NFA Digital Feb 22

DIGITAL MAGAZINE

PLUS 6 *NEW* CATEGORIES FULL ARTICLE PAGE 2 www.fenestrationawards.co.uk

NFA NEWS National Fenestration Awards voted for by the industry, for the industry Participation is open to any person or company in the UK fenestration industry supply chain. The competition works in two parts: nominations and voting.

Taking part in the National Fenestration Awards is completely free at all stages and phases of the competition.

The awards are voted for by the industry, for the industry. Anyone who is in the fenestration industry can nominate and vote.

This year we have 6 new categories: BDM/Sales Executive of The Year, Director of The Year, Office Manager Of The Year, Door Component Of The Year, Window Component Of The Year & Glass Systems Company Of The Year!

Each year, we launch a huge nominations phase where people put forward the names of people and companies in over 30 categories who they believe deserve to be recognised. If you think someone or a company you know has gone above and beyond this year nominate them, and they could take home the trophy.

Nominations opened on the 14th of February and will close on 8th of May 2022 once nominations close shortlists will be announced and voting will open, follow us on Twitter, Facebook and LinkedIn for those all-important dates.

Then, the industry votes on shortlists in each category based on the nominations submitted.

We are the only fenestration industry award built upon the industry itself! Winners will be announced at our eagerly anticipated winners event held at the end of this year, where a full day of networking and enjoyment is planned. www.fenestrationawards.co.uk

CONTENTS THIS MONTHS KEY ARTICLES PAGE 10

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EUROCELL JOIN NFA AS NEW AMBASSADOR SPONSORS Eurocell have joined the National Fenestration Awards as Ambassador sponsors for the 2022 campaign!

KORNICHE BI-FOLDING DOORS USHERS IN 2022 WITH NEW SALES OPPORTUNITIES Korniche’s bi-fold system offers a plethora of benefits to make it the number one choice for installers in 2022

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WINDOW AND DOOR PRICES NEEDED TO RISE, BUT NOT LIKE THIS We have all known that the price at which we sell new windows and doors at has been kept low.

SHEERLINE ALUMINIUM WINDOWS & DOORS BECOMES NFA CATEGORY SPONSOR NFAs announce Sheerline Aluminium Windows and Doors, has joined the NFAs as a category sponsor.

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BUILDING OUR SKILLS EXPANDS TRAINING CENTRE NETWORK BOS is expanding its national network of training centres with the addition of two new academy sites.

INSTALLERS NEED TO BE VERY CAREFUL WHEN IT COMES TO CASH FLOW Cash is king, so they say. Cash flow is just as important too says the Double Glazing Blogger.

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MORLEY GLASS BOOSTS UNI-BLINDS MANUFACTURING CAPACITY As integral blind demand jumps 46%. Morley Glass invested more than £750,000 to increase its capacity.

RENOLIT ANNOUNCE NEW BUSINESS MANAGER James Callan has been appointed as Business Manager in the UK and Ireland to lead the Exterior Solutions sales team.

FEBRUARY EDITION

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CLIPPINGS & MUSINGS Moving On...

For many, looking back at 2021 with much positivity is still a difficult challenge. Political uncertainty, economic challenges, and COP26 have all had substantial repercussions….not to mention the dreaded ‘Covid’ word and its aftermath.

There will still be many challenges ahead and for some that may be ‘adapting’. Change is never easy for some, but when it comes to moving forward there may well be some continuation into 2022.

As business tries to move on from what worked before the pandemic, being able to tap into broader audiences will be essential.

If the economy is set to start rocking, it may be necessary to adapt from putting focus on product benefits, to how a business can solve issues for customers.

For any business to grow then communicating the right message in the right arena is essential.

Advertising budgets are your company’s rainy day expense - adverts help to reinforce strong business messages, on a consistent basis. The right message in brand advertising will help any company to grow much more quickly.

over massive spends on new product launches every time. Customers may not necessarily have the budget available for adopting new innovation into their business…they want results and reliability right now.

Being aware of competitors is also critical.

Using problem solving advantages to that of the competition should be the focus - business benefits

2022 could well be very difficult for construction - so those who are brave and bold, who have considered cash flow will lead the market.

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NATIONAL FENESTRATION AWARDS MAGAZINE

FROM HELEN DUVAL 2022

“Investing in staff and the skills they can bring to a business is key to any recovery.”

It may well be that the fenestration sector must continue to cope with material and job skill shortages. With a buoyancy in new contracts, it is essential to adapt and prepare for shortages of all kinds.

Investing in staff and the skills they can bring to a business is key to any recovery. Education and retraining will encourage a workforce, with their value recognised it is inevitable that they will see potential in the business for which they work.

It is inevitable that the UK skills shortage will continue to make a substantial impact; combine that with rising taxes and hourly wage rates, then training staff to keep them will become a priority. Being able to think about business in the short-term with a regular sideways glance on the future will surely help growth?

The idea of ‘building back better’ as our Chancellor regularly shouts out, needs to be supported and promises made need to be kept.

It is essential to not let the divide between the top and the bottom of a team to grow wide. Those with foresight will nurture and encourage a workforce to pull together. Giving reassurance, particularly in days of new technology, which strikes fear in the hearts of so many. Digitisation will continue to transform this sector, and it is inevitable that companies will become more cost driven, particularly when it comes to promoting their companies.

Over the last two years we have seen a dramatic way in how we all work. Flexi space is growing in popularity as occupiers have lower risks and focus on well-being is improved. An amalgam of home and office based opportunities will help to attract the right people and keep those trained to help keep a business at the top of its game.

If the ramifications from lockdown have taught us anything it is that we are able to adapt to different working methods. Just because something has always worked a particular way, does not mean that it should continue that way. Evaluating what is best for a workforce, customers and the business as a whole should be a priority and that could well mean adapting to big change.

