilate. We’re not a country blessed with the weather that makes you want to throw open the windows and doors and let the outside in. Nevertheless, if we are going down this path of increased energy efficiency and better airtightness then we are all going to have to talk about ventilation in our homes. We have to. If you are in sales like I am and you go to see clients in their own homes you will no doubt have come across increasing cases of dampness and mould in homes. Generally in the corners of bedrooms, bathrooms and kitchens and usually fairly close to the windows. In those cases, I always ask the client how often they open their windows. They nearly always say never. That is what we’re dealing with. Whether it is security concerns, apathy or weather excuses, we have a population that is averse to ventilating their homes.

Why is there problem?

such

Trickle vent makers will tell you that installers need to simply explain the benefits of trickle vents. If it was that easy, we wouldn’t even be talking about this. The industry is split heavily too. I have had tweets from system companies who are less than enthused about them, shining light on the money invested to make their profiles as efficient as possible. I feel

There Is An Absolutely Valid Discussion To Be Had About Ventilation fabricators are split on the issue, and the vast majority of installers are just not for them. So why is there such a problem? Ask installers and they will tell you that their aversion to them is driven by the loathing of them by homeowners. Ask fabricators and they’ll tell you installers just do not like them. And so on and so on. Putting my consumer-facing hat on, and speaking from experience, homeowners tell me they don’t like them because they cannot stand how they look. Many cannot accept any advantages they bring because of how they look. I live in a newbuild and all my windows have them on. Looking at the ones I have, I find myself unable to disagree with my clients. They’re unedifying, cheaplooking and unsightly.

bumper two years, and the tech such as 3D printers to experiment and test until we come up with a product that will unlock the resistance to additional ventilation. Our industry, as well as others, do have to start talking more about ventilation and what role we can play in making homes more energyefficient but also more healthy. And that conversation extends to more than just trickle vents. Educating clients about the benefits of cleaner, fresher air inside a home is something we’re all going to have to do if the road Building Regulations are on continues. We will have to move beyond resisting progress and learn to work with what is changing. Something our industry is generally always allergic to.

Herein lies the problem, but also the solution to breaking down a barrier and starting the ventilation conversation more purposefully. If the industry can start to produce better-looking trickle vents, then we will start to see things change. Yes, there are some concealed trickle vent products out there, but not everyone uses them. Our industry needs to commit some time and money to the R&D of a range of high quality, aesthetically minimal, noiseresistant and air-tight vents that window systems can adopt across the board. You do that and I can guarantee you that the perception of trickle vents with the public will start to change. Here’s the good news. We have all the tech and money we need to be able to do it. Our industry has the right minds, the money after a

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Ultra-Premium Avantal Interest Is Considerable Says Endurance Cherry. The edgebanding has also been upgraded to a textured premium white finish, while the internal face features an ultra-matt, premium smooth white internal face. It’s a product design and specification that’s been 18 months in development and Avantal will also incorporate a new flush-mounted and matching glazing cassette system. The look and feel are distinctively aluminium, yet at a better price point with dedicated ultra-premium hardware that comes with a lifetime warranty and a 3 Star Sold Secure Diamond cylinder as standard. There are five initial urban-inspired door designs with the Avantal range with more to come, as the product is developed further to include aluminium inlays among other features. Like their standard offering, there’s also the benefit of a unique Moisture Barrier System (MBS) and a well-thought-out 3-step wet glazing process to the glazing apertures for long-term product performance, as is part of the Endurance DNA.

Endurance Doors are now taking orders for their revolutionary and ultra-premium Avantal composite door, with a number of Installer Partners now gearing up their respective showrooms with a flagship display of perfect product innovation and intuitive design. Avantal is a game-changer for the composite door market and is based on the proven and nextgeneration solid timber core chassis of Endurance, yet featuring ultra-matt Black, Anthracite Grey and Signal Grey smooth finishes, along with the woodgrain inspirations of Anteak and Rustic

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Stephen Nadin, Managing Director of Endurance Doors explained the product rationale and said: ‘Avantal is unquestionably the next stage in the evolution of the composite door market, thanks to its ultra-premium proposition. Our Installer Partners are literally queuing up to add it into their respective showrooms and the sales potential for the remainder of 2022 and beyond already looks significant. He added: ‘Avantal is part of a wider development programme to make Endurance and our respective brands the number one name for trusted product quality, true innovation and marketing excellence.’ For further information on the Avantal composite door, including the latest colours and finishes, please call the sales office on 01652 659259, visit https://endurancedoors.co.uk, or e-mail marketing@endurancedoors.co.uk. You can also add to the Twitter following @EnduranceDoors. Sponsored Content Endurance Doors

We’re Driving Down Lead Times Says Endurance

Endurance Doors are now driving down lead times for their bespoke, solid core composite doors to five weeks, with plans to take this to a twelve working days standard following a sustained period where material supply, consumer demand and other social and economic factors have pushed times out considerably. Throughout the last two years, Endurance Doors have been communicating effectively to their nationwide network of customers and Design Partners, given unprecedented challenges and yet they’ve been investing heavily across the business. New business systems have been implemented including the new Amicus platform, which greatly improves customer communications through an automated ticketing and tracking system, something used effectively by trusted businesses in consumerfacing sectors in the UK and beyond. Stephen Nadin, managing director of Endurance Doors explains this further and said: ‘Now that the supply chain has started to stabilise we’re getting lead times down to five weeks and the plan is to get this to a twelve working day standard in the coming months. We’ve invested heavily in systems, process

and capital equipment and have recruited well over this period too. He continued: ‘We’ve also built relationships with local schools and colleges and have a proactive capital investment programme to support further growth, after a year in which we’ve grown 85%. 2022 will be a year in which we’re investing more than ever in the overall customer experience and are already recruiting for further members of our customer care team to help make us a standout business in the sector.’ For further information on the Endurance composite door range, including the latest colours and finishes and ultra-premium Avantal door, please call the sales office on 01652 659259, visit https://endurancedoors.co.uk, or e-mail marketing@endurancedoors.co.uk. You can also add to the Twitter following @EnduranceDoors.

