FlexiForce Magazine #71 2016 – GB

FLEXIFORCE MAGAZINE #71

JUNE 2016 GB

ADDING VALUE! MAY THE FORCE BE WITH YOU!

Customer feedback on “force smart door automation”

THE POLISH BUSINESS MODEL Interview: Andrzej Suchodolski

New: ISC, the new industrial supply chain

Liftmaster works with NEST

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FLEXIFORCE MAGAZINE #71

WE WISH YOU AND YOUR FAMILY HAPPY SUMMER HOLIDAYS! DO WHAT YOU LIKE, LIKE WHAT YOU DO! LIFE IS GOOD!

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CONTENT

• Editorial: Adding value 4 • News & Updates

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• Interview: Johan van der Linde, IDD Parts 16 • May the force be with you!

Customer feedback on “force smart door automation” 18

• Interview: Andrzej Suchodolski, FlexiForce Poland 20 • New: ISC, the new industrial supply chain 22 • New: RSC, unlimited choice 24 • Product in the spotlight: LM3800

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• Liftmaster works with NEST

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The information presented in this booklet is subject to change. We regularly update, expand our product range, offer new services. We share all our news, even daily, with you via our website, our online product catalogue (no login needed!), our YOUTUBE/Vimeo channels FF-TV, our Flickrphoto stream and through the FlexiForce social media platforms on Twitter (twitter.com/flexiforce), Facebook (www.facebook.com/flexiforce), and LinkedIn. Follow us to stay up-to-date with our news and information!

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FLEXIFORCE MAGAZINE #71

EDITORIAL:

ADDING VALUE

Recently we had a conversation with the owners of a midsized European door company. We have always admired the strategy of this company, because it has been able to successfully target the high-end garage door market. Their doors, often co-created together with architects, are being installed in nice villas and detached houses of which the owners are happily spending more money to have a door that is made bespoke for their home. This door producer however wondered whether he should introduce a low-end garage door, because he wanted to profit from the volumes in that segment.

We reflected that there was a risk in going to the low-end market. It could possibly, or almost inevitably, destroy their high-end business. There is no right or wrong in this discussion. It only confirms clearly that the market today is forcing door producers and their suppliers, to make tough choices on their market positioning and their business models.

What worked yesterday might not work tomorrow anymore.

In our view, the market is changing rapidly. There is consolidation, where the bigger door producers acquire mid-sized

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regional companies. There is enormous price pressure on the segment of the standard garage and industrial door.

And by producing 1.500 doors per year it will be hard to compete on price with a company that produces over 10.000 doors a year. In some countries the extremely low priced DIY (Do It Yourself) segment is booming. There is an increasing amount of work involved in adapting to legislation.

There are new energy efficiency demands.

Smart homes will take their place in the market. Consumers nowadays want a wide choice of door designs and systems.

And more‌.

Looking at how small- to midsized door producers can position themselves in this volatile market, we think that, given the size of these companies, a certain specialisation could be needed. For example, earlier on we mentioned that nobody can beat a local company in their

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local market. Another option is to offer extremely short lead times for a door.

By that, not only beating the lead-time of the bigger companies but also being able to ask a higher price. There are many more examples of strategies you could pursue. “Escaping commodity� is the main driver. We are more than happy to discuss with you all your specific options to add value to your offering.

Also within FlexiForce we try to closely follow the changes. More importantly, we try to formulate a fitting strategy that supports our customers in growing their business. We are convinced that the

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answer to the above-mentioned changes is “adding value”.

This is not a new thought or direction of course. It is more a stronger focus on this part of our mission. Offering hardware parts in full boxes out of our warehouses in Europe will still remain a large part of our business. But our customers clearly demand a new kind of supply chain.

Efficient, flexible and adapted to their needs in projects and orders.

Our answers to these needs are being developed step-by-step, but mostly already today available in the convenience and efficiency offered through:

• Wide range of RSC residential hardware sets in FlatBed configurations.

• ISC, Industrial Supply Chain hardware sets, newly available after this summer.

• Reflection full vision sections, made to order in any size or colour.

• Pre-assembled pass door kits.

• Residential and industrial door automation, by Liftmaster and FORCE. • Pre-assembled torsion springs, madeto-order, ordered online.

• Door panels: any quantity, any design, any length. In stock, close to you.

• IDD Parts: After sales spare parts, automation and panels for any door brand.

In our humble opinion the latter point, after sales maintenance and repair, is a major opportunity to ensure higher revenues and future business. It is obvious: By tapping in to the after sales

“… the market today is forcing door producers to make tough choices on their market positioning….”

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market you will truly become a valuable partner for your customers. Maintenance contracts are a secure annual revenue stream. Spare parts generate high margin business. And market research confirms: the door company that already maintains the existing doors is often first choice when it comes to supplying and installing any new door. So getting into after sales business is not only a high opportunity. Excluding yourself from it, could turn out to be a major threat to your future business. Our interview with Johan van der Linde, managing director of IDD Parts confirms the opportunities of the after sales market. And on how his company supports you in going after the total European installed base: Millions of installed doors, in need for repair and maintenance.