Adopting modern methods including, digitisation, AR, and being flexible in evaluating business models will help to ensure success.

Changing course to attract and retain the right people will undoubtedly prove challenging but it is critical if we want to grow in a sustainable way throughout 2022.

www.fenestrationawards.co.uk

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CNC RECYCLING JOIN NFA 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 are joining the awards as a brand new category sponsor.

CNC Recycling are a nationwide PVCu recycling company who have just opened their 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 are incredibly well-placed to take advantage of this burgeoning new sector.

Lee Clarke, Director of the National Fenestration Awards, commented: “CNC Recycling are 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 CNCand Recycling offers a national UPVC progressive inclusive awards the sector has.”

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recycling service. Our fleet of vehicles

The 2022 National Awards can collect Fenestration your old windows andcampaign doors. has started and features a whole host of new Choose CNC Recycling additions to the categories list. as your trusted

and reliable partner to the Fenestration and Building Industry.

Stay connected with the NFAs: Web: fenestrationawards.co.uk A sustainable partnership for our future.

Email: info@fenestrationawards.co.uk Twitter: www.witter.com/NatFenAwards For more information please contact: Facebook: www.facebook.com/NatFenAwards LinkedIn: www.linkedin.com/company/51726620

t: 07932 645988

e: iward@cncrecycling.co.uk www.upvc-recycling.com

Main Plant: CNC Recycling Ltd, 2 Vulcan Street, Middlesbrough, TS2 1PP

Also operating from plants in: Gateshead, Hull, Lochgelly

AW.indd 1

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NATIONAL FENESTRATION AWARDS MAGAZINE

EDITION 25

YOUR KENT-BASED TRADE SPECIALISTS

Our trade sales team is proudly made up of time-served industry experts. We're your local one-stop-shop for competitively priced, quality assured fenestration supply across Kent and the South East.

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FENESTRATION LEADERS INTERVIEWS: IAN SHORT, MD OF MORLEY GLASS

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

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

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

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.

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NATIONAL FENESTRATION AWARDS MAGAZINE

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

I Feel all aluminium products will grow, and people will be wanting higher glass specs to get ready to conform with 2023 How best can we manage supply chain problems in the future?

In my opinion we rely way too much on the far east for 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.

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.

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

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.

Describe the outlook for 2022 in one word.

Exciting!!

Innovation comes built-in

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EUROCELL JOIN NFA 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.

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!

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 are 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 on board 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, but to get the Eurocell message and brand out to as much of the industry as possible.

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NATIONAL FENESTRATION AWARDS MAGAZINE

“we’re excited to build a very positive relationship TOGETHER” The NFAs are a marquee event in the industry calendar and we’re excited to build a very positive relationship between us.”

The National Fenestration Awards are the only awards platform that is run and decided by the participation of everyone in the sector, from 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. With an updated categories list for 2022 it also reinforces their claim to be the most inclusive too.

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

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FENEX VIDEO UPDATES TO FIND OUT MORE ABOUT FENEX2022 & FENEX TELFORD www.fenex.co.uk enquiries@fenex.co.uk @FENEX_2022

FENEX 2022 SPECIAL Join us for a special with Richard Lannen of Glazing Insider.

VIDEO

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NATIONAL FENESTRATION AWARDS MAGAZINE

www.fenex.co.uk

New Part L Regulations Come into effect 15th June 2022

Tighter regulations will soon require replacement windows and doors to achieve at least a 1.4 U-value, or B energy rating.*

Prestige Windows, doors and bi-folds

With Thermlock® inside, our entire Prestige range of windows, doors and bi-folds are ready for the new stricter Part L standards, with standard glazing. Is your aluminium supplier?

s h e e r l i n e . c o m / R E A DY | 0 1 3 3 2 9 7 8 0 0 0 *Abridged standards. Please see the full Part L regulations for details.

EDITION 25

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ALUMINIUM : A GREAT OPTION ON ALL PROPERTY FROM TYPES HELEN DUVAL 2022 When it comes to aluminium windows or doors, there are no ‘bad’ aluminium products, as the leading brands such as Schuco, Reynaers and Comar all share similar material specifications.

long-lasting and low maintenance option, while aluminium options are known to be strong, slimline and they make an excellent material for window and door frames.

For contemporary projects, aluminium is now a very popular choice, as they look good and offer many benefits in terms of practicality, security and thermal efficiency. That said, aluminium can also work very well in more traditional properties and period renovations.

Considered ‘the architect’s dream’ by some, aluminium can be moulded into almost any shape or frame and it will strong, reliable and secure.

The leading companies naturally ensure that their products are tested, re-tested and manufactured to the highest industry standards and if there are issues regarding an installation it won’t be in the design.

The top aluminium systems companies invest a lot of money testing, certifying and ensuring that the windows which are brought to market meet the promises they make.

For residential installations it is not that hard to find a good aluminium system such as Stellar Aluminium, Comar Eco, or Deceuninck Decalu make great products for replacement projects or new builds.

Design, energy efficiency, colour and of course security remain priorities for homeowners. Installers familiar with a brand’s composition, styling and usage, will be able to advise end users with the choice of product that is best suited to both traditional or modern homes.

Opening and closing front, rear or side doors can differ greatly in terms of design and use, with hinged, folding, sliding or even lift and slide options available.

When approaching consumers, understanding how aluminium differs from upvc will help. As both have different characteristics and performance levels, it is wise to understand so the homeowner can make an informed choice. UPVC Windows offer an affordable,

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NATIONAL FENESTRATION AWARDS MAGAZINE

Upvc window properties make it an excellent choice as an affordable, durable and non-flexible window frame. Whilst more expensive than upvc windows, aluminium options on the market but the long lasting quality makes this a superb, long-term investment for a home.

