Total Installer May-June 2019

JULY/AUG 2019 

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST 

Top Tips: Bi-folds 

Total Talk Q&A 

Step by Steps 

FEATURES 

• MONEY TALKS: CERTASS’ NEW 

OFFERING MAKES FINANCIAL SENSE 

• ON THE UP: UP-SELL WELL TO MAKE 

THE MOST OF YOUR DOOR SALES 

• HOT TOPIC: WARM WEATHER 

WORKWEAR – STAY COMFY ON SITE 

>>> • ROOFLINE • ENTRANCE DOORS • TOOLS & VEHICLES • WINDOW FIXINGS • >>>

MADE IN 

BRITAIN 

Unparalleled product, unbeatable lead times, unrivalled support. 

Put us to the test today. Get a quote by emailing 

enquiry@origin-global.com or calling 0808 168 5816 

Doors 

Windows

Do you want to be able 

to offer the UK’s favourite 

aluminium doors and windows? 

BRITISH 

designed & manufactured 

Open to fi nd out more about the Origin Home Range... 

Doors 

Windows

Origin are the UK’s leading 

specialist manufacturer of bespoke 

aluminium doors and windows. 

UP TO A 

20 

YEAR 

GUARANTEE 

We are a British company and 

manufacture all of our products at our 

Buckinghamshire based factory. We 

look after the product’s journey from 

start to finish to ensure it leaves us at 

a consistent quality every time, giving 

you complete peace of mind. 

24hrs 

The popular colours of our 

doors and windows can be 

delivered in as little as 24-hours. 

This means scheduling can be 

done with more certainty and 

your cash flow is improved. 

150 

RAL 

COLOURS 

From the size, configuration and colour, 

you’re in control, and with over 150 RAL 

shades to choose from, you can be sure 

to find a colour that suits any style. 

ULTRA 

SECURE 

Our outstandingly secure and 

unique multi-point locking 

systems conform to the latest 

standards including PAS23/24. 

INSTANT 

ONLINE 

QUOTING AND 

ORDERING 

Our online quoting and 

ordering system, OSS, allows 

you to retrieve costs instantly 

and order from there. 

origin-global.com

I 

V 

Editor’s Comment 

MATT DOWNS 

EDITORIAL DIRECTOR 

MATTDOWNS@MEDIA-NOW.CO.UK 

07963 330774 

Homeowners often expect flexible payment methods for large 

purchases, however, as a small to medium-sized installer, being 

able to offer finance has been a challenge, whether that’s because 

of the extra workload and admin involved, or the lack of knowledge 

in terms of how to facilitate a finance offering. But as Jon Vanstone 

explains in his latest column, Certass has paired with BNP Paribas 

Personal Finance to offer a “different model” to “remove the 

barriers to finance” for installers. Find out more on p14. 

In this issue we catch up with Steve Cross of Mercury Glazing to 

discuss innovation and installer support. As Steve told us: “Today’s 

installer is looking for a range of products to give them a competitive 

edge.” Find out what this range of products looks like on p22. 

Above: Certass’ Rate Your Installer system has received “outstanding” 

feedback from homeowners for its installer members. 

FOLLOW US 

@INSTALLERTOTAL 

SIGN UP FOR YOUR BI-WEEKLY E-NEWSLETTER: 

WWW.TOTAL-INSTALLER.CO.UK 

In our latest Total Talk, we spoke to Chris Costall of Nationwide 

Windows who explained why asking for advice when you need it is 

crucial (p34). 

Elsewhere in this issue, Richard Hammond looks back on 25 years of 

change in the glazing sector (p40); Andy Holland explains why frame 

fixings and fasteners for repair should be chosen with care; Ben 

Brocklesby answers the key buyer bi-fold questions you need to be 

aware of (p50); Colin St John offers simple tips for trouble-free roofline 

installation (p68); and the team at Roof Maker talk working in 

conservation areas and explain how to install the Luxlite Rooflight 

(p70). So read on for all this and so much more… 

Enjoy the issue! 

FROM 

* 

£3 ONL 

45 

LY 

per leaf 

Including 

delivery 

N 

L 

IN 

A 

LAND 

A 

UK 

M 

M 

U 

IT 

DE D 

TE S 

D 

EL 

E 

ERY* 

E 

R 

Matt 

Advertising opportunities: 

Publishing Director: Andy Dunn 

DD: 01892 732 047 

Mob: 07963 330777 

Email: andydunn@media-now.co.uk 

Registered office: 1 Forstal Road, Aylesford, Kent, ME20 7AU 

Commercial Manager: Jake Roxborough 

DD: 01892 732 047 

Mob: 07956 133314 

Email: jakeroxborough@media-now.co.uk 

The content of Total Installer magazine (and website) does not necessarily reflect the views of the editor or publishers and 

are the views of its contributors and advertisers. The digital edition may include hyperlinks to third-party content, advertising, 

or websites, provided for the sake of convenience and interest. The publishers accept no legal responsibility for loss arising 

from information in this publication and do not endorse any advertising or products available from external sources. No part 

of this publication may be reproduced or stored in a retrieval system without the written consent of the publishers. All rights 

reserved. 

Supported by: 

Aluminium Bi-Fold 

make smarter the Do oors 

ORDER TO 

DELIVER 

Y FROM 

choice 

10 

A FAST 

T 

Quote turnaround within hours 

Up to 1200mm sash widths 

Stock colours : White, Black, 

Grey, Grey on White 

* Per leaf price is unglazed and may vary depending on size and specification of 

the door. Lead time is based on a standard colour. Postcode restrictions apply 

T D Working 

im 

a 

me 

ys Lead 

Email: sales@madef 

@madefortrade.co 

Ca all: 01642 610799 

Fax: 

01642 

671026 

www.madefw 

ortrade.co 


JULY/AUG 2019 TI3

Contents 

FROM THE COVER 

14 MONEY TALKS 

Historically there have been barriers to 

installers offering finance, but Jon Vanstone 

says Certass’ new offering overcomes them all 

52 ON THE UP 

Up-selling and cross-selling can help 

installers maximise profits when selling doors. 

Patrick Dean explains how to do this effectively 

76 HOT TOPIC 

The summer sun’s great for pub gardens but 

can be uncomfortable if you don’t dress right 

on site. Peter Dumigan looks at the options 

50 

FEATURES 

16 PRODUCTIVITY BOOST 

Could going paperless and embracing digital 

processes increase your project efficiency? 

22 MERCURY RISING 

Total Installer talks installer support and product 

innovation with Steve Cross of Mercury Glazing 

28 FIT SHOW REVIEW 

The NEC was packed to the rafters with new launches 

and innovation as the FIT Show 2019 broke records! 

40 A LOT CAN HAPPEN IN 25 YRS! 

Stedek’s Richard Hammond looks back over 25 years 

of change in UK glazing and forward to what’s in store 

62 EASIER EXTENSIONS 

22 

Are you making the most of the change in planning 

permission? Ian Sims says installers need to think big! 

70 STEP BY STEP: ROOFLIGHTS 

Sabahudin Medic talks rooflight regs and installing in 

conservation areas 

4 TIJULY/AUG 2019 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS 

18 BUSINESS TALK 

In our regular business focus, this issue we 

take a look at pension planning for both 

employers and employees 

34 TI TALK: Q&A 

Chris Costall of Nationwide Windows talks 

customer expectations, safety and the 

importance of being willing to ask for help 

50 ORIGIN ADVICE 

In his latest column, Ben Brocklesby of Origin 

gives answers to some of the key questions for 

homeowners when it comes to bi-fold doors 

SECTIONS: 

WINDOWS 

34 

DOORS 

50 

GLAZED 

EXTENSIONS 

INDUSTRY NEWS 

06 CERTASS INSTALLERS RATED 

Feedback is positive as homeowners make use of 

Certass’ Rate Your Installer system 

12 SOLE DESTROYING INSURANCE 

Research has shown some worrying statistics regarding 

self employed tradespeople and a lack of cover 

62 

HOME 

IMPROVEMENTS 

68 

12 

VEHICLES, TOOLS 

& WORKWEAR 

76 



Industry News 

CONSERVATORY 

INSTALLERS WANTED! 

Leads2Trade is on the lookout for conservatory 

installers so it can meet homeowner demand. 

Leads2Trade says it is on the lookout for 

more conservatory installers. 

The company says it is generating 40% more 

conservatory leads compared to the same 

period last year and needs to strengthen its 

nationwide network to cope. 

And Andy Royle, Co-Founder and Director at 

Leads2trade, says there could be even more 

on the horizon: “We are delighted to be 

generating 40% more conservatory lead 

volumes, but we don’t have enough installers 

to take advantage of them,” said Andy. 

“The demand is clearly there, and the 

conservatory market is providing a huge 

opportunity that installers can’t afford to 

miss.” 

For Andy, the increase in conservatory leads 

is down to two things – the ‘improve don’t 

move’ trend and increasingly more 

sophisticated designs. 

“Better designs and better materials have 

seen the conservatory become popular as a 

room that now stays warm in the winter and 

cool in the summer months,” said Andy. 

“But more and more homeowners are also 

deciding to stay put rather than move and are 

looking to add value to their home in the 

process with a conservatory.” 

Contact Leads2Trade: T: 0161 466 0099 

HOMEOWNERS RATE CERTASS INSTALLERS 

Certass says it has received outstanding 

feedback for members with its new online rating 

system. 

Since launching in November 2018, there have 

been more than 3,000 reviews and the rate is 

said to be increasing by the minute. 

Designed to bring even more digital support to 

Certass members, the free ‘Rate Your Installer’ 

service provides the chance for consumers to leave 

honest reviews about Certass members online. 

The system acts as a platform where members 

can receive genuine feedback from their 

customers on the work that they have completed. 

Certass says thousands of homeowners visit the 

website searching for information on installers or 

to leave views. 

Jason Clemmit, Managing Director at Certass 

says: “Our online rating system is proving really 

popular amongst homeowners. Within hours of its 

launch, we had dozens of ratings from consumers 

who were leaving such positive feedback about 

our members. 

“There are lots of popular online rating websites 

that allow anyone to leave feedback which can 

often lead to unfair reviews. The Certass ‘Rate 

Your Installer’ service only permits reviews on 

jobs which have been finished and registered 

with Certass.” 

All Certass members can add a company bio and 

have the option to opt-in to the free online rating 

system. Members are scored by their customers 

on a range of attributes, including their service, 

tidiness, reliability & timekeeping, workmanship 

standards and product suitability. Consumers 

can leave any additional comments too, which 

are great for members to use on their own 

website, social media profiles and marketing 

resources. 

Jason added: “It’s a valuable, free way for 

installers to show consumers what a great job 

that they do. The service builds on our free 

digital support package for members which 

helps them to build a professional online 

presence.” 

STELLAR MARKETING SUPPORT LAUNCHED 

Epwin Window Systems has published the first 

marketing material to support Stellar, its new 

retail and light commercial aluminium system 

which was launched at this year’s FIT Show. 

Gerald Allen, Marketing Manager at Epwin Window 

Systems, said: “Our suite of Stellar marketing 

material highlights the Stellar difference and gives 

fabricators and installers the literature they need 

to sell the system to their customers.” 

Certass members have received great feedback on its online 

rating system. 

retail-focused Yale hardware guarantee brochure 

and a trade-focused Yale hardware guarantee 

brochure. All four have the sleek, clean design for 

which Stellar is already becoming known. 

The Stellar marketing material suite consists of 

four items: a retail brochure, a trade brochure, a 

Marketing materials for Stellar: Epwin says Stellar is already 

gaining plaudits from the industry. 


Aluminium Roof Lantern 

FROM THE 

AWARD WINNING 

ALUMINIUM SYSTEMS 

FITTED 

IN 

MINUTES 

FASTER - Glazed in seconds 

No on-site cutting or drilling for ease of install. No silicone, single bolt fixings and clip 

fit finishing caps – Search on YouTube to see the Korniche fully fitted in under 6 minutes 

STRONGER - Performance Engineered 

Ability to withstand ‘Live’ loads over twice that of the leading competitor. A 6x4m roof can 

support up to 8 tonnes. Up to 3m x 2.5m with no rafters, No tie bars required 

WARMER - Thermally Broken 

Thermal PVC T Bar, Thermally broken eaves beam and industry leading Q-Lon Gaskets. 

U Value from 1.2 

SLIMMER - Uninterrupted Sight Lines 

Patent pending end boss enabling hips to merge into ridge. 

Traditional features in contemporary design give ‘Timber’ like looks suitable for all properties. 

Narrowest external ridge profile 

SUPPORT - The best trade lantern 

Brand, point of sale and marketing support helping save time and maximise profit from sales 

TM 

and on-site. Online trade KwikQuote tool 

5 

ORDER TO DELIVERY FROM A FAST 

Working Days 

Lead Time 

Email: sales@madefortrade.co 

Call: 01642 610799 | Fax: 01642 615854 

www.korniche.co.uk

Industry News 

GARNALEX: NEW ALU 

WINDOWS Q1 2020 

Garner Aluminium Extrusions (Garnalex) 

is a new aluminium systems company 

that says it’s reinventing the way 

aluminium windows and doors are 

fabricated, installed and sold. 

The company says it aims to transform every 

aspect of the customer experience. 

“Aluminium is a great material,” explained 

Roger Hartshorn, an industry expert and CEO 

of Garnalax, “but residential window systems 

haven’t always lived up to the material. So, 

we’re on a journey to transform fabricators’ 

and installers’ experience of buying aluminium 

systems and aluminium windows, and making 

it easier and better to fabricate, install and 

sell. And it will be a beautiful window.” 

Roger Hartshorn, continued: “Some of the 

best brains in the industry are joining me on 

this aluminium journey. We are investing in 

the best machinery, the best people and 

facilities. Fabricators and installers will be 

glad to know that we also intend our service 

to be ‘PVC outstanding’ in performance. 

That’s not perhaps what they’re used to in 

the aluminium market. With the new state-ofthe-art 

aluminium extrusion press installed, 

Garnalex aims to be supplying the trade 

extrusion market in October, and be launching 

two truly innovative, residential aluminium 

window systems at the end of Q1 2020. 

“Fabricators and installers who want to see 

what they’ll be making and selling in 2020 

can reserve their place on a Garnalex 

Ambassador Workshop which we’re running 

over the summer and autumn. They’ll have 

the opportunity to learn about the new 

systems and beautiful windows and be 

among the first to sell them at the end of Q1 

next year.” 

Ambassador Workshop – T: 01332 883 980 

RECYCLING HELP FOR SCOTTISH INSTALLERS 

When buying their new products 

from CMS Trade, window and 

door installers in Scotland can 

now take advantage of a free 

recycling service for their old, 

post-use windows and doors, 

which are removed as part of 

replacement projects. 

The company is the new trade window and door 

division of CMS Window Systems, who says it has 

been at the forefront of ‘closed-loop’ recycling in 

the window industry since its inception in 2006. 

By setting itself up from the outset with a 

complete in-house waste collection, separation 

and recycling operation, CMS is perfectly placed 

to take post-use windows and doors from CMS 

Trade customers, whether these are timber, 

aluminium or PVCu frames, helping them to save 

hundreds of pounds every year on waste disposal 

costs.The Scottish Landfill Tax (SLfT) standard 

rate is currently £91.35 per tonne, which is why 

INSTALLER SUPPORT THROUGH GUARANTEE 

Polyframe has been busy following up 

enquiries for its homeowner guarantee 

following a successful launch at the FIT Show. 

Backed by leading household brand Yale, the 

‘Polyframe Protection Promise’ offers up to 

£6,500 of cover in the event of a break-in. 

Giving homeowners complete confidence that 

their Polyframe windows and doors have been 

designed and manufactured to provide both 

PAS24:2016 & Secured by Design accredited 

protection, the new guarantee has been welcomed 

by PVCu installers as they approach the peak 

summer season for selling and installing. 

Richard Lee, PVCu Category Director at Polyframe, 

said: “The launch of this guarantee – the most 

comprehensive the industry has ever seen – is a 

really important milestone for PVCu installers who 

wanted a complete homeowner-led package that 

CMS Trade offers a free recycling 

service for post-use windows & doors. 

local authorities are required to 

charge commercial customers, 

and this can amount to a 

significant cost to installers over 

the course of a year. But, in 

addition to boosting the bottom 

line for installers, CMS Trade’s 

recycling service is an important 

selling point for homeowners and commercial 

customers, who are increasingly seeking 

assurances that recycling is being undertaken. 

Colin Torley, General Manager at CMS Trade said: 

“Recycling has become routine in our daily lives 

and, with the award winning facilities and processes 

we have in-house, there is no reason why post-use 

windows and doors shouldn’t be put to good use 

rather than being dumped in landfill. For any 

installer seeking to reduce their costs, this service 

has enormous value, but don’t forget the appeal to 

end-customers too as the demand for suppliers to 

be more sustainable grows ever stronger.” 

stands above everything else out there, and we’ve 

been impressed with the level of interest it has 

generated. 

“Combining five PVCu profiles, first rate hardware 

and the industry’s best guarantee, this valueadded 

solution gives installers the edge within a 

very competitive marketplace. This development 

not only underlines just how confident we are in 

our products but it also offers peace of mind to 

homeowners when they have Polyframe windows 

and doors installed.” 


COMMON SENSE CERTIFICATION 

THE FIRST TRADE 

SCOPE IS ONLY 

£23.95 

PER MONTH + VAT 

CQ-Assured proves to your customers you’re competent to do the job right 

Certass CQ-Assured is the workmanship certification scheme that’s designed for home improvements. 

Certifying 13 building fabric trade scopes - from installing windows & doors to general building work. 

Find out more - call our team today on 01292 292 095 

P 

Free Certass Trade Association membership 

P 

Digital support 

P 

Free access to dispute resolution 

P 

Practical technical support 

P 

Personalised ‘Find an installer’ bio 

on the Certass website 

P 

We can certify the other 

trades you do 

01292 292 095 | info@certass.co.uk | www.certass.co.uk

Industry News 

FMB HAS ITS SAY ON 

UNFAIR PAYMENTS 

Following the publication of the 

Government's consultation response to 

the ‘Creating a responsible payment 

culture’ call for evidence, the Federation 

of Master Builders (FMB) has called on 

the public sector to lead by example in 

order to tackle the scourge of late 

payment. 

Brian Berry, Chief 

Executive of the 

Federation of Master 

Builders, said: “The 

Government’s 

acceptance there is a 

serious imbalance of Above: Brian Berry, FMB. 

power between small 

and large companies when it comes to 

securing fair payment terms is a step in the 

right direction. FMB members are telling me 

that more than three quarters of their 

payments are late, which is clearly 

unacceptable. What is needed is a culture 

change in the construction industry so that 

late payment is no longer standard practice. 

Fundamentally, to rebalance market power for 

small to medium-sized companies (SMEs), 

the public sector should lead by example by 

breaking up contracts into smaller ‘lots’ and 

desist from the wholesale ‘bundling’ of 

contracts. This will help SMEs to act as the 

principle contractor. By introducing more 

competition into public sector procurement in 

this way, payment terms will improve as the 

balance of power is restored. What is 

encouraging is that the consultation 

responses echo what we already know from 

FMB members, that the Small Business 

Commissioner isn’t being marketed enough. 

The FMB would be willing to work with the 

Government to help raise the Commissioner’s 

profile amongst construction SMEs.” 

BREATHE EASILY WHEN WORKING ON SITE 

The British Safety Council has called on 

employers of outdoor workers to join its Time 

to Breathe campaign. 

Initial exposure data from Canairy, the charity’s new 

mobile app, shows workers breathe air that 

regularly exceeds levels recommended by the World 

Health Organisation (WHO). The British Safety 

Council is concerned about the health of thousands 

of people – including construction workers – 

exposed to illegal levels of air pollution day after 

day. Employers are reminded they have duty of care 

obligations and immediate action is required. 

The British Safety Council launched its Time to 

Breathe campaign in March. As well as encouraging 

employers to use Canairy and show their 

commitment to sustainability, the charity is urging 

everyone to contact their MPs to request action 

including; the government to immediately recognise 

exposure to ambient air pollution as an occupational 

Emplas says it works with some of 

the industry’s most established 

businesses and it has a nocompromise 

approach to product 

quality. 

The fabricator says it was this 

commitment to deliver the highest 

standards that 10 years ago led it to 

using the GeoFast system from The 

Georgian Bar Company. 

Kush Patel, Operations Director at Emplas, 

explained: “We were having lots of issues with 

the old astragal bar system that we used at the 

time and it was causing us a real headache. It 

was a common occurrence to get call-backs to fix 

bars that had fallen off, and for Emplas, where 

we pride ourselves on product quality, it obviously 

wasn’t good enough. 

“Also, because the bars were handmade it 

created a significant expenditure to replace them, 

health hazard; the government to invest in improved 

pollution monitoring across the UK. Reducing 

exposure requires detailed pollution 

measurements and all UK regions have the right to 

the same accuracy in emissions data as London; 

the UK to adopt the World Health Organisation’s 

(WHO) exposure guidelines for nitrogen dioxide, 

particulate matter (PM2.5 and PM10) and ozone; 

employers to act to both reduce the exposure of 

their staff and to minimise their companies’ 

emissions of pollution. 

Matthew Holder, Head of Campaigns at the British 

Safety Council, said: “Neither regulators or 

employers have committed themselves to 

monitoring outdoor workers’ exposure to air 

pollution and measuring its effects on their health 

and wellbeing. Yet, there is no time to lose. 

Employers should stop burying their heads in the 

sand, look at the data Canairy is capturing and 

take action.” 

EMPLAS PARTNERSHIP ‘CUTS CALL-BACKS’ 

Emplas says its move to the 

GeoFast system has 

significantly cut call-backs. 

not just production costs and 

materials, but also time. 

“The production manager brought the 

GeoFast system to our attention. 

Incredibly technically-minded, he 

identified that GeoFast would solve 

the problems that we’d been having. 

“He saw the product from an 

engineer’s perspective and 

recognised that GeoFast had been designed so 

that natural expansion and retraction wouldn’t 

affect it and cause the issues we suffered with 

from the old bars. 

“So, we switched to the GeoFast system 10 years 

ago and haven’t looked back since. We’ve gone 

from a stream of regular call-backs to none, 

which is an incredible turn-around! That level of 

quality gives us complete confidence that our 

Georgian windows and doors leave the factory 

right first time.” 


£ 

GET A PRICE 

COMPARISON 

TODAY 

LOWEST 

PRICES 

AVAILABLE 

WHY CHOOSE MADE FOR 

TRADE FOR YOUR NEXT 

GLOBAL ROOF? 

Precision fabrication 

UK MAINLAND 

SITE DELIVERY* 

FREE 

Reliable and efficient 

Expert plan and estimating service 


Competitive roof glass prices 

5FROM 

Working Days 

Lead Time 


Call: 01642 610799 | Fax: 01642 615854 | www.madefortrade.co 

* Postcode restrictions apply

Industry News 

DON’T LET INSURANCE 

BE SOLE DESTROYING 

A large number of the UK’s self-employed 

tradespeople could be personally exposed 

to the various risks associated with 

running a business, exclusive research 

carried out by self-employment tax 

specialist, Qdos, has revealed. 

The insight suggests that nearly one in three 

(29%) self-employed workers surveyed do not 

hold insurance at all, with over half of this 

group stating they do not believe they need it. 

This group of workers (83% of whom are soletraders) 

do not hold insurance for the following 

reasons: 53% do not think they need it; 25% 

believe it’s too expensive; 17% have never 

considered it at all; 8% are looking to buy it; 

1% can’t find the right policy; 1% say they are 

self-insured; 5% stated ‘other’ reasons. 

Of the 71% of individuals who hold at least one 

form of insurance, the most common policy is 

public liability insurance (64%). 

Higher earners (£50k+ annual turnover) are 

more likely to have insurance in place (95%), 

while those earning under £50k a year are less 

likely (63%). 