This INFO magazine is all about added value. We trust that reading it will add value to you. Please contact FlexiForce for any questions, remarks or comments.

Enjoy reading!

Best regards, Frank Goedhart General Manager EMEA & Marketing Manager FlexiForce Cell phone: +31-(0)6-51519209 Email: frank.goedhart@flexiforce.com LinkedIn: linkedin.com/in/nlfrankgoedhart

FLEXIFORCE MAGAZINE #71

NEWS FROM FLEXIFORCE COMPANIES AND MARKET UPDATES

New global website Analysing our website statistics confirmed to us that visitors like the news lines, our online videos, the product information and downloading manuals. We took all of this information on board when we created a complete new global website for FlexiForce.

Select your region and language and get access to even more information and content. It connects you also to our web store and to FlexiForce social media platforms. Each FlexiForce company presents itself in a short video. We can tell you more, but better is that you surf to www.flexiforce.com right away and find out yourself. Any comment on your visit is welcome! www.flexiforce.com www.flexiforce.com

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JUNE 2016 GB

Company movies: Welcome at FlexiForce!

Many of you know us by our products or through our account managers visiting you or by phone conversations with our inside sales teams. For those of you that do not have the time to visit our companies, we have created six short video introductions, where Julian, Julio, Andrzej, Marco, Mert and Gyula personally guide you through FlexiForce in Spain, Italy, Poland, the Netherlands, Turkey and Hungary. Enjoy the tour!

https://vimeo.com/album/3888971

5 clear FlexiForce price lists This year we present to you in total five dedicated price lists: HARDWARE PARTS AUTOMATION PANELS RSC RESIDENTIAL HARDWARE SETS ISC INDUSTRIAL HARDWARE SETS These lists allow you a good and clear overview of all FlexiForce products, systems and services, offered today out of FlexiForce subsidiaries in Europe, Middle East and Africa (EMEA). It is now easy for you to select exactly the offer that fits your business model and your local market approach. It is our ambition to be the best supplying partner for everything needed to produce automated sectional overhead doors. Let’s grow our business together!

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FLEXIFORCE MAGAZINE #71

NEWS FROM FLEXIFORCE COMPANIES AND MARKET UPDATES CE-energy labels on doors EDSF, the European Door and Shutter Federation, is preparing an Energy Label for automatic doors. Our assumption is that when this label is introduced, it will be widely used by door companies to promote and compare their products. The main goal of EDSF is to allow architects and building owners to understand the importance of doors for the thermal efficiency of a building. We will keep you informed on these developments through our website.

Find more details yourself on: http://edsfdoorenergy.com/

Springtime 2.0: Still spring time on your mobile! installation and repair are upgraded and we have finally made an Android version of the app. So now available to all smart phone users! Find it in the Apple App Store or Google Play.

Our mobile app for on-site spring recognition and ordering has proven to be very popular. Reason for us to release the upgraded version to you, SpringTime 2.0! The tips and tricks for

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FlexiForce panel strategy Sometimes we encounter some confusion on our strategy with regards to door panels. We want to make sure that the market understands our position and role on door panels.

1. We distribute door panels from stock out of our warehouses in Poland, Spain, Italy and Turkey. FlexiForce Netherlands and FlexiForce Hungary might follow this strategy later on. We do not produce panels, so we partner up with a selection of panel suppliers in Europe. Today we offer Metecno, Tecsedo, Epco and Kingspan panels.

2. We work together with all panel suppliers in Europe to join their panels and our hardware and operators into one overall Initial Type Testing Report (CE). Since we provide hardware like hinges, end caps and aluminium profiles for most of the panel shapes and brands in Europe, we make sure to have all combinations tested and approved.

3. IDD Parts specializes in replacement panels. That means that we have a wide range of panel brands, shapes, colours, finishes, etc. Even replicas of panels that haven’t been produced for a long time. Allowing you to replace that one damaged bottom section on a Hormann or Nassau or any brand door without the need to buy it from the original producer.

So as you can see, our panel strategy is crystal clear. We provide you more flexibility and access to panel close to you. Find a very nice video on how Metecno produces the panel on our website.

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FLEXIFORCE MAGAZINE #71

NEWS FROM FLEXIFORCE COMPANIES AND MARKET UPDATES IDA Expo 2016, Las Vegas

.COM

End of April FlexiForce was exhibiting on the yearly door event in the United States. IDA Expo is a unique show where door dealers come not only to visit the exhibition, but also participate in several workshops and presentations about the door business.

Well appreciated! We are very happy with the crowd visiting our booth and we trust to see you all back in 2017. Thank you for your interest!