If UPVC windows are installed the frames will withstand some of the harshest weather conditions, without warping. As a low maintenance product this type of window or door can last for around 15 - 20 years, making them good value for money.

Equally the strength of aluminium does not warp or rot in extreme weather conditions and both types of window have their benefits to suit the personal choice or budget of any homeowner. For example, those wanting triple glazing, aluminium’s slimline frames ensure that a sleek look can still be achieved.

When it comes down to choosing between the two, the budget, design and needs of the customer will be the deciding factor.

www.fenestrationawards.co.uk

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EDITION 25

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EDITION 25

32

YEARS OF SASH WINDOW EXPERIENCE – AND WE’RE READY FOR ANOTHER

This might be the very first time you are considering changing your sash window supplier. Or, perhaps you just want to try an alternative award winning sash window specialist to offer your customers a wider choice. Either way, we would like to help you to increase your VS sales.

With 32 years focussed on manufacturing high quality timber alternative sash windows, we are true specialists and confident that our products will impress your customers.

We have also earned a sound reputation for always providing an exceptional level of personal service and our entire team are committed to delivering this.

Our new specification launched in 2019 featuring exclusive new Masterframe Systems, standard with patented Timberweld® technology and we would welcome the opportunity to take you through the improved product offering and delighted to quote.

No matter the size or design of a home or project, if sash windows are required then we can help. If a specialist solution is needed for a conservation area, modern development, school or historic building our sash windows add the right amount of authentic styling to either fit seamlessly into original settings or set the property apart from other new developments.

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To see the choices, including patented Timberweld® corner design, download our new brochures here.

Some of the advantages we offer as standard: 10 year guarantee for peace of mind Made in Britain for continuity BBA Approval on standard window sizes for longevity Energy Savings Trust recommended for energy efficiency Specialist solutions for challenging projects that require matching new to original designs Free and safe UK mainland delivery Quotes with non-priced customer proposal CAD drawings where required Expert technical support Free 47 page professional conservation guide Free product training

Call our friendly sales team on 01376 510410 or email for a quote here.

Tel: 01376 510410 email: sales@masterframe.co.uk Like us on Facebook

Join us on LinkedIn

www.fenestrationawards.co.uk

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WINDOW AND DOOR PRICES NEEDED TO RISE, BUT NOT LIKE THIS I have long argued that the price of new windows and doors should be higher than it was. In fact, it’s a point I have made almost since the beginning of DGB nearly 13 years ago. I sensed that there was general agreement with that sentiment.

However, I don’t think the eye-watering price inflation is what we all had in mind.

Not so fast When I get a moment, I will dig out a quote from 2019 and price it again at 2022 costs and see what the difference is. I already know it will be in the significant double-digits. I suspect many of you reading this on the installation side of our sector will also see the same thing.

For a very long time, we have all known that the price at which we sell new windows and doors to the general public had been kept artificially low for far too long. Through our propensity to sell on price first, quality second, prices end-users paid for their new windows and doors did not rise with inflation as other products did in other sectors.

If you take a look at the cost of a family saloon car, or a holiday, or a new Kitchen or Bathroom, the prices in those sectors have risen steadily over time. The same cannot be said for our own goods and that is ultimately down to how we have chosen to sell. Other sectors around us appear to have recognised that quality and service commands higher prices. We were late for that party.

The reality is, however, that debating about selling on quality to command a higher price is now dead in the water. Relentless price increases from June 2020 onwards has rendered that particular debate

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pointless as the entire industry has had to raise its prices astronomically in such a short space of time.

That being said, you should always sell based on quality first. It’s a far more profitable way to go. But the more specific point about trying to command a higher price has kind of been taken out of our hands and forced upon us anyway.

In an ideal world, the pace of price inflation would have been at a more gentle pace, with a yearly upward shift of mid-range single-digit percentage increases. Say 3-5% per year. This would have been a far more manageable environment for everyone and would have been far less disruptive.

Instead, we have seen the cost of resin, glass and other raw materials rise over 100% over the last 1218 months. That certainly was not the plan.

Close to a ceiling The greater concern and one that I sense is becoming more vocal is that at some point we’re going to hit a limit when it comes down to what homeowners are willing to pay for their new windows and doors. Working at our installations business I completely understand that sentiment.

I have seen our prices to our clients rise wildly in such a short space of time that it can make you feel uneasy and uncomfortable. And there are times when I do think that perhaps we are reaching the limit as to what people are prepared to pay. For some families, with the cost of living crisis and rising inflation, we may have already hit that ceiling.

Despite all of this, that does not mean we’re in for a world of pain. The simple way to address and confront higher prices with clients is to communicate effectively and with impact, the various benefits and

Jason Grafton-Holt www.doubleglazingblogger.co.uk info@doubleglazingblogger.co.uk @glazingblogger

USPs of the product you are selling to them.

For example, if I’m trying to sell a door to a client for £2500 (which is a lot for my part of the world) and I present them the price with little to no information about the door itself, they will simply dismiss it. If I explain the finer details of the door with competency, confidence, and how this new door is going to benefit them on multiple fronts and that the build quality is very high, suddenly £2500 becomes a much more reasonable offer.

This is where our industry will need to be on the front foot. The cost of living crisis and inflation this year

means selling won’t be as easy as it was last year or the year before. We’re all going to have to work harder to get those deals over the line. And with raw material prices the way they are, and still rising, selling based on price, aiming to be the cheapest, is not a realistic long term tactic anymore.

We have to be confident and sell based on the quality of what we do, as well as the service that backs it up. If we can do that, then I think our sector will do just fine in 2022, even if we think it’s not going to be the honeypot of the last year or so.

www.fenestrationawards.co.uk

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BUILDING OUR SKILLS EXPANDS TRAINING CENTRE NETWORK Building Our Skills is expanding its national network of practical training centres with the addition of two new academy sites. The first is via a partnership with BUILD training, located near Heathrow airport, and the other through collaboration with Glass & Fenestration Training Solutions (GFTS) in Cornwall.

