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Money, money Richard Christie, CEO of the Double Glazing and Conservatory Ombudsman Scheme (DGCOS) says in reality consumers sometimes withhold large sums of money for minor remedial work, but mediation can result in a satisfactory agreement for both parties. Although the vast majority of installers do a great job, sometimes, things can and do go wrong. And with the industry’s poor reputation - made much of by the consumer

press - many homeowners just don’t give companies the benefit of the doubt. This can cause untold damage to an installer’s reputation, not to mention their balance sheet! Of course it’s always useful to ensure there are as few problems as possible: DGCOS puts members through a rigorous accreditation process and provides ongoing training and support on documentation and communicating with customers, which helps keep complaints to a minimum. Less than 1% of the contracts registered with DGCOS result in a complaint, compared to a national average of around 3%. But nobody’s perfect; and recently DGCOS has seen a rise in unjustified complaints by consumers. In any case, it’s essential to have a strategy to deal with complaints quickly and effectively. Continued on page 45...

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The UK’s Leading Industry Newspaper

PAGE 30 Steve Haines, Sales Director at Stuga Machinery explains to Glass News why dealing with a British machinery manufacturer is an advantage.

Issue 32 | November 2013

TIME OUT! SPOT THE DIFFERENCE

CROSSWORD EYE SPY & MORE...

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November 2013 | www.glassnews.co.uk


NOVEMBER 2013

The UK’s Leading Industry Newspaper

It feels a bit like Groundhog Day... In every issue since July, Glass News has carried some form of statement, editorial, comment or letter concerning energy ratings for warm edge spacer bars. And now, in November, and another statement from Chris Mayne, the BFRC’s Managing Director. As with every other comment or letter, we have published Mayne’s statement and it appears on Page 67. Whether this will serve as clarification we can only wait and see but, as starters, and alongside Mayne’s statement we have published a reply from Vic de Costa, MD of Swisspacer. If I was a betting man I would give very short odds on this being the only comment we’ll receive. In the spirit of fairness, I should also point out that, over the months, we have carried comment from Mark Hickox, Thermoseal’s Sales Director and from Technoform’s Product Manager, Simon Rawlins. Glass News appealed to the European Warm Edge Working Party for clarification, given the differing opinions within the trade. None was forthcoming. So where does the issue stand now? Back in July it was said that, from 1 January 2014, only the spacer bars listed on the Bundesverband Flachglas website would be valid for use in Window Energy Ratings. It appears that the proposal “might now be delayed because Bundesverband Flachglas has changed the criteria it uses to undertake these tests”. While we understand how energy ratings of any kind are, as Mayne says “a highly complicated subject within an extremely competitive and commercially sensitive market,” we can only hope this is resolved quickly. I seem to remember some controversy over Door Energy Ratings that involved the BFRC. It may be unfair to say that the BFRC has ‘previous’ on this type of subject but it seems full resolution of the issues involved, prior to any information release, would be preferable. On to other developments within the trade, and it seems that we have an interesting situation developing as the industry perks up and customer demand increases. Colour, as we all know, is of increasing interest whether for doors, windows, conservatories and the like. However,

during the straitened times of the recession, some foiling capacity has been lost with the demise of some players. The demand for colours is undoubtedly increasing and very substantial percentages of profile carry a colour of some sort. So, a problem and a solution. There is a significant lead time for foiling with some system companies but the solution, in the form of painting, seems to be a popular alternative. We can probably thank the automotive industry for perfecting the painting of plastics - it’s only people of a certain age that can remember the chrome bumpers of the past! Now painting per metre may, currently, be in the order of 3 times that of foiling but against a lead time and being pushed by a customer to get their windows, this offers an alternative. A perfect example is Rehau’s tie-up with Autoplas who have licensed them to apply its Acryl II two part acrylic coating to windows, doors, conservatories and curtain walling systems. The ‘any RAL colour’ scenario with painting is attractive although foiling is surely here to stay. We’re delighted to have secured interviews with two well known faces in the industry. The FIT Show’s Paul Godwin is faced with a number of questions that I’ve certainly heard asked about FIT and, in his normal candid fashion, he provides the answers! And Tony Higgin, doyen of the G Awards , tells us a little more about the Awards that celebrate their 10 year anniversary this year. Awards are things we love to hate... unless, of course, we win! Tony has answers to the comments we hear every year! Is it all fair and above board? I really think it is.

Chris

DOORS & HARDWARE

CONTENTS

CONTACT DETAILS

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Publisher & Owner: Christina Shaw The Flat (Office 2), 6 Sunderland Street, Tickhill DN11 9QJ M: 07805 051322 T: 01302 759096 E: christina@glassnews.co.uk

Windows

10 Company Profile 12 Comment Piece 14 Doors & Hardware 30 Machinery Expert 36 Conservatories 39 Voice Of The Industry 40 Company Profile

SEE PAGE 14 ‘TIME OUT’ Winners – OCTOBER!

42 Transport & Handling 44 Glass News Interview 45 Trade News 48 Glass News Interview 67 Letters

Sudoku: J. Baker, Weston-Super-Mare

68 Glass News Interview

Crossword: Stephen McGinn, S & G Sealed Units, Carlisle

73 Product News

Spot The Difference: Mrs A.M Porter, Tyne & Wear, Newcastle Eye Spy: Nick Dixon, N Dixon Windows, Bramhall Congratulations to all our winners! Good Luck in this months Time Out pages!

70 Aluminium 72 New Products 74 G13 Awards 82 Installer Focus 84 Glass 86 Calendar Of Events 88 Recruitment 91 Glass People

Editor: Chris Champion T: 07850 267223 E: chris@glassnews.co.uk Features Editor: Sheilah Reed M: 07880 990144 T: 0114 2885988 E: sheilah@glassnews.co.uk Trade Counter Distribution Department: Roz Worgan E: roz@glassnews.co.uk Graphic Design: hook-a-duck Deadline for copy: 28th of each month

92 Time Out!

With thanks to our contributors: David Amos and Daniel Basden.

93 The Basman

glassnews™ is a registered Trademark.

94 Monthly Horoscopes

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.

95 Find A Supplier

Last months crossword solution: @GlassnewsMag

The paper we use is 100% recycled.

Christina Shaw

Got Something To Say? Email Chris at: chris@glassnews.co.uk

Advertising Enquiries: Christina Shaw M: 07805 051322 T: 01302 759096 E: christina@glassnews.co.uk

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WINDOWS

The UK’s Leading Industry Newspaper

Direct Trade gets an

A+ from the BFRC

Direct Trade, the fabricator included in the Virgin Fast Track 100 for two consecutive years, has become one of the first companies to achieve an A+ Window Energy Rating from the British Fenestration Rating Council (BFRC). The WER A+ rating was introduced in August 2013 and according to Giles Wilson, chairman of the BFRC, it “allows advanced producers to benefit from the marketing opportunities derived from BFRC ratings.” 1113/0004

Another leading installer sells

R9 from Dekko

Another leading installer is finding great success selling the Residence 9 (R9) window manufactured by Dekko window systems. Gaerwen based Peninsula Windows started selling the R9 window as soon as Dekko launched it last year and the company has completed a number of impressive installations since.

Managing director Ken Grayson comments: “As soon as Dekko brought R9 to my attention I knew it was a product Peninsula had to offer. We already sell Dekko’s 70mm PVCu windows and timber windows from anther supplier but R9 sits perfectly in between. It looks just like timber but is cheaper and there are no maintenance issues – all benefits that have proved a real hit with my customer base.”

Pennisula are so pleased with how their R9 projects have gone they plan to push the product even more. “Dekko are going to manufacture an R9 conservatory for our showroom and I’m looking forward to seeing it take pride of place” Ken comments. Dekko’s sales director Kurt Greatrex comments: “Penninsula has a great reputation in their local area and R9 is an ideal product for them. I’m delighted they have found such success with the window and I look forward to continuing our working relationship long into the future.” Residence 9 is a luxury nine-chambered PVCu window system that is designed to replicate a 19th century flush sash timber window. It is mechanically jointed, available in 11 colours and 35 mixed combinations with a choice of traditional hardware. Matching doors and composite doors are available. For more information contact Dekko on 01614060055.

Direct Trade have been awarded an A+ for casement windows manufactured using System 10 and Rustique, the two market leading systems from WHS Halo, in white, woodgrain and colours. Managing Director, Steve Green, comments on the highest WER achievement: “Direct Trade is a very forward thinking company and as soon as the A+ rating became available we knew we wanted to achieve the standard immediately.” “Consumers are becoming more aware of Window Energy Ratings, and offering an A+ product will give our customers an advantage in what is a very competitive market place.” The A+ rating is the latest accreditation to be gained by Direct Trade in the past year. The company recently achieved BS7950 specification for enhanced security performance for casement and tilt and turn windows and PAS 024 for residential and dual rebate composite doors, also achieving a Secured by Design licence for these same products. “These accreditations prove our products are manufactured to an exceptional standard and it means our customers can claim they are selling some the most advanced window and door products available on the market today” Steve concluded. For more information call 0800 288 8828 or visit www.directtradeltd.co.uk.

READER ENQUIRY No: 1113/0005

Premium product.

Burlington Windows switches to Deceuninck Suppliers to Fulham Football Club, fabricator Burlington Windows has recently switched exclusively to Deceuninck for all its profile needs. Andy Tagg, Managing Director of Burlington Windows explains why he chose Deceuninck: “We are coming up to our 20th year in business and had used our previous supplier throughout. But price has increasingly become an issue which spurred us to look for alternatives. With one fitting team and five employees we’re a small company and we found that other systems companies weren’t interested in us. In contrast, Deceuninck offers a premium product at a competitive price and isn’t worried about dealing with a smaller company.” “Marketing support was an important element in our decision,” Andy says. “We also saw that Roy Frost, Deceuninck’s MD, is actively promoting the Deceuninck brand. Following discussion with Roy, we’re already getting the extra marketing support we’re looking for to grow our business and we can't wait for the PricePad. It looks fantastic and will really help us sell. With Deceuninck’s help a re-design of our website is in the pipeline, and we’re very happy with the quality of the products and Deceuninck’s friendly service. We’re keen to offer a premium product and service to our local community and have explored wider opportunities in Europe.” For more information visit www.burlingtonltd.co.uk.

Direct Trade’s A+ logos. READER ENQUIRY No: 1113/0006

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If you’d like to find out how Deceuninck’s marketing approach can help your business grow visit www.AskRoyFrost.com. READER ENQUIRY No: 1113/0007

November 2013 | www.glassnews.co.uk


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www.glassnews.co.uk | November 2013

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WINDOWS

The UK’s Leading Industry Newspaper

GLASSOLUTIONS HELPS BLACK PIG MEET

GREEN OAK BUILDINGS CHALLENGE A specialist carpenter who has developed an innovative way to attach thermally superior, weather-tight windows in green oak buildings is working with GLASSOLUTIONS to overcome a common glazing problem caused by the natural shrinkage of newly felled timber. Black Pig Frame Finishing, a nationwide manufacturer and installer of glazing for green timber buildings, has developed an improved method of face applied glazing which eliminates problems including water ingress, heat loss caused by draughts and unsightly cracking around windows. Green oak is newly felled timber which has a high moisture content and takes up to five years to dry out. During this time, the cut timbers will shrink so any structure created using green oak will naturally experience movement. That means elements such as windows and doors must accommodate this movement. Black Pig’s face applied glazing solution involves cladding the entire structural glazing frame to offer protection and provide a continuous waterproof seal. Sealed units then ‘float’ to allow for movement of the frame and all weather seals are EPDM rubber to provide longevity. No silicone or other mastics, which are prone to degradation, are

Helpful Halo promotes

FlushSash features

Halo has unveiled a stylish new brochure promoting the innovative FlushSash window system and explaining its benefits to the homeowner. The glossy new literature details the many features of this PVC-U window system which sits flush within its frame, mirroring elegant window styles of the 19th Century.

Glazing installed by Black Pig Frame Finishing at a green oak framed house, which is face applied and uses solar control glass from GLASSOLUTIONS to manage the natural drying process of the timbers.

used and drainage is built into the system to extend the life of the sealed units. Manufacturer of the sealed units GLASSOLUTIONS ensures Black Pig can balance thermal performance with solar control and help green oak building architects manage the drying process over time. It manufactures sealed units with a Swisspacer spacer bar and argon-fill using SGG COOL-LITE SKN 174. This delivers a sealed unit with high light transmission and a very low g-value, which reduces solar gain by as much as 30% compared to standard thermally insulating glass. Importantly, this is combined with an excellent U-value of 1.1W/m2K and a high degree of neutrality both in transmission and exterior reflection. Simon Ely, MD of Black Pig Frame Finishing, said: “Green timber buildings

are extremely popular amongst architects and clients looking for a modern style of building based upon traditional craft skills with inherent ecological credentials. But the natural drying process of the timbers requires careful attention to the glazing otherwise the building will suffer fundamental problems which could prove costly to rectify. “Our solution is proving very popular and we have now installed glazing in more than 300 buildings across the UK. Working closely with GLASSOLUTIONS, we can offer architects a proven system that moves with the building without compromise.” More information about Black Pig Frame Finishing is available at www.blackpig.me. READER ENQUIRY No: 1113/0009

Photography throughout the brochure shows how the FlushSash is particularly suited to heritage applications but would also suit modern buildings which require an understated level of style and sophistication. Mark Barsby, The VEKA UK Group's Head of Technical explains: “The FlushSash has been designed to offer an elegant, yet energy-efficient window solution for heritage homes. With the look of traditional stained or painted timber, the FlushSash needs little or no maintenance and will look virtually indistinguishable from the property's original windows.”

“The FlushSash will provide a cost-effective solution to a range of problems associated with historic homes: energy-efficient, fivechamber PVC-U frames with double or triple glazing will ensure period properties are more weatherproof and draughtproof. Homes will be warmer, with lower heating bills and the FlushSash will also prevent condensation forming while significantly reducing unwanted outdoor noise.” The brochure details the heritage-style hardware options, as well as the 'Variations' range of 18 new colours and woodgrain finishes available on the system. To find out more about this retail brochure, call 01282 716611 or email salesenquiry@veka.com. READER ENQUIRY No: 1113/0011

SYNSEAL LEADS THE WAY WITH A+ & A*ON EVERYTHING Synseal has become one of the first system suppliers to achieve the new BFRC A+ and Certass A* Ratings for its entire range of window profiles.

Both new ratings indicate the A Rating plus ten points. The Certass label also includes extra graphic indicators for light transmittance and heat retention.

The award means fabricators can gain a licence to use the coveted labels on any window made and glazed to a specified design without the need for further testing. Greg Tabberer, Synseal’s R&D Engineer in charge of WER simulations said: “Homeowners are putting more and more priority on energy efficiency and the use of these labels will give any installer a massive edge over competitors with lower ratings. Just a few years ago we saw the boost that the standard A Rating gave to any products displaying the label. Now we are seeing it happen all over again with A+ and A* and Synseal fabricators and installers will be able to make the most of this valuable sales tool.” Greg also confirmed that the A+ and A* ratings will be achievable with double glazed units as well as triple on all four Synseal systems, SynerJy, Shield, Legend and the VS, though triple glazed is expected to be the far more popular option.

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BFRC Operations Director Chris Mayne added: “BFRC is delighted at the take up for the new A+ rating for windows. Since the announcement that BFRC was accepting applications for the new A+ band we received simulation reports from far more companies than we expected. This has resulted in the launch of the first batch of A+ window products and we look forward to seeing how they perform in the market.”

November 2013 | www.glassnews.co.uk

READER ENQUIRY No: 1113/0012


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www.glassnews.co.uk | November 2013

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WINDOWS

The UK’s Leading Industry Newspaper

FREEFOAM SEE SALES OF FORTEX CLADDING INCREASE BY 42% Freefoam Building Products announce 3rd quarter figures for Fortex cladding are up by 42% year on year. The South East saw the highest sales closely followed by the South West, underlining the geographical preference for the product. This year Freefoam has worked with local PVC stockists and builders merchants to promote the range, using traditional point of sale materials, trade counter displays and literature to generate interest. Freefoam stockist C & A Plastics in Gillingham and London have seen a growth in sales. Craig Rock, Branch Manager, explained “We’ve found that the Fortex cladding is a product that sells well when visible. We’ve created an eye catching display at our trade counters featuring the full range of colours and the embossed texture which instantly attracts customers.” “We also promote the range through our trade catalogue and our website and have seen sales increase across our customer base from builders and property developers through to homeowners for DIY projects. It makes an ideal replacement to the standard white PVC shiplap cladding for dormer windows and external cladding as well as offering a low maintenance alternative to wood. Argyl Brown is our most popular colour followed by Sand.” Fortex® is a range of innovative exterior cladding products that couple the benefits

GLAZERITE SHINES AGAIN

IN Q3 WITH FIRST-EVER £5m QUARTER Glazerite Windows Ltd has returned further excellent growth figures for the third quarter of 2013, outstripping even its excellent double-digit increases in Q1 and Q2 and topping the £5million mark in a quarter for the first time in its history.

of low maintenance PVC with an authentic embossed wood effect finish available in double shiplap or feather edge weatherboard profile. The range is available in a wide range of subtle ‘heritage’ colours from Pale Gold to Colonial Blue and Storm Grey. Manufactured to stand the test of time, the white products are eligible for an impressive 20 year guarantee and the colour boards for 10 years, both backed by Freefoam’s environmentally friendly lead free formulation. PVC cladding offers a sustainable solution. Fortex comes with significant environmental credentials with the Building Research Establishment’s (BRE) ‘Green Guide To Specification’ giving PVC cladding an A+ rating when installed with standard components. Colin St John, UK General Manager commented “Fortex cladding has been a real success story for us this year. It’s attractive finish, ease of fitting and ultralow maintenance qualities make it the ideal alternative to standard PVC or wood cladding providing the perfect solution for both construction professionals and DIY enthusiasts. The ‘New England’ look is very popular at the moment meaning our customers can capitalize on increased consumer demand”

The national trade fabricator gained over £948,000 year on year in the quarter, an increase of 22.7%, and just over £1million or 26.7% on Q2. Most of the glory goes to Fully-Reversibles with a remarkable 200% YoY growth, followed by Vertical Sliders, Composite Doors and In-Line Patio with 75%, 52% and 44% respectively. Growth for Glazerite also means growth for its customers, said Director Jason Thompson, with a large proportion of them showing impressive YoY increases and rewarding the fabricator with a much higher retention rate than the industry norms, as well as a number of new accounts coming on board. Sales to other fabricators, of lines they choose not to make themselves, also remain healthy. He added that the recently enhanced foils range looks set to be the next star performer, thanks partly to improved lead times and lower costs brought about by VEKA’s lower order quantity: “Foils are a

big growth area across the whole industry and we have made sure our customers are able to gain maximum benefit from this growth for their own businesses.” The £5million milestone comes only one quarter after Glazerite broke the £4million barrier, now bringing the company even closer to its forecast of surpassing £16million turnover for the year. Jason Thompson continued, “While the industry as a whole has managed to outshine the pessimistic forecasts, we have been able to show that, with the right products and quality, backed by our commitment to customer service and support, Glazerite customers can remain at the forefront of the recovery as well as making the most of industry trends and innovations.” Glazerite is VEKA’s largest trade fabricator in the UK as well as a prominent and longstanding Network VEKA member, with a reputation for unsurpassed customer service as well as a comprehensive product range. It offers a fully nationwide service based on manufacturing units in Northants and Greater Manchester and a distribution hub in Bristol serving South Wales and The West of England. www.glazeritewindows.co.uk

www.freefoam.com READER ENQUIRY No: 1113/0014

READER ENQUIRY No: 1113/0015

Luck of the Irish for Dekko Window Systems The Irish construction industry is experiencing an upturn according to one of the sector’s most closely watched and authoritative indicators - and leading Residence 9 (R9) fabricator Dekko Window Systems are capitalising on the upsurge in demand. According to the Ulster Bank Construction Purchasing Managers’ Index, September saw the first pick-up in the Irish construction industry in six years as the housing sector gathers steam and builders report near record levels of optimism. The seasonally adjusted index,

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“Dekko recently targeted Irish window companies with a high impact direct marketing campaign promoting their new luxury Residence 9 window and door system.” which is designed to track changes in total construction activity, posted a reading of 55.7 in September compared to 49.7 in August. Panelists reported that higher levels of new orders and signs of improvements in economic conditions had contributed to growth. This resurgence has proved good news for Chesire based

trade fabricator Dekko. Dekko recently targeted Irish window companies with a high impact direct marketing campaign promoting their new luxury Residence 9 window and door system - and the company won a number of new customers as a result. Dekko’s sales director Kurt Greatrex commented: “Several reports have

indicated that the Irish economy is getting back on track and this is something we can certainly relate to here at Dekko. We’re experiencing high demand from Ireland following a targeted marketing campaign and we are delighted to be working with some of the country’s leading installers on some major projects. There is a real thirst for premium products in Ireland and Residence 9 perfectly satisfies this demand thanks to its traditional looks and modern high performance.” R9 is a luxury 9 chambered system designed to replicate

the aesthetics of a 19th century flush timber window. It meets the thermal requirements for Passivhaus thanks to its 0.8W/m2K U-Value and is available in 12 heritage colours and 35 mixed combinations with a choice of traditional and modern hardware. Matching composite and French doors are also available. Dekko started to manufacture R9 in their main 28,000 sqft factory at the beginning of the year but demand was so strong they decided to open up a dedicated production facility in Oldham. The new factory

R9 by Dekko.

measures 6,000 sq ft and has enabled Dekko to increase output and satisfy the strong customer demand. For more information contact Dekko on 01614060055 or visit www.dekkowindows.com. READER ENQUIRY No: 1113/0016

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COMPANY PROFILE

The UK’s Leading Industry Newspaper

What’s the ‘D’ for?

Deceuninck UK’s MD Roy Frost says Deceuninck stands for differentiation in a mature market with increased competition. In most markets and windows is no exception, products start off as being very different. Then, over the years competing companies start to catch up. They try to match or improve on the advantages of rival products. After several years it’s not unusual to have many near-identical products. Companies using those undifferentiated products find it harder to compete. Prices fall because it’s hard to ask a premium for virtually identical products.

“The service and support we provide is different, and more personal. It helps our customers compete more effectively.”

and doors. Have a look at our new ‘Why Deceuninck’ brochure where we list some of the very real differences that differentiate Deceuninck and make our range unique. Every systems company has two suites, a chamfered suite and a sculptured suite. But neither looks right in modern contemporary and commercial properties. That’s why – uniquely - Deceuninck has three window systems specifically for the British market. Our fabricators also say Deceuninck’s windows are uniquely symmetrical.

That’s why Deceuninck believes so passionately in innovating to differentiate its windows and doors. We do it so customers have unique products that stand out from others, ensuring they sell when others can’t, at prices others wish for.

Peter Dyer, Sales & Marketing Director, Dempsey Dyer told me: "Deceuninck's windows are symmetrical, so they mirror inside and out, which is a huge benefit compared to other systems. The rebate height of the frames and sashes match the height of the glazing bead, so they are not higher or lower than the other. This parallel sightline makes for a cleaner view from the inside out, and the outside in. Being able to offer a bead with the same shape as an internally beaded sash or an externally beaded frame and not tell the difference is also a big plus."

It takes a lot of investment over a long period to create difference. Most of all it takes a different approach to designing windows

We make our own tooling, and make to tighter tolerances than the industry standard. We work to +/-0.2mm in height and +/-

0.3mm in width rather than +/-0.3mm in height and +/-0.5mm in width. And we aim to make the flattest profiles in the industry. So, what? Tighter tolerances and flatter profiles mean they go through machinery better, so you get less waste in the factory and your customers have fewer problems installing.

Listening to customers, we realise how different Deceuninck is. All these advantages give customers, and their customers, a powerful competitive edge. Many fabricators and installers want to build their business and grow. But they’re held back by various factors. Competing with a non-differentiated product is probably the biggest challenge.

The service and support we provide is different, and more personal. It helps our customers compete more effectively. A number of systems companies offer smart selling aids. But check out our PricePad and Energy Calculator. If you haven’t already seen them call me or one of the team, because those who have seen them recognise their effectiveness straight away.

I believe most fabricators and installers have got so used to products without real difference they’ve given up expecting differentiation. That’s why we created Deceuninck’s ‘Release your hero within’ campaign: to focus on the liberating effects of true difference. The effects help ambitious fabricators and installers build their business, free of the difficulties and frustrations of competing with competitors selling nearidentical products. So what is the ‘D’ for? The D is for difference and empowering differentiation. The D is for Deceuninck.

Every systems company seems to be offering free websites to their fabricators. Most I’ve seen are pretty basic, the sort you can buy for a few hundred pounds. But, our web experts are designing powerful websites for customers and their installers. These websites work on mobile and tablets. They’re not cheap templates, but proper tailored websites worth £15,000. We also know you want to promote your brand not ours, so we’re offering bespoke brochures and point of sale materials from our expert design team.

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Call me on 07808 365234 or visit AskRoyFrost.com if you want to release your hero within.

READER ENQUIRY No: 1113/0018

November 2013 | www.glassnews.co.uk


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COMMENT PIECE

The UK’s Leading Industry Newspaper

A Glimpse Into

The Future

I saw a feature on the BBC website the other day, where they got a science reporter to predict what life would be like in the year 2100. It made for some interesting watching. So it got me to thinking, what our own industry would be like in the future. But rather than predict 87 years into the future, I think I’ll stick with a more conservative 7 years and predict how our industry will look and operate in the year 2020. Prices Right now, everyone will probably agree that we are selling our goods far too cheaply than we should be. Take cars for example; a four door family car is a good £5k-£10k more than they were 10-15 years ago. Yet, a house full of windows now costs roughly the same as they did over a decade ago. This situation is plain wrong and it's fault can be laid down at the feet of those who aggressively force down prices in order to undercut the competition. But the stupidly low prices that are being advertised now will eventually have to be stopped. External influences such as the price of fuel, oil running out in which to make virgin polymer, recycling and wages will all mean that deals like a house full of windows and doors fitted for £2500 will be impossible. And rightly so. I believe that over the coming year the industry is going to take a long hard look at itself and realise that the way fenestration products have been priced is wrong and that our products can command better profit margins.

Recycling The industry is really only just scratching the surface when it comes to recycling. Yes there are some stand out examples, such as the £3m recycling plant Eurocell has, but these at the moment are exceptions rather than the rule. I believe by 2020 we will see a far more advanced recycling industry within fenestration. As more and more first generation PVCu is taken out from people's homes, the amount of post consumer waste is going to sky rocket. But it would be a huge environmental shame to see all those frames go to landfill. I don't believe that the industry would allow this to happen. So I can see many more dedicated recycling plants being opened to help cope with the extra waste.

I do also believe that this push has to be driven by the big systems companies. There should be Eurocell-type plants opened up at every systems house which is capable of handling thousands of frames every week. If they can set up the infrastructure, then the rest of the recycling network will set up around it. It makes sense both environmentally as well as financially, as I believe that a secondary glazing market made up of purely recycled products will start to grow.

internet marketing has risen without fail, year on year. We're now at the stage where all major newspapers are online and the Yellow Pages doesn't even make a good door stop any more.

Energy Ratings

I firmly believe that the number of print publications our industry has will be reduced drastically. A lot of the small regionalised ones will go, and I'm confident that a few of the major titles will go too. Postage expense and the increasing amount of marketing budget spent online will force many to either migrate fully to online, or go out of business altogether.

We are all aware of the flaws that exist with the current calculations when it comes to WER's, but I'm not going to get into that debate this time round. What I do believe will happen in the coming years though is the use of U-Values will become greater and something the general public will come to recognise better.

By 2020, the amount of mobile devices like tablets and phones will be in the many billions. As more and more people of all ages move with the times, the amount of material read online will increase hugely. Anyone who thinks they don't need to focus on internet based marketing is going to learn a very severe lesson in ignoring signs.

The use of U-Values however isn't going to stem from windows, but from doors. Composite door manufacturers now are focusing on U-Values in their marketing material. They have clearly decided that this is the best way to demonstrate the energy efficiency of their products. So as the general public start getting used to seeing U-Values in door marketing, the rest of the industry will follow in promoting U-Values over WER's. The public are going to become more educated and will probably see U-Values as the most accurate measure of a window's energy efficiency.

Marketing Many of you will know I am a massive advocate of online marketing. From year one, the internet, and the amount spent on

Profiles On a more specific nature, I believe the product that we sell will undergo changes. I think that the rise of timber-alternative products such as Residence 9, Evolution and Prestige will spurn a new industry standard for deeper profiles. The current standard being 70mm, I think that we will start to see a lot more of the industry fitting profiles that are 80mm+ deep. The Evolution window for example is 82mm deep. It has been designed like this to mimic the dimensions of timber. As the timberalternative sector grows bigger, which it will, it may force those that are making the 70mm profiles to think again about producing something deeper to keep up with people's changing preferences.

Materials Whilst at the moment PVCu reigns supreme when it comes to the residential market, aluminium and timber are both showing very strong signs of growth, especially in the south of the country. However I think in seven years time we will see a much stronger aluminium and timber market across all regions of the UK. Aluminium and timber have both come along way over the past few years and the general public are not starting to see those technological advancements. So as they become more educated, so the amount spent on new aluminium and timber products will increase. It is going to be down to the installers to make that decision to diversify again. But it will also be down to suppliers and manufacturers to support their customers in providing the right product, at the right price, with the service and staff to back that up. These are just a few observations. There are many things that could change in the industry over the next few years, and I may be wrong on all of the above. But given the way things are progressing now, I would be surprised if at least of few of these guesses didn’t come to fruition.

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DO YOU AGREE WITH THESE COMMENTS? Write to us: christina@glassnews.co.uk / info@doubleglazingblogger.com 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.

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

Carl F Groupco launches

CFGLock

HEALTHY GROWTH IN CYLINDERS FOR KENRICK The order books have been overflowing for Kenrick’s recently launched range of cylinders, with the company reporting record sales volumes at four times higher than expected. The healthy growth at the West Bromwich based company follows a recent report from FENSA which revealed that the second quarter of 2013 had been the best period for the installation of domestic windows and doors since 2010. Steve Jones, managing director at Kenrick, says: “I’m extremely encouraged that there are positive signs of recovery for our industry. We’re naturally delighted that our business has performed well over the last few months, particularly in sales volumes for cylinders. More favourable market conditions have obviously stimulated volume growth in cylinders, but the wealth of choice and value for money that this range offers to customers has also been a contributing factor.” Kenrick’s extensive collection includes more than 80 individual cylinder options and spans three levels - Standard, Security and High Security - to cater for every application imaginable. The collection of Standard six pin cylinders conforms to BS EN 1303 and is available in all popular sizes. Options include half cylinders, key-key and key-thumb cylinders. The Security collection includes six pin anti-pick, anti-bump and anti-drill cylinders, which meet the standards of TS007 and KM 544418 and are SKG 2 star rated.

