Glass News August 2020

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ALUMINIUM ROOF LANTERN Call: 01642 610799 www.korniche.co.uk

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THE RIGHT PEOPLE READ GLASS NEWS Issue 113 | August 2020

DIGITAL EDITION

STOP PRESS!

IS !!

TH NTH MO

Now, more than ever, homeowners are looking at how to improve their homes.

The majority of holiday options are off the agenda and with local lockdowns popping up people are still nervous about visiting places and eating out. Consumers are more than likely to spend their cash elsewhere and as consumer research suggests, this will be on extra living space, gardens, home offices and home improvements.

05/08/2020 09:16

SEE PAGE 50

BOOST FOR TRADE:

ALUMINIUM & STEEL

HOMEOWNERS CAN UPGRADE SINGLE GLAZING AND DOORS WITH GREEN HOMES GRANT SEE PAGE 12

Improve magazine is a new consumer lifestyle magazine, dedicated to windows, doors and conservatories. We aim to educate the end-user whilst generating results for our advertisers and to quell the negative image of the window industry by highlighting to the consumer, the high level of professionalism within it.

The revolution in digital media over recent years has been phenomenal. It now has a greater reach than any other single form of media. Companies who have embraced the new media will be well aware of the benefits both in reach and cost. Improve was created to exploit all avenues of digital media, to give unparalleled coverage within the home improvement market.

Improve Magazine will reach the consumer within the comfort of their own homes, using familiar social media platforms and using their own Google searches to provide relevant content whilst in a ‘buying’ mode.

For more information: christina@improve-magzine.co.uk

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We work closely alongside customers to craft and deliver unique campaigns that speak directly to their business goals and strategy.

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policy and stakeholder communications, ‘thought leadership’ development and the creation of compelling content for PR and digital.

REVOLUTIONARY FLUSH SASH NFA New Product of the Year, the revolutionary double-rebated flush sash Resurgence window from Liniar offers all the charm of a traditional timber window with the benefits of exceptional modern energy efficiency.

Resurgence is designed with a range of fabrication options, from mechanically jointed to Timberweld® and is simple to install, with no glass bonding. Stocked in range of modern colours, Liniar’s most recent addition to its window suite delivers patented perfection.

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EPWIN WINDOW SYSTEMS’ NEW COLOUR COLLECTION REFLECTS THE LATEST TRENDS IN COLOUR Epwin Window Systems’ new Colour Collection has been designed to help its customers lead the way in colour by offering the latest trends in colour today and the favourites of the future. Gerald Allen, Marketing Manager at Epwin Window Systems, said: “By reflecting the latest colour trends and direction, we can give our customers a clear point of difference.”

something that’s echoed in the popularity of Farrow & Ball colours, for example. Our new colours tap into this trend and take it one step further.”

The new Colour Collection includes an expanded number of popular heritage shades, including Sage, Claystone, Pebble Grey, Anthracite Grey Smooth and Cream on White. Gerald commented: “The new additions to the range reflect the latest market research and feedback from our customers. The trend is for understated, natural shades that recall times gone by – it’s

Gerald concluded: “Our prediction is that the Covid-19 pandemic will mean order values will continue to increase.

As well as introducing new shades, the new Colour Collection makes more colours available from stock. There are also 30 Made to Order colours that includes more of the popular contemporary greys and blacks along with new metallics to capitalise on the growing demand for aluminium alternatives.

The new Colour Collection is the latest move in Epwin Window Systems’ investment in colour.

The systems company invested in several new twin lines last year and is also using the world’s first Luna R automatic profile wrapping machine to ensure that colour quality is unsurpassed.

“Colour will be a vital part of that shift and our new Colour Collection perfectly places our customers to benefit from any growth.”

Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

A UK first, with double co-extruded bubble gaskets and an external seal discreetly mounted out of sight, Resurgence looks as beautifully as it performs.

For more information visit: http://www.liniar.co.uk/ upvc-windows/resurgence/

LINIAR’S OUTDOOR RANGE Customers want more choice - and with Liniar’s outdoor range you can offer more than ever before!

Liniar’s low maintenance PVCu decking and fencing ranges are designed, manufactured and stocked right here in the UK. Available in a range of styles, a variety of colours and a wide variety of accessories including foiled balustrades to match Liniar windows and doors, outdoor products are the idea opportunity to provide a fully matching finish with a single point of contact for guarantees.

As we progress through post-lockdown life, consumer enquiries for PVCu decking and fencing have skyrocketed – don’t miss out on the chance to provide homeowners with just what they want.

Find out more: https://www.liniar.co.uk/ outdoor-range/.

AUGUST 2020

The UK’s Leading Glass & Glazing Newspaper

CAN THIS GREEN HOMES GRANT SCHEME BE A SUCCESS? Politicians have a way of showing themselves up to be naïve and, frankly, ignorant.

They have no grasp of what goes on in the real world and their knowledge of the workings of industry are non-existent.

Perhaps we shouldn’t be surprised and I’ve said it more than once and will continue banging the drum – all politicians should be required to hold down a proper job before they can put themselves up for election to be a Member of Parliament. OK, a generalisation, but it would be interesting to know just how many MPs have actually held down a real job.

It is proved time and again that career politicians know nothing about the real world and the issues that the people of this country face on a day to day basis.

All they are after is joining the gravy train and they show themselves up for what they are: self-serving egotists who couldn’t run a p*** up in a brewery.

Yet again, Johnson, Sunak and Sharma prove it by coming up with a half-baked scheme. One half makes sense, providing incentives for our industry through grants for home improvement allied to green issues, while the other half – let’s tell everyone about it but delay implementing it until September – is a quick way to pop the balloon of recovery that our industry has shown since the lockdown was removed. Now, anyone planning to have new windows installed will, naturally, stomp on the brakes! Why have it done now when I can get a grant if I wait for a few weeks, they’ll say? Can you blame them? Of course not. But what on earth was the government thinking would happen by announcing a grant scheme that wouldn’t start for some weeks? The simple fact is, they didn’t think, they just wanted the kudos of the announcement.

Reading through the myriad of stuff appearing on the internet about this Green Homes Grant raises more questions than answers. It seems that insulation in the form of roof, floor and wall insulation is the main focus and there is some doubt whether windows and doors will even make the cut. It is said that “a qualified retrofit coordinator will visit your home and assess how you can reduce your need for heating”. Who are these so-called qualified retrofit coordinators? Let’s hope they aren’t the same chancers who stuffed walls with insulation under the last Green scheme only to promote damp bridging leaving some homes uninhabitable.

On the face of it the government reckons they have a triple whammy - creating thousands of jobs in home insulation while reducing carbon emissions from boilers and shaving energy bills. Sounds great. The government want this £2 billion fund spent by March but just how long will it take to set up a watertight scheme that protects the homeowner from scams, sets up these retrofit coordinators and provides for some sort of quality control with an after-the-workhas-been-done inspection to ensure the homeowner is satisfied?

I read that after the Green Deal debacle, the insulation industry that had grown with the promise of government promotion and cash, collapsed when the Green Deal was stopped. So where are all the insulation companies that will do this work? As long as the window and door industry is included in this new scheme and homeowners aren’t forced by these ‘coordinators’ to have the roof, floor and wall insulation thrust upon them instead of being able to opt for windows and doors – happy days. I do, however, have that self-same gut feeling that I had when the Green Deal was announced: and it’s not a good feeling. Hopefully, our trade bodies have the matter in hand and are in full flow in putting this industry and its products forward. The burning question is, who will be these accredited local suppliers and how will they be chosen or appointed and how will they liaise with the ‘qualified retrofit coordinators?

July 2020 crossword solution:

CONTENTS 4

Glass News Interview: Freefoam

5

Trade News

10

Glass News Interview: Emplas

12

Green Homes Grant Scheme

14

Vertical & Heritage Sliders

CONTACT DETAILS Christina Shaw Managing Director / Advertising Enquiries M: 07805 051322 E: christina@glassnews.co.uk

16 Windows 18 Doors 20 Glass

‘TIME OUT’ WINNERS – JULY!

24 Obituary

Sudoku: Miss M Broadbent, Hull, East Yorkshire

26 Hardware

24

Charity News

24 Machinery 28

Trade News

45 BMBI

Eye Spy: Mr G Mickley, Leicester

46

Cold Calling

47

Installer Focus

Spot the Difference: Mrs Y Dennis, Matlock, Derbyshire

50

Aluminium & Steel

55

Face To Face

56

Installer Network

Crossword: Arthur Brent, Cheshire

56

Software & IT

Congratulations to all our winners! Good luck in this months Time Out pages!

59

Energy Efficiency

60

Careers & Qualifications in Fenestration

/GlassNews

Justin Lazenby Finance Director / Press Release Enquiries M: 07711 828710 E: justin@glassnews.co.uk

58 Letters

@GlassnewsMag

Christina Shaw

Emma Champion Advertising Manager M: 07508 263262 E: emma@glassnews.co.uk

Chris Champion Editor / Editorial Enquiries M: 07850 267223 E: chris@glassnews.co.uk

63 Finance 64

Time Out!

65

Find A Supplier

Kate Carnall Graphic Design E: kate@glassnews.co.uk

glassnews™ is a registered Trademark.

The views contained herein are not necessarily those of glassnews™ and whilst every effort is made to ensure information throughout is correct, glassnews™ does not accept liability for errors. The views expressed by contributors and the content of letters, are not necessarily those of glassnews™ and therefore cannot take responsibility.

Deadline for copy: 16th of each month Please recycle this newspaper so we can continue to use recycling in our effort to help the environment.

The paper we use is 100% recycled.

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Let’s hope this Green Homes Grant scheme is a huge success and that it will be ongoing. However, getting everything ready for a September roll out seems to be a tall order.

Chris GOT SOMETHING TO SAY? Email Chris at: chris@glassnews.co.uk

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3

GLASS NEWS INTERVIEW: FREEFOAM

The UK’s Leading Glass & Glazing Newspaper

FREEFOAM REGISTERED INSTALLER, NG ROOFLINE WINDOWS & DOORS,

TALKS ABOUT GETTING BACK TO WORK

Reports from around the industry are saying that, post lockdown, most businesses couldn’t be busier. Glass News’ Editor, Chris Champion, talked to both Ashley Marvin, the Managing Director of NG Roofline Windows & Doors and Freefoam’s Marketing Manager Louise Sanderson about the roofline sector and its return to work.

In the interview we talk about how Ashley established his company and found that roofline products suited his background as a trained joiner. It was back in 2012 when Ashley set up the company in Nottingham and his use of Freefoam products came about by a local supplier offering to supply the new

company. Their stocking of Freefoam roofline products introduced Ashley to the range and, as a result, he has used Freefoam ever since, moving from supplying and fitting guttering to fascias, soffits and the full range including cladding. Interestingly, the business has been built without the use of advertising. Although based in Nottingham, recommendation has widened their sales area to include Bedfordshire and Northamptonshire right through to Derbyshire. From a man and a van operation, NG has moved through to having a roofline fitting team and now a door and window fitting team, too. As Ashley says, he was giving away the window and door work and it made sense to take that work on himself.

NG’s 4 week lockdown was mainly because of their suppliers being closed as, with Covid measures in place and their work being essentially outdoors, NG could have continued as, indeed, they had 4 or 5 weeks’ worth of pipeline work available. Since then it has been flat out and, with the number of enquiries now in the high teens as opposed to the normal 5 or 6 per week, there is no sign of work slowing down. And can you

get supplies, I asked? That was a yes and Freefoam is stepping up to the challenge of exceptionally high demand for products. “It’s not about replenishing our stocks, it’s about getting all our customers what they need to be successful in the current market place”, explains Freefoam’s Louise Sanderson.

How close is the relationship with Freefoam? Ashley pointed out that he doesn’t buy directly from Freefoam but through a supplier. But, as time has gone on and he is now part of Freefoam’s registered installer scheme, he has got to know Louise and the local representative, Simon, and they are always there to help with any technical issues. A good example is an issue over ventilation Ashley had with a big cladding job in Derby. Freefoam were on hand to help with the specification and manufacture that was required for the job. In fact, Louise told me about the development of Freefoam’s website and providing various sites to cover cladding, fascias and so on. This makes it easy for homeowners to view products and get frequently asked questions answered while the trade site provides installers with pretty

much all they need to know about the technical aspects of fitting. These websites are getting up to 5,000 hits every month.

The use of technology and Freefoam’s product visualiser has benefitted NG Roofline and helped in the sales process.

What of the future? While homeowners may be spending what was holiday money on home improvements at the moment, will this continue? According to Ashley, who recently changed the company name from NG Fascia, Soffit & Guttering to NG Roofline Windows & Doors, there is no shortage of enquiries and a very large proportion translate to work, and that’s not based on price. Ashley works to exceptionally high standards and, although now expanding, he is still very much hands on to maintain the reputation he has gained for high quality work that he knows can be guaranteed.

VIDEO LINK

4

August 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

GLAZERITE ANNOUNCES NEW MD AND RESTRUCTURE AS PART OF LONG-TERM PLANS FOR GROWTH

Leading trade fabricator, The Glazerite UK Group Ltd, has announced a boardlevel restructure as part of its ambitious plans for growth. The move includes the appointment of Robert Brearley as Group Managing Director, with former Group MD Jason Thompson taking on the newly created position of Chief Executive Officer.

It follows Group Chairman John Hewitt’s decision to take a step back from the business to focus more time on his recently founded suicide prevention charity, We Mind & Kelly Matters, in memory of his late daughter.

Jason Thompson says: “Glazerite has gone from strength to strength since John and I founded the business 20 years ago.

Today, we are one the UK’s leading trade fabricators thanks to the hard work and dedication of our team, and the support of our customers and suppliers.

“Though we are sad to see John step back, he still remains an integral part of the company as Group Chairman and majority

shareholder. However, the day-to-day running and strategic longer term planning for Glazerite will rest with myself, Robert and the current board going forward. Robert joining us is a real opportunity given his wealth of industry experience. It’ll strengthen both our board and the business in general, and his manufacturing, continuous improvement, and commercial sales knowledge will be a real asset for Glazerite.”

Robert, who joins Glazerite on 24th August, says of the appointment: “I’m really thrilled about joining such a forward-thinking business as Glazerite. As we head into the next generation of the business, we have some exciting plans in place to further strengthen and grow our market position.

With such a strong, experienced team already in place, there will be some fantastic opportunities ahead.”

The news follows 18 months of investment for the fabricator, including site expansion at its Northwest plant in Bolton, and new machinery installation across each of Glazerite’s four manufacturing facilities.

Jason adds: “In spite of the March and April lockdown due to Covid-19, our sales for June/July this year are up 30 per cent in comparison with the same period last year.

Our restructure will further strengthen our position as market leaders and allows us to build our offering and manufacturing capability further, in line with our own plans and the ambitions of our customers and suppliers.”

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper Each product is also inspected at the point at which it’s offloaded giving Emplas 360∞ visibility on products from point of order to offloading to the customer. “If it’s not there, we can’t go”, says Rob, “The product has to be physically scanned into the back of the truck before we’re cleared to go.”

PRODUCT PROTECTION Shipping product - including glass - 10,504 miles to its Melbourne-based retail business Ecostar, has also meant Emplas has brought possibly unparalleled focus to product protection. This includes adding corner protection to all four corners as soon as windows and doors come off the welder.

Emplas also removes system company tape at final QC, ahead of checks and the cleaning of every frame before reapplication of its customers’ own branded protective tape.

Emplas has also recently added new lock and hinge protectors, alongside corner protection to deliver better defence against product damage in transit.

FRONTLINE

Distribution is key in any manufacturing business.

Emplas is, however, pushing beyond logistics, so that deliveries go hand in hand with customer care.

“You can see how much the business has changed”, says Rob Oliver, Emplas Driver, “five years ago you couldn’t always guarantee that you’d get away on time - now it’s a very rare occurrence if at all.

We’re out and on the road when we should be.”

As a former 29 Commando, Rob has a clear appreciation for the ‘military precision’ that Emplas now brings to its distribution network - the product of major investment in its fleet, factory and processes.

Emplas upgraded its fleet in January last year. This gives it six Mercedes-Benz HCV Actros trucks, powered by low emission Euro 6 engines.

In addition to lowering emissions, the additional five 18 tonne and one 44 tonne wagons each feature a hard-sided wall giving the fabricator increased flexibility to deliver to site. It also runs a fleet of

6

Mercedes Sprinter and Luton vans giving it the ability to react to customer demand.

“We have a lot autonomy – you don’t get that very often’, says the ex-Bombardier, who completed tours as far afield as Kenya and Central America. Now ranging closer to home, his routes take him from the South Coast, into Wales and as far north as the Scottish border.

“We’re left to plan our own routes. We get a notification of where and when we need to drop a few days in advance and we then sit down and map our own route.

That’s fed back to the loaders who stack the lorry based on the drops and the customer services team make contact with the customer”, Rob says.

“Unless someone needs something in a particular hurry, we’ll generally head out to the furthest point and work our way back.”

Emplas growth has been underpinned by a programme of continuous development.

This has included a more than £5m spend on new factory extension, machinery and infrastructure since April 2017.

Adding around a third again to its manufacturing facility this has included a factory extension completed at the end of 2017, housing new lines, offices, quality control and loading bays. “The new facility has made a big difference”, continues Rob,

the distribution is better, its lighter, there’s more space, the quality control is better and while something may occasionally slip through, it’s very rare.”

IT – UNDERPINNING PROCESS This is in part because Emplas has committed to six-figure spends on cloud technologies and networking infrastructures.

Orders can be placed 24/7 through EVA, its customer portal; product is bar coded and scanned as it makes its’ way through the manufacturing process, giving it full visibility of the progress of orders in real time.

This includes ‘staging gates’ – the time critical points each product must pass through to ensure that it’s delivered on time to the customer. The idea being that if a stage gate is missed, it’s flagged, and corrective action is taken ahead of time and before it impacts on the customer.

This also extends to visibility to loading on and off the trucks. As part of a rigorously controlled process, individual elements of each order are automatically checked as they are prepared in the loading bays.

They are then re-scanned onto the lorry, eliminating the shipping of incomplete orders.

“Sometimes you will get damage but again it’s very rare these days, the product is better protected and the loaders are by and large pretty good.”

CUSTOMER FOCUSSED “All of those things mean that most of the time it’s pretty good working for Emplas.

You’re a main point of contact for the customer – at least face-to-face. You’re seeing them once, twice a week and they sort of become friends, or at the very least colleagues. Nine times out of 10 you’ll get offered a coffee and you have a direct working relationship with them.

“I think they really appreciated that we were back out there, particularly when a lot of fabricators weren’t. We were able to maintain supply.”

Emplas reinstated its UK delivery service on 11th May, as part of its strategy for a safe and phased return to work post-COVID19 lockdown.

This included the introduction of a specially developed COVID-19 driver training and awareness programme and issue of dedicated PPE, to minimise and manage risk to its logistics team and customers, plus the launch of a new ‘safe digital signature’.

“I didn’t ever not feel safe. We had protective equipment and we knew what we needed to do. And in a way it was brilliant the roads were so quiet.

“There was a day when it was completely surreal. I went around the whole of the M25 and I didn’t see one other person - it was like being in a film where there has been some sort of mass extinction event. It was incredible.”

For more information on Emplas visit www.emplas.co.uk, email info@emplas. co.uk or call 01933 674880.

August 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

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TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

LOOKING THIS GOOD

DOESN’T COME CHEAP Quickslide’s Adrian Barraclough reflects on the cost of authenticity in the race to produce the perfect ‘heritage’ window.

The quest to produce ‘the perfect replica VS window’ has been a constant challenge ever since affordable, high performance replacements became available for the millions of owners of ordinary non-listed homes, a market sector in which I am proud to say Quickslide played a significant part building all those years ago. And now the group of window styles that has become generically known as ‘heritage frames’ has been joined by the flush sash which, with its broader market appeal, has become a highly popular choice amongst homeowners looking to add a little period flavour to their properties.

Of course, one might ask how much more development can take place for window styles that have been popular for more than 300 years? But of course, the skill is to make a product that looks like those produced in another century and by artisans using hand tools whilst using a modern material – PVC-U - that is a little too perfect when compared to originals crafted in characteristically imperfect wood. And in doing so, efficiently turning out good looking reproduction windows, with modern performance standards, to a faultless, manufactured quality; and naturally, at a competitive price. And that takes a lot of investment and time and, actually, skill to achieve.

The Flush Sash style frame has expanded the market for Heritage windows

Colour is key for Heritage frames

of their properties, whilst of course, demanding the highest performance…as well as wanting a good deal. The challenge to meet all of these criteria is considerable.

And now of course, there are several of us competing for their attention, so we have to be on our toes.

A key challenge for us is the zeal by which homeowners choose heritage windows.

Because such customers, especially those living in period homes, will take a great deal of pride in maintaining the appearance

Much of the challenge is in extensive research to ensure that the appearance of our windows, VS and Flush Sash, is as authentic as possible, which sometimes means taking the systems house window and adapting it heavily to achieve the attention to detail. Profile shapes and classic mouldings, traditional horns or lamb’s tails, colours and finishes and authentic but updated hardware including counterbalances, pulley and cord systems, handles and other fittings all contribute to producing what homeowners feel is the perfect window for their home. We are also one of the few fabricators to have our own

The latest technology is used to manufacture historically accurate windows

The investment in this Schirmer machining centre was £800,000 alone

8

profile bending facilities in house that can manufacture traditional true arches.

As well as the hours that go into product development, it’s costly! Quickslide has bought Graf welders to produce seamless, ‘authentic’ joinery style corners; a paint shop through which we can offer a wide range of range of paint finishes that emulate traditional colours; and a couple of new Urban corner cleaners, two quad welders and a new delivery fleet that were delivered towards the end of last year.

And this year we installed a state-ofthe-art Schirmer CNC machine with an investment of more than £800,000 which came on stream at the beginning of March; two weeks before the country went into lockdown. But despite the Coronavirus interruption, our engineers kept our new addition ready for action and it is now performing beautifully as production ramps up. A year in the making, the Schirmer has

Attention to detail is everything with replacement Box Sash windows

Quickslide Legacy VS Run-through Horn

been engineered precisely for Quickslide’s needs and, at almost 100ft long it now takes pride of place in our advanced, highly automated and digitally controlled factory. All of which is designed to produce windows in styles that predate such technology by several centuries.

The benefits to our installer customers and in turn of course, their customers are that our products will appeal to the most style and authenticity-committed homeowner in terms of appearance and yet which will also offer the very best modern performance and functionality that will last for decades. All at the most extraordinary prices and of course, in a most competitive market. www.quickslide.co.uk

Heritage windows remain the cornerstone of Quickslide’s offer

August 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

‘RELUCTANT RETURNERS’:

MANAGING ABSENCE POST-LOCKDOWN

Returning to the workplace following lockdown will no doubt be met with mixed responses writes Felicity Staff, Senior Legal Advisor at Make UK. Some employees may be keen to return, but others may have concerns. With absence management policies unlikely to be suitable in the context of Covid-19, HR professionals need to think about adjustments for the post-lockdown return. They also need to be ready to respond to and, where practicable, accommodate individual circumstances on a case-by-case basis.

Some of these characters may be familiar to you…

Shielding Shona received a shielding letter, as she has severe respiratory problems, and has been self-isolating since the start of lockdown. Although currently shielders are advised not to work outside the home,

from 1 August it seems likely that they will be able to, if the workplace is ‘Covid-secure’.