Seb Maley, CEO of Qdos, said: “Self-employed 

workers are exposed to all kinds of risks on a 

daily basis – many of which they have no 

control over and cannot see coming. When 

running a small business, there's no escaping 

the fact that you might have an accident and 

not be able to work, make a mistake for which 

you’re liable or even be investigated by the 

taxman. Sole traders do not have the luxury of 

being protected by their limited company either. 

This means that if an incident does happen, 

they will be personally liable should they not 

hold insurance. Given challenging HMRC, for 

example, can cost individuals thousands of 

pounds, the old adage it’s better to be safe 

than sorry has never been truer.” 

INSTALLER SCHEME MAKES ROOFLINE EASY 

Freefoam has reported a significant increase in 

recent months in the number of new Registered 

Installers, with companies from throughout the 

UK applying to join the scheme. 

Following a programme of promotion activity 

across various media, enquiries have increased 

and more home improvement companies are 

realising the benefits of supplying and fitting 

Freefoam products. 

Roofline falls into the remit of a range of 

businesses, from window and door installers, 

roofers, roofline specialists and more general 

building professionals. To this end the Freefoam 

Registered Installer scheme is open to any 

business, allowing companies to integrate roofline 

into their offering, backed by a professional 

package and manufacturer support. 

Marketing Manager Louise Sanderson explained: 

“We’ve been incredibly pleased with the results of 

our campaign. In an increasingly competitive 

market businesses are looking at ways they can 

extend their offering, and align themselves with a 

well-respected, established brand. The Freefoam 

Registered Installer scheme meets their needs 

and offers an attractive proposition.” 

Colin St John commented “The Freefoam 

Registered Installer scheme makes roofline an 

accessible range for all home improvement 

professionals. We provide the materials and 

back-up support to help all companies develop 

their business – their success is our success. 

Having brand loyal, committed fitting companies 

buying from our customers also underlines our 

support for the whole supply chain.” 

GIN IS THE PERFECT INSTALLER TONIC 

Bison Frames says its new 

Genesis Installer Network (GIN) 

is proving to be an instant 

success gaining interest from 

the trade, with many already 

signing up to become member. 

GIN is said to be designed to unite 

forward thinking installation 

companies with a product portfolio 

of premium windows, doors and 

comprehensive support. 

“We’ve had an amazing response from installers 

so far,” said Marcus O’Boyle, Bison’s Business 

Development and Marketing Manager. “To date, 

26 businesses have signed up to the scheme and 

they are already reaping the benefits. It gives 

installer-retailers the tools to demonstrate their 

professionalism and grow their business with an 

exclusive product range. 

Marcus O'Boyle, Business 

Development and Marketing Manager 

at Bison Frames. 

Freefoam has seena rise in registered installers. 

“Meticulously crafted by Bison, 

the Genesis Collection offers 

windows and doors with 

beautifully crafted joints, including 

both mechanical and Graf Weld 

options. We wanted to grow and 

support our network of installers 

so they can provide a product and 

service that really stands out from 

the crowd with a host of extra 

benefits.” 

‘GIN’ is free to join and offers 

installers high quality, qualified sales leads 

nationwide, teamed with a wealth of support. 

Installers who are interested in being a part of 

‘GIN’ can find out more at 

https://bisonframes.co.uk/register-for-genesisinstaller-network/. 



Doors 

FROM 

ONLY 

£345 

* 

per leaf 

Including 

delivery 

£ 

GET A PRICE 

COMPARISON 

TODAY 

make the 

smarter choice 


UK MAINLAND 

SITE DELIVERY* 

10 




ORDER TO DELIVERY FROM A FAST 

Working Days 

Lead Time 

* Per leaf price is unglazed and may vary depending on size and specification of the door. Lead time is based on a standard colour. 

Postcode restrictions apply 


Call: 01642 610799 | Fax: 01642 671026 | www.madefortrade.co

The View from Certass 

ADD TO YOUR OFFERING: FINANCE 

MADE EASY FOR INSTALLERS 

Jon Vanstone discusses Certass’ new finance offering to help installers win business. 

Having a finance option as part of the quote 

for homeowners looking to replace their 

windows and doors has long been a 

challenge for installation companies. However, 

there is now a way to be able to do this as part of 

the transaction without many of the past 

perceived barriers to trade. 

It can be a lot of work, especially for the small 

and medium-sized installation companies who 

sort out their own admin after a day surveying or 

installing windows and doors. Installers pitching 

finance to homeowners after they have quoted for 

the job is often a time-consuming process and 

doesn’t always have the desired outcome. But we 

also know that being able to make finance an option 

to homeowners is a big benefit for many installers. 

A full house of windows and doors doesn’t come 

cheap, and there’s a trend for higher value 

products such as wide span doors. Bigger order 

values often come with a greater demand from 

homeowners for flexible payment options. 

Talking to Certass members, we could see that 

there was a need to create an easy solution for 

installers to provide finance as an option. This 

would help them maximise the sales potential 

without detracting from their day to day business. 

A different model 

To remove the barriers to finance that many 

glazing installers were experiencing, we could see 

that a different model was needed. Working with 

BNP Paribas Personal Finance, Certass has 

created a new package for members to have 

personal finance options for homeowners to 

choose. Not only does it give 

Certass members a competitive 

advantage, it gives homeowners 

a better choice for their homes 

too. 

Our members do a great job of fitting 

double glazing and getting paid. The 

numbers say it all. There have been more than 

3,000 positive homeowner reviews of Certass 

members through our online ratings system, and 

99.92% of Certass’ audited jobs pass Building 

Regulation standards first time. 

An easier process 

The finance option works through a software 

package that’s specially designed for Certass 

members who sign-up to use the new technology 

platform. 

It’s a complete, easy quote, project management 

system, so members can use it to price up jobs 

and send detailed quotations to customers. On 

this quote, installers can give a cash price and 

where applicable, finance will show as an option 

for the homeowners to choose. There’s no finance 

sales pitch and no extra work for installers. In 

fact, the software system makes the whole 

quoting process a lot easier. 

The platform reduces any unnecessary regulatory 

burden, so installers don’t need to worry about 

filling in any paperwork or applying or paying for a 

consumer credit licence. It also helps members to 

digitise their business by providing a true end to 

end service for homeowners. To get paid, Certass 

members win the job, fit the products to the high 

Left: Jon Vanstone, Chair of Certass. 

standards that homeowners 

expect from our members and 

get consumer sign-off. 

It’s another way we’re helping 

smaller installation companies to get 

on-board with digital. The software allows 

installers to present professional quotes, store and 

manage jobs, to help keep on top of paperwork – 

an extra free benefit which saves time and keeps 

everything organised for Certass members. 

“This finance package 

helps small, local 

installers to trade more 

effectively and grow 

their business” 

Offering more to installers 

For Certass, common-sense certification is about 

offering more to installers than just a building 

certificate. Alongside our Digital Support Package, 

access to Alternative Dispute Resolution and lowcost 

public liability & business insurance, this 

finance package helps small, local installers to 

trade more effectively and grow their business. 

This new service was launched at FiT Show 2019, 

where BNP Paribas and the technology firm 

shared a stand space with us. We received some 

excellent feedback from visitors to the show, and 

we are already confident that this new package 

will be a big hit for members. 

“It’s another way we’re helping smaller 

installation companies to get on-board 

with digital” 

Contact Certass 

01292 292 095 

www.certass.co.uk 

@CertassLtd 


COMPATIBLE 

WITH MULTIPLE 

TILE & SLATE 

OPTIONS 

10 

YEAR 

GUARANTEE 

AESTHETICALLY 

PLEASING 

SkyVista Fixed Glass Skylight 

Length up to 3000mm 

01772 828060 | sales@supaliteroof.co.uk www.supaliteroof.co.uk 

CERTIFICATE 17/5463 : ROSS ROOF GROUP

Business: Project Efficiencies 

SEEING CLEARLY: TOOLS & TECH TO 

ENHANCE INSTALLER PRODUCTIVITY 

By Colin Yates, Chief Support Officer at WorkMobile, an award-winning data capture solution. 

Glaziers have a crucial role to play in the 

overall productivity of construction 

projects. And yet, that overall productivity 

is low compared to other industries. The ONS tells 

us that productivity growth in the construction 

sector has averaged just 0.4% each year over the 

past two decades – as opposed to 3.2% in the 

manufacturing industry. 

There is clearly room for substantial 

improvement. And whilst glaziers are just one 

piece of the overall picture in the efficient 

management of construction projects, their own 

productivity can have a substantial impact on 

how such projects roll out. Fast, efficient glazing 

can make the difference between a project that 

runs to time (and therefore budget) and one that 

spirals out of control. 

The question is, how can glaziers improve their 

productivity? One possible answer can be found 

with the management consultancy McKinsey, 

which argues that the construction industry has 

been too slow to embrace digital technology. 

Digital technology for glazing installers 

This might initially seem strange. Glazing is a 

physical job, after all. However, advancements in 

mobile technology – both hardware like 

smartphones and tablets, and the cellular 

networks underpinning mobile communications – 

are powering innovative new tools for contractors 

on construction projects – like installers. 

Consider, for example, a glazier who comes 

across a fault or problem whilst undertaking their 

work. This needs to be recorded and escalated to 

the project manager – a process 

that can take a substantial 

amount of time in itself, and 

leave the glazier waiting 

unproductively whilst said 

manager decides whether and 

where to reallocate them. 

Consider, too, the health, safety and compliance 

checks which a glazier needs to carry out when 

starting a new project, and when confirming 

completion of an existing piece of work. These 

must be completed stringently, but doing them via 

paper-based processes, as is the norm in the 

industry, can be cumbersome and error-prone. 

Mobile technology offers an alternative approach. 

Now, glaziers can use data capture solutions to 

enter information into mobile apps whilst they are 

onsite, transmitting it back to project managers 

and overseers in real-time. Standardised forms 

and checklists can be prepopulated for repetitive 

tasks, saving time on data entry. And where 

further evidence is required for quality or 

compliance checks, glaziers can use the 

increasingly high-definition cameras on their 

mobile devices to gather visual and even videobased 

evidence remotely. 

Such technology is also useful for when glazing 

installers are working between multiple sites. 

Typically, they might end up carrying bundles of 

paperwork around which then have to be 

completed at a later point – leaving multiple 

opportunities for losing, damaging or incorrectly 

filing key documents. This has a negative knockon 

effect on audit trails and compliance 

Left: Colin Yates, WorkMobile. 

processes, as well as core 

productivity. 

Then there’s the issue of glaziers 

coordinating with other contractors on 

a project. After all, glazing professionals 

typically need to collaborate with other construction 

functions, and are just one part of a 

multidisciplinary team on a typical building site. For 

maximum productivity, it is important for glaziers to 

be able to communicate when they have completed 

certain tasks – and receive equivalent information 

back from other teams. 

Going paperless 

Mobile technology can dramatically enhance all of 

these functions. There is now a wide variety of 

cost-effective digital applications available which 

can handle everything from initial data capture, to 

transmission of that data to cloud-based storage, 

to receiving back instructions and queries from 

project managers. This reduces errors, speeds up 

manual processes and enables glaziers to be 

better integrated with other construction teams, 

whether permanent or contract-based. 

Ultimately, it is now possible for glazing installers 

to do away with paper-based processes 

altogether, and the upfront investment required to 

enable this digital transformation is smaller than 

you might think, with many applications available 

as a service and making use of devices which 

installers already have in place. Going paperless 

is more than a pipe dream – it is a crystal-clear 

reality. 

“Fast, efficient glazing can make the difference 

between a project that runs to time (and therefore 

budget) and one that spirals out of control” 

Contact WorkMobile 

0161 464 6220 

www.workmobileforms.com 

@WorkMobile 


Award Winning Windows & Doors to the Trade 

PERFECT SYMMETRY 

The New Generation Luminia/F82 

Aluminium Bi-Fold Door from EMPLAS 

Contemporary design with symmetrical 

sightlines on frame 

Class leading u-values as low as 0.9W/m2K* 

Unique pop-out ‘T’ handle and flush traffic 

door handle 

Heavy duty rollers deliver effortlessly 

smooth operation, accommodating 

individual sash weights of 150kg 

Frame to glass sightline of 97mm and 

122mm door meeting 

Flash anodised pre-treated powder coated 

finish delivers improved protection from 

corrosion 

White, grey, brown and black supplied as 

standard plus any RAL colour on special 

order 

PAS24 as standard 

Maximum leaf width of 1200mm 

Luminia Select Partner 

Single Point of Order, Single Delivery. 

Take Your Business into the 

FUTURE with EMPLAS 

01933 685 744 www.emplas.co.uk info@emplas.co.uk

Business Focus 

PENSION PLANNING FOR BUSINESSES 

& EMPLOYEES: ADVICE & GUIDANCE 

It’s important to know where you stand as both a business owner and employee when it 

comes to workplace pensions. We take a look at the key issues for employees and rules for 

employers. 

It’s plain to see that we’re all living longer – 70 

is the new 50. But with increasing life 

expectancy comes the need to plan ahead for 

the future. However, few are actively doing so, 

and this has been causing concern within 

governments of all political colours for years. 

Tom McPhail, Head of Policy at investment firm 

Hargreaves Lansdown, thinks that governments 

are right to have been worried: “The country 

faced a retirement saving crisis. Pension 

membership was dwindling and failure to turn the 

tide would have resulted in huge numbers of 

people arriving at retirement without enough to 

make ends meet in the years after work and 

relying on the state to support them.” 

It’s for these reasons the then government 

passed the Pensions Act 2008. It mandated the 

creation of workplace pensions where employees 

had to opt out of a workplace pension rather than 

opt in. Better known as automatic enrolment 

(AE), it was rolled out in October 2012 for the 

largest of firms and was completed for the 

smallest by February 2018. 

AE does seem to be getting individuals saving. 

The government says that since its introduction, 

the proportion of individuals saving into a 

workplace pension has risen from 55% in 2012 

to more than 84% by 2017. And McPhail reckons 

that more than 15m more people are saving into 

workplace pensions. 

“AE is not a one-time task – it’s on-going and 

employers must enrol new members of staff, 

those who rise up to earn enough and also 

manage the requests of those who opt out of the 

pension scheme” 

The main principles of automatic 

enrolment (AE) 

AE means that employers must automatically join 

staff aged between 22 and state pension age into 

a company pension scheme and make 

contributions to it if they earn £833 per month or 

more (2019-20). Few truly understand that AE 

catches micro-businesses; as long as there is 

just one employee, the regime applies. 

McPhail notes that currently the minimum 

contributions rose in April 2019 to 8%, with at 

least 3% coming from the employer. 

He added: “But not all income counts towards the 

contributions that must be made. ‘Qualifying 

Earnings’ includes all pay but excludes the first 

£6,136 of earnings as well as any income from 

employment over £50,000 (2019-20).” Staff can 

opt-out, but they must be enrolled into the 

pension scheme first. 

Ensuring compliance 

AE is overseen by the Pension Regulator (TPR) 

which, as McPhail notes: “has proven to be no 

pushover and has used its powers to crack down 

on employers that have stepped out of line. No 

fewer than 259,014 actions had been taken by 

December 2018.” This includes fines that rise by 

the day, Escalating Penalty Notices (EPN), and 

court action for enforcement. It’s worth noting 

that by the end of December 2018, there were 

144,047 compliance notices and 92,475 

penalties issued. 

The powers of the regulator vary based on the 

severity of the rule breach as well as the size of 

the company. TPR may impose fines and can 

prosecute. Stotts Tours of Oldham, a coaching 


firm, became the first company in November 

2017 to have its day in court. The company 

should have begun pension contributions for staff 

from 2015 but didn’t and ended up with fines and 

costs awarded against it of more than £60,000. 

And in March 2018, a healthcare company and 

its Managing Director were found guilty of 

misleading TPR about providing their staff with a 

workplace pension. Birmingham-based Crest 

Healthcare and Managing Director Sheila Aluko 

admitted recklessly providing false or misleading 

information to the regulator and wilfully failing to 

comply with their automatic enrolment duties. 

Crest Healthcare was fined £13,000 and ordered 

to pay £3,404 costs and a £120 victim surcharge. 

Sheila Aluko was fined £1,624 and ordered to pay 

£3,404 costs and a £120 victim surcharge. 

A quick search of the regulator’s website shows 

fines for the window and door sector including 

Leadwise Windows in Oxfordshire (£14,000 for 

Unpaid EPNs subject to a Court Order), Dennison 

Doors of Waterlooville (£5,000, the same cause), 

and uPVC Door Co of Wishaw (£14,000, also for 

Unpaid EPNs subject to a Court Order). 

Ongoing responsibilities 

AE is not a one-time task – it’s on-going and 

employers must enrol new members of staff, 

those who rise up to earn enough and also 

manage the requests of those who opt out of the 

pension scheme. Says McPhail: “Employers also 

need to ensure they are paying across the right 

level of contributions to the company pension, 

this is a point that must be assessed by way of 

an internal audit and self-certification.” 

But there’s more. Around the three-year 

anniversary of each employer’s staging date – its 

start date for AE – staff who have opted out or 

left the scheme previously must be re-enrolled – 

even if they opt out again. 

The biggest concern for McPhail is staying 

abreast of changes: “We have seen regular 

tweaks to the rule book to tidy up some of the 

loose ends, but December 2017 saw the 

announcement of some more significant changes, 

and longer term we expect the amount that 

“It’s vital that 

employers do 

everything they should 

have done to comply 

with their legal 

requirements” 

employers have to contribute for their staff to 

increase further.” 

The changes that McPhail talks of are several, 

two of which will have quite an impact on 

employers and their staff, although they won’t be 

implemented until the mid-2020s. In essence, 

employers will eventually have to enrol staff from 

age 18 as opposed to the current age of 22, and 

contributions will accrue from the first pound of 

income earned and not income above the 

qualifying earnings threshold. 

Choosing a pensions provider 

Choosing a pension provider requires an 

investment in time rather than plucking a name 

out of the ether and hoping for the best. TPR 

maintains a list on its website, 

thepensionsregulator.gov.uk, of schemes that 

have passed its tests. 

There are a number of elements to consider to 

successfully choose a provider, including cost (a 

number of providers offer schemes that are free 

to employers); transparency in ongoing 

administration fees; whether schemes have a 

Defaqto rating (another sign of quality); funds 

that are within the ambit of the Financial Conduct 

Authority; the red tape required to join (the 

process should be simple and not onerous); 

scheme compatibility with existing payroll 

systems (automatic processes which connect to 

existing software); and likelihood of acceptance 

(knowing that the employer will be accepted 

before it expends time and effort on the 

application process). 

It’s also important to select a provider that 

assesses staff, and which communicates with 

them automatically. 

Choosing a trusted advisor 

Employers may need an independent financial 

advisor (IFA) who can provide advice about 

getting the right pension scheme for the business 

and employees. IFAs can also provide advice to 

employees about investing in pension schemes 

and expected outcomes. The Pensions Advisory 

Service – pensionsadvisoryservice.org.uk – offers 

guidance on how IFA’s work. The Money Advice 

Service – moneyadviceservice.org.uk – offers 

links to relevant organisations with detail on IFAs. 

Ongoing responsibility 

Compliance with TPR rules is mandatory with a 

responsibility placed on employers to monitor 

matters going forward. In essence, employers 

need to continually check for staff ages and 

incomes in case employees become eligible to be 

automatically enrolled; manage requests to join, 

opt out of or to leave the pension scheme; 

generally keep good records; and undertake 

three-yearly cyclical re-enrolment where eligible 

staff must be enrolled again and those that opted 

out, offered the chance to join. 

Fining regime 

In the first instance, non-compliant employers are 

spoken to by TPR with a view to gaining 

compliance. Those that fail or refuse to comply are 

likely to be issued with a fixed penalty notice of 

£400. They are also told that if they do not become 

compliant, they could be made the subject of an 

EPN from a set date. EPNs increase each day that 

the employer remains non-compliant. For micro 

employers it is set at £50 per day. For the largest 

employers it is £10,000 per day. These sums are 

pursued via the county court. If an employer pays 

the fine but still remains non-compliant, TPR will 

consider prosecuting. 

To end 

In the TPR’s opinion “employers cannot ignore the 

rules… and there is no excuse for denying staff 

the workplace pensions they are entitled to. It’s 

vital that employers do everything they should 

have done to comply with their legal 

requirements.” AE is not optional. 



Business: Customer Service 

HOLD MUSIC: DON’T PUT YOUR 

REPUTATION ON THE LINE! 

By Mark Williamson, Sales and Marketing Director at audio branding specialists PHMG. 

The importance of making a good first 

impression has never been more crucial for 

glazing businesses. 

In our always online world, consumers are 

presented with an opportunity to influence others 

through social media and forums, meaning 

businesses have nowhere to hide from bad 

customer reviews and much to gain from glowing 

testimonials. 

Glaziers already know that a product’s quality, a 

job well done and exceptional customer service 

are integral to company success. But the more 

business savvy in the industry also recognise that 

the customer experience, from the first enquiry to 

installation, is also key to ensuring happy 

customers and growing a profitable organisation. 

A positive experience 

The telephone often represents the first point of 

contact between a glazier and their customer and 

should be treated as a fundamental tool in 

converting leads to sales. If a customer has a 

poor caller experience, it can really put a 

company’s reputation on the line, with 

independent research revealing almost threequarters 

of Brits won’t do repeat business with an 

organisation if their first call isn’t up to scratch. 

Employee behaviour can be easily rectified. 

Telephone training and providing a set of best 

practice guidelines ensures callers are met by a 

polite, professional voice who is happy to help 

answer the customer’s query. 

However, it’s not just staff conduct that can be 

off-putting. 

Silence is not golden 

Inevitably, there are times when a customer’s call 

can’t be dealt with straight away. Perhaps all 

“Putting 

customers on 

hold needn’t be 

a negative 

event” 

employees are out on a job or the caller needs to 

be transferred to the conservatory specialist. In 

such cases, putting them on-hold is the only 

option. Yet many consumers have negative 

preconceptions about hold time – often born out 

of their previous experiences. 

Businesses will often use generic sounds in the 

hope they will keep callers engaged and 

entertained while on hold – quick to forget about 

their own encounters with poor on-hold audio. No 

one wants to listen to monotonous beeps or 

anodyne panpipes, nor do they want to feel as if 

what they are hearing is a simple placeholder 

designed to placate and pacify. 

Despite this, 52% of UK firms still leave 

customers listening to nothing but generic music, 

while a further 21% subject callers to beeps, and 

17% leave them in silence. 

Glaziers have been found to put prospective 

clients on hold for an average of 36.28 seconds 

per call, giving just enough time for them to 

switch off and hang up. 

Hold for a happy customer 

Putting customers on hold needn’t be a negative 

event. Instead it represents a golden opportunity 

to provide callers with informative messages and 

transform the experience into a positive one. 

Using engaging script and brand-congruent voice 

and music, businesses can replace what is 

otherwise dead air with a key branding and 

Left: Mark Williamson, PHMG 

promotional opportunity. The 

content can be used to advertise 

the company’s decorative glass 

speciality or the wide range of 

sectors they work in. 

Messages can also showcase whether the 

company is registered to an association, share 

employee expertise or give more information on 

the 10-year guarantee, helping to create a more 

professional brand image and provide 

reassurance to customers that they are dealing 

with a reputable outfit. 

As with visual marketing, the voice and music 

used while on-hold should reflect the company 

image and values – or it could damage the 

overall perception of the brand. In our experience, 

glaziers often lean toward clean-cut music tracks 

which use electronic synths and precise sampled 

drum kits to create a feeling of precision and 

style. For those who deal with corporate clients, 

strings and pianos are incorporated into the track 

to ensure a professional and well-established 

sound. The voice alternates between masculine 

and feminine to represent the broad clientele and 

is aged between 20 and 40 with, a friendly yet 

professional delivery style. 

A crystal clear benefit 

Given its clear effect on the consumer, the impact 

of sound as a marketing tool should not be 

ignored. Glaziers would be well-advised to 

consider it a key element of the marketing mix. 