Please take into account that email addresses in FlexiForce companies are changing into firstname.lastname@flexiforce. com. Now, the emails of FlexiForce Italia, Spain and Poland are (or will be) also harmonized into .com addresses. Find them on our website.

ISTT and ISTT-GO

Panel cutting services in FlexiForce Italy

We are “triple� happy on the success of our ISTT, industrial spring tensioning tool. First of all since we have run out of stock already a couple of times, meaning that we had trouble coping with the high demand. Secondly because over 50% of orders also contains an order for the ISTT-GO travel-trolley. And thirdly because this success means that spring tensioning all over Europe is becoming a safer and healthier job! Thanks for your orders!

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FlexiForce Italy has upgraded its panel department with a panel saw. This means that from now on you can also order your panels cut to any size.

More information: Julio.gonzalez@flexiforce.com.

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JUNE 2016 GB

REFLECTION upgrades

PVC banned from buildings?

We have improved the paint and the painting quality of our REFLECTION full vision sections by selecting a state-of-art coating partner in Hungary. Furthermore, a dedicated team is working on providing online ordering and configuration of REFLECTION sections in our web store.

In new governmental buildings in some Scandinavian countries, the application of PVC is prohibited. Environmentalist worldwide are striving for a total PVC ban worldwide, but it is uncertain if and how fast that development will become legislation. For FlexiForce this is reason to investigate how to replace PVC in our products by more friendly materials. Good example of a first result is that in our 1065PVC3000 and 1075PVC3000 spring filler tubes, PVC will be replaced by PP. First step into a green future!

Equip’baie 2016, Paris Portes de Versailles Expo in Paris. The FlexiForce booth we will present to you our new ISC industrial hardware system, our line of RSC residential systems including the latest RSC-T-2.0 tension spring system. And more! You are invited!

On November 15 the doors will open again for the Equip’Baie door exhibition in

Silhouette > SafeStep + SideStep + DoubleStep being able to offer you the SILHOUETTE. Till that moment, we of course fully support our line of products and kits for SafeStep pass doors, SideStep pedestrian doors and DoubleStep double swing doors.

As we already communicated through our social media and website updates, we have stopped the development project for our Silhouette Pass Door. Main reason is that a third party confronted us on the fact that our design infringed with their patent. Of course we will look at alternative solutions to finally

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FLEXIFORCE MAGAZINE #71

NEWS FROM FLEXIFORCE COMPANIES AND MARKET UPDATES Upgrade forceLC2 light curtain The sales of our Class 2 light curtain, forceLC2, is growing rapidly. Apparently, the market not only recognizes the need for safety solutions but also appreciates the convenience of a light curtain versus complex safety edge systems. We have upgraded forceLC2 with: • Length of the total curtain is now 2.640mm.

• Active height is 2.520mm.

• Distance between LED’s above the 500mm decreased from 195mm to 180mm.

• Additional mounting holes in the light curtain to save mounting space.

• Not necessary to change polarity of the transmitter with door width <4000mm.

• Different LED’s, easier to align the light curtain.

• No error codes when door is stopped half way or during opening.

• Possibility to close the door from any random position.

• Blanking function only requires a covering of last 2 activated LED’s People that already installed forceLC2 will understand the benefits of these upgrades. People that have not bought the forceLC2 yet: Contact us to hear all the advantages of using it!

417S stronger We have improved our light range top roller bracket 417S, to make it universal as a top and bottom bracket. The bracket now is reinforced by adding two welded points to the roller carrier.

This enlarges the application range of this economic bracket to doors up to 165kg. We recommend the use of this bracket with a maximum cable of 3mm thickness. Available now!

632L, with cover A clear upgrade of a product. Without price consequences for you! Our well-known slide bolt 632L is from now on standardly equipped with a stylish plastic cover. The finishing touch to your door!

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JUNE 2016 GB

NEW! 1036DN top seal An improved version of the well-known 1036D top seal with double lips. Apply for high-quality sealing of the gap between top panel and lintel. This specially designed double top astragal offers a good performance for higher air permeability classes (CE) of your door. Increased insulation, which is important considering todays building demands.

1030BOX5 Upsell by video This floor profile or water weir or rubber threshold is proving to be very popular nowadays. We receive an increasing amount of request on our website for it. And our customers report increasing sales by displaying the 1030BOX5 on their counter or by adding it to the standard inventory of their service vans. Find an explanatory movie on this product. Want to use it with your logo on it? Contact us!

Long length powder-coated springs Shot peening a torsion spring increases the life span of the spring with more than 40%. In the selection of a spring for a door, this means a reduction in spring material of around that same number. Today, the majority of the springs that we sell are shot peened, powder-coated springs, pre-assembled to size by FlexiForce. For customers that like to profit from the advantages of powder coated springs while keeping the cutting and assembling of these springs in-house, we offer long length (3.000mm) powder-coated springs. Contact your sales team for details. NB! When comparing these springs with natural or galvanised springs, please remember to consider the life span advantage of these springs!

