November/December 2019

NOV/DEC 2019 

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST 

FEATURES 

• THE RIGHT FIT: WHAT WILL FIT 

SHOW’S NEW ANNUAL PROPOSITION 

MEAN FOR INSTALLERS? 

• BAD VIBES: HOW CAN YOU PREVENT 

HAND ARM VIBRATION SYNDROME? 

• LET THERE BE LIGHT: ARE ALL 

ROOFLIGHT INSTALLATIONS BEING 

GIVEN THE RIGHT CONSIDERATION? 

Products Updates 

Total Talk Q&A 

Business Talk 

>>> • DIVERSITY IN GLAZING • INSTALLATION ADVICE • UP-SELLING • >>>

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Editor’s Comment 

MATT DOWNS 

EDITORIAL DIRECTOR 

MATTDOWNS@MEDIA-NOW.CO.UK 

07963 330774 

We’ve got a number of interviews in this issue alongside our usual 

top tips, project guidance and round-up of new products. 

With FIT Show set to run annually from 2020, we caught up with show 

Director Nickie West to hear what this new proposition will mean for 

visitors to the event and where exhibitions fit in today’s market. As 

Nickie explained: “We know that time is precious and that time at FIT 

Show means time off the tools for installers. It’s absolutely vital that 

the show delivers value for everyone that visits and it’s our job to plan 

the right show features, attract the right brands and content to meet 

the needs of our core audiences.” Read how the team have done this 

and so much more from p18. 

Cover image courtesy of Eurocell: Read our interview with Chris Coxon p30 and 

take a look at our guide to installing Eurocell’s Roomline skirting on p66. 

FOLLOW US 

@INSTALLERTOTAL 

SIGN UP FOR YOUR BI-WEEKLY E-NEWSLETTER: 

WWW.TOTAL-INSTALLER.CO.UK 

This month TI also caught up with Jamie Roach, Director of Certass 

approved installer Hanney Glazed to hear about the sort of projects he 

gets involved with, dealing with difficult customers and the positives 

and negatives of running an installation business in today’s market. As 

Jamie told us: “In this industry you have to take the difficult jobs with 

the easier ones and always learn from the positives and the 

negatives.” Read our full interview with Jamie from p26. 

Elsewhere in this issue, we put the questions to Chris Coxon of Eurocell 

(p30) discussing the current trends in the market and the pressures 

and opportunities facing installers. As Chris explained: “The installers 

who are most successful are the more professional ones. By 

professional I mean those who focus on selling benefits, produce full 

quotations and follow them up, who commit to dates and complete 

projects on time and on budget.” 

FROM 

A 

ONL 

* 

£345 

LY 

per leaf 

Including 

delivery 

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. 

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NOV/DEC 2019 TI3

Contents 

FROM THE COVER 

18 THE RIGHT FIT 

What can installers expect from FIT Show’s new 

annual proposition? We put the questions to 

Show Director Nickie West... 

54 LET THERE BE LIGHT... 

Installers are capitalising on homeowners’ 

demand for rooflights, but is the right 

consideration given to every installation? 

72 BAD VIBES 

Hand Arm Vibration Syndrome is all too 

common in tradespeople – find out what you 

can do to prevent this serious condition 

52 

FEATURES 

16 SUMMIT SUCCESS 

Couldn’t make it to this year’s Glazing Summit? Find 

out what you missed in our report 

26 TOTAL TALK: HANNEY GLAZED 

Hear why Jamie Roach says having a positive attitude 

and great work ethic is key when setting up a business 

30 Q&A WITH CHRIS COXON 

We put the Qs to Chris Coxon on current trends in the 

market and pressures and opportunities for installers 

36 SOFTWARE: BE INDEPENDENT 

With so many installer software packages around, the 

team at Windowlink say it pays to be independent... 

42 BETTER BI-FOLD INSTALLS 

Chris Stretten outlines his 12 steps to ensuring better 

bi-fold installations 

60 ON THE VERANDA 

60 

Want to offer your customers something really different? 

We take a look at how easy AluK’s Veranda is to install 

4 TINOV/DEC 2019 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS 

14 THE VIEW FROM CERTASS 

Jon Vanstone looks at the issues around 

diversity in the glazing sector and wider 

construction industry 

22 BUSINESS FOCUS 

If you can’t raise your prices to increase 

your profits, one option is to lower your costs. 

We take a look at how best to do this... 

28 ORIGIN ADVICE 

Ben Brocklesby looks at the issues around 

ordering and quoting and how installers can 

benefit from Origin’s investment in this area 

SECTIONS: 

WINDOWS 

30 

DOORS 

42 

GLAZED 

EXTENSIONS 

INDUSTRY NEWS 

06 WORRYING SAFETY SURVEY 

67% of construction firms surveyed believe they would 

fail a formal on the spot HSE inspection 

10 EFFECTS OF TOOL THEFT 

The FMB has found that more than three quarters of Britain’s 

builders have been victims of tool theft – but what can be done? 

52 

HOME 

IMPROVEMENTS 

60 

VEHICLES, TOOLS 

& WORKWEAR 

08 

72 



Industry News 

THE BENEFITS OF ADR 

Signposting consumers to a certified 

Alternative Dispute Resolution (ADR) 

became UK law in October 2015, and in this 

digital age some consumers can quickly 

escalate a seemingly minor issue into a big 

problem quite publicly, with the potential 

consequences of reputational damage. 

When dealing with any complaints, if the issue 

can’t be resolved directly with the customer, 

installers are legally compelled to signpost 

consumers to a certified ADR provider and 

inform them whether or not they are prepared 

to use them to deal with the dispute. 

Although the importance of ADR is widely 

recognised, many think of it as a last resort, but 

this is far from being the case. Using mediation 

services drives better outcomes and 

demonstrates a clear commitment to customer 

service. It also helps avoid deadlocks and any 

impact on a business’ reputation. A long, drawn 

out dispute can prove very costly, so it’s 

important to have access to a scheme that is 

fast and efficient. 

Latest figures show the benefits of using ADR 

to reach a fair and speedy resolution. At the 

end of July 2019, QASSS, which operates the 

DGCOS, HIES and HICS membership schemes, 

had an average resolution time of just 4.81 

days, compared to the UK average ADR 

resolution time of 80 days. Furthermore, 

99.02% of complaints were resolved without 

referral to the Ombudsman. 

“We have the ability and in-depth technical 

knowledge to understand situations from both 

sides,” said Charlotte Pilkington, QASSS 

Dispute Resolution Manager. “We have the 

knowledge and experience to be able to help 

consumers and installers to compromise on a 

fair outcome. We provide a reasonable and 

fair resolution to help resolve the dispute in 

full and final settlement and allow both 

parties to move forward.” 

WORRYING FINDINGS FROM SAFETY SURVEY 

A new survey has found that 67% of 

accident reports and site inspections, with 20% 

construction firms believe they would fail a saying that the administrative cost to store and 

formal ‘on the spot’ Health & Safety Executive maintain such records is too large and complicated 

(HSE) site inspection – or they ‘might scrape to manage effectively. 

through’ – because of internal failings in 

One in 3 (38%) lack access to internal reports 

recording and maintaining accurate, up-todate 

health and safety compliance data. 

reminding staff what compliance documents and 

certificates are due for renewal or have expired, and 

The Health & Safety at Work etc. Act 1974 requires 36% say their business lacks a single centralised 

every construction company to keep an accurate, system to store and manage personnel training and 

up-to-date record of all health and safety matters, equipment testing records. 

from personnel training and qualifications to 

Worryingly, nearly a third (30%) of all construction 

equipment maintenance, to site safety and incident 

companies surveyed are not yet meeting ISO 45001 

reports – all to be made immediately available to 

– the world’s first ISO standard for management 

the HSE upon inspection. 

systems of occupational health and safety (OH&S), 

But new study ‘Reducing Risk In Construction’ by introduced in March 2018 to drastically improve 

Safetybank – a digitalised health and safety levels of workplace safety. 

management platform – found that more than a 

Michelle Di Gioia, Partner in the Dispute Resolution 

third (36%) of the 2,000 construction companies 

team at Gardner Leader solicitor said: “It’s vitally 

polled admitted to inaccurately recording health and 

important for companies to keep up-to-date records 

safety compliance matters, with 17% still recording 

of employees’ training, personal protective 

and filing health and safety data by hand. The 

equipment, records of inspection and maintenance 

research panel was an equal split of SMEs (250 or 

of equipment. Do not just pay lip service to retaining 

less workers) and Corporates (more than 250 

these documents; risk assessments and all health 

workers). A quarter of the Health and Safety 

and safety policies and procedures should also be 

Directors, Site Managers and Managing Directors 

well documented, regularly reviewed and updated, 

surveyed say they have poor access to and limited 

with health and safety procedures communicated, 

visibility of compliance records including staff 

understood and recorded. 

training, medical certificates, equipment testing, 

CLC ACQUISITION FOR HULTAFORS GROUP 

The Hultafors Group, which 

Kuny’s Leather brand in 

owns Snickers Workwear, 

Canada – prides itself on 

has acquired CLC. 

developing high quality ‘work 

gear’ that combines 

The leading brand in the 

innovative design and 

USA, CLC is North America’s 

functionality as well as great value for money. 

premier designer, developer and marketer of 

‘work gear’ for professional tradesmen and Peter Dumigan, MD of the Hultafors Group UK, 

women. It’s a product range that includes said: “We are delighted with this acquisition given 

softside tool carriers, nail bags, tool pouches that the CLC ‘work gear’ range complements the 

plus personal protective equipment. Custom Snickers Workwear, Hellberg Safety, Hultafors 

LeatherCraft, or CLC as the brand is more Tools, Solid Gear and Toe Guard safety footwear 

commonly known in the USA – and as the product portfolios perfectly.” www.goclc.com 


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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 

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Industry News 

ASSURED LEADS! 

Director at Leads 2 Trade, Andy Royle (left) and Austin 

Greene, Managing Director of Assure Certification. 

Leads 2 Trade have linked up with Assure 

Certification to offer prospective members 

of their installer network a quicker route to 

become self-certified. 

To become a member of the Leads 2 Trade 

network, all companies must now be certified 

and the link-up provides Leads 2 Trade with 

another great service for installers, as well as 

even more peace of mind for consumers too. 

“At Leads 2 Trade we always have the 

consumers’ best interests at heart,” said Andy 

Royle, Co-Founder and Director at Leads 2 

Trade. “We take the hassle out of having to find 

a reputable, trusted, company by having a 

vetted trading network, that meets the highest 

standards, readily available to customers. The 

profile of our network has changed over the 

years and it’s vital that our members have the 

right certification. So, any applications we get 

from new companies who don’t have a 

competent persons scheme in place we steer in 

Assure’s direction. All installers registered with 

Assure are provided with branded ID cards, so 

homeowners know they are exactly who they 

claim, and they have the appropriate Minimal 

Technical Competences to complete the work.” 

Assure Certification is an official, UKASaccredited 

Competent Persons Scheme 

authorised by the Ministry of Housing, 

Communities and Local Government (MHCLG) 

for the replacement of windows, roof windows, 

rooflights and doors in England and Wales. 

Assure offers an easy application process, a 

technical helpline, while all their inspectors are 

window industry trained. 

KORNICHE ENJOYS FURTHER SUCCESS 

At the inaugural Conservatory & Orangery for Innovation earlier in the year, this award 

Awards, the Korniche Aluminium Roof Lantern cements the Korniche Roof Lantern as best in 

picked up yet another independently judged class – applauded by those who have installed 

award – Best Rooflight and Lantern System the product for its simplicity, strength and 

and, even though not launched yet, achieved a engineering, and now recognised by an impartial 

finalist position in the Technical Innovation panel of industry experts with the judges stating: 

Category for the Korniche Bi-folding doors “We couldn’t fault this product in any way. It ticks 

composite clip-in bead system. 

all of the boxes!” 

The C&O Awards are a response to the continued The Korniche Lantern continues to be well 

growth in consumer demand for additional living received by the consumer – Made for Trade 

space and the high-quality products now 

ensures the brand is highly positioned within the 

available from our industry. 

industry and provides excellent value in 

marketing support. MFT also goes to great 

Made for Trade identified the demand for a 

lengths and expense to build trade partner 

purpose built roof lantern for flat roof extensions 

demand for the Korniche brand by exhibiting at 

which inspired the company to develop the 

Homebuilding & Renovating Shows throughout the 

Korniche – a product that offers the consumer a 

year, with the products also profiled through BBC 

strong yet beautifully proportioned glazing solution, 

renovating programmes and showcased by 

whilst delivering a product for builders, installers 

presenters on social media channels. 

and stockists that is both highly profitable whilst 

being fast and easy to install on site. 

With such a buzz around Korniche Aluminium 

Systems, the company says now is the time to 

Having achieved the Professional Builder Award 

become a Korniche Trade Partner and installer. 

POSITIVE FEELING DESPITE UNCERTAINTY 

A poll conducted at this 

“It was really interesting to see 

year’s Glazing Summit made 

that only 25% of people said 

for interesting reading, with 

that, in their opinion, the state 

more than half of those in 

of the market in 2019 is down 

attendance saying that the 

on last year, considering Brexit 

state of the market in 2019 is 

has provided a lot of 

no worse than 2018. 

uncertainty,” commented 

Andrew Scott, Glazing Summit 

24% of visitors to the one-day 

Founder and CEO of Purplex 

conference also said that it was better than last 

and Insight Data. Brexit has painted a picture of 

year. The results were revealed by the Glazing 

negativity over the whole country, whatever the 

Summit after a successful event at Edgbaston 

industry, so it’s great to see that our industry has 

Stadium and Conference centre which saw almost 

shown a lot of positivity. At next year’s Glazing 

350 industry leaders come together to discuss the 

Summit, we’ll conduct another poll to see how 

challenges the industry faces. Organisers Purplex 

people see the state of the market next year – 

Marketing and Insight Data used Slido, the online 

and I’m sure the results will be equally 

Q&A and polling app, which allowed attendees to 

interesting.” 

take part in several polls and pose questions for 

those on stage through their smartphone. See p16 for more on the Glazing Summit. 


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Industry News 

THE TRUE COST 

OF TOOL THEFT 

More than three-quarters of Britain’s 

builders have been victims of tool theft, 

with some having lost more than £20,000 

worth of tools in the past ten years, 

according to new research by the 

Federation of Master Builders (FMB). 