Kenrick’s top of the range High Security six pin cylinders are anti-pick, anti-bump, antidrill and anti-snap when used in conjunction with the Kenrick RASP Anti Snap system. The KM 544418 accredited cylinders have been designed to achieve a minimum SKG 2 star rating and are available in a number of sizes. Every cylinder in the range is available in a polished brass or nickel finish. The Kenrick RASP Anti Snap system has also been in house tested at Kenrick. It sustained a 14 minute attack using all the tools used for PAS 24 as well as additional tools which are available to any burglar but are not currently used in PAS 24 testing. Kitemarked against 'lock bumping' by BSi (BS3621) and successfully tested against physical cylinder attack by to BSi PAS024, the Excalibur RASP is also approved by Secured By Design.

As part of Carl F Groupco’s growth as a leading player in the UK hardware market, the company has launched the CFGLock+. The cable restrictor, which meets CE test standards, is designed to increase safety by restricting how far windows open to reduce the risk of accidental falls.

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and simple, with full instructions and screws supplied. Commenting, Norman Berrill, Carl F Groupco’s Sales Director said: “Ensuring window safety is important for all users, but particularly so when people are vulnerable or not familiar with their operation. In addition to the home, application examples include hospitals, care homes, hotels, schools and nurseries.” Key locking is provided as standard with push button version available to order. A cable length of 150mm is provided. Longer cable lengths, spare keys and colours other than white are provided as special orders. Tel: 01733 393330 www.carlfgroupco.co.uk

Produced for ease of use, and with health and safety in mind, the CFGLock+ is an economic solution, ideally suited for new, retro-fit and existing installations. Designed for PVC, timber or aluminium profiles, fitting is fast

Follow Carl F Groupco on Twitter using the handle @Carl_F_Groupco.

The CFGLock+ Cable Restrictor provides enhanced safety features.

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 window shootbolt are extremely cost effective and easy to install. Tel: 0121 553 2741 – www.kenricks.co.uk READER ENQUIRY No: 1113/0022

READER ENQUIRY No: 1113/0024

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Just for fun! Fill in the missing numbers. 1-9 in each line diagonally and horizontally, 1-9 in each of the nine small square grids.

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See this month’s TIME OUT! pages for more puzzle fun!

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

As the launch of aїr gets closer... As the launch of aїr gets closer, Glass News gets the full story behind the launch of the new consumer brand for aluminium sliding and folding doors. aїr is launching We live in a world where brands are big business. Whether it’s a coffee on the go or new car, we know what to expect just by the brand. Brands give us a security when we’re choosing how to spend our money. They talk to our emotions and give us a way to judge not just on the basic value of products but on the extra benefits the brand promises. In fact, some brands are so powerful they can make us feel the same warmth and happiness that we feel for family and friends. It’s hard to believe, but neuroscientist Professor Gemma Calvert designed an experiment for the BBC with food brands and an MRI scanner to prove her hypothesis. Using food brands she showed ordinary people pictures of a Heinz beans can, a Coke can, Red Bull, McDonald's and a host of wellknown branded packaging, followed by photos of their close friends and family members. The results showed that the part of the brain used to recognise well-known brands is the same as the part we use to recognise friends and family.

Brand values Knowing the power of brands it’s not surprising we use branding as a shortcut to making sure we feel good about our choices. So whether it’s something we buy every day for a couple of quid, or something bigger like cars, we like the reassurance of brand values. So it’s surprising that there aren’t more recognisable brands in home improvements. Kitchens seem to do best with some level of branding at different quality and pricing levels. But for windows, conservatories and doors, it’s hard to think of mainstream product brands. That’s why when launching a new consumer brand of aluminium sliding and folding doors the thinking needed to be different.

Two years planning aїr has been two years in research and planning. Initial research looked at what was already on offer to consumers. The biggest thing this highlighted was a lack of information about product performance. Contrast this to the way we buy cars, we might not understand engines but we ask about engine size, fuel consumption, brake horsepower. It gives car salespeople measurable benefits to differentiate their products from competitors. In addition consumers like to make their purchases personal. They like to have something unique. Again looking at the way

the motor industry gives options and upgrades for consumers was critical in the thinking behind the new brand. Translating this into a folding and sliding door brand has been exciting. aїr is the most impressive range of high performance sliding and folding doors marketed exclusively in the UK through aїr retailers.

Engineered for performance The product is right. Already proven in other parts of the world, aїr has everything customers are looking for. It is engineered for performance. The doors have been through extreme testing, subjected to 100 separate tests including hot-box, weather and security tests. aїr doors have been subjected to thousands of cycles equivalent to over fifty years opening and closing in typical use. This gives salespeople real measurables against competitors. The design includes integral stainless steel wheels and Teflon covered gaskets that ensure an easy open and close action that requires only a finger light touch - we call this aїrglide. Homeowners worried about the loss of heat due to removing a large piece of wall will appreciate the fact that aїr is designed for thermal performance. Extreme energy efficiency comes as standard with an exclusively designed polyamide thermal break system and multi-chambered aluminium profile.

Boundless possibilities Consumers can experience for themselves the boundless possibilities aїr offers for their space as well as the multiple options such as designer handles and adventurous colour range with the unique aїrcoat technology. Ensuring the complete personalisation of aїr sliding and folding doors gives consumers a feeling of exclusivity. There is no compromise choosing aїr. aїr is a main sponsor for the G13 awards, the industry’s biggest night of the year at The Hilton Hotel on Park Lane on 29 November. It’s an exciting brand that’s prepared to do things differently. From the initial concept to the launch, aїr demands more from itself, its installers and its customers. More about the impressive products and how to become an accredited installer will be revealed over the coming months. aїr will be exclusively available in the UK through selected retailers. Interested installers can keep up to date with the latest developments by registering at www.discoveraїr.co.uk. READER ENQUIRY No: 1113/0026

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

Customers can count on

Sliders

According to a new report from Palmer Market Research, Britain’s domestic glazing market is returning to growth for the first time since its prerecession days. One company that has seemingly beaten this downturn and has continued to grow throughout this period is Sliders UK. After just over 10 years in operation, the leading Lancashire-based patio door manufacturer has grown year on year – even through the tough recession years when the industry as whole was reported to have shrunk by 40%. The last three years alone have seen Sliders’ turnover increase by 44%.

However, Sliders UK does not take its success for granted, says Joint Managing Director, Mike Spain: “Our trade customers play a major role in our success. We value their loyalty and we are committed to supporting them however we can. Whether this is ensuring delivery deadlines are met, being on hand to answer technical questions or providing marketing

support, we want our customers to feel they can always count on us.” Things never stand still at Sliders. The company invests a great deal in ongoing research and development, so it can offer innovative products and solutions that help its customers to stay ahead of the competition. Sliders has not only expanded its selection of patio doors over the years, but has introduced a growing range of complementary products, including bi-folding doors and composite doors, as well as additional selling features such as Secured by Design and its ten-year security guarantee.

Secured by Design All of Sliders’ doors can be upgraded with its optional Secured by Design hardware solution. Sliders UK was the first to offer this standard on its original UPVC patio and bifolding doors, while its Ultimate Aluminium Bi-Folding Door is still the only accredited aluminium bi-fold on the market. Being able to offer officially securityaccredited products is essential to Sliders’ customer, Rooms and Views. The Flintshirebased installer designs and manufactures its own windows, French doors and bi-folding doors. It is the largest manufacturer of UPVC windows and doors in North Wales, but chooses to source its patio doors from Sliders UK. Rooms and Views Managing Director, Kevin McClure, explains: “90% of our business comes from the new build market where Secured by Design products are increasingly being specified as standard and Sliders is one of only a few manufacturers that offers SBD patio doors.” Rooms and Views have worked with Sliders since July 2013 and have found its Secured by Design patio doors to be in such high demand from new build clients that it currently orders around 20 units per week – making it one of Sliders’ fastest growing customers. Secured by Design has also proved to be a popular selling feature for Wilmslow Glass,

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which has been a loyal customer of Sliders UK for five years. The Cheshire retailer is on the doorstep of a number of showbiz celebrities and Premier League footballers from across the North West, meaning that it has one of the most A-list client lists of any company known by Sliders.

difference: “I’ve always found Sliders to be very efficient and they always deliver on time. Of all of the suppliers we deal with, I’d say Sliders is one of the most reliable. I tend to deal with the same person all the time who is very knowledgeable and a great port of call whenever we have a technical question.”

“Many of our customers are guided by quality, rather than price,” says Wilmslow Glass Managing Director, Warren Thompson. “Offering Secured by Design features gives our customers confidence that what we sell is top of the range and peace of mind that they are adding to the security of their home.”

Warren Thompson of Wilmslow Glass agrees: “We have developed an fantastic relationship with Sliders over the years. The team have always been friendly and amiable. If we call up with a query, they’re always more than happy to help. If we’ve got an odd request, they’ll go out of their way to deal with it.”

Sales & Marketing Sliders UK invests in its own marketing activity to create general awareness of the Sliders UK range of products and the benefits of Secured by Design. Sliders also helps customers directly by supplying brochures, price lists and order forms. Sliders’ customers have access to a dedicated online media portal where they can instantly download these and other purchasing, sales and marketing materials. This portal also contains product images that customers are free to use on their own websites, point of sale items and company literature.

All of Sliders’ doors are manufactured on site and are delivered on its own vehicles to ensure optimum product quality and the fastest possible turnaround times are achieved at all costs. This has proved invaluable for Kevin McClure from Rooms and Views: “The new build market is very demanding and fast moving. We need to be able to respond quickly and the fast service provided by Sliders helps enormously.” For more information about Sliders UK, visit www.sliders-uk.com, email sales@sliders-uk. com or call 01772 698222.

More recently, Sliders UK has introduced additional tools such as its CE Compliance System to help customers comply with the new CE Marking regulations, and its online Door Designer, which enables customers to easily generate quotes based on their clients’ individual requirements.

Personal touch Brian Robinson is one of Sliders’ oldest customers. His company, Keswick Superglaze has been in business for 35 years and for him, it is the efficient, friendly and swift service he receives from Sliders that makes all the

READER ENQUIRY No: 1113/0028

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

ADDING VALUE TO A KAT Door-Stop’s KAT UK has built an impressive reputation for both product and service excellence for their range of suited aluminium windows and doors, including their latest feature packed bifolds and double and triple track patio doors.

skilled and experienced team and deliveries are made on their own fleet nationwide, including a direct to site service. Customers can benefit from installation guides, product assistance and both sales and

on site technical training, along with a complete range of marketing support materials both branded and unbranded. As you would expect from a company that specializes in bespoke systems, there’s additional

As a manufacturer of specialist and bespoke window and door systems, KAT have been able to focus on the most exacting needs of their customers with everything from additional quality control checks in their factory to dedicated product experts within their customer service department. KAT UK is now celebrating its 15th trading year in business, an impressive statistic.

levels of support that typical trade fabricators find difficult to match. Simon Richards, sales and marketing director of KAT UK comments: ‘We believe that not only do we have a very exciting and complete aluminium product range, but that we can also offer installation companies more in the way of support and expertise. We like to think of it as the KAT difference!’ For a free information pack or for further information call 01625 439666, e-mail sales@katuk.co.uk, log on to www.katuk.co.uk, or follow them on twitter @KATUK_1998.

KAT’s product range is based on the revered systems from European experts AluK and their range of windows and doors can boast a 25 year Marine Grade guarantee on the powder coated finish as standard. Products are also manufactured by a highly

READER ENQUIRY No: 1113/0030

Fire Door Installer Register completes the fire door safety supply chain A new register of qualified fire door installers is to be built as part of the legacy of last month’s highly successful, crossindustry Fire Door Safety Week campaign by the British Woodworking Federation (BWF), BWF-CERTIFIRE Scheme and Fire Door Inspector Scheme. Iain McIlwee, chief executive of the BWF, says: “Our intention with the Fire Door Installer Register is to close any gaps in the supply chain, so that we can ensure every building owner, estates or facilities manager can access third-party certificated

“Our intention with the Fire Door Installer Register is to close any gaps in the supply chain, so that we can ensure every building owner, estates or facilities manager can access third-party certificated fire doors and doorsets, and have them installed by properly qualified professionals.”

“24/7 Sales Manager” to revolutionise door sales A number of people have woken up to the need for 24/7 ordering – but very few have made it quick or easy to use. Door-Stop has now gone one step further with its new “24/7 Sales Manager” website plug-in. This allows fabricators and installers to use online ordering and pricing for composite doors on their own websites, linking to Door-Stop production in the same way www.door-stop.co.uk does. “The 24/7 Sales Manager has been developed by our longterm digital agency partner, The Consultancy, to another dimension to customers’ sales and marketing,” explains Managing Director Nick Dutton. “It is a revolutionary tool, a simple to use plug-in which slots seamlessly into existing websites. It gives fabricators and installers customers their own version of the Door-Stop configurator making it easy for their trade or homeowner clients to design, order and pay for the door they want, at any time of day or night. Our customers approve each order before it goes to DoorStop, giving them control of the process.”

“If installers prefer not to divulge prices to homeowners, they don’t have to – their customers can use the door designer and request a quote at the end, or they can pay a deposit and request an appointment for someone to measure the door. It offers complete flexibility and control – you can allow your customers as much or as little information as you like.” The 24/7 Sales Manager streamlines ordering giving simple-to-access feedback on what’s selling, who’s buying and which sales promotions are working best. Prices and margins, the range offered, the names of the products, payment, who you sell to, what they’re ordering - can all be controlled via Door Vault, the secure customer area on www.door-stop. co.uk. It can even be used offline, too. Nick adds: “It does the job of a Sales Manager, 24/7, 52 weeks a year, for just 5p an hour – freeing up your own team to develop sales and contacts!” Tel: 01623 446336 www.door-stop.co.uk READER ENQUIRY No: 1113/0032

fire doors and doorsets, and have them installed by properly qualified professionals.”  The Fire Door Installer Register – at www.firedoorinstallers.co.uk – is a new industry-led initiative backed by the UK’s leading fire door experts, associations and organisations. It aims to bring greater recognition to professional fire door installers and to help building owners who need installation services to find qualified and certified people they can trust. Any installation company with certification from BM TRADA Certification, FIRAS or IFC is eligible to join the register for free, by recording their certification details at www. firedoorinstallers.co.uk. The register will then be promoted to building owners from early next year. READER ENQUIRY No: 1113/0031

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

No need to panic for Force8’s composite customers! Force8 has had its range of composite panic doors independently assessed and certified.

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The news from Force8 comes as the latest report from Palmer Market Research announces that composite doors have taken the lead over PVC-U panel doors in the domestic entrance door market. As well as increasing their domestic market share, Robert Palmer explained in The Glazine (29th October) that composite doors have also become more widely specified in the social sector: “Composites were first introduced into the UK through the social housing refurbishment market. In 1993 they accounted for about 10% of that market; today it is about 70%.” MD Dennis Sumner and the entire Force8 team consistently strive to stay one step ahead, and the certification of the company's composite panic doors demonstrates a determination to offer a high spec safety option for every sector as composite doors continue to grow in popularity. The Stockport-based fabricator is one of the first companies in the industry to have undergone stringent, independent testing and had its doors officially certified by BuildCheck. Dennis Sumner explains: “With the added safety features of a Panic Door it is necessary

for them to be independently audited and separately accredited to ensure the highest safety standards are adhered to. “All the Panic Doors we supply have their DoP (Declaration of Performance) and have passed the numerous inspections required by law. Here at Force8 we have been providing Panic Doors for more than five years now and we use the best quality VEKA materials to ensure our customers' safety and peace of mind. So confident are we in the quality of our products that we offer an in-depth ten year guarantee.” Learn more about Panic Doors, Fire Doors and more at www.force8.co.uk. READER ENQUIRY No: 1113/0035

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

MILA ANNOUNCES NEW TIE UP WITH SOLIDOR SCOTTISH SHOW SUCCESS FOR INTERNATIONAL & HURST Mila has been selected by Solidor to manage the supply of its door knockers, spy holes and security bars as the composite door specialist chooses to focus on its core door manufacturing business.

At a time when many companies continue to tread cautiously, Aberdeenbased International Doors and Windows has marked a strong trading period by exhibiting for the very first time at the Scottish Home Show. The company teamed up with its composite door supplier Hurst Plastics to deliver a smash-hit success at the show. “Aberdeen’s economy is booming!” says Scott Paterson, Director at International Doors and Windows. “As the oil capital of Europe, there is plenty of growth in the building sector here and our business has been able to capitalise on this huge potential. This was the first time we have exhibited at the show, which is the largest of its kind in the North East of Scotland. Judging from the number of visitors to the stand and the amount of leads we are following up, we will definitely be booking space again!” Crowds were attracted to the wealth of products on the stand, which included the composite door from trade partner Hurst Plastics. Hurst even developed a bespoke dual colour composite door for the show, which featured Golden Oak to one side and a novel Walnut finish on the other. Nick Harrison, Commercial Sales Manager at Hurst, explained: “We have enjoyed a strong alliance with International for more than two years now so we

were naturally delighted to support them at this major show. Our composite door has proved popular in the region because it offers the highest levels of performance and durability in a temperate climate. Visitors were really enthusiastic about this exclusive new walnut finish, which we created especially for International.”

Solidor had previously sourced the products direct from manufacturing partners in the Far East but has now taken the decision to pass control to Mila and take advantage of its proven expertise in supply chain management and logistics. Mila’s Managing Director Richard Gyde, said: “We’ve shown consistently over

recent years that we are the market leaders in supply chain management in the hardware sector with guaranteed next day delivery on more than 10,000 product lines and On Time In Full (OTIF) product availability scores for 2013 currently running at 99.4%. “It makes perfect sense then for Solidor to use our expertise, particularly since we have experienced teams working on production, quality assurance and logistics both in the UK and in China who can ensure that these products are smoothly integrated into our operation.”

Gareth Mobley, Managing Director at Solidor, added: “We have taken the decision to concentrate on what we do best which is manufacturing composite doors.”

“Our analysis shows that Mila can supply us with the knockers, spy holes and security bars even more efficiently than we currently do ourselves so, from our customers’ perspective, it’s a really positive move.

“We’re always looking at ways in which we can improve our quality and service and this fits with that objective.”

Mila has been demonstrating its expertise to Solidor since it began supplying its ProStyle door hardware products in 2010 and last year Solidor added Mila’s stylish ProSecure security door handle to its range. Gareth Mobley memorably featured as one of the Talking Heads on Mila’s stand at the FIT show endorsing the On Time In Full delivery service, which currently stands at a hugely impressive 98.53% for all products delivered to Solidor by Mila. Tel: 01327 312400 www.mila.co.uk

The roller shutter door from Hurst is the latest product to join the expanding collection at International Doors and Windows. The door, which is manufactured from solid aluminium and insulated with a foam core, is available in a wide range of colours and wood finishes, to match any Hurst composite door for a co-ordinated look. International Doors and Windows was established eight years ago and is one of the country’s largest suppliers of windows and doors. The company has a strong presence within the UK building industry, supplying products to major house builders and private developers. Hurst Plastics is one of the UK’s leading manufacturers of high quality PVC-U door panels, infill panels, composite doors and associated laminated products. Products are manufactured at Hurst’s 50,000 square foot purpose built factory in Kingstonupon-Hull and supplied to both the domestic and commercial markets throughout the UK and Europe. Hurst Plastics is a member of the Hurst Group, which was established 40 years ago. With expertise in joinery, building services, ceilings and flooring, the Group is recognised as a major force in the contracting and glazing industries. Tel: 01482 790790 www.hurst-plastics.co.uk READER ENQUIRY No: 1113/0038

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

MPL open up Wrexham stockist...

JR Boyle becomes MPL’s first approved stockist in Wales Wrexham based business JR Boyle has become the first MPL approved stockists in Wales. Commencing with a formal open day in mid October the company was delighted to become an MPL approved stockist counter and to open up its doors to the trade and public. Managing Director of JR Boyle Barry Lewis commented “as a showroom owner we have been on the look out for additional sales opportunities for sometime to compliment what we already do, and becoming an approved stockist of MPL is the perfect choice. We have been seeing for some time a noticeable increase in the number of our direct consumer customers as well as our trade customers

asking for repair locks, and when we saw the advertisement in Glass News by MPL it didn’t take us long at all to make the decision”. “When we met Graham Jones for the first time there was a natural chemistry, and everything MPL committed to do they did….and more. The support to get the venture up and running has been excellent; especially helpful was the full training course I attended followed

by two days working in the MPL business to get to know the products from a technical point of view. We are extremely excited about the future and believe being an MPL approved stockist is a really natural fit for us”. Like many businesses in the industry JR Boyle is having to replace previous trades such as glass cutting which is becoming a dyeing art as the market changes. Their need to find an alternative revenue stream led them to explore the MPL approved stockist route, and as Graham Jones MD of MPL explains, they are not alone. “We have been delighted with the response to our recruitment campaign over the past few months, and we are delighted that Barry, Wendy, and Craig the shareholders in JR Boyle have seen the potential we so passionately believe in”.

“The next few months are going to be very busy working with all the other people who have approached us to look at the potential of becoming MPL stockists; our aim is to have a significant network throughout the UK and we are keen to talk to as many people as possible. We believe becoming an MPL stockist is the most exciting, the most cost effective, and the most profitable opportunity in the market at the minute”. The MPL prospectus contains fully costed business models showing turnover and profitability levels. So, if you would like more information about becoming

an MPL Approved Stockist please get in touch with the company. They will be happy to send you a free of charge prospectus by return which contains fully costed business models so you can see exactly what the opportunities are. It is

made clear in the prospectus what levels of business and profitability you should reasonably expect to achieve, how much of this will be to the trade, how much will be to the public, and what other opportunities there are within the MPL offer.

Tel: 01924 360444 Email: graham@multipointlocks.co.uk www.multipointlocks.co.uk READER ENQUIRY No: 1113/0041

Breaking News!

CJS Locksmiths Glasgow become the latest MPL Approved Stockist. 26

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DOORS & HARDWARE

The UK’s Leading Industry Newspaper

UAP Have a Glass Hold on Pull News! Handles

Advertise IN

@GlassnewsMag

Christina Shaw

/GlassNews

Contact Christina or Sheilah today! christina@glassnews.co.uk or sheilah@glassnews.co.uk

UAP Limited has entered the growing pull handle market with its offering of corrosion resistant stainless steel pull handles. To launch the new line, UAP is releasing a range of satin stainless steel straight length pull handles. These incorporate UAP’s Nanocoast® technology and so come with a free lifetime guarantee against surface corrosion.

installing a pull handle much simpler. There are three options for fixings, these include hidden fixings, bolt though and back to back. The unique fixing methods also provide the option of completing fitting on site to prevent damage in transit.

UAP consulted with several door manufacturers during the design process to ensure the handles met the desired specifications of the majority, and didn’t have any downfalls that may be present on pull handles currently on the market.

David continues: “The handle has a satin stainless steel finish and the up-stand is fitted with a bolt through fixing to provide a neater finish. These will look great on not only commercial doors but also any residential door from a terraced house to a grand design.”

The result of this research is a range of high quality pull handles that are produced from 1.5mm grade 304 stainless steel, have a 38mm diameter for a sturdier construction and an easier grip for people with limited hand movements, and three different fitting options. UAP’s MD David Jennings said: “We decided to enter the pull handle market as we felt that we could add some real value to it. We have received nothing but positive comments from our customers; the feedback we are getting is that the handle is well designed, have a robust feel and are a good quality product.”

“The handle has a satin stainless steel finish and the up-stand is fitted with a bolt through fixing to provide a neater finish. These will look great on not only commercial doors but also any residential door from a terraced house to a grand design.”

The UAP pull handles are available in six different sizes and are ‘Fit and Go’. A knob handle to match and other designs, including a D shaped design will be available shortly. For more information contact the UAP sales team on Sales@uapcorporate.com.

Solidor have secured yet another industry first as launch partners for the introduction of the Panel Lok product, which has been designed and engineered by GT Window Products. This patented product has been designed to facilitate the easy installation of composite panels into a PVCu door frame, based on the same engineering principles as their proven GT Dummy Sash Lok. The product comprises of two high tensile steel parts and one acetyl moulding and both Solidor and GT Window Products believe that Panel Lok will revolutionise the way composite door panels are fitted. Panel Lok allows the easy fitting of side panels after the frame has been secured into position. In addition, the panel can also be removed from the inside with a flat head screwdriver. The fact that Solidor was approached by GT Window Products as a launch partner, is further testament to their position as the pioneering brand in the composite door sector. Carl Taylor, director of GT Window Products comments: ‘We’re delighted to be working with Solidor as our launch partner, who have proven to the industry that product innovation should be a fundamental part of any business.’

UAP has put serious thought into fixing methods and has made the process of

Gareth Mobley, managing director of Solidor concludes ‘It’s a great and well thought out product that our customers are going to benefit from. We’ve already ordered 1,000 and fitting teams are going to really benefit from this on site.’

www.glassnews.co.uk

For a copy of the new brochure and new colour swatch, or to find out more about their Recommended Installer scheme then log on to www.solidor.co.uk, call 01782 847300 or e-mail enquiries@solidor.co.uk. To keep up to date with all of their developments follow them on Twitter @solidorltd or look them up on Facebook. READER ENQUIRY No: 1113/0043

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ANOTHER SOLIDOR REVOLUTION

READER ENQUIRY No: 1113/0044

November 2013 | www.glassnews.co.uk


DOORS & HARDWARE

The UK’s Leading Industry Newspaper

ANOTHER DOOR DESIGN PORTAL FROM BUSINESS MICROS… Business Micros is cementing its position as the leading provider of online ordering portals for both composite and panel door producers with a new installation for WB Group in County Durham, one of the leading fabricators of PVC-U windows and doors in the north of England and Scotland. Business Micros has designed and installed separate portals for WB’s composite and panel door production enabling its trade customers to place door orders online for the first time. The portals allow customers to select from a range of design, configuration, dimension, colour and hardware options to create a virtual door of their choice. Once they have completed the step by step design stage, they can generate a price for their door and make any changes which are necessary before clicking to order online. An order acknowledgement is automatically generated and sent to the customer via email. WB Group has been a Business Micros customer for more than 20 years and, during that time, the partnership between the two has strengthened significantly. WB Group now uses Business Micros’ Evolution software for manufacturing and order processing, EvoNet for business management and reporting and EvoWeb for online ordering. Business Micros was the obvious choice then for WB when it wanted to develop its new portals and the process was fast and efficient. WB Group Managing Director Tony Craggs said: “Business Micros proved once again why they are so important to our business.

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They immediately understood our brief, they responded quickly with the technical and design work we required and, because they are so experienced in developing and installing these portals, they anticipated and resolved problems before they became an issue.” WB is officially launching the portals to customers this month but has already previewed the panel portal and the response from customers has been really positive. Tony Craggs adds: “Customers have told us that they love the fact that they get an instant order acknowledgement in their inbox and they love the speed and ease of use of the system.” Once both portals are fully live, Business Micros will integrate the online door ordering into WB Group’s existing Evolution order processing so that the systems communicate effectively and there will be no requirement for double inputting saving lots of work and time. WB Group will also be offering trade customers the option of using the design element of the portal with retail customers so that they can picture their chosen door before they place an order, helping to close more deals. Business Micros’ Managing Director Graeme Bailey says: “We have already developed more than a dozen door portals for some of the UK’s biggest door names and demand continues to increase as suppliers respond to the requirements of installers for fast, reliable and user friendly online ordering. We develop a bespoke solution for every customer but these are always underpinned by our robust and well proven technical platform.” Door suppliers can see demonstrations of both the Business Micros composite door and panel door ordering portals at www. businessmicros.co.uk. The WB Group website is at www.wbgroup.co.uk. READER ENQUIRY No: 1113/0045

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www.glassnews.co.uk | November 2013

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The UK’s Leading Industry Newspaper

MACHINERY

! RT PE EX

MACHINERY EXPERT

MACHINERY EXPERT

Steve Haines, Sales Director at Stuga Machinery explains to Glass News why dealing with a British machinery manufacturer is an advantage.

Stuga & sawing & machining In 1999 after many years of building automated sawing centers and various machining centers Stuga were being pressed for fully automated and joined up sawing & machining, so all of the expertise of production and design came together to create The Flowline Sawing & Machining center.

doing away with expensive contour blocks throughout the machine and making a huge reduction in the cost. It also made the cost of adding or changing profiles much more sensible. Another change by Stuga was to introduce a rotary tooling system that created endless flexibility. The established machines used fixed heads to mount the spindles that carry the router bits whereas Stuga machines can move their router bits to any position within three hundred and sixty degrees profile by profile, meaning that many profiles can be easily accommodated. The next key development was to introduce a lateral buffer

This machine was the first British machine among several German ones that were vast in size and price but, more importantly, most were not really designed for British casement windows. Our window styles, complete with reverse butt welds, differ very much from the simple styles found in Germany and central Europe. As a result of the success of the Flowline Stuga has continued to build and develop a range of automatic sawing & machining centers with output volumes starting with the AutoFlow-2 at 400 windows per week to the ZX3 at 650 windows per week and the ZX4 at 900 plus per week. Back in 1999 Stuga started out by turning the profile onto the wider, flat surface, thereby

“The established machines used fixed heads to mount the spindles that carry the router bits whereas Stuga machines can move their router bits to any position within three hundred and sixty degrees profile by profile, meaning that many profiles can be easily accommodated.” 30

station between the sawing and machining modules thereby reducing conflicts whereby one operation is waiting for the other. The knowledge that was developed by Stuga was always used to improve the machines with enhancements like software to economically control and use offcuts as quickly and efficiently as possible. In house creation and control of software means that Stuga can constantly improve it. Recognizing there was more to a machinery sale than just offering the cheapest price whilst making outrageous output claims Stuga

offered a consultancy to advise customers exactly which machine they needed, how it would work in the factory, which way it would feed and what it would do. Also guaranteed output figures were given, which is not difficult, as the software on-board can be analyzed to calculate exactly how long each function takes. It was interesting to hear the excuses from some of the competition that had massaged the figures and then had to suggest it wasn’t possible to calculate these output figures. Next Stuga introduced the ‘spec day’ where one of their software team went to the customer and checked every detail of profiles and preps but also took a person from the window design software company with them to ensure a coherent installation. This had never been done before. Stuga learnt very early on that the traditional method of getting a technician to install the machine, show the operator the main functions and get out as fast as possible wasn’t right and introduced a step by step method of install that passed the training over to a person properly trained to do it. The install includes properly managed modules relating to machine operation, machine maintenance, fault finding and health & safety training. In addition time is taken during a three week period to debug onboard programming faults in some depth as they always exist but are often not taken care of efficiently by others. Stuga offer expertise and the comfort that goes with dealing with a good British manufacturer. For further information please call 01493 742348 and ask for Steve Haines or visit www.stuga.co.uk.