ForceTL traffic lights application! The software of the forceIQ guides you through the settings. A short introduction movie and the complete settings manual will clarify the system to you!

We introduce forceTL, a new module to connect traffic lights easily, plug-â&#x20AC;&#x2DC;n-play, to the forceIQ control box. Providing settings for waiting time, clearing time and opening time.

Easy programming of traffic lights in a one-way-route

www.flexiforce.com/ mag-71 ForceTL

ForceTLG

ForceTLR

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ForceTLRG

FLEXIFORCE MAGAZINE #71

NEWS FROM FLEXIFORCE COMPANIES AND MARKET UPDATES Emerging markets

Meeting in Dublin

When we started FlexiForce in Turkey, we already knew that it would give us a solid bridgehead for developing the Middle-East and Central Asia region. We have extended the responsibility of Mert Kaptan, our managing director of FlexiForce Turkey, to manage all new business in this region. This means Mert will be the contact for all our customers in Turkey, Iran, Iraq, Azerbaijan, Turkmenistan, Kazakhstan, Saudi-Arabia, United Arabic Emirates, Lebanon, Egypt, Jordan, etc.

The full FlexiForce management team came together early January for a management meeting in Dublin. In the pictures you see the team members from North America, EMEA, Asia and PC Henderson, together with FlexiForce Group management. Of course all wearing a bright FlexiForce red uniform!

FlexiForce Quiz

Webshop

Schoolteachers already know that the easiest way to teach kids something is by organizing a quiz. Following that example, FlexiForce has presented via Facebook already several “FlexiForce University Quizzes”, with questions on application and technical details of doors and products. Questions like “Why do vertical lift drums have a conical shape?” and “What does EPD stand for?” have given already hundreds of contenders a hard time. Follow us on Facebook to take part in the next FlexiForce Quiz.

More than 150 customers of FlexiForce Netherlands already work with it, our online webshop (webshop.flexiforce.com) that offers ordering convenience and a clear overview of our business with you. The roll-out of the webshop is ongoing. For example we will soon be adding German and French languages to it and we are already working on connecting FlexiForce Hungary to the shop. Also our ISC industrial hardware set configuration and ordering will take place in our webshop. More to come!

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Covered unloading in FlexiForce Netherlands

FlexiForce House Style manual

Loading trucks with products for our customers is done inside the expedition hall in FlexiForce Netherlands. Due to lack of space, unloading trucks from suppliers was done outside. Now we have improved also that part of the logistic chain by covering the unloading area in Barneveld.

You might not notice it, but in our communication with you, whether it is online, through email or via price lists and INFO magazines, we follow strict internal rules to make sure that the FlexiForce image is consistent all over the world. These rules are now presented in a beautiful booklet. If you want to have it, as an example for your own house style rules, do not hesitate to request a copy at: jeroen.degraaf@flexiforce.com.

FFNL goes “FastForward” in order handling!

FlexiForce marketing material support

“FastForward” is a new and fast delivery service from FlexiForce Netherlands! Did you just make an extra sale and are you missing a few items to build the door? Your customer decided last minute he wants windows in his door? You sold a garage door opener on the spot? Or simply you forgot to order something? FlexiForce Netherlands now provides the answer with a new and speedy service: FastForward. Place your order before noon and the package will leave our warehouse at 5pm or even earlier, by UPS or any other courier service. We can guarantee this service for a maximum of 5 orders lines of stock items. The fee that we charge for this FastForward service is only € 49 net extra. Of course shipping or courier costs will be supplementary. Contact your sales team in FlexiForce Netherlands for your first FastForward order!

If you want to use our pictures, drawings, manuals, movies or other marketing material for your own branded marketing communication, you are free to do so. If you want us to integrate your logo into our documents, let us know.

Pictures can of course be downloaded from www.flickr.com/flexiforce.

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INTERVIEW JOHAN VAN DER LINDE, MANAGING DIRECTOR OF IDD PARTS B.V.

“AFTER SALES IS A MAJOR OPPORTUNITY!” With an installed base in Europe of millions of doors, after sales repair and maintenance is a golden opportunity. Door producers can increase their revenues and margins by not only servicing their own doors, but also through maintenance and repair on doors from other suppliers. To support customers in pursuing this opportunity, FlexiForce started IDD Parts in 2010. Today, IDD Parts offers spare parts, automation components and replacement panels to a growing group of customers in Europe. We take the opportunity to interview the managing director, Johan van der Linde.

“ But having the parts is not enough. In the end it is about know-how.”

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Johan, can you please introduce yourself?

In 1985 the “door bug” bit me. Anyone in this business knows what that means: You are in, and will probably be in for the rest of your life. Having studied electronics I started with a small company doing door automation. After that I have been a door producer myself, I have built doors, fitted doors, maintained doors, repaired doors, automated doors.