Sponsored Content Endurance Doors

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Morley Glass Boosts Uni-Blinds Manufacturing Capacity As Integral Blind Demand Jumps 46% Morley Glass has invested more than £750,000 to increase its capacity for manufacturing its UK market-leading UniBlinds range of integrated window and door blinds by a further 50%. The investment comes in a year when Morley Glass has produced record volumes of Uni-Blinds, up 46% versus the previous year, reflecting the strong demand that installers are experiencing for the ultra-modern shading and privacy solutions provided by the range. A new state-of-the-art production line for making insulating glass units complete with ScreenLine Venetian blinds in the cavity has been installed, which means Morley Glass now has three dedicated production lines in all. Installed by long-standing machinery partner Best Makina, these will enable Morley Glass to manufacture up to 6,000 high quality integral blind units every week to support the growth in demand from its nationwide installer base. The new plant means the Morley Glass factory in Leeds now incorporates five systems for manufacturing the Uni-Blinds SV System, a cordless sliding Venetian blind that utilises a patented magnetic system to enable long term, effortless operation. This system continues to be the most popular option amongst Uni-Blinds installers, accounting for 70% of all Uni-Blinds sold, driven by homeowners who want a sleek shading and privacy system that will perform reliably over a long service life. Ian Short, MD of Morley Glass says: “It was only four years ago that we made our last major investment in our manufacturing capacity, but the strength of growth that we have seen for Uni-Blinds, particularly over the past two years, has exceeded our expectations. This required us to commission further new machinery earlier than we had anticipated ensuring we stay ahead of the curve.

manufacturer. With sustained long term growth over two decades and recent annual growth of around 50%, we know how important it is not to rest on our laurels and we are already planning ahead for the next investments.” The addition of new production lines at Morley Glass’s 50,000 sq. ft site near Leeds comes hot on the heels of a number of other recent investments by the company. In the second half of 2021, the company replaced its machinery for processing postconsumer waste glass for recycling with a new automated plant capable of handling much larger volumes. And in the same added six Luton vans its industry-leading on Uni-Blinds, when Thursdays.

period, Morley Glass to its fleet to maintain 10-12 day lead time ordered by 10am on

Ian adds: “In a competitive market we never stop investing in our machinery, innovative products and processes to ensure window and door installers get the very best quality products backed by superb service. That’s what our recent investments are all focused on giving our customers total confidence in the Uni-Blinds brand every time they order.” Morley Glass has grown to become the world’s largest manufacturer of bespoke sealed units with ScreenLine® integral blinds inside. Its products are suitable for all types of windows and doors, including bifold doors, and supplied nationwide to customers with complimentary delivery in the industry’s shortest lead times. Find out more about Morley Glass: www.morleyglass.co.uk. Sponsored Content Morley Glass & Glazing

“Importantly, it gives our factory the capacity we need to respond to the growth in Uni-Blinds sales over the coming years and supports our change of focus to being 100% an integral blind unit

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Glass Energy Surcharge Reduces In March Finally, a slight reprieve in the relentless surge of price increases that have hit the UK fenestration sector for the best part of two years! Glass energy surcharges are to reduce slightly in March. So although that is not a complete removal, it’s the first time in a long time where we have seen a genuine decrease in costs. Glass prices level off In new information posted on a supplier website:

For orders placed on and after Friday 1st April 2022,the energy surcharge has now been set at 12p/kg. Timeline of energy surcharge: Orders delivered between 1st October 2021 – 31st January 2022: 12p/kg Orders placed between 1st February 2022 – 28th February 2022: 21p/kg Orders placed between 1st March 2022 – 31st March 2022: 15p/kg Orders placed between 1st April 2022 – TBC: 12p/kg So according to that information, energy surcharges will be back at the levels seen at the start of the year. This will come as welcome news for much of the sector who were perhaps wondering at some points whether the major inflation we were all seeing would ever actually end. The news about the reduction in the glass energy surcharge is however a single shred of good news as there is no sign yet of other major fenestration sector materials beginning to come back down. Unfortunately, as the tragic events in Ukraine unfold and energy prices spike dramatically higher, I can see energy surcharges on glass begin to rise once again. The price of gas in Europe rose more than 50% in one day. There will be effects on all sorts of supply chains that we may well begin to feel the effects of before too long.

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Window Of Opportunity For Pleated Blackout Uni-Blinds® With Long Summer Days On The Horizon through feedback from our installers that many homeowners say they would benefit from a blackout blind in specific rooms to suit their lifestyle. For example, those who work shifts and have to sleep during the day, or parents with young children – can create a better sleeping environment with a blackout blind. “That’s why we developed the Uni-Blinds pleated blackout integral blind with Pellini to extend our range. It means that homeowners who want to complete their new windows or doors with integrated blinds – or upgrade their existing windows – do not need to compromise to make their internal spaces perfect.” Homeowners looking to shut out the bright light of summer evenings and early mornings have a stylish new option open to them this year with the recently launched Uni-Blinds® pleated blackout integral blind.

The Uni-Blinds pleated blackout is suitable for a range of double glazed unit thicknesses, including a 20mm cavity exclusively from Morley Glass. Each unit also benefits from a bespoke warm edge spacer bar to guarantee excellent thermal performance.

Perfect for windows and doors in rooms such as bedrooms, cinema rooms and children’s nurseries, the high-performance pleated blackout integral blind system from Morley Glass is attracting strong interest among homeowners and installers given its ability to transform a room.

Ian added: “For any installer looking to expand what they offer to homeowners and gain a competitive edge, as our pleated blackout demonstrates, Uni-Blinds is a superb product range to consider. All our integral blinds units are easy to fit, and we provide unrivalled nationwide support to help our customers deliver the right installation every time.” To find out more visit www.morleyglass.co.uk.

For those customers planning ahead for spring and summer home improvement projects, this new integrated blind option provides an effective solution for rooms affected by unwanted daylight. Its ‘darkness on demand’ capability is provided through a design that prevents light bleed around the edges, as well as along the cords – a common area for light to leak through.

Sponsored Content Morley Glass & Glazing

With eight colours available and a choice of control systems including a cordless magnetic slider, the UniBlind pleated blackout system provides a shading and privacy solution to suit every taste. They can be used in all types of windows and doors, subject to maximum and minimum sizes, and every unit is manufactured to the highest quality standards using only the globally renowned ScreenLine® integral systems from Italian company Pellini. Like all Uni-Blinds, the pleated blackout is made to order by Morley Glass at its state of the art factory in Leeds and delivered nationwide to customers in as little as 10 days. Ian Short, MD of Morley Glass said: “We know DGB MAGAZINE

Fenestration Leaders Intervi

DGB is launching a special series of written interviews with some of the sector’s key leaders and innovators. MD’s and CEO’s from all parts of the fenestration supply chain will be taking part in what I hope will be a series of insightful interviews. Each leader will be asked the same questions, where we will then be able to see the differences in their approaches to the same problems and important industry issues. I hope you will all enjoy it, and many thanks to Ian Short of Morley Glass for kicking this special series off!