Contact PHMG 

0161 877 2253 

www.phmg.com 


TM 

WINDOW, DOOR 

& CONSERVATORY 

INSTALLER COURSES 

Separate your business from your competitors with PRO-FITTER Status 

Provide up skill opportunities 

for your work force 

PRO-FITTER has already provided 

benefits for both novices and 

experienced installers 

Grow home owner confidence 

COURSES AVAILABLE TO YOU... 

ARE YOU A NOVICE OR HAVE LITTLE EXPERIENCE, 

BASICALLY STARTING FROM SCRATCH? 

SOLID ROOF 

COURSES 

ARE YOU A PRO-FITTER AND NOW WANT TO 

ADVANCE TO THE NEXT PRO-FITTER STAGES? 

RATING 

E 

SURVEYOR 

LEKA 

RATING 

D 

RATING 

C 

DURATION: 5 DAYS 

DURATION: 1 DAY 




COST: £1,490 INC VAT 

COST: £420 INC VAT 




PRODUCTS COVERED: 

UPVC CASEMENT WINDOWS 

UPVC DOORS 

UPVC FRENCH DOORS 


HOW TO MEASURE AND 

SURVEY WINDOWS, DOORS 

& CONSERVATORIES 


LEKA SOLID ROOF / 

METROTILE / TAPCO SLATE 


UPVC PATIO DOORS 

UPVC VERTICAL SLIDERS 

UPVC BI-FOLD DOORS 


ALUMINIUM BI-FOLD DOORS 

ALUMINIUM DOORS & 

WINDOWS 

COMPOSITE DOORS 

Not just 

another 

certification, 

gain actual 

hands on 

skills! 

RATING 




BAY WINDOWS 

B 

RATING 




POLYCARBONATE AND 

GLASS CONSERVATORIES 

INCLUDING GRILLS 

FRAMES AND ROOF 

INSTALLATION 

A 

0800 002 9712 

www.profitter.org.uk info@profitter.org.uk 

FOR FULL COURSE DETAILS PLEASE VISIT US ONLINE: WWW.PROFITTER.ORG.UK OR GIVE US A CALL TODAY! 

PRO-FITTER PARTNERS 

Unit 1, Bridge Innovation Centre, Pembrokeshire Science and Technology Park, Pembroke Dock, SA72 6UN

Questions & Answers 

“THE MARKET IS SHIFTING” 

Total Installer magazine caught up with Steve Cross, Director of Gloucester-based specialist 

fabricator Mercury Glazing, to talk amongst other things, installer support, product 

innovation, up-selling and interesting projects... 

TI: Tell us a bit about Mercury Glazing 

Supplies and what you do… 

SC: Mercury Glazing manufactures a 

comprehensive range of high-quality window and 

door products suitable for trade, retail, new build 

and commercial projects. 

Our specialist product range includes PVC-U 

vertical sliders, a full range of aluminium 

products, casement windows, PVC-U flush sash 

windows and a full range of residential, patio, bifolding 

and composite doors. 

Established in 2002, we operate from our 

manufacturing centre in Gloucester and deliver 

throughout the UK offering the best in product 

manufacturing and service support. 

TI: Your products are utilised in a number 

of sectors including new build, 

commercial, refurbishment. Which 

products are performing well at the 

moment and where has the growth been 

this year? 

“Today’s installer is 

looking for a range of 

products to give them a 

competitive edge” 

SC: The market is shifting toward higher value 

products across all sectors. Providing modern 

alternatives to traditional timber windows is one 

of the areas we specialise in and has seen year 

on year growth. Our PVC-U vertical sliding range 

is a good example of this shift. The windows are a 

design-classic which sympathetically captures 

many, if not all, of the key features of traditional 

design combined with all the benefits that a 

modern replacement window should offer. The 

trend towards even greater authenticity such as 

white foils, astragal bars and mechanical joints 

continues to gain traction and we are seeing a 

greater acceptance of our windows in ‘heritage’ 

projects where once timber was the default 

product of choice. 

TI: As a specialist fabricator in what is an 

extremely competitive market, how has 

your relationship with your customers 

developed in recent years? Have their 

demands in terms of support changed? 

SC: Our customers are looking for product choice 

in order to keep ahead of the curve when it comes 

to market trends. Similarly, they are looking for 

reliability, quality and a quick turnaround on all 

product groups. At Mercury, we work closely with 

our customers to keep lead times as short as 

possible. Plus, our responsive delivery fleet 

means we are going to most places in the UK at 

least twice per week. 

TI: You offer a broad range of products. 

How important is it for the installer to upsell 

and diversify their offering? Is this a 

trend you recognise in customers? 

SC: Today’s installer is looking for a range of 

products to give them a competitive edge. As a 

specialist fabricator we manufacture feature-rich 

products that add value to an installer’s portfolio 

and help deliver a clear differentiation. We also 

offer up-sell opportunities; for example, we have 

recently introduced the new Blink integral blinds 

which gives another up-sell opportunity for the 

installer into the consumer when selling window 

and doors. 

TI: Doors, including bi-folds, sliders etc. 

seem to be growing in popularity. What 

trends are you seeing? 

“We have witnessed a 

massive 90% increase 

in sales of large-scale 

aluminium patio doors” 


SC: The move towards high end aluminium 

composite doors, such as our Smart’s Designer 

Door is a big growth area for us. PVC door panels 

have certainly had their day with composite doors 

taking a strong foothold. 

Similarly, we have witnessed a massive 90% 

increase in sales of large-scale aluminium patio 

doors that offer wide apertures giving the 

homeowner the clear glass expanse they seek to 

achieve. These doors have the advantage of slim 

sightlines and fewer uprights than on a 

conventional bifold door. 

Bifold doors have become a commodity 

marketplace but we are carrying the stock to keep 

our lead times short to help support our customers. 

And colour has certainly become popular across 

all product groups with various shades of grey 

and textured finishes proving popular. 

TI: Is there still room for innovation in the 

window and door sector? 

Above: Mercury Glazing manufactured 54 Spectus white vertical sliding windows with through horn detailing, including 14 

arched vertical sliders, for the Foxhill House project. Below: Mechanical joint. Left: The Smart Visoglide Plus. 

“Colour has certainly become popular across all 

product groups with various shades of grey and 

textured finishes proving popular” 

SC: We constantly have to react to ensure 

buildings meet their SAP Test targets so ever 

decreasing U-values continue to drive innovation. 

Smart Technology in windows seems the way 

forward as witnessed at the Fit Show by Kubu 

and Smart Ready. 

TI: Can you describe some of the more 

interesting projects your products have 

been used on? 

SC: We recently manufactured and supplied 204 

PVC-U vertical sliding windows for the 

sympathetic landmark refurbishment of Cliff 

House, a former iconic hotel built in 1906 in 

Felixstowe, into 24 one and two-bedroom luxury 

seaside apartments. Cliff House sits in a 

conservation area. Due to permitted development 

rights, the restoration needed to remain as 

sympathetic as possible to the former property in 

order to retain the building’s original features 

including the original sash windows. 

Working with main contractor and developer Dragon 

Wood Homes, the twelve-month project involved the 

manufacture and supply of 204 bespoke windows 

which included a mixture of arched top vertical 

sliders, bowed vertical sliders, circular 

windows and standard vertical 

sliders, manufactured in white 

woodgrain foil finish on both 

sides. 

We have also manufactured 54 

Spectus white vertical sliding 

windows with through horn detailing, 

including 14 arched vertical sliders, for a 

prestigious refurbishment project at Foxhill 

House, Chester. 

Foxhill House is a substantial Italianate house 

originally built for the Archdeacon of Chester. It is 

set in 70 acres of Cheshire woodland, which 

incorporates an arboretum containing several 

species of rare plants and trees. In the 1960s 

Foxhill House became a diocesan retreat and 

conference centre and it will mark 50 years as 

Chester Diocesan Retreat House this month (July). 

The new vertical sliders were chosen to replace 

ageing timber sliding sash windows, and replace 

them with architecturally sensitive double-glazed 

versions. The VS windows were manufactured in 

white with run through horns to replicate the 

heritage aesthetics and enhance the 

building’s appearance. 

Our products have helped 

transform these two iconic 

buildings and clearly 

demonstrate the continued 

shift towards feature-rich PVC-U 

products. 

TI: How is 2019 shaping up for Mercury, 

and what can we expect from you going 

forward? 

SC: 2019 has been a very busy year for Mercury 

and we continue to launch new products to help 

support our growing customer base across all 

market sectors. The uncertainty surrounding 

Brexit is delaying commercial project spending 

such as schools, but we are hopeful this will pick 

up again once we have some certainty over our 

political future. 

Contact Mercury Glazing 

01452 383 344 

www.mercuryglazing.co.uk 

@MercuryGlazing 



Glazing Summit 2019 

GLAZING SUMMIT 2019 SET TO SHINE 

A LIGHT ON ALL THE KEY ISSUES 

What’s in store for installers who visit the Glazing Summit 2019? 

The Glazing Summit is set to return for 2019 

and it has been billed as a ‘must attend’ 

event for installers. 

Organised by glazing industry specialists Insight 

Data and Purplex Marketing, the eagerly 

anticipated one-day conference takes place on 

Thursday, September 12th, at Edgbaston Stadium 

and Conference Centre, Birmingham. And 

organisers say it’s set to be bigger and better 

than last year. 

A successful debut 

The Glazing Summit was launched last year to 

bring together people from across the whole of 

the UK’s glass and glazing industry to discuss the 

key issues facing the sector. 

And the inaugural event proved a resounding 

success, attracting 400 business leaders from 

across the industry, a ‘who’s who’ of CEOs and 

stakeholders from the industry’s most influential 

companies and an expert panel of 23 speakers. 

The response to the debates, discussions and 

keynote speeches was resounding, generating 

well-over one million Twitter impressions. 

Andrew Scott, Founder of the Glazing Summit and 

CEO of Insight Data and Purplex, said: “The 

Glazing Summit broke new ground last year and 

the industry really got behind it. 

“As the market matures, a platform for CEOs and 

business leaders to come together, learn and 

share information has become paramount and 

the feedback we received demonstrated how 

valuable it is.” 

Second stage = more 

discussions 

New for this year is the Yalesponsored 

Technical Stage. 

Running alongside the Main 

Stage, the Technical Stage will 

tackle the key issues around 

technical, compliance and regulations, 

providing senior technical specialists, designers, 

production directors, H&S and compliance 

officers with a platform to learn and share ideas 

and best practice. 

Andrew explained: “There are lots of topics to 

cover this year and industry leaders will want the 

answers to some big questions – so we decided 

to launch the Technical Stage to fit them all in. 

“With two stages we can cover a wider range of 

topics and provide visitors with content that is 

more valuable to them, so we are looking forward 

to welcoming installers there. 

“It’s all about striking the right balance for 

visitors and we are very excited about the 

Technical Stage – it will be a wonderful addition 

to the event.” 

What else can visitors expect? 

The main stage will be packed with a fresh lineup 

of key-note speakers and industry experts 

debating the latest industry trends, the big issues 

facing the sector, new technologies and products, 

and where the industry is going. 

Some of the biggest names in the industry have 

partnered with the Glazing Summit already for 

Andrew Scott, Founder of the Glazing Summit 

and CEO of Insight Data and Purplex. 

this year, including headline 

sponsor the GGF, while Unique 

Window Systems are sponsoring 

the VIP Leaders Dinner, with ODL 

Europe sponsoring the Drinks 

Reception. 

Event partners confirmed include Edgetech, who 

was the first company to come on board, CAB 

(Council for Aluminium in Building), The Residence 

Collection (Window Widgets), Window Ware, 

Shelforce, Improveasy and Hodgson Sealants. 

“The main stage will be 

packed with a fresh 

line-up of key-note 

speakers and industry 

experts” 

The Leaders Dinner 

The day will then be rounded off with the Glazing 

Summit Leaders Dinner in the evening which 

brings together the industry’s most influential 

business owners, Directors and Managers for an 

exclusive evening of informal fine dining, great 

conversation and networking. 

To get your tickets to the Glazing Summit, book 

your place on the Leaders Dinner or to discuss 

sponsorship opportunities, call 01934 808293, 

email hello@glazingsummit.co.uk. 

“With two stages we can cover a wider range of 

topics and provide visitors with content that is 

more valuable to them” 

Contact The Glazing Summit 

01934 808293 

www.glazingsummit.co.uk 

#GlazingSummit2019 


You Ready? 

smartready.com

Recycling: Opinion 

SHOULD YOU BE TAPPING INTO THE 

CONSUMER’S RECYCLING APPETITE? 

Colin Torley, General Manager of CMS Trade, explains why installers should be tapping into 

homeowners’ increased recycling consciousness and habits to gain a competitive edge and 

secure more sales. 

Whether it is takeaway coffee cups, food 

packaging, clothing or cars, consumers 

are increasingly seeking products that 

can be recycled and don’t just end up being 

dumped in landfill when they are finished with 

them. According to a 2018 consumer survey by 

waste management company Viridor, 80% of 

people want more clarity on what happens to 

their waste, and more than three-quarters of 

respondents said they felt that too much waste is 

being disposed of in the UK, rather being treated 

as a valuable resource. 

When it comes to windows and doors, the PVC-U 

industry has transformed the energy efficiency 

and comfort of UK homes since it first emerged in 

the 1970s. It’s a sustainability contribution that 

is often overlooked – just consider what the 

country’s carbon footprint would be today if 

double glazing had not been made affordable and 

effective. 

But when you align yourself with the right PVC-U 

window and door manufacturer, energy efficiency 

is only the beginning of the sales proposition for 

consumers in today’s increasingly 

environmentally conscious residential market. As 

an industry we are getting better than ever at 

ensuring our waste doesn’t go to landfill, so we 

should be making sure that end-users know and 

can make informed choices. 

Many larger commercial and social housing 

window and door contracts already demand that 

the installer recycles as much waste as possible 

– especially the old windows and doors they are 

removing. After all, they have no desire to 

generate unnecessary landfill waste as 

responsible businesses and organisations. But 

“It is a way for us to use our established 

processes to help installers save costs, carbon 

and therefore be more competitive” 

homeowners want to be responsible too, and by 

choosing the right window and door supplier, you 

can help with a strong sales proposition. 

As part of CMS Window Systems, CMS Trade has 

become the first trade window and door supplier 

of its kind to be able to offer installers free 

recycling of any old windows and doors they 

extract during replacement projects. We can do 

this by utilising CMS Window Systems’ long 

established and highly efficient recycling facilities 

at Cumbernauld, East Kilbride and Kirkcaldy. It 

doesn’t matter what frame type it is – timber, 

aluminium or PVC-U – these recycling processes 

are amongst the best in the industry, separating 

the frames from the hardware, seals and glass 

into waste material streams that can be easily 

re-processed. 

The effectiveness of this recycling set-up is 

outstanding. For the last two years, these 

facilities have ensured that CMS has sent zero 

waste to landfill – in the year to March 2019, 

97% of waste was sent for recycling and 3% 

went for use in waste-to-energy plants. That’s a 

powerful selling point for homeowners – ‘we will 

ensure your old windows are fully recycled and 

can provide evidence to prove it’. 

But what of the new windows and doors? 

Recycling is the start of ‘closed loop’ thinking 

where we aim to keep re-using resources multiple 

times. We see it with PET plastic bottles for soft 

drinks, which are routinely collected, cleaned and 

recycled to go back into making new bottles. CMS 

Trade takes the same approach with PVC-U 

windows and doors, albeit with a much longer 

service life, and again, this will appeal to 

sustainability-minded homeowners. 

Using PVC-U profiles, glass and hardware that 

are manufactured using high levels of recycled 

content is the key. In the case of glass, CMS Trade 

has a partnership with Saint-Gobain Glass which 

ensures that all new sealed units used in our 

windows contain 38% post-use glass, an 

industry-leading level. It is the kind of insight that 

more and more consumers want to know, as is 

the fact that their new PVC-U windows and doors 

are virtually 100% recyclable at the end of a long 

service life. 

But there’s a direct, bottom-line boosting benefit 

to installers too. As any installer will know, 

disposing of old windows and doors comes at a 

financial cost which is increasing year on year. 

And by dropping off old windows when collecting 

new ones, rather than journeying to a waste 

recycling centre, there is a carbon saving too. 

This is another reason why CMS Trade offers this 

service – it is a way for us to use our established 

processes to help installers save costs, carbon 

and therefore be more competitive and 

environmentally sustainable. 

Contact CMS Trade 

01355 201921 

www.cmswindows.com/trade 

@CMS_Windows 


Looking for a platform for 

safe external window 

replacement? 

THE HOME O F 

METAL GUTTERING 

Then get our 

Wind dow-Dec system 

Online ordering - 

pay securely by 

credit card or PayPal 

Next day deliver ry on 

a huge choice o f 

stocked items 

 

 

quotes and 

technical advice 

Unrivalled 

customer service 

COPPE 

PE 

ER 

ZINC 

0800 644 44 26 

www.rainclear.co. 

co 

uk 

Windowcompanyowner? 

“ 

Are you earning 

yourpotential..? 

SALES TRAINING 

BUSINESS MENTORING 

CONSULTANCY 

” 

1 day business 'health check’ with strategy report 

atyourpremiseswithPaulClifton£1,580*+vat 

You will discover 

How your figures compare to industry benchmarks 

What to improve to achieve your goals 

The fixes to ramp up your profits 

To qualify you must 

Have a showroom / office 

Net annual sales above 500k 

Adesiretogrowyourbusiness 

*Includesprofittrackersoftware&Strategyreport: 

Full refund for clients who continue with monthly mentoring 

Contact Paul Clifton to find out more 

email paul@windowsaleslab.co.uk 

Telephone 0191 270 5101 

Watch video testimonials at 

www.windowsaleslab.co.uk 

Our purpose designed access platform 

incorporates a lifting mechanism to 

replace windows with ease. 

Window-Dec includes a self locking pulley system 

capable of lifting up to 75kg. As well as giving the 

 

 

individually height adjustable legs, so can cope with 

uneven ground without any problems. It can also be 

transported easily whilst being installed and ready to 

use in less than 10 minutes. 

> No tools assembly feature 

> Quick and simple to construct 

> Can be moved and relocated in seconds 

> Long-life durability 

> Non-corrosive aluminium 

For further information visit our website 

at www.easi-dec.co.uk 

Call 01767 691812 

or email info@easi-dec.com

FIT Show Review 

NEW PRODUCTS & A SPOTLIGHT ON 

KEY ISSUES SEE FIT SHOW GROW 

The organisers say FIT Show 2019 was a record breaking event and alongside a number of 

successful new show features, exhibitors made sure those who visited had a worthwhile trip 

with exclusive show offers and new product launches... 

FIT Show’s organisers have reported a 

record breaking event for its 2019 outing. 

The Show’s success follows the 

announcement that FIT Show will revert to an 

annual proposition, returning to the NEC in May 

2020. 

Organisers say early figures show a preregistered 

visitor attendance of 62%, whilst 

overall visitor numbers saw a positive increase 

for both unique and repeat visits. 

A number of new features were launched for FIT 

Show 2019, including its flat glass debut Visit 

Glass, all new CPD approved learning 

programme, trails for installer, new products and 

timber as well as a reformatted Gala Dinner 

which focused on networking. 

Following the succes of FIT Show 2019, the event will revert back to an annual exhibition from 2020. 

FIT Show recognised its exhibitors that drew the 

largest number of visitors registrations with 

presentations at the Gala Dinner. The evening 

saw Epwin, Bereco and Window Widgets take 

home discounts on their 2020 stand space. 

Other winners at the show were VEKA who 

scooped the ‘best use of social media’ award, 

with judges praising the campaign for 

significantly adapting their marketing strategy 

across digital channels to reach new audiences. 

Kommerling took home the coveted ‘best 

marketing campaign’ gong with judges 

commenting that the campaign ‘stood out a mile 

as being the most original, capturing the hearts 

and minds of their audience’. 

Made for Trade, who developed the Korniche roof 

lantern installation challenge specifically for FIT 

Show visitors, were also highly commended by 

the judges for a marketing campaign that reached 

across a plethora of trade media. 

The organisers say initial feedback from both 

exhibitors and visitors alike is that FIT Show 2019 

was not only busier than previous shows, but that 

the quantity and quality of leads generated across 

the three days were higher. Organisers are in the 

process of conducting a deep-dive analysis of FIT 

Show 2019, which will include a survey to its 

exhibitors and visitors. 

FIT Show Event Director, Nickie West, said: “We 

have been overwhelmed by the success of FIT 

Show 2019. We had more exhibitors, displaying 

more new products than ever before, and we 

drew our largest audience to-date. The feedback 

has been fantastic. 

“We’re extremely grateful for the support that FIT 

Show has received throughout the industry. Our 

exhibitors play a very big role in helping to drive 

our audience – they are exhibition savvy in their 

marketing and this can be seen in the results of 

our exhibitor awards – well done to everyone 

involved.” 

Gareth Jones, Managing Director of profine UK 

and the KÖMMERLING brand, commented: “Our 

presence at FIT Show was the culmination of the 

campaign that reflects a new beginning for 

KÖMMERLING in the UK with a new team at the 

helm. We’ve started the process to elevate the 

brand and its values, but now with a considerable 

number of enquiries, we will look to capitalise on 

these opportunities in the coming weeks and 

months after what was nothing short of an 

exceptional show for us.” 

Charles Hodgson, Managing Director Hodgson 

Sealants, commented: “We had a wonderful show 

and the interest in HY-SPEC 25 was particularly 

strong with installers eager to upgrade their 

existing silicones to a better next generation 

product. As a UK manufacturer, it was also 

important for us to present the business in front 

of a large target audience and show them 


Your No1 choice 

for integral blinds 

Choice of FIVE control systems 

ONE blinding profit opportunity 

ORDER TODAY 

www.morleyglass.co.uk 

Quotes available in 

60 minutes. 

from 

Tel: 0113 277 8722 

Email: info@morleyglass.co.uk 

Direct fax for quotations: 0113 277 8723 

Morley Glass & Glazing Ltd, Unit 3, Leeds 27 Industrial 

Estate, Bruntcliffe Way, Leeds LS27 0HH

FIT Show Review 

the depth of our product range and capabilities 

for innovation.” 

Sarah Hitchings, Sales and Marketing Director of 

The Residence Collection, explained: “Yet again 

we had a wonderful FIT Show in terms of stand 

visitors, innovative products and the way in 

which we engaged with the industry.” 

Discussing the response to the decision to revert 

FIT Show to an annual proposition, FIT Show 

Event Director Nickie West concluded: “We are 

extremely happy with the feedback we have 

received. We have already secured support from 

some key brands that were with us this year 

along with some very positive indications from 

companies who did not exhibit. 

Above: FIT Show’s Gala Dinner; Top right ALUK enjoyed a 

successful show; Right: Visitors made the most of show offers. 

“It’s incredibly important that we protect the 

long-term success of FIT Show. Our expertise in 

the field of live events, coupled with research 

across our audience base, points us towards the 

belief that our community will be best served by 

an annual platform.” 

NEW LAUNCHES & PLENTY TO SEE! 

Total Installer takes a look at some of the many new products and systems launched at FIT 

Show 2019 which will help installers on projects... 

Windowlink’s Kestrel 

Software expert Windowlink showcased its new 

online business manager Kestrel. Mark Dudley, 

Windowlink, explained: “It was fantastic to get 

the opportunity to show installers what Kestrel is 

all about at the FiT Show and get some great 

feedback from our existing customers who are 

already using the system to help their business.” 

www.windowlink.co.uk 

Trio of launches for Supalite! 