Key results from the research reveal: More 

than three quarters (83%) of UK builders 

have had their tools stolen; More than one in 

three incidents involved theft from vans 

(38%) and theft from sites (34%); Of 

builders who had tools stolen in the past ten 

years (78%), the most common value of loss 

was £2,500. One in ten builders said that 

they had at least £10,000 worth of tools 

stolen, and 2% said they had at least 

£20,000; When asked how many working 

days builders had lost to tool theft over the 

past ten years, one in three builders (29%) 

said one to two working days and 16% said 

two to five working days. 7% of builders said 

they had lost five working days or more; Over 

a 40-year working life, a builder will typically 

lose £10,000 worth of tools and 6 working 

days to tool theft; Tool theft is taking its toll 

on builders’ mental health, causing 15% of 

builders to suffer from anxiety, one in ten 

builders (11%) to suffer from depression and 

some reported experiences of panic attacks 

and suicidal thoughts. 

Brian Berry, Chief Executive of the FMB, said: 

“Decisive action is needed to tackle tool theft. 

Eight in ten builders report that they have had 

tools stolen before. This is causing mental 

health issues amongst builders with reports of 

depression, anxiety, anger, frustration, stress 

and even suicidal thoughts. The Government 

needs to look into tool theft and consider the 

need for the introduction of tighter regulations 

around selling second-hand tools, and greater 

minimum fines for those convicted of tool 

theft.” More on tools from p72. 

ALUK BACKS BUILDING OUR SKILLS 

AluK is the latest big industry name to partner 

with the Building Our Skills campaign: Making 

Fenestration a Career of Choice. 

Technical Director Nick Cooper, explained: “I first 

became aware of the Building Our Skills 

campaign through conversations with Mick 

Clayton, CEO of GQA Qualifications with whom we 

Academy exemplar facilities, and we look forward 

are an Approved Centre. 

to welcoming students who visit us in 2020, and 

“At the FIT Show in May, I met up with the team to playing our part in encouraging them to make 

managing the campaign and it was immediately Fenestration their long-term career of choice. 

evident that we should get involved. Their drive to 

“I am also delighted to appoint three people from 

try and attract newcomers to the Fenestration 

AluK to become ‘Champions’ for Building Our Skills. 

industry in order to reduce the widening skills 

Darren Burford from our AluK Academy Training and 

gap, and to introduce new and exciting 

Support Department, Leigh Cooper our Academy 

opportunities to upskill the existing workforce, 

R&D Facilities Manager, and Steve Watkins, Head of 

perfectly matches our own outlook on things. 

Projects, will take up these positions.” 

We’re proud to offer our own academy to train 

people on fabrication and installation, so to join in Steph Tague of Building Our Skills said: “It is a 

with them and be partners to their own Practical real sign that you have a credible plan to try and 

Training Academy and the new Inspiring Talent bridge the skills gap when a company of the 

Academy is a really exciting prospect for us. calibre of AluK gets on board and wants to play 

such an active role. We are delighted and can’t 

“We have also committed our Chepstow 

wait to get working with them on the many 

headquarters to be one of the Inspiring Talent 

exciting initiatives that we have going.” 

GGFI REBRANDS AS INSTALLSURE 

Installsure is the new brand for GGFi, the 

specialist insurance provider to the UK glass 

and glazing industry that was created by the 

Glass & Glazing Federation in 2005. 

Professional Indemnity and non-domestic 

Although Installsure will maintain close links with property insurance. All policies issued through 

the GGF and FENSA, the rebrand is designed to GGFi will remain in place and unaltered, as will 

further enhance its position as an Insurance be the organisation’s simple application process, 

Backed Guarantee (IBG) market leader and seamless job registration and IBG cover for 

facilitate the development of a range of new FENSA Approved Installers (as well as all 

insurance products for installation companies of companies registered with alternative CP 

all sizes serving both domestic and commercial schemes). Frank Allain, Director of Operations for 

markets. Installsure will continue to offer the Installsure, explained: “We have big plans for 

established range of domestic and commercial Installsure over the next 12 months as we expand 

Insurance Backed Guarantees, Performance our suite of products and we will continue to offer 

Bonds, and a range of corporate policies including market-leading policies at highly competitive 

Employer, Public and Contract Works liability, rates.” 


Aluminium Bi-Fold 

Doors 

FROM 

ONLY 

£345 

* 

per leaf 

Including 

delivery 

£ 

GET A PRICE 

COMPARISON 

TODAY 

make the 

smarter choice 


UK MAINLAND 

SITE DELIVERY* 

10 

Up to 1200mm sash widths 

Stock colours : White, Black, 

Grey, Grey on White 

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 

WHERE ARE THE ROLE MODELS? 

In his latest column, Jon Vanstone, Chair of Certass, explains why there’s still room for 

greater diversity in glazing and now is the time for the sector to evolve... 

The lack of diversity in the window and door 

industry is no real secret. It creates a lack 

of role models limiting our ability to further 

our collective aim of attracting people from all 

areas of society to our industry. 

People want to see themselves in others and be 

inspired by the potential of what they can achieve 

and who they can emulate. As a Brazilian football 

fan, you would want to play like Pele, as a New 

Zealand rugby fan, you want to emulate the All 

Blacks. Who out there is flying the flag for 

youngsters to aspire to be part of the glazing 

industry? 

For a school-leaver, window installing is a good, 

solid career path and with our growing skills gap, 

there are great opportunities for them in the 

future if they start learning the tools now. It’s a 

relatively low-cost and low-risk start-up 

opportunity for them to be their own boss and run 

a company, plus there is loads of support 

available to them. 

The youth of today come with an energy that is 

out-of-sync with our sector. Technology usage is 

second nature and they see the world as a 

connected sphere, where prejudice is abhorred 

and integrity is paramount. 

For them to join our market we need to break 

down barriers and embrace technology as a 

central facet of our work. Once we’ve done this, 

we need to reimage our perception so 

that when they have those rare 

discussions at home about 

careers, construction in general 

– and glazing in particular – is 

considered a good option. 

Wider appeal 

It isn’t just for the young that diversity is lacking, 

we also need to have wider appeal. 

In the UK, 16% of working-age adults are 

disabled (deemed so by the Equality Act 2010), 

and our industry needs to deliver permanent paid 

employment to this section of society that we 

seem to actively forget. Our lack of inclusion of 

disabled people in proportion to their position 

within society means that people of disability 

struggle to see roles available to them and the 

problem, therefore, continues to worsen. 

The advantages this group of society offer are 

massive and employing disabled people will bring 

fresh ideas and expertise to those companies that 

create the right environment. It was great to see 

Howard Trotter, of Birmingham window & door 

manufacturer Shelforce, talking at FiT Show 2019 

about how Shelforce has benefited from 

‘maximising their unique and diverse talents’. 

Leading the way in employment diversity, 75% of 

Shelforce’s team are disabled workers, and 

Howard’s message was to encourage other 

Left: Jon Vanstone, Chair of Certass. 

companies to take up this inclusive 

approach to recruitment. 

I would recommend to those who 

are interested in improving their 

business and workforce to look at 

the raft of information within the 

Government websites and especially the 

Disability Confident Scheme. 

We’ve seen an increase in the number of women in 

the boardroom in the glazing industry. A few names 

come to mind, including Epwin Window Systems’ 

Clare O’Hara, Samantha Nuckey of Window Ware 

and Tina Moorhouse at Oakland Glass. It was also 

very pleasing to see Alan Burgess hand over the 

reins at Masterframe to the very talented Carol 

Slade, at the beginning of this year. 

This has certainly started to cascade down the 

supply chain, as I know that many fabricators out 

there now have more women working in the 

factories than ever before. I hope this trend 

continues and we see more women working on 

the tools in installation companies. Although it’s 

not just the glazing industry that has had this 

issue – other trades, including electric and 

plumbing, have struggled to attract women. 

Success in our industry needs to be open to all, 

and even though we enter another year of 

economic and regulatory instability, we must 

embrace the positives of fixing our structural 

faults. Too often glazing only pays lip service to 

fixing our problems, but given all that will change 

in 2020, surely we are at the perfect starting 

point to evolve into a better industry for society. 

Contact Certass 

01292 292 095 

www.certass.co.uk 

@CertassLtd 


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Glazing Summit 2019 

GLAZING SUMMIT TACKLES BIG 

ISSUES FOR FENESTRATION SECTOR 

The one-day conference, held at Edgbaston Stadium and Conference Centre, informed, 

educated and connected visitors while tackling the biggest issues the industry faces... 

Almost 350 leaders from across the glass 

and glazing industry descended on 

Edgbaston Stadium and Conference Centre 

for the second Glazing Summit – and hailed the 

event a resounding success. 

Organised by Insight Data and Purplex Marketing, 

the one-day conference informed, educated and 

connected visitors while tackling the biggest 

issues the industry faces, with 98% of attendees 

stating they would attend again. 

And with around 250 people also attending the 

Leaders Dinner in the evening, where former 

Olympic 400 metre runner and World 

Championship gold medallist Roger Black MBE 

provided a hugely entertaining after-dinner 

speech, it was the perfect day. 

It led Justin Ratcliffe, Chief Executive of CAB, to 

comment: “What we’ve had is probably one of the 

most realistic yet dynamic takes on the UK 

fenestration industry and that has been the 

Glazing Summit today.” 

And James Lee, Director of External Affairs at The 

GGF, who was headline sponsor of the event, 

commented: “Congratulations to the Insight Data 

and the Purplex Marketing teams for an extremely 

well organised event from start to finish. You gave 

the industry a tremendous boost with this superb 

event.” 

A step up from last year 

The inaugural Glazing Summit took place last 

year, providing a long overdue space for the 

industry to come together and discuss the biggest 

issues, and it offered solid foundations for 

organisers to build on. 

A total of 25 experts and keynote speakers plus 

Andrew Scott with Roger Black at the Leaders Dinner. 

23 big name sponsors meant that the bar was 

raised, while Edgbaston was given 5 stars out of 

5 as a venue by 55% of those in attendance. 

Audience interaction also went down a storm 

thanks to the introduction of Slido, the online Q&A 

and polling app, which allowed attendees to pose 

questions for those on stage through an app on 

their smartphone. 

Nathan Barr, Managing Director of ODL, 

commented: “It was a one hundred percent 

improvement on last year’s event, with the 

audience interaction and the diversity of 

speakers. 

“I think it’s really important to hold events like 

the Glazing Summit as it’s a really good 

opportunity to get the whole industry together as 

we are all facing very similar challenges.” 

First-class debates 

The packed agenda featured nine discussions and 

debates on stage, with experts from some of the 

biggest companies in the industry tackling 

recycling and sustainability; regulations and 

rogue traders; smart tech and innovation; barriers 

to growth and the skills shortage; plus how to 

maximise acquisitions and whether it’s the right 

time to exit or buy. 

Keynote speakers included RBS Bank Director and 

A number of key issues were debated at the Glazing Summit. 

leading UK economist Neal Parker on the 

implications of Brexit, and top business and 

motivational speaker Adrian Webster on running a 

world-class business. 

“The quality of the people here today was 

fantastic, and all the topical debates have been 

covered well,” commented Russel Yates, 

Managing Director of AluK. “I think it’s important 

for the industry to understand what the future 

looks like and how we get there.” 

Looking ahead 

With such positive feedback, the news that the 

Glazing Summit is to become a regular fixture in 

the industry event calendar will be a welcome one. 

Andrew Scott, Glazing Summit Founder and CEO 

of Insight Data and Purplex, said: “The industry 

needs a space to come together to learn, share 

ideas, thoughts and opinions and the Glazing 

Summit provides that platform. Our challenge 

now is to really push the event on and take it up 

another level next year.” 

Glazing Summit 2020 will take place at the same 

venue next October, with the date to be 

confirmed. 

Further info on the Glazing Summit 2020 

www.glazingsummit.co.uk 


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FIT Show 2020 Interview 

THE RIGHT FIT FOR INSTALLERS 

The FIT Show has moved to annual event; Matt Downs, Total Installer Editor, caught up 

with FIT Show’s Nickie West to hear what installers can expect at the May 2020 event... 

TI: The FIT Show has reverted to an 

annual event – what were the reasons 

behind this, is it because you feel there’s 

enough going on in the market in terms of 

new launches, developments in working 

practices etc. to justify an annual event? 

NW: There is absolutely enough going on in the 

market to justify reverting FIT Show to an annual 

proposition. We saw a raft of new products, 

technology, training routes at FIT Show 2019, so 

much so that we believe an annual platform is 

needed to help installers keep abreast of these 

changes. 

FIT Show very much started out as an annual 

show and we have learnt over the last six plus 

years that this is the formula that works for the 

show, and it’s what’s needed to secure its longterm 

success. 

There are several factors that we took into 

consideration before reverting to an annual 

proposition. And whilst the timing is challenging 

given the economic backdrop, we could not have 

delayed the decision to 2021 – we would have 

risked the future of FIT Show altogether if we’d 

done that. 

We’re conscious that we have a very real need to 

meet amongst installers who cannot wait two 

years to source new products, speak to suppliers 

or keep up-to-date with various training and 

development routes or legislative changes. FIT 

Show delivers all of this – and more – under one 

roof. We’re saving installers time off the tools 

sourcing all of these things individually and giving 

them the added benefit of being able to compare 

products and services, side-by-side. 

TI: I see the real value in exhibitions – but 

what would you say to those who may look 

at them as outdated when compared to 

online, social media and 

other ways of connecting 

with suppliers? 

NW: I couldn’t agree any less 

with the statement that 

exhibitions are outdated 

compared to connecting with 

suppliers via online channels. Nothing 

tops face-to-face interaction or seeing products 

up close and in person. 

Yes, digital and online channels have a role to play 

as a touchpoint in the customer journey, but the 

ultimate goal for any supplier is to have one-onone 

time with customers and prospects. Exhibitions 

create a platform for manufacturers and service 

providers to engage customers and prospects with 

their products and services in person. 

From an installer’s perspective, exhibitions offer a 

one-stop-shop to meet with every link in the 

supply chain at once. Exhibitions reduce the 

overheads of visiting multiple sites and reduces 

the overall research time to reach a purchasing 

decision. They also provide unrivalled learning 

and networking opportunities, exclusive discounts 

and a chance to see the very best industry 

showcase. 