AutoFlow-2 Rotary Tooling Station

READER ENQUIRY No: 1113/0048

November 2013 | www.glassnews.co.uk


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MACHINERY EXPERT

The UK’s Leading Industry Newspaper

Vitrum Visitors

Ready to Invest

Joe Hague, Promac’s Group Managing Director, talks to Glass News about the latest machinery innovations on show at the recent Vitrum Exhibition.

High Precision

Soft Solutions range of quality scanners also attracted a great deal of interest from those looking to audit their quality process. The company exhibited the revolutionary 3D edge scanning system that checks and archives the quality of edge processed glass. High precision is possible because the scanner ‘flies’ over the glass so the glass doesn’t need to move through the LineScanner which inevitably causes some movement and affects the reading. The LineScanner also has a tremendous new interface, designed specifically for touch screen usage on the factory floor. Visitors to the Soft Solutions stand at Vitrum saw two vertical LineScanners, a Horizontal LineScanner, Cullet Scanner, Edge Scanner and Virtual Digitizing – all supporting the drive for higher quality and improved productivity on the shop floor.

Promac is one of the industry’s leading suppliers of machinery, service, spares and consumables, and we’re pleased to report another successful glass exhibition in Milan at Vitrum with our Italian supply partners For.El, Mappi, Macotec, Mistrello and Soft Solutions. Once again this important European glass show proved popular with Italian and international visitors alike. There is no denying that Vitrum isn’t as big as it used to be, but that doesn’t make it any less important or worthwhile to visitors that take the time to attend. Nowhere was this more evident than in the steady stream of visitors we met on all our suppliers’ stands.

A Step Above the Rest All our partners reported healthy interest from companies looking to improve performance through quality and productivity with a tangible improvement in client confidence and readiness to invest in machinery. For.El for example impressed visitors with their ‘Step Above the Rest’ concept, where they displayed various hi tech modules from their range via raised platforms, giving prospective customers greater access to the machinery than ever before. Promac invited a number of high profile UK based flat glass manufacturers to the stand with all reporting how impressed they were with the level of technical innovation, performance and build quality of the machinery platforms.

technology that ensures improved productivity and quality. A new and exclusive Total Convection System allows tempering of all types of coated glass. This machine also includes the unique feature of all Mappi International furnaces, the opening at the side of the heating chamber, allowing complete access to internal components.

Promac is legendary in its support for industry exhibitions and believes them vital as a means of keeping the industry up to date with the very latest technology and developments and Vitrum is no exception. It’s a great platform for leading representatives from the international glass machinery industry to come together and showcase to all. For more information about Promac, their products and services, visit www.promac.co.uk or call 01788 577 577. READER ENQUIRY No: 1113/0050

For.El demonstrated a whole range of manufacturing options including high speed precision grinding in a vertical plane, a high speed sealing robot designed for stepped glass in all four planes and sealing of triple glazed units, a gas coupling press, T-Spacer applicator and a completely redesigned spacer bar bending machine with a unique clamping and turning device which delivers ultimate accuracy and assurance of the turned corner.

Improved Productivity Visitors to the Mappi stand showed close interest in the unique Lammiflex 1500 glass laminating oven as well as the established ATS Eco Convection furnace, Mappi’s innovative tempering furnace for the precision, high speed processing of flat glass with incredible efficiency that ensures improved productivity, quality and reduced energy consumption. The Lammiflex 1500 glass laminating machine is the only furnace on the market that enables lamination without the need for autoclaves and climatic chambers. The furnace also has five independent shelves for the positioning of glass, and allows for the glass to be different thicknesses as well as curved. There is also the option for five more shelves to optimise the loading and unloading of the glass and improve productivity. Mappi’s ATS Eco Convection meanwhile is the new horizontal furnace for tempering glass with advanced

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MACHINERY EXPERT

The UK’s Leading Industry Newspaper

Dave Thomas says:

“strong machinery sales in 2013 are a sign the industry is picking up!” Haffner GB Ltd is celebrating a year of strong sales across the board. And for Dave Thomas, Haffner’s Managing Director, the sales figures give him more than one reason to celebrate. “It’s obviously great news for our business because it shows we’re offering the products and service that people want,” he says. “But more importantly, it’s evidence that confidence is returning to the market and a growing number of fabricators are investing in their businesses again. It’s a good sign that things are picking up.” While sales of reconditioned machinery have remained broadly steady throughout the recession, new machinery sales have shown a marked increase this year, particularly in the last few months. In September alone, the company has taken orders for three of its flagship SBA machining centres, while sales of the revolutionary SMR-4 Welder are growing too. Dave says, “The quality and technological advances of the new machinery that’s on the market from Haffner is breathtaking and offer so much more than previous generation machinery,

so with increasing confidence in the market, there’s growing interest and commitment. Our new range of SMR three and four head welders, for example, has got numerous features and offers huge benefits in terms of speed, accuracy and the finished quality of products.” He adds, “We also offer some excellent part exchange packages that make investing in new machinery a viable and attractive proposition. For example, a new Haffner machining centre won’t cost you much more than an upgraded machine from another supplier.”

“The new centre comes with Business Micros and First Degree machine links included, plus there’s a two year warranty on parts and labour and service visits are free during the warranty period. Subject to status, we also have various five year finance packages that let you take advantage of current low interest rates.”

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“We only require a 10% deposit and we have a £30,000 part exchange scheme on complete and working Haffner, Stuga, Rapide, Schirmer and Elumatec machinery. The new centre comes with Business Micros and First Degree machine links included, plus there’s a two year warranty on parts and labour and service visits are free during the warranty period. Subject to status, we also have various five year finance packages that let you take advantage of current low interest rates.” He concludes, “More and more fabricators are gaining the confidence to make the investment and have the additional reassurance that we’ll give them sound advice and excellent service too.” And that’s the key point. Confidence may be growing, but fabricators will never make a significant investment lightly. Not only does Haffner offer quality machinery, it also offers a support service that adds genuine value. There can be little doubt that it’s this package that has resulted in Haffner benefiting from the upturn in the market. Tel: 01785 222421 – www.haffnergb.com READER ENQUIRY No: 1113/0052

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November 2013 | www.glassnews.co.uk


MACHINERY EXPERT

The UK’s Leading Industry Newspaper

KOMBIMATEC HELP PERFECT GLAZING BECOME THAT BIT MORE PERFECT WITH THEIR 4HDV/140 WELDER So impressed with the Kombimatec 4HDV/140 Four Combination Head Welder they already owned, Scotland-based manufacturer Perfect Glazing decided to double up and pick up another one. As one of the most respected manufacturers and suppliers of windows, doors and conservatories in the UK, Perfect Glazing knew exactly what they wanted when searching for a new welder to help ease the increased demand for their products. Informing Kombimatec of their need for a new welder, it only made sense they purchase another of same being they were so impressed with it first time around. Besides being easy to use and simple to maintain, the Kombimatec 4HDV/140 welder features individual start buttons for each head, has total flexibility – four heads can be used together or they can be used in numerous other combinations – and it adapts quickly when changing between corners, transom & cross welding. Providing greater fabrication flexibility than ever before, Perfect Glazing Director David Singh was quick to admit that if it ain’t broke, don’t fix it. “The reason we picked up the same welder as before was all down to the first one being one of the most reliable machines we’ve ever had,” Singh claims. “Also, any parts needed to help maintain its reliability have always been pretty easy to obtain.” Touching briefly upon the customer service aftercare demonstrated by Kombimatec, Perfect Glazing’s Director adds, “Their aftercare is good in comparison to other companies, especially with us being all the way up in Scotland. They sent an engineer up when we first installed the welder, however we’ve not since required an engineer being the machine is so reliable.” www.kombimatec.com

READER ENQUIRY No: 1113/0055

www.glassnews.co.uk | November 2013

SYNSEAL K2 KILN’S BIGGER, BETTER, FASTER

& GREENER TOO Synseal’s Global Glass division can now toughen twice the glass at its K2 plant in Blackburn, all faster, to a better quality – and save energy – thanks to an advanced new furnace there.

The Tamglass ProConvection unit is both 40% bigger and 40% faster, doubling the existing capacity at the Lancashire facility. It is now capable of processing a greater number of glass sheets given the furnace’s impressive size (4,800mm x 2,440mm), which is significantly bigger than the previous plant.

“As well as keeping all our products very cost-effective, it will also give improved visual quality with reductions in bow, ripple and edge lift, and we are in no doubt the increased capacity and improved quality will be more than enough to satisfy all our customers, fabricator partners and professional installers alike.”

New Edgebander helps Vista reduce U-Values even further Vista Panels, creators of arguably the highest specification composite door on the market today, has invested £220k in new machinery to improve quality and expand their product range. Vista recently purchased an edgebander, beam saw and paint spray booth, all of which are now fully operational at the company’s 50,000 sq ft factory in Merseyside. The edgebander applies a uPVC strip around the edge of Vista’s composite door, significantly improving the products thermal performance. The edgeband is available in three colours – White, Woodgrain and Light Oak – and enables some doors styles to achieve a U-Value as low as 0.8 W/m²K, an improvement of 0.2W/m²K.

and anti-bump, snap, drill and pick cylinders, helping it meet PAS23/24 and Secured by Design standards. Other features include a three way adjustable hinge, triple sealed outer frame and stainless steel hardware which is backed by a 25 year guarantee. All composites are manufactured using the Nan Ya slab and are available in five working days. For more information call 0151 608 1423 or visit www.vistapanels.co.uk.

As Keith points out, the Vista composite door is incredibly secure, containing a 5-point lock

Synseal Head of Marketing Mark Schlotel says, “This furnace is one of the fastest and most advanced on the market. It represents a very significant investment for Synseal and K2 but it will be more than worth it in the benefits we know it will bring to our customers. As well as keeping all our products very cost-effective, it will also give improved visual quality with reductions in bow, ripple and edge lift, and we are in no doubt the increased capacity and improved quality will be more than enough to satisfy all our customers, fabricator partners and professional installers alike.” “It can also process any kind of glass, be it clear, Low E or high performance solar control, which makes it extremely versatile. In short, we are very unlikely if ever to hear of any order it cannot fulfil.” The high convection furnace not only uses the Tamglass HeatEx system to recycle a high proportion of the heat it generates. It has also been upgraded for Synseal with special inverters to reduce the energy consumption of the blowers and further reduce its carbon footprint – all major plus-points to add to Synseal’s enviable environmental credentials. With installation and commissioning successfully completed at Blackburn, the unit went into production at the end of October and has already proved its worth with efficient processing of orders for all types and sizes of roof glass.

The £20k colour coating facility meanwhile enables Vista to offer composite doors in Duck Egg Blue, Chartwell Green, Cream, Anthracite Grey, Slate Grey and Moondust Grey alongside their existing colour range. Managing director Keith Sadler discusses the machinery investment in more detail and explains how it will benefit Vista customers: “Energy efficiency, aesthetics and security are the key drivers in the composite door market and we wanted to make sure we were offering cutting edge products ticking all these boxes. We already manufacture one of the most secure composite doors on the market today, so we made these investments to improve thermal performance and extend our colour choice. The edgeband significantly lowers the U-value of our door while the extra colours give our trade customers extra options to sell and the ability to differentiate from the competition.”

The Global Glass plant at Blackburn specialises in creating insulated glass units for roof glazing applications, including the premium quality Celsius performance glass range. This specialisation means that 100% of the glass units produced have to be toughened; this investment was therefore key to improving performance.

Keith Sadler, managing director of Vista Panels. READER ENQUIRY No: 1113/0056

READER ENQUIRY No: 1113/0057

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CONSERVATORIES

The UK’s Leading Industry Newspaper

Solid roof conservatory Building Regulations become more stringent As Building Regulations in relation to solid roof conservatories become more stringent, Connaught Conservatory Roofs Ltd teams up with Rotherham Building Control to help installers gain approval.

HL Plastics acquires remaining 50% of Zoom Conservatory Roof Systems HL Plastics Ltd has acquired the 50% of Zoom Conservatory Roof Systems it did not own from The Capulet Club LLP. Capulet is Martin Randall’s investment vehicle which two years ago bought the assets, designs and intellectual capital from Epwin Group. Roger Hartshorn, Group Managing Director of HL Plastics and Liniar Window Systems, and Martin Randall, Chairman of Crystal Direct, teamed up to invest in Zoom and the conservatory market. HL now owns 100% of Zoom Conservatory Roof Systems. The purchase includes the complete manufacturing facility, assets, customer base, designs and intellectual capital. The Zoom Ready business is relocating to Derbyshire to a site alongside the Zoom Liniar warehouse. Zoom Ready’s existing production team, including Keith Langley General Manager, is also relocating as part of the purchase. The new Division will be headed up by Keith. Martin Randall says: “We invested in Zoom because both Roger and I saw the immense potential for conservatories and conservatory related structures. And we recognised what a brilliant roof Zoom is. That’s why we based our marketing campaign on Zoom’s 21 brilliant ideas, really big benefits other roofs

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don’t have. We still believe in the immense potential for conservatories, but Crystal Direct, my other business is growing very fast, propelled by a couple of very large, exciting contracts with big potential. So, I’ve decided to focus on Crystal Direct. We’ll continue to supply complete conservatories - the demand for them is also growing fast - incorporating the Zoom roof through Crystal. We have a supply agreement with Roger. I’m looking forward to the impact of Roger’s new product developments on their sales too.” “We’re very excited by the progress we’ve made in the last two years”, says Roger Hartshorn. “Zoom is already the most technically advanced roof on the market, and we are committed through innovation and continuous development to stretch its technological lead. We are also committed to expanding the roof kit business and bar length sales to the Liniar network of fabricators. Our range of advanced thermal products is about to launch, and we’ll be offering a wide range of perfectly matched coloured roofs to complement our window and door ranges. These developments will give our customers a continuing sales advantage.”

Did you know that Building Regulations may now apply to solid conservatory roofs? If your heart just sank at the additional paperwork and hassle that will create, don’t panic. Connaught Conservatory Roofs Ltd, manufacturer of the innovative solid Guardian Roof, is on hand to help. That’s because the company has partnered with Rotherham Building Control to provide a fixed cost approval service on installations of the Guardian Roof, available to all installers nationwide for £300 + VAT. Paul Saltis, Connaught Conservatory Roof ’s Sales Director, says, “The Guardian Roof has Local Authority Building Control (LABC) approval, which will be a great advantage to installers. The partnership arrangement with Rotherham Building Control Consultancy also means that installers can be sure of working with a dedicated officer who is familiar with the Guardian Roof system, having a quick application turnaround, getting access to the expertise needed to provide area weighted U value calculations if required and a rapid phone payment facility. All in all, it removes the headache from getting Building Regulations approval and gives peace of mind to both installers and homeowners.” Bruce Carter, Building Control Manager at Rotherham Building Control Consultancy, which is acting in association as a part

of Rotherham Metropolitan Borough Council, explains the changes to the Building Regulations by saying, “Since Building Regulations were introduced in 1965, conservatories have always been exempt because they were considered to be lightweight additions to a property. Up until recently conservatories have been limited to having translucent roofs, typically glass or multi-layered polycarbonate, with the drawback of that occupants have to suffer seasonal heat loss and solar heat gain through winter and summer months. The introduction of solid roofs has meant that homeowners can insulate themselves against these seasonal temperature variations, meaning that their conservatories can be a genuinely year round living space. However, the addition of a solid roof means that the former conservatory is no longer deemed to be of light weight construction and is subject to control under the Building Regulations.” Solid conservatory roofs have proved themselves to be a revelation for many conservatory owners, adding value to their homes and their lifestyle. This makes them a valuable addition to any installers’ portfolio. The need for Building Regulation approval will give many homeowners an additional level of reassurance that they have invested their capital wisely and with the support that Connaught is offering to gain compliance, installers will be able to leverage this trust factor very easily. Connaught’s strapline is “We do more so you do less.” The partnership with Rotherham Building Control is a perfect example of this philosophy in action. Tel: 01709 710100 www.connaughtroofs.com

“Martin has put Zoom on the map in the last two years with regular high profile marketing,” Roger says. “So, large numbers of fabricators and installers already know about Zoom and its benefits. Now we intend to add even more benefits and build on that foundation.” Tel: 01332 883800 READER ENQUIRY No: 1113/0058

READER ENQUIRY No: 1113/0059

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www.glassnews.co.uk | November 2013

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CONSERVATORIES

The UK’s Leading Industry Newspaper

Orangery Solutions Creates Double Advantages

WE CAME, WE SHOWED, WE DELIVERED Prefix Systems, launched their new consumer brand, A New Room, to great acclaim at Grand Designs Live at the Birmingham NEC from 4th-6th October 2013, generating a number of qualified leads in the process.

Orangery Solutions is geared towards providing customers with the best opportunities for growth by obtaining the most from higher value opportunities. One recent Orangery Solutions installation demonstrates how grand design is increasing steadily as homeowners look to add individuality and premium value to their properties. The 13.5 m x 3.6m double orangery incorporated 2 sets of bifold doors to give the homeowners a feeling of open space with minimum divide between house and garden. The brief required supplying products to match the highly stylized architect’s design that would offer only the best in terms of insulation and overall aesthetic appearance. The installation was designed to fully extend the rear of this prestigious property while maintaining a seamless appearance with the original home. The brick parapet style orangery had two stylish sail canopies added for dramatic effect on the finished installation. The Orangery Solutions team was contacted to supply full structural calculations for the entire project, along with a 3D overview of the expected appearance of the completed orangery. This simulation helped to further substantiate the final appearance of the structure, highlighting technical elements and any required changes as the installation was to progress. For the homeowners, the new orangery was to become an integral living area which would be used every day, so required only the highest performance products to be incorporated. This included specialist, high performance roof glass to cope with fluctuations in temperature. Paul Nellis, Managing Director, Orangery Solutions “We are tapping into the aspirational appeal that consumers are searching for with an orangery installation and over the last couple of years we have seen a complete transformation in this market. Year round living with bespoke design has become the ‘must have’ for investors looking to add value. For customers the ease of installation is appealing with lower overheads and reduced site time.”

SYNSEAL ‘SUMMER’ SHINES ON

ORANGERY ORDER BOOKS

Conservatory installers are being offered tempting discounts in a Synseal initiative to promote its Global Summer orangery-style system on show sites.

for customers who would like an orangery but think it would be out of their price range.” “It means our Synseal fabricator partners can offer the look of an orangery at something nearer to conservatory prices and there is definitely a place in the market for that.”

Steve Allcock, MD of Stafford UPVC said of the system, “We were impressed when we first saw it exhibited at the FIT Show and booked one for our site immediately.”

“Orangeries may be very desirable and aspirational home improvement but some homeowners are reluctant to commit to a big investment. Our Global Summer system looks sensational and gives them a very attractive compromise.”

Commenting on their presence at the FIT Show, Mark Schlotel, Synseal’s Head of Marketing stated, “Since appearing at the FIT Show we’ve seen a notable increase in order levels for our Global Summer hybrid orangery.”

Global Summer is a design enhancement of Synseal’s market leading Global conservatory roof and uses decorative fascia cladding and internal pelmets to give the appearance of an orangery without the need for parapet walls or conventional lantern roof systems.

“This is the kind of product that needs to be seen and the good news is that, once viewed, people really want to buy it. That’s why we are looking to support and establish eye-catching show sites right across the UK.”

It is simple to install as well as giving significant cost savings. The pelmet can be fitted with downlights or integrated speakers to add even more consumer appeal.

“Global Summer fills a natural gap in the market by providing an affordable alternative

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The A New Room stand was packed throughout the show as consumers looked at the options of a Garden Room or a contemporary conservatory, which featured an internal pelmet and the Cornice gutter shroud. The tiled Garden Room was also promoted as a replacement conservatory project through their Refurbish My Conservator venture, which forms part of A New Room. Prefix firmly believe that the conservatory and extended living markets are changing and this proposition was also verified by consumers on the stand. Further marketing materials and a lead generating website for A New Room will be launched in the coming months to support their network of customers in this changing and exciting new market. Chris Baron and Chris Cooke, codirectors of Prefix commented: ‘We had a great show both in terms of feedback about the brand and the products we showed. The leads generated showed that our brand will be one of the most important developments for the conservatory sector in recent years.’ For further information and free copies of their new Garden Room and A New Room brochures contact the sales office on 01254 871800, e-mail enquiries@ prefixsystems.co.uk or add to their considerable following on Twitter @ prefixsystems.

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With over 50,000 visitors in 3 days, the show proved to be the busiest yet at the Birmingham NEC, as visitors ploughed through the doors in droves. Based on the Channel 4 TV series, and presented by design guru Kevin McCloud, the event was packed with over 500 exhibitors, across six different sections, covering interiors, gardens, home improvement, self-build, renovations, technology and shopping.

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November 2013 | www.glassnews.co.uk


The UK’s Leading Industry Newspaper

VOICE OF THE INDUSTRY

What’s your opinion? The Editor of Glass News asks:

What do you have up your sleeve for 2014 in the way of innovation, enhancements to existing models or completely new kit?

Most parts of the British market for uPVC windows and doors appears to be enjoying a sustained upturn which is giving the better fabricators the confidence to start investing in new machinery again.

Steve Haines Stuga Machinery

As ever Stuga has been investing in service products and people with the purpose of giving purchasers of their automated sawing and machining centres the best possible experience. Two new service technicians have been recruited ready for 2014 based on the simple fact that the order book is full until the middle of next year. Stuga has always increased its service back-up resource in line with the number of machines being supported in the market. The two main new machines for 2014 are the AutoFlow-2 compact sawing & machining centre with an optional ‘VS’ window facility that produces the frame to sill angle on the frame and the ZX4-MK2 high output centre that can produce around 1,000 windows per week. Both machines have a footprint smaller than might be expected. 2014 is shaping up to be an exciting year at Haffner GB Ltd. I am delighted to announce that we will be adding Fom Industrie’s aluminium machinery centres to our range next year. The company is one of Italy’s leading machine suppliers and I am excited about the machines being part of our portfolio because they’ll complement the quality already offered by our Murat and Haffner ranges.

Dave Thomas Haffner GB Ltd

2014 will also see Haffner’s SMR-4 welder take off. With its auto positioning self centering retracting corner fence and touch screen it’s simply far superior to any other welder on the market. Of course, we recognise that no matter how good a machine is, any investment needs to be carefully considered, especially in the early days of this recovery. It’s why we offer part exchange deals and low rate finance to help you fund your purchase and grow your business. Happy New Year! At Promac we are committed to enhancing customer experience through evolving product and service according to what they need. We see the retail industry as a big influence here, and many of our new product launches reflect this. For example, we are seeing huge interest from these customers in Promac Live Service, which allows customers to receive diagnostic assistance from a dedicated Promac engineer in real time via video link on a tablet device provided as part of the package.

Joe Hague Promac Group

The Promac Xtra reward card has been equally well received, with more than 100 sign-ups at the FIT Show launch alone. The card can be used to earn points against the purchase of goods and services from us. The customer can then redeem accrued points against an existing account or use them to purchase items from a merchandise catalogue. The reward card scheme works on a 1% basis, so for every £10,000 spent, the customer receives £100 in points. We will continue to work closely with our customers and assess their needs in 2014 and beyond, evolving our products and services, and drawing on aspects of other industries which work in order to do this. If you would like more information about Promac, their products and services, visit www.promac.co.uk or call 01788 577 577.

www.glassnews.co.uk | November 2013

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COMPANY PROFILE

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We need to shake this market up says Ultraframe Last month Ultraframe celebrated its 30th birthday, whilst the ownership has been quite diverse over its three decade history, one thing that has stayed constant is the company’s ability to lead the market in good and bad times, today we can see that leadership in action as Ultraframe’s new products are beginning to reignite the desire for conservatories and glazed extensions, in an attempt to leave behind the dire trading conditions the sector has endured in recent years. So what’s on the horizon for the market leader? Glass News caught up with sales and marketing director Joe Martoccia to get the insight into the plans for the company in 2014 and in particular how the Quantal product and brand will figure. “The last few years have been incredibly difficult for the entire industry and we’ve never shied away from the cold hard numbers. For readers that attended the launch of Loggia 18 months ago you’ll remember we really pushed hard the message that we needed to redefine what this industry stood for. It’s a hard message

“We’ve got more Ultraframe roofs going through the factory than we’ve seen in the last five years.”

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example is a Loggia install in Sutton Coldfield delivered by Cherwell Windows. This home owner had gone through the entire planning process for a brick built extension and ended up with a huge Loggia at a fraction of the price of their original plans, but it delivered the light and space they really wanted.

Joe Martoccia.

for people to listen to but it’s even harder to get people to imagine a different type of future that rests in consumer choice and supreme customer satisfaction being at the heart of every sale. A lot of people have made a lot of money out of selling the standard conservatory, Ultraframe included, but the opportunity now is to ensure that every homeowner, at every price point in the market can not only access our systems, but is genuinely excited by the broad range of the offer – right through from a small conservatory, right through to a full home extension. “So that’s the plan. It’s no secret that we’ve got big ambitions, but in reality, it will take serious investment and we’re incredibly fortunate that we’ve got that backing from our main shareholder. I think where we’ve needed to focus is ensuring that we choose a handful of systems that will enable our dealer network to really open up the opportunity in the single storey home extension market, a target market that could provide a potential doubling of our traditional market. Without question we are seeing our partners close down sales with customers that were firmly in the traditional extension space. A fantastic

“It’s an incredibly exciting time in this business. But it’s exciting because we’re also supporting our partners in their growth. Reality is we had to make some incredibly tough short term decisions for the long term benefit of our dealer network. If we look at Quantal. We recently made the decision to move all the production to Clitheroe so we can ensure that the R&D investment in this business is shared amongst all of our roof systems. There is some very clever technology in the Ultraframe roof that can help improve and importantly future proof the Quantal system, it’s much easier to make that happen when all the production is in one single location – Quantal is a vital component in the Ultraframe armoury and this is our real opportunity to give it the attention it deserves and ensure our Quantal network can also benefit from our extension market proposition and the exciting pipeline of new product development. “I guess if we turn our attention to the business performance at Ultraframe, we’re pleased that we anticipated the depth of this recession and developed a much broader proposition to deal with a much wider customer base. We’ve got more Ultraframe roofs going through the factory than we’ve seen in the last five years, that’s without adding Quantal into the mix and the support for our fabricator network has never been stronger, this two pronged approach to the market ensures that we can offer an unbeatable service to anyone and everyone wishing to buy an Ultraframe, Wendland or Quantal roof and ancillary products. “The business planning is paying off. We’ve got a really comprehensive mix of roof types and structure types, once we bring our two solid roof products to market we really can truly exploit the single storey extension

market. Our realROOF product will be ready for deliveries in January with extensive field trials proving a real success. We have been previewing our product over recent weeks to a number of our dealers, this collaborative approach to product development has proved a real success with our network becoming a part of our product fine tuning, the feedback has proved invaluable with a few product tweaks coming from these sessions. Livinroof will be ready for launch in April 2014, completing our solid roof product offer, our partners will be able to choose a number of options covering both new build and retro-fit, an unbeatable package. Without question we will be experiencing some of the biggest changes this business will have seen in its colourful thirty year history, a new chapter has been started, it’s really a reflection of the state of the market. We’re investing a lot in two different roof systems – both have their place in the market – but reality is we are still the only roof manufacturer that has permanently got one eye on the future. In the next few weeks our dealer network will be positioning the most powerful consumer video campaign this industry has ever seen. The footage really gets to the nub of the issues this market has denied for a long time. Consumers want four things. They want quality, they want choice, they want to be informed about the range of options available to them but most importantly they want to be a part of the decision making process and the design of their new conservatory or glazed extension, they most certainly don’t want to be patronised and “sold to” in their own home – it’s our ambition that we’ll help deliver all four with products, exciting new sales tools and an element of training. Watch this space – 2014 will be an incredible year for this industry.” READER ENQUIRY No: 1113/0065

November 2013 | www.glassnews.co.uk


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TRANSPORT & HANDLING

For over 25 years Top Fleet / VSS Group LTD have been designing, manufacturing and fitting glass carrying systems, with both internal and external frails for all types of vans. Frails are manufactured to the specific requirements of each individual customer, taking into account their needs and the intended use of the frails. Brief product range • The Pole System is designed for sheet glass, sealed units and shop fronts. • The Strap System is a frame rack for transporting UPVC windows, large frames conservatories and also garage doors. • Internal Glass Racks are made from the same high grade aluminium as external frails, light yet strong and safety tested. • Fascia Roof Racks, we have specialist five metre roof racks for fascia, soffit, ladders and materials.

All with our 3 Year Warranty.

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External Racks are tested by Ceram for strength and carrying capacity Tests found that the ultimate failure load was in excess of 20kN per metre length of ledge, equivalent to more than two tonnes per metre length meaning Top Fleet racks are more than up to even the toughest job. Remarkable when you consider the average racking systems weighs a mere 69kg! Fitting is carried out either in the factory or at the customers’ premises, according to their preference. Always on time, with unrivalled level of customer service and attention to detail. Competitively priced and with outstanding craftsmanship by our experienced team make Top Fleet glass carrying systems the Ultimate Glass Rack. 2013 has so far been the company's busiest yet, as an everexpanding list of customers from one-man businesses to blue chip companies turn to Top Fleet to provide them with the lightest, safest and best value glass frail systems to keep them looking great on the road every day.

“Fitting is carried out either in the factory or at the customers’ premises, according to their preference. Always on time, with unrivalled level of customer service and attention to detail.”

“2013 has so far been the company’s busiest yet, as an ever-expanding list of customers from oneman businesses to blue chip companies turn to Top Fleet to provide them with the lightest, safest and best value glass frail systems to keep them looking great on the road every day.” The team is led by Andrew Gallear Works Manager and Nicholas Ratcliffe Sales Manager, the company team have over 50 years experience with outstanding knowledge of the products and the customers’ needs.

Speak to our team for a quote! Tel: 01902 404050 / 0845 500 8800 Email: sales@topfleet.co.uk / www.topfleet.co.uk

READER ENQUIRY No: 1113/0067

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GLASS NEWS INTERVIEW

The UK’s Leading Industry Newspaper

Godwin’s Field of Dreams It was the James Earl Jones character who said, “People will most definitely come.” This, however, was in the film ‘Field of Dreams’ and referred to Kevin Costner building a baseball field at his farm in Iowa and not one of the founding fathers of the FIT Show, Paul Godwin, building the first FIT Show in Telford. I, like the aforementioned Kevin, was one of those sceptics and well remember sitting in a restaurant in Hinckley in the summer of 2012 and saying to Paul, “Why Telford? No one will come!” My similarity to Kevin Costner ends at that point.