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iews: Ian Short, MD Of Morley Glass 1. How would you best describe 2021 and what lessons can be learned from it that we can apply to 2022?

5. Which products (excluding your own) do you expect to grow in popularity in 2022?

I have been in the business for 42 years and would definitely say that 2021 was the most challenging year in business, with manufactured glass shortages, coupled with a tornado wiping out one of our main supply chain partners in the Czech Republic, Having said that we have come out of it a lot stronger, because we put a lot into quality and service

I Feel all aluminium products will grow, and people will be wanting higher glass specs to get ready to conform with 2023

2. What was your biggest challenge last year both personally and in business? Daily you never knew how many of your team would be off isolating with Covid and what supply chain element would fall apart next. But with having no holidays you were able to deal in real-time with problems as they arose.

6. How best can we manage supply chain problems in the future? In my opinion, we rely way too much on the far east for the supply chain, and the last 20 months have shown we should manufacture more at home and become a manufacturing nation again and not a service nation. It will take time as we have a skills shortage. 7. Do you expect price increases to level off during 2022 or keep rising? I feel that the prices will settle down after quarter 2 this year.

3. What do you think is going to be the biggest challenge in 2022 and how would you approach dealing with it?

8. What is the one major product you have coming out in 2022 that the industry should keep an eye out for?

Keeping an eye on inflation-busting material increases that are a daily occurrence.

We have a phone /tablet app that will link to the W Smart system that we offer and a new blind system that will work perfectly in hospital/care home doors including fire doors called ScreenView.

4. What is the best opportunity we have as an industry this year? Consolidate, look after our customers as we start going into smoother waters, as the last couple of years have been a sellers’ market and soon it will be a buyers’ market, you have to show clients that you have supported them 100% over the last couple of years and that will be repaid with loyalty.

9. Describe the outlook for 2022 in one word. Exciting!!

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Fenestration Leaders Inter

Continuing the special series of interviews on DGB, Neil Evans, MD of VEKA UK answers some questions and gives us an insight into what may lie ahead for 2022, as well as a brief look back at 2021. Click here to catch up on the first in this special series, with Ian Short, MD of Morley Glass

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rviews: Neil Evans, MD Of VEKA UK

1. How would you best describe 2021 and what lessons can be learned from it that we can apply to 2022?

to ensure profit is sustainable for future investment.

Extremely challenging yet ultimately enlightening about the incredible capability the VEKA team has, to be able to handle the ever-changing set of circumstances being thrown at it. The lesson learned is with this team, (and some serious changes in how we support them), we can achieve our ambitions.

Higher-end glass specifications as a response to new building regulations.

2. What was your biggest challenge last year both personally and in business? Personally, the biggest challenge was my first year leading VEKA, with a new company direction, some personal growth, and a few mistakes along the way. Our biggest business challenge was, like for many, managing the impact of the Pandemic. A cocktail of isolated material uncertainty, and people being unable to work, all at a time when demand has never been higher. The previously predictable become wholly unpredictable. 3. What do you think is going to be the biggest challenge in 2022 and how would you approach dealing with it? Managing the ongoing issues of raw material availability and inflation. 4. What is the best opportunity we have as an industry this year? Ensure, where service was good, that customers remain loyal after supporting their needs throughout the pandemic. Also,

5. Which products (excluding your own) do you expect to grow in popularity in 2022?

6. How best can we manage supply chain problems in the future? Use recycled content as a reliable source of material needs. Communicate well when issues exist. Don’t sit on orders and if you know what you want and when you want it, get that order placed now. 7. Do you expect price increases to level off during 2022 or keep rising? I would expect increases to level off unless further disruption occurs. The real question is when will prices fall and by how far? 8. What is the one major product you have coming out in 2022 that the industry should keep an eye out for? Windoplan is our exclusive specification software that current and future customers and specifiers can really engage with, to stand out from the crowd and navigate the new building regulations. 9. Describe the outlook for 2022 in one word. Stunning!

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Haffner Launches New Machine To Support Fabricators With New Part F Regulations

With the update to Part F ventilation regulations that are due to come into effect in June 2022, Haffner has launched its new MAC 145 Night Vent Router. Dave Thomas, Chief Executive Officer at Haffner explains: “With the change to regulations as part of the Governments’ Future Home Standards, we have launched our new MAC 145 Night Vent Router to allow single or double routing on both PVC-U and aluminium profiles. This new innovative twin motor machine will support fabricators routing profiles for trickle and night vents as they work to achieve the updated Part F ventilation requirements.” As you would expect from a Haffner machine, innovation and technical excellence is evident at every level. The machine incorporates an intelligent barcode scanner that quickly reads and sets the machine for accurate single or double routing. The CNC machine is controlled by a Beckhoff PLC system and offers a 2.5-metre maximum routing capacity. The machine is capable of routing both sides in one automated operation to further improve manufacturing efficiencies and routing accuracy. Dave said: “The speed at which we have developed and bought the machine to market is nothing less than incredible and demonstrates the strength and capability of our design and manufacturing teams.” The machine will be one of a large selection of fabrication machinery on show at FIT 2022 from the Staffordshire-based business. Haffner, which recently increased its FIT stand space to a record 610sqm, will be showcasing a vast range of machines all designed to help fabricators at every level. It will also be the first-ever fully seamless machinery stand in the UK because it will showcase the complete Graf Synergy range, as well as machinery from both Haffner and FOM ranges. Award-winning Haffner has been synonymous with quality fabrication machinery for many years and is the industry’s go-to machinery supplier. As a business that is ahead of the curve, the new MAC 145 Night Vent Router is yet another example of the company’s proactive approach to offering the machines that fabricators need. Dave concludes: “As a business, we pride ourselves on offering the largest machinery range to help fabricators of all sizes and solve their day-to-day problems. The amendments to Part F have caught many fabricators by surprise but the new MAC 145 Night Vent Router is a machine that will help them to accurately deliver this new requirement as well as free up capacity on their existing machining centres.”