This means undertaking thorough risk assessments, exploring possible workplace adjustments - and perhaps flexibly furloughing Shona will be key.

are back at school. Although initially Stan could be furloughed, his employer will need to consider the family-related entitlements available (including flexible working arrangements) once furlough comes to an end.

Protective Pete is fit and well but is concerned about returning to work, as his partner is pregnant. He doesn’t want to risk picking up the virus and taking it home.

Managing an effective return to work for Pete will require sensitivity from HR to satisfy him that the workplace is safe.

Symptomatic Steve has been contacted by the NHS Test and Trace service and is required to self-isolate for the next 14 days. As well as effectively managing Steve’s absence and return to work, his employer will need to think about the impact on other employees.

Fearful Ffion is worried about travelling by tube to work, and has expressed strong concerns about the risks of working on a production line. She is worried that sufficient care is not being taken to protect her health and safety. Here, HR should be guided by Ffion’s individual circumstances, rather than taking a “one size fits all” approach.

Jet set Josephine booked a trip to Russia for a family wedding pre-lockdown so will need to self-isolate for 14 days when she returns. Here, clear drafting of HR policies will be needed given evolving government guidance on travel quarantine.

Struggling Stan has three children of primary school age and is unable to return to the workplace until all of his children

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GLASS NEWS INTERVIEW: EMPLAS

The UK’s Leading Glass & Glazing Newspaper

HIGH DEMAND TO END OF THE YEAR BUT TOUGHER START TO 2021

– INDUSTRY ROUNDTABLE

The industry will continue to see high levels of demand through to the end of the year but should brace itself for tougher trading conditions at the start of 2021, according to commentators.

Held at the end of last month, panellists on a COVID-19 Emplas Roundtable, said that the boom seen in retail and new build had far exceeded their expectations.

While there was an expectation that high levels of demand would continue through to the end of this year, members of the forum warned of tougher trading conditions at the start of 2021.

Ryan Johnson, Managing Director, Emplas, said: “What is clear is that everyone has seen exceptional demand over the summer and with order books still very strong, there is an expectation that this will continue into through to the end of the year.

This aside topics of debate included the boom the industry had seen the easing of lockdown, with all those in attendance reporting a major uplift in demand.

significantly in additional resourcing to guarantee supply increasing its daily extrusion capacity from 100 to 130 tonnes a day.

This, however, was highlighted as putting pressure on the supply chain, with the two installers ‘in the room’, KJM Group and Ideal Window Solutions, reporting extended lead times and order books.

The uncertainty that COVID-19 created and the risk of future localised lockdowns was a shared concern. KJM Group’s Mark Pearce, highlighting the rise in cases in Europe, and the importance of keeping customers and employees safe going forward.

Those ‘higher up’ the supply chain, Emplas Ryan Johnson and Epwin Window System’s Clare O’Hara, said, highlighted how they were adapting their businesses to meet this demand.

Ryan said he had hoped that the Green Homes Grant ‘in a way would have led to some form of cooling of the market’, while Clare added that Epwin Group had invested

This was something that Clare said the industry should be proud of. She said: “We have adapted to a difficult situation, safeguarding the welfare of our workforces, putting in safe working practices in our factories and out on site. We’ve put in new risk assessments and work has carried on and that’s really important.

“And we’re coping as best we can with the rapid growth in demand that we have seen from a standstill start in May.”

“It’s what happens after that that remains less certain”, he added.

Speaking at the roundtable Ryan concluded: “As an industry we’ve put ourselves in a position to take advantage of homeowner demand by coming back when we did, to recover and to give ourselves a fighting chance of a decent future.”

Held on Thursday 30th July, in addition to Johnson, the event was attended by Clare O’Hara, Managing Director, Epwin Window Systems; Thom Emerson, Sales and Marketing Director, Ideal Window Solutions; Mark Pearce, Managing Director, KJM Group; and representatives of industry media.

Watch the video here: https://www.youtube.com/ watch?v=FSylrsYbksA&feature=youtu.be

Topics of conversation included the Green Homes Grant.

Thom Emerson summing up the mood when he compared it to the Green Deal and another ‘missed opportunity’.

For more information on Emplas visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880.

VIDEO LINK

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August 2020 | www.glassnews.co.uk

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GREEN HOMES GRANT SCHEME

LITTLE FOR GLAZING IN GREEN GRANT SCHEME

GREEN HOMES GRANT TO CREATE SUBSTANTIAL NEW DEMAND FOR DOORS - EMPLAS Emplas has said the Green Homes Grant has the potential to create ‘substantial’ new demand for door replacements.

The Government ‘fleshed out the bones’ of the scheme announced by Rishi Sunak in the Summer Statement [8/7/20] in a new document, Green Homes Voucher Scheme Available Measures published today [4/8/20].

See Emplas’ analysis here: https://emplas.co.uk/ updates/2020/green-homesgrant-more-fact-less-fiction/ While according to Emplas, offering only limited opportunities on window replacements, the trade specialist has highlighted the opportunities that the scheme appears to offer for door replacements.

Ryan Johnson, Managing Director, Emplas, said: “There is a lot in today’s announcement form Government that we expected. The opportunities for replacement windows are limited because you need to be replacing a single glazed product and with 95% of the market already on second time replacements, there aren’t a lot of those to go at. They are also secondary measures, which mean households have to commit and spend on primary measures first, including wall and roof insulation, before considering windows and doors.

“The update today, does, however hint at opportunities for door replacement. Still a secondary measure, the Government says funding will be available as it stands for replacement of any door fitted before 2002. Given the number of PVC-U panels fitted pre-2002 that we know are still in circulation, the market potential is substantial - even as a secondary measure.”

The Green Homes Grant was announced by chancellor Rishi Sunak in the Summer Statement on 8/7/20 in a bid to create green jobs in the building and construction sector.

12

The UK’s Leading Glass & Glazing Newspaper

Homeowners and landlords will be able to apply for vouchers from September that will cover at least two-thirds of the cost of updating their property, up to £5,000 per household.

For low income households, Mr Sunak said the government will “go even further” with vouchers covering the full cost, up to £10,000.

Windows and doors are, however, classed as ‘secondary’ or ‘further’ measures only, which means homeowners can only consider them after primary measures have been made.

As expected, the announcement

by Government on 4/8/20, confirmed that as a secondary measure, funding for window replacements, would only be made available for the replacement of single glazing.

It did, however, confirm that funding would be available as a ‘further measure’ for ‘upgrading to energy efficient doors’. It added that this would be available for replacement of doors fitted before 2002.

“There are so many pre-2002 PVC-U panel doors out there.

They accounted for a massive proportion of the market and while a lot have been replaced, many more, particularly back doors, haven’t been. Even if half of the PVC-U panels fitted in the decade before 2002 had been replaced already, we would still be looking at a potential market of anywhere between 2-3million doors.

The Government announcement also said that to qualify as an approved installation business, installers need to be part of the TrustMark scheme.

Members of competent person schemes, for example Corgi Fenestration, CERTASS and FENSA, should qualify automatically but will still need to go through a standalone application process with TrustMark.

For more information on Emplas visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880.

The Government has released more details of the Green Homes Grant Scheme almost one month after it was announced by the Chancellor.

The announcement adversely affected many home improvement companies as consumers cancelled or postponed orders until the launch of the scheme, which is set for September and will be available in England only, with an estimated 600k homes benefiting.

In the detail, the glazing element is relatively low priority with only those upgrading from single glazing to double or triple glazing or if installing secondary glazing, being able to claim funding under the scheme.

The scheme also covers upgrading to energy efficient doors but at present there is no detail as to what this means and which products will be eligible.

The amount of Government assistance for glazing cannot be more than the value of the initial measures which will need to be completed first and which are different types of insulation and / or low carbon heating.

On receiving the details of the scheme, John Agnew, GGF Managing Director commented, “The Green Homes Grant Scheme announcement and delayed publication of operating detail has caused significant damage to many companies in our membership. Following the initial announcement last month, many homeowners cancelled or simply didn’t order their replacement glazing, in anticipation of the scheme’s September launch. Now that the details have been confirmed it is clear there is very little in this scheme for the glazing industry”.

The biggest glazing challenge for homes is to have modern energy efficient windows - those that are C rated or above. There are currently tens of millions of double glazed windows in the UK that have been installed pre-2002 that need replacing because they are inefficient. The Green Homes Grant Scheme does not tackle this issue. Instead it leans

CLARIFICATION ON GREEN HOMES GRANT IS HERE; NOW LET’S GET THE WINDOW AND DOOR MARKET MOVING AGAIN Clarification has finally been achieved on the Government’s Green Homes Grant Scheme today - providing the green light for the window and door market to get back moving again.

Government has confirmed that ‘primary’ measures for the grant will include insulation and carbon heat measures.

Households will need to install at least one of these before they’re able to use the voucher on ‘secondary’ measures, which include windows and doors.

John Agnew, GGF Managing Director

towards, loft insulation, cavity wall insulation and cheaper, easier options.

The other reality in the scheme’s details is that it is very limited in terms of suppliers. Only installers who are accredited to PAS2030 will be allowed to carry out work under the scheme. It is estimated that of the 15,000 window and door installers in the UK, less than 5% (under 500) are PAS2030 registered. FENSA can accredit installers to PAS2030, and the GGF recommends all glazing home improvement companies who wish to qualify for work under the Green Homes Grant Scheme, register with FENSA who will support GGF members with any additional assessment requirements.

Later this month, homeowners across England will be able to access advice and support on improving the energy efficiency of their homes from the Simple Energy Advice (SEA) service. SEA will suggest appropriate home improvements that homeowners may be able to apply for support in funding.

Once the works are agreed, vouchers will start to be issued from the end of September so work can commence.

The GGF is continuing to engage in the Government’s work streams regarding the road to recovery from lockdown impact and will keep members up to speed with all developments.

Homeowners will be able to replace single glazing with double or triple/secondary glazing, as well as upgrading to energy efficient doors. No double to double glazing upgrades will be included, meaning customers that had paused orders for this purpose will be able to place them again.

Eurocell plc, leading manufacturer, distributor and recycler of PVC-U windows and doors, joined other manufacturers including Safestyle, VEKA, Deceuninck and Duraflex, plus industry trade bodies, in lobbying Government for greater clarity around the scheme in July.

Commenting on the clarity achieved today, Mark Kelly, CEO at Eurocell plc, said: “We’ve been pleased to stand alongside other manufacturers and industry bodies to lobby Government for clarity over the past few weeks, in the campaign originally spearheaded by Roy Frost, CEO at GJB Window Systems.

“Although it’s taken longer than we’d hoped, it just shows the power of working together and using multiple voices to effect change.

We now have that clarity and can start reinstating confidence to the market and convincing customers who were waiting to see if they could replace existing double with double glazing to start placing orders again.

“The government has put quality assurance at the heart of the scheme, stating that tradespeople must register for TrustMark or Microgeneration Certification Scheme (MCS) accreditation to take part. Whilst we 100% support prioritising quality assurance and jobs being undertaken to the highest standard, we hope that any additional bureaucracy doesn’t lead to less work for smaller companies and installers.

“The weeks since the announcement was made have been a real set back to the industry, but we’re resilient and can come back stronger. Now we have the clarity and know exactly where we’re at, Eurocell and our branch network, plus fabricators and installers alike, can return quickly to servicing the needs of our customers and building the sector back up.”

August 2020 | www.glassnews.co.uk

THE AWARD WINNING The UK’s Leading Glass & Glazing Newspaper

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VERTICAL & HERITAGE SLIDERS

The UK’s Leading Glass & Glazing Newspaper

EVOLUTION IN GLAZERITE’S

FLUSH SASH OFFERING

Jeff Dunn, Glazerite UK Group’s Sales & Marketing Director, explains how their flush sash portfolio has evolved and continues to develop with market demand.

As a leading trade fabricator, market trends matter to us. Heritage styles are increasingly popular with consumers, and the way in which they can be manufactured is constantly evolving too. As a forwardthinking partner for our installers, it’s crucial we continually adapt our processes around product improvements, which is why Timberweld® caught our eye.

To meet market desire, we’ve invested further in our Specials Division in Wellingborough, Northamptonshire, which was set up in 2014 in recognition of the specialist machinery and techniques involved in fabricating heritage profiles. It’s here we manufacture both the UK-designed, UK-extruded Residence 9 and Residence 7 products, which are equally acclaimed by consumers and planning officers for their timber-like aesthetics. Part of our recent investment at the Specials Division has included the introduction of Timberweld, the patented method of welding corners on uPVC by butt welding sashes inside and out, replicating the authentic aesthetics delivered with a mechanical joint.

We’ve always been firm in our position to manufacture R9 windows via a mechanically jointed and glass bonded process. However, as technology and the market has developed, we now have a solution in Timberweld that enables us to offer the same structural integrity and security performance without the need for glass bonding. The ability to offer R9 unglazed offers installers a number of benefits, making it easier to fit, reducing handling and fitting costs and giving them the option to source glass from their own supplier. All of these contribute to a less complex installation, with scope for making higher margins further benefitting our customers.

In addition to the benefits for the homeowner and installer, the transition to using Timberweld also gives us flexibility in manufacture with the obvious efficiencies in the production process and logistics in the transportation.

Another heritage jewel in our portfolio is the Halo Flush Sash, which is manufactured

14

at our East Division in Peterborough. We intend offering Timberweld across all of our flush sash options in the near future, but as

this is a new concept for the Halo system we are still in the testing phase at present.

Having three high performance flush

sash products on offer gives our installer partners access to a solution for every customer budget, and allows them to take advantage of greater sales opportunities, as they never have to turn down a specialist, bespoke or non-standard job.

We like to give our installer partners everything they need to help them stand out amongst their own competitors, and in support of this we offer a full suite of heritage marketing materials including dropcards, point of sale materials and nonbranded brochures, which they can use as their own, alongside the marketing assets and materials on offer from our suppliers.

The Residence Collection does a superb job of positioning and branding their products alongside high profile consumer brands such as Farrow and Ball. The aesthetics of both R9 and R7, combined with the acoustic, thermal and security benefits of the windows appeal to the consumer, along with the choice of colour palette, dual colour option and decorative beading to suit period and contemporary property refurbishment or new builds alike.

As a fabricator, it matters to us that our customers’ customers are happy. Having a flush sash portfolio, which incorporates products at the forefront of innovation is vital. We back this up using cutting-edge fabrication techniques, broader added value business support offerings and exemplary customer service, so that we can continue on with our mission to give our installers a best-in-class experience.

So what’s next for our heritage portfolio?

We have plans to continue investing in our capabilities and how we fabricate the products we offer so that we can continue to support our customers, while meeting the quality, authenticity and aesthetics their own customers expect. Watch this space…

August 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

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WINDOWS

VERTICAL & HERITAGE SLIDERS

EMPLAS TO OFFER MECHANICAL JOINTS ON OPTIMA FLUSH Emplas is offering 90° mechanical-joints on the Optima Flush sash casement, which combines a technically advanced multi-chamber PVC-U system with traditional timber sightlines.

Combined with the launch of its new colour offer adding 13 completely new foil options to its colour pathways, it gives Emplas customers access to a more flexible offer aligned to key trends in window and door retail.

QUICKSLIDE MECHANICAL VS PASSES GRUELLING PAS24 TEST Quickslide’s new Legacy VS window, in its mechanically jointed form, has passed a series of gruelling test procedures to achieve a pass for the PAS24:2016 security performance standard. Based upon the widely respected Spectus Vertical Slider, the Legacy has been significantly enhanced with Quickslide succeeding in producing the only mechanically jointed version of this window on the market.

A number of engineering enhancements were made to ensure the Quickslide Legacy window complies with the standard, including basics such as additional reinforcement and longer screws to ensure secure location in the reinforcement, in addition to side extrusion blocks, sash locators, together with upgraded locks, keeps, latch and aluminium tilt arms, all supplied by ERA.

with consistent performance, quality and of course, production efficiency.”

“And the testing procedures are a fascinating process,” Julian went on to explain. “The manual test includes attacking the window with various tools to try and displace the beading with an aim of removing the glass to gain entry,” explained Julian. “The mechanical tests are done by attaching various brackets to the window and then a force of up to 3kN is applied in different position to try and dislodge the sashes from the frames. And obviously we passed all of these and the other tests,” he added.

The Quickslide Legacy is offered as what the company describes as a ‘true heritage’ window and one that is designed to extend the company’s reputation as a leader in the heritage sector of the market. Key aesthetic features include the authentic ovolo shape to the frame, bead, sash and cill with a wide range of detail customisations including Georgian bars, run through sash horns and external weather bars. This attention to detail extends to a deep bottom rail and flush gaskets that emulate traditional glazing, all of which have been researched to ensure authenticity. www.quickslide.co.uk

Jody Vincent, National Sales Manager, Emplas, said: “Optima Flush is an increasingly important part of our offer.

Demand is growing in line with increased homeowner awareness, plus corresponding demand from new build.

“The flexibility to offer a 90° mechanicaljoint on the sash is important, particularly in replacements in older properties, where owners want to match to original timber windows.

“We’ve also developed a series of new colour pathways, which bring new choice and far more contemporary and subtle finish options. These are key drivers of the second time replacement market.”

Opening-up significant new opportunities in retail, Optima is designed to emulate a traditional timber window design.

This includes a defining flush casement finish, traditional top and deep bottom sash rail options, heritage dummy sash on frames with fixed lights and integrated hardware including monkey-tail handles and dummy peg stays.

With a simple chamfered finish to the sash externally, the outer-frame is available in either sculptured or chamfered finish options.

Emplas new colour offer launched in June, includes Pebble Grey; Buckingham Grey, Silver D Smooth; Sage Smooth; Hazy Grey Finesse; Claystone; Basalt Grey Smooth; Flemish Gold Smooth; Windsor; Black Ulti-Matt; Kensington Grey; Honey Oak Super-Matt; and Pyrite – with Pebble Grey; Sage Smooth; and Claystone – from stock.

For more information on Emplas visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880.

Quickslide’s Quality Manager Julian Fielden described the processes through which the Legacy window, which was introduced in 2019 to enhance the company’s VS offering, achieved the PAS24 pass: “Our goal was not simply to pass the very rigorous PAS24 test procedures, but to ensure that we can manufacture every frame to this standard,

16

August 2020 | www.glassnews.co.uk

TRADE NEWS

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DOORS

The UK’s Leading Glass & Glazing Newspaper

CONTEMPORARY DOOR DESIGNS SAY GOODBYE TO BOWING PROVE POPULAR FROM ODL EUROPE DOORS WITH FORCE 8 If you want to take advantage of the growth in contemporary composite door designs, look no further than ODL Europe. This is the view of Suzanne Nicholl, Business Development Manager of Bootle-based ODL Europe who said: “We have a complete contemporary door package from the door slab to the glazing cassette to the glass. Add in the quality of our products and you have a package that’s hard to beat.”

ODL Europe offers a wide range of contemporary door styles but Suzanne reports two styles are proving to be particularly popular: Flint and Monroe.

Both are available in smooth and grained options so consumers can replicate wood or aluminium depending on the look they want to achieve.

As with all ODL Europe products, the pedigree of their products is second to

none. The door slabs have a 2mm thick impact-resistant GRP SMC skin. Stiles and rails are manufactured from a waterresistant pure PVC polymer and reinforced using LVL (Laminated Veneered Lumber) timbers. They are capable of achieving a U value as low as 0.8W/m2k when part of a doorset assembly and when used with an ODL glazing system they achieve PAS24:2016.

Alongside the door slabs, ODL Europe also offers the ZEEL™ glazing cassette, which is the perfect match for contemporary door styles. Suzanne explained: “ZEEL™ features a sleek, flat-profile design that allows the glass to take centre stage. The clean low-profile offers an alternative to flush-glazed doors and is ideally suited to contemporary door styles.”

To complete the package, there is a range of contemporary glass options that adds a sophisticated finishing touch and allows fabricators and installers to add value to their offer.

Suzanne concluded: “Contemporary styles bring something different to a composite door portfolio and when you partner with ODL Europe you get everything under one roof. This includes a full inhouse door prep facility too giving our customers a flexible and cutting-edge composite door offer.”

Tel: 0151 933 0299 www.odl.com/europe.htm

ENDURANCE DECLARE PRICE FREEZE FOR COMPOSITES Endurance Doors have declared that there will be no price rises for the remainder of 2020, so that Installer Partners can effectively cost their solid and secure composite doors, without the additional worry and threat of a price increase.

Given the difficult and unprecedented circumstances that the industry faces with COVID-19, Installer Partners need to be fully reliant on their supply channels for consistent pricing, communication

and for support. While order levels at present for windows and doors remain strong, companies need to move forward with a degree of caution and planning, as highlighted in their recent webinar.

This was very well received and was put together to support installers as they get back to work with ‘new normal’ guidelines.

As a highly visible brand over the last 18 months, Endurance Doors are enjoying a significant level of positivity from customers seeking the ultimate solid and secure composite door and from a reliable and trustworthy partner.

Stephen Nadin, Managing Director of Endurance Doors commented: ‘Communication is critical at present for the industry as is a clear and coherent pricing strategy and so

18

we’ve taken the decision to freeze our prices for the remainder of the year. Now is the time for installation companies to look at their respective supply chains and ensure they have the perfect partner for the long-term.

He continued: ‘With record levels of enquiries from prospective customers and strong organic growth from existing, it’s clear that people are viewing us as the solid and secure composite door brand of choice.’ r further information on the Endurance Solid and Secure composite door range please call the sales office on 01652 659259, visit https:// endurancedoors.co.uk, or e-mail marketing@ endurancedoors.co.uk.

You can also add to the Twitter following @ EnduranceDoors.

While the recent hot weather was a welcome benefit during the lockdown, it was probably a nightmare for installation companies, with endless complaints from customers due to bowing composite doors.

They range from the door not closing properly, or very stiff, to not being able to open the door at all. A major problem highlighted was as the door bows, the hooks can bind against the keeps, making it difficult to unlock, and this issue is accentuated with the new pull latch systems.

The normal remedy is to replace the door, but that does not solve the problem as it can re-occur during the next bout of hot weather. At Force 8 this issue is now consigned to the past with not a single door problem or issue in the past twelve months and during the recent hot weather.

“Having a fitting team based at our Stockport manufacturing facility gave us a distinct advantage over rival composite door manufacturers”, comments Dennis Sumner, managing director at Force 8. “Dealing with actual customers on the ground gave us a hands on insight to the issues and problems.

We also identified that the darker coloured doors installed with a south facing aspect were the most affected, due to the extra heat absorption. This has become a major problem within the industry, plus Force 8 specialise in unique contemporary door designs and mostly rely on the pull latch system, which is particularly affected by the problem”.

highest and most robust quality available and chose a reinforced slab, which offered the extra strength with value. They improved the quality of the hinges with a fully adjustable system, making sure that the door could be properly aligned during installation.

“The major problem was the locking system, we had to completely rethink how this would work. As the normal central latch helped to pull the door into line in the middle, the answer in the end was quite simple, a three latch system, top, middle and bottom”, comment Dennis.