TI: Are visitors able to purchase products 

on the day? And if so, do exhibitors offer 

exclusive FIT Show discounts? 

NW: So many of our exhibitors, from tool and 

workwear suppliers through to massive 

machinery distributors, report record sales on the 

back of FIT Show. We’ll often have exhibitors 

selling everything on their stand by the end of the 

show. We do encourage our exhibitors to create 

exclusive FIT Show offers to deliver a tangible 

benefit for our visitors. These are limited time 

offers and rarely run outside of FIT. 

Left: FIT Show Director Nickie West. 

We launched our brand new 

voucher scheme in 2019 

which saw a good number of 

our exhibitors running offers, 

competitions and giveaways for 

visitors and we are building on this 

for 2020. 

We’re launching a digital voucher scheme for 

2020 which will make the whole process much 

slicker. This is another real benefit of exhibitions 

– we know our visitors are in the purchasing 

mindset and our exhibitors support this by 

developing fantastic FIT Show offers. 

TI: FIT Show is a huge show attracting 

visitors from various different parts of the 

supply chain – how do you set up the 

show so it works for an installer as well 

as a fabricator, as well as a self-builder or 

merchant, as they all have different 

requirements… 

NW: We spend a lot of time researching our 

audience, their wants, needs, barriers and pain 

points to ensure that we deliver a show that 

reflects all of this. For installers, we know that 

offers, demonstrations and learning opportunities 

are of great importance to them. We launched our 

Installer Trail in 2019 to help drive installers 

directly to the stands that had offers just for them 

– be that the latest installer schemes, discounts 

or training opportunities. 

TI: What about exhibitors – you cover so 

many disciplines in terms of product 

offering, are there any new areas you’re 

expanding into for FIT Show 2020? 

NW: FIT Show 2020 will see a bigger focus on 

materials such as aluminium, timber and flat 


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FIT Show 2020 Interview 

glass processing machinery and lifting 

equipment. However, it’s the presence of smart 

home technology that we are anticipating will see 

the biggest increase. 

“Don’t waste time – and money – visiting multiple 

suppliers at different times throughout the year – 

see them all at FIT Show, side-by-side” 

Brands such as Smart Ready, Brisant and MACO 

really set the bar high at FIT Show 2019, but I’m 

predicting that we’ll see it raised even higher in 

2020 in terms of both the stands and the 

advances in technology that are showcased. I’m 

predicting a more prominent display of both 

smart home technology and the use of virtual 

reality (VR) technology as a mechanism to bring 

projects and products to life for homeowners. 

And it’s not just our exhibitors that are embracing 

technology. As event organisers we are constantly 

looking at ways to enhance the show experience 

for our exhibitors and visitors. We’ve implemented 

new scanning systems to help capture data and 

have added the ability for people to register for the 

show via social media to speed up the process. 

We’re also going to be making our seminars more 

interactive by introducing audience polls and 

have been exploring beacon and app technology 

as a further mechanism to engage with our 

audience and help them get the most out of the 

show when they’re on site. 

TI: Last year’s show had strong installer 

focus, how will you develop this for 2020? 

NW: We know that time is precious and that time 

at FIT Show means time off the tools for installers. 

It’s absolutely vital that the show delivers value 

for everyone that visits and it’s our job to plan the 

right show features, attract the right brands and 

content to meet the needs of our core audiences. 

We spend a lot of time planning and developing 

every element of the show to do just that. 

Exclusive show offers, a new and improved 

Installer Trail, increased demos and refreshed 

content are just some of the things that installers 

can expect when we open the doors on FIT Show 

2020 next May. 

TI: How is the seminar programme 

developing? What topics will you be 

shining a light on for installers? 

NW: We are once again working with 12th Man 

Solutions to help develop the learning 

programmes for FIT Show 2020. The 2019 

programme was CPD certified for the first time, 

the quality of content and speakers was the best 

yet, but we are committed to building on this for 

2020 and beyond. 

2019’s learning programme was made up of over 

20 hours of learning content, with 50 sessions that 

were developed to reflect the wants and needs of 

the industry, as well as our broadened audience. 

Much like 2019, sessions at FIT Show 2020 will 

tackle key industry issues such as the skills gap, 

mental health in construction, legislative 

changes, eco developments and smart 

technology. The schedule will offer practical 

advice through workshops, business clinics and 

practical product demonstrations. 

TI: There’s a real push to professionalise 

and raise standards across all sectors in 

construction; what role do you feel 

exhibitions can play in this? 

NW: There is so much contradictory information 

out there in terms of which qualifications are 

required on site, what the best training routes 

are, how to retrain or upskill. FIT Show is the best 

platform to bring together all of the key training 

providers, professional bodies and industry 

experts to collaborate, advise, debate and 

showcase the various options for installers. 

Our Skills Thursday launch in 2019 created a 

stage for the skills debate and this will return in 

2020. We want to represent all of the key training 

and qualification providers and are working 

alongside the likes of Building our Skills, the GGF, 

FIT for Trade, GQA, FENSA and Certass to ensure 

that we are delivering the right content for our 

audience and showcasing all of the routes that 

are available to them. Anything that raises 

standards and quality across the industry should, 

and will, be supported by FIT Show. 

TI: Do you feel the glazing sector is slowly 

changing some of the outdated 

perceptions the public and in some cases 

clients / building owners might have of it? 

Or are we still some way off? 

NW: I believe that we have come a long way from 

the cliched ‘double glazing’ image of the early 

2000s. The prominence of social media and 

review platforms such as Check A Trade, Google 

Reviews and such-like have made it very difficult 

for brands to deliver a poor service without the 

homeowner taking control and shaming them on 

these channels. 

The recent TV campaign by FENSA is a great 

example of how we, as an industry, are pushing to 

raise standards and to create trust and 

transparency with homeowners. There are so 

many fantastic companies out there and we must 

work together to shine a light on the poor ones 

with the aim of eradicating them altogether. 

TI: If it comes to a toss-up between 

earning money on a project or visiting an 

exhibition, most installers would opt for 

the former, but what would your message 

be to attract them to the FIT Show 2020? 

NW: My message to installers about the reasons 

to take time off the tools to visit FIT Show 2020 

are very simple; FIT Show is your one-stop-shop 

to meet with every link in the supply chain at 

once. Don’t waste time – and money – visiting 

multiple suppliers at different times throughout 

the year – see them all at FIT Show, side-by-side. 

Further info on FIT Show 2020 

www.fitshow.co.uk 

@fitshow 


NEC BIRMINGHAM 

12-14 MAY 2020 

JUST GO 

FOR IT 

YES... FIT’s happening again and 

you can’t afford to miss it 

+ Bring your products and services to life 

+ Connect with your customers 

+ Do business with the whole supply chain 

All this, and more, under one roof... 

Visit: 

fitshow.co.uk 

or email sarah@fitshow.co.uk 

#GoFIT2020

Business Issues 

BUY WISELY AND CUT COSTS TO 

PROTECT YOUR BUSINESS 

Despite the economy in many parts doing better than expected – even with Brexit still 

rattling around – times are still hard for some. But as profit is in general terms a function of 

margin, one option if you can’t increase your prices is to lower your costs. Total Installer 

takes a look at how to do this correctly with your regular financial outgoings... 

Money talks 

In an age when cash is king, you need to see 

what you can do to bring your cash outflows 

down. This means checking and 

benchmarking any financial agreements that you 

have for insurance, bank borrowing and even 

card acceptance. It’s well known – and the 

Financial Conduct Authority started an 

investigation into this at the end of October 2018 

– that insurance companies charge loyal 

customers more than those that continually shop 

around. Looking at card processing, alternative 

suppliers known as independent sales 

organisations buy up capacity from the 

organisations (not necessarily the banks) that 

actually provide the services and sell it on to their 

customers at a discount. Seek quotes from the 

likes of Handepay and Paymentsense – they 

reckon that they can save firms up to 40% on 

standard processing fees. 

Talk to your suppliers; if you’re cash positive, 

consider seeking discounts for paying bills early – 

this reduces suppliers’ risk of your non-payment 

and speeds up their cashflow which might get you 

a few extra percent off invoice values. With bank 

interest not worth having, this could pay 

dividends handsomely. 

Consider also taking a lead from manufacturers 

who operate just-in-time delivery processes 

aimed at keeping their stock levels to the 

minimum. For them it’s about less cash tied up in 

inventory and less storage space required. 

Granted firms need to hold some materials, but 

nevertheless, (say) 10% less stock is less 

working capital tied up. 

In bulk we trust 

Don’t buy-in consumables on 

an ad hoc basis; buy in 

bulk. And 

standardising your 

purchasing can 

save substantial 

amounts, not 

least in bulk 

discounts. Work 

out how much is 

being used every 

quarter, and order to 

ensure you have enough to 

avoid emergency re-orders. 

“Rethink your receipts. 

Can you send them by 

email? Not only do you 

save on print you’ll be 

building up a database 

that can, with consent, 

be marketed to” 

Be aware, though, that many products have a 

limited shelf life. Printer ink cartridges come with 

a use by date so keep this in mind when buying. 

Also, for printers that are out of warranty, it may 

be worth considering compatible rather than 

original replacements. By way of example, a full 

set of HP953XL CMYK cartridges will set you back 

around £100 on Amazon but a compatible (third 

party) set is just £34. 

Allied to this, when replacing printers, don’t just 

look at the cost of the printer – 

consider the price of the 

cartridges, which is far 

more significant over 

the life of the 

machine. 

Also, rethink your 

receipts. Can you 

send them by 

email? Not only do 

you save on print 

you’ll be building up a 

database that can, with 

consent, be marketed to. 

Don’t buy new 

Another area to make savings in is the acquisition 

of equipment. Take your computers – do you 

really need to buy new? Most manufacturers offer 

factory outlet products for items that have been 

returned as ‘faulty’ and fixed or which have been 

used for a short period and then returned under 

consumer rights law. Apple, for example, typically 

offers 15% off. Dell does something similar. 

You might also consider using open source 

software instead of Microsoft Office. Microsoft 

software does have its advantages but isn’t 

cheap. Open Office and Libre Office, for instance, 

are freely downloadable on the internet without 

cost, and provide word processing, spreadsheet, 

database and presentation functionality similar to 

Microsoft Office which costs £9.40/month/user 

for Office 365 Business Premium. They are 

continually being developed and upgraded, and 


“You may be tempted to cut down on 

marketing spend – don’t! While it may save cash 

in the short term, the reality is that if customers 

cannot find you because others are shouting 

louder, you will, in the long run, lose far more than 

you’ll ever save” 

while there’s not a paid for support desk, 

dedicated forums usually provide quick, useful 

answers. 

Go green 

Your utilities – lights, aircon and heating – are a 

huge expense. Invest in low energy bulbs 

everywhere and put those backrooms on 

movement detectors. Similarly, do you really need 

the aircon on at all times? If possible, put 

equipment that generates heat in places where 

you can turn off a radiator – don’t put it where 

the aircon box is. Don’t forget to power down any 

unnecessary equipment when you close – many 

have standby timers that can be set to maximum. 

All of these options will help lower cost. 

Talk can be cheap 

Your phone and broadband lines will be another 

expense, so check every year to ensure you have 

a competitive deal – the best deal may include 

both voice and broadband. One option is to move 

away from a standard phone line to a VOIP – 

voice over the internet – service. This can be a 

particularly good option for smaller businesses, 

since many VOIP providers can give you a 

package which includes quite sophisticated voice 

mail and call handling services. 

The same applies to company mobile phones. 

Benchmark providers each time a contract comes 

up for renewal – threaten to leave by demanding 

a PAC code and see what deals the network offers 

to keep your business; you’ll be surprised. 

Save on premises 

Some of the areas examined above may help 

save cash, but one of your biggest costs relates 

to the premises you occupy; see if your landlord 

will help with reduced rent or at the minimum, no 

“One of your biggest 

costs relates to the 

premises you occupy; 

see if your landlord will 

help with reduced rent 

or at the minimum, no 

further rent increases” 

further rent increases. In most towns there are 

enough rental voids to concentrate their mind – 

after all, 80% of something is better than 100% 

of nothing. Advice from a professional (lawyer or 

surveyor) is critical as you don’t want to 

jeopardise your position or break your lease at the 

wrong time. 

Business rates is another key cost to examine, 

especially after the 2017 revaluation. The rules 

on appeals changed at the same time as the 

revaluation. In essence, under Check, Challenge, 

Appeal, you get one go at the process and so 

need to put in effort in the early stages. See 

https://www.gov.uk/guidance/how-to-checkyour-rateable-value-is-correct 

for more on the 

process. Again, find a good ratings surveyor via 

https://www.ricsfirms.com to offer advice. 

Save money on archival space. Have a throw-out 

day for information you don’t need to keep. Yearsold 

information that has to be kept for regulatory 

reasons can be taken offsite and stored in selfstore. 

Alternatively, scan the paper and discard 

what you don’t need. 

Keep shouting! 

You may be tempted to cut down on marketing 

spend – don’t! While it may save cash in the 

short term, the reality is that if customers cannot 

find you because others are shouting louder, you 

will, in the long run, lose far more than you’ll ever 

save. 

Invest 

While it’s prudent to keep costs in check, it’s just 

as wise to invest in your business. Luckily, HMRC 

makes this a little less expensive. 

Take repairs or improvements to the premises for 

example. There are tax rules that apply to repairs 

(say repairing damaged doors or repainting the 

interior) and a different set of rules that apply to 

improvements (such as putting in a new stud 

partition). 

There’s also help available for expenditure on 

capital equipment (tills, computers etc.). In the 

recent budget the Chancellor increased the 

annual investment allowance (AIA) from 

£200,000 to £1m when purchases are made on 

or after 1 January 2019 until 31 December 2020. 

Granted, an independent won’t spend anything 

like that amount, but nevertheless, the AIA is a 

valuable form of tax help. 

Advice from an accountant will help you navigate 

these processes and how to make best effect of 

the deductions. 

“Your phone and 

broadband lines will be 

another expense, so 

check every year to 

ensure you have a 

competitive deal – the 

best deal may include 

both voice and 

broadband” 



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TI Talk Q&A 

“YOU HAVE TO WORK HARD AND 

PUT IN SOME LONG HOURS” 

We sat down with Jamie Roach, Director and Technical Manager at Hanney Glazed in 

Oxfordshire, who explained amongst other things, why having a positive attitude and great 

work ethic is important when setting up a business within the glazing industry ... 