MACIH NERY Sponsored Content Haffner

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Stürtz Group Acquire Stuga Machinery Ltd Stürtz’ product portfolio covers solutions for the entire window production process, from cutting & machining to welding & corner cleaning, assembly, sorting & logistics, and glazing & order picking.

M&A activity in the fenestration sector continues to pick up as it has been announced that Stuga Machinery Limited has been acquired by Stürtz Group. This is the statement that has been published on the Stuga website: Stuga Machinery Limited, a market-leading manufacturer of uPVC sawing and machining centres to the UK and Ireland windows and doors industry, has been acquired by Stürtz Group. All of Stuga’s Directors and staff are continuing with the business under its new ownership, working from its base in Great Yarmouth, as Stuga looks to benefit from the operational and technological synergies Stürtz can bring to them to add value to its customers. Stuga’s products will continue to be manufactured in Great Yarmouth, with Stürtz looking to invest locally into the business to increase production and headcount in the UK facility. Stürtz is looking to develop Stuga into a turn-key system supplier by adding Stürtz full machinery program including Welding, Cleaning, Logistics and Sorting Systems in the UK and Ireland. Stuga company employs around 40 personnel, based from its production facility in the East of England and with service engineers located throughout the UK. The roots of the business go back to the 1970s and Stuga is widely recognised as a leading specialist in its marketplace, developing products to improve its customer’s production processes accompanied by comprehensive aftersales services. Stürtz Group, headquartered in Neustadt (Wied), Germany, is a market-leading designer, producer, and marketer of machines and automated solutions for the window production industry across the globe. The company generated approximately EUR 50 million in sales in 2021 and employs more than 290 personnel across five locations globally.

The acquisition represents the first acquisition for Stürtz since its majority investment by Capiton AG in 2021 as the Group looks to continue its international expansion. Stuga was the ideal investment in the UK with its strong brand, technical products, service offering and management and staff who understand the UK market. Stuga and Stürtz are well-positioned to benefit from strong industry trends including increasing demand for automated solutions, energy efficiency, as well as predictive maintenance. The companies have had a strong and trustful relationship for more than 25 years and have successfully implemented projects together in the past. Steve Haines, Sales Director and Gareth Green, Technical Director of Stuga commented: “We are excited to start on this next phase of the Stuga story with such a credible and technologically advanced partner in Stürtz, who we are looking forward to working with to grow the business, add value to our customers and provide opportunities for our staff”. Jörg Breuer, CEO of Stürtz added: “Stürtz is delighted to welcome Stuga to the Group. The company has continuously delivered high-quality machines and exceptional service to its customers and we are looking forward to working with Stuga’s management to expand its technological capabilities and provide a full suite of machining products to customers in the UK and Ireland.”

Transaction summary Stürtz acquires Stuga with financing provided by Capiton’s current investment vehicle, Capiton VI. Stuga was advised by FRP Advisory (Lead Advisory & Financial) and Howes Percival (Legal) whilst Stürtz and Capiton were advised by BMH Bräutigam & Partner (Legal), Napthens (UK legal), EY (Tax) and KPMG (Financial). View the original article here: https://www.stuga.co.uk/news-from-stuga/sturtzgroup-acquire-stuga-machinery-ltd/ DGB MAGAZINE

Cladding Transforms Sales For Think Fortex cladding from Freefoam was the star of a recent installation by Peterborough-based Think Home Fascias. A homeowner recently asked Matt Edwards, the owner of Think Home Fascias, for a solution to replace the tired, worn and crumbling render on the front of their property in West Pinchbeck, just north of Peterborough. Matt said: “At first the customer was looking at the possibility of re-rendering the house, but as they wanted to modernise it, I suggested Freefoam cladding and they were really taken with it. “Originally the customer wanted to go for white cladding, but I suggested it might be too overpowering for their property. They weren’t actually aware of the colour options available, so we discussed different possibilities, including Anthracite Grey, and they decided to go for Storm Grey.” As well as giving the front of the property a new lease of life with a transformed appearance, Think Home Fascias added an insulating layer of Celotex behind the cladding to boost the home’s energy efficiency and help lower their energy bills. Fitting Freefoam Fortex cladding is an all-around solution. A high-quality, ultra-low maintenance product that has given the homeowner a warmer property and saved them time, hassle and money on costly home upkeep. Matt’s customers were delighted with their home transformation, which took just three days. Matt adds: “They were over the moon and gave us a positive review straight away. They have even posted pictures on Google and on social media. They were really impressed.

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GENER

s Homes And Boosts k Home Fascias “There are a lot of similar homes in the area with render that is starting to wear, and we posted a display board outside the house. One of the customers’ neighbours has also shown interest in replacing the render on their property too. “At Freefoam, the service is there alongside good quality, durable products. I can contact them directly and get straight through. The range of colours is a real selling point for Fortex cladding. Greys are most popular but I’ve sold a lot of Sage Green, particularly for homes in the local villages.” Matt set up Think Home Fascias in 2018 and is largely focused on fascias, soffits, guttering and cladding installations. He’s a Freefoam Registered Installer, fitting Freefoam products for 12 years and he has a great rapport with his local stockist, Special Building Factors in Peterborough. Colin St John, Commercial Director at Freefoam, says: “It’s great to have installers on board like Matt who understand our range, and the potential cladding has to make a real statement and transform a property, particularly through the bold use of colour. While the benefits for the customer are clear, Freefoam Registered Installers who use our products on a daily basis also find that Freefoam cladding is very easy to install.”

or calling 01604 591110. Follow @freefoam.

Learn more about Freefoam’s products, service and support by visiting www.freefoam.com

For more information about Think Home Fascias, visit thinkhomefascias.co.uk Sponsored Content Freefoam

RAL & PVCU DGB MAGAZINE

Slowing Q4 Sales Quarter In A Reco Total value sales data from Britain’s Builders’ Merchants shows Q4 2021 recorded the third-highest quarterly BMBI sales ever, rounding off a record-breaking year for merchants. However, with growth driven exclusively by pricing – not volume – the figures suggest the 2021 trade boom has inevitably slowed. Quarter 4 2021 total value sales were 14.7% higher than Q4 2020, with no difference in trading days. All categories sold more. Timber & Joinery Products was out in front (+28.2%), followed by Landscaping (+14.4%) which recorded its highest quarterly sales of the year. Heavy Building Materials (+11.1%), Kitchens & Bathrooms (+10.0%) and Plumbing Heating & Electrical (+9.6%) grew more slowly. The weakest category was Workwear & Safetywear (+0.1%). Comparing Q4 2021 with Q4 2019, a more normal pre-Covid year, total value sales were 21.0% higher this year, with the benefit of one more trading day. Nine of the twelve categories sold more, including Timber & Joinery Products (+44.4%) and Landscaping (+40.6%) which were well ahead of other categories. Like-for-like sales were up 18.9%. Quarter-on-quarter, sales were down 12.7% in Q4 compared to Q3, not helped by four fewer trading days in the most recent period. Only Workwear & Safetywear (+15.3%) and Plumbing Heating & Electrical (+9.0%) sold more, while Renewables was