The three latch system (Surefire Auto Lock) made a considerable difference combined with the reinforced slab and hinge system, but Force 8 wanted to combat the root of the bowing. At the heart of the problem is the heat build up and the temperature difference, from the outside to the inside. “As we were developing our new twotone colour range, which we spray in-house along with the frames, we decided to formulate a new heat resistant paint”, continues Dennis. “This was the final piece in the jigsaw, which to date, combined with the other components has

cured the bowing problems we incurred. With our installation team on the ground reporting directly back to us, plus other installation companies, even the popular grey doors facing south have had no issues. In addition we have recently achieved PAS 24 on our full range of doors, which includes our arched and stable doors”.

The cost saving can be immense, no more time wasted with fitting teams endlessly returning to problem doors, or even replacing doors at the company’s own expense, which is just replacing the door with the same problem. “It’s with bitter experience we have encountered most of these issues, and it’s been trial and error finding the solutions, but our new doors are a dream compared with the old systems, and I am extremely pleased with the results as are our customers”, comments Dennis.

The new unique Decadence ranges is fully equipped with the new systems, and are only available from Force 8.

For further details visit www.force8.uk.

Force 8 identified at an early stage of design with their new Decadence door range that this was not going to have a single answer, a magic bullet that would cure all ills. They looked at every component starting with the door slab; they needed to have the

August 2020 | www.glassnews.co.uk

DOORS

The UK’s Leading Glass & Glazing Newspaper

QUALITY WITHIN FROM ODL EUROPE When it comes to composite doors, quality and strength are essential in the overall credibility of a quality door. And when you choose the Capstone composite door slab from ODL Europe, that’s exactly what you get. Ian Glenister, Technical Sales Manager of ODL Europe, comments: “Composite doors need to stay looking good for years to come, they need to be secure and they need to be robust enough to stand up to daily use.

For a door slab that ticks all these boxes – and more – the Capstone composite door

slab from ODL Europe is the answer. It has a pedigree you can trust and allows you fit a composite door with confidence.”

The Capstone composite door slab has a wealth of features that give them exceptional strength and means they are resistant to bowing or expanding, so they stay looking good for longer. Stiles and rails are manufactured from a water-resistant pure PVC polymer and are reinforced using LVL (Laminated Veneered Lumber) timbers with a minimum density of 570 kg/m3. The

SMC skins and sub frame door assembly are fully bonded using a urethane adhesive resin and the thermally efficient CFC-free polyurethane foam filling means that when the door is part of a doorset assembly it can achieve a U value as low as 0.8W/m2k.

The finish on each door is also outstanding, starting with the 2mm thick GRP skin.

Painted and woodgrain finishes use a hardwearing proprietary polyurethane paint system similar to ones used in the yacht industry add low maintenance and hard-

“Customer satisfaction is going to be more important than ever, so now is not the time to compromise on the quality of your products."

wearing benefits. All doors finished using this paint system come with a 10-year warranty against fade, loss of gloss and adhesion and 5-year warranty on woodgrain finishes.

Security is reassuringly high too. When used in combination with the SecureDesign board reinforcing and ODL glazing cassette systems, the Capstone slab achieves PAS24:2016, which is a requirement for meeting Document Q of Building Regulations and gaining Secured by Design certification.

Alongside the exceptional quality, the Capstone door slab from ODL Europe offers a wealth of design options. There are 30 door styles, many of which are unique to ODL Europe, 29 colour finishes plus three PAS 24-compliant glazing frames and 25 decorative glass options.

Ian concludes: “Customer satisfaction is going to be more important than ever, so now is not the time to compromise on the quality of your products. The Capstone door slab has a reassuring pedigree and for additional peace of mind, they are all manufactured as part of the BM Trada Q-Mark scheme for quality, which gives us full traceability for all factory processes.

When it comes to composite doors, ODL Europe is the name you can trust.”

Tel: 0151 933 0299 www.odl.com/europe.htm

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19

DOORS

GLASS

VETROSCREEN

UNLEASH YOUR

DIGITAL POTENTIAL

WITH ENDURANCE

Endurance Doors have just published a 24-page brochure for their Installer Partners that details a wide range of online marketing packages in conjunction with ICAAL, their digital marketing partners.

These marketing packages have been carefully put together to allow Installer Partners to excel online and to harness many of the tools that makes Endurance Doors the standout composite door brand, in the eyes of the consumer. These include a bespoke quoting engine, Door Designer and CRM system, along with a forward-

"These digital marketing packages have been designed so that our Installer Partners can once again excel in their respective areas and the new brochure perfectly presents the various packages.

With Google searches for windows and doors at record levels, now is the time in which to convert them into hard sales."

20

thinking chat bot, virtual appointment booking page and even the facility to have the latest customer reviews updated directly to a website.

There’s also access to a new trade hub, which includes marketing assets with videos, images and downloads. While the UK and beyond look to adapt to ‘new normal,’ these digital marketing packages are designed to catapult and immerse Installer Partners into a new way of working, that’s proven and designed to generate more leads and close more sales.

Scott Foster, Head of Group Sales and Marketing commented: ‘We’ve been in an unprecedented situation both on a personal level and for the industry as a whole. We must adapt in many ways and from a business perspective, we have to find new and better ways to engage with consumers.

He continued: ‘These digital marketing packages have been designed so that our Installer Partners can once again excel in their respective areas and the new brochure perfectly presents the various packages.

With Google searches for windows and doors at record levels, now is the time in which to convert them into hard sales.’

SUPPLIED INTOICONIC SEASIDE LANDMARK VetroScreen, the new clamped and freestanding desktop sneeze and cough guard from Bohle, has been chosen by Brighton’s iconic Grand Hotel to protect staff and guests during Covid-19.

Supplied by SGS Glass Products in June, Bohle’s freestanding option was installed in the world-famous hotel’s reception and concierge.

Nick Lewis, Managing Director, SGS Glass Products, said: “The hotel was delighted with them. They look fantastic, far neater than competitor systems.

“We did the main reception and concierge in 10mm glass. Weight was a concern, the glass was 800mm high, so it is quite heavy but with the returns which we jointed with Bohle jointing strips and the adhesive on the bottom, it was incredibly stable, without having to drill and permanently fix into the surface.”

The Grand Hotel Brighton was originally completed in 1864 then re-built in part after the 1984 bombing. It features as a backdrop to annual political party conferences, and in the film Quadrophenia, which immortalised the 1964 running battles between Mods and Rockers.

Available either as a clamped or freestanding option, VetroScreen, has been developed by Bohle as a screen solution for hotels, receptions, bars and screen adjacent desks in open-plan offices.

Able to accommodate glass thicknesses of 4mm to 10mm, the weighted desktop version used by SGS Glass Products in Brighton is manufactured in high quality powder coated aluminium and steel with a high-performance adhesive base. This

provides a solid foundation for glass screens typically of up to 800mm high dependent on application.

A clamp on version is also designed to be fitted in minutes, sliding over the edges of a desk or table and tightened. This creates a secure fix without drilling for screens typically up to 1000mm high, dependent on risk assessment.

“They’re good to fit”, continued Nick.

“The biggest challenge is lining them up so the glass slots in perfectly because once they’re stuck on, they’ve very secure. At the start there was a lot of plastic supplied but you need to clean it with alcohol and it discolours. Glass is a far better solution, especially where installations may be there permanently or at the very least for some time.

“The Bohle product is very neat, it’s very stable, looks good and is easy to fit.”

For more about Bohle’s product and service offer visit www.bohle.com email info@bohle.ltd.uk or call the customer services team free on 0800 616151 for more information.

For further information on the Endurance Solid and Secure composite door range and a free marketing pack, please call the sales office on 01652 659259, visit https://endurancedoors.co.uk, or e-mail marketing@endurancedoors.co.uk. You can also add to the Twitter following @ EnduranceDoors.

August 2020 | www.glassnews.co.uk

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August 2020 | www.glassnews.co.uk

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

“Now, more than ever, homeowners are looking at how to improve their homes.

With holidays off the agenda for the foreseeable, consumers are more than likely to spend their cash elsewhere and as consumer research trends suggest, this will be on extra living space, gardens, home offices and home improvements.

“Having spoken to many of you during lockdown and post lockdown, consumer enquiries are higher than ever.

Now is the time to get your company and products in front of this receptive audience! You don’t need to have the facility of selling direct to consumers, leads can be passed onto installer networks, and probably the most important thing is to ensure your brand is seen and your products are specified.

“Readers will be inspired by the latest projects and case studies, guided by industry experts who can help turn their dreams into reality.

“Improve Magazine will reach the ever elusive consumer within the comfort of their own homes, using familiar social media platforms and using their own Google searches to provide relevant content whilst in a ‘buying mode’.”

Christina Shaw Publisher

For more information please email: christina@improve-magazine.co.uk Te l e p h o n e : 0 7 8 0 5 0 5 1 3 2 2 www.glassnews.co.uk | August 2020

23

OBITUARY OBITUARY

KEITH VAST

CHARITY NEWS

MACHINERY

GLASS TIMES RAFFLE RAISES OVER £2000 FOR GM FUNDRAISING

LIVE DEMONSTRATIONS

Industry magazine Glass Times has helped raise over £2000 for GM Fundraising in an online raffle. All the funds will go directly to Hope House Children’s Hospices, which provides palliative care for children with life limiting conditions and support for their families, both on site and in their homes.

Leading machinery experts, Haffner Murat now offer live demonstrations of a range of their machinery to potential customers from the company's state-of-the-art showroom in Staffordshire. Dave Thomas, Managing Director of Haffner Murat, explains: “We promote our machines through various digital, video and offline platforms but for potential customers to truly appreciate how our machine technology makes a difference to the quality of their fabrication businesses, there is no substitute for seeing the machines in action. And this is something we now offer.”

Andy Westhead, publisher of Glass Times, said: “We always hold a charity draw at our annual Glass Times Raceday. When we had to cancel our 2020 event due to Covid-19, we didn’t want to lose the opportunity to raise money for the charity, so we decided to hold an online raffle for GM Fundraising who do incredible work raising muchneeded funds for Hope House.”

Gary Morton, founder of GM Fundraising, said: “Huge thanks to Glass Times and everyone in the industry who bought a ticket. Your donations will once again make a big difference to Hope House.”

Fourteen impressive prizes for the online raffle were kindly donated by various industry companies. These included a table for ten at the Glass Times Raceday at Haydock Park or Epsom Downs in 2021 donated by Glass Times, a Fortnum & Mason Hamper donated by Edgetech and a round of golf for four donated by Epwin Window Systems.

It is with great sadness that profine UK announces the passing away of Keith Vast at his home on Wednesday 29th July, following a prolonged period of ill health.

In April 2020, Keith retired from profine UK, yet he was largely responsible for the design and development of the KÖMMERLING 70 window and door system, which today remains a class leader in terms of performance, quality and design. Keith’s career with the business extended beyond 20 years in the technical department and he was very well respected by customers, suppliers and colleagues alike.

Since it was established in 1995, GM Fundraising has raised nearly £2 million for Hope House Children’s Hospices. 85% of Hope House’s £5.5 million care costs are met through charitable donations and GM Fundraising is its largest single donor. GM Fundraising is celebrating its 25th anniversary this year and had hoped to raise over £200,000 for the charity, but the majority of its challenges and events have had to be postponed because of the pandemic.

AT HAFFNER MURAT

A range of aluminium and PVC-u machinery from Haffner, Italmac and FOM are on display at any one time. Currently on show is their popular TT405 PVC-u and Aluminium profile cutting centre.

The impressive machine has been proving a popular choice with fabricators due to its point to point cutting accuracy and automatic transom and short cut facility,

delivering superb automation. The doublecut saw is suitable for both aluminium and PVC-u profiles up to 70mm and has the choice of USB data control or a secure network connection with touch screen technology.

Dave said: “Previously, potential customers would see our machines in action at either an existing customer’s premises or at exhibitions such as the FIT Show and Fensterbau. But with exhibitions postponed and existing customers quite rightly limiting the number of non-essential visitors to their premises, it made perfect sense to demonstrate our machines on our premises as we had always planned. We now have the space to do this effectively while meeting all social distancing and health and safety protocols.”

In 2019, the Staffordshire-based business undertook a significant expansion programme which saw their headquarters double in size and provides additional space to accommodate such live demonstrations.

The impressive headquarters also houses superb meeting facilities with digital conference facilities to ensure customers have a comprehensive understanding of the various machine options and what they will deliver.

Dave concludes: “To be able to work in the new normal, businesses need to think and do things differently. Due to our expansion, it was always our intention to be able to offer various live demonstrations and, in our current climate, this has never been more appropriate.”

For customers wishing to arrange a machine demonstration, contact Haffner Murat on 01785 222421.

Gary concluded: “Charities have been hard hit by the Covid-19 pandemic because so many fundraising events and opportunities have had to be postponed. But we know people’s desire to continue to support GM Fundraising and Hope House is unchanged – as their generosity in this innovative online raffle shows.”

Tel: 0845 302 1966 www.gmfundraising.co.uk

Andrew Charlesworth, head of technical for profine UK commented: ‘As profine continues to grow strongly within the UK and in now establishing a local manufacturing base for the first time, we trust this a fitting tribute to the hard work and dedication Keith showed over the years.

But now our thoughts go out to his family and his wife Joyce during this difficult time.’

24

August 2020 | www.glassnews.co.uk

SMR-5

The UK’s Leading Glass & Glazing Newspaper

TRADE NEWS

T H E F A S T E S T A N D M O S T A C C U R AT E W E L D E R O N T H E M A R K E T T O D AY !

1 x Quad Welder = 1 x Square every 2 minutes Total per week = 1,200 squares 1 x SMR-5 Welder = 4 x Squares every 4 minutes Total per week = 2,400 squares 1 x SMR-5 Welder = 1 Complete Window every 4 minutes Total per week = 600 Windows Sums it up nicely!

For fast precision manufacturing take a closer look at the SMR-5 Welder from Haffner Murat today!

The Accolade Building, Common Road, Stafford, Staffordshire, ST16 3EQ

www.glassnews.co.uk | August 2020

Tel 01785 222421 25

HARDWARE

The UK’s Leading Glass & Glazing Newspaper

HURST BECOMES THE UK’S LARGEST DEDICATED COMPOSITE DOOR MANUFACTURER TO STANDARDISE DOORS FOR SMART TECHNOLOGY Leading door manufacturer Hurst Doors has teamed up with Avantis, producers of state-of-the-art locks, to offer the Avantis Kubu Equipped 750 Series Composite Multipoint Door Lock as standard.

Designed and developed specifically for composite doors, not only does the lock offer the largest hooks and bolts in the market, the Kubu equipped door lock is set for smart technology, offering security conscious homeowners the ability to check whether their door is locked or unlocked at anytime from anywhere via their Smartphone.

Hurst composite doors will now be produced with Avantis Kubu Equipped Door locks as standard, meaning their trade partners and their customers can access a whole host of innovative features and benefits.

Hurst is the largest dedicated composite door manufacturer to standardise their doors to be compatible with smart technology, a move which has already been well-received by their customers.

Hayley Barker, Marketing Manager at Hurst Doors explains: “Increasingly, homeowners are looking to smart technology to enhance the security of their home and to enjoy the peace of mind it brings. Our new Avantis Kubu Equipped lock responds to that demand and means that our trade partners can offer their customers an innovative, future-proof product that they can trust."

• Works with Amazon Alexa and other devices

looking for new and innovative ways to enhance our product offer."

• The Kubu App can be downloaded from Google Play and App Store

Further information can be found at hurstdoors.co.uk or installers can contact the Hurst Team on: 01482 790790.

Kubu locks offer the following features and benefits:

• A Kubu Smart Lock doesn’t alter the appearance of the door in any way

• Simple and affordable smart technology, easy to install and easy to use

Mark Bromley, CEO of Avantis said: “Hurst is a trusted name in the industry so partnering with them to embed our state-of-the-art technology in their range felt like a natural fit. It’s great to see an established, national company such as Hurst leading the way by embracing innovation and technology to elevate their range and enhance their customer offer. Both Kubu and Hurst have the highest standards in quality and security at their heart, so we’re delighted to be working together on creating stylish solutions for tech savvy consumers."

• Long-lasting and battery powered solution (batteries lasting 12-18 months) • No hardwiring required. Kubu is engineered to be a neat and compact smart product • Kubu is fully supported by an in-house team of technical experts to take hassle away from installers and fabricators

Hurst Doors manufactures over 3000 panels and 500 composite doors per week from its manufacturing facilities in Hull and has a national network of over 1300 installers.

Fitting Kubu Equipped Doors into homes doesn’t require any additional installation time for Installers. Once the door has been fitted, Installers can simply guide homeowners to the Kubu website (www. kubu-home.com) to directly purchase their Kubu Kit containing the products needed to upgrade and fully activate their Kubu smart lock, although homeowners don't have to activate their door if they don't want to.

Hayley Barker, Marketing Manager at Hurst Doors, added: “Our key focus is improving the support we offer to Hurst trade partners and a crucial part of that the continued delivery of a product range that provides homeowners with the solution they are looking for in terms of quality, security and aesthetics. Our partnership with Kubu is another example of our commitment to investing in our trade customers to support their sales and to ensure that we are always

26

August 2020 | www.glassnews.co.uk

Leading hardware company VBH has added the ClearLIFT hardware system for aluminium lift/slide patio doors to its greenteQ range.

Lift/slide doors are gaining in popularity due to their ability to carry very large and very heavy sliders. They also provide large glazed areas that allow uninterrupted views and maximise the natural light.

ClearLIFT can carry sashes weighing up to 300Kg and measuring up to 3.33m wide or 2.7m high, subject to the systems company’s recommendations. VBH advise that stock holding is reduced as all door heights are achieved with just two gear heights.

The system has been cycle tested to 25,000 operations and is covered by Q-secure, VBH’s multi-brand consumer hardware guarantee.

VBH marketing manager Gary Gleeson says “Our greenteQ designers have gone to great lengths to make sure that ClearLIFT is a premium product, fit for a premium ‘lifestyle’ door. Precision ball bearings in the bogies ensure a smooth and quiet sliding operation, as do the built-in brushes that sweep the tracks clear of grit as the door slides. Sprung drive gears also make the initial lifting action very easy for the user, even on the heaviest doors.”

ClearLIFT joins the greenteQ Lifestyle product portfolio that already includes Clearspan bi-fold hardware, the Invisifold slide and fold door and window system and the Aspire lift/slide handle range.

Gary adds “Aspire handles are available in nine finishes to match or complement all door finishes. With the user in mind, again, Aspire handles look great and their positive location at 90º helps to ensure that the door is operated properly every time.”

For more information on greenteQ ClearLIFT or Aspire visit vbhgb.com, Tweet @vbhgb or @vbhgreenteQ, or call 01634 263300.

EW

NEW LIFT/ SLIDE DOOR SYSTEM

TRADE NEWS

N

VBH INTRODUCES

HARDWARE

NEW HERITAGE HANDLES FROM MILA Mila has launched its own range of Heritage espag handles, combining elegant styling with intelligent design and security features.

Available in both Monkey Tail and Pear Drop designs and in both left and righthanded options, the new handles are the perfect option for homeowners who want a traditionally styled sculptured, chamfered or flush sash window. They even come with a range of fully suited peg stays and faux butt hinges to complete the overall look.

The new Heritage handles were designed in-house by Mila’s experienced team, so combine lots of fabricator and installerfriendly features which make them easy to fit as well as easy to sell.

A simple push-to-fit, design-registered screw cover, for instance, incorporates a faux clocked screw for the kind of authentic styling which consumers love. And alongside that, there is a simple, pushbutton locking mechanism, which comes with a beautifully designed rosette dead lock key.

Mila’s Managing Director Richard Gyde says they are the ideal product for the demands of the market right now. He says: “Demand is still surging ahead for timber replacements, flush sashes and coloured PVC-U and these Heritage handles compliment all of those perfectly. They don’t just look great either. They come with all the Mila guarantees on performance and durability, so fabricators and installers can fit and forget.”

There are nine classic and modern finishes to choose from in the new range, including a traditional textured effect in either Black and Pewter, as well as matt black, white, polished chrome, polished gold, satin chrome, pewter patina and antique bronze.

When it comes to security, the Heritage handles have been independently tested to PAS24 and are Secured By Design accredited. And, as buyers would expect from Mila, they have a 10-year guarantee on both finish and performance.

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www.glassnews.co.uk | August 2020

27

TRADE NEWS

The UK’s Leading Glass & Glazing Newspaper

COVID-19: MANAGING WORKPLACE SAFETY

– AN UPDATE FOLLOWING 100 DAYS IN LOCKDOWN At the start of lockdown, the Health and Safety Executive's (HSE) general approach was to work with employers to ensure compliance and to issue enforcement notices to help secure improvements where appropriate.

However, as the phased return to work has progressed, the general tone has changed. HSE is now making it plain that prosecution will be a consideration in appropriate cases.

It has reported over 1,000 spot checks after it resumed inspections at the end of May. If working from home becomes the new normal, resulting in new working arrangements for larger numbers of workers than before lockdown, then we expect the HSE to begin to look more rigorously at what measures employers are taking to ensure the safety of these workers.

HERE'S WHAT BUSINESSES NEED TO KNOW ABOUT THE LATEST GUIDANCE: SOCIAL DISTANCING: 2M/1M+ WITH MITIGATION The 2m rule has been relaxed in favour of a 1m plus approach. Employers are now advised to maintain a distance of 2m or 1m with risk mitigation where 2m is not viable.

The primary objective remains to maintain a 2m distance where possible.

VULNERABLE WORKERS Employers should take into specific consideration any workers who may be particularly vulnerable. This includes "clinically extremely vulnerable" workers who have been advised that they should be shielded by remaining at home and also applies to workers living with someone in the shielded group.

The HSE states that shielded workers cannot return to workplaces before at least 31 July 2020 in Scotland, from 1 August 2020 in England and from 16 August 2020 in Wales when shielding is paused.

Businesses need to put in place controls to reduce the risk to those individuals: • Taking every possible step to enable working from home.

• If working from home is not possible, regularly reviewing your risk assessment and do everything ‘reasonably practicable’ to protect those workers from harm e.g. offering the option of the safest available on site roles, enabling them to maintain social distancing guidelines (2 metres, or 1 metre with risk mitigation where 2 metres is not viable); • If they cannot maintain social distancing, you should carefully assess whether this involves an acceptable level of risk.

last resort. The guidelines for non-medical workplaces state that the risk of COVID-19 "… needs to be managed through social distancing, hygiene and fixed teams or partnering, not through the use of PPE".

Employers should stress that the control measures put in place to reduce the spread of COVID-19, such as those relating to hygiene and social distancing, must still be adhered to by those who chose to wear PPE. There is a danger that the use of PPE provides a false sense of security, and may increase the risk of transmission if not used and disposed of appropriately. It is however recognised that some workers feel more comfortable wearing a face mask even if it's not required by their employer.

Employers are encouraged to support these workers by, for example, providing information regarding their safe use and disposal.

TEMPERATURE SCREENING Temperature screening is not a recommendation in the guidelines. However, this practice has been adopted by a number of organisations as an initial warning system, particularly those in the manufacturing and construction sectors.

Issues to consider are: • Information relating to temperature screening will need to be processed in accordance with data protection laws. The UK data protection regulator, the ICO, has produced guidance for employers relating to this issue (see here: https://ico.org.uk/global/data-protection-andcoronavirus-information-hub/coronavirus-recoverydata-protection-advice-for-organisations/testing/).

• A transparent and fair policy needs to be implemented in relation to who is tested and when to prevent any allegations relating to victimisation and/or discrimination.