The expansion of the delivery network for practical training follows quickly after the acquisition by Building Our Skills of the digital assets and course content of Profitter which includes a range of courses including an introduction to fenestration for beginners, intermediate and advanced courses, along with specialist opportunities and surveying.

BUILD is an independent training provider, working with learners of a broad range of ages from sixteen up to seventy-five to facilitate their entry into the construction sector. Commenting on its partnership with Building Our Skills, BUILD’s Head of Centre, Marcia Wootton and Jane Gunn, BUILD’s Head Of Construction jointly stated: “It’s great to be part of the Building Our Skills ‘family’.

The aims of BOS and BUILD are very much aligned.

We’re fans of what BOS is trying to achieve, and hope that we can contribute to this too. We’re passionate about the fenestration industry, and want to help address the skills gap from which it is suffering. In particular, we can help to encourage younger people into the industry by ensuring they see the real career opportunities it presents.”

Glass & Fenestration Training Solutions (GFTS) offer a very broad range of apprenticeships, training and qualifications across the whole of the country in many aspects of the fenestration industry. These include glass processing, installation & surveying, curtain walling, glazing, fabrication of glass supporting systems and associated qualifications.

GFTS reflect the view put forward by BUILD training.

Samantha Tinker, GFTS’s Director of Business and Quality says:“Here at GFTS we also share the aims of Building Our Skills, and believe it’s vital to encourage new people into the fenestration industry. Qualifications

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NATIONAL FENESTRATION AWARDS MAGAZINE

and good-quality training are a means of helping learners to carve out a career in the industry and help business managers to retain their staff and compete competitively. We back Building Our Skills totally and are very pleased to be part of its network of training providers.”

In addition to its original practical training academy at Sheffield and the two new practical training centre, Building Our Skills is looking at adding further sites, including the next proposed one in the Scottish Borders.

All practical training content is formally GQA accredited giving learners a skills card to carry with them to show their achievements, and which can be added to as they enrol for further, more advanced courses.

This latest initiative from Building Our Skills to open two new centres is in line with its twin aims of bringing more new people into the fenestration industry and upskilling industry employees to promote personal and professional development, encourage employee loyalty, and to raise standards.

Commenting on the new development, John Ogilvie, Director of Building Our Skills said: “Here at Building Our Skills we strongly believe that practical training is the way forward for the industry. Opening these two new centres is a great step forward for the industry and demonstrates our commitment to raising standards in fenestration. It’s gratifying that we are able to offer training to support industry employees to do their jobs to the highest standards, and that we are now able to do this on a regional basis which has obvious appeal for those wanting to train.”

More information on Building Our Skills - Making Fenestration, Glass and Glazing a Career of Choice - is available at www.buildingourskills.co.uk or through www.profitter.org.uk

New Part L Regulations Come into effect 15th June 2022

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SHEERLINE APPOINTS NEW PAINT PLANT MANAGER Aluminium extrusion manufacturer Garnalex has appointed Greg Grabski, a highly experienced Production Manager, to help the company introduce a state-of-the-art powder coating plant at its existing UK manufacturing facility, all part of its ambitious growth plans.

Greg is well-versed in working in fast-paced production environments, having previously worked for a global automotive company in a similar role. Greg will be responsible for overseeing and managing the execution of the new aluminium paint machinery, day-to-day operations and employing the right skilled workers to optimise the efficiency of the new facility.

“Garnalex has impressive plans to grow Sheerline’s range” Greg commented: “I am not from a fenestration background, but it is clearly evident that Garnalex has impressive plans to grow Sheerline’s range of products and support the company’s overall strategy to ensure customers gain competitive advantage by dealing with a British supplier.”

Garnalex began manufacturing its Sheerline aluminium products in 2020, after investing over £15m in energy-efficient machinery at its site in Derbyshire. Since then, the business has seen unprecedent growth of its Classic and Prestige systems, Prestige Bi-fold Doors, and the S1 Roof Lantern. A key contributing factor to this exceptional growth has been Garnalex’s high level of vertical integration, sourcing material from within the UK to produce all major components from a single production site. This provides customers with reduced lead times, and lower carbon emissions.

Greg continues, “Even though we manufacture all major components for Sheerline on site, we currently subcontract the painting. With this investment, we will gain greater control over how the products are finished and supplied. In the coming months, I will be tasked with providing customers with a smooth, seamless shift in supply, supervising the installation of the new paint facility and contribute to reducing customer lead-times on a long-term basis.”

Garnalex Production Director Ross Hartshorn adds, “Greg was the ideal candidate for this position, having spent 15 years in a similar environment, acquiring a deep understanding of quality management systems, recruiting, and training staff, and working at senior management levels.

As a result of Greg’s previous knowledge, he will know-doubt provide Garnalex with the expertise we need to ensure our customers continue to receive quality products, in the timeframe they need. We are extremely pleased to have him on board.”

Sheerline products will continue to be available in the same full range of traditional colours as well other premium, anodised, and bespoke finishes, but supplied with a reduced carbon-footprint and with a greater degree of control, strengthening Sheerline’s agile supply promise.

To learn more about Sheerline, visit www.sheerline.com or www.sheerlinevideo.com.

You can also call 01332 978000 or email info@sheerline.com. Follow @SheerlineSystem for the latest news and updates.

www.fenestrationawards.co.uk

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GQA INTERVIEWS NONEXECUTIVE DIRECTOR

1 of a Series of Interviews Marking 20 Years of GQA GQA Qualifications celebrates twenty years of trading in January 2022. A part of the activities to mark the event is a series of interviews with the directors of the organisation.