TI: What was your path into the glazing 

sector and to your current position? 

JR: It all began when I was handed a leaflet at 

the tender age of 15 to do some work experience. 

After that, I decided that when I left school, I 

would work in the glazing industry. I started 

working with local companies and then did some 

sub-contracting before taking the plunge and 

starting up on my own. 

TI: If you had one piece of advice about 

starting a glazing installation business, 

what would it be? 

JR: Always go in with a positive attitude and have 

a great work ethic. Don’t always expect the work 

to come to you – you have to work hard and put 

in some long hours to build up a good reputation. 

TI: Tell us about a current 

project you’re working on… 

JR: We are currently working on 

a solid roof conversion. This 

project consists of removing an 

existing conservatory roof and 

the frames – and disposing to VEKA 

Recycling where they recycle end of life 

uPVC windows and doors. 

The old conservatory roof is being replaced with a 

“Short days and dark 

evenings really do 

restrict your working 

day when you’re an 

installer” 

Left: Jamie, Dawn and their trusty 

companion Barley! 

Victorian Equinox Solid Roof, 

which has been supplied by 

Eurocell. Included in this job, 

we’ll be installing a new 

aluminium roof frame onto a 

fresh new white PVCu conservatory 

and a set of French doors, supplied by 

Windoormate. 

The aim is to get a good finishing point each day 

so we start fresh the next day. We always get the 

area weatherproof for our customers so we’re not 

leaving their homes open to the elements. 

Externally, we are installing plywood boarding, 

waterproof membrane, complete with new 

leadwork, and installing Composite Chestnut 

Tiles, new white fascias and brown guttering. 

Internally, we insulate using 150mm Celotex, 

internal battens, prepare with plaster boarding 

and finish with plaster. The customer has 

requested a couple of additional things, such as a 

VELUX roof window, electrical work, including a 

dimmer switch, and pendant and MDF window 

boards. 

Above: Jamie loves working on garden rooms: “they always look amazing and can completely transform a garden.” 

“What’s hugely 

satisfying is finishing a 

job where the property 

has gained a stunning 

new look or uplift – I 

love doing bespoke 

garden offices” 


TI: You must have worked on some 

difficult projects over the years. Does one 

in particular stand out? 

JR: Yes, one job does stand out but I always tell 

myself that you have to put it all down to 

experience and move on. In this industry, you 

have to take the difficult jobs with the easier ones 

and always learn from the positives and the 

negatives. What’s important is always trying to 

serve the customer in the best way possible and 

that’s what we try to do. 

TI: What about difficult customers? Any 

situations that stand out that you can tell 

us about?! 

JR: We aim to deliver a good service and always 

deliver until the job is complete and our 

customers are satisfied with the works we have 

carried out. Thankfully, we have a good team and 

we all feel very loyal to our customers, old and 

new. 

TI: What’s the most frustrating thing 

about your job? 

Above: Examples of the Hanney Glazed team’s work: “we have a good team and we all feel very loyal to our customers” 

“The aim is to get a 

good finishing point 

each day so we start 

fresh the next day” 

JR: I have three – is that allowed? My phone, my 

surveying tablet and my loyal FATMAX tape 

measure! 

busy work load and really need longer, lighter 

days to get everything done. 

TI: How has 2019 been and are there 

reasons to be positive for 2020? 

JR: The start of the year was really good for us 

here at Hanney Glazed. We are now in new 

premises and this has taken a lot of pressure off 

Dawn and I as we had been working from home. 

JR: The most frustrating thing about my job is 

that there are simply not enough hours in the day 

– or months in the year! In this industry, there’s 

always something keeping me on my toes, but I 

guess that’s why I love what I do. 

TI: And the most satisfying? 

JR: What’s hugely satisfying is finishing a job 

where the property has gained a stunning new 

look or uplift. I love doing bespoke garden offices 

– they always look amazing and can completely 

transform a garden. 

TI: What’s your most important tool as a 

glazing installer, either in the office or on 

site? 

TI: What’s the best social media platform 

for your business? 

JR: Ask Dawn! She’s a Director and Office 

Manager at Hanney Glazed. She looks after all our 

social media platforms such as Twitter, Facebook 

and Instagram. 

All I know is that our Facebook page is really 

good as we have more than 900 followers. Dawn 

does a great job engaging with people in our 

local area. 

TI: What’s the biggest issue currently 

affecting you as an installer? 

JR: Short days and dark evenings really do 

restrict your working day when you’re an installer. 

It can be extremely frustrating when you’ve got a 

I’m delighted to say that 2019 has been a really 

good year for us and the business. We are now 

firmly established in the area and have a good 

reputation with returning customers and 

continuing support. 

We already know that the beginning of 2020 is 

going to be busy and that makes us immensely 

happy. Already our diary has two large 

installations booked in and by 

November/December we should have a few more 

jobs to keep us busy until spring. 

Contact Hanney Glazed 

01235 869101 

www.hanneyglazed.co.uk 

@HanneyGlazedLtd 



Ordering and Quoting 

INNOVATING THE ORDERING PROCESS 

Ben Brocklesby, Director at Origin, a leading manufacturer of aluminium bi-folding, sliding 

and residential doors and windows, talks to us about Origin’s online quoting system and 

discusses how installers can benefit from the company’s commitment to innovation. 

Innovation is an important part of the glass 

and glazing industry. For manufacturers like 

Origin, it keeps us competitive in a busy 

marketplace and ensures we continue to stand 

out from the crowd. 

As technology continues to advance, a 

manufacturer’s quest for an increasingly 

‘connected’ business grows every day. That being 

said, it is important to know the difference 

between being ‘smart’ and implementing 

unnecessary systems to appear cutting-edge. We 

base every decision on what is going to help 

streamline our processes and make our partners 

and installers’ lives easier. 

“By simplifying the 

ordering process, 

installers are saving 

time on admin and 

turning orders around 

in record time, leading 

to improved 

productivity and sales” 

In practice 

With this in mind, we introduced our own online 

quoting and ordering system – Origin Sale Safe 

(OSS) – which was designed and developed inhouse 

to streamline the ordering process and 

make it ‘smarter’ for partners. The system allows 

installers to build whole customer projects, rather 

than quoting on individual 

products. This means that all 

the information on each 

customer is kept in one 

place, removing the need to 

have multiple orders and 

quotes pertaining to one 

customer. 

It also means that if a returning customer is 

undertaking another building project, their 

preferences are already saved, removing the need 

to search and re-enter this information. The 

flexibility of Origin’s manufacturing schedule has 

the added benefit of enabling changes to be made 

right up to the moment the order is physically 

made. 

By simplifying the ordering process, installers are 

saving time on admin and turning orders around 

in record time, leading to improved productivity 

and sales. In fact, when using the OSS system, 

installers and Origin partners are able to quote 

and order an entire project in less than five 

minutes. 

By ‘connecting’ the orders directly to the Origin 

factory floor, the chance for human error is 

removed and the ordering process is sped up 

even further. We have found that this has led to 

an increase in installer satisfaction and 

engagement, resulting in greater productivity and 

partner recommendations. 

“The goal is to have most of the manual 

processes digitised and automated within the 

next five years, connecting the partner and Origin 

even further” 

Ben Brocklesby, Director at Origin. 

Continue to innovate 

Innovation is not something 

that you do once and then 

move on to the next ‘big thing’. 

There are always ways of tweaking 

and improving our offering to bring it 

further in line with what our partners want and 

need. With this in mind, we recently added a new 

gable quoting mechanism to OSS that uses 

trigonometry to accurately calculate the 

measurements on gable window orders. This 

further ensures no errors are made during the 

ordering process. 

Similar to the addition of the gable calculator, we 

have further plans for OSS. We foresee it having 

an in-depth dashboard where installers can view 

all activity in one place, from quoting and 

ordering through to production, deliveries and 

payments. The goal is to have most of the manual 

processes digitised and automated within the 

next five years, connecting the partner and Origin 

even further. 

In summary 

We are striving to better the gold standard of 

service that we offer to those involved with us, 

and OSS has helped us with this. By 

revolutionising the ordering and quoting process, 

we are able to minimise the time spent on admin 

by installers and ensure greater profitability and 

sales opportunities. 

Contact Origin 

0808 291 5131 

www.origin-global.com 

@Originbifolds 


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CERTIFICATE 17/5463 : ROSS ROOF GROUP

Q&A: Eurocell 

“CUSTOMERS WANT TO DEAL WITH 

BUSINESSES THEY CAN TRUST” 

Total Installer puts the questions to Chris Coxon of Eurocell, discussing current trends in the 

market, pressures and opportunities for installers and so much more... 

TI: How has 2019 been and all things 

considered, what can we expect in 2020? 

CC: 2019 has been another phenomenal year for 

us with very strong growth, both on the profiles 

and branch sides of our business. We recognise 

that it’s not been the same for everyone, so we’re 

fortunate. 2020? The truth is who really knows? 

especially until the B-word is sorted out. We will 

carry on launching new products, opening new 

branches and advancing the cause of PVC-U. 

TI: Your products are utilised in a number 

of sectors including new build, 

residential, commercial and 

refurbishment. Which sectors are 

performing well at the moment and where 

has the growth been this year? 

CC: It’s a real mix. We’re still seeing growth in 

New Build through taking market share and 

Refurbishment is performing better than 

expected, helped by more branches. New product 

ranges have helped too, especially our Coastline 

cladding which is exceeding all expectations. 

TI: You operate the Eurocell installer 

network. How is this going and what sort 

of benefits does it present to installers 

and the end user? 

CC: Getting the set-up right has taken a while, 

but we’re pretty much there now. Equinox tiled 

conservatory roof and Window installers have 

been our first priorities and we’ve got around 350 

on board for these. Plus, we’re extending 

Windows into New Build & Commercial as well. 

The main benefit to installers is our ability to 

bring them business from our lead generation 

activities, branch network expansion and project 

specifications. SELECT installers are first in the 

queue to benefit from these. As we make the 

supply chain slicker 

we’ll see more repeat 

business. Plus, 

we’re partnering 

with FENSA and 

Certass so we don’t 

create extra admin for 

installers. 

“I think there is more 

recognition that 

installers hold the keys 

to consumers, but that 

they also need 

support” 

TI: What are some of the key challenges 

facing your installer customers? 

CC: Getting business in will always be first 

priority, but they are also feeling the skills 

shortage. In some cases an inability to find good 

fitters is holding back growth, plus the 

construction industry has a bit of an image 

problem when it comes to attracting young people. 

For small owner operators approaching retirement 

age, what do they do with their businesses? 

TI: I feel in construction in general there’s 

a greater focus on the installer / operative 

now more than ever. Is this something you 

recognise and if so, is it more important 

for installers to make use of the support 

that is out there, whether that be from 

suppliers or Associations, events etc? 

CC: I think there is more recognition that 

installers hold the keys to consumers, but that 

they also need support. Associations are fine, but 

it’s commercial support that installers need most 

and I sometimes wonder how geared up 

Associations are to deliver 

this. Events are tricky to 

justify the time 

investment installers 

need to be confident 

that they’ll benefit from 

them. As someone 

working in Marketing, I 

get inundated with invitations to events. The truth 

is very few are actually worthwhile. Suppliers like 

us can deliver support on a practical level, but we 

need to – and plan to – do more. 

TI: In what is an extremely competitive 

market, how has your relationship with 

your Installer customers developed in 

recent years? Have their demands in 

terms of support changed? 

CC: I like to think that we’re closer to our installer 

customers now, although there’s always room for 

improvement. We’ve certainly got a better 

understanding of issues affecting them, their 

needs and wants, from research and customer 

feedback loops. Our lead generation has grown 

significantly. The SELECT approved installer 

programme is ensuring that installers benefit 

from this. Demands have remained pretty 

consistent around commercial and training 

support if product availability is excluded. 

TI: The homeowner is more knowledgeable 

about the products and materials installed 

on their properties – has this put pressure 

on installers’ communication skills and 

how they interact with homeowners? Has 

how they present themselves become 

more important? 


“By professional I mean those who focus on 

selling benefits, produce full quotations and 

follow them up, who commit to dates and 

complete projects on time and on budget” 

CC: Without a doubt. Homeowner expectations 

are rising because their house is their biggest 

asset and they want to maximise its value, as 

well as create a comfortable and desirable place 

to live. So the installers who are most successful 

are the more professional ones. By professional I 

mean those who focus on selling benefits, 

produce full quotations and follow them up, who 

commit to dates and complete projects on time 

and on budget. There’s a wide range of 

technology available to support those things 

now. 

TI: What about the product range they are 

able to offer in terms of colours, styles 

and finishes – has this become even more 

important? 

CC: Yes, but perhaps not as much as you might 

think. Most companies offer wide colour ranges 

now, but the reality is that most of them don’t sell 

in volume because most homeowner choices are 

conservative. One or two trends dominate 

instead. Anthracite Grey is a classic example – 

it’s everywhere! 

TI: Wider apertures and slimmer 

sightlines still seem to be a real trend for 

homeowners – what are some of the key 

considerations installers should make 

when choosing solutions for wider 

openings and installing these types of 

products? 

CC: Besides aesthetics, security and energy 

efficiency are on homeowners’ shopping lists. 

PAS24 capability is therefore important to give 

peace of mind about security, along with low U- 

values or high WERs/DERs ratings. Innovative 

features, like the soft close sash on our new 

Syncro patio door system also make products 

more desirable – so easier to sell. 

Regarding installation, start with accurate 

surveys! Bigger openings make for more 

expensive mistakes. If you’re not sure, consult 

your fabricator or systems company. Likewise, 

make sure that manufacturers’ installation guides 

are followed carefully, rather than assuming that 

all products are the same. Bi-fold doors can 

require precise adjustment to operate smoothly, 

for example. Unfortunately most site call-outs we 

go to are installation issues. 

TI: You offer a broad range of products. 

How important is it for the installer to upsell 

and diversify their offering? What sort 

of problems or challenges should 

installers be aware of when diversifying 

their offering? 

CC: It’s vital as markets evolve and mature, 

because customer wants and needs change. Ten 

years ago tiled conservatory roofs didn’t exist. 