• Ensuring that the screening process (including communication of results) is conducted in a way that respects the individual's privacy.

• Providing training to those conducting the testing and put in place control measures to ensure their safety.

• Be clear on the process to be followed in the event that a temperature test result is disputed.

WORKING FROM HOME – THE NEW NORM? Employers have the same health and safety responsibilities for home workers as for any other workers.

HSE has developed its guidance on the issues that employers should consider specifically in relation to home workers (see here) including: • Keeping in touch with home workers to ensure that they are supported, have appropriate supervision and do not feel isolated.

• Assessing and managing the risks of using display screen equipment such as computers and laptops. A workstation assessment should be carried out in respect of people working from home on a long-term basis and regularly reviewed.

• Managing work-related stress via, for example, communication, support and providing additional resource.

NHS TEST &TRACE The NHS Test & Trace Service provides testing for anyone who has symptoms of COVID-19, traces and alerts "close recent contacts", and, where necessary, notifies them of the need to self-isolate to help stop the spread of the virus.

Guidance has been published for employers (see here).

Employers are encouraged to support workers who are required to self-isolate; for example, by not placing pressure on workers to return to work, finding alternative work from home if appropriate (this may include finding an alternative role), and ensuring that the worker is receiving sick pay if working at home is not possible.

Appointing a central point of contact in the business to assist the NHS tracers in the event that a worker tests positive could help to limit the scope of business disruption, especially if strict social distancing measures are being observed.

MORE GUIDELINES BUT THE GENERAL APPROACH REMAINS THE SAME The official guidelines are available here, and can be summarised as:.

• Carry out a COVID-19 risk assessment.

• Develop cleaning, hand washing and hygiene procedures.

• Help people to work from home.

• Maintain 2m social distancing, where possible.

• Where people cannot be 2m apart, manage transmission risk.

WE ARE HERE TO HELP Should you have any queries or require any assistance in relation to workplace health and safety matters, our dedicated health and safety team would be delighted to assist.

If you're interested in finding out more about this issue, Womble Bond Dickinson is hosting a Health and Safety webinar on 28 July.

PPE - FACE MASKS

Sign up here: https://www.womblebonddickinson.com/ uk/insights/events/key-health-and-safety-considerationsall-employers-post-lockdown

The guidance remains that the use of personal protective equipment (PPE), such as face masks and visors, should be a

By partner Jon Cooper, and managing associate Ashley Borthwick, at law firm Womble Bond Dickinson

28

August 2020 | www.glassnews.co.uk

TRADE NEWS

N

The UK’s Leading Glass & Glazing Newspaper

EW

ODL EUROPE LAUNCHES NEW WEBSITE ODL Europe has just launched a new website at www.odleurope.com. Nathan Barr, Managing Director of ODL Europe, said: “We are delighted to have launched the new website. It brings all the ODL Europe products under one roof and enables our customers to place orders online through our dedicated partner portals in addition to downloading marketing and technical materials.”

The website has been designed and built by specialist web development agency The Consultancy and ODL Europe’s marketing partner Team 4 Marketing Ltd. The easy to navigate site has been designed to increase engagement across all product groups.

The content of the website has also been updated and expanded with four defined product areas: GRP composite doors slabs, decorative glass, glazing cassettes and Blink Integral Blinds. There is also information on the company’s door prep offering, as well as the service and support it offers to customers. The whole site is simple and intuitive to navigate as well as mobile and tablet friendly.

The website also reflects the scale and size of the ODL group operation. Nathan said: “The scale and size of our group operation was not immediately apparent. But as part of an international group of companies this

was something that needed to be reflected in our new website.”

Nathan concluded: “Like many businesses, we’ve used lockdown wisely. We’ve taken the opportunity to work on the areas of the business we need to be operating at maximum capability as we emerge from the pandemic. The website was one of those areas and we are delighted with the results that The Consultancy and Team 4 Marketing have delivered.”

ODL Europe has a reputation for blazing a trail in the industry and attracting customers who share their passion and ambition. In launching its new website, the company is demonstrating that it is supporting its customers at every level.

Tel: 0151 933 0299

SUPA™ STAINLESS STEEL

PROFINE’S PORTFOLIO MAKES A STRONG START As June comes to a close for profine UK and it’s expanded product portfolio that now includes a suite of KÖMMERLING products, in addition to WarmCore, Evolve and Legend, the company has reported strong sales across all brands.

This is at a time when the industry looks to getting back to the basics of manufacturing, installation and sales.

Brian McDonald, sales director of profine UK said: ‘There’s been considerable increased traffic on the internet for windows and doors as measured by the latest Google statistics, while social media engagements have increased notably across the industry as a trade platform, along with consumers too. With many jobs already in the pipeline it’s been a strong start to the sector, but we have to remain cautious.

He continued: ‘While we have had an exceptional start, we realise that there are other pressures within the industry including furlough strategies, the payment of bills on time and ultimately the movement of cash from the consumer up

www.glassnews.co.uk | August 2020

Square Pull Bars the supply chain. It’s paramount that we all work together for the greater good, but from our perspective, sales have accelerated strongly since we’ve re-opened with measures in place, which is great news for us and our trade partners.’

The new profine facility in Huthwaite is already extruding profiles, laminating and carrying out other important business processes, whilst the detailed UK integration plans are put into place. For the KÖMMERLING brand, there’s the benefit of a local extrusion facility and greater control of the product, whilst the newly acquired brands of WarmCore, Evolve and Legend will enjoy investment and the considerable expertise within the profine Group as a whole.

For further information please visit www. profine-uk.com, e-mail enquiries@profineuk.com or phone 01623 443200. There’s also a dedicated site for KÖMMERLING at www.kommerling.co.uk. You can also follow them on social media platforms including Twitter @profineuk and @kommerling_uk.

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RUSSELL YATES TAKES THE REINS AT ALUFOLDDIRECT It may have been a surprise to the industry when it was announced that Russell Yates was to leave his position as Managing Director of aluminium system company, AluK, to join one of his customers, fabricator AluFoldDirect.

Russell had achieved a lot in his 17 years at AluK, with eight as MD, and seeing them take the position as the leading aluminium systems company in the industry. His long-term personal ambition was to join a company where he was a shareholder and play a bigger part in the management and direction of the business, and the position of MD at AluFoldDirect gave him what he wanted. Listening to him talk, you

can hear his passion for aluminium, and that he could see the benefits of being a fabricator so he could work more closely with installers and increase his influence on the market.

Due to Covid, Russell’s move to AluFoldDirect, was delayed by a couple of months, this gave both businesses consistent leadership through the crisis, and is testament to the professionalism of the two companies. It has meant a busy start for Russell, taking the reins as the company reopened after lockdown.

However, it’s not gone unnoticed to Russell that Covid also has quickened the pace of change in the window and door industry.

Covid has taken its toll on some big names already and it looks like the new world order is going to offer more opportunities to aluminium than it is to PVCu. The other thing that goes in AluFoldDirect’s favour, is that it is not a big tanker that takes time to adapt and since reopening, the business has already demonstrated that it can move quickly and react fast.

This first stage has already proven rewarding for Russell. He talks about working at a difference pace in an environment which is interesting and exciting, where even a 2-second thought can have quite an impact, whether that is to a customer or someone in the factory.

Russell’s determination to get closer to installers comes from the realisation that at a systems company, he was always one level away from the coal face. AluFoldDirect is the perfect vehicle to help grow the awareness of aluminium and bring a better service proposition and product offering to the installer market for them to be able to promote to the end user.

His plan is to use this business model through the network of customers, he has seen it work in other countries around Europe and feels the market is receptive to aluminium, especially with the level of growth over the last few years.

Asked why AluFoldDirect, Russell was quick with praise for his previous customer.

He talked about the company being a

“AluFoldDirect is the perfect vehicle to help grow the awareness of aluminium and bring a better service proposition and product offering to the installer market for them to be able to promote to the end user.”

significant and important partner for AluK, and watching how AluFoldDirect provided its customers with wide range of products and an industry leading service proposition - 1 week unglazed – 2 weeks glazed.

Delivery and service were as important as the product range, and it transformed the way installers bought aluminium windows and doors.

Russell acknowledged that there are other companies who followed the AluFoldDirect delivery model, so today’s opportunity is to take the well-oiled engine and build on it in terms of service offering and product range. He is looking to help customers get into new areas whilst maintaining the combination of product choice, speed and service. He is also listening to what customers want.

Russell is already using his knowledge and experience from the other side of the fence and believes that he can support customers that much better as a fabricator. He says it’s interesting just being here for the first couple of weeks and seeing how much influence you can have by helping installers.

The industry is built on relationships and Russell is keen that AluFoldDirect will play its part in further popularising aluminium products and he aims to further build AluFoldDirect’s share of the market. In planning for the future, he is looking to improve processes in the factory at the same time as increasing the range of products available.

His experience of developing relationships will continue and he will make use of technology for remote selling, always concentrating on delivering on promises made. He believes that the pandemic has some positives including making people more adaptable and staff more engaged with their company.

All companies will have to adapt to change in the future and be agile so they can react to customer needs and Russell is certain that AluFoldDirect has the management team and staff to take the company into this next phase development.

Over the next three years, AluFoldDirect plans to expand its capacity further and invest in an additional site to meet the high levels of demand for its products and Russell Yates is looking forward to the challenge ahead.

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EW

EMPLAS REPORTS SUSTAINED GROWTH THROUGHOUT JUNE Emplas manufactured an average of 3,700 frames per week throughout June, driven by a combination of organic growth and new customer acquisition.

In a trading update it said that its post-lockdown forecasts had exceeded expectation reporting high levels of demand from its pre-existing trade customer base.

It added that its top line had also been buoyed by a number of new customer wins as installers looked to shore-up their supply chains.

Ryan Johnson, Managing Director, Emplas said: “When we were in the planning stage at the end of March and into early April, we could have never imagined the demand that we are now seeing.

“For me what’s most positive is that it’s across the board. We haven’t lost a single customer coming out of lockdown – and all are reporting significantly increased demand.

“Question marks over supply chain security and disruption to supply widely reported in the industry press, has also meant that we have picked up a number of new customers.”

Emplas restarted limited production on April 20th, reinstating pre-lockdown standard delivery day(s) across its ranges at the beginning of May. This early restart, according to the Emplas MD has been critical in supporting the Fabricator in bringing its operations and service offer back online.

“Coming back when we did, meant that we had capacity to meet the rapid growth

in demand that we’ve seen from the retail sector, and more recently new build.

“Those fabricators who came back later, have had to adjust in a shorter time frame and that’s impact on their ability to supply customers.

“It’s not been entirely plain-sailing for us but we have given ourselves more time and that has meant we have been able to get back more or less to normal at a time when the market has needed those service levels.”

Emplas has invested more than £5m on its shop floor since 2017, giving it increased capacity but also flexibility with two fully automated window lines and with 90% of products going through just two Rotox 8-head welders. This brings Emplas’ weekly capacity up to 4,200 frames across two shifts.

“The new business is great, but I come back to it, the thing that I’m genuinely delighted by is that we haven’t lost customers to lockdown – each and every one is back and they are seeing very positive growth”, Ryan said.

“The Government announcement earlier this month on the Green Homes Grant was not handled well and it has led to confusion and pushed some jobs on a few weeks.

“Demand, however, remains high and while COVID-19 has shown us that we need to be prepared and adaptable to change, I feel we can move forward into the late summer with some confidence”, Ryan concluded.

For more information on Emplas visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880.

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A NEW DEAL FOR THE WINDOW INDUSTRY? The window and door supply chain must up its game, adopting a more responsible approach to doing business and move away from pursuit of volume at all costs, according to Mike Parczuk, Managing Director Sternfenster.

“The industry needs to take a look at itself in the mirror and we need to tighten up and apply some basic accountancy principles. You can see the trends and If they’re not doing what they were expected to do change their terms.

It’s an uncomfortable conversation but it’s the responsible thing to do.”

COVID-19, according to the Sternfenster boss, gives the industry an opportunity to adjust its approach, bringing in new financial controls, manage-out over-capacity within the supply chain and introduce new standards of corporate governance industry-wide.

by seeking to acquire market share with unsustainably low prices again which he described as ‘the race to the bottom part-two’.

He said the industry needed to ‘wake up’ and realise the principles of doing business applied to it in exactly the same way as it did other sectors, something which he said appeared to be happening in response to Customade Group’s acquisition out of administration by private equity fund Nimbus at the end of June.

“Pre-packs do have some advantages. It’s easy to see, for example, that many businesses in the hospitality and leisure sectors will fail through no fault of their own, this year”, Mike said.

“Using pre-packs to save jobs, provide services to the local communities and future revenue streams to suppliers and the Government can’t always be a bad thing.

“What is hard to swallow is when businesses become insolvent through poor corporate governance and then prepack to walk away from their debts and responsibilities and simply repackage themselves to repeat the same mistakes!”

He added this directly contributed to lower prices, with companies selling at artificially low prices, while being unable to service their own debts, leading many into administration.

Mike also expressed his frustration that suppliers allowed their customers to build up unsustainable levels of debt.

“Information about the financial performance of any company is instantly accessible. If a business is going into administration it should rarely be a surprise to any of their suppliers”, he said “The industry needs to take a look at itself in the mirror and we need to tighten up and apply some basic accountancy principles. You can see the trends and If they’re not doing what they were expected to do change their terms. It’s an uncomfortable conversation but it’s the responsible thing to do.”

He added that certain systems and hardware companies also needed to be more selective in who they set up, arguing that every business had to make the same choice between short-term volume and the sustainability of their businesses long term.

“There is no point me introducing a new customer into our installer network who is in a two-year cycle of boom and

Mike Parczuk, Managing Director Sternfenster

bust. We want to work with installers who have a long-term future and who can add to the value of the supply chain”, he said.

“Having a customer who after 24-months is going to bust his business, rename his business, get rid of all his old debts, that’s not good for anyone in the local area.

“Competition is great for everybody because it keeps us on our toes, it keeps us innovating, it keeps us fresh that competition has to be on a level playing field”, Mike concluded.

Watch the interview here: https://www.youtube.com/ watch?v=PIM1WppNLGk&feature=youtu.be For more information visit www.sternfenster.com email sales@sternfenster.co.uk or call 01522 512525.

Pre-packs he said, gave companies a ‘get out of jail card’, which they then use to push down prices post-pre-pack

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DOING MORE WITH LESS

– THE LEGACY OF LOCKDOWN

Like most PVC-U fabricators, we returned to work post-lockdown with a reduced workforce.

Cautious about how demand would recover and constrained by the new social distancing requirements, we initially brought only 50% of our production team back from furlough.

Within a few weeks though, that 50% was manufacturing 80% of our usual output; and we’re definitely not the only manufacturer to experience that.

Euroglaze was already a highly efficient business, built on the principles of lean manufacturing, and we were confident that we were probably amongst the market leaders in terms of output per fabricator. However, what we learnt in those weeks during and immediately after lockdown, when we had to reorganise our factory and strip back every process to minimise contact, was that we were all actually capable of even more.

The kneejerk response might have been to gradually build the team back up to the optimal level and restore our previous position.

However, with demand booming and even more opportunities possibly coming as a result of the government’s green grant announcements, our plan at Euroglaze is actually to introduce a second shift for the remaining 50% of our team and potentially

36

increase our output to 160% of pre-lockdown levels.

It’s obviously not that simple a calculation, but we will certainly be able to deliver the increases in volume which we will need to keep pace with our customers, without sacrificing the efficiencies we have already achieved; and if that is one of the legacies of lockdown, then it’s a remarkable one.

Post lockdown of course, business is no less competitive than it ever was, and it will be the businesses which are the most efficient which I think will emerge from this crisis as the winners. As we’ve seen from some of the high-profile casualties during this period, it is no good being competitive on price if that comes at the expense of your overall profitability and

leaves you with nothing left to invest in customer service.

As I see it, the only way to stay both competitive and profitable is to focus relentlessly on your own efficiency. Only then can you really add value to your customers’ businesses and demonstrate that they don’t have to choose either service or price.

Pick the right supplier and it is perfectly possible to have both.

As well as production, the lockdown has given Euroglaze the opportunity to look for other ways to do more with less. I’m a great believer in the concept of marginal gains and we’ve focused particularly on customer service and how we interact with customers.

I know that our customer service team are one of our biggest assets and have great relationships with our customers, but equally I know that phoning us to ask what time a delivery is due or whether we have a specific item in stock is a waste of time and money for our customers.

That’s why we’re extending the use of our bespoke DS system which gives us full traceability of every item in the factory and lets our customers access much of that data as well.

We already have Eurostock which alerts a customer to an item which is out of stock when they place an order online or on the phone, allowing them to choose an alternative or reschedule their workflows, and we also have an alert which means incomplete orders can’t be loaded or unloaded from our vans.

But now we’re targeting the kind of order tracking that we’ve all got used to with our online shopping during lockdown, enabling customers to see exactly where their order is from start to finish and know the point up to which they can potentially make changes.

We’re incentivising Euroglaze customers to use our Windows on the Web online ordering tool because we know it saves time for them and for us and we’re already working on a new delivery app.

Lockdown presented us all with a unique opportunity to re-examine our businesses and work out ways to be even better. We will probably never have that chance again.

Tel: 01226 702553 www.euroglaze.co.uk

By Martin Nettleton, Managing Director, Euroglaze

August 2020 | www.glassnews.co.uk

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GET MASKED UP WITH RESIDENCE AND WIDGETS The Residence Collection and Window Widgets are both offering free facemasks, now that the new face covering rules have come into effect in England from Friday 24th July, 2020.

It will now be compulsory that face coverings are worn in enclosed public spaces such as supermarkets, indoor shopping centres, transport hubs, banks and takeaways. It will be fully enforced according to the government and the Police can hand out fines of up to £100 to those who do not comply.

Window Widgets has already been making use of their 3D printer to produce straps for

the facemasks of frontline NHS workers, with the first prototype design validated, produced and sent directly within 24 hours for immediate approval. But this latest initiative for facemasks is to help support the industry and their respective friends and families, as a we enter a new phase of containment for the COVID-19 virus.

Sarah Hitchings, sales and marketing director of The Residence Collection and Window Widgets commented: ‘This pandemic is a global crisis and so we as a responsible business are looking at ways in which we can support our staff, customers, business partners, communities and the nation as a whole. These facemasks are free, but make sure it’s worn properly as per guidelines across the internet and please abide by the new government requirements.’

You can request your free face masks via e-mail to marketing@windowwidgets. co.uk or by calling 01452 348650. For further information please visit www. residencecollection.co.uk and www. residencecollectiontrade.co.uk.

The Window Widgets person is Jason Wootton from Midland Aluminium (part of Affordable Windows Group) and The Residence Collection person is from Doors & Windows Exeter

You can also add to their following on social media platforms including Twitter, Facebook, LinkedIn, Instagram, Pinterest and Houzz.

KEYLITE ROOF WINDOWS TRIUMPHS AT THE BMJ INDUSTRY AWARDS For the third year running UK manufacturer, Keylite Roof Windows (Keylite) has scooped the coveted ‘Best Roofing Manufacturer’ award at the 2020 BMJ Industry Awards.

The BMJ Industry Awards is established as a key event for those working in the industry, recognising and celebrating excellence in the builders’ merchants sector.

At this year’s virtual awards Keylite retained its title as Best Roofing Manufacturer, a category it has dominated since the awards began in 2017.

Decision making is placed in the hands of those who know best, with the awards voted for and judged by merchant industry professionals to ensure an authentic line-up of finalists and winners. One area in which building merchants and their customers have recently praised Keylite has been on how well the company has adapted to the

challenges the COVID-19 crisis. Reacting quickly and continuing to support and maintain high service delivery.

Keylite’s experienced and friendly team of industry professionals has developed a suite of online tools and resources to support merchants throughout these unprecedented times.

Matthew King, National Sales Director at Keylite Roof Windows, comments: “We are absolutely thrilled to have been recognised as the Best Roofing Manufacturer at this year’s BMJ Awards. It’s great to see all the amazing hard work that the team has done over this last year being celebrated – and it is truly an award earned by each and every one of us here at Keylite. From technical, sales and marketing, through to operations and customer service, each member of the wider Keylite team has contributed to this award, and most importantly, to the merchants we value and work so closely with.”

For more information on Keylite Roof Windows and merchant support please call 01283 200 158, email info@keylite. com or visit www.keyliteroofwindows.com/ workingsmarter.

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KENRICK MAKES SMART LOCKING AVAILABLE NOW

Kenrick has signed an exclusive deal to become the UK distributor of BeeSecure – a revolutionary app-based smart home security solution, which allows homeowners to monitor their home from anywhere with their smartphone. The move follows many months of research by Kenrick to find what it believes is the best smart home security product for the market.

Reliable and easy to use, BeeSecure enables users to detect movements within their home, even if they are miles away. The system features a central hub, called the Bee-Hub, which links a series of devices inside the home to an app on the user’s phone. If a sensor on one of the devices is activated, the homeowner is alerted with a notification on their phone.

Devices in the BeeSecure range include a motion sensor, an object movement sensor, a camera, a smoke detector, a doorbell, and a window and door sensor. The window

“BeeSecure is a brilliant early warning system for homeowners, whether they are at home or not.

It can let them know if anyone is outside or inside their home, if any windows or doors are being tampered with and even if smoke is detected inside their property.

Ultimately, it makes their home and safer and more secure place and gives them greater peace of mind.”

and door sensor is lightweight and compact and it detects if windows or doors have been opened. It also allows homeowners to check remotely if all their windows and doors have been properly closed. The sensor unit can be fitted by fabricators onto new windows and doors and it can also be retrofitted onto any existing doors and windows around the home.

Steve Williams, Kenrick’s sales and marketing director, says: “Today’s consumers embrace modern technology and smart home security has the potential to transform the way we live – making properties more secure and home entry easier and more convenient.

“BeeSecure is a brilliant early warning system for homeowners, whether they are at home or not. It can let them know if anyone is outside or inside their home, if any windows or doors are being tampered with and even if smoke is detected inside their property. Ultimately, it makes their home and safer and more secure place and gives them greater peace of mind.

“We’re proud to be at the forefront of the industry by bringing a security innovation that delivers what modern homeowners want, whilst also helping forward-thinking fabricators and installers to enter the ‘smart’ market.”

Cost effective and easy to use, BeeSecure has been designed to enable homeowners to prepare their homes to be fully-smart in the future. It is also very versatile and the central hub can connect up to 16 BeeSecure devices. Additional devices can be added with the Bee-Repeater.

Kenrick is a leading supplier of hardware solutions for PVCu, aluminium and timber window and door systems. The company has a proud heritage spanning more than 200 years, having been established by Archibald Kenrick who manufactured buckles and livery fittings. Kenrick’s range of top quality products includes the market leading Excalibur multi-point locking system, the four-point Centurion system and the Easifit and Espagnolette locking systems.

Tel: 0121 553 2741 www.kenricks.co.uk

August 2020 | www.glassnews.co.uk

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L to R Tony Walsh, Aidan Harte

FREEFOAM LAUNCH VIDEO TO

ACKNOWLEDGE

30 YEAR ANNIVERSARY

Freefoam Building Products has now released a video to highlight and celebrate their 30 year anniversary. Featuring an informative interview with Chairman and founding Director Tony Walsh, and Managing Director Aidan Harte, the video brings the Freefoam story to life and highlights some of the key milestones in this inspiring 30 year journey.