So Paul, the people came.... They did. And so did the exhibitors. The fact is most of the doubts came from a few members of the press with one or two comments along the way from others. Occasionally those doubts tested our faith but buoyed by an Operations team that believed totally that it was the right venue we stuck with it and set about making it work.

I’m sure I wasn’t the only sceptic that thought Telford was wrong but, interestingly, it didn’t stop us from booking our pitch and investing in the FIT Show. Was it because we needed a show or that we were scared of not being there if our competitors had signed up? All of that and more. I also believe that the marketing, the fantastic imagery that our agency created for us did much to convince people. This industry wears its heart on its sleeve – it is highly responsive to great marketing and selling, both of which have played crucial roles in its success over the years. It was the right thing, at the right time. Matthew (Glover – co- founder) and I

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both detected a groundswell of opinion that the industry wanted its own forum, so we followed that through.

The FIT Show was highly effective at generating high quality sales leads – more than 60% of visitors were fabricators and installers – and that should also be the case for 2014. Each exhibitor generated an average of 147 sales leads, a figure that should keep a sales force busy for a few months at least. That in itself is an excellent reason to take a stand at 2014. Fortunately more than a hundred companies so far agree with me. Companies need new customers. And if I had found a means of generating new leads as efficient as The FIT Show turned out to be, I would jump on that and keep going back as long as it worked for me.

A successful show and we all looked forward to the next in 2015. But suddenly, June 2014 is scheduled for the date. Is it too soon? Who said 2015? No one at FIT Events Ltd… Yes, our research indicated that the supply side of the industry preferred a biennial show but by no means was that unanimous. A small majority of visitors said they’d prefer an annual show. My experience working with Glassex over more than a decade gave me a clear view that a show every couple of years would be the preference. However, there had been no effective event for several years, even with 6000 visitors we didn’t quite get everyone and, more than anything else, exhibitors and potential exhibitors convinced us that a show just over a year later, as a one-off annual cycle, was required. 75% of stand space contracted in less than 6 months would seem to confirm that demand.

Talking of statistics and visitors in general, it was billed as the Fabricator and Installer Trade show....different to Glassex, which was more a general fenestration show, but the demographics from visitors to FIT say that they were actually identical to Glassex... Of course they were…at least in percentage terms. But in theory Glassex had a far wider remit even if the natural market for the event was the home improvement sector of the window, door and conservatory market. The FIT Show was created from scratch for the industry of the 21st century so everything was organised to suit the industry as it is today, including the venue, which most exhibitors and visitors appreciated.

I know it was always your aim to encourage the installer, and even the very small installer, to visit FIT. Did that work? It worked pretty much as we anticipated. We always believed that a number of installers in particular never read a trade magazine. We therefore backed up our advertising with direct snail-mail and email shots though we

Paul Godwin FIT Events Ltd.

still missed some of them. I recently met a successful window and door retailer whose showroom is around 2 miles from where I live and he had never heard of The FIT Show. He admitted that he never read a trade magazine either – and neither can he open his post! We spent considerably more than £550,000 on marketing for the last show but obviously we can’t get to everyone. We continually evolve our marketing to try and get to everyone however, and have some great ideas for 2014 for how to drill down to installers who are essentially ‘off the grid’.

Going back to the exhibitor and the fact FIT 2014 is going happen, I know many companies geared new product launches around FIT 2013, and there are some who are concerned that they are unlikely to have something to launch and justify their presence. Is that a concern? Not at all. The FIT Show was highly effective at drawing thousands of buyers together in the same place, at the same time – a successful exhibition should provide the most effective sales and marketing tool available. Even the most successful exhibitor at the launch show did not meet every visitor or anywhere near it. I believe that companies should look at The FIT Show as a highly effective means of reaching new customers, whatever they are offering. Are they only effective when they have a new product to sell – is that the only time they go out to recruit new customers? Of course not.

Now a thorny one....Fensterbau. When we all thought FIT would be on alternate years to Fensterbau, it seemed to make good sense. However, with FIT 2014 slipped in, is this going to make things difficult for companies? Let’s put things in perspective: Festerbau is quite extraordinary, a huge event that attracts thousands of window people from all over Europe. But not from Britain. Just 7 companies exhibited from the UK at the last Fensterbau. There were around 700 entries recorded from UK visitors, which also includes the Holz Handwerk woodworking fair that accounts for around half of the total event. Few people will travel to Nuremberg for a single day, which means that probably less than 350 visitors attended the two fairs from the UK. So at a push, perhaps a couple of hundred buyers attended Fensterbau from the UK, figures provided to me by the very nice lady from Fensterbau We are presently in discussions with Fensterbau and by the time this is published it is likely that we will have a cooperation agreement with them. Fensterbau is the only choice for companies that wish to reach mainland Europe – there is no question about that. And Fensterbau openly acknowledges that The FIT Show is the only exhibition that will reach British buyers in large numbers. We are developing a very positive relationship with Fensterbau and may well have a presence there in association with the organisers next March.

Has it affected sales for FIT 2014? No…We set The FIT Show in June to avoid any logistical issues with Fensterbau, such as exhibits or machinery to be used at both. Otherwise, mainland European-based companies such as MACO for example, recognise that the two events are quite different and reach different markets with no meaningful crossover, and will appear at both.

November 2013 | www.glassnews.co.uk


TRADE NEWS

The UK’s Leading Industry Newspaper Continued from page 1...

They built it; and they came.

So with 8 months to go, you only have 25% of stand space available?

access as well as the fact that prices for food and drink were very reasonable compared to some other venues.

Correct. We have re-drawn the floorplan to offer a greater choice of smaller stands to allow a wider variety of companies to consider exhibiting. Decent sized plots are available from just £5,000 (plus VAT). All they need to do is show up with their graphics and products and spend no more than they need to on accommodation and subsistence. If they work hard they could pull enough leads to keep them going for a year. The lead generation for smaller stands at the launch event was very impressive and we can give details of this to companies if they are interested.

Was Hall 4 an issue as it seemed quieter than the other halls?

Have you found that you have attracted new exhibitors through the success of FIT 2013 or is it pretty much a rebooking situation? A mixture of both but some very significant new exhibitors are coming to Telford for 2014. Around half are new exhibitors.

Harping back to demographics, I’ve certainly heard of some new companies that are signing up for 2014 on the basis that the visitor profile is similar to Glassex and is therefore more attractive to them.... Good.

Having learned from 2013, is there anything you are changing dramatically? Anything that you said ‘this has to change if we do another exhibition’? Really very little. The parking presented some challenges and this will be rectified for 2014 with at least one new multi storey car park being constructed and other overflow facilities. Otherwise The International Centre and the hotels were all excellent and both exhibitors and visitors appreciated the ease of

www.glassnews.co.uk | November 2013

We advised every company that booked a stand in Hall 4 – for next year it will be designated Hall 1a – that visitor flow may lag behind the rest of the event due to the location of the entrances in other halls. But many of those exhibitors have re-joined us for 2014 as the lead numbers and quality remained impressive. Hall 1a will be opened for 2014 when demand dictates but for next year it will have its own entrance. We may have an issue with existing exhibitors wanting to move there…

It sounds as if all is very much under control for 2014, but are you convinced that the ‘people will come’, as James Earl Jones said, for a second year? Is it too much too soon? We don’t believe so, and the indications are that the installer base is keen for another show and we will be doing everything to encourage a good attendance. The first year centred on convincing the trade that Telford would work for them as an exhibitor. We’ve proved that. But there is evidence that many visitors did not expect The FIT Show would be as large as it was and left insufficient time to see everything they could have. I believe the word will have spread by June and visitors will take it more seriously, spend more time with us.

Paul, many thanks for, as ever, a frank and honest assessment of where you are for FIT 2014. We all wish you well... simply because FIT is important to us as an industry and we want you to have continued success. Thank you. We appreciate the opportunity. READER ENQUIRY No: 1113/0071

Complaints are usually generated because people have different expectations of what the finished job will look like, or what constitutes minor remedial work, for example, if installers can’t respond immediately to a query or complaint the situation can escalate and people get entrenched in their positions. It becomes a matter of principle not to back down. Free mediation and inspection by a trusted, independent third party can be invaluable and in fact to date 82% of the complaints DGCOS receives are resolved at this stage. If agreement proves impossible the case can then be referred to the Ombudsman for a legally binding decision, again at no cost to either party. In almost all of these cases the homeowner has withheld monies owed. But generally both complainant and respondent are found to be at fault in some part, and usually some remedial work needs doing before the consumer pays the remaining balance. The contentious issue is always the amount of money the consumer withholds: this may be a very large sum even if only minor remedial work is required, and it may also be out of proportion to the overall project value (installations range from £1,000 to well over £50,000). As a rule of thumb we advise if the contract has been completed and remedial work is required it’s reasonable for a consumer to withhold a proportionate and reasonable amount of the contract value. Of course if there are major problems with an installation then this will differ.

DGCOS In Practice The recent case of Gavin Mills Conservatories Windows & Doors Limited is a good example of how the system works. If the homeowner had gone to court, it could have cost both parties thousands in legal fees; it’s not uncommon for these situations to drag on for years, causing much distress and damage to reputations. A homeowner contracted Gavin Mills to install 16 replacement windows at the cost of £11,000 and paid

“DGCOS commissioned an independent inspection, and a professional mediator was assigned to help resolve the dispute. DGCOS was unable to resolve the matter by mediation, therefore the dispute was put before the Ombudsman for a Determination.” an initial deposit of £3,000. However, when the project was complete the customer withheld the final balance and alleged that some of the windows were incorrectly installed. Gavin Mills responded to the complaint and returned to the property on several occasions to remedy the work according to the customer’s request, but the homeowner remained dissatisfied. Gavin Mills, Company Director, said: “In my opinion we were doing everything right to try and satisfy the customer but communications simply broke down and we were still owed a lot of money. I had discounted the contract by £300 when the survey had to be rescheduled and really wanted to satisfy our customer’s complaint. But when I realised we were at an impasse I knew I had to turn to DGCOS for help.” DGCOS commissioned an independent inspection, and a professional mediator was assigned to help resolve the dispute. DGCOS was unable to resolve the matter by mediation, therefore the dispute was put before the Ombudsman for a Determination.

As part of the investigation, the customer was seeking replacement and repair of all 16 windows, an additional £700 for distress and inconvenience and a further 4 weeks to inspect the works before paying the balance. However, the Ombudsman felt that this was unreasonable and only awarded £200 compensation which was deducted from the final balance. The Ombudsman also declared that withholding the entire balance was unjustified. Gavin Mills added: “After the Ombudsman’s Determination, the customer was ordered to pay more than half of the balance straight away and the remainder upon completion of the remedial works expressed in the inspectors report. I was very happy to finally have the dispute resolved and receive the money I was owed. Without DGCOS’s help and assistance I would more than likely still be owed the money now.” To find out more about DGCOS call 0845 053 8975 or visit"www.dgcos.org.uk.

READER ENQUIRY No: 1113/0072

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TRADE NEWS

It’s business as usual at Eurocell

Chris Champion waylays Chris Coxon, Head of Marketing at Eurocell, to catch up on developments since H2’s acquisition of the company.

Following the acquisition of Eurocell by H2 Equity Partners back in September, it seemed timely to catch up with Chris Coxon to see how things were going. Not an easy task with Chris on a countrywide series of roadshows for the Eurocell trade counter team, but I managed to catch up with him between visits to Leeds and Reading, as he landed back in the office at Alfreton for a few hours. “We’re in the middle of a re-launch of The Dales Collection, our composite door offering,” he said, and looking at the updated brochure it’s a very attractive offering, too. The whole new Dales Collection is beautifully presented in an updated, high quality, coffee table style brochure. “We’ve looked at the range we offer very carefully,” said Chris Coxon, “We’ve ensured the most popular styles and colours are well represented as well as featuring the stunning new doors styles, framing and glazing, too. Together they create an additional 3000 specification configurations possible from the range!”

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For starters, there are three exciting new door styles with The Chelmorton, The Bretton and The Litton. Alongside this, customers now have a choice of six new door panel colours: Anthracite Grey, Slate Grey, Moondust Grey, Eurocell Cream, Chartwell Green and Duck Egg Blue, which are in addition to the seven existing panel colours. It seems that Eurocell don’t do anything by halves and all door panels now feature new PVC-U edge banding, which delivers a 0.2 U-value improvement for better thermal efficiency, along with improved aesthetics.

With 125-plus trade counters offering a one stop shop for installers, its branch network will remain a key strategy for the future. Chris again: “A significant and growing part of our turnover is generated through the trade counters and widening the choice of products for our customers is therefore important. Adding windows, fabricated by local Eurocell fabricators, to that choice has again provided more convenience and choice for branch customers. Surely offering windows direct to installers through the trade

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counters is anathema to Eurocell’s trade fabricator customers? “It was certainly a consideration”, says Coxon, “but by working with the fabricators who wanted to join the network supplying into the trade counters, it has worked very well. Eurocell don’t make windows - that’s our fabricator’s job. By having fabricators producing windows for the various branches on a geographical basis, we have managed to increase their sales to installers. Working with our customers is very important to us.”

Although the second largest systems company, Eurocell’s diversity and channels to market must have had a bearing on H2 Equity Partners’ interest in acquiring the company, but changes of ownership can be problematic with new owners and current management having different views of the future. That doesn’t seem to be the case here. A fairly good barometer is usually the attitude and presentation of the receptionist. Polite, friendly and efficient, the receptionists at Eurocell

seem more than happy with their lot. Talking to one with over five years’ service, she happily stated that the new ownership ‘was business as usual’ and the staff were ‘confident about the future’. So no problems there and, in talking to Chris Coxon about the future, it’s very much onward and upwards. Signed up for FIT 2014, Eurocell is one of those companies that looked at last year’s show, liked what they saw, and decided to book for 2014. “We have to have a reason to attend an exhibition, or

In all, as the literature says, with the choices now available, it’s 3000 times better. In line with everything else that Eurocell produces, quality and customer choice is high on the agenda with the improved Dales Collection of composite doors. Quality hardware, triple seal outerframe, 25-year guarantee on stainless steel hardware, Secured by Design and the peace of mind of £1000 money back if the lock is the point of entry by an unwanted visitor all remain as part of the range. This series of roadshows is for staff in Eurocell branches, which is indicative of Eurocell’s approach: making sure that everyone is prepared for a launch so they can maintain the highest standards of customer service and customer care. To many, Eurocell is a systems company. A successful systems company, turning over in excess of £150 million per annum, but Eurocell is much more than that.

November 2013 | www.glassnews.co.uk


TRADE NEWS

The UK’s Leading Industry Newspaper

“As our vision states and our CEO Patrick Bateman constantly reminds us, our commitment is to working with our customers to grow their businesses and earn their lifetime loyalty.”

to invest that type of money on any marketing venture. We really had no reason to attend in 2013 but 2014 will be different. I don’t think it’s any great secret that Eurocell will have a completely new product to show the trade next year and FIT 2014 is the ideal place for us to launch.” While we can all speculate on the ‘new product’, for Eurocell to invest in FIT 2014, it has to be well worth seeing. 2013 has

been an encouraging year for Eurocell. It has made significant headway in the specification sector at a time when this market looks set to be firing on all cylinders once again. It appears that turnover will continue to grow and Chris Coxon let it be known that they are currently around 10% ahead of budget. While many have experienced growth in the 3rd and 4th quarters, the early part of the year has

meant that results, although not going backwards, have not made great strides forward either. So Eurocell seem to be bucking the trend. Innovation and, as Chris says, ‘aspirational’ products are key to helping Eurocell customers grow their business. In days gone by, Eurocell may have been viewed as having a ‘Me too’ product range. If that was ever the case, it certainly isn’t

now. The launch of Skypod is a case in point. Ideal for providing light in flat roof extensions, garden rooms, garage conversions and the like, Skypod is a PVC-U skylight that has been purposely designed with a unique ridge and spider bar. That means it avoids the bulky end caps, crestings and finials that usually adorn skylights fabricated using standard conservatory components.

Skypod is designed specifically to add height, volume and natural light to uninspiring flat-roofed rooms. Quite rightly, the company claims it is the solution that fabricators and installers have been waiting for, offering modern architectural design and value for money in a single package. It’s available in two formats: in kits from all 125-plus Eurocell branches nationwide and as kits or individual bar length components for Eurocell fabricators. Aspect bi-fold doors have also contributed to Eurocell’s performance this year and the company is seeing more customers trading up to this product from sliding patio and French doors. The Equinox roof system has also taken off, (not literally), providing an answer to tired conservatory roofs and to creating extensions as opposed to conservatories. The tiled roof blends in well with most houses and makes for a cosy, all year round extension to a home. Providing the tools to do the job, as well as training, is high on Eurocell’s priorities and their launch of HomeFrame is a great example. HomeFrame is the first visualisation app in the industry to cover multiple product categories and be designed for Apple and Android tablets. It is simple and easy to use, allowing sales negotiators to superimpose different Eurocell products, styles and colours onto an image of the customer's home (taken with the tablet, or uploaded from the camera roll) or using pre-loaded templates of example house styles. Not only can users re-size individual products in-situ, but images can be skewed to

www.glassnews.co.uk | November 2013

give a realistic perspective on photos. And high resolution rendered product images offer photographic quality finished results. The roll call of products featured on HomeFrame include casement windows, vertical sliders, composite doors, bi-fold doors, French doors, conservatories, Equinox tiled roof conservatories and roofline - and all of these have multiple colour options. You can download for free from Apple App Store or Google Play....just search for ‘Eurocell HomeFrame’. So the offering from Eurocell is extensive and provides both their fabricator customers and installers with quality, innovative products that are right for today’s market. With a steady expansion of the their trade counter network during 2014, the company seems to be set fair to achieve the aims of H2 Equity partners in their 5 to 7 year time frame. A final word from Chris Coxon: “We have a business plan that we are working to that will see Eurocell grow market share. We can achieve our aims from cash in the business and are not looking for investment to make that happen. As our vision states and our CEO Patrick Bateman constantly reminds us, our commitment is to working with our customers to grow their businesses and earn their lifetime loyalty. Their success is our success and we have, and will continue to provide, products with competitive advantage.” “We look forward to seeing everyone at FIT 2014 and unveiling our latest innovation!” For find out more about new and innovative ways to inspire your customers, visit the Eurocell website at www.eurocell.co.uk or call 0800 988 3049.

READER ENQUIRY No: 1113/0073

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GLASS NEWS INTERVIEW

The UK’s Leading Industry Newspaper

“We’re a supplier of products... in our case, that product is people” Chris Champion talks with Mathew Gibson, Managing Director of Chase Taylor, the specialist recruitment agency for the fenestration industry.

Firstly, Mat, you’ve been in the recruitment industry since leaving school so, by my reckoning, that’s 24 years of experience. Is that about right? I actually had a short spell in the financial services industry before starting in recruitment but, yes, certainly 20 years in recruitment and 10 of those specialising in fenestration.

So you’ve seen the good days and the bad days in this industry. Some say that recruitment is a good barometer of the state of the market - so are there good signs of recovery? Quite honestly, companies are always looking for good people and people are looking for positions, but I would definitely say that there is a solid and apparent revival with more companies looking to recruit. Bear in mind, we don’t service the UK alone. There’s Europe and as far away as India. I recently placed a Managing Director for Fenesta Windows, the largest fenestration company in India, manufacturing in excess of 10,000 frames per week. And following the MD, we’ve placed another 5 people in production and administration.

So an Indian company looks for a UK based recruiter? They did, but because they wanted British personnel. We often forget how our fenestration industry is looked at by others - we are looked on as the leaders in this industry and Fenesta wanted the best.

But how would Fenesta know about you in the first place? Believe it or not but the answer is social media! Fenesta found Chase Taylor through the professional social media networking site Linked In.

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Just going back for a moment, it must have been difficult for you when our economy went into recession? We suffered as everyone did. We even had a client who pulled a recruitment drive after the interview stage. That makes things very difficult for everyone but, in their case, they were actually right and virtually anticipated the downturn and put a hold on the recruitment. From the candidate side too, people were holding on to their jobs and not wanting to risk a move. In that situation we did as everyone in the industry did - worked harder and more effectively and kept a close eye on costs.

You have, however, expanded your own staff and invested in a very good website. It seems that the whole essence of Chase Taylor is one of approachability with professionalism. Is that fair? People will always buy from people, and when I set my own company up I wanted it to reflect how I would like to be treated, both as a candidate looking for a job and or as an employer seeking to recruit talent. So friendliness and approachability are important but we are totally professional in everything we do. Our aim is to open up the talent pool and to place talented individuals in the correct niches of the industry. It could be CEOs or MDs or, equally, production, sales or administration staff.

Does Chase Taylor almost follow through an individual’s career, placing them in positions moré than once? That has happened, certainly. But clients must be able to trust us and that includes not poaching their staff simply to fill another commission. Confidentiality is paramount, both for the employer and the candidate. No one wants a situation where a candidate’s CV is sent to their current employer! We’ve all heard of these things....but not with Chase Taylor.

I’m particularly interested in the candidate side and your One Page Me concept... We’ve found that many, and particularly senior people who have been in the industry a long time, don’t have an up-to-date CV.

From left to right: Alison Fagan, Office Manager, Mat Gibson, Managing Director and Emma Allen, Reception / Administration.

The fact that it’s called by a latin name says it all... it’s a bit forbidding, difficult to do, time consuming and so on. On top of that, if a potential employer gets a 4 page CV, our own research says that they are unlikely to read it in depth. They want something that gives them the facts about the candidate’s experience and what makes them tick , and will help them put together a short list for interview. That’s when they’ll get into the minutiae.

So how does this work? Do I pay for you to put my One Page Me together? No! Absolutely not, the One Page Me service is entirely free to candidates. I said earlier that we’re all about opening up the talent pool. We, effectively, take you through a series of questions which are normally ‘tick box’ answers. Those answers are used to put your own One Page Me together....a document that can quickly be scanned by a potential employer and will tell him whether your talents fit their own criteria for a job.

So you could condense my 40 years worth of CV into a succinct One Page Me, rather than it rivalling ‘War and Peace’ in size? Yes, that’s the whole point. Our database of candidates is just as important to us as a database of potential companies who want to hire us to recruit for them. We are very experienced in this industry, recruiting

November 2013 | www.glassnews.co.uk

for window, door, profile manufacturers, hardware companies and so on. In fact we recruited a whole sales team for UAP and you can read about that process on our website. Chase Taylor is just another part of this industry. We’re a supplier of products....in our case, that product is people

Editor comment: I think that says it all: “We’re a supplier of products... in our case, that product is people”. Chase Taylor is a recruitment agency that is very much part of the whole fenestration industry. Just looking at their website you can tell that the company knows their business, but also ours, whatever product or service we represent. Mat Gibson and his team provide a totally professional but friendly service and just reading the testimonials from well known names in our industry, backs up everything Mat and I have talked about in this interview. Telephone Chase Taylor on 01543 404646 or email mat@chasetaylor.co.uk. READER ENQUIRY No: 1113/0074


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TRADE NEWS

The UK’s Leading Industry Newspaper

Quality counts

I heard someone say on the news the other day that “the days of cheap oil are gone”. I’m sure anyone who’s set foot near a petrol station recently will agree! Joking aside, the cost of living is rising. It’s not just fuel but food and other commodities too, and it’s changing consumer spending habits.

Added to our awareness of rising prices is the lack of credit. After years of recession people are cautious about what they buy. The rise in popularity of price comparison websites also shows consumers are becoming more price-savvy – they want the best deal possible.

Homeowners want value for money It doesn’t mean people want cheap. There’s a clear difference between cheap and value for money. This industry has always had a reputation for being focused on price, but no-one wants cheap windows and doors if they break, or fail to do their job properly and need replacing within a few years. That’s not good value for money.

Quality counts; it’s expected. You can sell cheap products and hope for the best, but when they let you down you’ll lose business. A quality product doesn’t have to be expensive or luxury. Quality is something consistent, reliable – something that does what it says on the tin. As prices rise and margins are stretched, it’s tempting for window manufacturers to cut corners. It’s not something we do at Crystal. I started out as an installer so I know how important well-made, reliable products are. Now, as a fabricator, I know I’ll only do well if my customers are happy with my products and service.

The investment is part of an ongoing programme to ensure our products remain first class. Over the past two years we’ve bought a Stuga Flowline cutting and machining centre, two Rotox CNC corner cleaners, two new Quad welders and another high speed Cutting and Machining Centre. As a result, we’ve been able to increase production by 30%, improve lead times and keep our prices competitive. As you’d expect, Crystal has a number of quality control systems in place – every item is checked and double-checked before it leaves the factory to make sure it’s in perfect condition.

This year again, Crystal invested in new machinery to improve quality, output and efficiency in our factory. Our new Stuga door routering machine adds capacity and improves the quality of the machine routered drainage slots and handle and letter plate positions.

We know installers need reliable service too. Crystal’s online quote generator and ordering system lets customers order quickly, and track the progress of their products. It’s fast and easy to use, but we still have a team of customer service advisers on hand – because sometimes you’ll want to pick up the phone and talk to a human being! Each customer is allocated to a customer account team who’ll see you through the whole order process, from quotation to delivery.

We bought a fourth bead saw to guarantee beads are cut accurately to the correct length every time, and our new four-head inline welder improves the accuracy of welding to produce a stronger, better quality window frame.

Crystal Direct is a large national trade fabricator with an unrivalled choice of high quality products and short lead times. For more information call 01462 489 900 or visit www.crystal-direct.co.uk.

Crystal quality from start to finish

“Consumers are priceconscious, but there’s a difference between cheap and value for money.” Martin Randall, Crystal Chairman

READER ENQUIRY No: 1113/0076

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TRADE NEWS

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BBC’s DIY SOS calls upon The Window Outlet for help! Workington-based The Window Outlet was called in to help a local Wigton family for the BBC One home improvement programme DIY SOS, with Nick Knowles recently.

for the challenge to help give the house a complete overhaul, as Director Graeme Pritt explains: “The BBC contacted us following our application and took up our offer of installing a brand new 3-pane New Wave Door.” “The installation was carried out by myself and two of

The Window Outlet's fitters, and took half a day. We then stayed at the house for the remainder of the day to help out the builders and other fitters in whichever way we could.” Similar to bi-folding doors, New Wave Doors are a revolutionary new way of fabricating, transporting and

The old terraced property in Abbeytown was virtually uninhabitable, having reached temperatures of -19C last year and in need of desperate help. After seeing an advertisement in their local Travis Perkins for local businesses, The Window Outlet applied

installing multi pane patio doors, and are currently only available in VEKA profile. Thanks to its groundbreaking design and clever engineering, it is unlike any other sliding doors on the market, and stands apart from the crowd for its elegance and ease of use. The installation was filmed and the company will appear on BBC DIY SOS – The Big Build programme, which is due to be aired early next year. The popular programme assists homeowners who urgently need help in repairing their homes. Tel: 01282 473170 www.networkveka.co.uk READER ENQUIRY No: 1113/0079

Minions takeover at Listers... all for Dougie Mac Lister Trade Frames of Stoke on Trent have a long standing tradition for quality products and excellent customer service. With over 38 years of trading history, they have clearly taken business seriously to sustain such high levels of professionalism. So why on earth, for an entire week, did Listers allow Minions (For those of you who haven’t had the joy of seeing the ‘DespicableMe” Movies... Get the DVD!) to take over their business? The answer is, all in the name of charity. Listers have been longtime supporters of Douglas Macmillan Hospice who this year are celebrating 40 years of delivering care to those with life limiting illnesses. In recognition of the incredible work that Douglas Macmillan does, Listers wanted to show their full support in their own unique way. And so the entire company embarked on a week of fun filled activities in an effort

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to raise as much money as possible. “It was a fantastic week,” said Daniel Shaw, Marketing Manager, “and throughout all of the activities we had an overriding theme of Minions from the movie Despicable Me. We had a different main event for each day such as bakeoffs, fancy dress, toy drive, quizzes and more. The pinnacle of the week was every member of staff getting dressed up as Minions for the local Press to help raise awareness!” Listers didn’t leave the virtual world alone either as they tweeted and Facebooked their way around the country garnering donations from suppliers, customers and well wishers alike. “We were delighted with the response from our Twitter friends and everybody else who took the time to donate,” said MD Mark Warren, “our online donations reached over a £1000 which is incredible

and hugely appreciated. In total we’ve raised over £2500 thanks to donations from our staff and our customers.” Listers also donated a conservatory to Dougie Mac’s charity ball worth £3k and even arranged with one of their customers, Tailormade, to install it for free! “Douglas Macmillan does an incredible job in very difficult circumstances and we wanted to do our bit to help them. The fact that we had great fun doing it just added to the experience and

I’d like to thank all of our staff for making it a week to remember,” said Mark. Douglas Macmillan need our donations to continue delivering their invaluable service and you can, like Listers, support them by donating money via their website or donating unwanted gifts and clothes to one of their shops. Manufacturing windows and doors is a serious business for Listers. But they also have lots of fun doing it!

ALL YOU WANTED TO ASK ABOUT MTCs – ANSWERED BY FENSA WEBINAR PROGRAMME Due to popular demand FENSA will be hosting a programme of one-hour online Webinars on ‘Minimum Technical Competencies’ (MTC) this autumn.

“We think this is the most effective route to provide the same information to a bigger, more widely dispersed audience.”

The Webinars are free and will provide a great deal of useful information. There will also be the opportunity to have your questions answered.

Just log in using your Twitter account and tweet: @ FENSA_Windows.

Dates and times are as follows: Thursday 14 Nov, 7.00pm / Thursday 28 Nov, 1.00pm Just log in to www.fensa.org. uk/mtc where you will be able to register for either of the two dates. Webinars for Transition to Certified Installer (TCI) will be announced shortly. FENSA is also running a programme of online Q&A

sessions on both MTCs and Transition to Certified Installer (TCI). Dates and times are:19/11 (1-2.00pm), 12/12 (78.00pm) and TCI on 7/11 (78.00pm), 4/12 (1-2.00pm).

“We were overwhelmed by the numbers of installers who wanted to attend the FENSA seminars at the FIT Show,” commented Chris Mayne, FENSA Managing Director. “We think this is the most effective route to provide the same information to a bigger, more widely dispersed audience.” The MTC webinars are open to non-FENSA registered businesses, installers and surveyors.

READER ENQUIRY No: 1113/0080

All Listers’ staff dressed as Minions fronted by their Despicable leader, Gru (AKA Mark Woolridge).