Now they are the go-to replacement roof. But 

installers need to know how to fit them to a high 

standard, otherwise there are problems. We’ve 

seen some horror shows. That’s why we’re 

offering free training workshops to all SELECTapproved 

installers nationwide. Not all 

opportunities require specialist technical 

knowledge though – outdoor living is a rapidly 

growing market and fitting fencing and decking is 

straightforward for a seasoned installer. 

TI: As a company, you’ve been very vocal 

on sustainability and recycling – how 

“Outdoor living is a 

rapidly growing market 

and fitting fencing and 

decking is 

straightforward for a 

seasoned installer” 

“Trust is a huge issue 

for homeowners when 

choosing an installer. 

After all, it’s big money 

they are spending, so 

they are entitled to a 

quality job” 

does this impact on installers and what 

should they be looking out for both from 

their suppliers and as businesses 

themselves? 

CC: The first point is that sustainability is a great 

message for homeowners. But from research 

we’ve done, we believe many installers aren’t 

communicating it. So we’re trying to give 

installers the tools to do this, from making sure 

sustainability information is on our website and 

in all our product literature, to producing our new 

eBook called Sorting It, which is a more in-depth 

information guide about why and how PVC-U is 

sustainable. If installers understand and promote 

sustainability, they will win more jobs; it’s as 

simple as that. 

TI: Do you feel the glazing sector is slowly 

changing some of the outdated 

perceptions the public and in some cases 

clients / building owners might have of it? 

Or are we still some way off? 

CC: There’s still work to do. Trust is a huge issue 

for homeowners when choosing an installer. After 

all, it’s big money they are spending, so they are 

entitled to a quality job. We still hear lots of talk 

about lowest price being the most important factor 

and some of the direct selling tactics still being 

used aren’t helping that. But I believe that if we 

sell service and product benefits properly, price 

becomes less of an issue. And customers want to 

deal with reputable businesses that they can trust. 

Contact Eurocell 

0333 005 6525 

www.eurocell.co.uk 

@eurocellplc 



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One of Britain’s FASTEST GROWING fabricators of PVCu 

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Installation Efficiencies 

MARGIN CALL: MAKING IT EASIER 

FOR INSTALLERS TO FIT & SAVE COST 

Total Installer reports on how Residence Collection installers could cut fitting costs by a third, 

through non-glass bonded installation efficiencies. 

The team behind the Residence Collection 

say it has singularly transformed the PVC-U 

market more than any other in the past 

decade, creating a new market – the flush PVC-U 

casement. Its combination of traditional period 

design without the maintenance has struck a 

chord with homeowners. 

The opportunities are there to add margin; R9 

has aspirational end-user appeal – things 

which contribute to its significant market 

potential. R7 and the contemporary R2 tapping 

into the same. 

So why do installers have, according to 

commentators, a ‘love-hate’ relationship with 

elements of the collection? “It’s the weight. Pure 

and simple”, explained HWL’s Mark Haley. “The 

average handling weight of R9 window is around 

100kg – because if it’s mechanically jointed, it 

has to be glass-bonded. 

“That means you need a two-man fitting team, 

when if it was frame only, you’re 

looking at a standard fit and one 

person to do the job.” 

Innovation in R9 

manufacture 

Fabricating R9 since 2013, Mark 

argues that one of the key barriers to 

entry for installers was the belief that its 

weight as a glass-bonded product made it 

difficult to fit. 

“Don’t forget, we were mechanically-jointing and 

glass-bonding R9 the same as everyone else for 

four years or more, so we know first-hand what 

“It’s very simply about 

removing weight from 

the install, making it 

easier for installers to 

fit” 

Left: Mark Haley, HWL Trade Frames. 

our customers liked about it 

and what they didn’t – and 

that was weight in handling”, 

Mark continued. 

This prompted HWL’s decision to 

pursue a solution. Working in partnership 

with the Residence Collection, HWL has driven 

innovation in R9 manufacture through the 

ground-breaking application of Timberweld 

manufacturing technologies. 

This has given the leading R9 fabricator an 

almost unique capability in the UK to butt weld 

R9, R7 and R2 window sashes inside and out, 

replicating the aesthetic delivered in a traditional 

90° mechanical joint. 

“You’re replicating the traditional 90° external 

and internal butt weld inside and out – it’s not 

one side and then a mitre. It’s 90° both sides, 

every time”, explained Mark. 

“The only difference between a 90° welded R9 

window and a mechanically jointed one is the 

strength the manufacturing process delivers 

means that it doesn’t have to be glass bonded. 

“It’s very simply about removing weight from the 

install, making it easier for installers to fit 

because it allows R9 to be glazed on-site in the 

same way as any other PVC-U window. That 

makes a two-man job a one-man job – and gives 

installers back margin.” 

Cost savings 

Cost modelling by the trade fabricator suggests 

that this could lead to approximate savings of as 

much as £120 per day or £360 on an average 


Simpler replacement of damaged units 

Mark added that non-glass bonded R9 also 

delivers benefits to the end user, making 

replacement of damaged units straight-forward 

because they aren’t glass-bonded into place. “If 

a unit needs replacing, you replace it in the 

same way as you would a standard unit”, he 

said. 

“That’s a very positive message to the end-user. 

We have customers who have one business 

against other R9 installers because homeowners 

have researched the specification, understood the 

benefits of R9 but also the downside to glassbonded 

product, and based their purchasing 

decision on it.” 

three-day install. 

“If you’re paying per window say £50 per 

opening, you could be looking at as much as 

£500 back on a three-day fit on an average 

property with 10 windows and doors – that goes 

straight back on to your bottom line”, Mark 

enthused. 

He argues that it’s installation which is where 

installers lose margin, with complexities 

associated with fitting glass-bonded R9 products 

also adding time on installs. 

“If you’re fitting a window with a fixed-sidelight, 

it can be a headache as you have to fix past the 

unit into the frame. If you catch it, which can be 

very easy to do, you’ve lost the unit. And that’s 

another cost which can make your install 

unprofitable.” 

Fully tested solution 

Delivered in partnership with the Residence 

Collection, HWL’s non-glass bonded R9 window 

has gone through a rigorous test programme. 

This included being put through its paces in a 

series of initial tests by independent testing 

house Exova in early 2018. The BS EN 6375 - 1 

Weather Test results, completed on a side hung 

option returned an Exposure Category of 1600, a 

Class 3 Air Permeability Rating (600pa); a Class 

“He argues that it’s 

installation which is 

where installers lose 

margin” 

9A (600pa) Water Tightness Rating; and top 

Class C4 (1600pa), resistance to wind. 

These were followed up by PAS24 testing, again 

by Exova and in partnership with Residence 9, in 

summer 2018 for mechanical load and manual 

intervention testing, also returning a pass. With 

further tests on top-hung options completed at 

the end of August. 

With testing completed, HWL’s application of 

Timberweld sash-welding technologies was 

included as an approved method of manufacture 

in the R9 technical manual in summer 2019. 

“Getting rid of the requirement to glass bond R9 

delivers so many savings and efficiencies. We 

knew how good the window was, but we needed 

an audit trail of proof”, said Mark. 

“The benefits are immediate. As an installer you 

can buy your glass from whoever you normally 

buy your glass from, but most fundamentally, you 

take weight out of the installation, making it 

simpler quicker and reducing cost.” 

A key driver of growth in PVC-U 

window supply 

The premium and higher value products remain 

key drivers of growth within the window and door 

sector, with a 1.2% increase in the market 

overall to 6.82m frames, outstripped by the 

increase in installed value of 5.5% to £2.38bn. 

Driven according to analysts in no small part by 

demand for foils (up 45% since 2013) and 

timber-type jointing, which reached 131,000 

frames – about 2% of the total at the last count 

(Palmer). 

“We aren’t the cheapest supplier of R9. Our 

customers make their margin on installation 

efficiencies, not by compromising on quality. 

Everything we use, hardware, gasket – it’s 

supplied through Residence Collection, we aren’t 

swapping it out for anything else to lower 

production costs”, Mark continued. 

“It’s about delivery of those installation savings. 

We make handling simpler and easier, take-out 

cost and deliver margin. Supplying non-glass 

bonded R9 and R7 and R2 with a 90º joint adds 

value throughout the supply chain”, he 

concluded. 

Contact HWL Trade Frames 

0113 244 9006 

www.hwlwindows.co.uk 

@hwltradeframes 



Installer Software 

MAKE SURE YOUR SOFTWARE 

WORKS SMART & HARD FOR YOU 

The experts at Windowlink explain why when it comes to your software, they feel 

independent software is the best choice for installers… 

Software packages for installers are popping 

up all over the market. From fabricators 

investing in easy-pricing software, to 

separate composite door designers and CRM 

systems, window and door software is starting to 

become a minefield. 

As an industry, historically we’ve been quite slow 

to embrace new technology, but as more people 

are adopting digital at home, they are becoming 

more open to incorporating it into their 

businesses too. More installers than ever before 

are using online quoting software to get prices for 

jobs and CRMs to keep track of customer 

relationships. 

The issue is how to get all this information to 

work together in the best way for an installer’s 

business so that they can reduce paperwork and 

admin time and focus on the important things – 

getting the products installed, keeping customers 

happy and bringing in new leads. 

At Windowlink we feel the best way to do that is 

with independent software. 

Software: no dark art 

Software is no dark art. Tech is developed to 

solve a problem, make a task quicker, remove 

opportunities for human error, make tedious tasks 

less, well, tedious. 

Investing in software is a really positive step for a 

business to make. Think about when you 

introduced accounting software into your 

business; probably something like QuickBooks or 

Xero. How much time and effort did it save you on 

admin, working out taxes and getting paid? You 

probably now don’t give it a second thought and 

using it comes naturally to you, because you’re 

comfortable using it. It’s the same for all other 

software programmes. 

We understand that price is a big 

factor for SMEs looking for 

software systems to help 

manage their businesses. Of 

course, many fabricators are 

investing in these packages and 

rolling them out free-of-charge to 

customers for a few reasons. One is to 

encourage installers to only sell their products 

and the other is to make their internal estimating 

operations more streamlined. 

The problem is that many installation companies 

multi-source, preferring one supplier for PVCu, 

another for aluminium bi-folds and a third for 

solid conservatory roofs. Plus, if companies are 

using a separate CRM system and then managing 

fitting teams’ workloads through a calendar app, 

it’s a lot of different places where you are trying 

to manage your business effectively. Wouldn’t it 

be easier to have it all in one place? 

That’s what we thought when we had the idea for 

Kestrel. 

Independent, bespoke software that 

doesn’t cost the earth 

Our independent software package has been 

designed so that you can manage your whole 

business, end-to-end, in one place. 

As with installers’ businesses, it begins with a 

lead. Customer details and call-logs are managed 

in the Kestrel system, making it easy to follow 

them up. Once the appointment’s booked, Focus 

and Vector window, door and conservatory 

software packages are used to design and quote 

for the job. 

Windowlink offers the Kestrel software 

package which takes care of all the 

pricing, paperwork and customer 

facing side of the business, 

enabling the installer to get on 

with installations. 

They are each 

personalised to your 

product range, no matter 

where you buy from, and 

configured with your own pricing 

structure so that you can easily create branded, 

accurate quotes for customers. Once they’re 

happy, the software lets you create a contract and 

have your customer sign digitally. 

From here, a job card is created in the task 

manager and order forms can be sent to 

suppliers. Then, the diary function shows when 

fitting teams are available and installation dates 

can be booked. Working like the old T-card 

system, once one part of the process is 

completed in the task manager, the next step is 

triggered and everyone in your team gets 

personalised alerts, so nothing is ever missed. 

Creating this one-stop shop for installation 

companies makes it easier to consolidate internal 

processes and streamline managing the 

business. Online designing, accurate pricing, 

detailed quotes, keeping jobs on track, ensuring a 

smooth installation and getting paid – all in one 

place. That can only be achieved with 

independent software, and that’s why it’s the 

best choice for installers. 

Contact Windowlink 

01452 348575 

www.windowlink.com 

@windowlinkltd 

36TINOV/DEC 2019 

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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

Window Updates 

LONDON’S CALLING! 

Masterframe has launched its unique London Sash and Frame system. 

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

It is perfect for replacing timber windows with an arched exterior and square interior, commonly found in Victorian buildings in London 

and the surrounding areas. The exclusive system shares all the benefits of Masterframe’s Vintage Collection and means that installers 

don’t have to rely on finding a bespoke design to achieve this window style. Ray Rabett of Masterframe explained: “We were first 

approached about this window style when a customer was replacing windows at Guildford High School. The existing sash windows were Masterframe has launched the 

London Sash and Frame system. 

square internally, but arched externally, and there wasn’t a solution on the market for a like-for-like replacement. We worked with them 

to deliver a solution for the project, but soon realised that this wasn’t a one-off. There were plenty of buildings around the London area that had this window style.” 

Masterframe now produces CAD drawings for each individual window specifying the PVC-U London Sash and Frame to ensure complete accuracy. High-quality 

panelling is then shaped by Masterframe’s team to fit each individual aperture and sprayed to give an exact colour-match to the sash window. Fully trained 

fabricators piece this panel with the window for a stunning finish. London Sash and Frame is faster to install than traditional arched windows and made 

bespoke to fit the original architecture. It’s an ideal option for conservation areas, as the authentic design offers incredible aesthetics, with white wood foil and 

a colour-matching paint spray service available. www.masterframe.co.uk 

INFINITY COLLECTION’S NEW SITE 

Dekko Window Systems has launched a brand-new, dedicated website for the Infinity 

Collection – www.infinitywindowcollection.com. 

Dekko’s popular Infinity Collection has a brand-new 

premium website. 

The new, consumer-facing website showcases absolutely everything Infinity has to offer, including 

the marquee Infinity Flush Sash. Fully responsive and optimised to work across devices, the new site 

is designed to provide homeowners with all the information and support they need. Alongside 

product details, homeowners can download brochures and get inspired by a full gallery of quality 

Infinity installations. www.infinitywindowcollection.com 

OPTIMA MEETS PROJECT NEEDS 

Profile 22 Optima sculptured windows were specified and commissioned for 39 new build homes 

in Snedshill, Telford. 