Tony and Aidan explain the principles behind the company and how Freefoam started from very humble beginnings in Cork with just one extruder and eight people and has expanded to become a business with three operational locations, Ireland, the UK and France employing over 300 team members.

Tony Walsh commented “We are very proud of Freefoam and what we have achieved.

This video has given me a welcome opportunity to reflect on the milestones

www.glassnews.co.uk | August 2020

we have reached and to thank our team members and customers for their fantastic support, loyalty and commitment over the years. 30 years is a tremendous achievement and we couldn’t have done it without them.”

A story of 30 years inevitably features a huge range of data and statistics. The video has been edited to project these facts and figures on to the interviews to help illustrate key events, innovations and milestones that have taken place over that time.

“This video has given me a welcome opportunity to reflect on the milestones we have reached and to thank our team members and customers for their fantastic support, loyalty and commitment over the years.”

Aidan Harte summarised ”In turbulent times being a stable, financially secure and reliable company is more important than ever. This video illustrates how Freefoam has grown and developed to become one of the major forces within the PVC building product market and with planned investment and growth strategies is set to be around for many more years.” www.freefoam.com

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SURGE IN DEMAND AS TOMMY TRINDER INSTALLERS QUOTE £26M IN JUNE

GGF SUPPORTS NEW TALENT RETENTION SCHEME

Proof there’s real appetite from homeowners to spend money on windows and doors is plain to see in the latest activity statistics from TommyTrinder.com Ltd.

The Glass and Glazing Federation (GGF) has welcomed the Government’s announcement confirming support for a new Talent Retention Scheme for the construction industry.

John Agnew GGF Managing Director said, “We welcome this initiative from Government. I am sure this will become an ideal digital platform for keeping talented skilled workers in the industry and a recruitment tool for employers. It promises to not only be a great benefit for companies finding and retaining workers, but also for employees who may have been affected by operational changes such as temporary layoffs or redundancies due to the COVID-19 pandemic.“ The scheme is set to be formally launched on the 24th of July with the site going live on the 20th July.

The Talent Retention Scheme is a partnership between industry and Government to secure essential talent in the UK’s construction sector. Run by the Construction Leadership Council (CLC) and supported by trade and business associations from across the supply chain.

The online portal supports redeployment of staff at risk of redundancy from across the sector, while also enabling temporary employee loans between businesses. It also gives displaced workers from other sectors a route to find new employment in construction, while offering businesses a platform to find the skills they need. As well as a skills matching service and online job boards the scheme will also look at reskilling and up-skilling and signpost more detailed information for different job roles in the industry.

The not-for-profit programme has funding secured until the end of April 2021, providing a free online platform for any business or organisation looking to hire, while ensuring that candidates’ skills and experience are given a prominent platform within the wider industry.

To register your interest in the Talent Retention Scheme, please click on the registration form For more information on the scheme please visit www.trs-system.co.uk/ construction

The value of quotes prepared by installers on its Framepoint® sales app has doubled month-on-month through lockdown, topping £26 million in June alone.

“Is it business as usual? No.” says Chris Brunsdon, CEO of Tommy Trinder. “But it’s business all the same for installers that have found their ‘new normal’ and are actively selling using our platform to secure the future of their companies. We’re adding 3040 new installation companies every month, and now have over 500 individual users.”

“During lockdown Framepoint® allowed us to embrace remote selling and keep building our pipeline,” explains Mark Ramsey, Managing Director of Kent-based installer Kestrel Home Improvements, who subscribed to the app at the beginning of March. “We sold 12 jobs over lockdown and 30 since, all using Framepoint®. We’re booked until mid-September and orders keep coming in!”

Mark continues: “There will always be customers who prefer face-to-face interaction, but we plan to continue with remote selling in the long-term. We get more quotes done - and many customers prefer it.”

For more information on Tommy Trinder’s Framepoint® app visit www.tommytrinder. com or email hello@tommytrinder.com.

Installers like Kestrel HI quoted for £26m projects on Framepoint® in June

MODPLAN REPORTS REASSURING LEVELS OF DEMAND ACROSS ITS RANGES Leading VEKA trade fabricator Modplan has reported strong levels of demand across its product ranges following their lockdown return. Heidi Sachs, Managing Director of Newport-based Modplan said: “Since we reopened our manufacturing business, I’m delighted to say we are seeing very healthy order levels across all products groups that are growing all the time.”

Heidi says while sales have been positive across the board, their conservatory roof range has been especially popular. She comments: “Our customers are commenting that many homeowners see home working as here to stay. They’re therefore looking to maximise living and working space, so want to make their conservatory a year-round room. We have a comprehensive range of conservatory roofs to suit all styles and budgets, so we’ve got an excellent offering in this area.”

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While delighted with new order levels, Heidi is also mindful of the new normal. “As every manufacturing business knows, operating with social distancing in place has an impact on lead times. Our staff are working above and beyond to fulfil orders and follow all social distancing protocols and we owe them a huge thank you. But inevitably, there has been an impact on lead times and our customers have been extremely patient because they know everyone is in the same boat. I’d like to thank each and every one of them for their understanding.”

Heidi concludes: “We are living in unprecedented times and it’s great to see everyone pulling together to keep each other safe. I’m also very pleased to be reporting positive sales levels and my hope is that this is a reassuring sign for the sector as we emerge into the new normal.”

Tel: 01495 246844 - www.modplan.co.uk

August 2020 | www.glassnews.co.uk

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GENERATION

FOR MITCHELL GLASS 36-year old industry prodigy Lewis Roden has become the 4th generation owner and director of Scotland’s longest established glazing business following his parents’ official step-away from the leadership team.

Galashiels-based Mitchell Glass, which was established in 1875 by Robert Mitchell, is a local community-heavyweight in the Scottish borders with a firm reputation for excellent customer service. As former chairman of GGF Scotland, Peter Roden

“The market is telling us there’s still a huge demand for our products and there is plenty of scope to further build on the solid foundation of our family business for decades to come.”

and his wife Susan, who have run the installation business since 1993, have officially passed the baton to their son Lewis to build upon the great legacy of decades of hard work and innovation. Peter will go on to enjoy his official retirement and Susan will continue with the business on a limited part-time basis.

With his sights set on introducing new technologies and software to improve efficiency, Lewis has been learning every element of the trade since joining the family business in 1999 to ensure its continued and ongoing success.

In 2011, Mitchell Glass became the first Scottish retailer to join the Conservatory Outlet Network and has been a vital contributor to its independent installer community ever since. Having taken the opportunity to recently congratulate the CO team in a show of support for its positive influence during lockdown, Lewis remains extremely close to his key supplier.

Lewis explains: “I’m thrilled to be officially taking on the challenge of steering Mitchell Glass through the next phase of its exceptional history. The company has seen its fair share of drama in its 145 years, and the past three months in COVID lockdown has been no exception! But the strength and sustainability of our brand values always sees us emerge from each challenge stronger than ever.

Lewis’s father Peter, who was also presented with the GGF’s ‘Outstanding Service to the Industry’ Award in June 2019, continues: “Susan and I couldn’t be more pleased for Lewis, officially taking the reins of Scotland’s longest established glazing business. We will, of course be there in the background to support him any time he needs us, but we have every confidence in Lewis’s ability and entrepreneurial spirit that will ensure he leads the business to the next exciting chapter in its history.

Congratulations lad!”

“The market is telling us there’s still a huge demand for our products and there is plenty of scope to further build on the solid foundation of our family business for decades to come.”

Greg Kane, CEO at Conservatory Outlet, concludes: “Lewis is one of the most hardworking, knowledgeable and influential members of our installer network and we couldn’t be more delighted for him. We’ll

From left to right: Greg Kane CEO Conservatory Outlet - Peter Susan Caroline and Lewis Roden of Mitchell Glass

www.glassnews.co.uk | August 2020

Robert Mitchell - Original Mitchell Glass Pic

“Susan and I couldn’t be more pleased for Lewis, officially taking the reins of Scotland’s longest established glazing business.

We will, of course be there in the background to support him any time he needs us, but we have every confidence in Lewis’s ability and entrepreneurial spirit that will ensure he leads the business to the next exciting chapter in its history.

Congratulations lad!” do everything we can to support the future success of such a fantastic business. Mitchell Glass has been built by young innovators since its inception and continues to grow stronger than ever. Exciting times ahead, huge congratulations from us all, Lewis!”

Present Day - Front row, from left to right: Susan, Peter and Lewis Roden with the Mitchell Glass Team

41

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HAFFNER MURAT TO OPEN NEW FACTORY AS MASK MANUFACTURING TAKES OFF

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At the start of the Covid-19 pandemic, automation machinery specialists Haffner Murat pivoted to manufacturing face masks to help overcome the critical shortage throughout the world. The company has just announced it is to expand this part of its operation to meet growing global demand having secured a sizeable 10-digit £ contract with the USA. Dave Thomas, Managing Director of Haffner Murat, commented: “We are delighted to be able to support the continued demand for face masks. As such, we are opening a new dedicated factory in Istanbul and building 25 machines to fulfil growing order volumes. By opening a new facility to focus on face mask production, we can maintain lead times for our core operation, which is automation machinery.”

Dave reports that demand for automation machinery is also on the rise since the Stafford-based company reopened their business in June. He said: “Fabricators realise they are going to have to look at new ways of working to be able to operate efficiently in the new normal. Automation

Circle three differences in the boxes below, fill in your contact details and send your competition entry to: FAO: Miss Christina Shaw, Glass News Competitions, 19 Heather Close, Tickhill, Doncaster, DN11 9UU or Email: christina@glassnews.co.uk. Entry deadline: 20/08/20. machinery allows them to maintain social distancing without compromising quality or efficiency and we are seeing increasing order volumes as a result.”

Haffner Murat has a reputation for the quality of its engineering expertise and this has been in full evidence in this latest development. The company moved rapidly when the global shortage of face masks became evident. As well as installing new machinery, the team achieved the relevant accreditations to be able to manufacture and supply surgical masks globally within a matter of weeks.

Dave commented: “I know our customers truly value the expertise we are able to offer.

It was great to see how this expertise came to the fore again in the pandemic and that we’re playing our part in controlling its spread while still supporting and growing our core machinery business too.”

Name: Tel: Address: Postcode: Email:

Tel: 01785 222421 - www.haffnermurat.com

BRITISH HOMEOWNERS SPEND £13,000 ON ADDED EXTRAS FOR THEIR HOMES New research has found that British homeowners are willing to spend an average of £13,000 on special features, such as outside seating areas and kitchen islands, to improve their properties.

The survey, commissioned by Origin, the UK’s leading manufacturer of aluminium doors and windows, found that the most sought-after added extra amongst homeowners is an abundance of natural light, with 54 percent prioritising this. This is followed by storage (53 percent) and en-suite bathrooms (52 percent).

Homeowners are willing to invest in their properties, with 87 percent agreeing that they would pay more money for added extras. In fact, one in 10 say they would reduce all other household expenditure to be able to afford the upgrades that they want. A large garden (41 percent), a garage (39 percent), and a great view (39 percent) are the features Brits are most likely to pay more for.

This trend can also be seen amongst those purchasing new houses. When buying a new property, over three quarters of Brits agree that they would compromise on the overall size of the

42

house, with a large garden, a garage and a great view all considered more essential than square footage.

Commenting on the findings, Property Consultant Alex Goldstein, said: “The results prove that people are often willing to pay a premium for the features that really matter to them.

Having worked in the property sector for nearly 20 years, it is no surprise to me that natural light and storage take the top spots. However, we are also seeing new and emerging trends, like en-suite bathrooms and outdoor spaces, becoming far more important.

“Due to the current coronavirus pandemic, people are spending even more time in their homes and they have had to become multi-purpose suitable for work, rest and play. During lockdown, people have had time to consider what they really want and need; be it designated workspaces, more accommodation for the children or a bigger garden. Once they have decided, they go the extra mile to get it, as they know they will get good use out of it and it will make the additional time spent in their home more enjoyable.”

The research shows that homeowners expect extra features to increase the value

of a property, with a great view expected to add up to 10 percent and natural light and outdoor seating both considered worthy of an eight percent increase.

Interestingly, the data shows that prospective buyers are also heavily influenced by the words used to describe the features in a property.

For example, an ‘outdoor living room’ is considered more valuable than a ‘patio’, whilst Brits may be willing to spend more on a ‘lounge’ as opposed to ‘sitting room’.

British Homeowners’ Top 10 Most Desired Features • Natural light • Storage • En-suite bathroom • Large garden • Garage • Outdoor seating area • A great view • A quality front door • Walk-in wardrobe • Kitchen island To find out more about the research, visit www.origin-global.com/advicecentre/added-value

August 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

TRADE NEWS

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TRADE NEWS

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HISTORY’S CLEAR – THE BUSINESSES THAT BEST WEATHER RECESSION ARE THE ONES THAT INVEST Andy Jones, Group Managing Director at Victorian Sliders, argues that it’s the companies who keep investing that emerge from recession the strongest.

Every recession is different – and the one we’re entering now will undoubtedly go down as one of the biggest and most unexpected.

But if there’s one thing history’s taught us, it’s that businesses shouldn’t stop spending during a downturn.

Investing in a crisis feels counterintuitive.

Consumers spend less, which means installers spend less, which in turn means that the income of fabricators, component suppliers, systems companies and others all decrease.

But time and time again, we see that those companies who invest, carefully and

sensibly, during recession, are the ones that tend to come out of it the strongest.

NOT ALL HOMEOWNERS STOP SPENDING

The first thing a lot of businesses do when crises hit is slash their marketing budgets, for instance.

I also think it’s important we don’t talk ourselves into thinking 2020 will be as disastrous as some people are suggesting.

In the moment, it seems like the right thing to do. But it means you effectively drop off the face of the earth as far as both your existing customers and key prospects are concerned, and it becomes a lot more likely they’ll start to look elsewhere.

There’s no question – it will be very challenging. But we know different people react to recessions in different ways.

What’s more, the companies that do continue to invest in marketing are able to shout much louder, because there’s suddenly far fewer brands competing for attention.

PUT YOURSELF AT THE FRONT OF THE QUEUE Research and development is another crucial area that tends to get scaled back during recession. But while it’s an understandable instinct, it actually damages businesses in the long-term.

The companies that focus on improving their existing offerings or developing new ones during a downturn are the ones best positioned to capitalise on the eventual recovery.

When people start spending again, it’s these businesses that are at the front of the queue, with products that look better, perform more efficiently or sit at a lower price point than others on the market.

But if you haven’t invested, and all your competitors have, you can start to look very average by comparison.

We know recessions make people less brand-loyal, and that might be all it takes to convince them to give one of your rivals a try.

There’s a section of the population that always brings all non-essential spending to a screeching halt, and essentially pulls up the drawbridge until the crisis is over. But that group tends to be relatively small.

A much larger pool of consumers tighten their purse strings to some extent, but remain confident it’ll blow over eventually.

Another set of comfortably-off, usually older homeowners don’t tend to alter their spending habits much at all – and crucially, it’s these two groups that account for a huge proportion of the home improvement purchases made in Britain every year.

WHAT IS ‘ESSENTIAL’?

More generally, what’s seen as ‘essential’ and ‘non-essential’ can vary greatly from person to person.

If people value the product or the service you provide, they’ll continue paying for it, even if they’re cutting their expenditure elsewhere.

Let me give you an example from the last recession. In 2008, when the banking crash was starting to bite, luxury diamond brand De Beers reacted by drastically cutting back its marketing budgets, and steeling itself for one of the worst years in its history.

At the time, it seemed like an obvious decision – you can’t get much less ‘essential’ than diamonds.

But then they commissioned some market research that showed, despite the recession, people still saw the value in their products, and would still be willing to buy them.

De Beers went on to double their marketing budget for Christmas 2008, and sales remained healthy.

Now, diamonds are obviously very different to windows and doors. But the core principle is the same – when consumers see value in a high-end product, like sash windows, patio doors, bifolds and so on, they’re much more likely to continue to be interested in it, even during recession.

A BRIGHTER FUTURE At Victorian Sliders, we’ve already invested over £10m on improvement in our factory and product development in recent years – and we’ve got no intention of stopping, despite a potential recession.

We’ve earmarked several areas for continued investment, including fully automating our mixing plant, further investment in the recycling plant, and automating the way that we assemble the frames – on top of a planned major investment in upgrading our IT system and delivery fleet.

Of course, investing doesn’t mean spending money for the sake of it. Virtually all businesses have been put under financial strain in recent months, and that means you have to be highly targeted with every pound you spend.

But if our sector has the courage to sensibly, strategically invest during this difficult period, I’m confident UK glass and glazing has a better future ahead of it.

For more information visit www.victoriansliders.co.uk or call 01269 846200.

August 2020 | www.glassnews.co.uk

BMBI

The UK’s Leading Glass & Glazing Newspaper

BUILDERS MERCHANT BUILDING INDEX

BUILDERS’ MERCHANT SALES BOUNCE BACK SHARPLY IN MAY After April’s unprecedented sales collapse due to the Covid-19 lockdown, trades began to return to work in May, encouraging merchants to start re-opening branches – with most still offering a restricted service.

This BMBI report documents the start of what appears to be a strong bounce back.

YEAR-ON-YEAR Total Builders Merchants value sales in May were down 39.9% compared with May 2019 (a significant improvement on April, which was -76.3% less than April 2019). All categories sold less, with Tools (-66.1%) and Kitchens & Bathrooms (-62.7%) hit hardest. Workwear & Safetywear (-33.4%) was affected less and Landscaping finished just 12.5% below last May. With May having two less trading days this year, overall average sales a day for the month were 33.6% lower than May 2019.

MONTH-ON-MONTH With April sales at unprecedented levels, May’s partial recovery resulted in some highly unusual month-

May 2020 index v May 2019 index 30% 20%

OTHER PERIODS

©BMBI 2020

10% 0% -10% -12.5%

-20% -30%

-33.4%

-40%

-43.5%

-50% -60% -70%

-56.9% -66.1%

on-month growth figures. Total merchant value sales in May were 171.3% above April 2020, with one less trading day this month.

Five categories did better, lead by Tools (+308%), despite it being the weakest category year-on-year.

To put this percentage growth into context, Tools revenue in May was four times that of April. Landscaping sold 278.9% more than in April and Kitchens & Bathrooms was up 210.7%.

Largest category Heavy Building Materials (+157.6%) grew more slowly. Average sales a day in May across all merchants were 185.6% higher than in April.

-56.6%

-62.7%

-80% -90%

-55.2%

-54.4%

-52.1%

-40.5%

-39.9%

-39.0%

Year to date sales in the first five months of 2020 were 29.2% down on January to May 2019, with one less trading day this year.

Workwear & Safetywear (-2.7%) did best, boosted by strong demand for protective equipment.

The three weakest categories were Tools (-40.4%), Kitchens & Bathrooms (-33.2%) and Timber & Joinery Products (-31.3%).

The 12 months June 2019 to May 2020 were down 14.1% on the same period a year earlier.

Eight categories did better, led by Workwear & Safetywear (+1.7%), the only category that sold more.

Tools (-23.3%) did least well.

INDEX May’s BMBI index was 78.7 and with the exception of seasonal category Landscaping (152.5), all categories were well down.

For the full report, including comments from the BMBI’s panel of leading industry Experts, please visit www.bmbi.co.uk.

www.glassnews.co.uk | August 2020

GfK’s Builders Merchant Panel GfK’s Merchant Panel includes national, multi-regional and regional merchants such as Buildbase, Jewson, Travis Perkins, EH Smith, Gibbs & Dandy, MKM, and Bradfords. GfK’s Builders’ Merchant Point of Sale Tracking Data represents more than 80% of the value of the builders’ merchant market. GfK insights can trace product group performance and track relevant features. GfK can also produce robust like-for-like market comparability, tailored to the requirements of an individual business.

The Builders Merchant Building Index Builders Merchant Building Index (BMBI) appears every month, in print and online. A full quarterly report is published every three months. The BMBI is a brand of the Builders Merchant Federation. Launched and produced

by MRA Marketing, it uses sales-out data from GfK’s Builders Merchant Panel. BMBI includes a panel of leading industry Experts, who speak exclusively for their markets.

45

COLD CALLING

The UK’s Leading Glass & Glazing Newspaper

DANNY WILLIAMS

‘COLD CALLING’

Each month our special correspondent Danny Williams* replies to a reader’s letter...

“As a small, family owned and run window and door installer in Lincolnshire, I was delighted to hear about the Green Homes deal when it was announced a few weeks ago by the government. But although we came back after lockdown to a ton of orders, many of these have now cancelled saying they will wait for the grants. So now, from being swamped we are slow again. I can’t find any worthwhile information - What do you make of it all?”

DJ Lincolnshire Hi DJ, I and many others throughout the industry and the length and breadth of this green and damp land of ours, share your pain. Overall, I believe that the Government and especially Rishi Sunak have done well to support the country through the pandemic lockdown, by acting decisively and generously: the furlough scheme has worked exceptionally well for most, although as with many righteous things, there are those tearing the backside out of it to line their personal pockets. Their time will come…

But back to the point: As an industry we returned to work after lockdown and during those first tentative days were rewarded with a stream of calls from the Joneses, Smiths and Patels demanding that the grubby windows they had been staring out of and doors that didn’t open wide enough on to their mowed-to-death lawns whilst they were locked down, were ripped out and replaced with shiny new ones!

Woohoo!

I have heard stories of installers telling me that sales… actual, real, tangible orders…during June and July, were significantly ahead of budgets written well before Covid-19 entered our collective consciousness…with a couple of them reckoning that the surge had actually saved their business bacon.

And then along came Sunak’s Summer Statement. ‘From September’, said Rishi, ‘homeowners and landlords will be able to apply for vouchers to make their homes more efficient and create local jobs. The grants will cover at least two thirds of the cost, up to £5,000 per household.’

And actually, he made no mention whatsoever about ‘double

“In the piece Entitled ‘Green Homes Grant: Fact, Fiction and How to Manage Consumer Expectation’, the author acknowledges that no specific mention of windows was made by the Chancellor when making his announcement.” glazing’ - none. That was entirely down to interpretation in the press, Martin Lewis on Twitter and through his Money Saving Expert website - and an unhealthy dollop of wishful thinking on our part. In fairness to Mr Lewis, he was simply doing his job…which is to advise people on saving money and that was what he did…attacking him for suggesting that people hang on until the September scheme was activated was a classic case of shooting the messenger.

OK, perhaps we might expect replacement windows reasonably to be part of any programme to improve the energy efficiency of homes. But it was an assumption, nothing more.

That does not let the Chancellor off the hook, however. For as welcome as was the next item he delivered to the House on that fateful day in July – the change in stamp duty – the Green Homes announcement was bungling, ill-thought through and, actually self-defeating: for the replacement window industry (and perhaps other branches of home improvement, though few would have been dreaming of having cavity wall insulation installed in July, would they?) it slammed the door shut as homeowners thought: ‘Ooh, let’s wait a couple of months and grab ourselves a nice big discount…on our bifold doors’.

The truth is (as far as anyone can tell because clarity remains elusive) that there will be very little in it for the vast majority of window installers. I have looked at the interpretation of the Green Homes Scheme in the excellent blog written on trade fabricator Emplas’s website (https://emplas.co.uk/ updates/2020/green-homes-grant-fact-fiction-and-how-tomanage-consumer-expectation/) and that appears to be as sensible as currently exists….In the piece Entitled ‘Green Homes Grant: Fact, Fiction and How to Manage Consumer

Expectation’, the author acknowledges that no specific mention of windows was made by the Chancellor when making his announcement.