Here we talk to John Ogilvie, one of GQA’s five NonExecutive Directors and an Ambassador for Building Our Skills - Making Fenestration a Career of Choice. He has been involved with GQA for four years.

What does being a Director of GQA mean to you?

It’s a real privilege to be part of the GQA ‘family’ where I’m able to use the experience I’ve built up over the past 30 years and complement that of the other directors to give something back. It’s gratifying to be involved with helping to make the industry attractive to potential new entrants and to help people to advance their skills in order to develop their career.

What do you think are the strengths of GQA? I think it’s marvellous that GQA provides qualifications for such a broad range of roles in the fenestration industry without being material-biased. This impartial approach is one of its strengths, for sure. In addition, the organisation is flexible enough to be able to offer qualifications that are relevant because they meet the ever-changing demands of the industry.

What does your experience bring to the table?

I’ve worked with systems companies in marketing and sales roles, and latterly I ran a trade association dealing with all aspects of the supply chain. A key part of the latter was the training the association offered. Having been closely involved in that, and developing and running a competent persons scheme, my role with GQA feels like a natural progression and a good fit. I really appreciate the value of a qualification in order to prove competence - it’s a great thing to achieve and boosts the learner’s confidence. And of course, for employers, having formally assessed staff is a great way to differentiate your company from your competition.

What changes have you seen in GQA over the past twenty years you’d like to highlight?

I’ve been involved with GQA for four years, so I only really feel properly qualified to comment on that period. I’m very pleased to have witnessed the range of qualifications offered

by GQA expand considerably in that time. GQA is the only body offering the CSCS card in the fenestration industry, and it’s been wonderful to see the uptake in this accelerate.

I would also highlight GQA’s moves into other sectors such as printing, the nuclear industry, scouting and general construction. The exacting standards of, for example, the nuclear industry are testimony to GQA’s high quality offering.

In addition, it’s great to see the additional training centres around the country with whom GQA is now aligned. Each one is rigorously vetted to ensure it meets GQA’s high standards.

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How important do you feel qualifications & training are?

Extremely important. The fenestration industry is a fantastic one in which to work. But, approximately 25% of its employees are set to retire over the next 10 years. This means the existing skills shortage could become even more acute. We need to attract new blood into the industry and demonstrate career paths that are underpinned by qualifications. Also, we need to be able to assist people who are considering a change of career and need qualifications to get started.

For employers, it’s crucial that they are able to retain staff, and one means of facilitating this is by investing in their skills and training. This is why the practical training offered

by Building Our Skills is so important and why I’m an Ambassador of this not-for-profit organisation.

We’re a great industry, and we’ve just got to prove to people - especially young people - that this is an attractive place to work. The industry has moved on considerably, and today as proved by GQA’s recent survey - parents are more likely to recommend it as an option for their offspring than they used to. With attitudes changing, it is no longer the case that parents are automatically pushing their offspring down the university route. These days, they are placing far more value than ever before on vocational training, which has got to be a good thing for the industry. We just need to keep hammering home the message that the fenestration industry offers a whole plethora of roles, and it’s not just all about selling windows and doors.

Where do you see GQA heading in the future?

I think we need to continue to listen carefully to industry employers and engage with them in order to ensure that we carry on offering qualifications that are relevant and in keeping with industry developments. Part of this picture will be to keep a close eye on legislation, building regulations and industry trends. An illustrative example of this point would be that as the influence of automation and I.T. grows apace, we might need to offer new qualifications to support them. As new roles and job types take shape we must make sure they are in our ‘basket’ of qualifications. In addition, we need to continue to focus on our core activities and promote the importance of training and qualifications generally.

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

GQA Qualifications is a multi-industry awarding body writing vocational based qualifications to support a wide range of career paths.

Accredited training leading to qualifications If you are looking to retrain for a new career, or looking to develop your skills to open up opportunities why not consider practical training in window and door installation Learn about Building Regulations, working safely on site, how to remove windows and doors from buildings and replace with new ones All courses fully accredited and could contribute towards NVQ Qualifications With further assessment and achievement, successful candidates can go forward to achieve CSCS Cards to enable them to work safely on site Training delivered in Sheffield in a fully Covid secure environment For more information on training contact sayhello@buildingourskills.co.uk For more information on vocational qualifications and CSCS cards contact info@gqaqualifications.com www.gqaqualifications.com

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 Uni-Blinds 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 to ensure we stay ahead of the curve.

“Importantly, it gives our factory the capacity we need to respond to the growth in Uni-Blinds sales over the

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coming years and supports our change of focus to being 100% an integral blind unit 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 post-consumer waste glass for recycling with a new automated plant capable of handling much larger volumes.

And in the same period, Morley Glass added six Luton vans to its fleet to maintain its industry-leading 10-12 day lead time on Uni-Blinds, when ordered by 10am on Thursdays.

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 manufacturers 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.

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THERE IS AN ABSOLUTELY VALID DISCUSSION TO BE HAD ABOUT VENTILATION 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.

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.

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.

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.

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 must be increased Consider the road construction-based 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, that ventilation actually plays a vital role in keeping a house and those within it healthy.

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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 such a problem?

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 fabricators are split on the issue, and the vast majority of installers are just not for them.

LY E N 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.

Our industry, as well as others, do have to start talking more about ventilation and what role we can play in making homes more energy-efficient but also more healthy. And that conversation extends to more than just trickle vents.

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 new-build 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, cheap-looking and unsightly.

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, noise-resistant 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 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.

“Whether it’s security concerns, apathy or weather, PEOPLE ARE averse to ventilating their homes.”