And developed door parts at the R&D department of FlexiForce. I was offered the opportunity to manage IDD Parts, for me an ideal opportunity to use all of my experience to give an optimal back-up and service to the IDD clients.

How has IDD Parts developed in 5 years’ time?

Initially IDD Parts started on a small base. We knew the market demand was there, the need for parts has always been there. Now it was a matter of creating a network of suppliers, to make sure we could answer to all demands. The warehouse grew to what it is today.

Thanks to this warehouse and our network we can provide almost every part with a very short lead-time. From day one we decided to choose for a webshop, so our clients can order day and night and can even configure panels. Type of panel, size, colour, options, all information including the price. Ordering 24/7/365.

Why do customers come to IDD Parts?

First of all, availability of parts and panels for Hörmann, Nassau, Novoferm, Crawford and more, and also for older brands. But

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Johan van der Linde having the parts is not enough. In the end it is about know-how. How to recognize which door the customer needs to service, which part needs to be replaced. We give a good backup and we know to identify a panel by a customer explaining us the number of grooves, colour and finish.

When you are working on a control box for instance it is good to know there is a supplier that will help you if you are in trouble. So apart from the webshop, we are on the phone all day. And night!

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Who are your customers?

We have a strict rule: We do not supply parts to end-users. Other than that, we serve all door repair companies, maintenance companies and more and more: FlexiForce customers! They see the opportunity in after sales. That is really a change with the past when they just only focused on selling the door. This way we support them through FlexiForce for their new doors and via IDD Parts for their after sales business.

Why is IDD Parts a different brand and company, why not just a department of FlexiForce?

It might sound odd, but the culture of both companies is totally different.

Wholesaling hardware in big volumes is completely different from helping a customer within the hour with a specific part for a specific door. The good part is that FlexiForce customers can profit from this service and mix their orders between IDD Parts and FlexiForce.

How different is the after sales market from the “new doors” market?

It’s a total different ball game! When a door is broken down, or driven into, all

a client wants is a fast quality repair.

This not so much about the price. You need to have the knowhow. You have to think different! Repair the door with the original parts and keep it in good working order. This is not about cheap solutions, because the mechanic is responsible for the installation. Repairing the door with the wrong parts makes the door loose it’s CE marking as well. That is why we provide mostly original parts.

What future developments do you see in the after sales market?

The big door companies and building management companies make it their priority to have as many doors in their portfolio as possible. This means a risk for the smaller companies, they will have to organise door maintenance professionally to keep their share in the market. IDD Parts is developing software to support this, giving the small companies the option to organise their maintenance in a professional way, and, very important, to make it professional.

Any other developments?

Because after sales is a local business we have decided to take the next step

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in growing IDD Parts by opening up IDD Parts Deutschland, in Kassel, central Germany. With a local team, run by a very experienced guy, local stock and ready to supply springs, panels, parts and knowhow to the German market. I am really proud that these steps shows that IDD Parts has only just begun!

NB! FlexiForce issued long time ago an INFO magazine dedicated to “After Sales Repair and Maintenance”. Find this INFO on www.flexiforce.com or ask your sales team for a copy.

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MAY THE 70NM FORCE BE WITH YOU! Our new single phase industrial door openers are a smart choice for your industrial door automation. Select three levels of control depending on your budget, on your need for convenience or on the wish for additional features and accessories.

Force70BS, force70AC and force70XQ replace our 60Nm units, offering more power (70Nm), highly improved design, logical “force” branding and neat packaging. All at a very attractive price level! Pre-wired and ready for installation. The force70 operators are all equipped with quick release, so easy to disconnect if needed.

Freedom of choice!

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Force70BS Offering the easiest way of opening and closing a door by a “hold-to-run”-switch.

Euro 389,- p.piece(1)

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Force70AC Offering automatic opening and closing.

Euro 470,- p.piece(1), force70AC

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Force70XQ Offering advanced forceIQ visual control with limitless accessories upgrade features. Euro 625,- p.piece(1), force70IQ

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Customer feedback on “force smart door automation” The perceived quality and convenience of an industrial door opener can only be judged by the people that install or use it. Therefore 3 years after the introduction of our new FORCE line of industrial operators, we have asked customers to reflect on their experiences with this product. Find their feedback on this page:

“The FORCE7OBS motor line and FORCE70AC are very functional, being versatile for all applications of doors and especially for dock doors, also in combination with the loading ramp. It is easy to install, thanks to the pre wiring supplied in the motor package.

The rapid delivery service, by FlexiForce Italy allows us to purchase when the door is sold, without incurring increases in inventory costs. We are very satisfied indeed.”

Arch. Giancarlo Valsecchi, owner of Sacil hlb. Italy

“I use forceIQ control box in after sales projects where I repair industrial doors. The fact that it connects to almost all brands of operators is for me a major saving in my stock and in the inventory of my service van. And the routine of working with it saves me a lot of time. My customers like forceIQ because of the clear communication of status and alarms on the display.”