It goes on to interpret comments emanating from BEIS (the Department for Business, Energy and Industrial Strategy) which suggests that any grants would not apply to homes with an EPC rating of C or above, which immediately knocks out more than 40% of UK homes. And of course, any windows would only receive a part of the £5k grant that would also cover insulation, boilers etc , with windows being a long way down the pecking order. It also suggests that only single glazed windows or perhaps those ‘orrible first generation ali frames - that 40 odd years pretty much ended the reign of aluminium as a serious contender in the replacement window business - will qualify for inclusion.

And how many of those still exist? When the full details emerge, the scheme will also largely target low income households.

The Emplas blog concludes that homeowners hoping to have a nice shiny set of bi-folds installed with a lump of cash off can forget it, and that is as definitive an answer as you are likely to get for the majority of your customers DJ. However, I hear you thinking: ‘I can install windows in council houses!’. Well quite possibly…but only if you are that rare species, the window and door fitter qualified to install windows in compliance with PAS2030 and PAS2035.

Which, for those of you unfamiliar with those tags, are respectively ‘the standard for retrofit installers’ and ‘the standard for individuals such as retrofit assessors and retrofit co-ordinators’. No, nor me. Why FENSA, CERTASS etcetera are not nominated for this, is beyond everyone.

The upshot is this: You can go back to everyone that has cancelled their order with the nailed-on news that, unless they live in a frozen draughty hovel they are extremely unlikely to qualify for any of it. And with absolute certainty, you can deliver the news that they will not, ever, get their bi-folds or sliders installed with a hand-out from the government. And then you can tell them that, sadly, you can’t install the new windows and doors that they cancelled from you, for at least a two months later than if they had just, simply, left the order in place.

* Danny Williams is managing director of Chelmsford based Pioneer Trading and has been involved with all aspects of the windows and doors industry for 30 years.

His activities include manufacturing a full range of windows and doors in PVC-U and aluminium, an IGU facility, retailing and commercial contracting.

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August 2020 | www.glassnews.co.uk

INSTALLER FOCUS

The UK’s Leading Glass & Glazing Newspaper

PRICEPOINT REMOTE SELLING TOOL FOR

INSTALLERS HITS THE MARKET

The latest tool designed to support installers in the post Covid-19 era has hit the market. Pricepoint, from industry software stalwarts MP Logic has been launched and has been described as the ultimate remote software selling tool for window and door installers.

Crammed full of amazing features it enables installers to sell to their customers online where they’re not able to meet them face to face, or use it in the customers home where they can.

The easy to use system has been designed to enable homeowners to input their existing window designs into the software, lets the installer gain an understanding of their needs and wishes through its smart tools, and then ‘meet’ the customer online to discuss the designs they might want for their new windows and doors, the colour and glass options available to them and what hardware to choose.

As designs are agreed installers can simply build up the price from their existing price lists and add them into the quote, and through the branded software can produce a professional document for their customers to review. Once the customer is happy, they can even sign the contract document online using an ‘e-signature’, another of the many smart pricepoint features.

SO, WHAT MAKES PRICEPOINT SUCH A ‘MUST HAVE’ TOOL FOR INSTALLERS? Pricepoint includes over 1 million window and door designs including bow and bay, leaded and Georgian options. It includes the widest range of colour options for window and door profiles, and for composite doors.

from their existing price lists, meaning they don’t have to learn a new system. They also benefit from pricepoint’s Manufacturing Intelligence which means that if a customer asks for a window that cannot be made, the software will ask them to make some amendments – to the style or the dimensions.

They can also add their logos and company information into the system to make the quotes and contracts they produce look professional and stylish.

The system takes minutes to set up and has easy visual commands at every turn, and comes with an extensive helpdesk function should installers need any additional support.

Pricepoint is hosted on the latest Microsoft Azure technology platform, all in the cloud, and means it can be used anywhere – whether the installer is in the office, at the home of a customer, or when they are out on the road, and it doesn’t even need to be connected to the internet. The system is available to download directly from the app store.

Pricepoint is smart technology, modern thinking designed for a new age. www.pricepointsales.com

Installers can add their window and door costs, installation costs and any building works costs directly into quotes

www.glassnews.co.uk | August 2020

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INSTALLER FOCUS

The UK’s Leading Glass & Glazing Newspaper

FENSA JOIN FORCES WITH WORKWEAR SPECIALISTS MASCOT TO GIVE MEMBERS EXCLUSIVE OFFERS

INSTALLER ‘TECHNOPHOBES AND IT GEEKS’ GIVE 5 STARS FOR SALES APP

FENSA has joined forces with leading workwear specialists Mascot to offer all FENSA registered installers great deals on coordinated shirts, trousers and other clothing bearing the FENSA logos and their own company branding, or in any combination required. Now offered as part of FENSA’s drive towards promoting a professional image for installers, Mascot offers a massive range that FENSA registered installers can now enjoy at discounted prices, together with exclusive offers throughout the year.

Installers using TommyTrinder.com’s pioneering sales and visualisation app have given its support service a 5-star average rating.

Based on 164 ratings, the tech support for the Framepoint® app is free and unlimited, with support available via online webchat or one-toone scheduled video calls.

Available through the FENSA online portal from 8th July, Mascot Workwear has an excellent reputation for high quality products manufactured using excellent fabrics and in a range of styles, with a focus on comfort, fit, quality and design.

FENSA Director of Membership Chris Beedel says: “This is yet another tangible

benefit available exclusively to FENSA Approved Installers. Our FENSA community can now brand their workwear with the FENSA logo alongside their own at specially negotiated discounted prices.

To partner with Mascot, another market leading brand, goes to show the consumer reach the FENSA brand has and we’re thrilled we’re bringing more added value to all our Approved Installers” Mascot Workwear’s UK Sales Director Michael Tottman, commented: “We are really pleased to be working alongside such a forward-thinking organisation as FENSA. By offering Mascot workwear to their members, utilising an online platform that allows for fast, efficient delivery and set-up it allows them to order from over 700+ garment styles all from the comfort of their home. This is something that should be recognised within the wider construction industry as market leading and shows the foresight of FENSA and that they are continually providing benefits to their members.”

“The app can be set up, branded and ready to go in minutes, but installers like the reassurance of a helping hand when needed,” explains Chris Brunsdon, CEO of Tommy

Trinder, a previous installer and former owner of the TimberWindows.com franchise. “Our users range from IT geeks to selfconfessed ‘technophobes’ - but the support helps them all make the most of the app, and ultimately sell more windows.”

Bertrand Dupont, Tech Support for Tommy Trinder, adds: “The support sessions add a further dimension in allowing installers to ‘have their say’ in how the app is developed. We’ve had four major updates since January and are continually

For further information on this partnership and FENSA membership visit https:// fensaonline.com/

Support for the TommyTrinder.com Framepoint app is free and unlimited

adding to the app, whether that’s deep customisation features or detailed sash horns and Canterbury etched glass. The additions and tweaks are all based on user feedback. “ Launched in January, Framepoint® now has over 500 individual users, with 30-40 installation companies signing up a month since lockdown, due to the app’s successful adaptation for remote selling. “It’s a minimal investment - with no contract - which can transform leads and conversion rates for installers, while securing the future of their businesses,” explains Chris.

“Framepoint® is built by installers for installers, so they can sell the way they want to - anytime, anywhere, and not locked into one manufacturer or material. Retail installers are seeing conversion rates of 80% and saving 50% on quoting and admin time alone.”

For more information or to book a demo, visit www.tommytrinder.com.

FENSA LAUNCHES FREE LEAD GENERATION FUNCTION ON WEBSITE FOR APPROVED INSTALLERS FENSA prepares to launch a new lead generation function on its website this August that will enable its Approved Installers to provide quotes directly to homeowners who are actively searching for FENSA registered companies.

The service will operate in a similar way to existing online platforms that are designed to connect tradespeople with customers searching for home improvement quotes.

The FENSA adaptation of this service will be focused exclusively on connecting homeowners that are looking for window installation companies and, crucially, will be completely free of charge for FENSA Approved Installers.

Chris Beedel, FENSA Director of Membership, commented: “Our market research has shown that 73% of homeowners considering replacing their windows or doors say they would only use a FENSA Approved Installer to carry out the work, a statistic that is supported by the fact that we receive over 15,000 postcode searches a month on the FENSA website, from consumers who are searching for their nearest FENSA Approved Installer.

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“The introduction of our new lead generation search facility will allow our Approved Installers to gain direct access to this demand for free. Homeowners will not only be able to look for FENSA registered companies in their area, but they will also be able to post job details - including desired materials, products, budget and timeframe - which will then be emailed

directly to those businesses, who can then respond with a quote or offer a home visit.”

In order to take advantage of the new service, FENSA is urging all its existing Approved Installers to complete the ‘Information Form’ on the FENSA Installer Portal as soon as possible so that their company details are included when it goes live this summer. Users will be provided with log-in details to a dashboard that is designed to help manage any leads, as well as monitor the progress of them throughout the year.

FENSA have been working with ICAAL, an award winning full service creative digital marketing agency specialising in search, design and lead generation within the fenestration industry, to develop the site and ensure all Approved Installers will benefit.

CEO of ICAAL, Chris Tahmasaby said; ‘This is an extremely exciting opportunity which will revolutionise the way FENSA deal with enquiries and add real value to its members. Installers will have the opportunity to showcase their credentials and ensure more leads backed by an industry governing body giant. I would

encourage all members to take advantage of this opportunity to gain more leads and increase sales.’

Any new companies considering joining the FENSA Approved Installer scheme will also be added automatically to the lead generation function once they become approved members.

The new search facility is the latest in a series of exciting new initiatives from FENSA that have been introduced as part of renewed efforts to extend the services it offers to its Approved Installers. These include a new suite of specialised businessrelated insurance products, plus the introduction of a new Installer Marketing package that offers a range of tailored, affordable marketing strategies.

For more information on FENSA, including details of how to join, please visit: www.fensa.org.uk All existing FENSA Approved Installers can log in to the installer portal to update their company details and can email enquiries@ fensa.org.uk for any questions they have about the service.

August 2020 | www.glassnews.co.uk

INSTALLER FOCUS

The UK’s Leading Glass & Glazing Newspaper

ROSEVIEW PARTNERS TOMMY TRINDER TO LAUNCH LIVE PRICING & SALES APP Roseview Windows’ installers can now quote, price and order its Rose Collection sashes in real time, using the Framepoint® LIVE platform, from TommyTrinder.com Ltd. Leading sash window manufacturer Roseview was the first company to make PVCu vertical sliders for the trade in 1985. Now, it’s the first fabricator to offer Framepoint® LIVE to its network of sash installers, to help them sell more windows, at better margins.

“Tommy Trinder’s Framepoint® app makes it easier for installers to sell and upsell, whether they’re talking to homeowners remotely via video, or in a socially distanced showroom visit,” explains Mike Bygrave, Director of Roseview Windows. “Framepoint® halves admin and boosts conversion rates, helping installers wow homeowners. The sash window images are simply stunning – you can show (and sell) authentic details such as deep bottom rails, Canterbury etched glass, run-through horns and different coloured outer and inner frames. Homeowners can see exactly what they’re getting so there’s fewer call backs or queries.”

“It takes a couple of clicks to overlay the windows on the homeowner’s property,” continues Mike, “and then email or print

them out on a professional, branded quote, which includes live, accurate prices – updated directly from Roseview - and discounts if required. You can even include casement windows, front doors and bifolds from other manufacturers in the same quote – and then split orders to suppliers, in seconds. It really is a gamechanger.”

“We’re delighted to be working with Roseview,” says Chris Brunsdon, CEO of Tommy Trinder.

“As a former installer myself it’s been a pleasure to ensure the quality of their windows really shines through. With Framepoint® LIVE installers selling Rose Collection sashes can configure and price as they go, and place clean orders directly to manufacture with no queries. It speeds up the process for both parties, while the front end enhances what installers do best – selling windows!”

Launched in January, the Framepoint® app now has over 500 individual users. Over 40 companies signed up in June, with installers using the app to quote for over £26 million worth of windows and doors in that month alone. www.tommytrinder.com

INSTALLERS FLOCK TO JOIN FENSA FENSA has announced record numbers of applications for the first half of 2020, with more than 1,000 companies applying to join the leading Competent Person scheme between 1st January and 30th June. This follows on from a hugely successful TV advertising campaign run across 2019 and 2020 alongside two brand new radio ads being played across the country during lockdown.

In addition, FENSA has seen an increase in FENSA certificate enquiries over the past three months while the country has been in lockdown due to the Covid-19 pandemic.

June alone saw the FENSA website receive over 40,000 postcode searches for the famous FENSA certificate. Alongside this, over 5,000 emails from both homeowners and tradesmen have been received and dealt with by its vastly experienced team.

Chris Beedel, FENSA Director of Membership, comments: “We know the last three months have been hugely challenging for all industries as we come to understand how the country has been affected by Covid-19. However, the sheer volume of calls and emails we have had from both the trade and homeowners during this time has been staggering and it gives us a real sense that our industry has hit the ground running.”

from companies looking to join FENSA and provide their customers with what they want.”

The last 18 months has seen a series of exciting new initiatives from FENSA that have been introduced as part of renewed efforts to extend the services it offers to consumers and its Approved Installers.

These include discounts at all TradePoint and B&Q stores, homeowner finance packages, a suite of specialised businessrelated insurance products, plus the introduction of a new workwear clothing package that offers a range of tailored, affordable garments available at exclusive rates to its Approved Installers.

For more information on FENSA, including details of how to join, please visit: www.fensa.org.uk All existing FENSA Approved Installers can log in to the installer portal to update their company details at any time and can email enquiries@fensa.org.uk for any questions they have about the service.

“The FENSA team have been fantastic in dealing with an unprecedented demand of enquiries. The FENSA certificate is something which homeowners are now asking for in their tens of thousands every month and this has translated into the record number of applications we have seen

FENSA LAUNCHES NEW WIREDGOV PARTNERSHIP TO OFFER PUBLIC SECTOR PITCH OPPORTUNITIES TO ALL ITS APPROVED INSTALLERS FENSA has launched a new partnership with WiredGov, the government and public sector news alerting service, that enables its FENSA Approved Installers to receive the very latest government and public sector news including contract alerts, delivered direct to subscribers’ desktops and mobile phones, at significantly reduced subscription fees.

The service is used by private and public sector organisations to learn news including case studies, white papers, contract awards, Public-Private

Partnerships (PPP) and success stories from public sector trading agencies.

It includes key features such as the site’s Contracts Locator, which provides registered users with online and email updates on all government and public sector contracts worth over £10,000.

FENSA has negotiated a generous discount on the usual subscription to WiredGov for its Approved Installers, at just £295 + VAT for 24 months (usually £395 + VAT for 12 months).

That’s a saving of nearly £500 and FENSA Approved Installers can register for

www.glassnews.co.uk | August 2020

this offer via the FENSA online Installer Portal.

Chris Beedel, FENSA Director of Membership, commented: “This partnership with WiredGov will allow FENSA Approved Installers to be amongst the first to learn about key policy decisions affecting their businesses, and crucially receive up to the minute notifictions about public sector and commercial contracts.

This is an important benefit through which our community of installers may grow their businesses.

“As the country exits lockdown the focus of

FENSA is to present our Approved Installers with every opportunity to get back up to speed as quickly as possible and this partnership discount with WiredGov is an excellent example of that.”

Steve Waldron, Managing Director of WiredGov commented “The launch of our partnership with FENSA provides a prime example of how lockdown has encouraged an even greater sense of innovation and collaboration between businesses and membership organisations across the UK, delivering value added services to their respective communities,

whilst safeguarding jobs and speeding up overall economic recovery.”

The new partnership with WiredGov is the latest in a series of exciting new initiatives from FENSA that have been introduced as part of renewed efforts to extend the services it offers to its Approved Installers.

These include a new consumer focused lead generation facility, a new suite of specialised business-related insurance products, plus the introduction of a new

Installer Marketing package that offers a range of tailored, affordable marketing strategies.

For more information on FENSA, including details of how to join, please visit: www.fensa.org.uk.

All existing FENSA Approved Installers can log in to the installer portal to register for the new WiredGov service and can email enquiries@fensa.org.uk for any questions they may have.

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ALUMINIUM & STEEL

EXCITING

The UK’s Leading Glass & Glazing Newspaper

TIMES

It would be hard to think of a more challenging scenario for a new Managing Director than taking on the top job at the height of a global pandemic. But that was exactly what Justin Hunter faced when he was appointed as MD at AluK at the start of May. He has finally had time to reflect on the journey so far and even look ahead to what the rest of 2020 might bring for AluK and the wider market.

Justin told Glass News: I had accepted the role long before most of us had even heard of Coronavirus and was tremendously excited to be joining AluK. It’s an ambitious, dynamic business which has always sought to set its own agenda in the aluminium sector. More than three months in, the excitement hasn’t left me; if anything, I think I probably admire the business even more now, having witnessed the performance of the whole team during this crisis.

The positivity which characterises AluK was evident throughout in the way that everyone stepped up to maintain operations and support customers as much

as possible throughout the period. Even before I joined, AluK had made a promise to stand shoulder to shoulder with our fabricators and I’m proud to say that we are still very much doing that.

Having guaranteed continuity of supply from the start, we are now delivering market leading OTIF on our products, thanks to the efficiency of our operations team. Crucially, that means our customers know that they can rely on us for deliveries and don’t need to tie up their own cash in stock.

Similarly, we had the resources available to keep all of our support departments operational throughout the lockdown, so were able to stay in regular communication with our customers and offer sales, technical, operations and even health and safety advice, and that has certainly strengthened our partnerships with many of them.

Our marketing team were even able to design and deliver a new, purpose-made Marketing Academy website specifically to provide straightforward guidance and tools to help customers market themselves cost effectively online and using PR. Looking ahead, AluK is continuing to invest in new products. We’ve got some big announcements coming up – some of which will open up new opportunities and some which will fill gaps in our range so that our fabricators don’t need to go anywhere else.

So far of course, much of the window and door market has bounced back in a way which no one could have predicted at the beginning of May. Quality and capacity remain high in aluminium and some are

“The positivity which characterises AluK was evident throughout in the way that everyone stepped up to maintain operations and support customers as much as possible throughout the period. Even before I joined, AluK had made a promise to stand shoulder to shoulder with our fabricators and I’m proud to say that we are still very much doing that.”

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Justin Hunter, Managing Director, AluK

even reporting lower costs as a result of the efficiencies they have been forced to make.

However, we need to be cautious because of the risks which still lie ahead. As well as the danger of a second wave of the virus, consumer confidence is likely to be hit as the government unwinds its package of support measures, and that’s even before we start to think about the implications of a no-deal Brexit.

However, there will be lots of opportunities and there are already plenty of potential new disruptors in this changed, new world.

The government has announced a huge boost in infrastructure spending on homes, hospitals and schools, and investment in new schemes to give homeowners grants for energy efficient home improvements.

There is also talk of unwanted commercial office space being repurposed into homes and obviously greater demand for local workspaces in domestic homes and in shared flats,

“Looking ahead, AluK is continuing to invest in new products. We’ve got some big announcements coming up – some of which will open up new opportunities and some which will fill gaps in our range so that our fabricators don’t need to go anywhere else.”

During such unpredictable times though, it’s never been more important for us and our customers to work closely and collaboratively. The truth is, we are always stronger when we stick together!

By Justin Hunter, Managing Director, AluK

August 2020 | www.glassnews.co.uk

ALUMINIUM & STEEL

The UK’s Leading Glass & Glazing Newspaper

BACK TO THE BUSINESS OF STEEL WINDOWS AND DOORS Now that the architectural and building world is moving once more, we are pleased to see all Steel Window Association manufacturing members and associate organisations fully up and running. Sites are open again and homeowners’ plans are coming to fruition.

The challenges endure, of course, and, if ever there was a time when the membership of a leading professional association is invaluable, it’s now. Throughout the past

Darren Lloyd, President of the Steel Window Association

Fentrade’s Aluminium Inline Slider is perfect for use in domestic and light commercial applications and its elegant good looks and design flexibility make it a very attractive option.

There is a choice of single, double or triple track systems, all with multiple sliding configurations. There is a choice of inline or lift & slide available in a wide range of

There are always good reasons why a manufacturer or associate should become a member of The Steel Window Association (SWA). As well as having access to the latest product developments within the industry, members also receive information from organisations such as The Glass & Glazing Federation (GGF) and the Construction Products Association (CPA). The GGF issues daily updates giving members guidance within the housing, construction and building maintenance industries – including the job retention scheme, small business grants, deferred VAT payments and business rates holidays. The SWA receives these updates and immediately forwards them to members.

For enquiries about membership of the Steel Window Association, please visit www.steel-window-association.co.uk or email info@steel-window-association.co.uk.

single, dual and anodised colour finishes.

Sashes can be up to 3,000mm in height while sightlines as slim as 45mm maximise light transmission. There are square or bevelled beads plus reinforced interlock sections for when the elements dictate more strength is required.

Thermal performance is excellent, with U values as low as 1.6 W/m2k achievable for the double-glazed version and 1.4 W/m2k for the triple glazed. Multipoint locking ensures security.

As with all Fentrade products, the Aluminium Inline Slider benefits from the company’s outstanding commitment to service. That means high quality manufacture and a reliable turnaround from order to delivery, including a quote within 24 hours.

Award-winning Fentrade Ltd is based in Newport, Wales, and works with trade and retail customers throughout Wales and the West and along the M4, M5 and M6 corridors. It partners with renowned industry brands such as AluK and VBH Greenteq and manufactures a full range of aluminium windows and doors and commercial products.

As the increase in orders for its Aluminium Inline Slider show, if you have the right products in your portfolio, the opportunities are there.

Tel: 01633 547787 fentradealuminium.co.uk

www.glassnews.co.uk | August 2020

EXPAND AMIDST COVID-19 CRISIS

few months, SWA has been the source of independent, comprehensive advice when members were busy trying to optimise and amend operations.

FENTRADE’S ALUMINIUM INLINE SLIDER PROVING POPULAR Aluminium trade fabricator Fentrade has revealed that its Aluminium Inline Slider is seeing a rise in demand as the industry returns from lockdown. Chris Reeks, Director of Fentrade, said: “We have been delighted to see demand growing as the country opens up after lockdown.

Our trade customers tell us the trend for creating large expanses of glass is still as popular as ever and this is translating into an increase of orders being placed for our Aluminium Inline Slider.”

GARNALEX CONTINUES TO INVEST AND

Garnalex continues to invest and expand amidst Covid-19 crisis

Despite lockdown and economic uncertainty, Garnalex has continued to invest in its innovative new aluminium window and door systems.

The company is on track and launching Sheerline Classic, its revolutionary beadless aluminium window system in July. This will be quickly followed by the launch of Sheerline’s Prestige window and door system at the end of the Summer.

The latest investment in Sheerline includes an integrated 85,000 ft2 assembly line, warehouse, and control centre. The company has also expanded its fleet of Combilift forklift trucks which, together with the bespoke GarnerSys software operational management system, ensures maximum efficiency in its factories, warehousing, and logistics. This gives better service levels and reliability for customers.