Jason Grafton-Holt

www.doubleglazingblogger.co.uk info@doubleglazingblogger.co.uk @glazingblogger

www.fenestrationawards.co.uk

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YEARS OF SASH WINDOW EXPERIENCE – AND WE’RE READY FOR ANOTHER

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31

KORNICHE BI-FOLDING DO USHERS IN 2022 WITH NE SALES OPPORTUNITIES Highly-respected Korniche brand’s bi-fold system offers a plethora of benefits to make it the number one choice for installers, retailers and consumers alike in 2022 ‘Engineered to Inspire’ from the outset, Made For Trade’s multi award-winning Korniche brand was founded with the mission to bring inspirational products to light via innovative design and engineering.

As a recent addition to the portfolio, the bi-folding door system’s attributes are already seeing it follow in the footsteps of the renowned lantern roof’s sales success, which since launch in 2016 has received multiple awards for its impressive design and aesthetics, including both builder and homeowner accreditation.

Created as a completely new system from the ground up, the MFT engineering team behind the Korniche bi-fold created a product that encompasses precision, simplicity, and refined aesthetics to design an uncompromised class-leading glazing option driven by perfection. The combination of smart technology and inspired visuals means slim, industry-leading sightlines for the consumer thanks to low-profile extrusions, along with robust long-lasting functionality and security with breathtaking elegance.

Every single component from the polyamide thermally broken profile with sharp clean paint lines to the smallest unseen fitting has been meticulously engineered to ensure the unrivalled quality that not only consumers have come to expect from Made For Trade, but also those involved in trade supply and installation.

From patented fitting innovations to industry-leading compartmentalised parts box and precision tolerances, quick and hassle free fitment and glazing has become another MFT hallmark that is proving hard to beat in the trade. Whether you are set to become an installer, supplier or looking for the right bi-folding door

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system for your project, the ease of installation – each and every time - saves fitting hours and as a result maximises value for all concerned.

Korniche includes a wealth of features that have succeeded in improving heat retention and security, but also functionality and aesthetic appeal. The slim profiles maximise natural light to flood the living space, whilst the aluminium extrusion offers the next step in accuracy. This means tighter tolerances and ease of fitting, but also impeccable weather resistance, incredible heat retention, and low maintenance.

The security aspect remains at the forefront of any Made For Trade product, and with enhanced protection as standard with Korniche it is designed in from day one. The bi-fold doors and their durable frames come rigorously tested to keep homes fully protected – they are certified to the advanced PAS24:2016 standard, including a three-star Yale locking barrel, high strength shoot bolts and multi-point FUHR locking.

The MFT engineering team’s way is always to innovate, with clever security details including a unique new shoot bolt handle with an anti-back drive element. As a result, even if left unlocked a forced entry attempt can’t rotate the handle to open the door – this kind of reliable, robust touch sits at the forefront of fenestration security in 2022.

Other innovative design touches include a shoot bolt handle that is impossible to open if the key is left in the

“Korniche bi-folds feature a unique and patented clip-in internal glazing bead”

OORS EW lock (therefore preventing any possible damage), sealed bearings in the stainless-steel wheels, and lateral rollers residing in a unique pivoting axle that allows the wheels to follow any misalignment in the stainless-steel tracks underneath - doors have been rigorously tested to glide effortlessly with class-leading smoothness for years to come.

Engineered with versatility in mind, configuration allows either a standard threshold or a rebated integrated cill with a low 52mm step-over height, whilst build options allow sashes up to 1.25m, systems up to 6.5m width and 2.5m height, and between one and seven sashes in total.

All are in multiple configurations of stacking and direction, whilst frame and doors are available in white, grey, black or dual colour for a striking contrast, plus any BS or RAL colours in matt, satin or gloss for striking big impact projects. All are expertly powder coated for a consistently smooth, low maintenance and durable weatherproof finish. High-quality bespoke hardware is available to match or to contrast - the traffic door and shoot bolt handles are available in black, white, grey, polished chrome or brushed stainless steel.

Korniche bi-folds also feature a world first that will be of maximum interest to the installer – a unique and patented clip-in internal glazing bead that looks set to be the standard by which all other systems are judged. As another industry first for Made for Trade, the mechanism uses an outer section of traditional powder coated aluminium to match the surrounding sash, yet with the high tolerance to work as the clip-in bead element.

Thanks to the high precision materials and manufacturing tolerances with no wedge gasket used, the result is that beading time for the installer

can be reduced to a matter of seconds per sash.

Furthermore, a unique de-glazing tool is supplied with each kit that engages down the glass line to remove beads quickly and easily in a couple of seconds, enabling glass to be removed without risk of damage to the powder coating finish of the bead or sash.

Korniche bi-folding doors are supplied preassembled and ready to glaze, whilst high efficiency insulated glass unit options include Planitherm Total Plus or Planitherm One as well as laminated options, with low-E coatings that minimise the amount of ultraviolet and infrared without compromising the amount of light transmitted.

Tested down to -45°C and up to 85°C, Warm Edge Technology offers significantly improved performance to reduce thermal conductivity, providing lower heat loss as well as up to 2dB lower noise transmission and reduced condensation by up to 70%.

Finally, a comprehensive 10-year manufacturer’s guarantee against all part and manufacturing defects offers unbeatable peace of mind and backs up the assurance that Korniche products are engineered to the highest standards on the market.

Combined with MFT’s investment in the latest fabrication methods, Korniche delivers better quality with unique features and aesthetic appeal, so consumers can enjoy glazing innovations that are not only stronger, slimmer, safer and warmer, but also that can be installed with speed and ease; elevating the design of a project into a magnificent living space in the smallest timeframe possible. www.korniche.co.uk www.fenestrationawards.co.uk

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YOUR KENT-BASED TRADE SPECIALISTS

Our trade sales team is proudly made up of time-served industry experts. We're your local one-stop-shop for competitively priced, quality assured fenestration supply across Kent and the South East.