READER ENQUIRY No: 1113/0081

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TRADE NEWS

The UK’s Leading Industry Newspaper

Emplas customer conference highlights

A wealth of opportunities

Trade fabricator Emplas, has showcased the very latest in product innovation, industry leading service and the commercial returns that they deliver, at the Emplas Opportunities Conference. Attended by almost 200 installers and industry representatives, the bi-annual Customer Conference was held on October 17th at Sywell Aerodrome, Wellingborough – a new venue from previous years, selected to accommodate exceptional demand. The event was opened by Ryan Johnson, Emplas’ Deputy Managing Director, who introduced proceedings, which began with a presentation from Epwin Group Systems Division’s and former British Plastics Federation Windows Group chair Jon Skinner. He started with a somewhat sobering analysis of market contraction, quoting D&G Consulting’s 2013 report, which suggested that the PVC-U window industry had contracted in manufactured volumes from 335,000 tonnes in 2003 to 204,000 this year. He reported that during the same ten year period the number of fabricators had dropped from 6,000 to 1,700. This contrasted with an increase in the number of installers in business, now estimated to have grown to more than 15,000, highlighting the fierce competition in the retail sector.

Niche appeal Skinner, however, argued that despite this, opportunities remained significant pointing to the significant consumer appeal of coloured

“The event was opened by Ryan Johnson, Emplas’ Deputy Managing Director, who introduced proceedings, which began with a presentation from Epwin Group Systems Division’s and former British Plastics Federation Windows Group chair Jon Skinner.” and niche products including flush casements, vertical sliding and fully reversible windows. He also pointed out that the industry is going to enjoy a period of growth in both 2014 and 2015. He warned, though, that the window industry needed to get better at pricing products, particularly coloured products, if it was to reap meaningful return. “I’m not here to lecture you but price it [colour] right. Colour costs to manufacture and people understand that”, he said. Alongside growth in composite door sales – a theme that was to be developed throughout the day - he suggested inline sliding doors were enjoying a renaissance, increased reliability over and above bi-folding doors giving them renewed popularity in the new build sector.

Breathing new life into the conservatory sector Ultraframe’s Joe Martoccia was next to take the stage. He painted the same picture of market contraction, conservatory sales falling from 240,000 in 2006 to 80,000 this year. Putting figures to one side, his tone, however, remained upbeat.

Emplas’ Sales and Marketing Director Mike Crewdson introduces the first speaker.

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Rapt attention at the Emplas Opportunities Conference.

He said: “We haven’t been providing the right product – we have been pushing the same old white boxes. Consumer research shows that householders want thermal efficiency, they want the right colour, the right aesthetic.” “There are a world of opportunities to drive growth and drive demand. If we do there is an opportunity to triple the market and get it back to where it should be.” To help achieve this growth he pointed to opportunities in the replacement market, which he suggested could climb as sky high as the Spitfire and the Tiger Moth, which put on an aerial display outside. He said that there are 3 million conservatories to be replaced in the UK and that the industry should be attacking the 100,000 single storey extensions being built every year in the UK.

As the aircraft droned overhead, he flagged the benefits of Ultraframe’s Livin Room and Loggia systems in delivering year round appeal. Martoccia, also introduced a number of solid roof options including the Real Roof system which uses ‘real’ roof tiles and the solid Liv In Roof, as a source of new sales opportunities, all available through Emplas.

Unparalleled product offer and support This theme was developed by Jody Vincent Area Sales Manager for Emplas, who highlighted innovations from what has to be one of the industry’s largest product ranges sat Emplas covering everything from composite doors, to new and exclusive window handle ranges and of course, the Northamptonshirebased fabricator’s conservatory offer. Jody also

Paul Clifton delivers a sales masterclass.

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TRADE NEWS

The UK’s Leading Industry Newspaper

“We haven’t been providing the right product – we have been pushing the same old white boxes. Consumer research shows that householders want thermal efficiency, they want the right colour, the right aesthetic.” launched the unique and innovative Emplas Customer Information Manual, an on-line 700 page document with a wealth of technical and practical information.

PDS ANSWER MELINDER’S SOS! The conference was punctuated with the snarl of a Merlin engine as the Mk IX two-seater Supermarine Spitfire beat up Sywell Aerodrome.

He was joined on stage by Emplas’ Sales and Marketing Director, Mike Crewdson who profiled the company’s extensive and award winning customer support and customer marketing programme. Including everything from dedicated window tape to over-printable brochures and lead generation, Crewdson explained that the trade fabricator exploits the insight it gains from running its own ring-fenced, Northantsonly retail business T&K to the benefit of its trade customers This he argued, gave them access to what works and avoids loss of time and money on what doesn’t. He then launched a new website service for Emplas customers which provides a brand new, up to date website heavily subsidised by Emplas. Picking up on previous years, Crewdson also fed back on the trade fabricator’s own performance levels. The benchmarking exercise this year found that product quality was rated good or excellent by 98.7 per cent of respondents compared to an industry average of 79.2 per cent. Complete and on time deliveries similarly gave Emplas 99.3 per cent compared to a 84.6 per cent industry average.

The ‘language of the sale’ A session with headline speaker Paul Clifton, author of ‘What Master Salesmen Know That Average Salesmen Don’t’ and judge for the 2013 FIT show Sales Professional of The Year Competition, followed. He took attendees through the essential skills to convert leads and maintain margins, which focussed as much on what not to say as what to. He argued that in going into a pitch and almost instantly trying to establish a consumer’s budget, then coming in on price invariably coming in on budget or just below it only served to discredit installers. He explained instead how using a ‘simple’ five point programme, he had achieved and more importantly sustained an average 82 per cent sale conversion rate. “You need to probe the customer’s needs and wants, you have to fact find. You have to take the customer through the design choices and agree them. You have to select the product quality and what’s suitable for their needs, ‘good’, ‘better’ or ‘best’ and reach the price. It’s simple but you would be surprised as to how many sales people don’t follow these five simple points and don’t get it right.” He continued: “When you go in, forget about asking them about their budget. When you’re fact finding ask ‘why are they thinking about the idea of buying windows?’ don’t make them think that you believe it’s a done deal. Get more details – ‘you’re buying because you’re concerned about security, oh why’s that? Ah

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A Tiger Moth returns from another flight around the Northamptonshire skies.

right it’s because next door were broken into’, ‘is energy efficiency important to you?’ ‘Yes this room is a little bit chilly’, you probe. There’s no telling, there’s no selling. You’re listening and making the customer feel that you care.”

State-of-the art manufacturing At lunch time, delegates were shipped by coach to Emplas’ state-of-the-art manufacturing hub, this included an opportunity to see the company’s new spray painting facilities, which underpin Kolorplas. The new dedicated trade service offers a full range of frame and component painting services developed to match the Profile 22 foiled product range.

Product innovation After the break Stephen Laing of Pilkington AG took attendees through the latest innovations in glass and triple glazing, and announced free retail literature courtesy of Emplas. This was followed by Kris Matthews of First Degree Systems, who took guests through the benefits delivered by Emplas’ £100,000 investment earlier this year in new online ordering, instant quotations and order tracking software and systems. The final speaker of the day was Tim Clemmett, Business Development Manager, Distinction. He gave an overview of the buoyant composite door market, highlighting the offer and retail support available to its customers through Emplas, together with the new Emplas 68-page Composite Door Brochure which detailed the new, extensive range of Emplas Composite Doors and a huge range of coloured glass options.

Patio Door Specialists (PDS) recently came to the rescue of Melinder Messenger and her team from Channel 5’s Cowboy Builders programme which was aired on the 21st October 2013, with their unique Tri-Slider patio door. The team at Cowboy Builders was helping out Karyn and Peter Court and their growing family, who had been badly let down by a local builder on the extension to their property. With just one weeks notice, director Darren Dimmock, had the Tri-Slider manufactured and delivered to site fully glazed on the Saturday, just in time for the return of the homeowners the following day. The Tri-Slider system is a unique patio door system that offers a genuine alternative to the bi-folding door, yet at a more cost effective price point. It also offers slim sightlines and a glass area that can offer up to 25% more light than other large door openings. This product sits alongside the standard PremiLine patio

door, bi-folding door and PremiDoor lift and slide door in Kömmerling’s comprehensive door systems range. PDS are experiencing a surge in enquiries for this new door which sits in between the standard patio door offering and a bi-folding door, though with the capability to span up to 4.5m in a 3 pane variant and an incredible 9m with a 6 pane option, with each sash able to move either way. Darren Dimmock comments: ‘We were delighted to be able to help Karyn and Peter and the team at Cowboy Builders with our Tri-Slider product. It was incredible to see the teamwork at first hand by the team to rectify the horrendous and saddening problems left by the previous builder. He continues: ‘It was also great to find out that the first thing the homeowners commented on was the new Tri-Slider door!’ For further information on PDS and their Tri-Slider patio door log on to www. patiodoorspecialists.co.uk, e-mail enquiries@ patiodoorspecialists.co.uk or call the sales office on 01562 741913. Also look out for their product video on YouTube. READER ENQUIRY No: 1113/0084

Tim said: “We have seen significant growth in the composite door market. It has been an established product in the social sector for some time but in the past two years it’s started to enjoy huge growth in retail and we’re now working on lots of new initiatives to help installers access it.” For more information on Emplas’ extensive product and service offer visit www.emplas.co.uk, email info@emplas.co.uk or call 01933 674880. READER ENQUIRY No: 1113/0083

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TRADE NEWS

The UK’s Leading Industry Newspaper

A 90 year heritage celebrated by Bohle

With Bohle confirmed as an exhibitor at FIT 2014, many will be pleased to see this long standing and influential company displaying their wares at Telford. A global brand leader, Bohle has all the quality and innovation you would expect of German ownership, however it is also a family business. Bohle UK’s Managing Director, Dave Broxton, explains that the German pronunciation is Bohl-er although most people in the UK refer to it as Bohle, rhyming with Bowl, but with the success

“Great communication invariably begins by listening not talking. Internally we encourage every team member to contribute to the development of the business. We break down barriers between individual departments and promote crossfunctional understanding and communications.” they are enjoying he’s is happy however it is pronounced! Broxton is the quintessential Brit. An impressive figure of a man with a great sense of humour and someone who has been involved with the fenestration industry for ever, and well known for his running of Glassex for more years than he cares to remember. Although he’s been described as ‘just a thoroughly nice chap’, he has shrewd business acumen and management skills not a surprise then that Bohle very quickly persuaded him to take on the Sales and Marketing Director role in the UK and his subsequent promotion to Managing Director. Bohle have always prided themselves on maintaining the highest professional standards, whether on a local level through knowledge sharing and free product training,

An advertisement for the Silberschnitt glass cutter, dating from 1938.

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or actively participating at the highest levels in trade associations and events around the world. The company is always connected to the markets it serves. Dave Broxton explains, “In every region in which Bohle operates or has a subsidiary we operate as a local supplier, meeting the specific needs of the customer based on first-hand knowledge of their requirements and a local knowledge of the glass industry in which they operate. Behind that though is the resources of a global brand leader, designing and manufacturing many innovative quality own-brand products and, where we source technology outside the group, partnering with companies that share our brand values.” Broxton’s undoubted communications skills sit comfortably with Bohle’s Management Principles. This is a document which sits at the heart of the company’s philosophy, indeed it is part of the corporate DNA of Bohle worldwide. It is a simple list of statements and explanations that defines the companies approach to business. In some respects the statements are simple such as ‘We keep our promises’ but the explanation goes on to make it clear that every employee has an obligation to do what they say they will, to communicate clearly and honestly and when an agreement has been reached, to honour that agreement so that the customer can rely on it. The company strives to recognize and realize the potential of its employees, providing individual mentoring and encouraging independent thinking and action. Everyone in the business is encouraged to feel part of a global team. First-rate communication, within the company and externally, is also an

The Portavant P80 Automatic sliding glass door system.

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TRADE NEWS

The UK’s Leading Industry Newspaper

1929

“With its roots back in the 1920s, Bohle is celebrating its 90th birthday this year and it was Josef Bohle who founded the company.”

1976

Woods MRT4A vacuum lifter.

1923

important tenet of Bohle’s management philosophy. Dave Broxton explains, “Great communication invariably begins by listening not talking. Internally we encourage every team member to contribute to the development of the business. We break down barriers between individual departments and promote cross-functional understanding and communications. We avoid one-size fits all solutions because we understand that the needs of a glass artist in Germany are different to those of a float line in South Africa.”

growth with expanded production facilities and the introduction of DIAMANTOR, a one-wheel glass cutter, for the Northern Europe and American markets in 1952. Production was elaborate and the costs for the end product were considerably higher than those for standard steel wheels. In spite of that, the carbide cutting wheels became a very successful product thanks to their high wear resistance and the potential increases in productivity; later on they were also used for automatic glass cutting.

With its roots back in the 1920s, Bohle is celebrating its 90th birthday this year and it was Josef Bohle who founded the company. A locksmith working for a metalworking company and hit by the economic depression, he became self-employed and putting his idea of manufacturing glass cutting wheels into practice. By the 1930s, and with his locksmith brother joining his company, the name Silberschnitt® was registered as they developed from cutting wheels to complete glass cutters and, to this day, the Silberschnitt® 100.0 with its six cutting wheels represents outstanding quality when cutting glass and has topped the Bohle sales statistics since the beginning of its production with millions of examples being sold around the World. The German reconstruction of the late 1940s saw rapid

The ability to achieve the extreme hardness required of steel, to provide the wheel with the perfect grind and, moreover, to ensure production in high quantities with a high degree of automation was based on a specialist knowledge which were then and still are the foundations for Bohle’s continued growth. By the 1950s, the family business started developing and producing suction lifters for handling and transporting glass. Those products, offered under the brand name of VERIBOR, became the second pillar of the company. The continued success of Bohle saw the company move its headquarters from Solingen-Ohligs to Haan in 1984. During this period the company moved into a new business area with the supply of glass cutters,

pliers and accessories for Tiffany glass work, both for beginners as well as professionals. Maybe surprisingly, considering its manufacturing heritage, Bohle widened its portfolio in the 1990s by offering traded items to customers and for the first time, the company added outsourced products to its offering. This was significant, allowing the company to grow through its extensive general catalogue. Bohle has continued to expand, buying companies and setting up subsidiaries throughout Europe and even South Africa, Estonia, Russia, Sweden, the US and China. And so, well into the second decade of the 21st Century, Bohle has come a very long way. A multinational company with a surprisingly small workforce, it continues to be a manufacturer and supplier of tools, machines and accessories for glass processing and finishing. The family business is now represented by over 300 employees at fourteen locations in Germany and abroad. Divided into the product divisions Handling, Glass Cutting (manual and automatic), Glass Bonding, Glazing, Tools, Machinery, Fittings and Surface Technology, the total product range is precisely tailored to the respective customer groups from trade, industry and retail. Quality is the leading principle at Bohle which is why the company develops and manufactures many products themselves - with a modern logistics centre to quickly despatch the ordered goods to the customer.

the business was perceived compared to other suppliers in the market. Commenting on the results, Broxton said, “We feel we have excellent trading relationships with all our customers and yet still, maybe inevitably, some people buy elsewhere. It would be unwise to publicize all the detail of the report but Bohle scored highly in all the areas we would have expected such as product quality, availability, quality of literature, ease of accessing information, customer service and range of products. Our price review at the beginning of the year saw many popular products come down in price and it was interesting to see some recognition of that in the report too. Ultimately though, if you want to know what your customers want there is no substitute for visiting them in their place of work, which is why we maintain a large field sale force.” According to Broxton, the final statement in the Bohle Management Principles sums the business up. “The last statement is ‘We live by our principles.’ This means as managers we are the role model for our employees. By setting standards, giving direction and sticking to agreements, we live by the values and visions of our company and make them become reality.”

In the UK, Bohle recently commissioned independent market research with customers and prospective customers to identify how

1938

The LiftMaster B2. READER ENQUIRY No: 1113/0086

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The UK’s Leading Industry Newspaper

HOPPE (UK) celebrates 25 years

& looks forward to next 25 with exciting new product launches on the horizon HOPPE (UK), the manufacturer synonymous with innovation, quality and performance in door and window hardware, celebrated its 25th anniversary in style with customers and suppliers at Uttoxeter Races. With a quarter of a century under its belt, the theme of the day was far from retrospective, instead providing news of imminent product launches which were unveiled during the morning’s presentations at head office. Roger Benton, HOPPE UK’s Door and Window Division Managing Director who has been with the company since it started, thanked customers for their continued support and emphasised the theme of future years would be continual development in tandem with customers. Roger commented: “The partnering ethos has got us to where we are today, and it’s thanks to close working

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“I use HOPPE as one of my major suppliers, their service and quality is excellent and often used as my benchmark for other suppliers to meet” and David Grant of A+B Glass who said quite plainly: “If it’s got HOPPE’s name on it, I trust it.”

incorporating V-shaped and Semi-Circular, lever on rose and lever on plate handles, and PAS24 performance escutcheons. Uniquely, the handles will also be supplied as standard with the innovative quickfit plus which allows for simple and precise assembly of a whole door handle set - roses and door handles – in a few seconds without the need for screws. It goes without saying, with our heritage of over 2 decades as the market leader in the supply of stainless steel handles, customers can rest assured that the quality will hit the high levels they’re used to.

with customers that HOPPE maintains our position as the number one door handle manufacturer. But we aren’t resting on our laurels and as great as it is to - almost uniquely in the hardware sector - celebrate such longevity, we are determined to keep this position over future decades. To this end, we can now officially announce the arrival of two exciting new ranges, both due to market in January 2014: The Stainless Steel Collection of high performance door furniture and accessories, and a brand new range of complementary door products.

“The second launch we’re delighted to announce is the culmination of market research we started at FIT in April, new tooling investment and product development: our complementary range of letter plates, knockers, numerals and spyholes. Designed to exactly colour match door handles, finishes

“In terms of volume and value, composite doors will continue to be one of the growth areas for our industry in 2014, and HOPPE has invested heavily in the introduction of a complete range of handles designed to enhance the appearance of composites. The range includes stainless steel pull handles

“I use HOPPE as one of my major suppliers, their service and quality is excellent and often used as my benchmark for other suppliers to meet” and David Grant of A+B Glass who said quite plainly: “If it’s got HOPPE’s name on it, I trust it.”

available from January include the everpopular polished chrome and gold, new silver, gold and brushed steel coating, and powder coated white and black. Letterplates conform to BSEN13724 and BSEN1670 corrosion levels 4 and 5. “It’s no mean feat hitting 25 years of successful trading, especially in a sector renowned for commodity focused suppliers and short lived importers of product that are just looking for short term volume regardless of sustainable growth and quality. In contrast, as a solid European manufacturer with 60 years experience, HOPPE is well placed to continue to offer new designs, colours and innovations across a range of materials including aluminium, solid brass and stainless steel. But I’d like to leave the last words to two of our customers who joined us for our celebrations – John Kelly, Commercial Manager of Em-B Solutions commented: “I use HOPPE as one of my major suppliers, their service and quality is excellent and often used as my benchmark for other suppliers to meet” and David Grant of A+B Glass who said quite plainly: “If it’s got HOPPE’s name on it, I trust it.” For more information on HOPPE (UK) Ltd visit www.hoppe.co.uk or call 01902 484 400.

READER ENQUIRY No: 1113/0087

November 2013 | www.glassnews.co.uk


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www.glassnews.co.uk | November 2013

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TRADE NEWS

The UK’s Leading Industry Newspaper

RegaLead doubly pleased with Vitrum success RegaLead, the market leader in decorative products for the flat glass and composite door industries, has returned from Vitrum – Milan’s International trade show – delighted with the interest shown at not just one, but both of their stands. The company teamed up with Neostucco on their

booth in hall 13 to showcase its core range of lead, film and glass bevels which are applied to flat glass to create simulated leaded lights. Equally popular was the FC srl booth in hall 24, where visitors enjoyed live demonstrations of RegaLead’s CadRam resin stained glass system and ColorSpray, the uniquely formulated epoxy acrylic

based paint system for back painting glass. Guy Hubble, Joint Managing Director at RegaLead comments: “Speaking to people at the show, there was a feeling that this year’s Vitrum was smaller than previous years, but we firmly believe it is still one of the most important events in the world’s glass industry. The effort put in by everybody involved, organisers to exhibitors alike, was evident for the duration of the exhibition. There was a large number of visitors from Southern Europe and we received many enquiries from as far afield as the Middle East and North Africa. We definitely feel that by taking two stands in two halls, we were able to make the most of the show.” www.regalead.co.uk

RegaLead doubly pleased with Vitrum success.

READER ENQUIRY No: 1113/0089

National Fenestration Awards Update Wow, what a start we have had! This first year of the National Fenestration Awards certainly ahas been a very big learning curve for all involved. But we have been humbled by the support and participation it has had all the way through the year, and for that we would like to thank everyone. We want to thank everyone who registered on the site to take part, tweeted about the awards on Twitter, posted links on Facebook, uploaded images to the Cool Wall, nominated and voted. Without this interaction this simply would not have worked. But a special mention should also go to our sponsors. As you know with any new venture, it takes a certain leap of faith and trust to back it, so for GQA Qualifications, Ultraframe, Solidor and Glass News to put their names and hard earned cash behind it was a gamble, and one we hope they think was worth taking – for that we are very grateful. So, back to the serious stuff. Voting is now very much live and we have already received a flood of responses on the voting survey. Taking part in the voting is simple. Go to the Taking Part page on the National Fenestration Awards website and take a minute to register. Once you have done that and clicked the link we send you in the confirmation email, you are set and ready to vote. By registering, this also allows you to take part in the Cool Wall 2013. TIP: To finish your voting, click the finish button at the bottom of the survey. You can't go back, so make sure you have placed all your votes!

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Voting for all categories and the Cool Wall 2013 will close at 23:45 on Friday November 29th. So there is still plenty of time for you to get your votes in. But don't leave it too long! The best way to stay up to date with all NFA news is to follow the official Twitter account: @NatFenAwards. All news and announcements are made via this and is the easiest and quickest way to stay updated. We hope that the message and ethos of the awards continues to spread throughout the industry and that more and more of you start to engage with it.

REHAU SHORTLISTED FOR SOCIAL NETWORKING AWARD Following its biggest ever raft of nominations at the G-13 Awards, REHAU has also now been shortlisted in the brand new Fenestration Awards as ‘Social Networker of the Year’. The shortlists for the online awards have been drawn up from nominations within the industry and the winners will be those who receive the most online votes by the 29 November deadline. REHAU is now hoping as many customers and industry colleagues as possible will vote for REHAU and its social media champion Sarah Hitchings via: http://www. fenestrationawards.co.uk/ vote-winners/.

Sarah says: “It’s great to see all our hard work on so many social media platforms recognised. We’re active on Facebook, Pinterest and LinkedIn as well as Twitter and I think our nomination reflects that. We’re now of course using all those platforms to campaign for votes and hopefully to demonstrate once again the value of social media in this industry.” REHAU is the only systems company to make the Social Networker shortlist and Sarah believes that this is largely because it interacts online not just with its own customers but also with influencers across the specification sector.

She adds: “We’re committed to exploiting the maximum commercial benefit from social media not just for REHAU but for our customers as well.”

READER ENQUIRY No: 1113/0091

UK WINDOW SYSTEMS

SET OFF FOR THE SUMMIT The intrepid team from UK Window Systems, which includes Richard Barlow, Gary Beech and Darren Larkin, flew out to Tanzania on 25 October to start their charity climb of Mount Kilimanjaro.

Aiming to raise £30,000 for The Lullaby Trust (previously known as the Foundation for the Study of Infant Death), the team are carrying a REHAU window all the way to the top. They have been in training for the epic challenge for more than six months and have been hiking between 15 and 20 miles every week carrying the window in a back pack. Although they have made numerous ascents of Snowdon, the weather on the Welsh peak is unlikely to have prepared them for the weather on Mount Kilimanjaro which

is currently 30ºC at the base and, taking into account wind chill, -20º at the summit. The industry has already supported the challenge with many donations online and at the FIT show and, in addition to REHAU, the UK Window Systems team has also been sponsored by Kestrel, Mila, J Tools, Haffner, Murat and Team 4. The team is now appealing for the final donations which will help them reach their target via: www. justgiving.com/RichardBarlow2

If you wish to contact the National Fenestration Awards, please do so via info@fenestrationawards.co.uk. Registration: http://www.fenestrationawards. co.uk/register-to-vote-for-the-nationalfenestration-awards-2013/ Finalists: http://www.fenestrationawards. co.uk/shortlists/ Voting: http://www.fenestrationawards.co.uk/ vote-winners/ Cool Wall 2013: http://www. fenestrationawards.co.uk/cool-wall-2013-2/

READER ENQUIRY No: 1113/0090

READER ENQUIRY No: 1113/0092

November 2013 | www.glassnews.co.uk


TRADE NEWS

The UK’s Leading Industry Newspaper

Colour trends

to continue changing For many years now grey has been the ‘standard’ colour of choice for suppliers looking to offer something non-standard into the market; but specialist surveys are starting to indicate that this situation may begin to change and that trends will continue to move on. This should be no surprise to any of us, little in life or in business stays the same, and it is fair to say that grey has been a constant for longer than might have been expected. It is perhaps no surprise that with the ever increasing popularity of home makeover

“Colour4You is a supplier of coloured windows, doors, fascia’s, soffits, rainwater goods and kitchen and bathroom splash backs.” programmes there will be fewer standard colours in the future.

Ready to change with the trends For a business such as Colour4You, a change in colour trends is something to be embraced. As Managing Director John Wood tells us. “The beauty of offering painted products is that as trends change we can accommodate customer demand very readily. We would welcome a greater diversity and a more bespoke demand from the consumer market, it suits us down to the ground.”

coloured glass splash-backs for kitchens and bathrooms too, the latter being great products for the window installer market to take on board as an additional part of their offering. John continues: “There is no doubt whatsoever that the consumer demand for more individual colours –for windows and doors, kitchen worktops, and kitchen and bathroom splashbacks is only going to increase. Great news for our business of course, but we would urge installers to look further afield than just installing coloured foiled products and to look at what other things they can offer if they use painted products. It is not only the range of colours that is limitless, but the range of products too.”

Extensive Delivery Service Colour4You are delighted to be able to offer an extensive frame delivery service within a two hour radius of their North West base, and a full delivery service for all fascia’s, soffits, rainwater goods, and coloured glass splash-backs. Colour4You is a supplier of coloured windows, doors, fascia’s, soffits, rainwater goods and kitchen and bathroom splash backs. Tel: 0800 678 5515 Email: info@colour4you.net www.colour4you.net READER ENQUIRY No: 1113/0093

The Colour4You range includes not only windows, doors, and conservatories, but

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www.glassnews.co.uk | November 2013

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TRADE NEWS

The UK’s Leading Industry Newspaper

There’s no business like

showroom business for MPN

Award-winning fabricator MPN windows has six showrooms operating throughout South Wales

and continues to go from strength to strength with the help of Network VEKA.

Most recently, the familyowned company opened two large showrooms - in Cardiff and Swansea - within just

12 months of each other. MPN owner Paul Webster explains why he thinks the company has grown so significantly since its launch in 1994: “We're very keen to promote our Network VEKA membership to potential customers. The message of the organisation sits very well with our own company ethos of putting the customer first, giving them honest advice and complete peace of mind. “MPN is very much a family-run company and our reputation means everything to us. We don't take a 'hard sell' approach, we're happy to answer questions in a no-obligation manner - and people respect that.

Network VEKA Brand Ambassador Steve Davis presents a customer satisfaction trophy to Paul & Hannah Glastonbury and Paul & Melanie Webster.

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“In the modern age of internet reviews and ratings, the customer is back in charge - and reliable, straight-talking companies are beginning to get the recognition they deserve. “We have a pretty impressive website where people can find out what they'd like to know about us, but nothing compares to coming into a showroom and seeing the products in real life, as well as chatting to an expert. That's why we've opened a number of showrooms all featuring the Network VEKA branding - and we're extremely keen to make sure people know about the organisation's ten year insurance-backed guarantee, as well as all the finance packages we offer.” Network VEKA MD John Ogilvie adds: “MPN is the perfect example of how using the Network VEKA branding to its full potential can benefit you. As Paul says, using the literature available to you from Network VEKA helps explain to your customers who Network VEKA is, and gives them reassure about the benefits of buying from you, a Network VEKA member.” Tel: 01282 473170 www.networkveka.co.uk READER ENQUIRY No: 1113/0096

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SCIENCE FICTION?

MORE LIKE SCIENCE FACT FOR THE PLANITHERM Q2 CASHBACK WINNER

Planitherm Competition winner John Drury, wife Eleanor, and son Tom, receive a cashback cheque from Cambridge Windows boss Carl Bloor and Chris Heaton (far right) of Saint-Gobain Glass.

“We honestly thought there was no chance that we were ever going to win it,” says John Drury when asked about his recent win of £6,787 through the Planitherm quarterly cashback competition. Entered by Carl Bloor of Cambridge Windows, who himself only registered with Saint-Gobain Glass as a Planitherm installer in June, Drury, a Service Engineer for scientific instruments, chose to replace his Isleham home’s entire set of older wooden windows and French doors… and boy did it pay off thanks to Planitherm. While the word scientific might be included in Drury’s job title, according to wife Eleanor he’s no scientist. “He’s just an engineer. I’m the scientist,” she jokingly mocks. “I was actually recommended Cambridge Windows at my job as a scientist at the Welcome Trust.” Going on to explain that she was the one who took

“Enjoying the benefits of being a part of the Planitherm Network, the Cambridge-based installer is now booked up until the end of January.” the call from Bloor after just picking up their 18-monthold-son from nursery, she was delighted to hear of their win and they have already planned to use some of their winnings on a holiday next year. “It’s also good with Christmas coming up,” adds Drury. Personally fitted by Bloor, this was the first in a long line of jobs on the Cambridge Windows books. Enjoying the benefits of being a part of the Planitherm Network, the Cambridge-based installer is now booked up until the end of January. And with other satisfied recommendations coming in left and right, this win is the by-product of yet another beaming recommendation courtesy of Planitherm. www.saint-gobain.co.uk READER ENQUIRY No: 1113/0097

November 2013 | www.glassnews.co.uk


TRADE NEWS

The UK’s Leading Industry Newspaper

Over 70% of people use ratings & reviews before they make A Decision who to buy from... It is a staggering fact. Over 70% of people across all walks of life now use ratings and reviews before they make a decision who to buy from. It doesn’t matter whether we are talking about a hotel, a holiday or a restaurant, or new windows, doors or conservatories; the facts are the same. The Independent Ratings Company has tailored packages to suit the business needs and the budgets of all sectors of the industry.

Working with major industry players to get the details right We have been working with major industry names for the past 18 months to ensure that the packages we have brought to market are right for the window and door industry; we don’t take a ‘one size fits all’ approach, and our packages have unique features for every sector of the market.

If you are supplying the retail sector If you work in the retail sector ratings and reviews represent a major opportunity for you to use feedback from your customers to win

“Our retail package gives you the chance to get reviews on the best areas of your business, to monitor product trends and offer incentives and promotions; to monitor the performance of your sales and installation teams, to analyse where your marketing spend is working; you can also monitor the performance of your showrooms if you have them.” www.glassnews.co.uk | November 2013

process and is an extremely powerful tool in pitching for new business whilst retaining what you have. Publish this directly on your website by using The Independent Ratings Company Social Housing Package.