Strengthening the team, Garnalex has also welcomed industry veteran, Tony Basile who will work alongside Paul Greenaway as Sheerline Technical Sales Managers.

They will be responsible for driving sales by giving customers active technical assistance and support in setting up Sheerline fabrication.

Commenting on the recent investment, Garnalex CEO Roger Hartshorn said: “The Covid-19 pandemic is the biggest challenge the UK has faced since World War Two. But in the face of adversity we’ve continued

to invest and press on with the launch of Sheerline and the opening of a large new factory assembly, warehousing, and control facility, and invested in two new, additional Combilift forklifts. We’ve put our foot to the floor to keep Sheerline Classic on track for launch this month. All the price matrixes, sales aids, samples, showroom, sales literature, video training suite, and technical guides are ready, and many of these break new ground too. Our new website will launch later in July.

“Last, but not least, we’ve expanded our expert team. I’m delighted to welcome Tony Basile and Paul Greenaway to the newlycreated roles of Technical Sales Managers.

Both Tony and Paul have extensive industry experience and contacts, and they will be instrumental in signing up new fabricators and getting them started with Sheerline Classic. Sheerline systems are unique in incorporating many innovations and radically new ways of fabrication, assembly, and installation. So, to reflect that different focus we’ve taken an integrated approach to sales and support, with technical experts giving customers real support, rather than just the hard sell. We’ll be expanding our range with the launch of Sheerline Prestige later in the year, and to say we’re excited and optimistic about the future would be an understatement!”

Learn more about Sheerline Classic by calling O1332 883 960 and visiting www.sheerline.com. Follow @SheerlineSystem and @GarnalexSystems.

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Redfern House

ALUMINIUM & STEEL

CRITTALL JOBS SHOWCASE

MANCHESTER’S 1930’S HERITAGE Two prestigious refurbishment contracts in Manchester illustrate the appeal of Crittall Steel windows across different sectors.

Appleby Lodge is a residential estate and the Redfern Building an office block in a sought-after city centre location currently undergoing redevelopment. Both date from the 1930s and both are Grade II listed.

At Appleby Lodge the three-storey blocks of 100 flats are arranged in a U-shape around a central garden. Designed in the Streamline Moderne style much favoured by the Art Deco movement they feature cantilevered balconies and curved cornices.

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The estate, designed by architect Peter Cummings and Gunton & Gunton, featured Crittall steel windows when built between 1936 and 1939 and these have been replicated in the refurbishment by the installation of Homelight Plus, the archetypal Crittall window design. The replacement windows offer new frame sightlines that replicate the original single metal frame windows. These new windows are re-engineered to higher energysaving accreditations, offering advanced performance and enhanced security with optional multi-point locking systems.

Corporate W20 windows were also installed as staircase screens in the communal areas as part of the restoration and upgrading.

The flats have been described as an ‘urban oasis’ by Historic England and past residents include Sir John Barbirolli, conductor of the

Appleby

Hallé Orchestra from 1943 to 1963, a fact commemorated by a blue plaque.

Meanwhile, the Redfern Building dates from 1936 when it was built for the Cooperative Wholesale Society. Contractor Russells has upgraded the 60,000 sq ft, six-storey, brick-clad building, originally designed by WA Johnson and JW Cropper and described as being in the Dutch brick modernism style.

Crittall W20 windows were specified to replace the original steel fenestration, the new windows boasting frames even more slender than what had been, installed originally, thereby allowing more daylight to enter the offices and new retail units in the prestige building. www.crittall-windows.co.uk

August 2020 | www.glassnews.co.uk

ALUMINIUM & STEEL

The UK’s Leading Glass & Glazing Newspaper

SHEERLINE LAUNCHES CLASSIC ULTRA SLIM BEADLESS ALUMINIUM WINDOW SYSTEM Sheerline has launched Classic, its first residential aluminium window system, an ideal high performance replacement for traditional slim steel windows.

This groundbreaking aluminium system is the result of substantial investment, research and development from some of the most well-respected window industry

experts. Designed from the ground up, Sheerline Classic is an ultra secure, ultra slim, beadless aluminium system that offers exceptional performance combined with simply beautiful aesthetics – at the heart of which is Sheerline’s patented corner jointing method.

windows. Tested to PAS24:2016 enhanced strength and security accreditation, Sheerline Classic passed with exceptional results. The patented corner method also allows each window to be individual hand tuned for a high quality, flawless finish which eliminates stepped corners.

Sheerline’s unique construction method removes the need for separate glazing beads, often an area of weakness in traditional

Engineered for high performance, the Sheerline Classic system uses innovative Thermavic® multi-chambered thermal

breaks to give superior energy performance and U-Values as low as 1.4 W/(m2K) in double glazed windows.

All Sheerline profiles and components are designed and made in Britain at Sheerline’s state-of-the-art manufacturing facilities in Derbyshire to give total control of the supply chain and unbeatable service. All Sheerline profiles and components are available on very short lead times – just five working days for any of 11 stocked colours, which include 3 anodised finishes. Bespoke colours and dual coloured orders are available within just 10 working days.

Roger Hartshorn, Garnalex CEO comments: “For years, many aluminium fabricators and installers had to put up with limited product development and poor service. But Sheerline saw aluminium’s potential and we set out to transform the way aluminium profiles are supplied, and aluminium windows and doors are fabricated and installed. Over the past two years our top team of designers have examined every aspect of aluminium windows to develop Sheerline Classic, a truly groundbreaking ‘heritage’ system that’s easy to fabricate, and a dream to sell and install.

“The launch of Sheerline Classic is the first of our systems to re-invent aluminium windows and doors. We’ll be adding to our range of products with Sheerline Prestige at the end of the summer.”

Sheerline Classic is available in July from selected fabricators. To learn more call 01332 883960, email info@sheerline.com and visit www.sheerline.com. Follow @ SheerlineSystem and @GarnalexSystems for the latest news and updates.

Garnalex has launched its Sheerline Classic aluminium system

www.glassnews.co.uk | August 2020

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ALUMINIUM & STEEL

The UK’s Leading Glass & Glazing Newspaper

CONSERVATORY OUTLET LAUNCH

NEW ALUMINIUM COLLECTION

Market-leading fabricator, Conservatory Outlet Ltd, has unveiled an innovative new aluminium collection of windows and doors to add to its extensive product portfolio under an exclusive new brand – the Eclipse Collection.

Designed to appeal to those seeking a more contemporary style, Eclipse is characterised by its super-slim, high performance frames of just 34mm. Maximum glazing with minimal frames is an on-trend concept that has seen rising demand in the modern market. Having recognised a lucrative opportunity to diversity, Conservatory Outlet has worked with its chosen partner for several months to design and engineer an entirely bespoke suite of products that will remain 100% exclusive to the CO network in the retail market.

The Collection’s signature headliner is the uber-modern Eclipse by sliding patio door system, which is available in both double and triple track configurations. Capable of achieving a maximum span width of up to 6 metres, and an impressive height of 3 metres, the Eclipse sliding patio is an attractive and practical alternative to the bulkiness of bi-folding doors. Its huge glazed area provides the perfect view of the great outdoors, with none of the obtrusiveness found in chunky bi-fold frames, whilst also punching above its weight in energy and security performance.

Also included within the new collection are a re-engineered, high performance casement window with tilt & turn option, a super-simplistic flush casement, a stunning array of bespoke entrance doors and the Outlet’s best ever bifolding door. Each of the products in the collection have been designed and engineered to the highest specification to compete with the market leaders for top-end market penetration.

and engaged with the technical data and USPs required to hit the ground running. Bespoke marketing resources are set to include a full-colour brochure, technical product information sheets, website and digital marketing campaign resources, and access to the full collection via Conservatory Outlet’s newly launched Professional Design Service pricing app..

Andy Miller, Business Development Director at Conservatory Outlet, explains: “We’re so excited to be officially revealing our Eclipse Aluminium Collection of windows and doors to the Network after several months of intensive R&D and carefully considered sales & marketing planning. This is the most technologically advanced suite of products we’ve brought to market to date, the concept behind which was very much driven by feedback from our network members.

“To be able to deliver such a market-leading collection to our network with 100% exclusivity is a huge win for us.

Partnered with the back-up of our exceptional marketing team and resources, we’re able to deliver an unrivalled valueadd that can’t be replicated anywhere else.”

Stephen Stockley, Director at CO Network member Amber Home Improvements, adds: “We’ve been discussing the need for an exclusive contemporary aluminium collection for some time now and we’re really pleased to be working with Conservatory Outlet’s Eclipse Collection. Their proactive approach to product innovation and NPD is one of the key reasons we’re so dedicated to working with our key supplier.

With six signature house colours and 150 additional RAL colours to select, choice is very much the driving force behind the Eclipse. We’ve witnessed a growing demand for slim-frame aluminium in contemporary architecture and this is yet another string in our bow – allowing us to offer an unrivalled and exclusive product portfolio to homeowners across Norfolk and Suffolk.”

“This is the most technologically advanced suite of products we’ve brought to market to date, the concept was very much driven by feedback from our network members.”

The Eclipse Collection has been officially unveiled to the Conservatory Outlet Network this week, with exclusive sales and marketing launches scheduled for each member over the coming weeks to ensure its sales teams are fully armed

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August 2020 | www.glassnews.co.uk

FACE TO FACE

The UK’s Leading Glass & Glazing Newspaper

THIS MONTH: Rachel Culpan, FENSA Rachel joined FENSA in May 2017 and heads the organisation’s Customer Services Team, having managed the extensive revamp of the department last year. During lockdown Rachel and her team dealt with thousands of calls from homeowners and FENSA Approved Installers, despite being locked down.

IT’S ALL ABOUT YOU Where you were born and where do you live currently?

I was born in Melbourne, Australia and moved to London in 2012 where I have lived since.

Your education and the subject or activity in which you excelled?

After finishing high school, I did 12 months at business college and started my work life in Insurance.

I loved numbers so always did well in maths and currently I’m doing a level 5 apprenticeship in Leadership and Management.

Your favourite sports or interests?

Cricket (I will ignore any comments made about Ben Stokes’ innings last year)

Your biggest regret in life?

Not moving to London earlier.

Since moving to London my life and career has really fallen into place.

The temptation you can’t resist?

Steak, steak, steak and more steak.

Did I mention steak?

Someone or something that inspires you?

There isn’t any one person that inspires me but as a rule those that truly take their own initiative and help themselves, whether it be lifting themselves from a low place or someone that enjoys growing in knowledge, skill or personally, they inspire me.

In 1991 I did 3 months’ volunteer work in a village in Papua New Guinea building a new building in a local school. The people of this village had so little yet they were so happy and willing to help us in any way they could. This was a once in a lifetime experience and one I refer to quite a lot.

YOUR CAREER Key elements of your career and when and how you joined the window and door industry After Business College I went in to the insurance industry and then for a change of scenery worked for the Australian Government for 5 years. After that I needed a holiday so decided to travel to England for 12 months. I loved it so much I stayed. I then started working with GGFi (now known as Installsure) and when a position opened up in FENSA I jumped at the chance.

The job you do My title is Customer Service Manager. However what I do is a little more rounded than just Customer Service. It’s also the customer experience. Every touch point with our customers is important to us so consistently looking at ways we can make the customer experience a good one by reviewing all of our processes, ensuring we remain compliant and efficient for both us and our customers.

change in our attitude really attributed to this. Rather than being the headmaster we were for so long we became a coach. We want to help our installers.

In addition, the launch of the new FENSA Installer Portal in 2019 meant FENSA offered modern technology for our Installers. They can now access the portal anywhere and on any device. I know there were a few teething problems when this was released, however since then we have received a lot of positive feedback from installers. Most recently, one other achievement is that I have now made FENSA a completely paperless office. All our processes have been changed to be electronic and some automated. This should further improve our service to both Installers and homeowners.

FENSA How has FENSA managed during lockdown?

It hasn’t been easy. We have all been working from home, but my aim was to ensure we kept our installers informed on the current guidelines with homeowners also having their questions comprehensively answered. As part of this the FENSA Installer Portal was kept up to date to ensure Installers could return to work safely and homeowners felt re-assured they were safe in letting a FENSA company into their home.

responding to increased demand was certainly a challenge but one that we’re happy to have overcome whilst maintaining service levels.

What have been the success stories?

I spoke to an installer that was really struggling during the lockdown and contacted us to say he was going to retire from the industry as he is finding it too difficult dealing with local competition and higher expectations from consumers.

After listening to his story I mentioned the new benefit which was about to be launched (has since been launched July 2020) that is a direct link to tenders being announced for the industry.

This meant he could pick and choose what jobs he wants to do.

By the time the call ended he had a new outlook, a new path that he was going to look at to continue working within the industry.

How have homeowners been engaging with you during lockdown?

We have had high numbers of homeowners contact FENSA via phone and email but also visits to our website looking for installers.

Many homeowners contacted us about their certificates but then just enjoyed a little conversation with someone other than the four walls during lockdown.

Your greatest achievement

What have been the main struggles your team’s faced over the past few months?

What type of conversations have you been having with your FENSA Approved Installers?

Wow this is a hard one. If I had to pick one, I think increasing FENSA’s retention of FENSA Approved installers to 98.5% was truly amazing. I believe the

The main struggle was adapting to working from home whilst there were a number of changes made to admin procedures as a result.

Finding a new way of working whilst

Like everyone else, a lot of FENSA Approved Installers furloughed a lot of their staff so many of our conversations were with management of companies

seeking assistance on the day to day tasks of FENSA notification.

These conversations were a great opportunity to highlight many of the benefits of FENSA and how they can use FENSA to win more work. Things like our marketing materials which are FREE for FENSA Installers. It also gave us the opportunity to learn more about their business, update details and sometimes just being an ear for them to talk during the hard periods.

How have applications to join FENSA been affected?

We have received record numbers of applications during the lockdown period. With the great work of RISA Ltd we were still able to complete these applications.

These are taking slightly longer than “normal” times however once the applications start progressing they are moving through very smoothly.

Are you seeing signs of recovery for the industry in July/August?

Definitely. When we speak to installers they are all commenting on how busy they are catching up on pre lockdown jobs whilst managing all the new enquiries from homeowners wanting to replace the windows they just spent the last three months looking through. We are seeing the very steady increase in installations being notified and also communications are at the same level as they were before lockdown. The vibe coming from the installers is really encouraging.

Times are different and Installers are doing things differently, but they’re not going to let this beat them. It seems everyone in the industry is keen to continue to move forward.

If you would like to appear in ‘Face to Face’, or would like to nominate someone else to be featured, simply email chris@glassnews.co.uk. www.glassnews.co.uk | August 2020

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INSTALLER NETWORK

SOFTWARE & IT

A HUB OF SUPPORT FROM EPWIN WINDOW SYSTEMS Epwin Window Systems’ marketing portal, Brand Hub 360, offers a comprehensive range of marketing assets to support its growing customer base. The range of marketing tools has recently been extended to help further support fabricators and installers and now includes a new range of corporate clothing, product posters and window vinyls.

Gerald Allen, Marketing Manager of Epwin Window Systems explains: “Our easy to use Brand Hub 360 gives our customers direct access to a vast range of high-quality marketing materials that covers all marketing touchpoints. Our customers are busy people, and our Brand Hub 360 was designed to help them save time and gives them direct access to all the various marketing assets they may need to help support their businesses. The Brand Hub 360 has always been popular, but we’ve definitely seen an increase in customer traffic to the hubs over the last few months as customers look to increase their marketing exposure at this significant time.”

Epwin Window Systems’ Brand Hub 360 is one of the best in the business. Practical

tools come in the form of extensive branded literature suites that are suitable for trade, retail and commercial markets. There is a comprehensive range of point of sale materials, promotional items, stationery, merchandise and an extensive collection of assets that can be edited and tailored to individual customers’ branding. The marketing support covers both online and offline platforms and was designed to offer its customers bespoke and flexible marketing support. Gerald said: “The range of marketing assets available continually evolves to ensure we give our customers the tools they need to develop their businesses in an ever-changing business landscape.”

Brand Hub 360 is just part of the overall marketing package available from the award-winning in-house marketing team. Further support includes bespoke tailored design which is created for each individual customer. Gerald said: “Our in-house graphic design studio produces bespoke customer marketing collateral to help promote their products in a way that is unique to their company and branding style.”

Epwin Window Systems is widely recognised as having the largest and most comprehensive PVC-U and aluminium product range on the market today giving their customers a clear competitive advantage. What's also clear is that the company’s marketing offer has been perfectly tailored to suit the needs of all their customers and helps them make the most of having the award-winning products in their portfolios.

Tel: 0845 340 3968 www.epwinwindowsystems.co.uk

AN APP BUILT AROUND PEOPLE

- NOT THEIR FUNCTION

Business Pilot, the cloud-based business management tool for installers, has rolled out its new single APP solution which has been built to simplify running an installation business, regardless of the roles performed by its users.

Rolled out to all Business Pilot customers this month [July], the new app has been developed to recognise the fact that in many installation businesses people perform multiple roles.

With the flexibility to turn on and turn-off functionality dependent on the work carried out by a particular individual in a business, the APP can be adapted to ‘real-life usage’.

“There are a number of systems that have gone down the route of creating multiple APPs for different functions, so they have a sales APP, an installation APP, a surveying APP, and so on”, said Elton Boocock, Managing Director, Business Pilot.

“That makes things more complex, you have to download multiple APPs dependent on job function, and it also doesn’t recognise the fact that in a lot of installation businesses people perform more than one role, so for example the sales guy might also survey.

“We have built our app around people, not function. It allows you to give your team access to the tools in the APP to do their job regardless of the functions they fulfil and to turn-off the elements that they don’t need.”

Designed for installers by installers and a FENSA partner, Business Pilot is a Cloud native solution. This means that it has been

56

designed to be accessed from anywhere anytime.

This means that your teams can access fully synced systems from the office, onsite or at home with features including dragand-drop capability, links to drawings, specifications and images, and site video.

It also allows you to manage supplier orders, gives you the cost of each installation, helicopter and detailed analysis of your profitability.

Every change is tracked and duplicated throughout the system making day to day management of your operation simpler but also delivering new insight.

The APP takes this a step further, allowing you to access downloaded data or upload customer information even when you’re out of signal or there’s no Wi-Fi connection, for example when working at a remote site.

It includes dedicated functionality for Sales and Surveyors Appointments in addition to Service Engineers and Installers, giving employers the flexibility to select levels of access dependent on the roles performed by an individual member of their team.

“It’s the logical approach in an industry where people have to be flexible and work across multiple roles”, Elton said. “Whatever combination of tasks someone performs, the functionality is there to support them in doing their job.”

To find out more please visit www.businesspilot.co.uk, email info@businesspilot.co.uk or call 0333 050 7560.

August 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

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to to to to

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secondary glazing

made simple.

Secondary glazing is one of the fastest growing sectors in the glazing industry, and offers simple sales with great profits.

Should you be offering it to your customers?

The decision is simple. www.glassnews.co.uk | August 2020

phone: 01234 240404 web: incarnationwindows.co.uk

57

YOUR LETTERS

LETTERS

The UK’s Leading Glass & Glazing Newspaper

OPEN LETTER IN RESPONSE TO THE SUMMER STATEMENT We’re in a boom. The release of latent demand, the fact that homeowners in lockdown haven’t had anything else to spend their money on, house prices are just about holding up - there are lots of reasons why we’re seeing a bounce.

On average, window and door retail leads were up 70% June on May – and a staggering 453% on April. Sales were up 46% on May and almost 560% on April (Business Pilot).

On top of this, there is increased demand from newbuild. We and many of our customers have seen record weeks throughout June and into this month [July].

Despite this, there has been a shared concern that in the run into autumn things will be tougher. This coincides with the end of furlough and growing number of redundancies.

The Chancellor has today [8/7/20] moved to limit potential fall-out by introducing a package of measures designed to provide a boost to industry – including our own.

The Green Homes Grant is the direct win. The Government will stump up two-thirds of the cost of energy saving home improvements up to the value of £5,000. There will also be funding of up to £10,000 for the poorest households.

I understand concern from some sectors of our industry that this will lead to loss of orders in the interim as consumers delay purchases. If we need, however, to get sales ‘over the line’ between now and September, I am confident that retailers will find a way to incentivise prospects!

The Green Homes Grant will provide a direct stimulus, at a point at which things were without question going to be more challenging. It’s there for a year and will provide a very real incentive for homeowners to invest. This has been an area of policy that has been neglected since the scrapping of the Green Deal in 2015 and I would urge the Government to dig deeper and think longer term to redress the balance.

Cutting VAT on energy efficient products, in the same way as it has done t for the hospitality sector today from 20 to 5%, remains for me the obvious way forward.

The six-month Stamp Duty ‘holiday’ also announced today from £125,000 to up to £500,000, is also welcome. The aim is to stimulate the housing market, something which will similarly benefit our own industry directly.

Simply shoring up house prices may be enough. Although marginally down this month, for the most part they have held. This has been a major driver of the demand that we have seen to date. Homeowners retain equity in their properties and that has given the confidence to improve, even if not to move. Either works for us as an industry.

I am certain that challenges remain ahead. Consolidation will remain with us for some time to come. There are too many companies, including many fabricators which have overextended their finances.

We, however, remain confident. We came back early, we have adapted, and we have grown, seeing record weeks throughout May, June and now into July. Our existing customers are also seeing growth while we have also welcomed many new ones.

Why are we being backed by our customers? I believe that it’s because of not only product offer but our commitment to service. Our customers know that we are among a handful of family-owned and run fabrication businesses who like them, are here for the long-term and we are committed to doing whatever within our gift to support them as we move forward together.

Ryan Johnson Managing Director, Emplas

Dear Editor, Is it possible to become institutionalised to bad service? Given what we all know has happened during lockdown, Euroglaze can’t be the only medium sized Rehau fabricator suddenly getting an influx of calls from companies looking for a new supplier.

What is surprising to me is how many of them, absolutely through no fault of their own, have come to expect, or at least accept, levels of service which would trigger an internal investigation if they ever occurred at Euroglaze.

In almost all the conversations I’ve had with potential new customers, there has been real surprise when I have pointed out that they don’t need to accept bad service in order to get good value.

What I’m trying to do, and I’m sure lots of other MDs in my position are as well, is communicate the fact that price and value are not the same thing. We all know that a drive to the bottom on price benefits no one in the industry, and yet it has been allowed to happen time and again and, post lockdown, there is a very real danger that it will return. We need to get the message across that selling product at prices which are so low that margins are unsustainable is a recipe for disaster, not just for the supplier but ultimately for the customer as well.

By contrast, value comes from knowing that your product will be delivered within a guaranteed lead time, that the order will be complete and on time, and that if anything on your order is not in stock, then you’ll be notified and offered an alternative at the point the order is placed. That kind of consistent, reliable service means you don’t have to spend your own precious time chasing your supplier for deliveries or updates and sorting out incomplete or incorrect orders. It also means you don’t erode your own margins by having to send your fitters out more than once to finish jobs they should have been able to do in one go, and more importantly, you don’t risk your hard earned reputation with social media savvy retail customers.

We’re at a point where, as an industry, we should be pushing at an open door when it comes to rejecting the old ways and recognising that service and value can actually go hand in hand. Efficient, well run fabricators, like Euroglaze, are lining up to show customers exactly what they have been missing for all these years.