SupaLite launched not one but three new product 

lines at FIT Show 2019; the new Sky Vista hybrid 

roof system, SkyElevate, its new roof lantern 

system and SkyEdge, an exciting flat glass roof 

system. Steve Hacking, MD of SupaLite, stated: 

“We’ve been big supporters of The FIT Show for 

many years and once again it’s provided a great 

platform for us to showcase our range and even 

launch some new additions. 

www.supaliteroof.co.uk 

Camden Group’s oversize offering 

The Camden Group’s new oversize sliding patio 

door was one of the star attractions at the FIT 

Show. Another success story for Camden was 

Thermocill, a completely new cost-saving product 

that redirects heat in a room. Roy Harrison, 

Camden Group Sales Manager, stated: “The new 

4m sliding patio door proved particularly popular 

— visitors were all very impressed with the build 

quality and just how smoothly the door moved on 

the easy track glide system.” 

www.camdengroup.co.uk 

Camden Group launched a number of products including its 

oversize sliding patio door. 

Improveasy’s focus on finance 

Improveasy showcased its installer finance 

packages, designed to help installers level the 

playing field and achieve bigger sales. 

Improveasy caught the attention of visitors with 

its ‘Buy Now Pay Later’ finance package, which 

allows installers to offer flexible finance at the 

point of sale with optional consumer deposits and 

12-month payment-free periods. 

www.improveasy.com 

Lots of launches for VBH (GB) 

VBH (GB) launched 11 new products at the FIT 

Show 2019. Highlights included the Q-Smart 

handle with fingerprint reader; new AGB tilt-andturn 

system; two new outward opening window 

locking systems; Clearlift patio door system; slam 

shut door lock, 3* profile cylinder, stainless-steel 

Invisifold casement hinge and, last but not least, 

two new finishes; Enduro Steel and Antique 

Black! www.vbhgb.com 


I 

V 

Triple top for PatioMaster 

Interest in PatioMaster’s Triple-track sliding patio 

door system was high at FIT Show. Gerald Allen, 

Epwin Window Systems, commented: “The Tripletrack 

system offers up to 25% more open space 

than a conventional patio door, delivering the 

open-house feel homeowners are looking for, 

even with smaller frame sizes. It attracted a great 

deal of interest from visitors to the show.” 

www.epwinwindowsystems.co.uk 

Response is high for HiTech Blinds 

Interest in HiTech Blinds’ new aluminium TRL90 

Rooflight, which features an automatic integrated 

blind as standard, far exceeded expectations. , Ian 

Woolley, Sales Director, HiTech Blinds, stated: We’d 

received a lot of interest in the TRL90 in the run up 

to the show. The market for rooflights is growing 

anyway but the demand that we have seen for the 

TRL90 Rooflight as a product with a definitive USP 

within that sector, has been immense.” 

www.hitechblinds.co.uk 

A great base for LEKA 

For the third FIT in a row LEKA Systems has 

delivered something new for the industry. Rhys 

Hoddinott, MD of LEKA Systems, said: “We knew 

the new LEKA Xi Modular Conservatory Base 

System was going to take FIT by storm. It is a new 

modular extension that raises the bar in thermally 

efficient home extensions or garden rooms. And 

due to the intelligent design, it can be constructed 

in just three to five days.” 

www.lekasystems.co.uk 

Mila’s locked in for FIT Show 

Above: PatioMaster’s Triple-track sliding patio door system. 

ALUK’s new additions 

AluK previewed the new Luminia S119LM slim 

sliding door which will sit between its Optio 

BSC94 and Luminia SC156 sliding doors, giving 

customers a cost effective new option for all 

those applications where slim sightlines are the 

primary consideration. The company also 

showcased the AluK C70S, its brand new 70mm 

window system which will be pitched directly at 

the mid-rise commercial market. 

www.aluk.co.uk 

FROM 

* 

£3 ONL 

45 

LY 

per leaf 

Including 

delivery 

N 

L 

IN 

A 

LAND 

A 

UK 

M 

M 

U 

IT 

DE D 

TE S 

D 

EL 

E 

ERY* 

E 

R 

Y 

Above: HiTech Blinds enjoyed great success at the FIT Show. 

Morley Glass & Glazing’s smart move 

Morley Glass & Glazing’s app that allows you to 

open and close your electronic integral blinds 

from your mobile phone or tablet proved a hit. Ian 

Short, MD at Morley Glass & Glazing, said: “There 

was certainly a theme in terms of the demand for 

smart technology, as consumers are looking to 

integrate their integral blinds into their home 

automation systems and operate them through 

apps on their tablets and phones.” 



Doors 

make smarter the 

choice 

T 





* Per leaf price is unglazed and may vary depending on size and specification of 

the door. Lead time is based on a standard colour. Postcode restrictions apply 

Mila’s stand at the FIT Show was devoted entirely 

to the launch of the new Mighton Avia secure 

smart lock to the trade. Mila announced that it 

has signed an exclusive distribution deal with 

Mighton to supply the Apple HomeKit compatible 

smart door locking system to fabricators and 

installers across the UK. Mila’s MD Richard Gyde 

said: “2019 is very much the year of smart 

technology at FIT Show and we’re really excited to 

be introducing our own fabricator, installer and 

homeowner-friendly solution.” www.mila.co.uk 

Visitors could see the Mighton Avia secure smart lock on 

Mila’s stand. 

T D Working 

im 

a 

me 

ys Lead 

ORDER TO 

DELIVER 

Y FROM 

10 

A FAST 

Email: sales@madef 

@madefortrade.co 

Cal all: 01642 610799 

Fax: 01642 671026 

www.madefw 

ortrade.co 



Eurocell: Opinion 

COMPETENT PERSONS SCHEMES 

CAN HELP INSTALLERS STAND OUT 

By Chris Coxon, Head of Marketing at Eurocell. 

As a result of the actions of a small 

minority, the construction industry doesn’t 

always have the best reputation. 

Unfortunately, the actions of a few can reflect 

badly on all installers and can unfairly influence 

the public’s perception. It’s therefore important 

for everyone within the industry to play their part 

in transforming the unjust image of those working 

in our sector. 

Whilst you yourself know that your work is top 

notch and you work hard to keep your existing 

customers happy, when it comes to gaining new 

business, you might find you need something to 

help you stand out from the crowd and reassure 

your customers that your work is of top quality. 

One way to reassure potential customers that 

you’re reliable and a cut above the rest is by 

joining a competent person scheme; from 

plumbing through to roofing, there are schemes 

which exist to support all skill-sets and highlight 

a tradesperson’s proficiency in a particular 

discipline, helping you to demonstrate that you 

have been deemed competent to carry out work to 

a high standard. 

How do competent person schemes help 

you to stand out from the crowd? 

The reputation of installers alongside ongoing 

every-day financial constraints has resulted in 

the public becoming very cautious about who they 

part money with when it comes to having work 

done on their property. As a result, it’s important 

to have something extra that sets you apart from 

other installers. Knowing that an independent 

body or manufacturer has approved the quality of 

“It’s important to have 

something extra that 

sets you apart from 

other installers” 

your work will offer reassurance to potential 

customers and if it comes down to it, it’s likely 

they’ll choose an installer with a certification that 

proves you can do a good job. 

What about lead generation? 

On top of the business that you will gain as a 

result of the extra certification, being part of a 

scheme often means you qualify for lead 

generation opportunities, something we offer 

through Eurocell Select. This means that we pass 

any jobs that come through to us as a business to 

our registered installers, which could provide a 

great additional source of income for your 

business. 

Can you benefit from any extra training? 

Another benefit of being part of a scheme is 

access to free training. No matter how much 

experience you have, it’s important to continue to 

improve throughout your career in order to 

continue to be as good at your job as possible and 

deliver the best service to your customers. 

Training is a great way to learn about new 

products and helps you to position yourself as an 

expert that your customers can turn to when they 

need advice. Eurocell Select installers have 

access to training held at various locations 

across the UK which includes both practical 

installation training as well as industry quality 

standards and classroom sessions. 

Will there be any support to promote 

yourself and your business? 

Once you’re certified it’s important to get the 

message out there that you’re a competent 

installer. Make sure you include your competent 

person scheme logo on all of your marketing 

collateral including your van, flyers and website 

so potential customers are aware of your 

additional accreditations. As part of the Eurocell 

Select scheme, we also provide additional 

marketing support to further assist you – for 

example brochure design and website building. 

Are there any other added benefits? 

Unfortunately, occasionally customers can be 

difficult no matter how good you are at your job, 

so from time to time you may find yourself in 

disputes, whether it’s an unwarranted claim from 

a customer, or refusal of payment. Many 

competent person schemes offer Alternative 

Dispute Resolution (ADR) support, which could 

save you significant amounts of money in a small 

claims court. 

Eurocell has launched the Eurocell Select 

approved installer scheme for installers of 

windows and doors, which aims to develop a 

trusted network of installers across the UK. The 

new initiative – which is backed by CERTASS and 

FENSA – allows installers of Eurocell windows 

and doors to gain certification following a training 

course and aims to help tradespeople overcome 

what is often termed a ‘cowboy’ reputation. 

“Occasionally customers can be difficult no 

matter how good you are at your job, so from time 

to time you may find yourself in disputes” 

Contact Eurocell 

0800 988 3049 

www.eurocell.co.uk 

@eurocellplc 


We give you more. 

For less. 

The HiTech Blinds TRL90 Rooflight: An aluminium rooflight 

supplied with an integrated remote control blind – AS STANDARD. 

• High performance slim sightline, thermally broken 

aluminium system 

• Supplied with fully automated integrated pleated 

blind – as standard. A unique offer in the UK 

• Easy to install – powered by mains connection 

• Remote control supplied as standard 

• 11 stock sizes from 800x800mm up to 

1000x3000mm 

• Stock colours are black, grey and white plus any 

RAL colour on special order 

• Choice of double and triple-glazed high 

performance IGUs with EnduroShield easy clean 

surface coating technology as standard 

• Delivery in as little as three-working days 

• 5-year guarantee 

• Optional supply without integrated blind! 

The Hitech Blinds Rooflight. 

Supplied with margin built in 

– AS STANDARD. 

Call: 01733 852 590 

Email: info@hitechblinds.co.uk 

Visit: www.hitechblinds.co.uk

Total Talk: Nationwide Windows 

“NOBODY KNOWS EVERYTHING” SO 

SEEK ADVICE WHEN YOU NEED IT! 

Chris Costall, Compliance Director for Nationwide Windows, talks safety, identifying and 

meeting customer expectations, and the importance of being able to ask for assistance if 

you don’t know something on a project. 

TI: What was your path into the glazing 

sector and to your current position? 

CC: My first full time job was working at Center 

Parcs UK. There I gained some basic safety 

qualifications and then self-funded to achieve my 

degree level qualification. The first full time 

health & safety position that I secured just 

happened to be in the fenestration industry, for 

Nationwide Frame Services. 

While working there I was introduced to their 

window suppliers, Nationwide Windows. A 

position became available with them as Health, 

Safety and Environmental Manager, to which I 

successfully applied. 

Since then I’ve been promoted a number of times 

to my current position of Compliance Director. Our 

busy department looks after health & safety, as 

well as environmental, technical, training, quality 

and facilities for the company. 

TI: If you had one piece of advice about 

running a glazing installation business, 

what would it be? 

TI: Tell us about a current 

project you’re working on… 

CC: Nationwide Windows have 

been working on an ongoing 

project with Nottingham City 

Homes since February 2009 and this 

actually commenced as I started with the 

business. Due to the size of the project, we 

opened a depot closer to the area. Sustainability 

in all aspects is important to us as a business, so 

opening a local depot is key to that and we 

continue to do this where we can, along with 

recruiting and employing locally. The scale of this 

project has led us to move to larger premises and 

appoint additional resources. 

This project and depot is Considerate 

Constructors registered, along with ISO 14001 

(Environmental Management System), OHSAS 

18001 (H&S Management System). This brings 

with it a requirement to be third party audited. 

The process of being third party audited then 

provides our clients, as well as us as a business, 

the reassurance that we meet the required 

standard. 

Left: Chris Costall, Compliance Director for 

Nationwide Windows. 

TI: You must have worked on 

some difficult projects over 

the years. Does one in particular 

stand out? 

CC: The one that comes to mind was a few 

years ago when Certass first rolled out its 

automated system for issuing Building 

Regulation Compliance Certificates (BRCC). 

This meant that rather than the certificate 

being printed and posted, it was emailed to the 

client once it was verified. This provides 

numerous benefits including efficiencies in 

time, cost, and environmental via the reduction 

in CO2. 

However, the project did come with its difficulties 

to switch over to this new system due to a variety 

of I.T. issues, including getting the emails through 

their firewalls. This is now all set up and working 

effectively providing a more al- round compliant 

and customer focused system. 

CC: Always obtain competent advice, no matter 

what field you work in. Nobody knows everything 

and if you don’t seek advice when you need it, 

you’ll almost certainly experience issues along 

the way. 

Nationwide Windows is a member of Certass and enjoys the 

meany benefits – such as technical support – that come 

with membership. Find out more: www.certass.co.uk 

“In the majority of instances where we have 

faced challenges, it’s about identifying customer 

expectations and ensuring these are met” 

TI: What about difficult customers? Any 

situations that stand out that you can tell 

us about? 

CC: I would never say that we have difficult 

customers. In the majority of instances where we 

have faced challenges, it’s about identifying 

customer expectations and ensuring these are 

met. 


TI: What’s the most frustrating / satisfying 

thing about your job? 

CC: This is really a double-edge sword – but I 

have to say people. It can be frustrating when 

people don’t listen or do what’s needed. However, 

at the other end of the scale, seeing people 

progress is incredibly rewarding. At Nationwide 

we are strongly committed to helping our staff 

reach their potential and it’s great to see our 

employees develop their skill set. One area that is 

unique and shows our commitment to training 

and development is being the only GQA Employer 

Centre to deliver fenestration specific 

qualifications. 

“If it’s a question regarding building regulations, 

then they (installer) can pass it on to us within 

the Compliance team and we always have the 

support of the Certass Technical Team” 

TI: What’s the most important tool as a 

glazing installer, either in the office or on 

site? 

“If an Installer is out on 

site and he has a query, 

he needs to be 

confident enough to 

speak to the 

supervisor, surveyor or 

others to resolve it” 

Nationwide Windows has a full training programme in place supported by its GQA Centre status to deliver industry qualifications. 

CC: Knowledge. You must be aware of the limits 

of your own knowledge, so if you don’t know 

something, you’re willing to pick up the phone 

and ask someone who does. If an Installer is out 

on site and he has a query, he needs to be 

confident enough to speak to the supervisor, 

surveyor or others to resolve it. If it’s a question 

regarding building regulations, then they can 

pass it on to us within the Compliance team and 

we always have the support of the Certass 

Technical Team. It’s a strength to ask others for 

support to then increase the knowledge you 

didn’t have. 

TI: What’s the best social media platform 

for your business? 

CC: I’m probably not the best person to ask this 

question. However, we subscribe and operate on 

all the major platforms – i.e. Twitter, Facebook 

and LinkedIn. 

TI: What’s the biggest issue currently 

affecting installers? 

CC: Resources. It’s very difficult to find qualified, 

skilled, competent and capable workers. That’s 

why we’ve got a full training programme in place, 

supported via our GQA Centre status to deliver 

industry qualifications. 

TI: How has the start of the year been 

and are there reasons to be positive for 

2019? 

CC: It’s been a very busy start to the year for 

us, particularly regarding the New Build side of 

the business and we are looking to continue to 

grow. 

Contact Nationwide Windows 

01788 224 466 

www.nationwidewindows.co.uk 

@NationwideW 



Stand out fro 

Bi-Folding Doors 

Casement Windows 

One of Britain’s FASTEST GROWING fabricators of PVCu 

and aluminium fenestration building products; 

supplying TRADE BUYERS. 

INNOVATIVE BUILDING SYSTEMS 

Quality Products | State-Of-The-Art Machinery | Rapid Quote & Production Turnaround

m the crowd 

Composite Doors 

WarmCore 

call: 0116 236 4656 | email: trade@uws.co.uk | www.uws.co.uk

Sealants 

THE X FACTOR: SEAL OF APPROVAL 

Released to a “rapturous reception” in the UK for the first time at May’s FIT Show, TP653 

Trio X is said to be one of the highest-performing products tremco illbruck has ever 

produced. David Naylor, Product Manager, gives five key reasons why he feels it’s set to 

transform how the industry installs. 

1Air-tight and energy-efficient to 

Passivhaus standard TP653 offers worldclass 

energy efficiency and air-tightness, 

making it a perfect choice for appealing to 

increasingly eco-conscious end-users. 

That’s down to the exceptional rates of 

compression it’s able to achieve. The higher the 

rate of compression, the better it is at keeping 

heat in, wind and rain out, and withstanding the 

elements for longer. 

And TP653’s much thicker, deeper construction 

allows it to offer far better rates of compression 

compared to the competition. 

TP653 is already huge in Europe – and as the 

environment looms ever-larger in everyday life, 

we won’t be surprised if both it and Passivhaus 

soon become mainstream this side of the 

Channel, too. 

2Noise reduction of up to 

50dB TP653 arms you with 

a product that can help 

your customers tackle one of the 

biggest bugbears of the modern 

world – noise. 

Boisterous neighbours, building work, 

busy roads and barking dogs can all make life a 

misery – and it’s a lot more serious than you 

might think. 

More and more research is now suggesting that 

long-term exposure to environmental noise can 

negatively impact health, and has been linked to 

increased susceptibility to heart problems, high 

blood pressure and psychological distress. 

And if outside noise is shattering your customers’ 

domestic bliss, TP653 is a quick, easy and 

extremely cost-effective solution. 

3It’s lightning-quick to install! Installing 

with silicone requires a lot of patience and 

a very steady hand. It takes years of skill 

and experience to perfect it. 

TP653, on the other hand, is a breeze to use. 

Simply remove the backing tape, apply it and it 

The tremco team launched TP653 Trio X at last month’s 

FIT Show. 

David Naylor, Product Manager, tremco 

illbruck. 

steadily expands to effectively 

seal all gaps and spaces 

between the frame and wall! 

The result? A neat finish that, unlike 

silicone, won’t go grubby after just a few 

months of exposure to the elements. 

4You can use it in almost all weathers All 

it takes is a bit of rain, and, if you’re using 

silicone the installation has to stop. In a 

country with a climate as unpredictable as ours, 

that’s a major problem. 

Rain is an inescapable part of British life, and to 

be a truly twenty-first-century installation 

solution, a product has to be much more flexible. 

Step forward TP653! Impregnated tape can be 

used in almost all weathers, meaning no more 

rain stops play. 

5Less mess! Silicone can be messy. It can 

get everywhere, and if you’re unfortunate 

enough to try using it on a blowy day, you’ll 

soon find it all over your clothes, your customer’s 

patio, and pretty much anything else in the 

vicinity. 

TP653, by contrast, is quick and clean. Choose 

impregnated tape, and your customer will thank 

you later! 

Contact tremco illbruck 

02476 855000 

www.tremco-illbruck.com 

@illbruckUK 


Roofglaze 

Lighting, by nature. 

Let the light into your home and living spaces with 

Roofglaze’s easy to install Flatglass rooflights 

01480 474 797 rgrestimating@roofglaze.co.uk roofglaze.co.uk

Comment 

WHAT’S CHANGED IN GLAZING IN 25 

YEARS? A WHOLE LOT APPARENTLY... 

Richard Hammond, Sales Director of West Midlands fabricator Stedek, looks back over 25 

years of change in UK glass and glazing. 

Can you remember 1994? Lion King in the 

cinemas? Wet Wet Wet on the radio? A 

magical time when the average house cost 

£70,000, and a gallon of petrol cost a couple of 

quid! 

As hard as it is to believe, that was 25 years ago. 

And as Stedek celebrates its 25th anniversary, 

we’ve been reflecting on the huge changes that 

have reshaped our industry in the quarter-century 

since. 

Bye-bye cowboys 

White Gold, the BBC’s hit doubleglazing 

sitcom, is a humorous, 

exaggerated look back at a 

bygone era for the glazing 

industry and, like a lot of people 

in the trade, I enjoy it a lot. It’s not 

every day one of the world’s biggest 

broadcasters decides to make your industry the 

focus of a prime-time comedy show. 

Left: Richard Hammond, Sales Director of West 

Midlands fabricator Stedek. 

But there’s no question – it’s not 

exactly a glowing portrait of 

glass and glazing as a 

profession. 

It’s set at the time when the doubleglazing 

business was booming – when the 

public’s perception of people like us was about as 

low as it was possible to be. 

“I think it could even become commonplace for 

fabricators to combine profiles from the big 

systems companies with elements that 

genuinely are totally unique” 

And in one sense, that’s why I like it; it’s very 

funny. But it’s also a reminder of just how far 

we’ve progressed as an industry in the decades 

since. 

No-one can claim the programme does our sector 

a great injustice. Certainly, it wildly exaggerates in 

places. But some parts of the industry genuinely 

were as dodgy and unscrupulous as the show 

presents. 

Looking back, that’s one of the most drastic 

changes we’ve seen over the past 25 years. We’re 

far from perfect as an industry, and some 

businesses are better than others. 

But the general standard has improved 

dramatically, and today glazing is far more 

professional and quality-focused than it’s ever 

been. 

“Quality is still king. It’s 

what end-users are 

interested in more than 

anything else” 


Niche the new norm 

But fabricators and 

installers aren’t the 

only ones who’ve 

massively 

upped their 

game in 

recent years. 

Systems 

companies 

have too – and 

as a result, we’ve 

seen an explosion of 

product choice. 

Back in 1994, the vast majority of the 

windows that were manufactured and installed 

were “white uPVC casements”. 

“There’s been a huge 

upsurge in the number 

of more niche, 

specialist UPVC 

products on the 

market” 

Twenty-five years later, that’s still broadly true by 

way of volume – however, the industry has 

changed for good. There’s been a huge upsurge in 

the number of more niche, specialist UPVC 

products on the market. 

Sash windows, heritage windows, rooflights, bifolds, 

composite doors and more have all 

emerged and accelerated massively – and of 

course, we can’t talk about the current crop 

without a nod to the vast range of colours and 

configurations that your average 1994 consumer 

just wouldn’t believe. 

Today, it’s possible for a 

passionate, dedicated 

business like 

Stedek to not 

just survive 

but thrive by 

supplying 

products that 

once 

would’ve been 

considered 

‘niche’ – in our 

case, the 

incomparably authentic 

timber alternative range of 

windows and doors from the 

Residence Collection. 

Bespoke is big 

As a sector, we’ve been moving in a bespoke 

direction for a while now. In the early to mid- 

2000s, aspirational TV shows like Channel 4’s 

Grand Designs transformed the way the public 

looked at home improvement. 

Before, for many people, refurbishing and 

renovating was often a practical matter, and the 

windows were seen as a commodity to haggle 

over. Now, homeowners are ambitious – they 

want something grand, stylish, and, increasingly, 

totally unique to them. 

For the fully automated large-scale 

manufacturers, the kind you find in the window 

and door industry, providing truly bespoke 

products is obviously an extremely tall order. 

However, Stedek, like a growing number of small 

to mid-sized fabricators, can now offer a 

comprehensive product range, available in a huge 

variety of colours, that can be paired with an 

ever-increasing selection of locks, handles and 

other hardware and finishing touches. 

“We’re giving 

customers the ability 

to pick from a vast 

array of components, 

which can then be 

combined to make a 

window or a door that 

could well be totally 

unique to them” 

Totally unique 

In short, we’re giving customers the ability to pick 

from a vast array of components, which can then 

be combined to make a window or a door that 

could well be totally unique to them. 

I think this is a trend that’s only going to grow as 

time goes on – and eventually, I think it could 

even become commonplace for fabricators to 

combine profiles from the big systems 

companies with elements that genuinely are 

totally unique. 

At Stedek, for example, we’ve teamed up with 

Welsh ironmongery experts From The Anvil to 

make their stunning range of locks, handles, 

letterplates and more available on our windows 

– and no two of their products are ever the 

same. 

Quality is king 

Here’s one thing that hasn’t changed though – 

quality is still king. It’s what end-users are 

interested in more than anything else. And at 

Stedek, it’s what we live for. Our obsessive and 

near-forensic eye for detail helps us to create 

hand-crafted, flawlessly authentic window 

products that installers and end-users love. 