“You can reward your best installers with leads knowing that they have the best chance of securing business because their ratings and reviews are so good.” more work. Recommends are the best way of winning any business, and that is exactly what ratings and reviews are… recommends from your existing customers. Our retail package gives you the chance to get reviews on the best areas of your business, to monitor product trends and offer incentives and promotions; to monitor the performance of your sales and installation teams, to analyse where your marketing spend is working; you can also monitor the performance of your showrooms if you have them.

If you are a trade manufacturer working with a network of installers The Independent Ratings Company Trade package gives you the opportunity to support your installer network by letting them use ratings as a part of their customer offer.

For installers & smaller fabricators

this to win new business. Demonstrate your pedigree on your website for potential new clients to see. Monitor the performance of the critical areas of delivery within your business and use this to your advantage.

For those supplying the Social Housing sector As residents get more say in the running of their estates and housing developments, demonstrate your commitment to the sector by capturing and publishing their feedback on the service levels your provide.

For smaller fabricators and installers, our entry level packages give you the same opportunity to capture ratings and reviews, and you don’t even need your own website; all ratings are hosted on the The Independent Ratings Company site for you and your potential customers to access at any time. Over 85% of people will visit your website before they talk to you... let your existing customers tell them the story of how great you are by using ratings and reviews.

READER ENQUIRY No: 1113/0098

This is a great opportunity to include both the client and their residents in the feedback

You can reward your best installers with leads knowing that they have the best chance of securing business because their ratings and reviews are so good; you can capture consumer data for future use, and you can offer incentives to your installers to pass on to their customers to generate future business for you; or to promote new product launches.

If you supply the commercial sector For those in the commercial market have your client testimonials directly to hand to reflect the greatest strengths within your business. Get your clients to review your work and use

To discuss our packages or to arrange an FOC trial contact us 0161 266 1006, email: sales@theindependentratingscompany.co.uk or visit: www.theindependentratingscompany.co.uk. The Independent Ratings Company, Fort Dunlop, Fort Parkway, Birmingham B24 9FE 65


TRADE NEWS

The UK’s Leading Industry Newspaper

Direct Trade show their security credentials Direct Trade, the Doncaster based trade fabricator that’s twice been included in the Virgin Atlantic Fast Track 100, have proved their security credentials after gaining several industry recognised accreditations.

Finance matters:

CCS shortlisted for national award Consumer Credit Solutions (CCS) has been shortlisted for a prestigious Construction Marketing Award (www. cmawards.co.uk) in the ‘Best Professional Services Campaign’ category, with its agency MRA Marketing. The CCS/MRA campaign challenges the negative perceptions of point-of-sale finance still held by some who associate it with hard selling and high rates. CCS is the leading intermediary provider of credit to the home improvement industry and has pioneered “soft sell” finance (i.e. low or zero interest rates, with flexibility and customer control). The company already partners most of the top 100 home improvement firms but the death of the remortgage market and the reluctance of banks to lend have contributed to a growing demand for finance from homeowners who prefer to use local or regional installers. CCS’s ability to offer credit terms consumers could never get from high street lenders – with Interest Free, Buy Now Pay Later, and ‘Bank Buster’ rates has also had a direct impact on its growth. Aimed at retailers in windows, doors and conservatories, the campaign explains how consumer credit works, and how it can help sales. With customers in all sectors reporting month-on-month growth CCS has achieved spectacular results, with a projected £325m of managed loans for 2013/14.

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Andy Wallace, Managing Partner at CCS, is delighted. “We’re pleased to see that our message -‘If homeowners can’t buy, then you can’t sell’ – is recognised as an important and relevant one for the home improvement industry. It’s an honour to be shortlisted.” To find out more about how CCS and the team can help your business grow visit www.creditsolutionsgroup.co.uk.

READER ENQUIRY No: 1113/0099

SME finance help ‘must be simplified’ Finance schemes designed to help construction SMEs need to be simplified if they are to aid the economic recovery, warns the Federation of Master Builders (FMB).

Direct Trade have achieved the BS7950 specification for enhanced security performance for casement and tilt and turn windows and PAS 024 for residential and dual rebate composite doors. They have also achieved a Secured by Design licence for these same products manufactured in accordance with BS7950 and PAS 024; all of which are available in WHS Halos’ System 10, Rustique and Esthetique systems. Direct Trade’s managing director Steve Green commented: “We take security very seriously here at Direct Trade, which is why we have worked hard to gain these important accreditations. Secured by Design is a real endorsement and will significantly benefit our trade customers, who can now claim they are offering some of the most secure windows and doors available on the market today.” Gaining these accreditations is just the latest example of Direct Trade working behind the scenes to benefit their customers. The company is helping all installers buying in un-glazed frames achieve a CE Mark, ensuring they are fully compliant with the new regulation that came into force on July 1st. Installers buying fully glazed from Direct Trade will automatically comply. “Installers don’t want the hassle of dealing with lots of red tape, which is why we have made the CE Marking process as painless as possible” Steve concluded. Tel: 0800 288 8828 www.directtradeltd.co.uk

For more information, visit the FMB website: www.fmb.org.uk. READER ENQUIRY No: 1113/0100

Sam Cross (left); Jane Vivian, Senior Economic Development Officer at North Somerset Council (middle); Sir Ranulph Fiennes (right).

Purplex put Business Leader Awards on the map Purplex Marketing, the window industry specialist marketing agency, was appointed to help launch the inaugural Business Leaders Awards – with an ambitious brief to create the South West’s most influential business event. Sam Cross, Account Manager for Purplex, said; “Initially this was a daunting task; to launch any inaugural event is a challenge but our brief was to create the highest profile and most prestigious business awards ever held in the South West.” The event was held at DoubleTree by Hilton, Cadbury House Hotel, on Thursday 26th September 2013, and the evening proved a resounding success. Tickets sold out two months ahead with over 600 requests for an event that was originally planned for 300. But it was the calibre of guests that made the night truly special; this included leaders in business, government and education including Dr Liam Fox MP, Dr Paul Philips OBE, and a host of celebrities including Under the Hammer presenter Martin Roberts

and a number of high profile published authors. Representatives from some of the South West’s largest companies attended, including GE Oil and Smurfit Kappa, along with representatives from the banking and financial sector, legal sector and directors of some of the UK’s leading construction and property companies.

Ranulph Fiennes Business Leader Awards The host for the evening was the legendary Sir Ranulph Fiennes OBE, the world’s greatest living explorer, who entertained guests and presented the awards, kicking off with a champagne reception and gala dinner. “Purplex also joined the line-up of sponsors which included the likes of Lloyds Bank. Naturally, we sponsored Marketing Campaign of the Year,” added Sam. Marketing Campaign of the Year was won by North Somerset Council and the award was presented to Jane Vivian, Senior Economic Development Officer, by Sam Cross.

For more information call Purplex Marketing on 01934 808132 or visit www.purplexmarketing.co.uk. READER ENQUIRY No: 1113/0101

READER ENQUIRY No: 1113/0102

November 2013 | www.glassnews.co.uk


LETTERS

VALIDATED CONDUCTIVITY VALUES FOR WARM EDGE SPACERS

– CLARIFICATION FROM BFRC There have been a number of articles and letters in the glazing trade media claiming that the responsibility for testing warm edge spacers now lies with the European Warm Edge Working Party. This is incorrect at present. The European Warm Edge Working Party is run by Bundesverband Flachglas (BF) a trade organisation made up of flat glass manufacturers, spacer bar manufacturers and others. It is the leading authority in this field and receives technical input from organisations such as IFT Rosenheim and the Multi-Pane Insulating Glass Quality Association. Working with the European Warm Edge Working Party is a proposal from BFRC,

voluntarily members of this Working Party. Until this proposal becomes effective, BFRC is only asking manufacturers to use BF Datasheets “where possible” and will accept data from other accredited sources, providing they are fully compliant with BS EN 10077-2:2012.

which was to have become effective January 2014, but might now be delayed because BF has changed the criteria it uses to undertake these tests.

“BFRC is striving to establish a level playing field and a fair and accepted method to calculate conductivity values,” commented Chris Mayne, BFRC, Managing Director.

This proposal has always needed to be agreed and accepted by the majority of warm edge spacer bar manufacturers. Discussions are continuing - in fact most manufacturers attended a meeting about exactly this subject, hosted by the GGF, on 27 September.

“This is a highly complicated subject within an extremely competitive and commercially sensitive market. If the BFRC can lead the sector to consensus and long-term agreement it will save the manufacturers both time and money.” Once agreement has been finalised, then BFRC will make an announcement.

The reasons BFRC proposed this route are that the European Warm Edge Working Party uses the most currently relevant tests and has the support of the majority of manufacturers. All European spacer bar manufacturers, and some from outside Europe, are

For further information, please contact: Lis Clarke, BFRC, tel: 0207 939 9120, email: lclarke@bfrc.org READER ENQUIRY No: 1113/0103

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Just for fun! Fill in the missing numbers. 1-9 in each line diagonally and horizontally, 1-9 in each of the nine small square grids.

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See this month’s TIME OUT! pages for more puzzle fun!

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3

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2

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1

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Your Letters

The UK’s Leading Industry Newspaper

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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

SWISSPACER response to BFRC Press Statement

Dear Chris,

I was concerned by Chris Mayne’s recent comments in the press. BFRC wrote to thermal simulators and warm edge spacer bar manufacturers in July to advise they were withdrawing the list of spacer bar conductivity values and passing responsibility for them to the European Warm Edge Working Group. Simulators were told to refer to the Bundesverband Flachglas (BF) website’s datasheets for spacer bar conductivity values. BFRC stated that until January 2014 it would accept equivalent conductivity values generated in accordance with IFT guideline WA-08/1. Thereafter only spacer bars listed on the Bundesverband Flachglas website according to guideline WA17/1 would be valid for use in Window Energy Ratings. Now BFRC says it will accept test results from ‘other accredited sources’. The industry welcomed the move to testing (rather than calculated values, and all the latitude that entailed); and to one agreed test and one methodology, rather than a variety, including US tests, which were designed for different products, different purposes or different markets. Chris Mayne says it’s because ‘BF has changed the criteria it uses to undertake these tests’, but nothing has changed since the BFRC passed responsibility to the BF. Bar one or two manufacturers, who made the most of the free-for-all that existed before the BF was given responsibility for warm edge values, the market wants one test and one test method from an accredited testing house. Conductivity values do not necessarily have to come from ift Rosenheim but they must be from one comparable testing method (guideline WA17/1) which everyone has been waiting for to create a level playing field. The great majority of the market also wants the improvement in clarity, transparency and reliability this will bring. Yours sincerely, Vic De Costa SWISSPACER UK Marketing & Sales Manage

@GlassnewsMag

Christina Shaw

/GlassNews

www.glassnews.co.uk | November 2013

READER ENQUIRY No: 1113/0104

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GLASS NEWS INTERVIEW

The UK’s Leading Industry Newspaper

PEARL EXPAND PRODUCT RANGE

NOW MANUFACTURING LINIAR ENERGY PLUS & PATIO PLUS

Pearl Windows has come a long way since being established in 1999 and Glass News caught up with Managing Director, Jeff Walsh, to talk about new and existing products and developments for 2014.

2,500 frames per week during a recession is pretty impressive, and I understand that figure is creeping ever upwards... It is, and we have regularly manufactured around 2,800 frames per weeks.

So what do you put the success down to? I know you have always put great store in Pearl’s ‘delivering excellence in every area’ and you must be one of the fastest growing fabricators in the country... It’s true that we’ve continued to grow and much of that must be down to the calibre of the management and the staff. We have always tried to get the best people and integrate them into the Pearl philosophy of producing quality products with real quality control and delivering on time and in full. This has worked for us. But offering the right range of products is key nationally.

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To do that means you have to know your customers really well... Absolutely right. Customers want speed, efficiency and accuracy. They want a reliable 5 day lead time...and sometimes quicker. And they want the products that are in vogue and are being demanded by the public. So PVCu windows, doors and conservatory roof systems are always in demand and the key is getting the best products in those main product areas.

Back in 2012 you took on Liniar as your main profile. I take it that was an example of that particular company being very much in vogue. Has it worked for you? The success of Liniar has also caused us some problems! We have had to open another factory.

Is this still at Westhoughton? It’s literally next door to the original factory and is built as a mirror image right down to tooling specification. That’s important to us, so we can maintain the same consistency of fashion at either factory.

So has Liniar made that much of a difference to Pearl? It really has, and this factory is essentially there to manufacture Energy Plus products,

whether windows, doors or the Patio Plus Door. Energy Plus isn’t just a name. It’s a multi-chambered system and one of the most thermally efficient on the market. They out-perform the highest energy performance standards currently in existence. Apart from keeping energy costs down, which is environmentally friendly, people forget that UPVc is entirely lead free and the whole product is recyclable at the end of its life!.

But what made you look at Liniar initially? Pearl has always scoured the market for the best and most innovative products and we believe in being at the cutting edge. Liniar is recognised as being the most innovative company in the field of PVCu extrusion, mainly because they have been able to design

November 2013 | www.glassnews.co.uk


GLASS NEWS INTERVIEW

The UK’s Leading Industry Newspaper

their systems from first principles and not as upgrades to older systems. They’ve also researched likely future legislation and industry guidelines that may affect future window and door products. It’s clear they have a total commitment to ensuring that all their products give the end users unique benefits and advantages over those of their competitors.

You certainly haven’t taken the safe option of keeping on with what you do well, and are renowned for straightforward quality, value, and excellence in delivery, all very much with a customer focus...

And ‘Energy Suite’ specifically? Well, we intend to offer the Energy Suite as an option for high end retail installations. We’ll have options up to an amazing “A +20 window” together with low U values to comply with some of the toughest housing association requirements. Under a U value of 1.0w/m2/k!

The Patio Plus Doors is a product that intrigues me. It looks very much like the next generation of patio doors. What do you see as its main USPs?

And 2014. The new factory... We’ll be looking to move, very quickly, to around 500 frames per week in this new facility.

The arrival of these Liniar products is actually quite exciting, coupled with the fact we have opened a bespoke factory to produce the Energy Suite and Patio Doors, has given us a new enthusiasm in the business to push and develop even further.

So 2014 will be in excess of 3000 frames per week?

Our plan is to operate the two factories together, expanding production volumes to cope with customer demand.

We shall certainly have the capacity to produce well in excess of 3000 frames per week during 2014.

This whole new ‘Energy Suite’ complements our existing range of Liniar products.

No one can stand still: you inevitably go backwards. We consistently review and monitor innovation within our sector to ensure we remain at the cutting edge of product development. We are constantly striving for the best in product, equipment and development for new and existing customers alike. These Liniar products help us to do this.

Thank you for your time, Jeff. I look forward to reviewing 2014 with you next November.

Basically, great appearance, high security and outstanding thermal performance. Add to that all the colours offered by the Energy Plus Window and Door range; 2, 3 or 4 paned styles; and an ultra smooth and silent running action, and you have a real feature in your home!

Thermal efficiency is never easy on patio doorsets... Bear in mind, Chris, this is the most thermally efficient product of its type on the market. It has Liniar’s five chamber system just like the whole Energy Plus range.

www.glassnews.co.uk | November 2013

READER ENQUIRY No: 1113/0105

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ALUMINIUM

The UK’s Leading Industry Newspaper

MD of specialist aluminium fabricator outlines ideas for growth The MD of a leading specialist aluminium fabricator is outlining his thoughts on how to cement the economic recovery, following some recent positive signs.

Gloucester based CDW Systems has performed admirably throughout the recession, recently posting record trading figures. But its Managing Director, Jerry

Webb, believes more can be done to boost manufacturing output and increase demand in the commercial and domestic glazing sectors. In correspondence he is circulating to key figures inside and outside of the industry, Jerry has called on government to provide clarity around the Green Deal, consider a reduction in VAT charged on all domestic and commercial building work; and detail its vision for house building. “Aluminium has experienced a renaissance in the last few years and as a company we have benefitted from strong demand in the commercial and domestic sector, for our aluminium windows and doors. The bi-fold boom has also helped. But looking forward we can’t become complacent and a recent report by AMA, on the commercial glazing sector, is predicting a relatively stagnant market over the next two years, with recovery strengthening from 2016.” “How do we accelerate that? What levers do we need to pull? I personally believe a reduction in the level of VAT on commercial and domestic work and a major house building programme is required.” Jerry says that a Green Deal that works would also allow smaller building companies to carry

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“The bi-fold boom has also helped. But looking forward we can’t become complacent and a recent report by AMA, on the commercial glazing sector, is predicting a relatively stagnant market over the next two years, with recovery strengthening from 2016.”

“I would say that the commercial sector also needs targeted investment. There are positive signs in the office sector in the major cities and there are niche projects generating growth.” out upgrade work on existing properties. “I would say that the commercial sector also needs targeted investment. There are positive signs in the office sector in the major cities and there are niche projects generating growth. But the scrapping of the Building Schools for the Future programme has slowed demand in the education sector.” “Nobody has all the answers and we are in a harsh economic reality but as a major employer and leading company in the aluminium sector, I felt it responsible to talk with our installer customers and communicate their and our views,” Jerry concludes. CDW Systems have been in business for twenty-one years and manufacture and supply a wide range of windows, doors, shop fronts and curtain walling using some of the leading aluminium profile systems on the market today including Smarts and SAPA. The specialist aluminium fabricator brings to market new products yearly; and most recently brought its new PassivHaus approved patio door, that can accommodate up to 400 kg of glass, to market. For more information call CDW Systems on 01452 414853or visit www.cdwsystems.co.uk. READER ENQUIRY No: 1113/0107

November 2013 | www.glassnews.co.uk


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www.glassnews.co.uk | November 2013

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NEW PRODUCTS

The UK’s Leading Industry Newspaper

BACK TO SCHOOL Specifiers benefit

The new log cabin style studio school at Ockendon Academy features the latest sealing technology from ISO Chemie

The UK’s first machine profile log studio school has been sealed using advanced foam sealant technology provided by ISO-Chemie.

a large glazed frontage and incorporates a range work-based learning facilities and studio-style classrooms for more than 240 pupils.

The new log cabin style studio school at Ockendon Academy, supplied and constructed by sustainable building specialists Cabinco, has seen ISO-BLOCO 600 tape installed to provide a high performance acoustic seal at the wall interfaces, which will be able to accommodate potential movement due to shrinkage.

Jonathan Jones, project manager at Cabinco, said: “The support received from the ISOChemie was invaluable, assisting with short notice orders and providing guidance on the correct products for the project."

One hundred millimetre wide strips of ISOBLOCO T-Max have been specified to seal internal joints which have been specifically designed to accommodate over 80 mm of shrinkage movement. Improved air and weather tight sealing for a variety of different sized windows and doors has also been achieved using ISOCONNECT Vario SD humidity regulating and airtight foil. The foil comes from a new generation of window sealing products which not only adapt to seasonal variations but also provide an excellent external weather seal that surpasses the current, and proposed, UK Building Regulations for air tightness in domestic and commercial buildings when used as an internal seal. As well as sealing against wind driven rain to hurricane forces. ISO-TOP Flex-tape is a highly flexible new LDPE tape, which can be used for fast and effective airtight sealing around service penetrations in walls and ceilings, has also been used along with ISO Flame Kombi foam sealing tape Improved fire protection of joints and service connections in buildings is provided by the new self adhesive The new building, the second phase of development at Ockendon Academy, features

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Sound attenuation was a pre-requisite during the school’s design and build, and this has been achieved using ISO-Chemie’s high performance tapes.

Mike Cooke, ISO-Chemie’s UK sales advisor, said: “Increasingly, timber is being considered as low cost, practical and very sustainable building products for important new education projects. “So for us to be involved further in this ground breaking schools project not only reinforces our strong environmental credentials but is also a strong endorsement for the airtight, acoustic and thermal benefits provided by our foam tape solutions.” ISO-Chemie is one of Europe’s main producers of impregnated foam sealants, specialising in the manufacturer of foam products from polyethylene (EPE), polypropylene (EPP) and polyurethane (PUR) using the latest production techniques. The company’s UK technical and distribution operation is based in the North East of England, supported by a dedicated logistics service to ensure customer orders are completed as quickly and efficiently as possible (usually next-day delivery). More at www.iso-chemie.co.uk or email p.thompson@iso-chemie.co.uk. Tel: 01207 566874 READER ENQUIRY No: 1113/0109

from NEW technical BROCHURE FOR SYNSEAL’S EVOLVE RANGE

Synseal’s comprehensive library of technical literature has been supplemented by the addition of a specification brochure for Evolve, the company’s range of fully manufactured specialist doors and windows. Evolve is a range of some of the most popular yet technically complex niche products, including Evolve Bi-Fold Doors, Evolve Vertical Sliding Sash windows and Evolve Patio Doors. These specialist products are made to order, are CE Marked by Synseal, and are delivered to fabricator partner premises or even directly to site, if required. The comprehensive new 20page brochure provides clear and concise information and presents full technical data about these products, including dimensioned section drawings. All Quality Standards and Accreditations are detailed, including a section on Synseal’s impressive environmental credentials. Key features for all three product ranges are highlighted to allow ata-glance evaluation, with technical specifications described comprehensively, including energy efficiency performance and ratings and as appropriate, hardware performance and options, recommendations on glazing options and essential details on foiled profile colour options.

“Key features for all three product ranges are highlighted to allow at-a-glance evaluation, with technical specifications described comprehensively, including energy efficiency performance and ratings and as appropriate, hardware performance and options, recommendations on glazing options and essential details on foiled profile colour options.” Style and configuration options are key to the specification of these products and the new brochure deals with these using clear and concise technical drawings. Synseal technical literature is designed for easy specification and reference

use by new build housing developers and industry professionals seeking to select high quality window and door products for public or private sector building projects.

READER ENQUIRY No: 1113/0110

November 2013 | www.glassnews.co.uk


PRODUCT NEWS

The UK’s Leading Industry Newspaper

All about the look SYNSEAL STREAMLINES

Guardian SunGuard High Durable Silver 70

VS COLOUR RANGE

Synseal has updated the range of colours and woodgrains for its Evolve Vertical Slider system to put further emphasis on the most popular choices. Demand for foiled products is growing rapidly, according to Sarah Starkey, Business Development Manager for the Evolve range, and some colours and woodgrains are emerging as clear leaders in that growth.

“Now we have focussed on the most popular foils so that we can streamline production and stockholding and ensure we provide the best levels of service at all times while fabricators can continue to access all the popular foils if required.” Continuing, she adds, “We have always had a comprehensive foil range and the level of uptake

shows that our customers appreciate this.” “Now that demand for foils and colours, as well as Vertical Sliders, is growing all across the industry, we want to make sure that Synseal fabricators and installers are in the best position to go on making the very most out of both these trends.” The Evolve VS range will now be available in White, Woodgrain White, Golden Oak, Cherrywood, Cream, Grey, Irish Oak, Black/ Brown and Chartwell Green, as well as all colours as ‘On White’ options. Most are made to order within seven days, with some on lead times according to Synseal’s manufacturing schedule.

Guardian’s SunGuard High Durable Silver 70 changes the look of float glass by creating a highly reflective surface in an exceptionally neutral and transparent glass, this makes a facade appear brighter as the glass reflects and disperses the suns light. The Shard in London was one of the first buildings of its kind to use a type of glass similar to SunGuard High Durable Silver 70 to illuminate the facade, utilising natural daylight as the glass coating disperses the sun’s rays in different angles providing an almost diamond like appearance. Unlike most of the coated glass from the Guardian SunGuard range, the primary function of the new High Durable Silver 70 isn’t energy saving! With a light transmission of 70%, a solar factor of 72% and no Low E incorporated in the coating layer stack, the question could easily be asked, why? The HD Silver 70 glass is the vainest member of the SunGuard family, because it is all about the look! Creating a facade which is brighter and more distinctive, allowing the architects design to take centre stage and leave an elaborate and unforgettable signature to a building. With an external reflection of 27% and a light transmission of 70%, the HD Silver 70 dramatically increases the reflection without impairing the view through the glass. This is a new design trend which is sweeping its way across many cities, including London where the battle ensues for the most distinctive skyscraper on the sky line. There are many applications for the new HD Silver 70, with its added durability there are applications where the glass can even be used monolithically. The ideal applications are in double skin facades, where the HD

www.glassnews.co.uk | November 2013

READER ENQUIRY No: 1113/0112

Silver 70 characterises the building in the outer skin with solar control and thermal performance provided by the inner skin. Alternatively, the HD Silver 70 can be used in insulating glass units fabricated with the coating on surface 2 and combined with SunGuard SuperNeutral glass on surface 3, to create a visually stunning IGU that also offers complete solar and thermal performance with a high light transmission. The HD Silver 70 can even be supplied laminated with the coating set between the laminated panes with the PVB (surface 2), in combination with another SunGuard coating on surface 4 of the laminated pane to provide complete performance with a stunningly different aesthetic appearance. The High Durable Silver 70 is part of the Guardian SunGuard High Durable range, offering a new selection of solar control coatings which have an advanced level of durability. Far more robust during processing and after toughening, the SunGuard High Durable range of coated glass does not need to be hermetically sealed into an insulating glass unit, which vastly expands the applications and projects where the new High Durable range can be used. For more information on SunGuard High Durable and the High Durable Silver 70 visit www.guardianglass.co.uk.

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READER ENQUIRY No: 1113/0111

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The UK’s Leading Industry Newspaper

Friday 29 November 2013 | London Hilton on Park Lane

G13 AWARDS

10th year of the G Awards Unbelievably, 2014 sees the 10th year of the G Awards and Glass News celebrates that anniversary by talking with Tony Higgin about the trials and tribulations associated with organising such a high profile event.

The 10th Anniversary of the G Awards and there must have been times when you wondered whether it was all worthwhile?

Awards are great for those who win but are often dismissed as unimportant by the losers. Not necessarily in this industry, but awards in general...

I had been involved with EMAP’s running of an industry awards back in the 90s and 2000s.

It’s true that we get the odd grumble if a company doesn’t win but that’s human nature. What I try to do is give every type of company every opportunity to enter so on this basis the categories are regularly debated and reviewed to ensure the Awards are relevant to as many different types of business as possible. To this end, we introduced 4 new categories this year including one for the commercial glazing sector and one specifically for new products.

For a number of reasons that event came to an end and, in 2004, I recognised that there was still a demand for an Awards ceremony and with Glassex still being a 15,000 sq mtr exhibition it would have been criminal if the industry didn’t have its own Awards event. Yes, it is absolutely worthwhile.

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Our judging panel is completely independent and I do not get involved in the judging at all. Different judges look at different categories, depending on their area of expertise, and no judge can see who else is judging their category or indeed any other scores given. It is all done on a secure online system which is password protected so there is a real separation between me as an individual, and the judges themselves. It goes without saying that sponsors are not on the judging panel! Any Awards ceremony needs to be beyond reproach and we do what we can to make sure the G-Awards are no different – we rely on our integrity and we stand by it.

It is a great event and a fantastic opportunity to socialise with friends and, yes, competitors. I think the industry owes you a debt of gratitude as the industry would be the poorer without the G Awards... I think the reason for the G-Awards’ success is that we invest in it.

The demand is there and there is such a lot to celebrate when you see the kind of work some of the entrant companies are doing.

And what about the issue of sponsorship? Does that promote favouritism?

There is real innovation, product development and passion and that deserves to be recognised publicly, in front of peers and other industry experts.

The result is a great night out at one of the country’s top venues, with all the elements people expect from an event of this kind – a champagne reception, excellent food and wine, a different celebrity each year and other entertainment.

It wouldn’t be feasible to run an Awards on this scale and exclude sponsors from entering. Favouring sponsors? All I can say is it’s simply not true.

We trust that this year’s event will be another great night for our industry.

November 2013 | www.glassnews.co.uk


G13 AWARDS

The UK’s Leading Industry Newspaper

www.g-awards.co.uk DOUBLE SUCCESS FOR MILA IN THE G13 SHORTLISTS AWARD

NOMINEES

Commercial Project of the Year

The VEKA UK Group Lister Trade Frames Pilkington UK

SG Window Systems Lordswood Architectural

Environmental Initiative Lister Trade Frames The VEKA UK Group of the Year Ritec International Nationwide Windows

Training & Development Saint-Gobain Glass UK Lister Trade Frames Initiative of the Year Build Check The Fenestration College Exe Windows & Doors

New Product of the Year

The VEKA UK Group Saint-Gobain Glass REHAU Roseview Windows Pilkington UK Mila

Promotional Campaign of the Year - Retail

Solidor Group Sheffield Window Centre Nolan uPVC Reynaers REHAU

Promotional Campaign of the Year - Trade

FIT Events REHAU

Mila is the only hardware supplier to have been shortlisted in two categories at the G13 Awards. It is a finalist in both the highly competitive Component Supplier of the Year category and in the newly launched New Product of the Year category. Managing Director Richard Gyde said: “We’re thrilled to have been recognised for what we believe are our key strengths – our ability to deliver great service to our customers and our ability to innovative and deliver great products.” Mila’s entry in the Component Supplier of the Year category focuses on its market leading On Time In Full delivery scores and its

hugely impressive quality assurance processes leading to record low product rejection rates. Having been shortlisted for the same award in 2012 and been named a winner in 2011, Mila hopes to make it third time lucky this year.

NightSecure® strikers sold and more than 360 customers now fitting the product, it is already proving hugely popular. Tel: 01327 31240 www.mila.co.uk

In the New Product of the Year category, Mila’s entry focuses on its NightSecure® steel topped striker range which is the only striker on the market to pass the PAS24 2012 enhanced security test in night vent mode. Mila says that the product shows real innovation in design, application and manufacturing and, with more than 250,000

“We’re thrilled to have been recognised for what we believe are our key strengths.”

READER ENQUIRY No: 1113/0114

The VEKA Group Anglo European

Component Supplier of the Year

Eclectic Systems LLP for Residence 9 Thermoseal Group Cotswold Architectural Products Mila Grouphomesafe

Customer Care Initiative of the Year

Lister Trade Frames CEN Solutions REHAU Everglade Windows

Conservatory Installer of Sherborne Clearview Home Improvements the Year West Yorkshire Windows Thistle Windows & Conservatories

Installer of the Year

KJM Windows & Conservatories PJ Plastics The Window Company (Contracts) Elwyns Windows

Fabricator of the Year

Polyframe Lister Trade Frames SWC Trade Frames Everglade Windows Truframe

Glass Company of the Year

MiGlass Glassolutions Saint-Gobain Ravensby Glass Co RegaLead Custom Glass

www.glassnews.co.uk | November 2013

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G13 AWARDS

The UK’s Leading Industry Newspaper

G-Awards

Build Check shortlisted for prestigious G13 Award

It’s Not about the Numbers for Listers Lister Trade Frames of Stoke on Trent are well known for their presence each year as finalists and winners of the National G-Awards for the Glass and Glazing Industry. In fact this October sees them having been Finalists 18 times in the last 9 consecutive years, and winners of 7 awards.