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weakest (-30.3%). Like-for-like sales

December 2021 sales were signifi November 2021 (-33.0%), with five the overall Q4 results. However, th November and December is in line

Compared to December 2020, wh were subject to tiered Covid restric in December 2021 with no differen sold more, as Timber & Joinery Pro (+18.8%) again finished ahead of th (+14.7%), Kitchens & Bathrooms (+1 grew more slowly than merchants’

Total value sales in December 20 same month two years ago, helped year. All categories sold more but m attributed to Timber & Joinery Pro (+48.6%) which continued to signifi Like-for-like sales were 11.6% up. Emile van der Ryst, Senior Client Retail & Technology UK adds:

s But Third-Best ord-Breaking Year

s were 6.9% lower than in Q3.

ficantly down compared to fewer trading days. This impacted he decline in sales between e with previous years’ results.

hen large parts of the country ctions, total sales were up 16.3% nce in trading days. All categories oducts (+25.0%) and Landscaping he rest. Heavy Building Materials +10.7%) and Decorating (+7.2%) ’ overall.

021 were 26.5% higher than the d by two more trading days this much of this growth can be oducts (+50.4%) and Landscaping ficantly outperform the others. Insight Manager – Trade at GfK

This is a year that merchants can look back on with pride, as they were adept at efficiently adjusting to unique market conditions and maximizing returns to the best of their abilities. The year 2022 does however bring a dark cloud of even more price increases, further economic difficulties for consumers and potential geopolitical issues further afield. It won’t be an easy year, which makes predictions even more difficult, but there’s an expectation that the market will remain relatively flat. Only time will tell, but right now signs point towards a bumpy year. Developed and run by MRA Research, the BMBI – a brand of the Builders Merchant 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 over 80% of total sales from builders merchants throughout Great Britain. An in-depth review, which includes commentary by sector experts, is provided each quarter. The Q4 2021 BMBI report is available to download at www.bmbi.co.uk. Sponsored Content BMBI

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Glazerite Appoints New Health & Safety Lead

Leading trade fabricator, the Glazerite UK Group has appointed Frank Lobb in the newly created role of Group Environmental, Health & Safety Manager. Frank joins Glazerite on 21st February 2022 and will be based at Glazerite East in Peterborough, with responsibility for all of the Group’s five sites. Rob Brearley, Glazerite’s Group Managing Director, says: “We’re delighted Frank is joining our team. He brings with him a great deal of experience, which spans the audit and implementation of compliance processes and procedures. He’s also highly skilled at developing relevant content and training programmes, which is a great skill set to bring to our internal capabilities. The health, safety, and wellbeing of our staff and stakeholders and how we manage our impact on the environment are critical to our business. As we continue to grow, Frank’s new

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role will help us to roll out best practices across all of our sites.” Frank, who has worked in the construction sector and more recently as a Health & Safety consultant, adds: “I’m looking forward to joining Glazerite and delivering a health, safety, environment and wellbeing strategy that meets the needs of our employees and positively impacts on our customers and other stakeholders. Glazerite is a highly regarded fabricator, and I’m delighted to play a part in their drive for continuous improvement. “ www.glazerite.co.uk Sponsored Content Glazerite

Glazerite Highlights Key Role Of Its Apprentices 7th-13th February 2022 marks ‘National Apprenticeships Week’, an annual celebration of apprentices and the difference they can make to UK businesses. In recognition of the event, the Glazerite UK Group is highlighting the contribution made by two of its own employees who have been through the fabricator’s apprentice route. Company Accountant, Amanda Newman, is currently undertaking her Level 4 CIMA Apprenticeship. Based at Glazerite’s head office in Wellingborough, 56-year-old Amanda seized the opportunity to further her training via an apprenticeship. She says: “Though it does feel harder studying as an adult, I am really lucky to have been given the opportunity, and I’ve been well supported by Glazerite. It has been challenging at times, but it’s really helped me to fill in the gaps in my knowledge, much of which had been previously ‘selftaught.’”

however, so an apprenticeship was knows first-hand the benefits the very appealing. scheme brings. She says: “I was able to combine my CIPD management “It has enabled me to learn qualification while learning on the new skills, and I’ve become much job; getting hands-on experience more confident in my abilities. and putting theory into practice Being able to actually put my is such a great way to learn and learning into practice in a working develop a career. Mia has really environment has really helped as blossomed in the time she’s been I’ve been able to learn so much with us; it’s great to see her grow in about the industry firsthand. I’m confidence, successfully complete really enjoying my new role as a her apprenticeship and start her Customer Advisor; it shows what new role. opportunities are out there and I would definitely encourage “Amanda is also a fantastic more people to consider an resource and has demonstrated apprenticeship.” that the apprenticeship route is not just for school leavers. It’s an Mia welcomes the ideal route for those of any age encouragement and support who want to gain a recognised she’s received from her Glazerite qualification or switch careers.” colleagues during her studies, and both she and Amanda have been Sponsored Content Glazerite praised by their line managers and the fabricator’s directors for their commitment to self-development, their roles, and the business itself.

HR Advisor, Laura Rorke, who started her human resources Amanda adds: “The career as a Glazerite apprentice apprenticeship has made me feel better able to carry out my role and love my job even more. I want to continue to challenge myself and develop even more skills. I’ve proved that it’s never too late to learn and it is always worth giving it your best shot, whatever your age.” Mia Harrison has just completed her Customer Service Level 3 apprenticeship with a Distinction and is now a trainee Customer Advisor at the fabricator’s Wellingborough site. Mia, 19, who joined Glazerite after sixth form, says: “I knew that university wasn’t the right path for me. I wanted to continue to learn and work towards more qualifications, DGB MAGAZINE

DGB | 2022

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A Day Of Major Financial Pain Thursday 3rd February was the day the cost of living become considerably more expensive for millions of households up and down the UK. The cost of living crisis is real and it’s starting to bite hard. Whether you believe it or not, external economic factors like this have a major influence on sectors like ours. It’s important to understand what is happening, who it is affecting, how it’s affecting them and what our industry needs to be doing about it.