Howard Visser, Deuren Service Twente, the Netherlands

„We like to work with the force100xc, because this operator is really a reliable one with outstanding features what can be completely customised upon the end user’s demand! We would like to highlight the presence of the multilingual LCD display, which helps our installers to install and maintain the sectional doors on a more efficient way.”

Mr. Lampič Miha, MKL Systems d.o.o., Slovenia

“Thanks to its universality and versatility, forceIQ has allowed us to solve difficult situations just at the first visit to the site. That is because all our teams are equipped by one unit in their service car.

Now it’s an indispensable tool! Mainac and forceIQ: The Perfect Team!”

Mainac S.L., Spain

“I have already longer time experience with the door drives of Force.

I have come to appreciate the reliability and the nice price/quality balance. Big plusses of this motor are: installation ease, the user friendly interface and the quality. Silent operators with elegant looks and easy to upgrade with different optional modules. I receive myself positive feedback from happy customers!

Dimitri van de Voorde, VDV Sectionale Poorten, Belgium

“Force70AC is for us answering the most usual demands in our market: simple and easy to install, powerful and price convenient.

And buying it at the same supplier of our hardware!”

Quadritech, Morocco

Mainac team with forceIQ

Quadritech team with force70AC

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INTERVIEW ANDRZEJ SUCHODOLSKI, MANAGING DIRECTOR FLEXIFORCE POLAND

“THE POLISH BUSINESS MODEL” FlexiForce Poland has, as a result of its history, always been a bit different compared to the other FlexiForce subsidiaries in Europe. From the start, our offer in Poland included door panels at a time when elsewhere we still focused on “hardware only”. Today, FlexiForce Poland leads the way, as a role model for all our other EMEA companies, in offering everything a customer needs to produce, install, maintain or repair residential and industrial overhead doors. Hardware, hardware sets, automation and e-accessories, panels and after sales spare parts. On top of that, the Polish company is re-organizing and upgrading its operations big time. So, let us ask Andrzej Suchodolski about his plans and vision.

Hi Andrzej, could you please introduce yourself?

I am an electrical engineer by education, although I also finished Business Management whilst studying at Politechnika Warszawska – Warsaw University of Technology. For the past 17 years, I’ve been working in international companies starting my career as an electrical installation and measurements systems designer in the engineering business. For over 10 years I worked as a manager in the graphics printing business and also building industry. And now, I am here, managing FlexiForce already for almost 1,5 years.

www.flexiforce.com

Why FlexiForce?

I always wanted to be closer to customers and the market and also to have a real influence on the company I manage.

Before making my decision on joining FlexiForce, I was given a tour in the Polish production facility. At the beginning, I felt a bit overwhelmed with the amount of steel and panels around. But I like challenges and so I took them with pleasure. Working at FlexiForce turned out to be exactly what I’ve always wanted to do – to manage a company from A to Z. My education and experience of past years, prepared me for this role thoroughly. And I am happy to say that I

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found a great team of people welcoming me in FlexiForce Poland. That was a good start!

If you compare the door business to your past experiences, what is different?

From my point of view, the market of overhead door producers consists of small and medium family owned or private businesses and this was actually very similar to the graphic printing industry. The building industry I worked for, were mainly big capital funds that invested in huge projects managed by general contractors. So the size of my current customers is different

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and they are more entrepreneurial, which I like very much. And since it is construction business, there is a lot of similarity of course. Therefore I believe I can understand well their needs and day-to-day challenges very well: big pressure on prices and the need to stand out and differentiate from competition.

This is, what I hear the most during my conversations with customers.

Why do customers buy from FlexiForce Poland?

In our warehouse we have everything that is needed to produce and install the doors. Sometimes we also accept orders for unusual panels like aluminium or fire protection panels or 80mm panels.

And spare parts for overhead doors produced by other vendors. But we are not just a goods supplier. We offer know-how, trainings and solutions to technical issues, automation services and logistics. And pretty good coffee too. We have people in our team, who are dealing with sectional doors for more than 20 years, sharing their wide knowledge and experience with our customers. Service with a smile, because in the end, people buy from people.

You offer hardware, panels and operators for doors. Almost a complete door?

No, not at all a complete door. We do not make complete doors, we leave that to our customers. Firstly, we do not have the CE position, secondly, we don’t have the contact with the end-user and thirdly we simply don’t want to do this. Other than that, we like to support our customers in any demand they have. Some of them like buying parts, some like buying panels, some buy everything, some want hardware sets, some only spare parts.

What do you see as major challenges for the future?

Well, in my opinion the biggest challenge will be competing with very cheap, low quality goods, which now and then enter our market. Those products don’t have for example any CE certification, but lack of end-user awareness when purchasing residential doors puts the price on top of all buying criteria. Moreover, competition in this particular segment is very aggressive and pricing pressure also coming from big overhead doors producers already creates very tough competitive environment, especially for our smaller accounts.