Here’s to the next 25 years! 

“The general standard has improved 

dramatically, and today glazing is far more 

professional and quality-focused than it’s 

ever been” 

Contact Stedek 

01922 724724 

www.stedek.co.uk 

@stedekwindows 



The industry’s only double rebated 

co-extruded PVCu Flush Casement 

Visually neater, with no unsightly external seals 

- ensuring a draught-free weatherproof window

stuart@sgmwindows.co.uk 

Contact Stuart Bull, Sales Director 

for more information 

Call us on 

01268 285544 

• A flush sash window with the 

weather performance of a 

standard casement 

• Fully foiled glazing area’s 

adding authenticity when the 

window is open 

• U values as low as 0.8 

with triple glazing 

• Wide range of foiled finishes 

available 

• Co-extruded hidden gaskets – 

• Timberweld joints 

no visible brushpile or Q-Lon 

www.sgmwindows.co.uk 

Unit 1,2,3,5 and 6, Honywood Square, Honywood Road, Basildon, SS14 3HT 

NEW! 

4 new foiled finishes 

now available 

Sheffield 

Oak 1 

Sheffield 

Oak 2 

Gale Grey 

Finesse 

Turner Malt 

Oak

Sustainability 

INSTALLERS: SUSTAINABILITY SELLS! 

Charlotte Mercer, Head of Marketing at Edgetech, explains how TruFit installation tape can 

help installers make headway with eco-conscious consumers. 

With the environment hitting headlines 

like never before, now’s the time to act 

on sustainability – not just to fulfil the 

moral responsibility we all have to reduce our 

environmental impact, but for the good of your 

business too. 

Increasingly these days, sustainability is 

becoming a crucial factor when homeowners 

choose between products and service providers. 

A huge study carried out by Unilever found that 

one in three consumers are now buying from 

brands they see as being environmentally 

responsible. 

One in five said they’d choose brands that 

presented themselves as sustainable over ones 

that didn’t – and over half of UK homeowners 

said they feel better when they buy from a 

company that’s eco-friendly. 

Look at the homeowners of the future and the 

figures are even more striking – among 

millennials (short-hand for people born between 

Above: Edgetech offers TruFit. 

the 1980s and early 2000s), the 

numbers willing to pay more for 

green products and services 

rises to 75%. 

Classically, the home 

improvement sector focuses its 

attention on older people – but 

millennials are now becoming homeowners, 

and so you ignore them at your peril. 

Green growth 

The statistics are very clear then, increasingly 

people care about sustainability. 

All this talk of reducing emissions and cutting 

carbon footprints might seem a very long way 

away from your everyday experience of fitting 

windows and doors. 

But the fact is, offering end-users ways to make 

their homes as green as possible, and cut their 

carbon footprints as much as possible, is very 

likely to give you a crucial edge over your 

competition. 

And with environmental awareness only set to 

increase as the impacts of climate change grow 

ever more apparent in the years ahead, now’s the 

time to take action. 

Stand out with TruFit 

But what can you actually do to stand yourself 

out from the crowd when it comes to ecofriendliness? 

“The fact is, offering end-users ways to 

make their homes as green as possible, and 

cut their carbon footprints as much as possible, 

is very likely to give you a crucial edge over 

your competition” 

Left: Charlotte Mercer, Head of Marketing 

at Edgetech 

At Edgetech, we obviously 

believe you need to be offering 

windows with outstanding 

thermal performance – something 

our flagship warm-edge spacer, Super 

Spacer, can provide. 

But let’s face it – practically every installer in the 

country now offers A-rated windows. There’s 

nothing overly special about them anymore. 

How you install a window, though, is an excellent 

way of making a real difference to a property’s 

thermal efficiency – and offering something that 

other installation firms don’t. 

That’s where TruFit comes in. TruFit is a precompressed 

foam sealant tape that lets you 

install a window far more effectively than 

traditional silicone. 

Once you remove its liner, TruFit expands to seal 

the gaps between the frame and the wall, keeping 

cold air out, warm air in, and both thermostats 

and energy bills low. 

In fact, TruFit has been shown to retain 23% 

more heat on average than traditional methods – 

making it an exceptional way of helping your 

customers cut their energy bills and their carbon 

footprints. 

What’s more, it can be used in all but the most 

severe weather conditions, and makes 

installation a far quicker and cleaner process, 

adding value and profit to every job you do. 

Contact Edgetech 

02476 639931 

www.edgetechig.co.uk 

@EdgetechUK 


LINIAR ALUMINIUM BIFOLD DOORS 

- OPTION OF 28 FOILED FINISHES, 

OR STANDARD RAL COLOURS 

Image 

shown 

- 

Irish 

Oak 

foil 

alumina doors match exactly to foiled PVCu windows (using Renolit foil) 

✓ Matches the sculptured lines 

of Liniar PVCu windows 

✓ Superb thermal efficiency - 

U values as low as 1.2W/m2K 

✓ Various weather rated low 

thresholds, including part 

M compliant 

✓ Triple glazed option available 

✓ PAS24, Secured By Design 

and Document Q compliant 

For more information contact our Sales Director Stuart Bull on 07789 692340 

Phone: 01268 285544 • Fax: 01268 284433 • E-mail: stuart@sgmwindows.co.uk 

Honywood Square, Honywood Road, Basildon, Essex SS14 3HT 

www.sgmwindows.co.uk

Fixings 

DON’T GET IN A FIX ON PROJECTS 

Andy Holland, Technical & Marketing Manager at Rapierstar, explains why frame fixings and 

fasteners for repair should be chosen with care. 

Fasteners used to manufacture and install 

windows and doors are instrumental in how 

well the installed product will look, function 

and perform long-term. Choose them well and 

you’ll save a lot of time and hassle, as well 

ensuring high customer satisfaction ratings. 

Two main methods are available to fix window and 

door frames into the wall construction – fixings 

with plugs and those that are plug-less. Both are 

suitable for timber and PVC-U frames, with best 

practice being to position fixings at 600mm 

centres, with corner fixings being between 

150mm and 250mm from external corners, and a 

minimum of 150mm from the centre line 

of a transom / mullion. 

Go plug-free – but 

choose carefully 

Rapierstar advocates the 

plug-free route for a number 

of reasons. With its StarFix 

fasteners, all that’s required is 

a 6mm or 6.5mm pilot hole through 

the frame reinforcement and brickwork 

and the screw can be driven into place with ease. 

It saves times as there is no need to drill to 

accommodate a plug or anchor and plastic waste 

is reduced too. 

Not all plug-free fixings are the same, however. 

When the screw is driven into the masonry, dust 

and debris is produced which must go 

somewhere, but it cannot if the 

thread height is the same 

down the length of the 

screw. This can lead to 

reduced grip as the thread 

may end up simply cutting 

into dust as the screw is 

driven deeper into the masonry, 

resulting in poor pull-out strength. 

“Don’t be 

tempted to 

use any old 

screw when 

attending to 

repairs!” 

Choose ‘hi-lo’ for a secure, 

distortion-free fix 

The solution comes with a ‘hi-lo’ thread form. Here 

the thread height varies to fulfil different roles – 

the higher level thread cuts into the masonry and 

the alternate low thread allows for dust 

to be compacted. This is the 

principle behind Rapierstar’s 

Starform self-tapping thread, 

used on all StarFix products, 

which provides ultimate grip 

and allows for multiple refixing 

without stripping the 

tapped hole. 

The hi-lo thread form will also help to 

avoid unreinforced PVC-U frames from ‘jacking’ 

or twisting as the frame fixing is driven through. 

Some fastener threads may grip too much, and 

this can easily cause distortion of the profile if it 

lacks lateral rigidity in the absence of 

reinforcement. 

Fastener considerations for 

window or door repairs 

Don’t be tempted to use any 

old screw when attending to 

repairs! Windows and doors 

must be repaired using 

fasteners which are 

consistent with the lifespan of 

the window. For example, in 

Contact Rapierstar 

01260 223311 

www.rapierstar.com 

@Rapierstar 

Left: Hinge fastener corrosion. 

Middle: Rapierstar fasteners; 

Bottom: StarFix fasteners. 

coastal areas where the air 

is salt-laden, a window’s 

friction stays will need to be 

held in place with austenitic 

stainless steel fasteners to prevent 

rusting. If that is replaced with a carbon steel 

screw, a weak point will be introduced, and that 

screw may rust in just a couple of years. 

With PVC-U frames, remember to use a larger 

fastener size than the one that it is replacing. It 

may sound obvious, but we see examples where 

this advice is not followed, making it difficult to 

achieve a secure fix for handles, hinges and 

locking systems. 

Fastener guidance to help you get it right 

Rapierstar produces Recommended Fixing Manuals 

(RFMs) for all the major profile systems. These 

easy-to-use guides show exactly which fasteners 

to use to attach hardware, as well as when 

coupling assemblies and installing bay windows. 

And even if you face a situation that isn’t covered 

by an RFM, there are more than 120 fastener 

types available from Rapierstar alone, one of 

which could be the ideal solution for whatever 

fixing challenge you are facing. For example, 

Rapierstar WSR self-drilling baypole fixings, 

available in lengths from 50mm to 100mm, are 

incredibly versatile and we know from feedback 

that installers use them for many different 

purposes, including when fitting cills. 


THE LOGIKAL SOLUTION 

Eurocell has a new addition to its already successful Logik window range. 

The new Logik S flush sash is the third sash option as part of the system, and the new flush sash design also includes a throughcolour 

grey option. 

Among the most popular of the PVC-U window systems with the trade due to their strength, reliability and clean sightlines, the Logik 

Ovolo and Chamfered options from Eurocell are used in a wide variety of new build, commercial and refurbishment projects. With 

the NEW Logik S Flush Sash design, installers are able to offer the premium clean finish and flat, seamless surface between frame Eurocell has launched the Logikal S 

flush sash. 

and sash that are increasingly in demand from architects, style-savvy homeowners and self-builders. Adding to the contemporary 

appeal of the new range is another first for Eurocell: a grey substrate option in addition to the extensive choice of coloured and woodgrain foil finishes already 

available. This provides a continuous grey colour throughout the frame and sash so that, even with the window open, there is no white PVC-U core to be seen. 

With the growing popularity of darker colours and aluminium window systems, Eurocell see this as a way for installers to offer the all-grey look to their customers in a 

PVC-U frame, without the significant extra expense of an aluminium product. www.eurocell.co.uk/logikS 

THE OPTIMA CHOICE FOR APARTMENT 

Kingfisher Windows has installed over 1,000 Profile 22 Optima Chamfered Windows at Sim Chem 

House, a six storey office block that has been transformed into 184 studio, one and two bed ultrahigh 

quality apartments aimed at young homeowners in Cheadle Hulme, Cheshire. 

The Optima system delivers a 1.2 W/ m2K U- 

value as standard, with U-values as low as 0.8 

W/m2K possible. It achieves PAS24 2016 

Enhanced Security. 

To meet the specification requirements on this particular project, Kingfisher glazed the 1,050 windows with 

a soft coat low emissivity glass, a warm edge spacer and argon gas to optimise thermal efficiency. Louvres 

were also glazed within the window system for mechanical extraction. Anthracite 7016 textured foil was 

used for the external elevations with white on internal elevations. www.epwin.co.uk 

TOP SPEC FOR SASH WINDOW 

Masterframe is a specialist fabricator of heritage-style PVC-U sash windows. 

Masterframe uses SWISSPACER warm edge spacer bars 

inside its sealed units. 

For the last 10 years, Masterframe has used SWISSPACER warm edge spacer bars inside its sealed 

units. The company manufactures four styles of sash window, from the competitively priced Imperial 

Collection, through to the Vintage Collection which is ideal for conservation areas and restoration. All 

styles use SWISSPACER for unobtrusive warm edge excellence, helping Masterframe meet its 

specification requirements. Masterframe use SWISSPACER ULTIMATE in both white and black, in sizes 

8, 10, 14 and 16mm. www.masterframe.co.uk / www.swisspacer.com 

NO VERTICAL LIMIT WITH MODPLAN 

Modplan has just announced it has added the new VEKA Imagine Vertical Slider to its portfolio. 

Modplan now offers the VEKA Imagine Vertical Slider, a 

best-in-class solution. It is packed with intelligent features 

that add value to installers and homeowners alike. 

Justin Williams, Modplan’s International Sales and Marketing Director, said: “Vertical sliders are a 

growth market – latest figures show sales of vertical sliders to the home improvement market 

increased by 32% and now have 10% market share. The VEKA Imagine Vertical Slider gives our 

customers a best-in-class solution as they capitalise on the opportunities these statistics represent.” 

www.modplan.co.uk 



Window Updates 

For further info on all these updates and more, visit www.total-installer.co.uk 

STELLAR SITE FOR STELLAR SYSTEM 

Stellar, the new ground-breaking aluminium retail and light commercial system from Epwin Window Systems, now 

has a dedicated website – www.stellaraluminium.co.uk. 

Gerald Allen, Marketing Manager at Epwin Window Systems, said: “We know the web is the first place most people look 

when researching a new product, so it was important to have a strong web presence. The Stellar website gives 

fabricators and installers all the information they need about Stellar’s star quality.” 

Stellar has launched a dedicated website. 

The design of the Stellar website has the sleek good looks of the system itself. At the same time, it echoes the design of 

the other websites in the Epwin Window Systems’ portfolio to tie them together visually. The easy to navigate website breaks into numerous key sections, all of 

which will be extended and updated over time. The first is on the products in the Stellar collection which includes the Fully Flush Casement Window (which is 

unique to the market with its flush appearance inside and out), the Bay Window, the Bifold Door, the Lift & Slide Patio Door and the Flush Door. There’s a 

section that gives fabricators and installers concise technical information about the Stellar system, including all its accreditations and the team of leading 

aluminium industry experts behind it. And the website’s gallery dramatically showcases the stunning aesthetics that Stellar delivers. Finally, there’s a contact 

section where fabricators and installers can take the first step to bringing this exciting new system to their portfolio. www.stellaraluminium.co.uk 

CAMDEN’S LOOKING GOOD WITH NEW LOCKS 

Camden Windows and Doors says it is at the forefront of home security as it has introduced new locks to its PVCu 

window range. 

The new Inliten espagnolette locking mechanism is fitted to the vertical edge of the window and meets stringent security tests. It 

also comes with British Standards Institution (BSI) Kitemark approval. Roy Harrison, Camden Group Sales Manager, said: “The 

new locking system is taking our product up a level, as the added security it gives for the homeowner as well as commercial 

properties is second to none. Our customers can be assured they have the best products on the market today and it’s a great 

selling point for our installers when marketing our windows to their customers.” www.camdengroup.co.uk 

SIDEY’S SITE SPECIFIC INFORMATION 

There has been a great reaction to the recent launch of Sidey’s new-look website. 

Sidey’s new website contains in-depth information on 

the products and services that Sidey provide, news, 

history, accreditations and other resources. Each 

different sector on the site also features the relevant 

information for that market. 

The company says it has already received superb feedback and attracted hundreds of new visitors. 

The website has been designed to show Sidey’s impressive range of products to all market sectors, 

comprehensively catering to homeowners, trade, new build & developers and local authority & 

housing associations. With fresh page designs and stunning photography, a simple navigation process 

and upgraded content, the site has been developed to be tablet and mobile friendly, enabling visitors 

to find the information they need easily, whatever platform they are using. www.sidey.co.uk 

THE CASE FOR THE MODERN APPROACH 

Manchester’s Irlam Glass has installed Spectus flush casement windows in a picturesque cottage situated just 

outside Warrington in Cheshire. 

The windows were manufactured 

by Universal Trade Frames. 

When the time came to replace the cottage’s ageing timber windows, the owners were keen to preserve the heritage 

beauty of their home but also wanted the thermally efficient, low maintenance benefits of modern PVC-U windows. The 

customer specified mechanically jointed windows with the popular contemporary colour Agate Grey on the exterior and 

white on the interior. Monkey tail handles and astragal bars complemented the cottage’s heritage looks. 

www.spectus.co.uk 

48 TIJULY/AUG 2019 

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

CERTIFICATE 12/4895 

FLUSH WITH CHOICE 

Mercury Glazing has added Spectus’ flush casement window to its growing product range. 

Steve Cross, Director at Mercury Glazing, said: “We are delighted to be adding the Spectus flush casement window to our 

portfolio. We are one of the UK’s biggest Spectus vertical slider manufacturers and the flush casement window is the perfect 

complementary product.” 

With a choice of bevelled outside and bevelled or sculptured options for the inside along with mechanical jointing of the sash and 

deep bottom rails, the Spectus flush casement is fast becoming the window of choice for conservation, heritage and modern 

properties alike. A choice of colour options from the Spectrum colour palette are available too. But behind the period looks there 

is a 21st century window with no compromise on the thermal efficiency, security and low maintenance benefits. It all means the 

window offers an unbeatable combination for even the most sensitive of refurbishments. www.epwin.co.uk 

Mercury Glazing has added 

Spectus’ flush casement window 

to its growing product range 

IMPROVED WINDOW ON WINDOWS 

Quickslide has launched a brand new website. 

New website: “The website is part of our strategy to see 

our rankings increase further and appear higher in 

searches.” 

The new site includes an improved layout and impressive design features supported by simple 

navigation, essential for creating an engaging customer experience. Quickslide’s Marketing Manager 

Sandra Berg explained: “In 2015, across the Internet, mobile web traffic surpassed that of desktop for the 

first time. The original site wasn’t as effective as it could have been for this still-growing trend. Using 

analytic measurements, we focused in on how users move around our pages, including which devices 

they use, and enhanced the new version accordingly.” www.quickslide.co.uk 

Buying architectural quality, glass rooflights online has never 

been easier. And now with our Trade Account Rewards Scheme, 

you can take advantage of our fantastic power tools giveaway. As 

you spend, we’ll send you a range of awesome kit guaranteed to 

get the job done. You even get to choose from 3 different brands! 

At the end of the year you can also qualify to be entered in our 

mega prize draw of a Ford Transit worth £20k!* 

*M Minimum spend required, terms and conditions apply. 

WIN THIS VAN 

WITH 

LPS 2081: Issue 2 

Cert/LPCB ref: 1347a 

TRADE ACCOU UNT REWARDS 

FM 596998 EMS 613885 

YO 

OU PI ICK TH HE BRAND 

WE PICK P 

UP TH HE TA 

AB AB 

B! 

ww.rooflights.com/trade-account-appl 

plication 

www 



Key Questions: Bi-Folds 

MAKE SURE YOU CAN ANSWER THE 

KEY BUYER BI-FOLD QUESTIONS... 

In our third expert column from Origin, a leading manufacturer of aluminium doors and 

windows, we caught up with its Director, Ben Brocklesby, to get answers to some of the 

most burning buyer questions regarding the ever-popular bi-fold doors. 

For homeowners, choosing the right bi-fold doors for their home is often a challenge, as there’s so 

much to think about. They will need to consider everything from sightlines and aesthetics, through 

to thermal efficiency and the security features. So what advice can you offer to set them on the 

right path? 

Ben Brocklesby answers the frequently asked bi-fold door questions: 

Q. What material should I go for – wood, 

metal or uPVC? 

A: uPVC is the cheapest option, but has thick 

sightlines due to the material not being as 

innately strong as other materials. For bi-fold 

doors, this can affect how many panels are 

needed, which in turn means less glass and 

consequently, less light. It also has a tendency to 

flex and warp in differing weather conditions, 

which can limit operation and reduce longevity. 

Timber can look great in certain types of property 

and offer a warm feel, but similar to uPVC, it 

tends to have wide sightlines, which will restrict 

the homeowner’s view. Timber doors also require 

regular maintenance, especially when situated in 

direct sunlight. 

Finally, we have aluminium, which offers an ideal 

combination of strength and weight, allowing for 

narrow, more aesthetically pleasing frames and 

better sightlines. It is also low maintenance 

and comes with longer 

guarantees, as frames are 

more resilient to flexing, 

expanding or 

contracting. Available 

in almost every colour 

under the sun, 

including wood effect 

finishes, it is a win-win. 

Q. What budget is required? 

A: The prices can range drastically, from cheaper 

Above: Ben Brocklesby, Director at Origin. 

uPVC systems, to value for money aluminium or 

ultra-expensive timber options. A high 

quality, bespoke aluminium bi-fold 

door, glazed and installed will 

normally cost around £1,200 

- £1,500 per door leaf. 

Q. What type of 

guarantee is available? 

A: The standard industry 

guarantee is 10 years, but at 

Origin we offer up to 20 years on all of 

our systems. This also covers all manufactured 

parts and the paint. Well manufactured doors 

should last for years after they are installed, so 

the longer the guarantee, the more the end user 

can rest assured that they are getting peace of 

mind with their purchase. 

“Energy efficiency is 

increasingly on buyers’ 

checklists when 

making improvements 

to their homes, so 

being able to offer the 

very best is key” 


Q. What should we know about thermal 

efficiency? 

A: Energy efficiency is increasingly on buyers’ 

checklists when making improvements to their 

homes, so being able to offer the very best is key. 

The top indicators of thermal efficiency are U- 

values which show the amount of heat lost in 

watts (W) per square metre of material. The lower 

the number, the better the thermal efficiency. 

The required U-values for bi-fold doors within the 

UK must be 1.8W/(m2K) for replacements or 2.0 

W/(m2K) for new builds and extensions. 

Q. How quickly will the products be 

delivered? 

A: Standard industry lead time for bi-fold doors is 

normally six weeks, but nobody wants a hole in 

their wall for that long leaving it exposed and 

often void of insurance. We offer a ‘Your Lead 

Time, Not Ours’ promise on our doors, meaning 

that you specify when you want your doors 

delivered, even if that’s in as little as 24 hours of 

an order being placed. This means we work to fit 

in with your project timings, not our own. 

“It is important to have 

a good relationship 

with the manufacturer, 

as they can keep you 

updated on the latest 

innovations and 

products” 

Q. What are the security requirements we 

should offer? 

A: Security is a common concern for potential 

buyers. Here is a quick checklist: 

1. The whole system should conform to PAS 

23/24 security standards. 

2. It needs a multi-point locking system on the 

lead door. 

3. The locking cylinder/barrel should be anti-pick, 

snap, lift and drill. 

4. Hinges should also be made of a strong 

material, such as zinc. 

Q. Can we always suit the style of their 

home? 

A: Remember that a buyer’s home is a personal 

statement, so you need to be able to offer them a 

door system that will fit their style and taste as 

well as practical requirements. Manufacturers 

should offer a wide choice of finishes, colours 

and styling, allowing full customisation to create 

a perfectly integrated look. Unlike uPVC and 

timber, aluminium frames are available in a 

virtually unlimited number of colours, including 

realistic wood grain effects, metallic shades and 

a dual colour option. 

Q. How do you advise on the correct 

configurations? 

A: It will depend on the size of the aperture and the 

layout of the home, but we always say that it is 

best to think in odd numbers. This means that the 

doors can fold/slide in the same direction with a 

multi-point locking system. Larger individual 

panels are recommended, as it means there will 

be less aluminium to obstruct the view, allowing 

more glass and therefore, light into their home. 

Encouraging a configuration with a lead door is 

also a good step, as this can be used as an 

everyday access door. The doors, which are 

available in a variety of options including Corner, 

French, Single and Bay, can be made to different 

widths to suit the house and can be 

manufactured to open in or open out to maximise 

space. 

Bi-fold doors complement any property, so 

whether it is a new or existing build, an extension, 

or even a period styled cottage, the consumer will 

be able to find their perfect match. With this 

amount of choice, it is important to have a good 

relationship with the manufacturer, as they can 

keep you updated on the latest innovations and 

products. 

“We offer a ‘Your Lead Time, Not Ours’ promise on 

our doors, meaning that you specify when you 

want your doors delivered, even if that’s in as 

little as 24 hours of an order being placed” 

Contact Origin 

0808 159 1223 

https://origin-global.com/doors/bi-fold-doors. 