Everything is going up It has felt for a while now that the cost of pretty much everything has been going up for a while. For us in UK fenestration, we have felt that pretty much since we opened back up in May 2020. From that point, we have struggled to keep up with much higher demand than expected, which has caused great strain on supply chains which in turn has forced up prices in a way no one has ever seen. In some cases, raw material prices are comfortably over 100% higher than pre-pandemic levels. In the wider economy, it has been the cost of living that has been putting financial pressure on almost everyone. Inflation is rising the fastest in decades. Food, fuel, gas, electricity, tech, general good have all been rising for a while. With inflation and the cost of goods rising faster than wage increases, money is being taken out of people’s pockets that they could have spent on other things. Today felt like a crescendo of all that pressure. Ofgem finally announced what the new price cap was going to be for gas and electricity. It was rising an eye-watering 54%, or £693. The average household will now pay nearly £2000 per year from April for their gas and electricity. But it won’t end there, as the Chancellor has already warned that they are likely to go up again in October. Then we had news of what was a much-anticipated interest rate rise from 0.25% to 0.5% by the Bank of England. It could have been even more, with four voting members choosing to raise rates by a full half-per cent. It’s widely expected that the next few months will bring further interest rate rises to combat soaring inflation. Not great news if you are one of the millions on tracker mortgages. This will be a major worry. Inflation was next. The Bank of England has forecast that inflation will peak at 7.25% by the Spring. It’s already at 5.4%, and there have been warnings that the cost of the weekly shop at supermarkets has risen the most in more than ten years. Given the BoE’s poor track record on inflation these past few years and how far behind the curve they have been, I would say there is a good chance inflation will rise beyond their new forecasts. The net effect of all of this, even when taking into account wage rises of around 5%, is that people’s pay will be 2% lower by the end of the year. That is the worst drop in living standards on record. Chancellor Rishi Sunak announced support today for much of the country. With a £200 upfront discount on energy bills, which will be paid back over 5 years in £40 increments. There will also be a £150 cut in council tax. Combined this is not enough to make a dent in the huge price increases that we’re seeing across the board.

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Shifting conditions If you manage to look through the social media boosterism, you can sense that the business environment within UK fenestration is shifting. The start of this year certainly feels different to the start of 2021, and I have spoken with many who have told me that January has been very patchy for them. Could this just be seasonal shifts? Maybe. But doing what I do I can see and feel the atmosphere of sales activity changing. People appear to be a little more cautious. Putting off spending decisions. Or going for the cheaper options and sacrificing elsewhere. Whatever is the reason, 2022 is not going to be like 2021. That’s not negativity, that’s pragmatism. We all know the gravy train couldn’t last forever, and now it feels like it has run out of steam. We need to hope that any drop in business isn’t a stark one, as we have all grown to accommodate much higher levels of business than usual. However, where there are problems there are also opportunities. In our case, the marketing dream that is selling energy-efficient windows to help reduce heat loss in people’s homes. Yes I know there is the trickle vent debate ongoing but let’s set that aside for a minute. There is always a strong argument for long term investment in homes to reap the benefits later on. In our case, we are able to go to the public and communicate strongly that new windows and doors that are way more energy-efficient than existing ones will benefit a home in the long run with prolonged lower energy bills. That is an easy message to get across and one that is tangible. We also now have to compete with other big-ticket sectors like vacations when it comes to convincing people where to spend their money. Remember that many haven’t been abroad for a few years now and with reduced testing, it is becoming easier to travel again. We have to be loud and in as many places as possible to remain at the forefront of people’s minds when it comes to spending decisions. This was always going to be an issue when foreign travel became viable again. Marketing activity, therefore, has to be ramped up immediately. I believe there is a slowdown coming, and we now have to maintain the new levels of business we have all become used to. Cutting back on marketing and being seen less, at a time when people may well be reducing their spending will only compound the problem. Our sector has to be acutely aware of the economics surrounding us and adapt as needed.

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Has Innovation Dried Up In The UK? as eco-friendly as possible, so energy efficient, ground source heat pumps, all those good things – things that will lower our living costs and which make us feel better about what we’re doing. We also want it to look good. What is disappointing is that we have had to source windows and doors to do that from Germany and Austria, because the products here didn’t deliver what we wanted.

As an installation business, in my role at Cherwell, rather than Business Pilot, we’re at the sharp end. We need to be able to offer homeowners products that they want to buy – to tap into their aspirations and give them something that excites them. It’s over-used, but it’s that ‘Grand Designs-effect’. That’s reshaped and continues to reshape, retail. Cherwell works in mid and higher-end tiers of the market. What we see in common across each, is that our customers are buying into a lifestyle. They want to feel good about their purchases. This means that they’re looking for products that fit. Products that have a strong aesthetic quality but also, deliver on performance, and to find those, we increasingly find ourselves looking to Europe, rather than the UK. I totally appreciate that challenges in the supply chain have made it very difficult to bring innovation forward, here in the UK, or anywhere else. With a little luck, we may see new products coming online this year, as it stands today, however, things have become a little stale, and we’re sourcing more of the products that we fit, from outside the UK. That’s not because I want to talk down manufacturers here. It’s simply that as a retailer, I can’t always supply the products that my customers want, from the UK. These are products that drive our industry forward and which shift windows and doors from a commodity to an aspirational purchase. As a personal example, I’m currently building what will be our ‘forever home’. We’re making it 38

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This is a project-house, and not everyone’s installation will be quite as demanding – but surely it should be available in the UK, there should be a manufacturer meeting that demand. And they aren’t. What concerns me is it’s not only the high-end market. Although there are some solid products among them, the solutions that we can offer to aspirational homeowners in the mid-markets are limited. At present lead generation doesn’t matter. The work is there, and too much of it – but that’s inevitably going to change at some point, maybe this year, maybe next. We need to be selling homeowners a vision of their future selves and underpinning that with great customer experience. That comes back to having those products and services. Putting my hat on as a director and founder of Business Pilot, that’s what it exists to do – to help installers deliver great customer experience by helping them to manage every touchpoint with the consumer from enquiry to installation and aftercare. Business Pilot also helps you to understand which products are making you money in realtime – and trust me, it’s not standard windows and doors. I want to close out on a positive. There are big opportunities ahead. The more focus homeowners bring to the design of windows and doors, their performance, how sustainable they are, how they integrate with smart tech in their home, the bigger the opportunity. We can meet it from Europe but I’d much rather do so from here. OPEN LETTER BY RYAN BRESLIN OF CHERWELL WINDOWS

Inflation Rises Again Against expectations, inflation in January rose once again, for the fourth month in a row, to 5.5% from 5.4% in December. Whilst 0.1% might not seem all that much, it was predicted that rates would either remain stable or dip slightly due to the festive period. The outlook doesn’t look any better in the months to come. As an industry that can be very sensitive to external economic issues like this, UK fenestration needs to be nimble to the challenges ahead.