Martin Nettleton Managing Director, Euroglaze

WHAT’S YOUR OPINION? Feel free to get in touch with your views on the industry, legislation, government, or even the newspaper.

Contact Chris: chris@glassnews.co.uk

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August 2020 | www.glassnews.co.uk

LETTERS

ENERGY EFFICIENCY

SOLAR CONTROLLED BLINDS ARE THE SMART OPTION Eco-friendly, solar powered integral blinds from Morley Glass & Glazing have been given a stylish makeover and an energy efficiency boost.

Dear Editor, We are clearly in unprecedented times. However, the glass and glazing industry appears to be facing untold challenges when it comes to the supply of products. By that, I mean PVC and aluminium extrusions, hardware, reinforcement, glass and other ancillaries.

Anyone in the industry claiming otherwise simply isn’t telling the truth and headline claims by companies being x% up on last year don’t help the matter either. It’s a disruptive market with companies throughout the supply chain facing the operational challenges to deliver the work-in-progress, along with satisfying the unprecedented new consumer demand.

As an industry that’s been plagued with a race to the bottom in price for several years now, we’re now seeing companies taking a similar stance when it comes to lead times. As one of the most respected brands in the global market for PVCu systems, we act professionally in everything that we do and in the way in which we communicate to both existing customers and also prospective ones. Untruths have no place in this industry and more so at a time where we all need to work together with honesty and integrity.

There’s been the balancing act for all companies as to how and when individuals come back off furlough and many still have yet to return all workers, while others have already made some redundancies. Consumers have been used to queuing at supermarkets, farm stores and even on the high street in recent weeks and so the extension of lead times is something that the vast majority will accept.

But the issue of supply is also compounded by the fact that throughout lockdown consumers have spent more time than ever in their respective homes and so home improvements are higher up the agenda than ever before.

Renamed the “W Smart” system, the former W Swipe system, is a range of venetian, pleated or blackout blinds encapsulated within a 20, 22, 27, 29 or 32-mm cavity, equipped with a 3.6V internal motor, and powered by a lithiumion battery housed in a restyled battery module.

The battery can be either recharged via a micro-USB connector or by means of an external solar panel, both available as options.

The blind can also be controlled by a 99-channel remote control, associated with the radio receiver that is integrated in the battery module as standard.

Ian Short, managing director at Morley Glass & Glazing said: “We are long term partners with Pellini who manufacture the “W Smart” ScreenLine blind system in Italy, and the latest innovations will deliver added value to installers and their customers. Installers will see our Uni-Blind brand name on the new system, which is a sign of quality and reassurance of our five star service.”

The innovation brought by the new battery module is not only about style,

If we are assuming that a double income family has been pretty much tied up at home for three months, then there has been the savings on fuel, the inability to go out for entertainment, a possible mortgage holiday and the lack of a large foreign holiday. The result is that consumers are looking to invest in their homes with the surplus of money that’s been accumulated over several months. The impact the uncertainty surrounding Brexit had has also been pushed aside.

If we look elsewhere in the building sector there has been a considerable shortage of materials including plaster, drainage and insulation and so we are not alone in our segment. As an industry we need to be communicating clearly, honestly and accurately to each other, so that we can manage everyone’s expectations in a diligent and professional manner.

Yours sincerely Gareth Jones Managing Director, profine UK Ltd

www.glassnews.co.uk | August 2020

W Smart solar controlled blinds

which was developed by professional designers in Italy, but also about the functionality of the device, which has been improved by the introduction of two L.E.D. arrows that intuitively show the commands given to the blind through the module or the need for recharging.

The slim size of the device (only 18 mm deep) allows it to be placed on sliding windows, in vertical or horizontal positions.

Moreover, for the first time in the field of integrated blind systems, the new “W Smart” system allows the information about each blind to be stored directly on the battery module attached on the glass or the window frame, thus avoiding the need to associate a specific control device with a specific window.

The battery module is available in a choice of four colours: silver, white, anthracite grey, and black.

The “W Smart” system is ideal for residential and commercial environments and can be used in all types of windows, including retrofitting into existing ones. The system can be fitted quickly and easily and is a halfway option between a manual system and a hard-wired motorised system. www.morleyglass.co.uk

GRANADA GLAZING SEEKS CLARIFICATION ON SECONDARY GLAZING IN GREEN HOMES GRANT SCHEME Granada Glazing is seeking clarification on whether secondary glazing is included in the Government’s recently announced £2 billion Green Homes Grant Scheme aimed at improving the energy efficiency of homes in England, at present.

The secondary glazing specialist has written to the Prime Minister to ask why the secondary glazing element is not mentioned in the Government document, yet other energy-saving measures like double or triple glazing are included.

“For listed property owners and those whose home is in a Conservation Area, or if the building has period windows that the owner wishes to keep, these windows are likely to be single glazed. So, you would think they would be eligible for the Grant, given the proven thermal benefits of secondary glazing in reducing heat loss by 60%,” says Mike Latham from Granada’s Commercial Sales.

“For property owners who do not want to change those windows or cannot change them due to planning restrictions, the only solution is a cost-effective secondary glazing system

that sits inside the primary windows and matches their sightlines. This provides similar benefits to replacing the windows with double or triple glazing, but crucially means they keep the original features and unique character of the building.”

Granada Glazing is calling on the Government to include secondary glazing in the Grant scheme that would help tens of thousands of owners of listed and period properties to improve insulation and lower energy bills, as well as support jobs in the UK glazing manufacturing sector.

Mike adds: “We were surprised that the scheme’s eligibility criteria was so narrow. Secondary glazing must be included, otherwise you preclude a whole tranche of people who are eligible for the scheme, but because their buildings fall under other regulations – listed and conservation areas – local planners will not allow them to replace their single-glazed windows with modern ones.”

For more information on Granada Glazing, please telephone 01909 499 899 or email: info@ granadaglazing.com.

59

CAREERS & QUALIFICATIONS IN FENESTRATION

The UK’s Leading Glass & Glazing Newspaper

SPONSORED BY GQA AND BUILDING OUR SKILLS GQA Qualifications is the only issuer of CSCS cards for the Glass and Fenestration industries.

Building Our Skills is a strategic campaign designed to help bridge the growing skills gap in the Fenestration Industry

CAREERS

NEW APPOINTMENTS

CAB CEO DEPARTS AFTER 19 YEARS CAB ceo, Justin Ratcliffe is leaving the Trade Association after 19 years’ service at the end of July.

Since 2001 he has been the driving force behind the organisation becoming the recognised voice of the aluminium in building sector in the UK. “I have thoroughly enjoyed my time with this great organisation and I am proud of what has been

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NEW APPOINTMENT FOR ODL EUROPE

achieved,” commented Justin. “While sad to be leaving, I have spent over half my working life here and it is now time for a fresh challenge. I am especially grateful to all the members for their incredible support over the years and to the strong staff team”.

Thanking Justin for his long and loyal service, CAB President Mo Panam commented: “He has used his immense energy, tenacity and skill to develop CAB into a

highly respected and effective Trade Association.

After substantial growth in 2019 and with major new initiatives launching in 2020, Justin leaves us in a strong position where we can continue to offer excellent value for membership going forward.

We wish him every success in his future career”.

CAB CEO Justin Ratcliffe (right) who is leaving CAB after 19 years with CAB President, Mo Panam presenting a cheque to CRASH at CAB AGM 2019.

ODL Europe has announced the appointment of Paul Kitching to the position of Operations Manager at the Bootle-based business. Nathan Barr, Managing Director of ODL Europe, said: “Paul’s appointment is part of our strategic growth plan and I am delighted to welcome him to the team. He brings with him a wealth of experience that will be invaluable to our rapidly-growing business.”

Paul is joining ODL Europe from Polyframe, Halifax Ltd. He spent thirteen months at the company in the position of General Manager and offers extensive management, leadership and operational experience.

Paul’s role will be to lead and deliver ODL Europe’s operational strategy.

Commenting on his appointment, Paul said: “I am delighted to have joined ODL Europe.

It’s a well-respected company and continues to grow its market share. The company constantly invests to bring new technicallylead products and the culture and ethos of both the UK operation and its US parent company is refreshing. They are a peoplefocussed company and I am delighted to

have joined such a strong and innovative Global business.”

ODL Europe offers a range of marketleading products which includes the TriSYS™ frame system, the Capstone composite door slab and Blink™ integral blinds. The business has witnessed strong growth in all areas and continues to invest in its products and services including a six-figure investment in their in-house door prepping facility.

Nathan concludes: “ODL Europe has a strong and exciting future and I look forward to working with Paul and delivering our plans for growth.”

Paul joined the company on 20th July, 2020.

Tel: 0151 933 0299 www.odl.com/europe.htm

August 2020 | www.glassnews.co.uk

The UK’s Leading Glass & Glazing Newspaper

NEW APPOINTMENTS

NEW APPOINTMENTS

EMPLAS STRENGTHENS ITS CUSTOMER SERVICES TEAM Emplas has appointed Clodagh Driscoll as its new Customer Services Manager with Rebecca Simmons stepping into a new role as Customer Services Team Leader.

Each brings extensive experience to post having progressed through the ranks to assume new leadership roles.

Clodagh, joined Emplas in May 2008 in a telesales role, then marketing and sales support before moving into a customer support role in 2017. Moving into the Team Leader post nine-months later, she was appointed to her new post in June.

She said: “I’ve always been supported and encouraged to develop my career while working here. This is the next step for me.

“I’ve been part of the team for three years, I’ve learnt a lot and built some great relationships with customers, who have genuinely become friends.

“While we automate and do a lot digitally, there is no replacement for picking up the phone and actually talking to someone,

it completely changes the dynamic. Our customers know that we’re here for them.”

Clodagh is supported in the management of the 15-strong department by Rebecca, who also became Team Leader in June.

She joined Emplas’ Commercial Team in September 2013, after completing a degree in Business and Event Management, moving into the Emplas Customer Services team at the beginning of 2018 “I wanted to join a company which would allow me to progress and develop my career and I’ve always been supported in that at Emplas”, she said.

“There’s genuinely a relationship between us as a team and our customers, we’re talking to them daily. You know how important each order is to their business and their ability to get the job done.

“It doesn’t happen very often but if things don’t go to plan for whatever reason, we’ll do everything we can as a team to turn things around. And I think customers do appreciate it. They know that we’re there to support them.”

Ryan Johnson, Managing Director, Emplas said: “It’s great to see two people who I have worked with for a very long time move forward into new and vitally important roles within our business. They both get the market, understand our customers and are committed to delivering the highest levels of customer service and support.”

From left to right: Rebecca Simmons, Customer Services Team Leader and Clodagh Driscoll Customer Services Manager, Emplas

CAREERS & QUALIFICATIONS IN FENESTRATION

For more information on Emplas visit www. emplas.co.uk, email info@emplas.co.uk or call 01933 674880.

PENNINE APPOINTS NEW SALES DIRECTOR Pennine Home Improvements, the North-East’s leading home improvement specialist, has further strengthened its leadership team with the appointment of Nigel Morris as Sales Director.

Nigel brings with him a wealth of knowledge in the home improvement and construction sectors, with over 20 years’ experience gained in strategic positions for industry giants including Isover UK. Having enjoyed a hugely successful 15-year spell as National Sales Manager within the Industrial Engineering division at SaintGobain, Nigel went on to join Isover UK as Divisional Sales Director, a role which saw him develop commercial strategies for Thermal & Acoustic Insulation products within the residential and commercial construction sectors.

In his latest career move, Nigel will lead Pennine’s experienced sales team to exceed its ambitious targets, driving innovation to ensure the business remains ahead of its competitors.

With over 40 years and 30,000 installations already under its belt, Pennine is

a long-standing big hitter in the industry with a reputation for excellence.

Part of the £40m+ turnover Conservatory Outlet Group, the business is close to launching a number of innovative new sales enhancement projects to accelerate its growth, and Nigel will be key to their successful roll-out.

Greg Kane, CEO at Conservatory Outlet Group, explains: “Following a rigorous recruitment process, we’re delighted to welcome Nigel on board to the Pennine team. His role is vital to the growth and development of the business, and Nigel has already proved himself to be an exceptional leader and motivator. He has already onboarded two fantastic new recruits to his team that will specialise in online sales, ensuring we have the right talent to continue to build a strong and sustainable team for the future.

“With a number of exciting projects for Nigel to launch this year including embedding both our new online ‘Professional Design Service’ tool and our customer-facing app, he’ll have plenty to get his teeth into. The future is looking

very bright indeed for Pennine.”

Nigel’s appointment follows a number of key recruits for the retail business in the past six months, including recently appointed Managing Director Jonathan Young, to collectively ensure the business is well-positioned for a new generation of growth.

Nigel concludes: “I’m hugely excited to be joining a fantastic and very passionate team at Pennine, which is undoubtedly the most renowned home improvement company in the North East. There is huge potential for further growth, and I’m eager to get started embedding our latest sales strategy to take the business to the next level.

This year has proved to be an exceptional one for sure, and with the challenges this presents we have a huge opportunity to further utilise technology to deliver an enriched and inclusive experience for new and existing customers.’’

CAREERS

NEW ROLE FOR JASON AT PROFINE After two and a half years at profine UK as area manager for the south of the UK, Jason Scrivens has been appointed as national fabricated sales manager, following the successful purchase of essential assets from Aperture Group in May, 2020.

The new role is a perfect fit for Jason, given his previous experience in manufactured

www.glassnews.co.uk | August 2020

windows and doors, including vertically sliding sash windows. His new remit will be to help ignite sales of the Evolve sash window which will benefit from the exclusive Greenline compound from profine and sales of fabricated WarmCore products, including bi-folding doors, patio doors casement and flush sash windows.

Many of these new products will be presented

by Jason to existing KÖMMERLING customers, many of which have expressed an interest in the new products. His role will also involve the liaison between customer and technical departments, as profine puts in place a five-year product development strategy with the investment, resources and expertise of profine Group.

He commented: ‘I’m thrilled with the new role and look forward to harnessing my experience in the fabricated products sector for the betterment of our customer base.

The future for our business in the UK now looks better than ever and so the job is now to help realise our considerable potential, so it’s a perfect time to be a partner of profine and KOMMERLING.’ For further information please visit www. profine-uk.com, e-mail enquiries@profineuk.com or phone 01623 443200. There’s also a dedicated site for KÖMMERLING at www.kommerling.co.uk. You can also follow them on social media platforms including Twitter @profineuk and @kommerling_uk.

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CAREERS & QUALIFICATIONS IN FENESTRATION

The UK’s Leading Glass & Glazing Newspaper

NEW APPOINTMENT

SHAUN MCALLISTER APPOINTED TO DRIVE SALES FOR PRICEPOINT

Emplas’ previous intake of apprentices

Shaun McAllister has joined leading industry software company MP Logic to head up the sales and marketing of pricepoint, their new remote selling tool for installers.

APPRENTICESHIPS

APPRENTICESHIPS KEY TO SUSTAINABLE GROWTH - EMPLAS

Shaun who has previously held senior roles at Anglian, Everest and the GGF is ideally placed to understand the challenges facing installers, especially in the aftermath of the Covid-19 outbreak, and the obstacles it has put in the way of their traditional way of doing business.

Emplas has committed to the appointment of eight new apprenticeships before the end of this year as part of its sustainable growth strategy.

The new posts, which include a mix of fabrication and customer services roles, are being created as part of the new Apprenticeships Standard, launched in August.

Speaking about his appointment Shaun commented “I am delighted to have been given the opportunity to head up sales and marketing for this brand-new software suite from one of the Fenestration industry’s most respected developers”.

“Its potential is huge and will help the installer market significantly. Even better is that it is available right now, tried, tested and fully operational. For those wanting the latest tools to help them adapt quickly to the new world of working, pricepoint is perfect”.

“It is crammed full of amazing features including over 1 million window and door designs and enables installers to sell to their customers online where they’re not able to meet them face to face, or use it in the customers home where they still can”.

“Installers can build up their price for a job while talking to the customer, add fitting costs and building works and present

“While there are many challenges ahead for the industry, products like pricepoint will give installers confidence that they can adapt and prosper, and I am delighted to be a part of the team bringing this truly innovative product to market”.

62

A member of the programme’s ‘Trailblazer’ scheme and delivered in partnership with industry and training providers, each post is built around a dedicated training programme specific to the job, creating a role-specific standard and an assessment plan.

them with a truly professional quote for the works they require. Installers also have the comfort of knowing that the software is powered by Manufacturing Intelligence which means that they cannot offer a customer a design that cannot actually be made. It is just one of the many smart tools that the software has”.

“Our FREE TRIAL offer is proving incredibly popular with installers and we are really excited that the market has embraced the software so quickly. Our inhouse team all have significant industry experience, and their knowledge and expertise is being really well received by those looking to take the software into their business”.

“While there are many challenges ahead for the industry, products like pricepoint will give installers confidence that they can adapt and prosper, and I am delighted to be a part of the team bringing this truly innovative product to market”. www.pricepointsales.com

Judith Chadwick, HR Manager Emplas, said: “Previous schemes weren’t always as role specific and on that basis met with variable levels of success.

“We were able to work with other industry colleagues and training providers such as GFTS, to develop two role specific apprenticeships in window and door fabrication, and a second in installation, in addition to the office and administrative apprenticeships we already have in place.”

Emplas has made apprenticeships a key element of its recruitment strategy, with four apprenticeships currently ‘live’ and 11 former apprentices, working within the business.

As part of the new Apprenticeship Standard it will bring a further seven apprentices into its team this year and is currently recruiting for the following roles: Sprayer/Fabricator; Fabricator; Maintenance Technician; Commercial Customer Services Operative (CSO); a CSO Coordinator; Order Processor; Purchasing Coordinator; and IT Technician.

Judith Chadwick

Judith continued: “One of the things that works well for us and our team is that we can offer a career path. For example, we’re recruiting for two fabricator roles, one of which we see specialising in fabrication and spray painting; the other we see focussed on fabrication with the opportunity to move into a team leadership role.”

Youth unemployment is a key priority for Government. According to the Nuffieldfunded Resolution Foundation research the current economic crisis risks pushing an additional 600,000 18-24-year-olds into unemployment in the coming year.

“We’re in a position to be able to offer young people leaving school or college an opportunity to start their careers in a very progressive and fast-moving business, with a proven track record in delivering genuine opportunities for career progression”, Judith said.

“As employer we’re not immune from the challenges that the industry faces in recruitment and we need to plan to address those now, putting in place a recruitment strategy which is sustainable and which supports our own and our customers’ future success.”

For more information on Emplas visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880.

August 2020 | www.glassnews.co.uk

FINANCE

FINANCE OPTIONS FOR YOUR CUSTOMERS The UK’s Leading Glass & Glazing Newspaper

In these uncertain times there is a certainty that works in the Home Improvement Sector – Finance. At Optima Consumer Credit Ltd we work with Installers in multiple sectors to help grow their business by using Consumer Finance.

With Consumer finance fast becoming a necessity for Installers in the Home Improvement sector, is this an option that you as a business have considered?

BUY NOW PAY LATER Buy Now Pay Later offers the customer the option to have a payment free period followed by a loan over an agreed term (if the loan has not been settled in the payment free period).

If the loan has not been settled the Customer the option to have a payment free period followed by a loan over an agreed term (if the loan is not been settled in the payment free period).

It allows the Retailer to advertise ‘Install now, pay nothing until 2021’ which is an option that has proven very popular since Lockdown.

A number of finance companies have withdrawn the Buy Now Pay Later product

and this may have affected you as a business.

An example of the benefit of having the Buy Now Pay Later product is a Conservatories, Windows and Doors Installer. The Installer had their Buy Now Pay Later option withdrawn by their previous Finance Company leaving them with an 8.9% APR over 60 or 120 months only. In a 12 month period they wrote £100k on finance. We spoke to the installer, got to know their business and provided them with a new Buy Now Pay Later option. Within 3 months they had written over £102k on finance. An increase on sales of over 400%.

ABOUT US AT OPTIMA Formed in 1998, Optima has grown and developed relationships and trust with the 3 prominent finance companies that we work with today.

simple and efficient E-sign solutions, high acceptance rates and next day payment.

Next day payment is not a facility available with every finance company.

We are a family run business who believe that by working with Retailers and building a relationship with them, we are able to understand the needs and goals of our Partners.

Cash flow is a key aspect when running any business and we will be able help you with the payment process via our dedicated Admin Team to ensure the monies reach you without any delays.

Two of these finance companies still offer Buy Now Pay Later alongside Interest Free Credit and Interest Bearing Loans and we are delighted to bring these options to you.

At Optima we can offer a full range of services, including the setting up of the facility, initial and ongoing training on the systems and continued support. We offer

“Buy Now Pay Later offers the customer the option to have a payment free period followed by a loan over an agreed term (if the loan has not been settled in the payment free period).” www.glassnews.co.uk | August 2020

“At Optima we can offer a full range of services, including the setting up of the facility, initial and ongoing training on the systems and continued support. We offer simple and efficient E-sign solutions, high acceptance rates and next day payment. Next day payment is not a facility available with every finance company.”

Another aspect to finance that we are here to support with is Compliance. Making sure that the finance is processed correctly and explained clearly to a customer is very important. We will work with you to ensure this is the case.

we can also provide clarity and guidance around this.

If you are interested or would like more information then please get in touch.

Tel: 01246 410120 - Mob: 07931 658972 Email: tom@optimafinance.net www.optimaconsumercredit.co.uk

If finance is something that you have considered and believe it will increase turnover and grow your business then please get in touch.

We offer an honest approach and understand how finance works, but we also understand how implementing something new in to the sales process can be a concern,

63

TIME OUT!

The UK’s Leading Glass & Glazing Newspaper

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August 2020 | www.glassnews.co.uk

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USEFUL NUMBERS

British Plastics Federation (BPF) Tel: 0207 457 5000

Glass & Glazing Federation (GGF) Tel: 0207 939 9101

British Standards Institution (BSI) – Standards & Publications Tel: 0208 996 9001

GQA Qualifications (formerly Glass Qualifications Authority) Tel: 0114 2720033

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Health & Safety Executive (HSE) – Glass & Related Industries Phil Smith, HM Principal Inspector Tel: 01782 602300 David Appleton, HM Inspector Tel: 0115 9712800

BSI – Product Certification & Testing Tel: 08450 765600 BBSA (British Blind & Shutter Association) Tel: 01449 780444 Building Research Establishment (BRE) Tel: 01923 664000 Council for Aluminium in Building (CAB) Tel: 01453 828851 Dekura Tel: 01952 201631 Door & Hardware Federation (DHF) Tel: 01827 52337 Double Glazing & Conservatory Ombudsman Scheme (DGCOS) Tel: 0845 053 8975

Proskills – Head Office Tel: 01235 833844 Proskills – Glass & Related Industries Neil Robinson Tel: 07917 015 322 Recovinyl (via Axion Consulting) Tel: 0161 355 7618 The Glazing Ombudsman (TGO) Tel: 020 7397 7200 UK Green Building Council Tel: 0207 580 0623 Veka Recycling Tel: 01322 38721

Fenestration Self-Assessment Scheme (FENSA) Tel: 0207 645 3700

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Get Britain Building (GBB) Tel: 0870 162 0936

Wood Window Alliance (WWA) Tel: 0844 209 261

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• Print & Promotional Artwork Design • Website Design and Applications • Working with the Window Industry and Construction Companies To create an outstanding marketing campaign that gets results, you need a creative marketing agency.