Build Check, industry experts for testing and certification services in the construction and fenestration industries, has been named as a finalist for Training & Development Initiative of the Year in The G13 Awards. For the shortlisted Training & Development Initiative, Build Check trained, advised and helped a large number of companies to comply with CE Marking.

Listers Five Finalist G-13 badges.

Mark. “Our staff have all been working exceptionally hard over the last year and we have made some great improvements in our business.”

Listers nominated Finalists for Fabricator of the Year, Commercial Project of the Year, Environmental Initiative, Training & Development Initiative, and Customer Care Initiative.

It would seem that it was the range of unusual and customer focused activities that made them stand out to the judges this year. Listers have been showing increased sales across their business and have entered the commercial installations market carrying out projects in London. They continue to set the pace on recycling in post-consumer waste, and their focus on training and development has seen them achieve “Beyond the Standard” recognition with Investors in People Bronze, and they have also seen one of their apprentices win a training award.

“We were stunned to receive so many nominations this year and very proud to be recognised again.” Said

One of their ‘unusual’ initiatives involved Listers going the “extra mile” by partnering with a local

However, Mark Warren, Listers Managing Director, says that their success goes much deeper than just going after awards for the sake of them. Mark says that “awards come as a bonus to our always driving the business forward.” So what have they being doing this year to receive a total of 5 nominations in the G-13 Awards?

company to provide training for their Trade Customers to achieve qualifications to meet the new Competent Persons Scheme requirements that come into force next year. This is unusual as there are no requirements for window manufacturers to get involved, but Listers saw it as a way to actively support their customers and they have had tremendous success with their scheme. By adding all this together, you might just see why Listers have been nominated finalist once again as ‘Fabricator of the Year’ even though they won the title for a third time only last year! “Entering the G-Awards gives us a chance to document all the things that we have been doing with the company over the previous year,” says Mark. “Being nominated as a finalist is viewed by all here as valuable recognition of all the hard work that our team has been doing.” Being nominated in 5 categories for this year’s awards is truly outstanding. When you add that to their previous track record in the G-Awards you have to admit that the numbers do show something special, but I know that Listers are already working on new initiatives for the coming year, so don’t be surprised if they are back there again in 2014.

Listers Director Team at the G-12 Awards.

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READER ENQUIRY No: 1113/0116

SOLIDOR’S A G13 FINALIST Solidor have just been announced as a finalist in the prestigious G13 Awards for Promotional Campaign of the Year – Retail, based on their latest marketing campaign which has captured the imagination of consumers across the UK. The G Awards represent everything that is great within the glass and glazing and there has been a long list of worthy winners across each of the respective categories, including the hotly contested Promotional Campaign of the Year – Retail. Solidor put together an impressive entry, which has already been recognised by the judges. The consumer campaign from Solidor has involved the development of a new consumer facing website combined with a proactive and dynamic SEO and PPC campaign. Statistics have shown that in just 7 months that the web traffic had grown 94.7% and leads from the web increased an incredible 532.46%. The launch of the website also coincided with the introduction of a Recommended and Premium Installer Scheme and within the first 7 months of 2013 there were 375 members listed on the site. Further consumer materials have been launched in the form of a new colour

swatch detailing an accurate representation of the company’s 17 internal and external colours, along with a highly impressive 60 page, perfect bound consumer brochure. Given the wealth of USP’s within Solidor’s product, the company has also launched a ‘Sounds Like a Solidor’ initiative which challenges consumers to take the ‘Knock Knock’ test on one of their solid hardwood core doors vs a foam filled GRP composite door found elsewhere in the industry. Gareth Mobley, managing director of Solidor Group comments: ‘We’re truly thrilled to be announced as a finalist in the G13 Awards, it’s testament to all the hard work done by our staff and key business partners. Fingers crossed for the finals night later in November.’ For a copy of the new brochure and new colour swatch, or to find out more about their Recommended Installer scheme then log on to www.solidor.co.uk, call 01782 847300 or e-mail enquiries@solidor.co.uk. To keep up to date with all of their developments follow them on Twitter @ solidorltd or look them up on Facebook. READER ENQUIRY No: 1113/0117

“In September 2012 many companies simply didn’t have the knowledge or resources to comply with CE Marking,” says Richard Bate, Build Check’s Technical Director. “Build Check took the lead and created information and charts to guide businesses through the process, hosted seminars at FIT Show and with key industry players to advise businesses on compliance and carried out a widely distributed online and trade press campaign to give much needed accurate information to the industry.” “More than 450 companies came to hear information on compliance at our own CE mark seminars and at a series of seminars from top industry influencers. Many thousands accessed our information as visitor numbers to our website increased by over 300%. We are excited to be shortlisted for one of the industry’s most prestigious awards especially as it recognises us for the free training we offered around CE Marking.” Build Check is competing against four other companies for The Training and Development Initiative of the Year Award, which will be presented at a dinner on Friday 29 November at the London Hilton on Park Lane.

READER ENQUIRY No: 1113/0118

November 2013 | www.glassnews.co.uk


G13 AWARDS

The UK’s Leading Industry Newspaper

RegaLead shortlisted for G13’s Glass Company of the Year RegaLead, the company synonymous with adding value to glass, windows and doors through decoration, is delighted at the news that they have been shortlisted in the G13 Awards Glass Company of the Year category for their work through the Decorative Door Products division.

Guy Hubble, Joint Managing Director or RegaLead comments: “We have always been a supporter of events which bring the industry together and the G Awards are no exception. They provide a great opportunity to recognise and celebrate the hard work and dedication by the companies and people each year. To be shortlisted is a massive achievement for us and the whole team is really excited. “We’ve been historically recognised as a component supplier, but have invested a huge amount of time and effort into the import, manufacture and distribution of decorative glass units for composite doors via our Decorative Door Products division. As a specialist in this niche sector we strive to lead the way in advancing specification within it, taking steps

to not only drive up quality but also stay ahead of changes demanded by legislation. It’s fantastic to see our hard work rewarded with a place in the finals at the G13 Awards.” “I can’t deny we hope the decision goes our way on the night, but ultimately we are enjoying the recognition and are extremely proud of the fact we’ve been included in such an impressive shortlist.” For more information on decorative products for glass, windows and doors from RegaLead visit www.regalead.co.uk or call 0161 946 1164. READER ENQUIRY No: 1113/0119

G13 AWARD SHORTLISTING PUTS GLASSOLUTIONS IN FRAME TO RETAIN ITS CROWN Last year’s G12 Glass Company of the Year award winner GLASSOLUTIONS has been shortlisted again this year for the G13 award, opening the door for the company to become the first in the awards’ history to retain its crown in this category. During 2013, GLASSOLUTIONS – the UK’s leading glass processor, distributor, installer and repairer – has continued to build on its unique market position following its Solaglas to GLASSOLUTIONS rebrand twelve months earlier. A busy year of pioneering initiatives has seen the company become the first glass company to introduce Life Cycle Assessment (LCA) data for its core product range and also open up

The team at The VEKA UK Group are thrilled to have been listed in four categories at the G13 Awards – Commercial Project of the Year, Environmental Initiative of the Year, New Product of the Year and Promotional Campaign of the Year. Dave Jones, The VEKA UK Group's MD, comments: “This is a fantastic result for us. The G Awards provide a fantastic opportunity for businesses in the glass and glazing industry to be recognised for their hard work and outstanding achievements, and to be shortlisted for four awards is yet another incredible accomplishment for The VEKA UK Group.

an Innovation Centre in the heart of London. This provides a convenient facility for architects in particular to keep up to speed with the latest developments in glass products and solutions. Mike Butterick, GLASSOLUTIONS marketing director said: “We’re thrilled to make the shortlist again this year for the prestigious Glass Company of the Year award. It is excellent news for everyone involved and reflects the enormous effort that the team has put in over the last 12 months to continue our evolution.” “Looking ahead into 2014, we are extremely excited about the opportunities that our groundwork during this year will open up across all our markets.

www.glassnews.co.uk | November 2013

The VEKA UK Group's shortlisted for not one, but four awards at G13

“Our listing in the Commercial Project of the Year category comes following our work with customer S&A Developments on two social housing projects in Wigan.” From the new developments in our façade design and installation operations, to the continued expansion of our interior glazing range and working ever more closely with fabricators to drive up domestic WERs, we will continue to add value to our customers.”

Winners will be announced on Friday 29th November at the awards ceremony at central London’s exclusive Hilton Park Lane Hotel hosted by Dara O’Briain. www.glassolutions.co.uk www.saint-gobain.co.uk READER ENQUIRY No: 1113/0120

“The Darwen-based fabricator manufactured the 1000 windows required, using VEKA's Infinity recycled profile system. Infinity is a high-spec system that offers great sustainability benefits, as well as energy efficiency, which made it the ideal system for these projects.”

The Group is also listed for Environmental Initiative, following an entry that showcased the industryleader's massive 2208 tonne saving of carbon since 2008, using various energy saving measures. Halo's TwinSash system has also got The VEKA UK Group shortlisted for New Product of the Year, as well as Trade Promotional Campaign of the Year. The revolutionary product has proved its worth in the industry, and is one of the only PVC-U systems to meet Passivhaus requirements. The pioneering system can achieve a U-value of 0.38 W/ m²K and reduce noise levels by around 50dB, making it the ideal application for the hotel and educational sectors. Dave adds: “We are also thrilled to see that four out of the five fabricators in the Fabricator of the Year category are Halo customers, and we will, of course, be cheering for them on the night!” Tel: 01282 716611 www.vekauk.com

READER ENQUIRY No: 1113/0121

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G13 AWARDS

The UK’s Leading Industry Newspaper

REYNAERS RECEIVES G13 AWARD NOMINATION FOR ‘OUTSTANDING ACHIEVEMENTS’ IN GLASS & GLAZING INDUSTRY Reynaers, one of Europe’s leading providers of innovative aluminium architectural glazing systems for commercial and residential buildings, has been shortlisted at the upcoming G13 Awards in the “Promotional Campaign of the Year” category with its exciting new proposition, Reynaers at Home. The annual G Awards, to be held in London on 29th November, recognise the outstanding achievements of companies associated with the glass and glazing industry. Reynaers is among five nominees for the award, further establishing the brand’s status as a leading provider of forward thinking aluminium designs, operations, details and finishes for commercial and residential projects. “Reynaers is pleased to have been nominated for “Promotional Campaign of the Year” at this year’s G Awards acknowledging outstanding achievements in the industry. It is a great privilege for the respected Reynaers name as our aluminium and window technologies and services continually evolve and deliver advantages to our UK and global customers,” said Hugh Moss, Head of Reynaers at Home.

High-quality aluminium solutions The company has been nominated for its Reynaers at Home brand, an exciting proposition first launched to the UK market in January 2013. Alongside the company’s focus on commercial projects, Reynaers at Home offers the same high-quality aluminium products, support services and training to the top end of the private domestic market.

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Everglade Windows shortlisted for two prestigious G13 Awards Everglade Windows, the number one fabricator for installer support and current holder of the G12 award for Customer Care, has been named as a double finalist for Fabricator of the Year and Customer Care Initiative of the Year in The G13 Awards. For the Fabricator of the Year award entry, Everglade Windows used its extensive knowledge of the domestic windows and doors market. Through its extensive product range, great support and quick order turnaround it created new opportunities for customers to sell more. It focused on its £1m investment into new machinery to make it the most advanced aluminium fabricator in the region. As current holders of the G12 Customer Care Initiative Award, for this year’s

Hugh Moss added: “The continuing dedication of Reynaers to providing stateof-the-art, high-quality and aestheticallypleasing aluminium products, with flexibility and high energy efficient properties, is renowned in commercial projects around the world. The Reynaers at Home brand delivers these same qualities to the discerning homeowner. Our commercial and residential glazing systems continue to go from strengthto-strength in delivering industry-leading product performance. This is thanks to our growing high-profile partnership network of reputable and approved fabricators, installers, architects and builders, and our proactive lead-generation.” The winner will be announced at the G13 awards ceremony on 29th November at the London Hilton on Park Lane, with a trophy presented to the frontrunner. Celebrity host Dara Ó Briain will host the ceremony before an audience of 600 guests from the glass and glazing industry. For full details contact: Reynaers Limited, Tel: 0121 421 1999, Fax: 0121 421 9797 or email:reynaersltd@reynaers.com. Visit: www.reynaersathome.co.uk; www. reynaers.co.uk; and www.g-awards.co.uk. READER ENQUIRY No: 1113/0122

award, Everglade Windows launched its CE Sorted! campaign. Taking the lead in the industry, Everglade Windows offered customers a complete easy-to-comply system for CE marking. The timing for our annual conference was brought forward so customers could get the information well before the deadline of 1 July. The record attendance figures and positive feedback forms collected at the conference show it was hugely useful for customers. “We are really excited to be shortlisted for two of the industry’s most prestigious awards” says Reena Gjoci, marketing manager for Everglade Windows. “Our business is based on understanding customers’ needs and giving them the products and practical support to succeed in this

fast changing industry. To be a finalist for two awards and to be recognised for our customer care two years in a row shows that when we say we’re number one fabricator for installer support, we work hard to achieve it.” The awards will be presented at a dinner on Friday 29 November at the London Hilton on Park Lane Hotel. Tel: 020 8998 8775 www.evergladetrade.co.uk READER ENQUIRY No: 1113/0123

FIVE REHAU CUSTOMERS SHORTLISTED FOR G13 AWARDS REHAU is congratulating five of its customers who have been shortlisted in a range of categories at the forthcoming G13 awards. Both PJ Plastics and The Window Company (Contracts) have been shortlisted for Installer of the Year, while Polyframe

Trade are finalists in the Fabricator of the Year category. In the Product of the Year category, Roseview Windows are shortlisted for their Ultimate Rose sash window and in the Promotional Campaign of the Year Retail, Sheffield

“We are delighted that so many REHAU customers are in the running for the trophies this year.” Window Centre are finalists for their innovative local campaign. Marketing Communications Manager Irene Smith said: “We recognise just how much the G-Awards can mean to a business in this industry so we are delighted that so many REHAU customers are in the running for the trophies this year.” “We have supported many of their efforts and will certainly be there on the night cheering them all on.” READER ENQUIRY No: 1113/0124

November 2013 | www.glassnews.co.uk


G13 AWARDS

The UK’s Leading Industry Newspaper

“Glass News congratulates all companies who have made it through to the finals and wish them well for our industry’s gala night of the year.”

OUTLET DEALERS PROMINENT IN CONSERVATORY CATEGORY Two of the four finalists in the G13 Conservatory Installer of the Year category are members of the Conservatory Outlet Network of Dealers. Clearview Home Improvements and West Yorkshire Windows are both in contention for the award which will be announced on Friday 29th November after each shortlisted company has been visited by the G13 category judge. West Yorkshire Windows was a founder member of the installer network and Clearview has been a high profile member ever since it joined in 2008. Between them the two companies boast seven showrooms across West and South Yorkshire, and Lancashire and Cheshire respectively, and can service several millions of homes from these outlets. Neither company is a stranger to the G-Awards: this is the

second time Clearview has been shortlisted in the last three years, and the third time for West Yorkshire Windows in the same period. Two years ago West Yorkshire Windows went all the way to win the G11 Installer of the Year category. The installers will be accompanied at the awards ceremony by their fabricatorsupplier, Conservatory Outlet, which supplies a whole host of products to West Yorkshire Windows, Clearview Home Improvements and 21 other equally well regarded regional installers. ‘It’s no surprise to see our dealers ever-present in the G-Awards shortlists - they are unquestionably among the best installers in the country,’ said Conservatory Outlet director Greg Kane. Tel: 01924 434416 READER ENQUIRY No: 1113/0125

Roseview Windows RECORD FOUR

nominated for G-Award SHORTLISTS FOR Roseview Windows, the specialist uPVC vertical sliding sash window fabricator, has been nominated for a G-Award for their commitment to innovation and product development. Roseview’s newly launched high performance sash window, the Ultimate Rose, is up for New Product of the Year, an all-new category for the long established event. According to the event organisers this category recognises an “outstanding new product that will make major inroads to improving overall building performance, as well as making significant contributions to the company balance sheet.” Roseview is the only specialist sash window fabricator to receive a nomination this year and they will be joining companies such as REHAU, Veka, Mila, Pilkington and

Saint Gobain, all of whom are finalists for the same category having launched new products in the last 12 months. Independently owned Roseview will clearly be facing some stiff competition, but nevertheless managing director Willie Kerr is looking forward to the night. Willie commented: “2013 has been a year of real innovation – you only had to walk around the FIT Show to see wealth of stunning new products on show – so it’s a real honour to be nominated for the New Product of the Year. We’re up against some big multi-national companies with brilliant products so if we win it will be a massive achievement.” The Ultimate Rose is a mechanically jointed uPVC sash window designed specifically for the heritage and conservation sector. It replicates the fine details of a timber box sash window and includes a flush run-through horn, deep bottom rail and authentic putty lines. The window has been accepted in numerous conservation sectors, a factor that no doubt impressed the judges and resulted in Roseview’s nomination. For more information on Roseview call on 0844 870 7178 or visit www. roseviewwindows.co.uk.

REHAU AT G13 AWARDS

REHAU has had its most successful result ever in the shortlists for this year’s G13 awards. The company has been shortlisted in four categories reflecting its strength in new product development, marketing and customer service. In the New Product of the Year category, REHAU is shortlisted for the new energy efficient REHAU TOTAL70 profiles, while the marketing campaign to launch these profiles is shortlisted for the Trade Marketing Campaign of the Year.

the Year with its online campaign generating consumer enquiries for its trade customers, and for the Customer Care Initiative of the Year with its www. rehauanswers online thermal calculator and CE marking guide.

Alongside these, REHAU is also shortlisted for the Retail Marketing Campaign of

Marketing Communications Manager Irene Smith said: “This is a great result for us. We’re keen supporters of the G-Awards and we always invest time and effort in our entries. “We encourage our customers to enter as well because we know the benefits the awards can bring and it’s fantastic news that five of our customers have also been shortlisted so it promises to be a great evening.”

READER ENQUIRY No: 1113/0126

READER ENQUIRY No: 1113/0127

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G13 AWARDS

The UK’s Leading Industry Newspaper

Ritec Finalists for Environmental Initiative of the Year at G13 Awards

Everglade Windows

is finalist for a hat trick of awards

Everglade Windows, the UK’s number one fabricator for installer support, has made it a hat trick of prestigious award nominations as a finalist for the Construction Marketing Awards and The West London Business Awards. Already a finalist for Fabricator of the Year and Customer Care Initiative of the Year in The G13s, Everglade Windows is also a finalist for Best Use of Events and Live Marketing at the Construction Marketing Awards and for The West London Business Awards for Training and Development as well as the Property and Construction Business of the Year.

The new System has been recognised by the Award Judges for its 'green benefits' that apply to all types of glass, exterior and interior, and include – • Energy savings for routine glass maintenance – reduces by 50% on average the energy requirements for routine glass washing including transportation to site, operation of access

equipment, production of cleaning materials and consumption of water; • Reduced carbon footprint – by reducing energy requirements, ClearShield® also reduces by 50% on average the climate-changing emissions of carbon dioxide (CO2) and other greenhouse gases; • Enhanced day-lighting - by maintaining the original light transmission of glass. In addition, the System can renovate glass to its original state which reduces the environment impact of replacing the glass with a new product. This latest award nomination comes hot on the heels of the company being awarded the ISO 14001 standard. This is accepted internationally and accredits Ritec as having

“Including the G13s we’re up for five awards covering everything from training and manufacturing to customer care,” says Reena Gjoci marketing manager at Everglade Windows. “This year we’ve worked harder than ever over the total business to be stronger and more efficient. We have redesigned the factory to be more efficient with big investments in machinery and training.” “Customer care has always been central to our philosophy and this year we put in place a complete CE marking support system, so customers could keep ahead of the legislation changes when they came in on 1 July.” Reena continues: “It’s exciting to be recognised by both industry and local awards and we’ve got our fingers crossed that we win.” The Construction Marketing Awards will be presented at a dinner on Thursday 5 December 2013 at Radisson Blu Portman Hotel in London. The West London Business Award winners will be announced on 28 November 2013 at the London Heathrow Marriott. Tel: 020 8998 8775 www.evergladetrade.co.uk READER ENQUIRY No: 1113/0128

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Ritec International is delighted to announce that they are finalists for the G13 Environmental Initiative of the Year Award with their ClearShield EcoSystem™.

an effective environmental management system in place within its business. This International Organization for Standardization (ISO) standard is designed to address the delicate balance between maintaining profitability and reducing environmental impact; and is achieved with the commitment of the company as a whole. Stephen Byers states: “We are extremely pleased that we have been nominated for this environmental initiative with our new ClearShield Eco-System™ that not only reduces energy requirements and carbon emissions but also saves the end-user time and money in cleaning requirements. As a company, we continue to build our environmental credentials. Having identified all aspects of our business which have an impact on the environment and demonstrated an understanding of the relevant environmental laws, we have subsequently produced objectives for improvement, putting into place both a comprehensive management strategy and an ongoing monitoring programme.” For more information on Ritec, visit www.ritec.co.uk or email info@ritec.co.uk. READER ENQUIRY No: 1113/0129

Advertise in Glass News! Contact Christina or Sheilah today! christina@glassnews.co.uk or sheilah@glassnews.co.uk @GlassnewsMag

Christina Shaw

/GlassNews

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INSTALLER FOCUS

The UK’s Leading Industry Newspaper

Roof Assured Marketing Connects with Installers & Homeowners Roof Assured by Sarnafil has launched a new suite of re-branded marketing literature and a DVD for installers and consumers. This follows the company’s re-brand earlier in the year and is an integral part of its long term growth plan to increase market share in the UK domestic roof market. Part of this ongoing strategy is to ‘up’ brand awareness with homeowners via advertising and the Roof Assured installer network. The new materials include an 8 page full colour consumer brochure: “Premium Flat Roofing Solutions for Your Home” and, for the installer, the 4 page “Premium Flat Roofing Solutions for Your Customers”, a re-edited DVD, pop up banners, drop cards and a revised consumer website and installer micro site. All present key messages clearly, accompanied by full colour images. Sika Sarnafil introduced Roof Assured 15 years ago as a way to offer home owners a roofing solution using the same pedigree of high performing products used on projects such as Arsenal FC’s Emirates Stadium and the exciting award winning St Pancras Station. Communicating this equity was an important focus of the new literature. Rod Benson, National Sales Manager, Roof Assured explained: “The decision to re-brand was to give Roof Assured a new image aligned to communicating a market leading product to an increasingly sophisticated consumer

audience. We had two challenges to overcome; confusion between our Sarnafil, Sika and Roof Assured brands and no clear differentiation between our B2C and B2B marketing. Now we have clearer, targeted messages presented in a more compelling and professional way. We are growing the Roof Assured brand in the marketplace and the new image is sharper, fresher and communicates clearly why we’re the best at what we do.” “A backdrop to the new literature is that, to home owners, single ply is perceived as something new in the market so there was a need to convince them that the Sarnafil single ply membrane has a proven long life, with virtually zero maintenance and can add real value to their home. The message to installers is that we are the leader in singly ply products and can supply you with something our competitors cannot.” Rod says, “A revised and updated DVD is an important part of a new focus on multichannel marketing. It’s about saying what we want to say in the way the audience want to hear it. There is a human connection to presenting something in video – the human voice, the moving images – that gel with us all. The domestic roofing business is still quite traditional while the ‘single ply membrane’ approach is still perceived as something quite new. A DVD enables the viewer to understand the mechanics of the single ply membrane application. To quote many installers, particularly Home Improvements companies, “it’s our best selling tool”.” There is also recognition that consumer purchasing habits have changed. Whereas

“We had two challenges to overcome; confusion between our Sarnafil, Sika and Roof Assured brands and no clear differentiation between our B2C and B2B marketing. Now we have clearer, targeted messages presented in a more compelling and professional way. We are growing the Roof Assured brand in the marketplace and the new image is sharper, fresher and communicates clearly why we’re the best at what we do.” a new roof was traditionally a distress purchase – my roof is leaking, I need it fixed – nowadays homeowners are far more likely to research what is available. Also the roof has become much more a part of the aesthetic appeal of a property particularly on contemporary builds and refurbishments and homeowners are now advising their builder what they want. The new marketing

Whiteline’s

New Online Initiative Sussex based fabricator Whiteline is fast out of the traps again with a new, premium website, www.PlatinumNRG.co.uk , to boost business for their retail customers.

PlatinumNRG is a branded range of windows, doors and conservatories that combine innovation, energy efficiency, security, engineering and quality - all designed, developed and manufactured in Britain. Available exclusively to customers of Whiteline, the PlatinumNRG brand offers retail installers a competitive edge in the market with unique products, service and increasing marketing support. The new website features stylish products and innovations, like the unique FlushSASH and new A+ rated windows, solely to generate quality, retail leads which are passed speedily

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on to installers. A programme of promotion, using Google Adwords and SEO (Search Engine Optimisation) techniques, will drive consumer traffic to the site. Whiteline staff marked the site launch, attending the sponsored “PlatinumNRG. co.uk Trophy” event at Hove Greyhound Stadium, where Lady Diamond took an early lead and went on to win the race. Tel: 01323 723724 www.PlatinumNRG.co.uk / www.whiteline.co.uk READER ENQUIRY No: 1113/0132

materials are intended to be part of that ‘research’ process. The installer brochure and DVD will also help installers to present themselves professionally to homeowners, architects and designers. Pop up banners with the new branding are being distributed to approved installer showrooms and offices. Rod adds, “The models that many installers had in their showrooms were great for explaining how the system works, but did not instantly shout out – ‘we do flat roofs’. The new image and marketing materials are ‘evolutionary’ rather than ‘revolutionary’. Domestic roofing is still quite a conservative and traditional industry but it is important that our brand is unified across all marketing materials so that consumers and installers can connect with us. We needed a new image and a simplified brand proposition so we listened, we acted and now we are taking that forward.” If you are interested in becoming a Roof Assured by Sarnafil installer, please visit www.roofassured.co.uk for more information.

READER ENQUIRY No: 1113/0131

Rising costs threaten building recovery Increases in material and labour costs could pose a serious threat to the fragile recovery in the building industry, warns the Federation of Master Builders (FMB). The FMB’s latest State of Trade Survey (Download, PDF 1 MB) of member firms shows the net balance for workloads, expected workloads and enquiries in the third quarter of 2013 was positive across nearly all parts of the UK for the second quarter in a row. For more information, visit the FMB website: www.fmb.org.uk. READER ENQUIRY No: 1113/0133

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GLASS

The UK’s Leading Industry Newspaper

Exeter Benefits From The Merging Of The Two Largest Glass & Glazing Suppliers

Ritec International Provides the Clear Solution for Georgia’s New Parliament

Two reputable glass and glazing suppliers in Exeter combine forces in providing Exeter with a first class service. Exeter Glass Centre located at Sowton Industrial Estate and Mackenzie Glass & Glazing located at Marsh Barton have now merged as Exeter & Mackenzie Glass Centres where Mackenzie joins Exeter Glass Centre in being part of the family run business, Cornwall Glass & Glazing Group. The merger has widened the service area to Devon and now the South of Somerset.

Georgia’s new parliament has opened to a fanfare of acclaim with all of its glass treated with the ClearShield Eco-System™. The futuristic building, in a shape of a huge glass dome, contains split-level gardens and glass-fronted offices.

The new parliament is the pet project of the country's architectureloving president, Mikhail Saakashvili and is meant to symbolise democratic openness and transparency in a country which, until 1991, was part of the Soviet Union. Ritec's representative in neighbouring Turkey, Kozmos Cam, was brought in to treat all of the building's glass – 11,500 square metres – with the ClearShield Eco-System™. Early into the construction project, the glass was installed into its aluminium frame. However, continuing building work lead to contamination of the newly installed glass

with silicone and concrete run-off. Kozmos was first asked to renovate the glass back to its original state, the first stage of the ClearShield System™. The second stage was to protect the glass from future moisture, alkaline and dirt (MAD), three elements that can turn new glass into 'Problem Glass'. ClearShield® was used to transform the glass into ‘low-maintenance’ glass which will make the Parliament’s glass elements easier to clean and provide resistance to staining and discolouration. The result has been met with universal acclaim from all construction partners, with the main contractor requesting the further application of ClearShield® on the parliament's interior

glass and future architectural glass projects the company are involved in. Stephen Byers, Managing Director of Ritec International states: “We are delighted to have been chosen as the Glass Surface Treatment supplier of choice in the construction of Georgia’s new parliament building. The ClearShield System™ will make a huge difference in both the appearance and long term maintenance of the glass dome which is hugely symbolic in this new era of democracy in Georgia.” For more information on how the ClearShield System™ adds value every step of the supply chain, visit www.ritec.co.uk or email info@ritec.co.uk.

Over the past few months a huge amount of work has been undertaken to bring together an additional 16 colleagues from Mackenzie Glass & Glazing. The merger now strengthened the position of the most comprehensive supply and installation service of glass and glazing products from both Glass Centres in Sowton and Marsh Barton. This will give customers the flexibility and convenience to collect and liaise with the branches from both locations in Exeter, where all operations from both branches are managed by Mark Herbert. Both Glass Centres being within easy reach of major transport routes including the M5 and A30. With over 30 colleagues in the sales office, estimating, glazing and production along with 10 delivery and glazing vehicles, Exeter & Mackenzie Glass Centres now boasts of the largest glazing operations in the South West. The Sowton branch has recently undergone an expansion in its factory increasing its area by 25%. This has allowed for a comprehensive range of the latest machinery to be installed including a specialist vertical glass saw for processing the range of Pilkington Fire Glass, two automatic drilling machines along with a glass beveller and two straight line edge working machines. The new machinery compliments their extensive stock range of glass including; fire resistant, clear, low iron, satin, tinted, wired and mirrored, available in a range of thicknesses from 2-19mm. Along with the factory expansion, they have also benefited from a refurbishment in their two floor showroom including a modern meeting and training room with additional glazing offices. The Mackenzie branch will also be relocating to new premises within Marsh Barton in early 2014. This merger of the two major glass and glazing suppliers in Exeter is another exciting move for Cornwall Glass & Glazing, further extending their services and demographic, enabling the group to serve their customers with greater efficiency, convenience and increasing their skilled and experienced team as well as their factory production. www.exeterglasscentre.co.uk

READER ENQUIRY No: 1113/0135

READER ENQUIRY No: 1113/0136

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GLASS

The UK’s Leading Industry Newspaper

“We insist on SWISSPACER”,

says CWG Choices

Leading trade fabricator CWG Choices relies on SWISSPACER to achieve the best energy ratings and U-Values.