7% inflation and beyond The official prediction is for inflation to peak at around 7% during the Spring. Given the track record of the Bank of England when it comes to estimating inflation, I’m not going to bet my house on this. My own personal feeling is that we’re going to sail past 7% at some point. Shaping that view is the short term outlook. In April energy bills are going to rise a whopping 54%. Those rises will be factored into April and May figures. Also in April VAT paid in restaurants will rise from 12.5% back to 20%. This will then filter into the April and May inflation figures. Then we have National Insurance that is also going up in April. Add into the mix oil nearing $100 per barrel and you have a mix that may well push inflation beyond 7%. April is shaping up to be a very expensive month for the cost of living in the UK, amidst a squeeze that is already hitting hard. Whilst this seems like an external factor to the fenestration sector, rising inflation and higher costs of living are both elements of the economic fabric that do have a direct impact on us.

How it hurts and how to manage What’s happening now in the economic landscape has a number of effects on the fenestration sector. Inflation is something we all know about. For the best part of two years, we have all been having to get used to weekly emails notifications of price increases in doubledigit proportions. Too much demand coupled with supply chain disruption has forced our raw material prices through the roof. The end result was the homeowner paying much more for their new windows and doors prior to the pandemic.

of living becoming quickly more expensive, effectively takes spendable money out of their pockets. Wages are not rising fast enough to keep pace with inflation. Having less disposable cash to spend means families will begin to question what they need to spend their money on versus what they wish to spend their money on. Big-ticket items such as new windows and doors, as well as frivolous purchases, fall down the list of priorities. The other thing to factor in here is confidence. If all homeowners see is rising bills and more money leaving their accounts, spending confidence drops. Any economy is as much about goods and services as it is about confidence. It is the lifeblood of any sector or market. Right now, that confidence is being hit from multiple directions. Our sector now has to compete in a very different marketplace. In the previous two years, with foreign travel firmly off the table, and most other parts of the economy closed, ours was one of the few sectors that could operate. As a result, we were in the very lucky position of having much more attention than we normally did. Things however have now changed. The economy is fully open, foreign travel is a lot easier and there are many more things for people to spend their money on. We have to become much more visible and much more active in front of the general public if we are to keep the attention on our sector as high as it has been. The lure of a holiday or more nights out is going to take money away from our sector and towards others. Marketing activities, advertising, video content etc all has to be stepped up from now to ensure we stay as visible and attractive as possible. Remember that our sector has grown significantly over the last couple of years, with many expanding their businesses to manage that extra work. That has to be maintained to be able to afford those expansions. Any regression will see jobs lost and progress given back.

Inflation for the homeowner, with the cost DGB MAGAZINE

INSTALLERS VERY CAREF COMES TO C

Cash is king, so they say. Cash flow is just as important too. So as we continue into a new year that feels like there may be a material drop in business activity, installation companies in the fenestration sector are going to need to be very aware of how to manage cash flow and their order books to make sure they don’t find themselves in a tight spot.

Cash flow challenges The last 18 months have been one hell of a bounce-back for our entire sector. Never have we witnessed such a long and sustained period of high demand from the general public. For most of 2021 it almost felt as though we didn’t need to try when it came to winning orders. I know that at times it felt like that for me at our family business. With high demand came very extended lead times. The manufacturing part of our supply chain became crippled under a number of different problems all at the same time and lead times both for fitting and fabrication went from weeks to months. So with full order books bigger than ever before, but waiting times on delivery of products also longer than ever before, installers had a variety of pressures to handle. Suddenly, running a business became harder than ever, which was clearly not the desired symptom of all that extra business. Managing cash flow became, and very much still is, an absolute necessity. I witnessed installers increasing the amount they would take in a deposit, perhaps up to 50%. Over the last few years, there have been ongoing discussions about raising the % of deposits taken in an attempt to protect a business from rogue clients. That is very much a valid concern. But due to the unique position we have found ourselves in, it was to also cover costs. For example, an installer winning a £10,000 contract might take half upfront. They may not install that job for another four months. But in the meantime, they have staff to pay for, suppliers, VAT, NI and other overheads. That £5000 upfront is a useful amount of money. Especially if they have a supplier that asks for a certain amount of money to be paid upon placing an order. If installers are using deposit money like this, then what happens if there is a delay in the delivery of products? Cash flow works well when fitting schedules are not disrupted. But as we all know, last year was far from smooth, and there were a number of well-publicised delays on deliveries and production. Any delays which result in an installer being unable to fit that week’s

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NEED TO BE FUL WHEN IT CASH FLOW

planned work can wreak havoc on a bank balance. Any good installer knows what is coming in that week and month, and will plan accordingly when it comes to paying staff and bills. The problem is if they have used most of that 50% deposit from a contract to pay for things, a 50% balance at the end of a completed job isn’t all that huge. It only takes a couple of large installations to be postponed for a few weeks and suddenly the cash flow for an installer could look pretty precarious very quickly. This is the issue with lead times being as long as they are. It leaves little room for rescheduling and the temptation to take larger deposits and leave smaller balances can sometimes work against you.