How do you respond to those issues?

First and foremost, we are aiming to be the best possible partner for our customers. Fast response and delivery time, product and technical solutions versatility, efficient logistics and highest quality will allow us to be successful in competing on the segment doors market.

To achieve our goals, we invested a lot this year in professional warehouse

equipment. Brand new cantilevers for long item storage appeared in March.

At the same time, we purchased 4-way forklift Combilift, which is tenderly called by our employees “the Monster”. We are planning to have 85% of all the panel packages stored at shelves. This will allow us to complete the orders faster and in more effective way. At the same time our panels won’t be exposed to weather conditions. Additionally in May we signed the contract for warehouse management system implementation.

It’s based on barcodes and we are looking forward to start using it. Hopefully, when peak season starts, we will all be able to enjoy the benefits.

I strongly believe, that all the investments will bring FlexiForce Poland to the next level. But the changes are not only related to investing. New warehouse floor design forced us to change the way we prepared the packages, packaging process and storing the receive goods. There are still a lot of changes ahead of us and we will update our customers throughout our website and social media, where you can already see, how FlexiForce is changing throughout the past year.

You seem to be full of ambition?

I believe so! It’s so exciting, when there is still so much to do to improve and to grow the business. Just try to compare what we managed to achieve in the past year and see where we want to be in 2-3 years’ time. I encourage everybody to see a short introduction movie on www. flexiforce.com and even more to come and visit us and meet the people who are completing the orders on a daily basis.

You are welcome in Glowno!

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NEW! ISC â&#x20AC;&#x201C; INDUSTRIAL SUPPLY CHAIN HARDWARE SETS We present to you our new ISC hardware sets for industrial overhead doors. ISC stands for Industrial Supply Chain. This name explains our main goal: to let you outsource the production of hardware sets, completely or partially, to FlexiForce. We want to be an integral part of your supply chain. This allows you to profit from our high volume, efficient production lines. And from the fact that most of your fixed costs will turn into variable costs. Your working capital will not be caught up in your inventory, since you are able to order the hardware set after you have sold the door. door sections to your customer. This is the best of both worlds: You, as entrepreneurial door producer, remain in control of your own strategy and destiny, while you outsource all the hardware hassle to FlexiForce. Find ISC images and some details on these pages.

The idea is simple: While you assemble the door panel in your own production, FlexiForce takes care of the hardware set assembly after receiving your order digitally via our online ISC Create configuration software. You ship the complete door, existing of the FlexiForce hardware set and your pre-assembled

Professional track system with separate curve, 9VL angle and pre-mounted spring bumpersset

Torsion springs, powder coated and pre-installed on the shaft

Side sealing taken to a new level: Traditional 1088I or thermal seal 1088IT

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Two installation options: Springs outside-in or springs inside-out

Complete hardwareset

Find all details, prices and how ISC could work for you in our separate price book!

Contact your FlexiForce sales team for a personal presentation of ISC. We would like to explain you how you can benefit from this new set-up. You are also invited to visit our production line in Hungary to convince yourself of the advantages that economies of scale.

Due to a lot of work in the set-up of the online configuration and order-routing, we expect to release ISC to you just after summer.

Print-to-order manual, unique per selected hardware set

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NEW! RSC â&#x20AC;&#x201C; RESIDENTIAL SUPPLY CHAIN HARDWARE SETS To keep an overview of all these systems and options, we have updated our Create RSC online configuration software. All new parts and tracks are included and so is a new way of calculating complete price matrices for you.

To follow the changing demands in a changing market, we constantly adjust and expand our RSC garage door system range. We notice that in Europe, customers appreciate an almost unlimited choice when they configure the hardware sets for garage doors. Just as homeowners want unlimited choice options! RSC is the bases for an expanding line of hardware systems for garage doors.

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NEW! RSC-T-2.0, UPGRADED TENSION SPRING SYSTEM The ease of tension springs installation now in a wider application range. The new design of the double tension springs, the spring fittings and the cable pulley bracket makes this system really professional.

Max w: 4.500mm, max h: 2.500mm, max kg: 126kg

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THE RSC SYSTEM THAT FITS YOUR NEEDS Selecting the RSC system that fits your needs is simply selecting the wanted combination of vertical and horizontal track sets.

We have harmonised the track sets and the article codes. We are working on completing our offer to you:

VERTICAL TRACK SETS TENSION SPRINGS:

RSCVTC10 etc.

915VL vertical angle with 215C “closed C” guiding track and pre-installed brackets for tension springs.

RSCVT10 etc.

915VL vertical angle with 215V open guiding track and pre-installed brackets for tension springs.

RSCVT10

RSCVTC10

VERTICAL TRACK SETS TORSION SPRINGS:

RSCVL10 etc.

915VL vertical angle with 215V open guiding track.