The window specification was for a RAL 7016 Grey on White sculptured profile that could achieve an 

overall U-value of 1.4 W/m2K. Secured by Design accreditation was a requirement as was PAS24 / 

Part Q compliance. Lovell Partnerships awarded the window contract to Profile 22 Approved Window 

Contractor Select Windows, and Select tendered for the contract with Profile 22’s Optima Sculptured 

Window because it more than met the requirements of the project. www.profile22.co.uk 

FRAME FIXINGS WITH BENEFITS 

With a design specifically for British wall construction, StarFix masonry screws from window 

and door fastener specialist Rapierstar could help installers achieve a better all-round result 

in less time and without generating unnecessary plastic waste. 

The StarFix masonry screw range is available from 

window and door distributors across the UK and Ireland. 

StarFix fasteners are designed for quick and easy installation, requiring only a 6mm or 6.5mm pilot 

hole through the frame, reinforcement and brickwork before the screw can be driven into place. This 

saves times as there is no need to drill to accommodate a plug or anchor and plastic waste is 

reduced too – a hot topic for consumers at the moment. www.rapierstar.com 

38 TINOV/DEC 2019 


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

Window Updates 


STELLAR’S A CLEAR WINNER 

In June, Clearview Glaziers were one of the first fabricators to manufacture Stellar, the brand new aluminium 

window and door system from Epwin Window Systems. 

Four months on, Robin Squibb of Clearview Glaziers is delighted with the results and reported: “We have found the 

Stellar window and door system a breath of fresh air to fabricate. It seems like aluminium windows should have 

always been this way. No horrible adapters everywhere just clean, neat lines. It really is straightforward to 

manufacture. We are delighted.” 

But it isn’t just the fabrication process where Stellar is delivering for Clearview. Robin said: “We have offered our 

customers choice between some of the highest branded names in the aluminium game, but they have chosen the 

Stellar system every time due to its clean, modern aesthetics. This has put us way ahead of the competition and in The Stellar Aluminium system from Epwin. 

a crowded market, this is great news for our business and our customers.” Robin concluded: “As a company we are 

aiming to try and make our aluminium products as large as our PVC-U offer. We feel confident that we will achieve this because of the quality of Stellar and 

the support of Epwin Window Systems.” www.stellaraluminiun.co.uk 

RAPIDE SUCCESS FOR INSTALLERS 

Polyframe has furthered its alliance with Yale with the announcement that the Yale Rapide lock is now available 

across Polyframe’s entire range of PVCu windows. 

Yale Rapide lock is available 

on Polyframe’s PCVU range. 

This development means that installers and homeowners can now upgrade their hardware specification to Yale’s Rapide 

lock on any of the five window systems fabricated by Polyframe and qualify for Polyframe’s homeowner guarantee – the 

‘Polyframe Protection Promise’. Richard Lee of Polyframe said: “The Polyframe ethos is all about delivering the very best 

for installers and homeowners with the broadest choice of PVCu profiles, a market leading homeowner security guarantee 

and trusted hardware. www.polyframe.co.uk 

LUCKY NUMBER 7 FOR INSTALLERS 

R7 is proving to be the perfect replacement PVCu window, boasting a number of design features 

and performance credentials such as a flush inside/outside innovation. 

Product performance and exquisite good looks are all part 

of The Residence Collection and R7 features three different 

glazing beads including decorative, staff and square. 

Having been borne out of the R9 window, it shares the same sightlines, yet with a frame depth of 

75mm it is perfectly suited for the middle market. Innovation is prevalent throughout the product 

which boasts seven chambers for outstanding energy efficiency and the offer of seven different 

substrates across twenty different colour combinations. 

www.residencecollectiontrade.co.uk 

CONSERVATION CALLS MET 

Over 500 Profile 22 Optima Flush Casement Windows were installed in a private housing 

development in Whalley Range, Manchester, situated near a local conservation area. 

The contract for the windows and doors in the development was awarded to Profile 22 Approved 

Contractor Kingfisher Windows. Jonny Reynolds, Technical Director at Kingfisher Windows, said: “The 

Optima Flush Casement Window offers the perfect solution for developments in areas protected by 

conservation orders that need a window that replicates the 19th-century timber window design, 

whilst offering modern features and benefits.” www.profile22.co.uk 



JADE & SPECTUS DELIVER 

200 Spectus Flush Tilt & Turn Windows were specified and installed in the construction of 44 high quality 

social housing properties for Crawley Borough Council. 

A former depot in Southgate Crawley, the 22 houses and 22 flats were situated in a high-profile location and 

aesthetics of the development was vital. Architecturally, a contemporary interpretation of the Crawley ‘new town’ 

style was specified, with mainly brick elevations, using a palette of three colours, and windows with reconstituted 

stone surrounds on the buildings at the entrance to the site. Spectus Flush Tilt & Turn Windows were specified 

with Spectus Approved Window Contractor Jade Window and Door Specialists appointed to manage the fabrication 

and installation of the 200 anthracite grey windows the project required. 

200 Spectus Flush Tilt & Turn Windows were 

installed at this social housing site in Crawley. 

The flush, urban, modern appearance of the windows delivered the aesthetics required. The tilt and turn functionality ensured safety and practicality across all 

the buildings, but in particular the two and three story blocks of flats. The development was situated near several busy roads, which meant acoustic glazing 

was required on some elevations. Jade Window and Door Specialists worked closely with project contractors to ensure the windows’ glazing met all the 

standards required. www.spectus.co.uk 

GOLD, SILVER & BRONZE AWARDS! 

Victorian Sliders has taken gold, silver and bronze at this year’s National Fenestration Awards. 

Victorian Sliders took the top spot in the Vertical Sliding Window Company category with an emphatic 

52% of the vote. The company came second in the extremely competitive Fabricator category, and 

were third-placed in the PVC Company category. Victorian Sliders’ new Managing Director Andy Jones 

commented: “It goes without saying – we’re absolutely delighted with the NFA results, especially 

since it’s the first time we’ve been nominated. We supply over 3,000 trade customers every year, and 

we’d like to thank all that took the time to vote for us.” www.victoriansliders.co.uk 

HY-SPEC VALUE FOR INSTALLERS 

HY-SPEC 25 was launched earlier this year at the FIT Show to great acclaim, as a next generation 

hybrid sealant for the installation of windows and doors. 

HY-SPEC 25 is more flexible than typical silicone 

sealants, is solvent free and for installers it also provides 

a class-leading shelf life of 18 months. 

With a new in-line tinting facility for Hodgson Sealants in Hull, the company is now making this defining 

new product in white, black, grey, anthracite grey and brown and there’s even a new product video to 

support the launch. Gary Thomas, Commercial Director, commented: “HY-SPEC 25 is a genuine game 

changer for the sealant sector. We’ve made this available in five colours initially which we’ve carefully 

colour matched, including an accurate RAL 7016 for anthracite grey.” www.hodgsonsealants.com 

HERITAGE PRAISES ‘SUPERB SYSTEM’ 

Heritage Trade Frames switched to Optima when Profile 22 launched the system in 2016. 

Optima consists of several fully integrated systems, 

including a Sculptured System & Flush Casement System. 

The Bolton-based trade fabricator has seen steady growth year-on-year ever since. Phillip 

Cresswell, Sales and Marketing Manager at Heritage Trade Frames, said: “Optima is a superb 

system on every level. There’s no doubt that the system has helped us to achieve this consistent 

growth – it offers our customers everything they’re looking for, which makes it an easy system to 

sell.” 

www.profile22.co.uk 



Step by Step 

HOW TO FIT ALUMINIUM BI-FOLDS 

Chris Stretten, Sales and Marketing Manager at AluFoldDirect, gives his top tips for fitting 

aluminium bi-folding doors. 

When it comes to fitting aluminium bi-folds, there’s a few tips to remember that will make the process more straightforward. Just remember, it’s a bit 

like flat-pack furniture – follow the steps in the right order, and you’ll get it right first time. AluFoldDirect delivers bi-fold doors in 1 week unglazed, 2 

weeks glazed, so you can build the opening and order from survey for a perfect fit. 

Before you begin 

• Check the size of the opening against the bifold 

door outerframe. 

• Make sure you’ve got all the components you 

need – cills, add-ons, gaskets, trickle vents, 

packers. 

Twelve steps to better bi-fold fitting 

1Set the cill in the required position, 

ensuring a 4-inch DPM is in place under 

the cill. It is good practice to bed the cill on 

silicone. Make sure that the cill is absolutely 

level. 

2Fix through the back edge of the cill into 

the brickwork. 

3The bi-fold can now be positioned on the 

cill and in the opening. Use packers in the 

corners to hold the bi-fold in place and to 

ensure it remains level, plumb and square. To 

check the outer frame is square, measure the 

diagonals. There should be no more than 1 to 

2mm difference between them. 

4Remove the threshold gasket and fix the 

frame to the cill (you will need to 

countersink the fixings). 

5Fix the outer frame into the brickwork up 

both sides, the first fixing must always 

occur within 150mm of each corner and at 

no more than 600mm centres. Do not overtighten 

fixings. Packers should be used around 

the fixings to prevent distortion of the frame. 

6Remove the top outer frame gasket and fix 

the head of the outer frame into brickwork 

or steel above – again you will need to 

countersink the fixings. Packers should be used to 

prevent overtightening of the frame. Double check 

the diagonals to make sure they are still equal. 

Check that all door leafs are working correctly 

and smooth running. 

7Prior to glazing, ensure that the door and 

the T bar are locked. Remove the glazing 

beads from the first leaf. 

8It is vital that all leafs are ‘toe and heeled’ 

correctly. Failure to toe and heel correctly 

will result in the doors not operating 

properly. Using the glazing packers supplied, pack 

the bottom corner of the hinge side and the top 

corner of the opposite side. 

9Lift the glass into place and fit extra packers 

where required to take up any slack. Refit 

the glazing beads. Check the measurement 

between the door leaf and the outer frame, this 

should be 12mm at the top and the bottom. 

the push-in gasket. To ease 

fitting, the gasket should be dipped 

10Fit 

in warm soapy water, particularly if 

it’s cold. Overstack the gaskets to allow for a 

small amount of shrinkage. The gaskets are 

designed to be a tight fit. Repeat steps 7-10 with 

remaining leafs. Re-fit the threshold gasket and 

top frame gasket. 

the magnets with the fixings 

supplied. Magnets to be fitted 

11Install 

between the leafs when the leafs 

are open. 

If you remember any five things – 

remember these… 

1: Soak the gaskets in a bucket of warm 

soapy water. 

2: The cill must be installed 100% level. 

3: Fully toe & heel every sealed unit, this is 

crucial to stop the sashes from dropping. 

4: Install threshold gasket last. 

5: It is vital to ensure that the bi-fold is 

fitted level, plumb and square and that it is 

toe and heeled correctly. Failure to do this 

will mean the doors will not open or close 

correctly and the locking mechanism might 

not work. 

seal internally and 

externally, clean down. 

12Silicone 

Every aluminium bi-fold door delivered by 

AluFoldDirect comes with a free installation 

guide, to remind fitters of the steps. If you’re 

looking for some practical help on fitting 

aluminium glazing, AlufoldDirect offer free 

installation training at the AluFoldDirect 

Aluminium Installer Training Academy. See below 

for contact details: 

Contact AlufoldDirect 

01706 260700 

https://alufolddirect.co.uk 

@AluFold 


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Aluminium Bi-folds 

MEETING CONSUMER DEMAND 

With USPs in short supply and the market increasingly crowded, how do you find an 

aluminium bi-fold with genuine retail USPs? John Leary, Sales and Marketing Director 

Emplas, feels he has the answer... 

As the aluminium bi-fold market continues 

to grow, it is increasingly congested, if not 

crowded. The positive is that aluminium 

accounts for 59% of all bi-fold sales. This 

reportedly compares to just 24% for PVC-U, 14% 

wood and 3% composites (Palmer). 

The other side of the coin in this case is that the 

number of fabricators supplying into it, is also 

growing. 

What is perhaps even more startling is that 68% 

of all aluminium bi-folds go into the already 

competitive home improvement market, making 

retail the critical market place for aluminium bifolds. 

“That figure is pretty stand-out”, says John Leary, 

Sales and Marketing Director Emplas. “For most 

products you’re looking at a split of around 60/40 

home improvement and new build/commercial. 

With more than two thirds of all aluminium bi-fold 

doors supplied into retail, it’s a key market. 

Below: Emplas offers the Luminia– or F82 aluminium bifolding 

door – from ALUK. 

“That’s a massive positive – consumers want 

aluminium bi-folds – but the problem is an ageold 

one: maintaining margin, with the industry 

edging perilously close to over-supply.” 

Emplas started manufacture of its new 

aluminium bi-fold door in May this year. A 

departure from its core PVC-U manufacture, its 

choice of system is the F82 from ALUK. 

The F82 aluminium bi-folding door – or Luminia – 

was launched by ALUK in 2017, designed to tap 

into end-user demand within the aluminium bifolding 

door sector but at the same time, offering 

USPs within it. 

“We could have manufactured any system”, 

continues Leary. “We chose the F82 because it 

offered us – and more importantly our customers 

– a series of USPs in retail, as well as 

commercial sectors. 

“As a new system, the F82 has been designed to 

tap into the key drivers within the aluminium bifolding 

door market. This includes slimmer 

sightlines; improved hardware; ultra-smooth 

operation – but most importantly, thermal 

efficiency. 

“This is something which has been an ‘Achilles 

heel’ for the bi-fold sector up until now. In 

addressing it head on, you have a distinct 

message at point of retail.” 

This is Luminia’s key USP, although by no means 

its only one. It offers strong thermal performance 

with U-values of 1.4W/m²K with a double-glazed, 

unit and as low as 0.9W/m²K when triple glazed. 

“Consumers are incredibly switched on to the 

environment and thermal efficiency as part of a 

much larger movement”, Leary continues. “If you 

compare Luminia to standard aluminium bifolding 

doors with U-values of 1.6 W/m²K or even 

1.7W/m²K it offers a step change in thermal 

efficiency.” 

Accommodating larger spans and individual leaf 

width of up to 1200mm, Luminia also maximises 

the glazed area of the door, heavy duty rollers 


INSTALLERS, what shape of window 

are you looking for today? 

Shaped Aluminium Windows are Childsplay with 

Watch the video here: 

www.alufolddirect.co.uk/aluminium-shapes 

01706 260700 

info@alufolddirect.co.uk 

www.alufolddirect.co.uk

Aluminium Bi-folds 

deliver effortlessly smooth operation and 

individual sash weights of up to 150kg. 