Smaller but more regular If things start to become a bit choppy and business isn’t as brisk in the coming weeks and months, then managing those bills and cash flow for installers is going to become a top priority. It will also mean it is time to rethink how you take payments from clients. This is what we do at our place when it comes to the medium and larger contract values. We take a 20-25% deposit when the client signs up with us. We then work out stage payments. We limit it to one if it’s a medium-sized contract, or for larger ones we work in two-stage payments. Because we have a number of suppliers that ask for at least some of their money upfront when we order, we make sure that the deposit amount we take covers that. The stage payments are then worked out to cover the rest of the material costs. That means we have paid most of our major bills on that contract already, with some more money to come in when the job is complete. It is a smaller balance to be paid once the installation is complete, but all major bills associated with that contract are already paid which leaves little risk to us and we can manage our cash flow a lot better as we have smaller but more regular amounts coming in. Given the very fluid nature of raw material costs, ongoing COVID disruption and supply chains that are still sorting themselves out, installers really do need to be protecting themselves and creating a more sustained and reliable cash flow system to support their business. Don’t leave anything to chance, cover your bills quickly and don’t leave vast balances at the end which could work against you if there are problems to solve. And if you’re one of the few companies left that don’t take a deposit from a client, really think hard about that. The nature of the business has changed. Can you really afford to run that risky practice now? It might sound like a good sales USP, but it leaves the door wide open to abuse from rogue clients.

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Premier Arches Secure Investment From New Board Member Joe Trueman and pain-free process, saving fabricators time and money, and helping them win more lucrative projects which would otherwise be turned down. Joe continues: “When it comes to profile bending, most PVC fabricators simply don’t have the time, the tools, or the expertise to carry this out in-house. Premier Arches manufactures and supplies the awkward products that others don’t want to make, helping their customers to focus on what they’re best at.

Industry figure Joe Trueman has joined the board of Premier Arches, ready to advise and work alongside the existing senior management team to take the profile bending company forward. The founder of trade counter network Truemans and former Director at Stevenswood now joins Premier Arches as a non-executive director and investor, working behind the scenes with the senior management team and focusing on business strategy, finance and recruitment, as well as sales and marketing. Joe comments: “I’ve been in the industry for many years, and as a former customer of Premier Arches, the determination to put the customer first always stood out to me. As a premium supplier of bespoke arched frames, they’ve been on my radar as a company that would do well. The team has a passion for getting the product and service right for customers, and I felt this was the perfect time for me to join.” Established in 2015, Premier Arches manufactures and supplies arched, angled, gable, circular and entirely bespoke windows and doors in a range of seven stocked systems including Residence 9, plus another five non-stocked systems, offering a full service to fabricators, trade counters, installers and local builders. Serving over 600 customers across the UK, the St Helens-based company transforms the often daunting process of profile bending into a simple 42

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“My goal with Premier Arches is to spearhead business growth, following on from a 94% sales uplift in the past 12 months. The market continues to be buoyant and we have a number of customers currently boarding with us. “Alongside this and with help from the investment I’ve made, we are working hard at improving our online pricing and ordering platform, our custom CRM system, our new website as well as bedding new machinery into the factory. “Premier Arches have so much potential and bring a freshness to a part of the fenestration industry that’s known for being slow, awkward, outdated, messy and complicated. “I love a business that challenges the way things are done, and Premier Arches do just that. I’m very excited about the year ahead.” Premier Arches Managing Director Sean Greenall comments: “With many years in the industry, Joe brings with him the experience and expertise to help Premier Arches move forward, and I’m very pleased to have him on board. “Premier Arches offers something truly unique to fabricators, something which we pride ourselves on and something I’m sure Joe will help to let the industry know who we are and what we can offer. He has many exciting plans for the business, and I look forward to seeing where he takes us in 2022 and beyond.” For more information, email info@premierarches.co.uk. Sponsored Content Premier Arches

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Consumers Rejec Improvement P A new poll reveals almost half of UK homeowners would not purchase home improvement products containing plastics because of concerns about the impact plastic pollution is having on the planet. The findings ofindependent survey conducted by the leading pollster, YouGov found that 44% of total respondents flatly rejected the prospect of buying home improvements manufactured in ‘plastic’. A further 27% were unsure and 29% said it would not dissuade them from buying them. At the same time, of those surveyed, 69% said that windows in their homes were currently manufactured from PVC-U. This compared to 23% for wood, 7% aluminium, 2% other, while 14% of respondents were unsure of material used in the manufacture of the windows installed in their properties.* When asked if they knew what the abbreviation ‘PVC’ stood for, 54% admitted that they had no idea. “The results highlight a challenge for the PVC-U window and door industry”, said Rob McGlennon, Managing Director, Deceuninck. “As a starting point it’s clear that for a lot of UK homeowners, plastic-building products are being tarred with the same broad brush as bottles, bags and other single-use plastics. “The increased awareness about the impact single-use plastics are having, is great. For our industry, the fact that this survey reveals that consumers aren’t drawing a line between them and low maintenance, long-life and fully recyclable plastic building products is a warning of things to come – unless we act now and start to communicate effectively with the homeowner.” PVC-U is a highly recyclable building material with a Building Research Establishment Green Guide to Specification A and A+ rating for domestic and commercial applications. This is founded on a recognised Reference Service Life of at least 35-years and that PVC-U can be recycled up to 10 times without impacting on performance. Deceuninck has invested more the €15million in support of PVC-U recycling in one of the world’s most advanced recycling and compounding facilities. This gives it the capability to reprocess up to 45,000 tonnes of post-consumer and postmanufacturing PVC-U per year – the equivalent of preventing 3million windows from going to

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ct ‘Plastic’ Home Products – Poll landfill annually. The use of recycled material also delivers a reduction in CO2 emissions of 90,000 tonnes compared to virgin feedstocks as well as a 90% energy saving. Rob continued: “We’re not alone, a number of other systems companies have also invested. That, however, amounts to nothing, if we don’t communicate what we’re doing to the enduser.” The Deceuninck commissioned study also found that 63% of UK homeowners surveyed said that they would be more likely to purchase home improvements, which they saw as being more ‘sustainable’** while 38% of said that they would be prepared to pay more for them. “As we’ve highlighted, the survey isn’t all stick – there’s a lot of carrot there too. People will choose products which they see as more sustainable over those that they don’t, and are prepared to pay more for them”, continued Rob. “It is, however, another wake-up call for the PVC-U window and door industry and anyone who works within its supply chain.”

Rob McGlennon. Managing Director. Deceuninck. Gloucestershire. United Kingdom.

For more information about Deceuninck’s product and service offer please call 01249 816 969, email deceuninck.ltd@deceuninck.com or visit www.deceuninck.co.uk. *Total adds up to more than 100% as some respondents stated that more than one window and door material type was installed in their properties. **Sustainability is defined for the purpose of the questionnaire as how much energy a product or service uses in manufacturing or delivery, or if it includes recycled material or can be recycled.