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RSCVLC10 etc.

915VL vertical angle with 215C “closed C” guiding track.

RSCVB10 etc.

915VB vertical angle with 215V open guiding track.

RSCVBC10 etc.

915VB vertical angle with 215C “closed C” guiding track.

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HORIZONTAL TRACK SETS: RSCHT10 etc.

Double horizontal tracks 215V, double curves, no side plate. Use it in tension spring configuration. Or combine with torsion springs in front as “light” economic version of RSC. RSCHT10

RSCH10 etc.

Double horizontal tracks 215V, double curve of which the top curve is 215FLN aluminium curve with roller lock-up, and side plate. Apply for torsion springs in front and torsion springs in rear.

RSCH10 RSCHM10 etc.

Double horizontal tracks 215V, double curve of which the top curve is 215FLN aluminium curve with roller lock-up, and side plate. In the side plate a square is cutaway to allow application as “block door”, a pre-installed door for fast installation on site. Works with torsion springs in front.

RSCHM10 RSCHS10 etc.

Double horizontal tracks 215V, top track runs straight to wall, lower curve, and side plate. Apply for torsion springs in rear, power operated doors.

SIDE SEAL OPTIONS:

RSCHS10

For 915VB angle: - 1085 standard side seal - 1085RB side seal with thermal break flap For 915VL angle: - 1088 standard side seal - 1088T, thermal side seal - 1088TF, thermal break side seal with flap

1085

1088

1085RB

1088

Find all details, prices and how RSC could work for you in our separate price book that will be send to you in August! Contact your FlexiForce sales team for a personal presentation of RSC and to explain you how the new article code and choices will work for you. And to be updated on when what is available from stock.

We trust that you recognize clearly that we have been listening to all remarks and comments from our customers. The choices have increased instead of decreased and the professionalism in the set-up reflects that FlexiForce is determined to keep her leading position in hardware for garage doors.

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1088T

1088T

1088TF

1088TF

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SPOTLIGHT ON: LM3800 JACK SHAFT OPERATOR Produced by Liftmaster, the world number one producer of garage door openers, the LM3800 can be applied on bigger garage doors and doors where the headroom is too big to apply a drawbar operator. And on Normal Lift and Low Head Room industrial doors up to 200kg door weight!

We would like to highlight to you a slightly underestimated product in our range, LM3800 jack shaft operator. This unit positions itself nicely between garage door openers and industrial door openers with a value/price balance that is unique in the market.

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eliminates the need for additional and complex safety edge systems. Our CE-ITTR is covered for applying this motor in combination with a low threshold pass door, without additional safety edge. Major savings in money and time.

In the box you will not only find the unit itself, but also two stylish Liftmaster hand transmitters, the unique e-lock, a cable tensioning monitor and a collar for shaft mounting. Soft-start and soft-stop is standard as is the force sensing system that

Last but not least, the price of LM3800 is unique: Euro 398,- !

Compare that to the price of any bigger garage door opener or any industrial door opener!

Optional accessories that can be added and connected are:

770E IR Photocells

16200LM Pass door switch

FLA1-LED Flashing light

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MYQ WORKS WITH NEST! KNOW MORE, WORRY LESS! Now you can see what is happening in your garage when you are away. And control your home thermostat or smoke detector from your MyQ mobile app. peace of mind to your family – from anywhere. Great for people with valuable items in the garage, families with kids who may be home alone, or those who travel frequently.

Your garage is often the gateway to your home. While MyQ has always alerted users to garage door activity via smart phone push notifications, with a Nest Cam in the garage, you can now view a live video feed from the garage, or any other room, and receive notifications when motion is detected, all from the MyQ app.

For door producers and installers, this offers a major opportunity to distinguish your offer for a garage door opener from that of any other brand. Furthermore, you could be so inventive to add the NEST CAM (smart camera), NEST Learning Thermostat (energy saving thermostat) and NEST PROTECT (smoke and CO-alarm) to your product range. Go to NEST.com to check availability in your country!

MyQ lets you keep an eye on coming and going activities of your home, and with the Nest Cam you can easily see what’s happening at home when you’re not there. Through account linking MyQ and Nest Cam bring added safety, security and

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Upsell idea One of our customers is very successful in his sales strategy for Liftmaster and MyQ. “I try to sell MyQ standard on every quote that I do. In closing the deal, I even give the MyQ “for free”, under the condition that the customer takes a one year maintenance

contract. By carefully planning the annual maintenance visit I reduce my costs and in most cases I am able to sell more hand transmitters or other accessories while I’m there anyway. And in most cases the maintenance contract is extended to the next year as well. So customer satisfaction, up-sell and life-long relationship with the customer. Works for me!”

Our current range of Liftmaster garage door openers:

LM50EVO

LM55EVO

LM60EVO 31

LM80EVO

LM100EVO

NEW! WWW.FLEXIFORCE.COM!