WinRem.com/trade sales@winrem.co.uk

01634 264 490

67

TAX, TAX AND MORE TAX! New legislation in 2022...

Some new legislation is heading our way in 2022, that will actually affect everyone’s life one way or another. Some key changes for businesses include a number of monetary hikes via various tax routes, despite the Government’s manifesto promise not to do so back in 2019 - but then again that was the year that changed the world.

National Insurance will be one of the biggest things noticed by many, as it will rise by 1.25% in the new financial year. A £12bn fiscal gain for the economy is expected to be generated which has been earmarked for health and social care.

The change will see NI tax bands rise to 6.78% and 10.51%. Furthermore, National Insurance contributions made by companies to their employees, will also be increased, with an obligatory 2.5% tax rise.

It has been stated by some that businesses will offset this by not raising wages which could lead to decisions not to hire. Additionally, dividend taxes have been increased by 1.25% It’s an expensive time all round, as from 2023, some tax increases will be divided into a new tax that will see all people, including those over 65 who do not pay National Insurance being taxed.

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NATIONAL FENESTRATION AWARDS MAGAZINE

FROM HELEN DUVAL 2022

Despite those promises from the Government, this will be the biggest tax increase in the UK for 28 years.

There is yet more, with Corporation Tax rising to 19% in 2022 from the beginning of the new financial year, and then again to 25% in 2023.

The National Living Wage will rise from £8.91 to £9.50 for people aged 23 and over, with younger age groups also seeing a pay increase.

With cleaner, greener topics still a major focus, from April next year, any plastic packaging purchased by a business or from a business, will have tax applied if the products don’t contain at least 30% recycled plastic.

Those on the road will now be targeted too, with mobile phone use being further restricted.

Currently, there is a £200 fine for talking on a mobile however from 2022, if any handheld device is used while driving, then there will be a fine.

Meanwhile, when it comes to parking, councils are now being given the power to outlaw parking on curbs with immediate fines of £70. This has long been an issue for the disabled who frequently have their path blocked on pavements by cars, vans and larger vehicles.

There are new priorities for cyclists and pedestrians too, this year, placing them above car and lorry drivers, who now sit at the bottom of the hierarchy list on the roads.

This has been introduced to protect the most vulnerable people who are using the roads. I’m sure I’m not alone in wondering where the tax is for cyclists on main roads who may not be sure of travelling safely?

“key changes for businesses include a number of monetary hikes via various tax routes”

www.fenestrationawards.co.uk

05

SHEERLINE ALUMINIUM WINDOWS & DOORS BECOMES NFA CATEGORY SPONSOR The National Fenestration Awards campaign will soon launch its 2022 campaign, and once again this is creating ripples of excitement across the sector. Consequently, the NFA team is delighted to announce that leading market innovator, Sheerline Aluminium Windows and Doors, has joined the NFA ranks as a category sponsor.

Sheerline is recognised for its innovative approach and outstanding service which has reinvented perceptions about traditional aluminium systems since 2018. After investing over £9m in the modern, Derbyshire based facility, which produces up to 4 tonnes of extruded profile an hour, via the latest energy efficient servomotor technology, the company has established a reputation for excellence.

As the industry’s leading awards platform, for Managing Director Roger Hartshorn, the decision to become an NFA category sponsor seemed a logical move, with both companies sharing a similar corporate ethos - to demonstrate the qualities, encouragement and outstanding service the industry offers.

Roger Hartshorn comments, “To be an integral partner of the National Fenestration Awards is ideal for Sheerline, particularly at a time when there are many exciting developments in the pipeline for us.

The NFA’s is an excellent platform to highlight the best of the best and to keep the industry up to date on relevant market developments.

Furthermore, as the most inclusive and visionary awards in the fenestration sector, with every year bringing new categories to the industry, we are looking forward to a mutually beneficial working partnership.”

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Lee Clarke, Managing Director of the National Fenestration Awards, commented: “Sheerline has a big year ahead with their expansion plans and it is very exciting to have to have such a forward thinking company join the NFAs for 2022.

Being able to support the company as their ongoing developments begin to take shape, is something we are all very excited about - joining together in this way will give the company a broader reach across the industry by spreading the Sheerline word throughout our media channels.”

“Sheerline is recognised for its innovative approach”

New Part L Regulations Come into effect 15th June 2022

Tighter regulations will soon require replacement windows and doors to achieve at least a 1.4 U-value, or B energy rating.*

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INSTALLERS NEED TO BE VERY CAREFUL WHEN IT COMES TO CASH FLOW 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.

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.

Cash flow challenges The last 18 months have been one hell of a bounceback 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.

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 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.

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

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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 2025% deposit when the client signs up with us.

Jason Grafton-Holt www.doubleglazingblogger.co.uk info@doubleglazingblogger.co.uk @glazingblogger

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. www.fenestrationawards.co.uk

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RENOLIT ANNOUNCE NEW BUSINESS MANAGER James’ combined knowledge of both RENOLIT and the exterior market places him in an ideal position to take over this important role and to guide our exterior business for 2022 and beyond.

He will continue to be supported in the market by Account Manager John Gray.

James is looking forward to meeting you all in the coming months when restrictions allow and talking to you by phone in the meantime.

RENOLIT Cramlington Ltd announce newly appointed Business Manager Exterior Solutions UK & Ireland We are delighted to inform you that James Callan has been appointed as Business Manager in the UK and Ireland to lead the Exterior Solutions sales team.

James brings with him seven years’ experience from our RENOLIT Interior Surfaces business and previously worked in the fenestration industry.

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NATIONAL FENESTRATION AWARDS MAGAZINE

For further information please contact RENOLIT Cramlington Ltd (renolit.cramlington@renolit.com) or phone on 01670 718222.

GQA Qualifications is a multi-industry awarding body writing vocational based qualifications to support a wide range of career paths.