@Originbifolds 



Up-selling 

THE ART OF UP-SELLING: A HOW- 

TO GUIDE FOR DOOR INSTALLERS 

Patrick Dean, Head of Sales and Marketing at Door-Stop, explores the various ways door 

installers can up-sell products to customers and increase their profit margins. 

Used as a means of maximising sales and 

revenue, up-selling and cross-selling 

involves encouraging customers to 

purchase either a higher-specification item or 

related products and accessories. 

In the door industry, up-selling is perhaps the 

most advantageous for installers, considering the 

wide range of customisable design, hardware and 

security options on offer. Therefore, in order to 

efficiently boost the number of higherspecification 

orders, while still ensuring that 

customers get the best service, it is vital that 

installers possess comprehensive knowledge of 

the various product ranges and design options 

offered by manufacturers and their up-sell 

potential. This is especially important considering 

the strategy’s success is largely dependent on 

whether the ‘up-seller’ is known for providing 

trusted, informed and reliable product advice. 

Up-selling opportunities: door structure 

The first stage of ordering a new front door, and 

subsequently the first opportunity for an installer 

to up-sell, is for customers to consider the door’s 

structure. We’ve seen PVC doors decreasing in 

popularity in recent years, with composite doors 

taking their place as a preferred choice – as they 

are renowned for being more secure and 

thermally efficient than plastic alternatives. 

As such, it would be worthwhile for installers to 

sell the virtues of a composite door to those still 

considering PVC. This not only benefits the 

“It is especially important that installers educate 

themselves on the large array of products 

available, so that they can provide reliable, 

informed advice to customers” 

installer – in terms of improved profit margins – 

but also the customer, as it will help to achieve a 

more energy efficient home and offer a more 

long-lasting solution. 

Likewise, for customers who are contemplating 

ordering a composite door, installers could 

instead suggest upgrading to a premium solidcore 

door. Constructed with a solid wooden core, 

such as Nordic pine, and encased in glassreinforced 

plastic, solid-core doors provide 

excellent strength and durability, with guaranteed 

performance season after season and high levels 

of resistance against potential intruders. 

Architectural ironmongery / 

‘customisation’ 

However, perhaps one of the best opportunities 

for an installer to up-sell is through architectural 

ironmongery. ‘Customisation’ is becoming 

increasingly popular across all walks of life, so 

being offered a wide range of accessories to 

finish off a new front door is bound to appeal. 

Above: 1930’s door in Chartwell Green from Door-Stop. Right: Security is an area where providing informed advice to customers 

is vital and can also be used by installers as an up-sell opportunity. 


3 DAY DOOR GUARANTEE 

IF IT’S LATE 

IT’S FREE 

3 DAY DOOR GUARANTEE 

In a changing world, it’s good to 

know some things stay the same. 

The UK’s favourite composite door 01623 446336 www. .co.uk

Up-selling 

“‘Customisation’ is 

increasingly popular 

across all walks of life” 

Clockwise from top left: Door-Stop Grey three mid; Modern roomset; Colours on both sides. “It is vital that installers possess 

comprehensive knowledge of the various product ranges and design options offered by manufacturers.” 

“By liaising with a manufacturer that provides a 

wide selection of doors, customisable options 

and upgrade opportunities, installers can really 

reap the rewards” 

There is now a great selection of contemporary 

and traditional hardware suites available for 

customers to choose from, rather than standard 

door handles and letter boxes. For example, Door- 

Stop offers the Classic suite – the perfect fit for a 

more traditional home, featuring the timeless 

central knob that epitomises the style and 

aesthetic of high-end period properties. 

Alternatively, for the more modern build, there is 

the Long-Bar suite, adding an elegant and 

contemporary touch. 

With this in mind, it’s useful to be fully aware of 

the hardware options available in order to 

provide customers with informed advice and 

potentially encourage a higher-spec product 

choice. 

Security 

Security is another area where providing informed 

advice to customers is vital and can also be used 

by installers as an up-sell opportunity. Sadly, 

many people opt to secure their home with a substandard 

lock, placing both themselves and their 

possessions at risk, despite there being a great 

range of high-quality locking mechanisms to 

choose from. 

The Ultion Cylinder lock is just one example, with 

its automatic ‘lock down’ mode capable of 

detecting forced entry and activating an attack 

lock directly into the central cam. Or, for the more 

technologically savvy customer, installers could 

instead propose the Yale Conexis Smart Lock, 

which allows homeowners to control, configure 

and unlock their front door from their 

smartphone. 

What’s more, for customers who are particularly 

concerned about security, installers can 

recommend the Secured by Design (SBD) upgrade 

which is offered by some manufacturers at the 

door design stage. An official police security 

initiative, SBD covers both the door structure and 

lock and is recognised by insurance companies 

as providing an additional element of safety to a 

home, helping to reduce home insurance 

premiums. 

In any business, up-selling can be a vital strategy 

used to increase sales and add value to profit 

margins. In times of such economic uncertainty 

and in a market as heavily competitive as the 

door industry, it is especially important that 

installers educate themselves on the large array 

of products available, so that they can provide 

reliable, informed advice to customers and 

potentially encourage higher-specification 

upgrades. By liaising with a manufacturer that 

provides a wide selection of doors, customisable 

options and upgrade opportunities, installers can 

really reap the rewards. 

Contact Door-Stop 

01623 446336 

www.door-stop.co.uk 

@doorstopdoors 


WORLD-CLASS 

SASH WINDOWS 

ARE JUST THE 

BEGINNING 

You don’t get to lead the field with great products 

alone. Our sash windows are world-class – the most 

authentic, innovative sash windows on the market. 

But that’s just the beginning... 

OVER 40 YEARS OF 

EXPERTISE 

AWARD WINNING 

PRODUCT RANGE 

UNPARALLELED 

PRODUCT INNOVATION 

COMPETITIVE 

PRICING 

INDUSTRY LEADING 

TECHNICAL SUPPORT 

OUTSTANDING 

MARKETING & 

SHOWROOM MATERIAL 

Call today on 01234 712 657 

www.roseview.co.uk

Thermal Performance 

THE REAL VALUE OF U-VALUES 

David O’Mara, Marketing Manager for Hörmann UK, explores the latest technologies being 

developed by manufacturers to provide professionals with entrance doors that offer U-values 

lower than 0.50W/m².K, without compromising on security or design. 

Recent research by the Department of 

Energy and Climate Change (DECC) found 

that installing insulated entrance doors is 

the third most cost effective energy-saving home 

improvement that homeowners can make, beaten 

only by a replacement boiler and cavity wall 

insulation. With energy costs increasing year-onyear 

for many households, individuals are 

continuing to search for ways to improve the 

thermal efficiency of their home, with entrance 

doors being a significant area of focus. 

As you know, all entrance doors in 

the UK must comply to the 

British Standards 

Approved Document 

L1B, which outlines a 

maximum U-value of 

1.8/Wm².K for the 

whole door element. 

With this in mind, 

fabricators and installers 

can take a proactive approach 

in aiding their customers in cutting 

heating costs by recommending innovative 

products that offer thermal efficiencies that are 

significantly lower than the national maximum. 

Traditionally, aluminium entrance doors paved the 

way for security, but lacked thermal efficiency 

when compared to their timber counterparts. 

However, manufacturers such as Hörmann UK are 

developing a new generation of high-insulation 

entrance doors that offer outstanding energy 

savings, without compromising on the overall 

security of the door. 

U-values 

Products such as Hörmann UK’s ThermoCarbon 

entrance doors are constructed of high strength 

aluminium, with a high-tech leaf 

profile constructed of 

carbon glass-fibre 

hybrid material, to 

offer an entrance 

door with a U-value 

as low as 

0.47W/m².K. This is 

1.3W/m².K lower than 

the industry standard, 

offering significant potential 

energy savings for the 

customer. 

These impressive U-values 

are achieved through the 

door’s unique 

construction, featuring a 

100mm aluminium door 

leaf with PU rigid foam 

infill, internal leaf profile 

that is supported by a thermal 

break, and high stability due to its 

carbon glass-fibre reinforced composite 

leaf profile. This is also combined with a 111mm 

aluminium door frame that features a thermal 

break. 

Security 

Whilst energy efficiency is taking increasing 

precedence with homeowners, security shouldn’t 

be compromised. Installers can overcome this 

issue by recommending solutions such as 

Hörmann UK’s latest ThermoPlan Hybrid 

aluminium stainless steel entrance door, which 

features RC 3 security equipment as standard, 

combined with a 5-point security lock. The profile 

cylinder is also protected against manipulation for 

additional peace of mind. This is combined with 

triple-pane thermal insulation glazing 

that is protected with laminated 

safety glass on both sides, with 

an 82mm aluminium door 

frame with thermal break for 

impressive thermal 

efficiencies. 

Steel entrance doors should 

also be considered by installers, 

particularly products that feature 

up to 65mm thick door leads with PU 

rigid foam infills. Whilst these will not offer the 

lowest U-value of 0.47W/m².K that can be 

achieved by an aluminium door, they are still well 

below the government legislation at 0.87W/m², 

whilst also offering outstanding security benefits. 

Aesthetics and personality 

As well as thermal efficiency, aesthetics and 

visual appeal will always be a deciding factor for 

consumers when choosing a new entrance door 

for their property. Because of this, doors that offer 

concealed hinges and door profiles are a popular 

choice for contemporary properties to offer a 

sleek, streamlined finish. The ability to also 

choose from a wide range of RAL colours and 

finishes including matt or high-gloss is important 

to ensure homeowners can add personality to the 

exterior of their property. 

Entrance doors that offer an extended guarantee, 

such as Hörmann UK’s, provide homeowners with 

additional peace of mind that the product will stand 

the test of time. This will help to also improve the 

thermal efficiency of their home for years to come. 

Contact Hormann 

01530 516850 

www.hormann.co.uk 


Hardware Developments 

LOCK IN THE REAL BENEFITS 

Kerry Blackford, Head of Product Management at ERA, reveals why Research and 

Development (R&D) in the hardware market is the key to helping installers to future-proof 

their business. 

Installers need to know that their hardware 

supplier is not only providing solutions for 

today’s market, but that it is keeping a close 

eye on that of the future. Future-proofing 

installers’ business means being able to identify 

coming market trends and being agile enough to 

respond to them in a timely fashion. 

Not only do we focus on filling product gaps 

within our existing product portfolio with 

continued investment in new product 

development, but much of the company’s R&D 

activity centres on enhancing existing products or 

adapting products to suit specific window and 

door profile systems. This process can be 

customer-driven when products are required to 

create differentials; our own sales teams who 

spot a need for a new solution can initiate it; or it 

can be driven when relevant building regulations 

or performance standards change. Product 

managers also have a big influence on the 

process too. We also do gap analysis reviews in 

order to identify products that will support and 

enhance the company’s package offer. 

Once the need for a new product has been 

identified, a process-based method is used to 

project manage the delivery of it, taking it from 

initial concept to delivery. 

A 3D CAD system is used to design the new 

product and demonstrate its features. Excitingly, 

we are also able to make use of our 3D printers 

for design validation. They are used to produce 

plastic samples of a proposed new product in 

order to test that they are suitable for the 

application for which they are intended. We also 

use metal prototypes for more advanced 

functionality and aesthetics testing. 

New tooling is commissioned with our approved 

“Future-proofing installers’ business means 

being able to identify coming market trends and 

being agile enough to respond to them in a 

timely fashion” 

manufacturing partners, and prototypes are then 

produced which are then rigorously tested. Testing 

is critical, particularly with innovative designs. 

After this, provided all stakeholders are in 

agreement, the new product can then be taken 

through the requisite approvals to ensure they 

meet relevant quality standards, and only then 

can they be marketed and sold. 

ERA’s 3* Kitemarked Invincible Double 

Cylinder has competitive edge 

A great example of ERA’s R&D activity resulting in 

a product to enable installers to differentiate 

themselves from their 

competitors is the 

company’s 3* BS 

Kitemarked Invincible 

Double cylinder 

(pictured). And now the 

cylinder, which has five 

times the strength of 

conventional options, 

is available with a 

great range of 

matching ERA 

compatible handles, escutcheons and furniture. 

The strength of the cylinder means it offers 

maximum protection against attack. In the face of 

bumping, lock-picking and drilling it simply will 

not snap, thereby providing an effective and 

secure solution. The Invincible Door Security 

system can withstand over 15 minutes of 

sustained attack without the use of a sacrificial 

section – so when the intruder has given up and 

gone, the key can still be used to open the door. 

The Kitemark logo stamped on the face of the 

cylinder provides assurance to the end-user that 

the 3* Invincible Cylinder meets BSI 

requirements, and also acts as a visual deterrent 

to potential intruders due to the unique, sturdy 

shape of the cylinder. 

Ideal for new-build projects, the Invincible Double 

Cylinder is manufactured from solid brass and is 

available in brass and satin finishes. To ensure 

smooth and consistent performance 

over time, the lock is endurancetested 

in ERA’s test house to 

100,000 cycles. Supplied with three 

cut keys, the cylinder is available in 

single, double and thumb-turn 

options. 

No additional security hardware is 

required alongside the cylinder to 

comply with TS007, but installing 

this three-star option in conjunction with 

the ERA door security system means full coverage 

by the ERA Total Security Guarantee, giving the 

end user further peace of mind and a £5,000 

guarantee. 

Contact ERA 

01922 490 000 

www.eraeverywhere.com 

@ERASecurity 



Step by Step: Slide & Swing 

INSTALLERS: GET INTO THE 

SLIDE AND SWING OF THINGS! 

Tom Warren, Head of Trade Sales at New Wave, explains the benefits of slide & swing door 

solutions, and talks through how to install the company’s offering... 

Despite the growth in ‘The hole in the back 

of the house’ market for wide span doors, 

consumers are often still faced with a 

stark choice: a patio or a bi-fold. Most consumers 

do not see the limitations of either of these 

systems until it is too late or until they see a New 

Wave Door. 

We are still delighted by the reaction when a 

customer first sees the New Wave Slide & Swing 

Door System. The realisation that they can have 

the best of both worlds and much more is a joy to 

watch but often followed by the question, ‘Why 

have I not seen this before?’ 

At New Wave we have been the pioneers of the 

slide and swing door system which we launched 

in 2013. Not only has the New Wave Door stood 

the test of time but it has been developed for the 

needs and wishes of the consumer and we are 

very clear about what these are. 

When the advantages of the New Wave Doors are 

explained properly it is rare for a customer not to 

choose one. In our New Wave Store in Bristol, we 

have a facility where builders and installers can 

bring their customers to see the whole range of 

New Wave Doors and learn more about the 

product. 

A staggering 80% of those customers proceed to 

order. This not only demonstrates that consumers 

are currently unhappy with the choices they are 

being offered, but that they want something 

better. They want a door system that is more 

flexible and that they can use far more often. 

They want one that benefits from leading edge 

technology and that is engineered up to a 

standard, not down to a price. They want one that 

they know is going to keep working as it should. 

What is clear is that those installers who want to 

increase their sales in this market are going to 

need to give the customer a more informed choice 

of door systems, because if they don’t, someone 

else definitely will. 

At New Wave we have been helping our installers 

with this through our Installer Programme, which 

offers a range of showroom and marketing 

support backed with targeted sales and product 

training. 

For further information, contact New Wave on 

the details below. 

A step by step guide to installing New Wave’s Slide & Swing Door System: 

1For ease of transport and access, the 

New Wave Door will always arrive in kit 

form. 

2The frame is to be assembled within the 

aperture, ensuring the frame is 100% level 

and square. If using packers, space at a 

minimum of 450mm from each other. 

3Ensuring the correct amount of kick is 

achieved is one of the most common 

issues for installers. As you slide a panel 

over it will touch on the bottom first, this will now 

leave a gap where the magnets will meet. This 

needs to be between 12-18mm to ensure the 

sash is lifted to a desired level. The magnet stop 

located in the bottom track can be adjusted to 

rectify larger discrepancies and then there is an 

adjustable bolt on the sliding blocks for fin 

tweaking. 

4When glazing panels, ensure all sliding 

panels are square glazed and only the 

master door is traditionally toe and heeled. 

5To operate a door, open the master door, 

slide panel to that side ensuring the 

magnets have fully engaged, pull down the 

finger bolt located on the side of sash to allow it 

to swing open. 

6To close a panel, swing back round to the 

frame ensuring it is fully closed, then with 

your hands as high as possible pull the 

sash downwards to free from magnet. 

New Wave’s Slide and Swing Door System. 

7A full demonstration to the customer is 

advised to ensure correct use. Advise them 

to always keep the bottom track clear and 

clean of debris. 

Contact New Wave 

01179 724 551 

www.newwavestore.co.uk 

@New_Wave_Doors 


www.newwavestore.co.uk 

DOORS THAT DO WHAT BI-FOLDS DON'T 

Easy to sell, easy to order, easy to fit 

10 working day turnaround 

Available in UPVC or Aluminium 

Demo van visit available 

No Ral colour surcharge 

T: 01179 724 551 E: sales@newwavestore.co.uk 

18 Clothier Road, Brislington, Bristol, UK, BS4 5PS

Door Updates 


THE SMARTSECURE SOLUTION 

Trombé has successfully completed a SmartSecure installation at a high-end residential property. 

The specialists in the design and installation of modern, structurally glazed buildings and extensions chose Carl F 

Groupco’s new generation electronic locking solution to meet a brief to provide secure rear access to the home via 

a glass garden room. 

Easy operation using a fob and keypad met the homeowner’s requirements for controlled access to the property. 

Above: Trombé, an architectural firm specialising 

SmartSecure’s manual and electronic options also appealed to Trombé’s client as these provide an over-ride in high-end glass structures, has installed 

solution. Additionally, the discreet nature of SmartSecure also impressed the property owner. The system is 

SmartSecure as the access solution for a client’s 

glass garden room. 

incorporated within Trombé’s minimal frame sliding door system ensuring that design aesthetics weren’t 

compromised. Carl F Groupco worked with Trombé’s technical team to produce an innovative solution where the SmartSecure lock was fitted into the frame 

and the keep was integrated into the sash. Taking this alternative approach demonstrated creativity and hardware flexibility to maintain the slim sight lines of 

the profile: the new configuration enabled Trombé to provide motorised Secured by Design multipoint locking with access control. www.carlfgroupco.co.uk / 

www.smartsecure.co.uk 

TAP INTO HIGHER MARGIN SALES 

Emplas has added ALUK’s F82 Luminia aluminium bi-folding door to its product portfolio. 

ALUK’s F82 Luminia: “With symmetrical sightlines on 

the sash, contemporary hardware and ability to span 

larger distances, it’s a completely new generation 

aluminium bi-folding door, which delivers exceptional 

USPs at point of retail.” www.emplas.co.uk 

It has launched F82 Luminia as a premium offer, delivering significantly enhanced performance and 

aesthetics and with it, opportunities to tap into higher margin sales. John Leary of Emplas said: “The F82 

Luminia is an incredibly well considered bi-fold in each and every element of its design. The standout 

features, however, are the U-values it achieves. If there is a single obstacle to growth in aluminium, 

thermal efficiency is it. Luminia offers U-values as low as 0.9W/m2K with a triple-glazed unit and 1.3 

W/m2K with a double-glazed unit. That’s a very strong message in new build as well as retail.” 

EVEREST BASE CAMP CLIMB 

Sliders UK’s Grant Harvey has completed the grueling 5364m climb to Everest Base Camp. 

Grant Harvey climbed to Everest’s base camp for charity: 

To donate visit: 

https://www.justgiving.com/fundraising/grant-harvey5 

Undertaking the challenge in aid of the North West Ambulance Service NHS Trust Charity, this included 

a 10-day trek while battling the effects of altitude sickness. The former reservist with the Royal 

Anglian Regiment and Key Account Manager with the door specialist, said that despite the trials faced 

along the way, it had been a hugely rewarding experience. “Alex Murphy, our MD, is a first responder 

with the North West Ambulance Service so I’ve seen first-hand the really important work that they do. 

I simply wanted to give something back and this was a way of doing that,” said Grant. 

SOCIAL CALLS FOR XTREMEDOOR 

Vista’s XtremeDoor has been given the thumbs up by one of the biggest door lovers on the 

internet. 

Instagrammer and DOORCO Creative Consultant Jeyda 

photographs Vista’s XtremeDoor in Liverpool. 

The Wirral-based company invited Instagram ‘Doork’ and DOORCO Creative Consultant Jeyda up to 

Liverpool to see its signature door at three sites in the city. Ian Smith, Vista’s Business Development 

and Marketing Manager, explained: “Doorco provide the slab for our market-leading XtremeDoor so 

we wanted to show Jeyda the finished article and, more importantly, how they look on people’s 

houses.” www.vistapanels.co.uk 


EMPLAS MAKES SMART DECISION 

Emplas is offering the Kubu Smart Lock from Avantis on all entrance doors as standard, as an official launch 

partner. 

The Kubu lock is fitted to doors and connected to the Kubu App and Home Hub so that homeowners can check on 

the lock status of their door. Kubu also features a WiFi perimeter feature, so when homeowners leave their property 

and their phone automatically disconnects from the home WiFi to 4G, Kubu will send them a notification to tell 

them if they have left their door unlocked 

Emplas will offer the Kubu Smart Lock from 

Ryan Johnson, Managing Director at Emplas, said: “We’re very excited to be working with Avantis on something Avantis on all entrance doors as standard. 

that’s going to revolutionise the window and door industry. We’ve decided to take the Kubu lock and become launch partners as we want to be at the forefront 

of innovation and technology. We have decided to supply the Kubu lock on every single door that we manufacture, at no extra cost to our customers. This is a 

first in the UK market. The key for us is to give installers an advantage and something that differentiates them from their competitors. The Kubu lock offers just 

that. Kubu is something not only different and exciting for the homeowner, but beneficial too. With the Kubu lock, they’ll never leave home without the door 

being locked again.” www.emplas.co.uk / www.avantis-hardware.com 

OPPORTUNITY KNOCKS WITH RD BRAND 

The Residence Collection now includes a range of engineered residential doors, as well as the flush inward opening 

balcony and outward opening French door options, all under the new Residence D (RD) brand. 

“The launch of Residence D, 

or RD, is a milestone for us 

and for our installers” 

These new engineered residential doors have been presented in a new 16-page door brochure and feature six different 

designs initially, that can be incorporated into R2, R7 and R9 frames, though there’s the option to create bespoke designs 

thanks to two dedicated door sashes and the sash mullion. Taking inspiration from the different window systems, the door 

styles featured include both traditional and heritage inspired designs, along with the latest contemporary types. 

www.residencecollection.co.uk 

MODO’S NEW GLASS ACT 

Apeer has announced two additional new styles to its Modo door range. 

A distinguishing feature of the Modo has been its stainless steel glazing trim. However, Apeer is now able to 

offer Modo with an all glass trim, an update that incorporates the same tried and tested glazing method 

that’s been used to such great effect on the company’s Lumi composite doors. In addition, the entire Modo 

range is now also available with a choice of chamfered or sculptured frames, which when combined with an 

extensive options list for glazing styles and colour finishes, gives homeowners even more opportunity to 

create the perfect entrance for their property. www.apeer.co.uk 

BROCHURE BENEFITS WITH VBH 

VBH has created an attractive new rollfold brochure to showcase the wide choice of finishes 

available across its greenteQ range. 

The brochure also gives information on VBH’s Q-secure 

guarantee, which covers homeowners for up to £3,250 in 

the event of a break-in as a result of hardware failure. 

The breadth of products and finishes, coupled with a market-leading guarantee, shows VBH at the 

forefront of hardware innovation. Fabricators and installers will find the brochure a great selling tool 

and useful reference guide. VBH’s greenteQ suite spans outward opening windows, residential doors, 

Tilt & Turn windows, inline sliding patio, lift/slide & bi-fold doors, and the Invisifold Slide & Fold 

hardware system for doors and windows. Email sales@vbhgb.com for a posted copy. 