It does this without compromising on aesthetics 

with slim, symmetrical sightlines on the frame, 

cill and jamb of only 97mm and only 122mm on 

the door meeting, creating a clean and 

contemporary picture frame effect. 

“The equal-sightline, which defines Luminia, are 

also distinct, giving the system a very clean 

architectural aesthetic and are very much a 

stand-out feature in retail. The picture-frame 

effect is immediately clear once pointed out to the 

end-user. 

“In a sector of the market where aesthetics are 

key, it’s another significant selling point”, he 

argues. 

This architectural attention 

to detail is also 

evidenced in ALUK’s 

patented ‘T’ 

handle. This sits 

completely 

flush with the 

frame, using 

the simple push 

out system to 

operate, leaving 

sightlines 

uninterrupted. ALUK has 

also applied this treatment to the 

flush traffic door handle, in addition to the 

minimalist design of hinges. 

In addition to its enhanced levels of thermal 

efficiency, Luminia is also fully tested to PAS24, 

meeting the demands placed on it by Part Q of the 

Building Regulations, giving it further reach in the 

new build sector. 

Finish, according to Leary, represents another 

critical strength. The product of multi-millionpound 

investment, Luminia employs a 

sophisticated flash anodising pre-treatment to 

create an unsealed anodised layer of aluminium 

oxide, which not only forms an enhanced 

substrate for the powder coating process, but 

“It delivers on aesthetics but underpins 

that with exceptional performance 

offering multiple and distinct USPs 

in a retail environment” 

also prevents 

filiform corrosion. 

The net effect is 

that powder coated 

surfaces are more 

stable but also delivered 

to a marine grade finish as 

standard. This is supplied by 

Emplas in white, grey, brown and black 

as standard, plus any RAL colour on special 

order. All finishes are guaranteed for 10 years. 

“It takes a little bit of explaining, but it’s again 

a poignant message for the consumer. We can 

offer not only a high degree of flexibility of 

finish, but that finish is manufactured using an 

almost unique process in the UK”, Leary 

continues. 

“It was these innovations which drove our 

decision to manufacture the F82. We weren’t in 

bed with an aluminium systems company 

already. We didn’t have to manufacture it. We 

were starting with a blank sheet. 

“This allowed us to judge the bi-folding systems 

on the market on the basis of their appeal in a 

retail environment, and for us Luminia won hands 

down. 

“It delivers on aesthetics but underpins that with 

exceptional performance offering multiple and 

distinct USPs in a retail environment.” 

Contact Emplas 

01933 685744 

https://emplas.co.uk 

@EmplasWindows 


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Step by Step 

WHEN IT COMES TO FIRE DOOR 

SAFETY, DON’T FORGET THE FOAM 

Fire safety has shot right back to the top of the agenda in recent years, and, as an industry, we’re 

united by the desire to get it right. That’s why at illbruck we’re such big fans of initiatives like Fire 

Door Safety week, which took place back in September – anything that helps raise awareness and 

raise standards has to be a good thing. 

But we’re also keen to shine a light on one of the lesser appreciated – yet extremely important – fire 

safety products; fire-rated foam. When it comes to fire safety, doors get all the attention. But a fire door 

without the right foam isn’t going to offer very good fire protection at all. By sealing the gaps around a 

fire door at installation, outstanding fire-rated foams like our own FF197 help keep flames at bay for 

longer – and are a breeze to use, too. 

Here’s how easy it is to apply; 8 steps to a successful FF197 application: 

1First, you need to vigorously shake the can 

of foam at least twenty times to get it 

moving. 

2Next, make sure the gap around the door 

you’re fitting is clean – we all know how 

dusty your average building site can get, 

and for the best results, the surface you’re 

working with needs to be as clean and greasefree 

as possible. A thorough wipe-down with a 

cleaning cloth will do the trick. 

3Once it’s clean, it’s important you make 

the gap around the door frame slightly 

damp. The foam cures better when it 

comes into contact with a moist substrate. A 

spray bottle filled with water will make quick work 

of it. 

4That’s the preparation sorted – now it’s 

time to introduce the foam. Take a nozzle 

and twist it on to the can of FF197 for easy 

assembly. Now you’re ready to apply it. 

5Start applying the foam to the gap around 

the door with a steady hand. It’s just like 

using the silicone gun. Take it slow, and 

you’ll quickly be applying it like a pro. 

6While you do so, watch the flow rate – too 

much foam and you’ll make a mess. Not 

enough, and the finished fire door won’t 

offer the required level of fire protection. 

7Once you’ve finished applying it, wait for 

an hour, after which it should’ve set firm. 

“A fire door without the 

right foam isn’t going to 

offer very good fire 

protection at all” 

8Don’t worry if it starts to bulge out of the 

gap around the door frame as it sets – 

that’s natural, and you can get a nice neat 

finish if you carefully trim away any excess foam 

with a sharp knife. 

And once you’ve done all that, your fire door is 

ready to go! You don’t need any specialist 

equipment, and there’s no need for intumescent 

seals – standard ones will do perfectly. 

Really, that’s FF197’s greatest strength. Yes, it’s 

tested to BS EN 1366-4 and 1634-1, meets BS 

476-20 and 22 standard, and can help a door 

keep back flames for at least an hour (hence why 

we call it our One-Hour Defender) – but most of 

all, it’s incredibly quick and easy to use. 

It doesn’t have to be difficult to offer outstanding 

fire safety. With the minimum of tools and 

equipment and our very fetching pink foam, you 

can offer exceptional fire protection in no time. 

Contact Illbruck / Nullifire 

02039 171 776 

www.nullifire.com 

@illbruckUK 


Style & elegance 

with Rio flush 

fit windows 

Your home is the heart of your family, creating 

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Windows. Reinvented for modern life. 

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Door Updates 


TOP SPEC COMPOSITE DOOR 

Euroglaze, REHAU’s longest standing UK fabricator, has launched what it is calling the ‘perfect’ range of composite doors 

for its trade customers. 

All of the new doors in the Euroglaze range feature a REHAU outerframe and a Doorco slab, with a Mila hinge, Maco locking system 

and Fab & Fix hardware. There are a wide range of styles being offered, with standard colours available on 10-day lead times and 

nationwide delivery offered direct from the company’s Barnsley factory. 

Euroglaze has put together 

Glen Park, Euroglaze’s Operations Director, explained:“This is a competitive market and we know that our customers, and those what it says is the perfect 

composite door spec. 

who buy from the trade outlets we supply, want a good quality, fit and forget door which won’t cause them any snagging or 

remedial problems. The door slabs we have chosen are available in either a woodgrain finish to replicate timber or a 

smooth/etched finish to replicate aluminium. They incorporate an LVL (Laminated Veneer Lumber) subframe to provide strength and rigidity with minimal 

thermal expansion and contraction even under the UK’s increasingly extreme temperature variations and a PU foam core which reduces heat loss and 

guarantees a high level of thermal performance. The new doors meet the requirements of PAS24 and, if glazed, feature EN12150 compliant toughened glass 

with a 10-year manufacturer’s warranty, so that trade buyers and their retail customers can enjoy complete peace of mind.” www.euroglaze.co.uk 

MOISTURE BARRIER CUTS CALL-BACKS 

The unique Moisture Barrier System (MBS) from Endurance Doors dramatically improves long-term performance 

and eliminates the damaging issue of water ingress to the foot of a solid timber composite door. 

Over the years, this development from Endurance Doors has dramatically reduced the number of call-backs for 

their installers and consequently is helping increase the amount of referral sales. The MBS is a blown, recycled 

PVCu section that is extruded in-house and has been specifically designed to be bonded at the base of all of their 

timber composite doors, prior to edgebanding and the careful bonding of the PVCu CoolSkin. 

www.endurancedoors.co.uk 

PATIOMASTER ON THE RIGHT TRACK 

PatioMaster North West has reported strong sales growth for Triple-track patio doors in the last 

twelve months. 

PatioMaster’s Triple-track door: The Triple-track door offers 

25% more open space compared to a conventional sliding 

door. 

Phillip Cresswell, Sales and Marketing Manager for the North West PatioMaster division, said: “The 

trend for wide apertures and large expanses of glass has never been stronger. We have seen a 

constant demand for Triple-track doors as installers take advantage of the growth in the market from 

homeowners looking to create the open-house feel that is so on trend and which a Triple-track patio 

door can deliver.” www.patiomaster.co.uk 

CADDY LOOKS TO KUBU PRO 

Caddy Windows has become one of the first Kubu Pro Installers. 

“We chose Kubu over other smart locks on the market 

due to its affordability to the customer.” 

Caddy Windows, who buy all of their windows and doors from official Kubu launch partner Emplas, will be 

installing Kubu equipped doors as standard. Nick Caddy, Sales & Marketing Director at Caddy Windows, 

said: “We’re really excited to be taking on the Kubu lock. Like us, Kubu is a very innovative product so it 

works well with the ethos that we have here at Caddy Windows.” The Kubu lock is fitted to all doors that 

Caddy Windows buy from Emplas and Caddy will install the door, fit the lock, connect the lock to the Kubu 

App and Home Hub, and set these up for the customer to use. www.avantis-hardware.com 


VBH GB HAS GOT YOUR NUMBER! 

VBH GB has added more choice to its own-brand greenteQ Suite with new Kappa numerals and 

letters, available in numbers 0-9 and letters A-D. 

Stylish and hardwearing, the new door furniture is made from corrosion-resistant stainless steel and 

comes in a choice of 10 finishes, including contemporary brushed stainless steel and the new Enduro Steel 

and Antique Black, to complement all door styles. At 3” high, the numerals are clearly visible but don’t 

dominate or detract from decorative features on the door. 

VBH Managing Director Simon Monks said: “We’re constantly innovating and expanding our greenteQ suite 

to give VBH customers an edge over their competitors. Our new Kappa numerals and letters are another Above: The greenteQ numerals and letters range. 

great addition to the range. They come in an impressive choice to suit both contemporary and traditional 

doors, and are backed by our 10-year corrosion and mechanical guarantee for extra peace of mind. Each 

set comes in a sealed bag with colour-matched fixings to make ordering and installation as simple as possible.” 

www.vbhgb.com 

INSTAGRAM STAR ‘LIKES’ VIRTUOSO INSTALL 

Instagram cleaning sensation Lindsay Turford – known as dazlincleaning – has opted for Virtuoso Doors to 

upgrade the front and back doors at her home in Worcestershire. 

Above: Instagram star Lindsey 

with her new Virtuoso door. 

“We’ve lived in the house for 12 years now and the original timber doors were past it. It was time for a change, but I’m 

notoriously choosy and didn’t want to pick the wrong doors,” says the cleaning guru, who has a staggering 40,000 

followers on Instagram. “I’d been sharing my story on social media and heard about the composite doors from Virtuoso 

Doors. As soon as I saw them, I knew that these were the doors for me!” Lindsey opted for the Kingston A2 cottage style 

composite door in Pebble for the front door and Crafton composite door in white for the back. www.virtuoso-doors.co.uk 

SILKA’S CENTRE STAGE AT QUALITERE 

There was no doubt right from the start where Qualitere Windows was going to put its new Apeer Silka smooth 

skin door. 

Silka comes in anthracite grey, 

light grey, black and cream. 

“From the second we saw it at the FIT Show, we knew it was going straight into our prime spot,” said owner Martin Harris. 

“We want people to walk in and straight-away say ‘wow!’ We have always aimed to show homeowners something they 

can’t get anywhere else and that’s just what Silka can do for us – there really is nothing else like it.” Martin says the 

Apeer composite door range has always been a favourite with customers, with many commenting on how much warmer 

and quieter they are. www.apeer.co.uk 

EVERGLADE’S GRAND ENTRANCE 

Everglade Windows has launched its Designer Doors range to help installers create 

remarkable entrances for homeowners. 

Everglade’s doors have a 10-point locking and are resistant 

to 80kg of pressure, helping to achieve PAS 24. 

Coming in a range of styles across the Traditional, Cottage, Vintage and Modern ranges, the Designer 

Doors allow installers to cater for customers looking for contemporary designs for completing striking 

renovations, to traditional options to create a grand entrance. Bhavik Dabasia, of Everglade Windows, 

said: “Aluminium Designer Doors from Everglade Windows have been specifically created to help 

installers offer a realm of possibilities and truly impress homeowners.” www.evergladetrade.co.uk 



Roof Lanterns 

A LIGHT AND BRIGHT FUTURE 

With a focus firmly on product innovation, Robin Baker, MD of the Aperture Group core 

business, explains why Roof Lanterns will continue to be an important element of an 

installer’s portfolio into 2020, plus what Aperture has to offer the market in this sector... 

The trend for home extensions that open up 

our homes and allow in more light, 

continues to grow. A popular solution is the 

installation of a roof lantern on a single storey flat 

roof extension. 

Aperture Group has witnessed this trend firsthand 

with continued demand for our Stratus Roof 

Lantern. It’s a particularly popular option because 

not only does it meet the more discerning 

consumer’s high expectations for aesthetics and 

performance, it’s also immensely installer 

friendly with a host of easy-install features. 

Ticking all the boxes 

Stratus was designed to meet the demand for 

sleek lines and a contemporary finish while still 

delivering outstanding performance in terms of 

thermal efficiency and longevity. Designed from 

scratch, the aluminium system is home to an 

innovative thermally broken system to provide the 

very best in energy efficiency. This makes sure 

that the extension space keeps cool in the 

summer and warm in the winter. In fact, the 

innovative thermally broken system with a 

polyamide thermal break makes it up to 65% 

more thermally efficient than 

conventional aluminium roof 

systems. 

We spent a lot 

of time getting the 

aesthetics right too – 

with a ridge that’s 66% 

smaller than standard systems for 

a truly stunning finished appearance. 

We also created purpose designed cappings 

to keep sightlines to a minimum and manufacture 

the stratus roof in a choice of 2 hard-wearing 

exterior powder coated finishes. The system is 

also now available with a new internal grey 

finish. 

Easy to install 

The diligent design and development team at 

Aperture are confident they have created 

something special with our Stratus Roof Lantern, 

but of course it doesn’t matter if it ticks every box 

Images show the Stratus Roof Lantern. 

and more for the consumer if it’s not fitter 

friendly. That’s why just as importantly, 

throughout the entire design process we had our 

installers very firmly in mind. 