Accredited training leading to qualifications If you are looking to retrain for a new career, or looking to develop your skills to open up opportunities why not consider practical training in window and door installation Learn about Building Regulations, working safely on site, how to remove windows and doors from buildings and replace with new ones All courses fully accredited and could contribute towards NVQ Qualifications With further assessment and achievement, successful candidates can go forward to achieve CSCS Cards to enable them to work safely on site Training delivered in Sheffield in a fully Covid secure environment For more information on training contact sayhello@buildingourskills.co.uk For more information on vocational qualifications and CSCS cards contact info@gqaqualifications.com www.gqaqualifications.com

GQA INTERVIEWS NONEXECUTIVE DIRECTOR GQA Qualifications celebrates twenty years of trading in January 2022. A part of the activities to mark the event is a series of interviews with the directors of the organisation. Here we talk to Shaun McAllister, one of GQA’s four Non-Executive Directors. Shaun is additionally Sales & Marketing Director of MP Logic, a sales and manufacturing software development company in the window and door industry. He has been involved with GQA for three years.

What does being a Director of GQA mean to you?

I hope this doesn’t sound like a cliché, but it means giving something back. I’ve worked in numerous roles in the window industry over a thirty-year career, starting out as an installer and I am now a company director. I’m grateful for the opportunities it has given me, and now it’s my turn to give back to the industry. When I first started out, the sector was largely unregulated with very little training available. Today, it’s far more professionally operated with a much greater emphasis on achieving qualifications, which has got to be a good thing. I suppose when I started out it was a relatively young industry.

What do you think are the strengths of GQA? I’d say it’s a combination of two things: its great team of people and the quality of the products it offers. By ‘products’ I mean the qualifications it develops. The GQA team is fantastic. Its people are highly experienced, having worked in the industry, and therefore they really understand its strengths and weaknesses. They fully ‘get’ what it’s like to be at the sharp end. GQA’s products truly benefit people in the industry, which is wonderful. The organisation’s great variety of qualifications spans the complete industry, and it’s exciting that it is expanding into other sectors too. Each qualification is important and relevant, i.e. it is a true measure of the requirements of the work aspect it covers. These qualifications give people something to which to aspire, and provide recognition for their hard work in achieving certain competencies.

There’s nothing quite like receiving an award for something you’ve succeeded in. It sets people up for life.

What does your experience bring to the table?

All of the other GQA Non-Executive Directors have specialist experience, but I think I bring a certain amount of experience from all of the fenestration sectors, which makes me a bit of an all-rounder. This makes me pretty well-placed to be able to advise and guide the GQA team in a variety of aspects of its work, and to be able to support it. I also think that working as I do with sole traders, SMEs and large companies is useful.

What changes have you seen in GQA over the past twenty years you’d like to highlight?

The main thing is the organisation’s prolific growth in that time, despite challenges presented by the government.

There’s a big demand for GQA’s qualifications. This demand is rising due to the much-publicised skills gap. I believe the fenestration industry needs to be on a similar footing to that of other industries such as plumbing in which formal training and the attainment of qualifications are a given.

How important do you feel qualifications and training are?

Very important. They are better for the individual, better for the employer and better for the customer.

Not only do they help to drive up standards in the fenestration industry generally, but they are contributing to improvements in health and safety - an important area. I believe they are helping to protect employees and save lives. Quite honestly, we’ve got to be mindful of how other industries attract young people through formalised training schemes and career paths carved out via qualifications. We’ve got to make the fenestration industry compete on this level in order to attract more young people into it. They need to be able to see the availability of a clear career path so that they can perceive the fenestration industry as an attractive career proposition. Youngsters also need to be made more aware of the sheer breadth of roles available in this industry too. Building Our Skills is doing well in promoting this. It’s the SME, regional retail sector that is really struggling to attract the right people to the fenestration industry. If companies in this sector offer the right training and qualifications they are more likely to win out.

Where do you see GQA heading in the future?

I believe we simply need a period of stability, especially after the turmoil caused by Covid. We just need to focus on getting as many fenestration industry people trained up as possible in order to keep driving up standards.

I can see demand for qualifications only continuing to grow. I’m proud to be associated with GQA and to be part of helping to build a brighter and increasingly professionalised industry.

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

www.fenestrationawards.co.uk

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SIMON ESHELBY RE-JOINS VBH Leading hardware company VBH has recently appointed Simon Eshelby to the newly created position of Distribution & Systems House Manager.

Simon re-joins the company after six years at another well-known hardware manufacturer where he held sales and product specification positions.

Simon’s new role at VBH will see him support and develop the company’s nationwide network of sub-distributors and become the main point of contact for profile systems houses. As he has great experience of working with the UK’s largest and most successful composite door manufacturers, VBH is confident that Simon has the products and services to expand VBH’s presence within that buoyant market.

systems houses and distributors. This is very exciting, and was a major factor in my decision to return to VBH.” Find out more about VBH’s products and services at www.vbhgb.com, or contact the company direct at sales@vbhgb.com or by calling 01634 263 263.

VBH advise that Simon will identify market requirements based on client feedback, and liaise with the VBH New Product Development team to develop bespoke greenteQ hardware solutions for key customer partners. Simon will also work closely with the company’s strategic supply partners to aid the flow of their products into systems houses and the distribution network.

Commenting on his return, Simon says, “I’m very excited to return to VBH as Distribution & Systems House Manager. The company has evolved greatly during my six years away.

“Although we still very much work with strategic supply partners and have great success promoting their products, the ever increasing appetite from all sectors of the industry for the greenteQ range continues to grow, driving impressive product development.

“We have a comprehensive catalogue of standard products to suit most needs, yet we also now have the ability to develop bespoke greenteQ solutions in conjunction with door and window manufacturers,

www.fenestrationawards.co.uk

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