The company insists on SWISSPACER inside its sealed units because of the spacer bar’s excellent thermal properties, durability and wide choice of colours. SWISSPACER is the UK and Ireland’s No. 1 warm edge spacer bar. CWG’s Ross Walker is responsible for buying

L-R: The Lord Mayor’s Representative, Sir David Wootton; Apprentice of the Year Mike Crotty; Master of the Glass Sellers, Guy Harrison

Glass Industry Recognises

World Class Apprentices The finest young talent in the glass industry was celebrated last night as the Worshipful Company of Glass Sellers and Looking Glass Makers of London, supported by The Glass Academy @ the British Glass Manufacturers’ Confederation, announced the winners of their annual Best Apprentice of the Year Awards. Presented by Alderman Sir David Wootton, last year’s Lord Mayor of the City of London, at the Glass Sellers Mansion House banquet last night, the awards recognise those apprentices who have demonstrated exceptional ability and commitment to their training and skills development, as well as the significant impact apprentices make to their employer’s business development and growth. The three finalists were invited to the event along with representatives from their respective companies. Mike Crotty from Quinn Glass in Elton, Chester, was named as Best Apprentice of the Year 2013-2014 with Reuben Allonby from Cumbria Crystal and Nathan Herring from Saint-Gobain Glass also recognised as Highly Commended runners-up by the judging panel. All three received trophies and Mike Crotty was awarded a £1,000 travel bursary to allow him to visit

some overseas glass factories to help broaden his glass knowledge. Mike joined Quinn Glass as an apprentice maintenance engineer in 2010 and was nominated due to his significant achievements at Quinn Glass and the dedication he has shown throughout his apprenticeship programme. He has demonstrated natural leadership qualities – working as a mentor for younger apprentices and has succeeded in solving several engineering issues which had stymied other experienced engineers. Professor John Whiteman, Chairman of the Trustees

of the Glass Sellers Charity said: “The judging panel was impressed by the quality of all of the shortlisted apprentices – there were some fantastic examples of young people who have a real desire to succeed and who will become the future leaders of the glass industry in the UK. Mike in particular has grasped the opportunity with both hands and impressed his colleagues with his ambition to succeed.” Dave Dalton, CEO of British Glass, added: “The glass industry in the UK needs world-class skills to compete on a global scale and to manage the challenges of the future. These apprentices

L-R: Three finalists, Nathan Herring; Mike Crotty; Reuben Allonby.

www.glassnews.co.uk | November 2013

sealed units and explains: “We ensure all our sealed units have SWISSPACER spacer bars because it helps us achieve the energy ratings our customers want.” “It’s a very durable product with long lasting results.” “SWISSPACER’s wide colour range gives us another advantage as we can cater to the customer’s exact requirements. We’ve been using SWISSPACER for nearly five years now and we’re more than happy with the results.” For further information visit www.swisspacer.com/ en or call 0845 601 1265.

“We’re more than happy with the results.” CWG Choices insists on SWISSPACER for the best energy ratings.

all excelled in their chosen spheres and are an inspiration to other young people considering a career in our sector. “We are committed to ensuring apprentices in our industry have real, permanent jobs to go into and to enabling employers to really take ownership of the apprenticeship programme so they have the skills the company needs to move

forward. As an example, 14 new engineering apprentices started work last month in glass factories across the UK as part of the industry’s drive to maintain first class skills. Creating industryready skills and providing this occupational route for young people from all walks of life is critical to address the potential serious skills shortages in UK manufacturing and specifically within the glass industry.” Mike Crotty, Apprentice of the Year, added: “I’m delighted to have won this award and I hope to be a great ambassador for the UK glass industry over the next year. I am keen to champion apprenticeships to young people as my experience has been very rewarding and has allowed me to develop workplace skills along with continuing my education and earning a wage. Once I finish my apprenticeship next year I hope to go on to gain a degree in Mechanical/ Electrical Engineering and to keep on developing my skills, knowledge and confidence whilst working at Quinn Glass.”

READER ENQUIRY No: 1113/0137

A recent UKCES survey on Employer Perspectives* found that while over 200,000 workplaces in the UK employ apprentices, this represents only 13% of all employers. With apprenticeships high on the public and political agenda, this number is forecast to rise across all sectors of the economy over the coming decade. The Centre for Economics and Business Research published a report** concluding that the impact of apprenticeships is significant and forecast that in the next 10 years to 2022, apprenticeships will contribute £3.4billion to the UK economy a year in productivity gains, particularly in the engineering and manufacturing sectors. * UK Employer Perspectives Survey (2012), UK Commission for Employment and Skills. ** ‘The Impact of Apprenticeships’ (March 11, 2013),Centre for Economics and Business Research.

READER ENQUIRY No: 1113/0138

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CALENDAR OF EVENTS

The UK’s Leading Industry Newspaper

Calendar of events

The Events Calendar will be a permanent feature and we are happy to consider details of any events relevant to our industry, that you would like to promote. With this feature visible to all our readers, events should be those which you are happy for everyone to see or take part in. Got an Open Day? Promoting a Charity Golf Day? A Networking event for the industry?

February 2014 SEPTEMBER

27

1-2 February 2014 Futura Home Interiors Show Citywest Hotel, Dublin www.expodatabase.com

March 2014

Send your details to events@glassnews.co.uk.

4-6 March 2014

November 2013

Ecobuild ExCeL, London www.ecobuild.co.uk

2 November 2013

25-27 November 2013

Glass Fusion Black Country Living Museum, Dudley www.bclm.com

Glasstech Asia Kuala Lumpur, Malaysia www.glasstechasia.com.sg

7 November 2013

29 November 2013

FAST (Fastening & Assembly Solutions and Technology) Exhibition Williams F1 Conference Centre, Oxfordshire www.fastenerexhibition.co.uk

G13 Awards Hilton Hotel, Park Lane, London www.g-awards.co.uk 27 November 2013

19 November 2013 The Social Media Results, PR & Comms Conference - Interact & Influence Hotel Russell, London www.prsocialmediaconference.com

26-29 March 2014 Fensterbau Nuremberg, Germany http://www.frontale.de/en/

JUNE 2014 10-12 June 2014 FIT Show 2014 Telford International Centre www.fitshow.co.uk

The Advanced Email Conference Maximum Performance, Maximum Impact Grand Connaught Rooms, London www.theemailconference.com

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RECRUITMENT

The UK’s Leading Industry Newspaper

Recruitment

See more positions online at: www.glassnews.co.uk

Helping you find & place positions. If you are looking to recruit, contact us today for prices! Email: christina@glassnews.co.uk or Tel: 07805 051322 NEW APPOINTMENT

NEW APPOINTMENT

Grosvenor appoints winning salesman

MORE NEW FACES TO SERVICE SUCCESS AT APEER DOORS

Grosvenor Windows welcomed a new salesman in April, who is successfully promoting the brand and generating an increased number of leads for the Boltonbased firm. The company has been serving the North West for more than 35 years and was a founding member of the respected standards organisation Network VEKA. Richard Martin has joined the sales team at Grosvenor from a 27 year background working for a well-known national glazing and home improvement company. He explains: “It’s refreshing working for an independent company like Grosvenor. The team are very dedicated and the quality of the VEKA products they offer is top notch.” “The fact that Grosvenor was a founding member of Network VEKA, and is still passionate about what the organisation represents is fantastic. The whole Network

Did you know?

VEKA package makes my job so much easier when I’m talking to homeowners. There are no false promises, it’s just a case of putting the customer first: you can’t argue with the chain of quality and the ten year insurance-backed guarantee.” “Choosing a Network VEKA member to carry out home improvements, means that homeowners enjoy a large number of benefits. It’s simply my job to make sure they are fully aware of all the advantages. When you can give someone complete peace of mind that the work carried out will be of the highest standards, using the finest quality products - the sales process becomes very simple and transparent.” Since Richard Martin joined the team at Grosvenor, turnover has increased by 40%. Tel: 01282 473170 – www.networkveka.co.uk READER ENQUIRY No: 1113/0150

Did you know?

Did you know?

We can email your We offer recruitment You can advertise vacancy to our 8500 banners on our your vacancy in this contacts for just weekly News Shot, publication from as £250! from just £50 per little as £150! week!

For print and online recruitment marketing and an effective media mix, email Christina for further details: christina@glassnews.co.uk 88

Northern Irelandbased manufacturer Apeer doors has announced two further key appointments in the latest phase of a recruitment drive to service its booming order book. They are production managers Irene Wilson (day shift) and Trevor Peacock (night shift) who will both work at the company’s Ballymena manufacturing facility. The company revealed this summer that it was gearing up to double production capacity following a surge of orders. And last month Apeer md Asa McGillian said he would be taking on an additional 40 to 60 new staff over the next six months. Irene Wilson has spent her working life in production and joins Apeer after 12 years as production manager for a PVC window and door company. She said: “When the chance came along to join Apeer as one of two new production managers I couldn’t resist the challenge given all the fresh ideas and busy order book. Each day in this industry brings new challenges but with three

young children at home I’m well used to that!” Trevor Peacock has also earned his stripes in managerial roles including working as an out-ofhours supermarket trading manager before moving on to be a quality controller and later business manager for a poultry group. More recent roles have been as a team leader and shift manager. Said Trevor, who is married with three daughters: “It’s a very exciting time to be joining the company and I look forward to helping Apeer grow even stronger in 2014.” When not working, Trevor enjoys keeping fit, playing football, cooking and family days out. Said md Asa McGillian: “We need a significant level of extra resource to meet the increased level of demand since we launched MODO at the FIT show in April. Finding managers with the experience to fulfil these two

key production roles has been critical to our strategy for taking the company forward.” Apeer has also appointed a number of supervisors and factory floor operatives in addition to more field sales managers. The increase in business follows Apeer’s hugely successful launch of the latest Diamond Doors and all-new Apeer MODO collections, both supported with new brochures and a stand at the FIT show. Said Asa: “Our current recruitment drive represents a significant investment for us. We are also in the process of a major training programme with the aim of upskilling our existing employees.” Tel: 028 2563 2200 www.apeer.co.uk READER ENQUIRY No: 1113/0151

November 2013 | www.glassnews.co.uk


RECRUITMENT

The UK’s Leading Industry Newspaper

Ten Human Resources

Three steps to success with Ten

Ten Human Resources is now in its twelfth year of trading and this month has launched a new website, www.tenhr.co.uk. A lot of the content is obvious for a recruitment website with latest vacancies, and will give some insight to the market as it is today, however we are now operating in other Industries and are introducing a long overdue support process to back up the solution to filling a vacancy. We, at Ten HR believe that as with any industry you have to change and evolve with a view to offer services that are relevant and attractive to new and existing clients. We have the expertise not to just supply an individual for any given position, but we also have the ability as a team to help select and develop the new employee over a period of time. This is ongoing, It goes beyond the process of supplying the right candidate, which we have an exceptional track record of doing so, but offers the client support in making sure the process is supported long term. With the “Three Step System” we ensure that, once selected and employed the new recruit has a support programme in place to ensure that

is also being adopted by existing clients that see the benefit of working in partnership with us to achieve measurable success. they succeed long term. This will include updates to the relevant Manager or Director as to the progress being made. It is also an extremely cost effective way of recruiting with a comprehensive support package. “We are achieving real measurable results in other industries with clients such as Amcor, BAE Systems, Capinvesco and Sitexorbis” this

We feel that our business will grow and be sustainable if we work closely with our clients to ensure that the services we provide are beyond the requirement of putting a peg in a hole! You will see more information on the website relating to the three step system, and we will be happy to explain how it could benefit your company.

In relation to the new site we will also be updating our job list every Friday morning and you will see these positions will always cover the Fenestration and related industries. Please call any time in the strictest confidence to discuss your requirements. Contact Bill Pratt at Ten Human Resources Tel: 01454 418855, Email: bill@tenhr.co.uk or Visit: www.tenhr.co.uk. READER ENQUIRY No: 1113/0152

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www.glassnews.co.uk | November 2013

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RECRUITMENT

The UK’s Leading Industry Newspaper

Those employers looking to take on new staff now know more clearly than ever EXACTLY

the kind of person they want…

Those employers looking to take on new staff now know more clearly than ever EXACTLY the kind of person they want… Mat Gibson, Managing Director of Chase Taylor Recruitment, tells us that recruitment briefs are now more detailed than ever before as employers develop a greater understanding of exactly the person they are trying to recruit. “The days of ‘get me a BDM in the South West to sell fascias and soffits’ are well and truly gone. The brief now is more likely to be ‘get me a BDM in the South West, with a minimum of five years experience selling fascias and soffits specifically to building plastics depots; a person who can show a proven track record and can demonstrate year on year sales growth over that period.

They also need to be able to put together a five year plan for this business which meets the growth expectations of our investors, and be able to offer market insight into what new products will revolutionise the sector in the future”. Employers are not willing to take a chance on getting the right person; they want to ensure that they do “Okay, that might sound a bit over the top, but the point is this; employers looking to start recruiting again as we leave the recession behind us, are not willing to take a chance on getting the right person. They want to ensure that they get the right person, and will look into the finest detail as a part of the recruitment process. Furthermore, they now have a much clearer picture of exactly who that person needs to be”. “This is driven out of having worked tirelessly over the past five years with fewer staff and with tighter budgetary controls than ever to stave off the worst ravages of the

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“For us, a major recruiter in the window and door industry, these new demands brings with them new challenges; not only are we at Chase Taylor enthusiastic about rising to these challenges, but we know, with the robust and detailed candidate selection processes we utilise, that we can meet them head on.” most dramatic business downturn most of us have ever experienced. Any expenditure and commitment to new staff therefore needs to offer a guaranteed return on that investment”.

As an industry specific recruiter we welcome this challenge “For us, a major recruiter in the window and door industry, these new demands brings with them new challenges; not only are we at Chase Taylor enthusiastic about rising to these challenges, but we know, with the robust and detailed candidate selection processes we utilise, that we can meet them head on. Our candidate database and our detailed knowledge of the industry and the people within it leave us second to none”.

“So if you are an employer thinking about new personnel, get in touch; we have a clear understanding of what you are looking to achieve, and an energetic, industry focussed team who will deliver for you”. Don’t leave anything to CHANCE, let us find EXACTLY the person you want for your business. Telephone Chase Taylor on 01543 404646 or email mat@chasetaylor.co.uk.

“For us, a major recruiter in the window and door industry, these new demands brings with them new challenges.” READER ENQUIRY No: 1113/0155

November 2013 | www.glassnews.co.uk


GLASS PEOPLE

The UK’s Leading Industry Newspaper

NEW APPOINTMENT

BUSINESS MICROS EXPANDS SOFTWARE DEVELOPMENT TEAM Business Micros has appointed a further computing graduate to join its software development team. Kyle Nicholson, aged 22, has joined the company as a software developer and will be working within a dedicated six strong team led by Technical Director Jim Cronie and managed by Vince Kelly. Kyle’s brief is to work exclusively on Business Micros’ next generation software solutions. An IT graduate from the University of the West of Scotland, Kyle brings with him the most up to date programming

skills and fresh ideas and enthusiasm. Graeme Bailey, Managing Director at Business Micros, said: “Our software development team works exclusively on new products and is quite separate from our programming team which is responsible for maintaining and updating our existing software systems.” “As we endeavour to expand our product offerings, we are adding additional resource to ensure that our new product is delivered on time and gives the very best user experience possible.”

Roof Assured installer wins AluK appoints ‘Student of the Year’ Award new Technical Lesley Cowell, General Office “It gives homeowners the Manager at Weston super Mare reassurance they are dealing with a Director based County Flat Roofing, professional roofing company with NEW APPOINTMENT

AluK (GB), a leading manufacturer of innovative aluminium window, door and curtain walling systems, is pleased to announce the appointment of Nick Cooper as its new Technical Director. Having worked for former Cardiff based aluminium and steel company Jon Windows, Nick moved to Glamalco. Here, over a period of 27 years, he held a variety of roles, including Design Office Manager and Technical Director. Nick brings with him a wealth of experience in the contracting and fabrication industry, with a strong background in bespoke project development, project management, procurement, planning and training. Prior to joining AluK, Nick successfully set up a new aluminium contracting division within the BSW Group. Russell Yates, Managing Director, AluK comments: "It's great to have Nick on our team. As the company grows, we are offering a more diverse range of products, and Nick's skills and expertise will allow us to continue to deliver ground-breaking building systems and expand our portfolio for both the specification and trade sectors." As Technical Director, Nick will be responsible for research and development, project support team development as well as project specific and general technical support. Nick Cooper says: "I believe that with my experience and knowledge of the commercial environment I can help AluK to build on its existing achievements, to stride further into the commercial sector, and add further to the company's expertise and status as the leader in the design and manufacture of aluminium building systems."

has been awarded the Institute of Roofing David Coates Student of the Year Award, in recognition of the awe inspiring 88% score she achieved across three papers of the Institute’s Associate exams.

The Award was presented by Bob Cooper, FIoR at the Institute of Roofing AGM held at The Building Research (BRE) Innovation Park in Watford. Four team members from County Flat Roofing took the exams and all passed the 18-week course, which consisted a one day a week training group and a final five hour written examination across three papers. Of the three modules Lesley achieved two distinctions and an honour.

proven accreditations. It has also given us extra confidence in dealing with technical queries.” Roofer scheme as well as their registration on the Roof Assured by Sarnafil Installer network, which requires installers to participate in a comprehensive three day training course at the Sika Sarnafil Training Academy in Welwyn Garden City. Back in Weston super Mare at County Flat Roofing’s offices, the only problem they have to deal with at the moment is finding an extra space on the wall to put Lesley’s new certificate alongside the four already there! If you would like to know more about becoming a Roof Assured by Sarnafil approved installer then please visit www.roofassured.co.uk/ installer for more information.

Lesley said: “I am delighted and proud for myself and for the company, to be able to prove our competence by achieving this nationally recognised qualification. It gives homeowners the reassurance they are dealing with a professional roofing company with proven accreditations. It has also given us extra confidence in dealing with technical queries.” Lesley adds: “We use what we have learned on the course every day and we are still in touch with our lecturers at South Wales and South West Training Group in Exeter if we need additional guidance on technical issues.” Lesley has been encouraged by her success and is keen to continue her professional development as well as becoming more involved in the industry. This latest achievement adds to County Flat Roofing’s other accreditations including the NFRC Government approved Competent

Left to right: Verity Lane (Lane Roofing, award sponsor), Bob Cooper, FIoR, Lesley Cowell, County Flat Roofing. READER ENQUIRY No: 1113/0157

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Tel: 01925 422955 www.businessmicros.co.uk READER ENQUIRY No: 1113/0156

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THE BASMAN

The UK’s Leading Industry Newspaper

NOW WE ARE BACK ON TRACK,

DON’T LET US SPOIL IT!

As the recovery is now in full swing it is paramount to its continued success that we, (The Great British Public) are not allowed to spoil it. Having had almost five years of austerity and hardship, we have seen the economy grow to almost twice that projected by the government agencies.

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Whilst this all bodes well during these hard times lots of us have made sacrifices to ensure that our families come through unscathed and ready for what lies ahead. I am concerned that the continued good news being fed to us from various sources. My real concern is that it may lead to a completely foolish return to the buy now pay later credit card led Christmas spending spree across the country. Act in haste and repent at leisure could so easily undo so much of the good prudent work that has been accomplished during the difficult times. I am certain that common sense will prevail and my fears may be unfounded. However I for one will not fall into the credit card trap. I see that once again one of the things I bang on about has raised its head again. They called it Pleb-Gate; it resulted in a minister resigning over an altercation with the police. Well surprise-surprise they let the police investigate themselves again. I heard yesterday that the government committee believe the police may have been economical with the truth. Can you imagine my surprise? When will the Government realise that all enquires must be heard by independent committees who have no hidden agenda and cannot be influenced by their superiors. The victim in this lost his position as a minister, was roundly slandered in numerous quarters, taped a meeting so that the truth could prevail and to date has not received an apology. If this is an example of justice at the very highest level. What chance for us ordinary people? I was concerned this week to see one of my predictions come true. At the time of the appalling Baby P case, listening to the

“Act in haste and repent at leisure could so easily undo so much of the good prudent work that has been accomplished during the difficult times. I am certain that common sense will prevail and my fears may be unfounded. However I for one will not fall into the credit card trap.” rhetoric dished out by the minister of the day Mr Ed Balls and his decision to publicly dismiss Sharon Shoesmith. I remarked that no matter whom he is or what she has done, there is a procedure to be followed and he has completely ignored the procedure, this could all end in tears. It is difficult for all of those concerned in this horrific case. What happened and the actions of those who allowed it to happen were in the wrong. However they were employed and had employer rights and the law does not discriminate where they are concerned. The system had to follow the correct procedure and that is why the dismissal was judged unfair. I am concerned that the same Mr Ed Balls now the shadow chancellor will be given the last say on HSR 2 if Labour are in government. Frightening isn’t it (Do you feel a claim coming on)? As we move towards the end of the year, I am pleased at the way the whole country has responded to the British way of life. The national feel good factor continues with the England Football Team making the finals in Brazil. Without all of the( we will win it.) This time it seems to have a more realistic feel to our chances. There has been lots to be proud of this year and I am optimistic about the Ashes in Australia. With Arsenal top of the Premiership I have lots to be pleased about. Still a long way to go but I can dream can’t I. I just hope that now we are back on track, don’t let us spoil it!

Follow The Basman! @GlassnewsMag

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MONTHLY HOROSCOPES

The UK’s Leading Industry Newspaper

Celebrity Astrologer...

RUSSELL GRANT ARIES

Mar 21st – Apr 20th

The opening days of November will find you squaring up to an intimidating authority figure and winning hands down as you cut a dash in a public setting or professional forum. Once you have established your position you can use your knowledge and know how to stabilise your finances and build a more reliable budget for the future. Once you know what you can afford you might buy yourself the latest techno gizmo or gadget especially if it will enhance your connectivity and boost your productivity. Someone who is older or younger will express romantic interest in you as the month matures, but you will probably prefer not to get involved as you think through what the possible consequences might be. Take care not repeat the details of a private conversation around the 24th. You’ll be called upon to share your expertise with a receptive audience as the month draws to an end.

LEO

Jul 24th – Aug 23rd

The opening days of November are ideal for property deals of all kind. Whether you want to sell or buy a piece of property, you’ll get a very good deal. If you move to a new home, you may want to restore a shabby place to its original beauty. You’re ingenious about blending charming old details with modern conveniences. Don’t worry if you’ve been turned down for bank loans in the past. You’ll get the green light this time. Alternately, a generous relative will give you the necessary money for a down payment. An award, promotion, or raise will be rewarded to you in the second half of November. All of this favourable publicity will increase your earning potential. If you have your own business, go ahead and raise your rates. People will be happy to pay more money for your expertise. One of your customers will become an ardent admirer. The two of you could embark on a passionate romance, if you’re so inclined.

SAGITTARIUS

Nov 23rd – Dec 21st

A profound spiritual breakthrough will occur on or around the 3rd. This will prompt you to extend an olive branch to a neighbour or relative with whom you’ve been warring. At long last, you’ll be able to put a lingering resentment to rest, leaving you free to pursue more rewarding activities. An old lover will try to make their way back into your life in the first half of November. Be careful about getting involved with this charmer again. You’re better off making a fresh start with someone new. The results of a fitness regimen pay off at mid-month, attracting a lot of favourable attention. Don’t be surprised when several admirers try to win your heart. Cast your lot with the person with an earthy laugh. You need a lover who doesn’t take life too seriously. The month closes on an exciting note, when a creative project gets rave reviews.

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TAURUS

Apr 21st – May 21st

An engagement or marriage will be announced in the opening days of November; this is cause for celebration! There’s a good chance you will be half of the couple that is being toasted. It’s nice to know so many people rejoice over this happy announcement. If you’re celebrating someone else’s good fortune, you will meet someone special at this festive occasion. Keep your eyes open for a mysteriously attractive figure. The two of you will feel an instant connection. A programme of personal improvement pays off around the 17th. You’ve never looked better, as evidenced by the swarms of admirers that will be swirling around you. Take this opportunity to go on a romantic vacation with the object of your affection. The two of you will have a lovely time exploring a beautiful rural setting. Money from an inheritance, refund, or legal settlement lands in your bank account in the final days of the month. Use this sum to buy a new computer, phone, or PDA.

VIRGO

Aug 24th – Sep 23rd

The opening days of November are perfect for launching a blog or joining a social network site. Several people from your past will get in touch with you, triggering some fond memories. It’s even possible you’ll be tempted to rekindle a romance with an ex-lover. The two of you have learned from your mistakes, and can make a successful go of things this time around. If you’re already in a relationship, take a short trip with your amour, and leave the kids at home. This should be an adults only vacation. A degree, award, or contract will be awarded to you at midmonth, allowing you to attract bigger and better work assignments. Putting your expertise to work will increase your confidence, and make it easier to hold your ground with demanding relatives. Think about making some home improvements as November draws to a close. Building an addition or redecorating your bedroom will be a wonderful use of your time.

CAPRICORN

Dec 22nd – Jan 20th

Your social circle expands in exciting ways at the beginning of November. You’re about to meet some impressive experts in your favourite feel. Use these contacts to get a job or favour. Your friends will be happy to grant your requests. Don’t worry; you’ll have a chance to repay them as the month progresses. This will be a great time to host a glamorous party. If you’re single, you’ll meet someone special at this gathering. The two of you will share an earthy sense of humour and will spend the majority of your time laughing at each other’s jokes. By the end of November, you should scale back your social life. A little rest and relaxation will help you recharge your batteries, just in time for the festive season. Let relatives run errands while you indulge in regular naps. Usually, you’re the one who does all the heavy lifting around the house. It’s time to hand off your duties to somebody else!

GEMINI

May 22nd – Jun 21st

November kicks off with an exciting work opportunity. This job will involve restoring shabby items to their original beauty, or protecting the environment from abuse. Fortunately, your boss will be receptive to your suggestions. Being able to deploy and display your brilliant intellect will give you tremendous personal satisfaction. Don’t worry; you won’t have to spend all of your time cooped up in an office. In fact, starting on the 15th, you’ll be able to devote all of your attention to domestic pursuits. Fix a big meal for your nearest and dearest; food always tastes better when you have good company. An exciting engagement or wedding announcement reaches your ears toward the end of November. It looks like you’ll be making the rounds of a lot of parties. If you’re the one who is making a romantic commitment, let your friends throw a big party in your honour. It’s only right to share your happiness with others.

LIBRA

Sep 24th – Oct 23rd

An exciting moneymaking opportunity falls into your lap in early November. This is cause for celebration! Happily, your friends and family are delighted with your good fortune, and will be eager to raise their glasses to you. If you want to make a success of this endeavour, make friends with people at every level of the organisation. When the rank and file feel appreciated, they’ll do everything in their power to advance your reputation. Money from an inheritance, refund, or legal settlement will arrive at mid-month, helping you buy some creature comforts. Onlookers will excuse you of being overly extravagant, but that’s only because they are jealous of your good taste. Once November turns into December, you’ll be ready to take a short trip for pleasure. If you’re in a relationship, invite your amour to choose the locale. Don’t be surprised if you end up visiting a place that’s far off the beaten path. The stimulating surroundings will rekindle your passion for your romantic partner.

AQUARIUS

Jan 21st – Feb 19th

The 3rd thrusts you into the spotlight. This is a great time to run for office or apply for a high powered job. Fortunately, your popularity will be so strong that you’ll easily land the top spot. As a result, you’ll become extremely desirable on the romantic market. Power is a tremendous aphrodisiac. If you’re single, you’ll have the chance to team up with a witty, intelligent suitor who makes you laugh. Resist the urge to take things too fast. If this relationship is going to last, you need to enjoy a long courtship phase. Resist the urge to buy your lover’s affection with expensive gifts and lavish outings. The two of you can be happy living on very little money. That’s because you share so many interests. You don’t need luxurious surroundings to have a stimulating talk. Besides, the chemistry between you is intense. A friend will invite you to take a short trip at the end of November. This will be a welcome chance to relax before Christmas get underway.`

CANCER

Jun 22nd – Jul 23rd

November adds heat to a romantic relationship. It will be practically impossible to keep your hands off your lover. The two of you may decide to take a few days off to enjoy each other’s exclusive company. Your passionate encounters will give you a new lease on life. Don’t be surprised if you are inspired to write a song, poem, or short story based on this interlude. A group project comes to a successful conclusion towards the end of the month. You’ll emerge from this endeavour with a lot of wonderful friends, one of whom will teach you a valuable skill. Fortunately, your teacher has good instincts about the way you process information, so you’ll be able to master a technique that once eluded you. Launch a health regimen in the final days of November. If you start cutting calories now, while you’re not surrounded by temptations, you’ll avoid putting on weight that usually comes with the holiday season.

SCORPIO

Oct 24th – Nov 22nd

A power struggle erupts between you and a colleague in early November. You’re tired of walking on eggshells with this thin skinned character. Unfortunately, the more direct you are, the more strained your relationship becomes. It may be necessary to get a mediator to referee this fight. You have to admit, you can be harsh and hot headed when you’re annoyed. A powerful leader will champion one of your brilliant ideas around the 3rd. Get ready for your close up! An intriguing email, text message, or voice mail sends shivers up your spine at mid-month. It looks as if an admirer is intent on seducing you. The turning point will arrive on the 17th, when you decide to cast your fate with this passionate lover. An unusual earning opportunity arrives at the end of November, giving you a great deal more freedom. At long last, you’ll be able to take more time for vacations and other leisurely pursuits.

PISCES

Feb 20th – Mar 20th

Someone will pressure you for a loan in the first days of November, but you’re not in the position to give it. You work hard for your money, and shouldn’t feel obligated to give it to an irresponsible friend. A chance to teach, write or travel for money will be presented to you on or around the 3rd. You’ll even be able to take along a friend for company. Getting away from the stresses of home will be the answer to a prayer. The change of scenery will also stimulate your creativity, especially at mid-month. Take this opportunity to write, play music, paint, or dance. Too often, you suppress your artistic desires for the sake of family responsibilities. This time around, you’ll be able to focus on the activities you love without a qualm. Sign up for a class in the second half of November. The intellectual stimulation will bring a welcome relief from all the commercialism that comes with the festive season.

November 2013 | 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

BSI – Assessment & Certification Tel: 0845 080 9000

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 Fenestration Self-Assessment Scheme (FENSA) Tel: 0207 645 3700 Get Britain Building (GBB) Tel: 0870 162 0936

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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 Waste & Resources Action Programme (WRAP) Tel: 01295 819 900 Wood Window Alliance (WWA) Tel: 0844 209 261

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Christina Shaw

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