Comment 

MAXIMISE THE OPPORTUNITIES AS 

HOMEOWNERS CAN DREAM BIG 

Ian Sims, Managing Director of Double R Glass & Roofing Systems, discusses the recent 

change in planning permission rules and explains how much of an impact this will have on 

installers and the home improvement market as a whole. 

As a nation, we’ve been conditioned to 

dream big. Younger generations today have 

been brought up to think they can have it 

all – the perfect job working from home, making 

lots of money, the dream car and their very own 

Grand Designs self-built home. Statistics tell us 

that a lot of this is a lot more common place now 

than it used to be – more people are working 

“And for once, a change 

in legislation is going 

to help!” 

from home more often to 

address the work-life balance, 

and more people are building 

their own homes. 

However, reality doesn’t always 

live up to the dream. As the saying 

goes though, ‘if you shoot for the stars, at 

least you’ll hit the moon’. This is true of home 

improvements – a lot of us who don’t want to, or 

don’t have the resources to build our own homes 

are starting to renovate our homes to make them 

look more like the ‘Grand Designs’ dream. Anyone 

installing conservatories should be maximising 

Left: Ian Sims, MD, Double R Glass & 

Roofing Systems 

this opportunity. And for once, 

a change in legislation is going 

to help! 

Easier extensions 

Temporary rules, which allowed bigger 

single-storey rear extensions without a full 

planning application are now being made 

permanent. Additions to terraced and semidetached 

homes can be up to 6m, while detached 

houses will be able to add even larger structures, 

up to 8m long. Neighbours will still be 

Above: The change in the planning rules means that additions to terraced and semi-detached homes can be up to 6m, while detached houses can add even larger structures up to 8m long. 


Comment 

Above: Being able to offer a range of roofs including traditional and solid options will enable the installer to provide the homeowner with the best solution. 

“The market is there for conservatory installers 

and small builders and to make the most of it 

they need the right products and the right 

service behind them” 

consulted and can raise objections to extensions, 

but the long and arduous process of applying for 

planning application has been rescinded. To give 

an idea of the difference this change in the 

process will make, BBC News has reported that 

since 2013, 110,000 people have taken 

advantage of the temporary rules. 

Conservatories and orangeries remain popular 

among homeowners looking to extend their 

property, although of course, the amount of glass 

“Roof lanterns are also 

a great option for 

extensions to let in 

more light” 

in the structure will affect whether the building is 

classed as an extension or a conservatory – both 

come with their own set of rules and regulations. 

Either way, the market is there for conservatory 

installers and small builders and to make the 

most of it they need the right products and the 

right service behind them. 

People want choice 

So, how do we as an industry make the most of 

this opportunity? Being able to offer a range of 

roofs – including traditional and solid options – 

allows the homeowner to choose the best solution 

for them. Being able to have a solid roof on a 

traditional conservatory is still a relatively new 

idea for the consumer and needs to be marketed 

well. Roof lanterns are also a great option for 

extensions to let in more light, as is the new product 

from Guardian, the Guardian Solstice System which 

offers skylights built into a solid roof system. 

The change in planning permission rules provides 

an opportunity for installers to sell more 

conservatories or conservatory upgrades. 

Although the rules have been in place temporarily 

for some time, the fact it has made the national 

news brings the subject to the forefront of 

people’s minds. If consumers were on the fence 

about extending their property, they may now be 

looking for suppliers to help make their dream a 

reality. Installers that are confident in their supply 

chain in terms of range of products and excellent 

service are now in a great position to make the 

most of this latest opportunity. 

Contact Double R Glass & Roofing Systems 

01933 443658 

www.glassandroofs.com 

@Double_R_Glass 


Prove you’re 

a professional. 

Remm mber to 

join FE ENSA 

today! 

All the pro of you need 

By joining FENSA you not only prove 

you’re a 

prof essional installer, we’re then able 

to issue 

FENSA certificates to your customers s - proof 

of a job done right. 

Become FENSA Approved today at www.fensa.org.uk/join-fensa

Glazed Ext. Updates 


MAKE A REAL DIFFERENCE 

Justin Williams, International Sales and Marketing Director, at trade fabricator Modplan, is on a mission to 

raise awareness when it comes to conservatory roofs. 

He says: “The LEKA Warm Roof and the LEKA Orangery Roof are the standout exceptions in a market where 

consumers think all warm room replacement systems are the same. Our LEKA roof options give installers the ability 

LEKA says its roofs are up to 40% lighter than 

to create real roof differentiation and offer the consumer something very different instead of the usual me-too other replacement roofs on the market. 

offering when it comes to replacements.” Justin continued: “Most homeowners didn’t actually install their 

conservatory. It came with a house they bought. They aren’t precious about it and at some point, they’ll want to change the way it looks or tackle the fact it 

isn’t a year-round room. LEKA products provide a solution in a clean, contemporary way that other warm roof systems simply can’t match.” 

Justin gives the example of a typical Victorian conservatory: “Many of today’s homeowners view a traditional Victorian conservatory as old-fashioned. With a 

new LEKA Orangery Roof it’s simple to transform it into a light-filled, warm and contemporary room. There’s no need to replace dwarf walls or the existing 

footprint. Instead, for example, they can build a large floating flat roof with a 500mm overhang over the frame underneath it and add a lantern rooflight with 

large glass frames 3m from the ground.” www.modplan.co.uk 

SKYPOD BLACK EDITION LAUNCHED 

Eurocell has added to its lantern roof range with its new flagship Skypod Black Edition. 

The Black Edition is available in square, two-bar and 

three-bar configurations, all with 20º pitch, and five 

self-cleaning glass colour options. 

The latest Skypod features a premium all-matt black external frame, adding to the range of six 

architectural colours already available. Aluminium ridge and rafter top caps offer exceptional 

weather performance and UV stability, which historically have been particular challenges with black 

roofing products. The result is a sleek, modern rooflight design that’s sure to be hugely popular with 

style-conscious customers looking to bring more natural light into their flat roof extension or garage 

conversion. www.eurocell.co.uk 

BLUE SKY THINKING FOR PROJECTS 

Roof Maker has extended its range of rooflights with the launch of a new Abutment Rooflight. 

The Abutment Rooflight from Roof Maker is the ideal 

solution for period properties that have aged or imperfect 

finishes to the brick work, which previously proved 

difficult for contractors to achieve a perfect installation. 

Offering an innovative solution for roof glazing that runs up against the wall, their newest product 

will provide architects the highest standard of performance and installers a quick and easy fit. 

Designed to enable natural light to flow into the inner areas of a house that can be left dark when an 

extension is added, Roof Maker’s new Abutment Rooflight can be installed seamlessly against walls 

at a pitch of 5 to 15º, eliminating the requirement for a gap between the wall and rooflight. 

www.roof-maker.com 

MODPLAN OFFERS ECO RANGE 

Modplan has added the Eco roofing range from LEKA Systems to its portfolio. 

Justin Williams of Modplan, said: “The LEKA Eco range is the perfect example of our commitment to 

delivering added value to our customers. The range opens up a wealth of new opportunities for installers 

looking to capitalise on the solid roof market by offering solutions at more competitive pricing points.” 

“Our aim is to deliver the products our customers need to 

stand out in a competitive market. The LEKA Eco range 

offers exactly the products they are looking for.” 

The Eco range consists of the LEKA Eco, LEKA Eco+ and LEKA Eco++ and covers U-values from 0.18 

W/m²K – 0.12 W/m²K, meaning there is a LEKA solution for every budget. www.modplan.co.uk 



Guaranteed 

to help you 

sell more. 

YOUR SECURITY; GUARANTEED 

For your customers’ total peace of mind, Q-secure is the most 

comprehensive multi-brand security and corrosion guarantee 

on the market. 

• Covers greenteQ and many other market leading brands 

• No hidden small print - in the unlikely event of a break-in, 

homeowners are covered for repairs or replacements, 

insurance excess and a goodwill payment 

• Up to 25 years’ protection against corrosion and pitting on 

all our greenteQ furniture 

• Transferrable to new owners if the property is sold 

Want to stand out and sell more? 

Call 01634 263263 

Email info@vbhgb.com 

Visit qsecure.co.uk 

@vbhgb 

COMPONENT 

SUPPLIER OF 

THE YEAR

Top Tips: Roofline 

SIMPLE TIPS FOR TROUBLE-FREE 

ROOFLINE INSTALLATION 

Colin St John, from Freefoam UK, shares his best practice tips for installing roofline. 

Whether you’re fitting roofline every week, monthly or once in a blue moon, it’s always worth 

reminding yourself of best practice to avoid common pitfalls and prevent customer call-backs. 

Here are Freefoam’s no-nonsense tips for simple, safe and hassle-free installation: 

• If you’re working off a ladder or Easi-Dec, do fit 

the gutter as you fit the runs of fascia. It saves 

you going back on yourself and it’s much quicker 

and safer to place the ladder or Easi-Dec once. 

Leave the gables until last. 

• Do remember to fix just one side of a jointer or 

corner to the fascia. If you fix both sides it will be 

forced off with the expansion and contraction of 

the boards. 

• When fitting fascias always fix the end to a 

rafter foot. Don’t try to join between two rafters, 

because the join will not be as firm. 

• When fitting fascias you often need just over 

five metres to complete a run. Don’t be tempted 

to have a small one metre piece at the 

end. It looks out of balance and 

ruins the look of the whole job. 

Instead, cut down the five metre 

board so that you have a larger 

space to fill at the end, about 

1,500mm. This looks much better 

and you can use the one metre off-cut 

on the barge board. 

• Do use a dilute mix (50:50) of PVA to prime the 

under-cloak and tiles when re-bedding a gable. 

You can also add a small amount of PVA to the 

mortar mix. This bonds the verge together and 

helps to stop slumping. 

• Do always use white chalk when using a string 

“If you only use one or two holes it will allow the 

bracket to swing, which will trap the gutter and 

stop the correct expansion and contraction” 

“The addition of an 

over-fascia vent will 

mean you need a 

smaller fascia” 

Left: Colin St John, Commercial Director, 

Freefoam UK. 

line to mark a fixing line for 

fascias, bargeboards and gutter 

brackets. Don’t, for example, use a red 

one – it will be much harder to rub off and can 

leave marks round the nails. 

• Don’t forget to allow for smaller fascia when 

using over-fascia vents. The addition of an overfascia 

vent will mean you need a smaller fascia. 

In many cases the saving you make on the fascia 

will pay for the over vent. 

• Do remember to fill a gutter installation with 

water before you leave the job. It only takes a few 

minutes but will test for leaks and save you a 

wasted return journey. 

• Do always use all three fixing holes in the 

fascia brackets. The brackets are designed to 

allow the gutter to move back and forth in 

fluctuating temperatures. If you only use one or 

two holes it will allow the bracket to swing, which 

will trap the gutter and stop the correct expansion 

and contraction. This is normally the cause of 

guttering coming out of the joints which can then 

lead to leaks. 

• Do use dust sheets on the ground when ripping 

off fascias if there are flower beds under the 

scaffold. This will make it much easier to clean 

the area when finished. 

• Don’t use standard PVC solvent cleaners on 

woodgrain products. They are too harsh and will 


emove the acrylic from the surface of the 

laminate which reduces the UV filtration 

properties. Use either warm soapy water or a 

proprietary cleaner such as Cosmofen 20. 

• Do pre-drill and oversize holes when fixing dark 

or coloured fascia boards and cladding. 

• Do ensure you have clearance on side-hung 

window sashes on the fascia if they are close to 

the soffit. 

• Do use a sliding bevel and boat level to find the 

angle on a gable. 

• When fitting fascia, don’t forget to push two 

rows of tiles back, cut old felt back along the line 

of the fascia and fold the felt back under the 

second row of tiles. This will give you access to 

the rafter feet. You can then use a crowbar to 

make a gap between the fascia and rafter foot 

and cut the nails with a reciprocating saw or a 

pad saw. This makes it easy to take down the 

fascia. 

“When fitting fascia, don’t forget to push two 

rows of tiles back, cut old felt back along the line 

of the fascia and fold the felt back under the 

second row of tiles” 

• Before taking off old barge boards on a gable, 

do check the undercloak strip isn’t nailed to it. If 

it is, and you don’t cut the nails, it will break the 

undercloak strip. The undercloak strip is the piece 

of flat material under the mortar bed on the verge 

tiles. 

• When fitting gutter do make sure the grooves 

for the sealing gaskets are free from debris or the 

seals will leak. 

“Do ensure you have 

clearance on sidehung 

window sashes 

on the fascia if they are 

close to the soffit” 

• When surveying a project do check for a slate 

or tile undercloak on the gable. There is a good 

chance that the gable rafter will need replacing. 

The same is true for the verge because water may 

have penetrated through all of the joints in the 

tiles or slates onto the rafter and behind the 

barge board. The tiles and slates are normally 

fixed to the barge board, making it very difficult 

to get the barge board off without destroying 

the verge. It’s a good idea to price this in the 

quote. 

Contact Freefoam 

01604 591110 

www.freefoam.com 

@freefoam 

KAYFLOW SAYS GREY IS THE 

NEW BLACK FOR HOMEOWNERS 

Anthracite Grey is the new, high fashion 

colour for roofline and rainwater products, 

and Kayflow has added new components to 

its already comprehensive guttering range 

to support this fast-growing trend. 

Homeowners and developers now want roofline 

systems that match this style-conscious shade 

[RAL 7016] available from window and door 

manufacturers, and Kayflow is leading the 

charge by adding more Half-Round, Deep and 

Ogee guttering profiles as well as square 

section downpipes to its trade-focussed range. 

Kayflow is an industry benchmark for quality 

rainwater systems, so if there’s a roofline job to 

be done, do it with Kayflow – quality 

guaranteed for 10 years and available from 

your local Kayflow stockist. 

01827 317200 

www.kayflow.co.uk 

“ANTHRACITE GREY 

IS THE NEW, HIGH 

FASHION COLOUR” 

Above: Kayflow has added new components to its comprehensive guttering range to meet the demand for Anthracite Grey. 



Step by Step 

CONSERVATION AREAS: STAYING ON 

THE RIGHT SIDE OF ROOFLIGHT REGS 

With over 10,000 conservation areas throughout England, and each local authority across 

the country responsible for at least one area, the renovation or construction of new build 

properties within these locations is continuing to increase in popularity. For installers, this 

may initially present a difficult challenge as they not only have to fulfil the personal tastes of 

the homeowner, but also meet all requirements outlined by the local council. Sabahudin 

Medic, Operations Director at Roof Maker, explores how professionals can ensure they are 

compliant with all relevant regulations, whilst also giving a step by step guide on how to 

install its new Conservation Luxlite model. 

Introduced in the late 1960s, conservation 

areas place additional development control on 

building projects in order to enhance and 

preserve the history of the area. With this in 

mind, the renovation or new build project should 

help to improve the existing building and overall 

impression of the area, whilst also helping to 

preserve the structure that is already there. 

According to the Planning (Listed Buildings and 

Conservation Areas) Act 1990, the quality of the 

build materials is of great importance to maintain 

the distinctiveness and visual appeal of the 

location. With regard to replacing windows and 

rooflights in particular, the new building products 

should replicate the originals, although under 

permitted development, there is the opportunity 

for varying products to be installed. 

However, installers must check there is not an 

Article 4 Direction on the property, which removes 

the right for permitted development such as 

installing rooflights or windows. As always, relevant 

building regulations must also always be referred to. 

Whilst the visual finish of the product should 

replicate that of the original, there is the 

opportunity for installers to add contemporary 

benefits to the build by installing innovative and 

technologically advanced solutions. For example, 

by fitting a conservation skylight that is triple 

glazed, the overall thermal efficiency of the 

Above: Roof Maker’s Conservation Luxlite rooflight. Contact Roof Maker: www.roof-maker.co.uk 

“Installers must check there is not an Article 4 

Direction on the property, which removes the 

right for permitted development” 

property can be improved. With some rooflights 

offering a Ug-value as low as 0.6w/m²k as 

standard, or even as low as 0.2w/m²k if Roof 

Maker’s specialist Ultimate Performance Reflex 

Glass is specified. 

Roof Maker’s latest Conservation Luxlite rooflight 

is specifically designed to replicate the original 

Victorian cast iron skylight, featuring a slim 

shaped split bar that is constructed of high 

quality aluminium for better weathering and 

aesthetics. Unlike existing conservation skylights 

where the split is sandwiched between the glass 

panes, Roof Maker’s split is structurally bonded 

to the glass to eliminate the presence of a cold 

bridge, significantly minimising the risk of 

condensation forming and retaining the best 

possible thermal performance. 


Step by step guide to installing Roof 

Maker’s Fixed Conservation Luxlite: 

1Fit trimmers to the rafters The internal 

dimensions of the aperture created by the 

trimmers and rafters should match the size 

of the Conservation Luxlite ordered. Fit the 

trimmers across the rafters adjacent to the 

aperture, and a beam across the trimmers. 

1 

2Fit underfelt to the roof The underfelt 

should extend to the rim of the aperture 

where the Conservation Luxlite will be 

installed. Seal the underfelt to the timber around 

the aperture. 

2 

4Cover the wedge with flashing Cover the 

wedge installed in the previous step with 

flashing. The flashing width should be at 

least 100mm (either side) greater than the apron. 

The highlighted edge of the flashing should be 

tucked underneath the apron. 

4 

5Bring into position Bring the Conservation 

Luxlite into position and align it so that it is 

centered on the aperture. Seal the 

interface between the Conservation Luxlite and 

the top of the structural opening with silicone. 

5 

7 

8Fit flashing to cover battens Seal beneath 

the lip of the apron and drape over the 

battens. The tiles will sit over the flashing. 

8 

9Fit tiles to the roof The Conservation 

Luxlite has been designed so that the roof 

tiles can overlap the apron, leaving little 

aluminium exposed for a minimalist aesthetic. 

9 

3Prepare and fit a wedge below the 

aperture The bottom of the wedge should 

meet level with the tiles that will be 

installed later. This can be determined by trial 

fitting the Conservation Luxlite assembly. The 

wedge should be at least as wide as the apron. 

3 

6Fix to the roof Use the brackets provided 

to fix your Conservation Luxlite to the roof, 

following the assembly section guide. 

6 

to finish assembly 

Apply plasterboard to the internal 

10Plasterboard 

faces of the aperture. The 

plasterboard is to be applied up to the internal 

trim of the Conservation Luxlite. 

10 

7Fit tile battens to the roof The battens 

should be flush with the edge of the 

Conservation Luxlite aluminium apron. 



Integral Blinds 

THE SMART OPTION FOR 

HOMEOWNERS AND INSTALLERS 

The team at Morley Glass & Glazing explain why integral blinds could be a great option for 

you and your team to offer customers 

Integral blinds are increasingly popular with 

homeowners who enjoy the practical solution 

they provide for doors and windows, in 

particular bi-fold and sliding doors where other 

types of window dressing and privacy control are 

not suitable. 

Integral blinds are positioned inside the doubleglazed 

unit – between the panes of glass – and 

as such are protected from damage and dirt, and 

don’t interfere with the door or window’s 

opening/closing mechanism. 

They are available in a wide range of colours and 

a choice of operating systems. The 

ScreenLine range of integral blinds 

from Morley Glass & Glazing are 

available as manually/corded 

operated, cordless slider, 

solar controlled, slider 

controlled and motorised. 

There’s even a slimline 

version for composite doors 

and sliding sash windows. 

The fully electronic or motorised MB System is 

particularly suited to prestigious projects, 

especially the exclusive contemporary domestic 

market. At a time when homeowners are looking 

for the utmost convenience, the MB system 

allows the blinds to be opened, closed and tilted 

at the press of a button – either a wall-mounted 

push button or remote-control device. No other 

control device is required. Where multiple 

windows or doors in the same room are fitted 

with the electronic blinds they can also be 

synchronised and operated simultaneously. 

Morley Glass & Glazing has worked with 

ScreenLine manufacturer Pellini in Italy to ensure 

that the installation of integral blinds is as 

straight-forward as possible. All 

sealed units with integral blinds 

inside (regardless of how they are 

operated) are installed in the 

same way as a normal sealed 

unit. The motorised MB System 

comes fully wired and tested so 

it’s just a matter of connecting 

one wire per window to the 

mains. Fitting instructions are 

supplied, and installation videos 

are also available on the Morley 

Glass website. 

Automation: SmartMotion 

With the growth of home 

automation systems, it is 

increasingly common that 

homeowners want to 

integrate the operation of 

their motorised integral 

blinds into their home 

automation systems, which also 

allow them to operate various domestic 

applications such as lighting, heating, safety and 

security, energy management, and entertainment 

systems. 

Morley Glass & Glazing has developed 

SmartMotion, an interface that helps installers 

quickly and easily incorporate its MB System 

motorised integral blinds into home automation 

systems. 

In the past it has been a daunting and a complex 

task that could cause damage to the wiring of the 

blinds or the home automation system, but the 

SmartMotion makes the process much easier. In 

one easy step the operation of the blinds is 

smoothly integrated into the whole home 

Morley’s integrated blinds and 

innovative solutions were a hit at this 

year’s FIT Show. 

automation system so that they 

can be controlled at the touch of 

a button, even when the 

homeowner is not at home. The 

SmartMotion is supplied prewired 

and fully tested, making for 

a smooth, problem-free 

installation. 

The latest innovation currently 

under development is an app that 

allows the user to open and close 

their electronic integral blinds 

from a mobile phone or tablet. 

Simply select the blind you wish to operate then 

swipe your finger in the direction of the blind i.e. 

open, close or tilt. The app was previewed at the 

FIT Show 2019 and will be fully available later 

this year. And like all Morley products it will be 

installer friendly. 

The key issue with the installation of integral 

blinds is to ensure that they are manufactured to 

a high standard in the first instance and have 

been fully tested in the factory. Morley Glass & 

Glazing specialises in the manufacture of sealed 

units with integral blinds inside – it’s our core 

product and we are therefore true experts in this 

field. 

Take advantage of all support material – read the 

fitting instructions or watch the quick installation 

videos that are available, so you know exactly 

what to do. And if you experience any problems 

then Morley Glass has a team of dedicated 

service engineers who are always happy to help. 

Contact Morley Glass & Glazing 

0113 277 8722 


@MorleyGlassGlaz 


REXON SILICONE SALES SOAR! 

Six months ago, Window Ware launched its 

brand new reXon silicone and sealant range. 

Since then, the product line has gone on to 

exceed all expectations by delivering the 

biggest month-1 sales of any new product. 

What’s more, monthly sales are now on 

average over 600% up on that very first month 

and rising steadily! 

Despite being a well-established brand which is 

sold in many countries across Europe, reXon was 

still relatively unheard of in the UK when Karl 

Williamson, Window Ware's Business 

Development Manager, decided to bring the 

product range on board. Karl explained "Even in 

those early days, we saw reXon's potential to 

meet the needs of our customers.” 

He went on to say: “These silicone products tick 

all the right boxes: competitive prices, smooth 

application, extensive choice of 

colours, CE certification and a 

quality finish. In addition, certain 

sealants and adhesives are 

available as foil ‘sausages.’ This 

kind of packaging is not only 

cheaper to buy than standard 

Above: The reXon silicone 

and sealant range from 

Window Ware. 

Ware Trade Counter team too. The 

products have also received some 

rave reviews both from retailers and 

end users, particularly reXon’s 117 

LMN multi-purpose neutral curing 

silicone. Customers really rate its 

ease of use, even application, 

cartridges, but empty sausages also take up excellent workability and value for money. 

much less room and cost 94% less to dispose of 

The full range of reXon silicones, sealants, fillers, 

compared to traditional plastic tubes. As the 

foams and adhesives is distributed in the UK 

world wages war on plastic waste, more 

exclusively by Window Ware, one of the UK’s 

ecological and economical packaging will become 

largest suppliers of window and door hardware, 

increasingly more popular.” 

factory tools, fixings and consumables. They all 

Karl’s instinct was spot on. Not only has reXon 

been flying off the warehouse shelves to 

fabricators and stockist across the nation, but it’s 

come backed by accomplished sales support, 

considerable technical know-how and a reliable 

delivery service. 

also been selling well to local installers and 

hitting targets for the Bedford-based Window 

01234 242724 

www.windowware.co.uk 

Highly-rated, CE marked 

silicones & adhesives 

Wide 

choice of RAL colours 

01234 242724 | sales@ @windowware.co.uk | www.windowware.co.uk 



Home Improvement Updates 

For further updates, visit www.total-installer.co.uk 

OUT ON THE VERANDAH 

The Verandah from Prefix Systems offers homeowners near all-year round opportunities to sit outside, and 

from a trade perspective rapid installation times and a new revenue stream. 

Verandah is a fully bespoke system; it’s perfect as a straight lean to, splayed lean to or as an ‘L’ shaped solution. 

It’s an integrated development based on traditional aesthetics with post, column covers and brackets, along with 

To support the Verandah there’s an impressive sales 

a decorative casting to the column base and colour coded glazing bars. 

brochure, along with technical and installation 

guides with fitting in as little as just a few hours. 

For homeowners not wanting the permanence of a conservatory and wishing to keep their existing patio area, 

Verandah is a perfect investment for any home and can also be adapted for walkways or car ports, with a square post option and the alternative glazing of 

polycarbonate. 

Chris Cooke, of Prefix Systems, commented: “Each year sales have increased notably for Verandah as homeowners look to maximise their outdoor living space 

and as installers look at new products in which to entice homeowners. With a moderate ticket price, half day installation and a range of strong marketing 

materials, it’s the perfect product to promote, alongside our other product systems.” www.prefixsystems.co.uk 

NEW JOINTING SYSTEM FROM ARP 

ARP’s next generation of rainwater fittings has an improved snapfit jointing system. 

ARP’s new Sentinel Jointing System is quick, easy and 

mess-free. 

The company says innovative solutions combined with operational excellence are key drivers in delivering 

success and customer satisfaction. For its Sentinel beaded half round gutter, there is now an even 

simpler jointing system, where using a specified sealant within a designed union results in a speedy and 

secure fit with no mess on site and no need for nuts, bolts or rivets. With improved flow rates, defined 

die-cast fittings, which gives strength and a superior appearance to the internal welded joints, ARP says 

it is the perfect fit for all types of property, large or small, traditional or contemporary. www.arp-ltd.com 

5% OFF YOUR ALL WHITE ORDER! 

Rainclear Systems has added a new white colour to its Infinity Galvanised Steel rainwater 

system offering. 

Infinity White is designed to be as easy to install as the 

usual materials used in the UK without the need to solder or 

rivet. Lengths are just as easy to handle and to cut to size. 

New RAL 9016M White – which they expect will be popular with uPVC installers who want to be able 

to offer their customers a premium option – a longer-lasting, and more sustainable, ocean/ecofriendly 

alternative to buying more plastic in this post ‘Blue Planet II’ era. To launch the new colour, 

Rainclear Systems is offering an exclusive 5% discount code for Total Installer readers. Simply input 

code TOTAL5 at checkout when you purchase. www.rainclear.co.uk 

YOU’LL BE SAGE GREEN WITH ENVY! 

Freefoam has responded to market demand and feedback from customers and added the popular Sage Green to 

its Double Shiplap cladding range. 

Freefoam has launched a Sage 

Green option to its Double 

Shiplap cladding range. 

Already available in the Weatherboard-style cladding, the natural, soft shade with grey undertones is subtle yet stylish 

and suitable for any location, from rural countryside, to coastal situations and urban city environments, we’re seeing a 

high level of interest in our cladding range for a huge variety of projects. Colour is an important factor and we find that 

consumers are particularly attracted to more natural subtle shades. Adding Sage Green to the Double Shiplap range gives 

our trade customers more choice and the opportunity to open up new markets.” www.freefoam.com 



CERTIFICATE 12/4895 

KAYFLOW’S CAST IRON GUARANTEE 

– IT’S QUICK AND EASY TO INSTALL! 

Looking for reproduction cast iron guttering? Then take a look at this. 

Rainwater systems specialist Kayflow makes one of the best cast-iron look-alike 

systems on the market. There’s Half-Round, Ogee and Deep section guttering, plus 

round and square section downpipes and fittings to match, all with an authenticlooking 

cast iron effect surface that’s as close to the real thing as you can get – 

without the cost! 

Kayflow also offers matching hoppers, shoes and a range of downpipe clips and 

sockets with large fixing lugs to complete the authentic old-world appearance. 

It’s a quick and easy system to install and comes with a ten-year guarantee. Get 

them from your local Kayflow Stockist. 

01827 317200 

www.kayflow.co.uk 

Buying architectural quality, glass rooflights online has never 

been easier. And now with our Trade Account Rewards Scheme, 

you can take advantage of our fantastic power tools giveaway. As 

you spend, we’ll send you a range of awesome kit guaranteed to 

get the job done. You even get to choose from 3 different brands! 

At the end of the year you can also qualify to be entered in our 

mega prize draw of a Ford Transit worth £20k!* 

*M Minimum spend required, terms and conditions apply. 

WIN THIS VAN 

WITH 

LPS 2081: Issue 2 

Cert/LPCB ref: 1347a 

TRADE ACCOU UNT REWARDS 

FM 596998 EMS 613885 

YO 

OU PI ICK TH HE BRAND 

WE 

E PICK UP TH HE TA 

AB AB! 

ww.rooflights.com/trade-account-appl 

plication 

www 



SPONSORED BY 

7 REGULAR CHECKS FOR YOUR VAN 

By Charles Stubbings, Account Manager, Moneybarn. 

For the majority of van owners, a commercial vehicle is key to trade and having it off the road takes 

its toll on business. With that in mind, Moneybarn has put together seven important maintenance 

checks you can carry out to keep your van on the road. 

“Tyres must be inflated 

to the manufacturer’s 

specification for the 

weight of the load” 

1Tidy tyres LCV tyres, like car tyres, must 

have a minimum 1.6mm of tread. Bald 

tyres not only increase the likelihood of an 

accident due to less grip but could also keep you 

off the road while you find a spare. 

Tyres must be inflated to the vehicle 

manufacturer’s specification for the weight of the 

load, so refer to your handbook to find the right 

pressure for your van. 

Under-inflated tyres generate more heat from 

friction, causing more wear and tear to the tyres 

and impacting fuel consumption. Similarly, overinflated 

tyres cause premature wear on the centre 

of the tyre. 

2Under the bonnet Before you open the 

bonnet, check underneath your van for any 

leaks. Under the bonnet, check the oil, 

water/coolant, power steering fluid, brake fluid 

and windscreen washer fluid. Perform these 

checks weekly and before any long journey. 

After the fluids, take a look at the battery. Check 

the condition of the terminals and cables for any 

signs of cracking, breaking or built-up residue. If 

you notice any of these, book your van in with a 

mechanic as soon as possible. 

3Door check A van is broken into every 23 

minutes in the UK, so it’s crucial your 

doors lock and close properly. 

Van doors are subject to wear and tear every day, 

being pulled open and slammed shut multiple 

times at each job. During a routine walk around, 

you should check all doors can be opened and 

closed properly and with ease. Test the rear doors 

by opening them fully and if your van has a side 

door, check it stays on its runners when it opens 

and closes. 

4Light it up It’s a legal requirement to have 

all lights on your van working properly. 

Routinely walk around your van and test 

they’re all working. For your brake lights, you’ll 

need another person to help you. 

If you notice a light isn’t working correctly, you’ll 

need to replace the bulb. However, if this doesn’t 

work, it could be a wiring issue – in which case, 

you’ll need to take the vehicle to a garage to fix 

the problem. LCV owners should also make sure 

lights are clean, as dirty lights or those with 

reduced visibility can impact your driving and that 

of those around you. 

5Stay visible Windscreen wipers must be 

able to clear the windscreen effectively. If 

they leave streaks or squeak when passing 

over the windscreen, it means they’ve become 

worn and need to be replaced. 

You should also check for any chips or cracks in 

the windscreen. Even a tiny bit of damage could 

end up cracking the whole screen, which is 

incredibly dangerous while driving. 

6Keep it clean It’s recommended you wash 

your van at least once a month to avoid 

any permanent damage or staining to the 

paintwork. Keeping it clean will also reduce the 

likelihood of rust appearing. Although it won’t help 

your van’s performance, having a clean exterior 

also provides the professional image you want to 

project to customers. 

7And finally… You should be aware of your 

van’s gross and axle weight limits. 

Remember the total vehicle weight 

includes the combined weight of the driver, 

passengers, load and fuel. Not only is loading an 

LCV above its weight limit illegal, but it also 

causes excessive wear and tear on the van and 

undue strain on tyres. This increases the risk of 

tyre failure, resulting in downtime for repair. 

Regularly serviced and maintained vehicles 

should breakdown less often but consider making 

these checks regularly for LCVs that work offroad, 

perform high mileage or are subject to 

extreme conditions. 

Contact Moneybarn 

0330 555 1230 

www.moneybarn.com/van-finance/ 

@MoneybarnUK 


insulation 

noise 

security 

secondary glazing 

made simple. 

simple to survey 

simple to order 

simple to install 

simple to sell 

window systems 

Secondary glazing is one of the fastest growing sectors in the 

industry, and offers simple sales with great profits. Should you 

be offering it to your customers? The decision is simple. 

phone: 01234 240404 

web: incarnationwindows.co.uk 

twitter: @IncarnWinSys

SPONSORED BY 

WORKWEAR: BEAT THE HEAT 

AND STAY COMFY ON SITE 

Peter Dumigan, Managing Director of the Hultafors Group UK which owns Snickers 

Workwear and Solid Gear Safety Footwear, talks workwear and warm weather. 

Working on site can be a hazardous 

business. Bumps, cuts and bruises are 

everyday occurrences and more serious, 

long-term injuries often happen. 

With so much happening on site, so much 

machinery, materials and even potentially 

dangerous working locations, the potential for 

accidents is everywhere. 

There’s a host of training and PPE products to 

keep us safety-aware and protected. But it isn’t 

just physical hazards in the working environment 

you should be conscious of, you need to be very 

aware of how weather conditions can affect your 

performance and wellbeing on site – so that 

means dressing right. 

We’re all looking forward to sunny, warm weather 

this summer. As long as you’ve got plenty of 

sunscreen to protect exposed skin it’ll produce a 

great tan, but it can also compound the health 

and safety issues by creating an extra hazard for 

personal wellbeing. 

So dressing right for the environment you’re 

grafting in is important – not only for working 

efficiency, but also for personal comfort and 

wellbeing. 

Top tips and essentials 

The best workwear for professional tradesmen 

and women is designed to create a Climate 

Control System for your body. It will help you stay 

cool to make getting the job done as easy and 

comfortable as possible. 

There are many factors that affect how 

comfortable your work clothes and safety shoes 

are, particularly the materials they’re made of 

and whether they’re right for the type of work 

you’re doing. 

Your feet 

If you’re on the move a lot or want to keep your 

feet cool, why not try out some of the newer-style 

safety trainers, that combine lightweight, 

breathable uppers and composite midsoles for 

comfort and protection. You can even get socks 

that will keep your feet cool, dry and ventilated. 

Your legs 

Shorts are fine in really warm weather and some 

working environments, but they won’t provide 

protection for your knees and lower legs. Work 

Trousers made from heavy fabrics will get really 

uncomfortable and impractical, so think about 

getting yourself a pair of lightweight work trousers 

made from a hi-tech fabric that combines 

comfort with durability. 

Your upper body 

Keeping comfortable and dry will keep you 

working efficiently. Our advice is to get yourself 

top wear like shirts and lightweight jackets – 

including Hi-Vis vests – that work for you by 

pulling sweat away from your skin to keep you dry 

and your body temperature on an even keel. The 

last thing you need is for your clothes to get really 

“Keeping comfortable and dry will keep you 

working efficiently” 

Above: Snickers’ FlexiShorts; 

wet through sweat, leaving you feeling 

uncomfortable and getting cold when the 

temperature drops. 

Get the right fit 

To make sure that your working clothes fit your 

body and the jobs you’ve got in hand, here’s 

some basic advice: 

• Choose clothes that are not tight, but 

lightweight and comfortable. 

• Choose ‘Climate Control’ fabrics that wick 

sweat away from your skin. 

• In general, keep in mind that you don't want 

any clothing that gets in the way of the work 

you’re doing. 

• Don’t wear clothes that become uncomfortable 

and therefore affect your concentration. For your 

own comfort and wellbeing, it’s important to stay 

alert and to pay attention to how you’re feeling 

when you’re working hard on a hot day. 


Turning down the heat 

When the going gets really hot and humid, 

ventilation is the key. Look for hot weather 

garments that feature advanced designs and 

‘intelligent’ materials – such as A.V.S and 

Coolmax which is a soft fabric designed to 

transport moisture away from your body, helping 

you to stay cool and dry. 

The high-tech A.V.S. fabric features an 

innovative blend of polyester and bamboo 

carbon. The bamboo is ground down to nanosize 

– one millionth of a millimeter – and 

blended with the polyester fibre. The result is a 

highly breathable material, giving you exceptional 

moisture (sweat) transport, UV protection and 

anti-odour comfort. 

Above: TopWear from Snickers – “dressing right for the environment you’re grafting in is important – not only for working 

efficiency, but also for personal comfort and wellbeing.” 

we at Snickers Workwear have chosen 37.5 

technology to provide hardworking craftsmen and 

women with the coolest experience. 

fibres are woven into the fabric. This means they 

never get washed out so you get the full benefit 

wear after wear. 

37.5 fabric technology – making working 

on site a cooler experience 

On a hot day you really need a garment made 

from a fabric that has the ultimate capacity for 

ventilation and moisture transport. That is why 

37.5 is a ground-breaking new fabric technology 

– largely used in high-performance sportswear – 

with unmatched efficiency when it comes to 

ventilation and moisture transport. Instead of 

being applied to the surface of the fabric, 37.5 

Contact Snickers 

01484 85 44 88 

www.snickersworkwear.co.uk 

@SnickersWw_UK 

Changing your garage door?... 

Visit our NEW SHOWROOM 

in Lightwater! 

52 Guildford Road d, Lightwater, Surrey. GU18 5SD. 

■ 

■ 

GRP 

DOORS ■ SECTIONAL DOORS ■ STEEL DOORS 

TIMB BER DOORS ■ ROLLER DOORS ■ AUTOMA 

ATED 

Calll in for 

FREE impartial 

advice Monday – Friday 8.00am to 5.00 0pm 

EASY TO FIND – CUSTOMER P 

ARKING! 

WE 

ARE BETWEEN 

TH E LIGHTWATER 

PHARMACY AND 

family run company 

THE NEWSAGENTS! 

S! 

SINCE 1983 

A 

since 1983 

Visit 

www.ndcgaragedoors.co.uk 

01276 451555 

QUO FREE E 

TA 

ATION! 

Specialist Installer 

s local to you 



SPONSORED BY 

TOP TIPS TO PROTECT YOUR TOOLS 

Tradespeople that are forced to leave equipment in their vans have been advised to fit their 

vehicles with measures such as deadlocks and CCTV to deter thieves. Motoring experts from 

LeaseVan.co.uk have revealed eight security measures tradespeople can take against these 

often opportunistic criminals... 

Tradespeople have been urged to fit their vans with CCTV and a safe to protect valuable tools and 

equipment from thieves. Van experts from LeaseVan.co.uk have revealed eight security measures 

tradespeople can take with their work vehicles against criminals, if forced to leave tools or 

equipment in vans while working or overnight. 

Tim Alcock from LeaseVan.co.uk explained: “Wherever possible, it’s advisable to move expensive tools 

and equipment indoors for secure storage. But sometimes location and circumstances mean 

tradespeople have no other option than to leave items in their vans while they’re parked up on a job or 

overnight. While of course thieves remain responsible when items are stolen, wise tradesmen and 

women should do whatever they can to avoid becoming a target or victim of crime. To help deter 

criminals and make a theft less likely to occur or be successful, we’ve identified some precautionary 

steps van owners could take:” 

1Intruder alarms Many Brits nowadays 

find standard vehicle alarms annoying and 

will be tempted to ignore them, so it’s 

worth considering installing a separate intruder 

alarm to discourage possible thieves. Guard 

valuable goods by fitting a coded device that will 

trigger when your van is accessed by someone 

who doesn’t have permission. Some alarms 

available online can be controlled remotely, synced 

with your mobile phone and even include a tracker. 

2Tool vault boxes To give valuable tools 

and equipment an added layer of security, 

purchase a van vault box or safe to store 

them in. Requiring a key or combination to open, 

the range of high security options work in a 

similar way to a personal home safe, but often 

with tailored compartments for specific tools too. 

3Deadlocks Deadlocks can give vans 

enhanced defences against thieves by 

adding an extra and usually stronger 

locking point to cab and rear doors. They are 

operated independently to a vehicle’s standard, 

factory fitted locks, which allows the driver to 

control when each door is unlocked individually. 

4CCTV Most businesses will protect their 

premises with CCTV cameras that can help 

both deter and capture potential criminals, 

so why not their commercial vehicles too? 

Small, high quality devices can now be bought 

relatively cheaply online and one should be 

installed on both the inside and outside of vans, 

either permanently or temporarily while parked. 

Remember to display a clear warning sign too – 

this could make a thief turn away before the 

cameras are even called in to action. 

5Permanent tool marking Invisible antitheft 

marking on your tools and equipment 

that requires ultra-violet light make them 

much easier to trace and their ownership 

indisputable, should they be stolen. Tradespeople 

could also choose to use clear and obvious tool 

markings, such as carving or laser-burning a 

name or logo into handles, to put off thieves 

before items are taken. 

6Dyes Dye tags like those used in clothing 

retail are the best way to catch thieves 

literally red handed, as a burst of ink 

triggered by opening or moving a tool box without 

permission leaves little doubt who the criminal is 

“Sometimes location 

and circumstances 

mean tradespeople 

have no other option 

than to leave items in 

their vans” 

and could deter them from trying to make off with 

your goods. Concealed packs of dye, used by many 

banks within stacks of notes, could also be hidden 

within expensive equipment. They’re armed by 

magnets and triggered by radio waves on a timer. 

7Inaccessible parking When there are 

tools and equipment in your commercial 

vehicle, reverse it into a parking space 

where the rear doors are practically touching a 

wall or other obstacle. If a potential thief can’t 

easily access your van and it’s content, they’re 

more likely to be discouraged and move along. 

8Simple dissuasion A basic sticker on the 

outside of a van declaring that no tools are 

stored in the vehicle may be enough to 

convince a criminal to try elsewhere. Even if it’s 

not true it’s cheap, quick and worth a go. Keeping 

the outside of your commercial vehicle in an 

unusually dirty condition when equipment must 

be stored inside could also put off thieves, by 

making the van seem to the outside world like it’s 

less valuable and unlikely to contain important 

items. 

www.leasevan.co.uk 


The ETR7 is a top-third pivot opening - a great 

alternative to standard centre-pivot windows! 

• Supplied fully assembled 

• Top-third pivot roof window 

• Means of escape as standard 

• One handled operation for all functions 

• Available in three finishes - PVC, Timber, White Painted Timber 

• Innovative Accessories 

12B Metcalf Drive, Altham Industrial Estate, Altham, Lancashire, BB5 5TU Tel: 01788 558 600 Email: sales@easy-trimroto.co.uk

SPONSORED BY 

HULTAFORS & HELLBERG COMBINE 

The Hultafors Group has added Hellberg Safety PPE products to its premium brand portfolio for professional 

tradesmen and women. 

With over 50 years of experience in the PPE industry, the Hellberg Safety specialist equipment includes highly 

advanced hearing protection products, face protection and communication solutions for personal protection on site. 

From face guards, helmets and passive hearing protection with up to three levels of protection from low to extreme 

noise, Hellberg also supplies secure electronic hearing protectors to suit different work environments. 

Peter Dumigan, Managing Director of the Hultafors Group UK, said: “Hellberg PPE products complement the Snickers 

Workwear and Solid Gear Safety Footwear product portfolios so well – in particular the newly launched Snickers 

Workwear ProtecWork Heat and Flame Protective Wear. The Hultafors Group now provides the UK market with an even 

more extensive range of EN-accredited, top quality premium brand products, ideally suited to protect the personal 

wellbeing and safety of the discerning professional tradesman and woman.” www.hellbergsafety.com 

2019 WORKWEAR CATALOGUE IS HERE! 

Snickers has launched its new Workwear Catalogue with the latest clothing innovations for 2019. 

This 200-page catalogue has all you need to know about the UK’s most extensive range of working clothes for professional 

tradesmen and women. There’s something for every trade you can name in the Snickers Workwear range – AllroundWork, 

RUFFWork, LITEWork and FLEXIWork clothing trousers, jackets, tool vests, shirts, underwear, accessories and much more – 

plus an extensive range of EN-certified PPE working clothes. Added to which, there’s the most innovative street-smart 

stretch fabrics for mobile comfort and a Layered Clothing System that ensures you can choose clothes to suit the weather 

on site – rain or shine, wind or snow. www.snickersworkwear.co.uk 

TOUGH ON TASKS, KIND ON BUDGET 

Just arrived at Window Ware is a brand-new range of professional-grade tools from Kendo. 

Kendo tools are available to buy both in bulk for resellers 

and individually for personal use from Window Ware now. 

This hard-working collection aims to answer the call from trade counters looking to supply their 

customers with toolbox essentials that are good enough to compete with leading brands, but come 

without the premium price tags. The range encompasses VDE-certified pliers, scrapers, chisels, 

hammers, knives, angle squares, pry bars and more. And while these tools are particularly useful to 

Window Ware’s primary target market – door and window specialists – they could easily find their 

way into the tool kits of general tradespeople and DIYers too. www.windowware.co.uk 

TOP MARKS FOR TOPWEAR RANGE 

Lightweight fabrics in the new Topwear range from Snickers Workwear will complement its 

Stretch Garments perfectly this summer. 

Snickers Workwear’s new Topwear range has superb 

body-mapping designs for an amazing fit, outstanding 

functionality and long-lasting comfort – all day, every day. 

www.snickersworkwear.co.uk 

The warmer weather will bring a need for professional craftsmen and women to be cool and dry to 

maintain wellbeing and working efficiency on site. That’s why Snickers’ new Topwear for the summer 

uses 37.5 fabric technology, which is really good at ‘wicking’ moisture away from the body and keeping 

workers dry. The range includes stylish new shirts, hoodies and sweatshirts in a number of styles and 

colours that are super-light and quick-drying with advanced ventilation to keep workers cool in the heat. 


OLD TRAFFORD FC STADIUM 

2ND OCTOBER 2019 

Roofing and 

cladding uncovered 

OLD TRAFFORD 

2ND OCTOBER 2019 

“A cost-effective platform to engage with hundreds 

of roofing & cladding contractors in one day!” 

FOR FURTHER INFORMATION OR TO BOOK YOUR STAND CONTACT 

ANDY DUNN andydunn@media-now.co.uk 

JAKE ROXBOROUGH jakeroxborough@media-now.co.uk 

01892 732047 | WWW.CONTRACTORSDAY.CO.UK 

BROUGHT TO YOU BY

A NEW COMPOSITE 

CLADDING SYSTEM 

THAT’LL IMPROVE 

YOUR BOTTOM LINE 

coastline® 

LIGHTWEIGHT COMPOSITE CLADDING 

MINIMAL EXPANSION/CONTRACTION 

BBA CERTIFIED SYSTEM 

INDEPENDENTLY FIRE TESTED (UK 2018) TO BS EN 13501-1 

PATENT PENDING COMPOSITE MATERIAL 

Find out more about the new coastline ® lightweight 

composite cladding range. Call us on: 

0800 988 7318 

or visit: eurocell.co.uk/coastline

Total Installer May-June 2019

Create successful ePaper yourself

Delete template?

Save as template?