In addition to making the 

system itself easy 

to install, we 

have also created 

an easy to use step by 

step guide to installing the 

roof lantern, with clear 

instructions and images to 

accompany each stage of the process. 

To ensure installers and builders have everything 

they need in their armoury to compete in the 

home extension market, the Stratus Roof Lantern 

is also available in a Contemporary design, a 2- 

way and a 3-way design so that every size and 

style of project can be catered for. 

Stand out from the crowd 

Selling and installing roof lanterns is nothing new, 

but the market is as busy as it’s ever been with 

more discerning consumers researching an array 

of different roof lantern products that offer 

varying features and benefits. Installers need to 

be confident in the product they’re selling and in 

the ease of installation to really maximise the 

opportunities the Lantern can offer our industry. 

We believe Stratus has everything you need and 

more to do exactly that. Keep your eye out for 

future Stratus developments too. 

Lookout for our Stratus Roof Lantern step by step installation guide for installers in the Jan/Feb issue of Total Installer magazine. 

Contact Aperture 

01623 443200 

www.aperture-trading.com 

@GroupAperture 


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Rooflight Specification 

KEY KNOWLEDGE FOR INSTALLERS 

The growing popularity of flat roofs is generating new opportunity in rooflight supply, but are 

installers up to speed on their specification? Total Installer talks to Mark Norcliffe, of 

Cornwall Glass, who says perhaps due consideration isn’t being given to every installation… 

Flat roofs offer almost immeasurable design 

flexibility, which is why they make up a 

growing percentage of home extensions. 

More often than not, their design incorporates 

rooflights, something which commentators 

suggest is a bonus for the window and door 

industry – but one which carries significant risks, 

if specifications are wrong. 

“Don’t get me wrong. It’s great that we and our 

customers are being asked to supply more and 

more IGUs for rooflights”, said Mark Norcliffe, 

Joint Managing Director, Cornwall Glass 

Manufacturing. “What concerns me, however, is 

that not everyone is always giving those 

installations due consideration. The 

consequences and the penalties attached to that 

are immense”, he warned. 

He suggests this is attributable to two causes. 

The first is that ‘jobbing builders’ don’t 

necessarily understand rooflight specification 

thoroughly either, so installers aren’t being given 

the right direction. 

The second is that guidance on IGU specification 

for rooflights is ‘advisory’ rather than regulatory, 

leaving in Mark’s opinion, far too much room for 

misinterpretation. 

“I’m always slightly surprised that in an industry 

which is highly regulated in most areas, rooflight 

IGU specification – something that you can 

actually fall through and do yourself very real 

injury – isn’t. There are so many considerations, 

usage, design, loadings, which you need to plan 

for to develop the right specification. It seems a 

gap in building regulation and control”, he said. 

Is rooflight IGU specification regulated? 

The challenge, according to Mark is, that while 

standards exist for rooflights installed at greater 

height, for example they’re being installed at 

more than 5m above floor level, the inner pane 

must be laminated – this doesn’t apply to most 

domestic installations. 

“In the vast majority of cases a single storey 

extension comes in at a fraction of the 5m height 

required to trigger regulation. The point is that even 

at half that, say 2.5m or eight foot, you’re still going 

to get hurt – especially if you’ve fallen through 

glass, or if it falls on you. This, for me, puts the 

onus on installers to get it right. It’s not only a 

moral responsibility but a legal one because while 

there aren’t regulations for rooflight IGU 

specification, there are still legal consequences 

where someone suffers injury and professional 

negligence can be proved”, Mark argued. 

So, what does guidance say about IGU 

rooflight specification? 

“There are a number of key questions which you 

should be asking in rooflight IGU specification”, 

continued Mark. “The first is an assessment of 

risk. How likely is it that someone will fall through 

a roof, what classification is it? This will be 

defined by its location and usage. For example, at 

one end of the scale you have walk-on roofs. The 

requirement is self-explanatory and in this 

respect it’s easy to define the specification – the 

IGU needs to be designed to be walked on. At the 

other end of the spectrum you have fragile roofs. 

Again, it’s self-explanatory; you, or someone, 

else could fall through it, so access should be 

strictly limited and warnings and mitigating 

controls need to be in place. It’s the area in the 

middle which becomes confusing, partly because 

of the fundamental complexity associated with 

getting it right, but also terminology.” 

Above: Mark Norcliffe, Cornwall Glass. 

‘Fragile’, ‘non-fragile’ and ‘walk-on’ roofs 

Rooflight IGUs can be classed as ‘fragile’ ‘nonfragile’, 

and ‘walk-on’ or ‘walkable’. 

Walk-on are designed to do what they say on the 

tin, with a loading strength which should be more 

or less equal to the floor around it. 

As a minimum, this should be designed for typical 

domestic floor loadings of 1.5kN/m², with a 

concentrated load of 2.0kN as set out in BS EN 

1991-1-1:2002, depending on its use. 

“If someone wants a walk-on IGU rooflight, they’ll 

know that that’s what they want and will want to 

discuss the specification in detail. We generally 

advise use of either a three-ply outer pane made 

up of 10mm toughened laminate or two-ply 12mm 

toughened laminate, with a suitable robust and 

safe toughened glass on the underside or 

depending on size, toughened laminate” Mark said. 

It’s terminology like ‘non-fragile’ and ‘mansafe’ 

– the ‘middle ground’, which tends, 

according to Mark, to cause greatest confusion: 

“The point is a rooflight IGU has to do two things. 

It has to protect the people below from injury and 

it has to prevent someone falling through it from 

above. Non-fragile does not by default mean 

‘walk-on’ – only that it is designed to prevent 

injury by preventing someone or something, from 

falling through it. Even then there are a series 


✔ 

✔ 

✔ 

✔

Rooflight Specification 

of classifications which you should be aware of 

dependent on usage. 

Classification of non-fragile roofs 

The Centre for Window and Cladding Technology – 

the go to authority on non-fragility in rooflights – 

has published a series of technical notes 

(numbers: 66, 67 and 92), which offer guidance 

on safety, fragility and technical testing and 

assessment of glazed roofing. 

These set out a series of suggested specifications 

and assessments of the performance of nonfragile 

rooflights, including soft and hard impact 

tests designed to replicate someone falling onto 

the rooflight. 

Usage is important in defining the classification 

of the rooflight and as a consequence, its 

specification. Guidelines suggest that this falls 

into four categories: 

• Class 0: Unrestricted Access; high standard 

glass designed to be walked upon. 

• Class 1: Roofs that will be walked upon for 

occasional cleaning/maintenance; they will 

support the weight of people and any equipment 

without the glass breaking. 

• Class 2: Not designed to be walked on but are 

required to be non-fragile in the event of a 

maintenance person falling onto the surface. They 

will support their fall but the glass may be 

damaged. 

• Class 3: Roofs considered to be fragile; 

additional measures and safety considerations 

are to be specified such as a supporting handrail. 

“It’s not the definition of ‘walk-on’ rooflights or 

‘fragile’ rooflights that is the problem – that to a 

degree is self-explanatory. It’s the industry’s 

interpretation of ‘non-fragile’ that’s the cause of 

confusion. ‘Yes’, a ‘walk-on rooflight’ is by 

definition ‘non-fragile’, but it doesn’t work the 

other way. A ‘non-fragile’ rooflight is not intended 

to be a ‘walk-on’ rooflight”, Mark explained. 

This, according to Mark, brings things back to an 

assessment of risk: “You need to ask yourself, 

“It’s not the definition of ‘walk-on’ rooflights or 

‘fragile’ rooflights that is the problem – it’s the 

industry’s interpretation of ‘non-fragile’ that’s the 

cause of confusion” 

how likely is it that someone is going to be on a 

roof and fall onto it, and if they do, will the 

specification of IGU, support their weight and 

prevent them from falling through it.” 

And it’s this assessment of risk which is being 

overlooked by many small builders and installers 

in specifications: “People aren’t carrying out that 

critical assessment of risk in supply of rooflights 

into single storey extensions. They aren’t thinking 

about the fact that the owner’s or a neighbour’s 

child could be up there to recover a ball, or a 

window cleaner could be on the roof to access 

first storey windows – it’s simply not part of their 

thought process and it needs to be.” 

He argues that this has been compounded by the 

competitive nature of the rooflight market and the 

supply of standard modules on a rapid lead time. 

“Installers aren’t asking the right questions and 

neither are their suppliers. I’d argue that the 

majority of rooflights being installed in single 

storey extensions are ‘fragile’ and based on a 

6mm toughened outer pane and a 6mm 

toughened inner pane, one of which will also be 

low e. In many of those circumstances, it simply 

won’t be a suitable specification.” 

What is the right specification for a single 

storey rooflight IGU? 

Making reference to Centre for Window and 

Cladding Technology guidance, he suggests that 

specifications for rooflight IGUs supplied into 

single storey extensions should be Class 2 

categorized and should be manufactured to a 

‘non-fragile’ specification: “This should mean the 

use of 10mm toughened glass as a minimum 

depending on the size of the glass but with further 

checks using TN66, 67 and 92. You want 

something that’s going to withstand an impact 

and be robust and safe for people on the roof and 

below the glass. You’re asking glass to do the same 

thing in a rooflight – to withstand an impact and 

prevent injury. If you stop and think, it’s logical. The 

problem is that not everyone is stopping.” 

The cost of not getting it right 

The ramifications of not getting specifications 

right are considerable despite the absence of 

specific requirements under building control. 

As a general rule in law, main contractors are not 

liable for the negligence of its independent subcontractor 

– in this case the builder of a single 

storey extension would not be liable if a subcontracted 

window company had specified an 

unsuitable IGU. Instead, liability would sit firmly 

with the installer. 

Sub-contractors can also be investigated by the 

local authority, the police and the Health and 

Safety Executive if negligent building work results 

in preventable accidents, injury, or a threat to life 

as a result of negligent building work. 

This includes investigation and prosecution for 

negligence where someone not in the employment 

of the contractor or sub-contractor has been 

injured by falling through a non-fragile roof. 

“There are lots of examples in case law of 

prosecutions. That’s because there are so many 

incidents of injury or fatality for falls through roofs 

and rooflights. A single storey fall is enough to 

change someone’s life forever or to take it. The 

risk simply isn’t worth it. We’d urge installers to 

give far more thought to rooflight IGU specification 

and are here to help them get it right.” 

Contact Cornwall Glass 

01726 66325 

www.cornwallglass.co.uk 

@CornwallGlass 


Roofglaze 

Lighting, by nature. 

Let the light in with Roofglaze’s easy to install Flatglass 

rooflights. Enquire about a Trade Account today. 

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

Glazed Ext. Updates 


ADD A BESPOKE TOUCH 

Roof Maker is helping installers offer individual and tailored solutions for their clients with its range of 

bespoke size rooflights available in a wide range of frame colours and glass tint options. 

Spanning across its diverse product portfolio including its pitched, flat, circular, walk on and lantern rooflights, Roof 

Maker has worked closely with fabricators to create a range of high quality products that are specifically designed 

to suit each client’s unique requirements, at an affordable price. 

Roof Maker’s Slimline roof lantern in Ultraviolet. 

All of its rooflights can be manufactured to bespoke sizes and are constructed using Marine Grade powder coated 

aluminium frames with a satin finish for outstanding durability and weather resistance. The aluminium construction offers maximum strength for enhanced 

longevity, combined with minimal weight for ease and speed of installation. Sabahudin Medic, Technical Director at Roof Maker, said: “As a company we are 

committed to designing, manufacturing and installing innovative rooflights that are at the forefront of industry developments. All of our products are 

handcrafted in our factory, which features a two-acre manufacturing facility that is capable of producing rooflights up to 3metre x 1.2metre in size. We work 

closely with architects, specifiers and installers throughout each individual project to ensure the client’s specific requirements are superseded.” 

www.roof-maker.co.uk 

ATLAS UP FOR TWO AWARDS 

Atlas is up for two awards at this year’s G Awards – ‘New Product of the Year’ and 

‘Promotional Campaign of the Year’. 

The nomination for ‘New Product of the Year’ recognises the major advances that Atlas made in glazed 

lantern design when it launched Lantern 2.0 in January this year. The fully integrated marketing 

campaign behind Lantern 2.0 helped to propel this premium product to phenomenal success in its first 

year. Spreading the message that Atlas has set a new benchmark in glazed roofing, the campaign has 

been nominated for ‘Promotional Campaign of the Year’. www.atlasroofsolutions.co.uk 

SELECTOR SET TO DELIVER DEALS 

Rooflights & Skylights has made it even easier to get the best deals and find the right product 

for the job with its new online rooflight and skylight product selector. 

Whatever the project or your experience, the new online tool breaks down the product selection 

process into simple stages to find the most suitable glass or polycarbonate solution. The tool walks 

you through your roof type, rooflight/skylight type, kerb and opening requirements, along with sizing, 

listing the recommended products for your application at the best trade prices, plus highlighting any 

special monthly promotions. www.rooflights-skylights.co.uk/rooflight-selector 

NOLAN UP FOR INSTALLER AWARD 

Nolan uPVC has been shortlisted as one of three finalists for the Installer of the Year Award 

alongside Leekes and Thistle Windows & Conservatories at this year’s G Awards. 

Nolan up for award. The winners will be announced at a 

glittering ceremony to be hosted at the Hilton Park Lane 

in London on 29th November. 

Commenting on reaching the finals, Managing Director Nolan Nicholas, said: “We are thrilled to have 

been chosen as a finalist again this year. The Installer of the Year category encompasses everything 

we pride ourselves on as a business. As a service-focused business, this stage of the process is 

extremely important to us. It would be an amazing achievement to win and a great reward for the 

Nolan team for their hard work and dedication.” www.nolanupvc.co.uk 



insulation 

noise 

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secondary glazing 

made simple. 

simple to survey 

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window systems 

Secondary glazing is one of the fastest growing sectors in the 

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

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phone: 01234 240404 

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Step by Step 

THE ALUK VERANDA: ADD 

ANOTHER STRING TO YOUR BOW 

With the AluK Veranda you can really offer your customers something different – plus it can 

be fitted in less than a day. Below we take a look at how easy it is to fit... 

AluK promotes its contemporary-looking Veranda system as the perfect way for installers to increase the value of new bi-fold door and sliding door 

projects, and as an opportunity to revisit previous installs and secure profitable new business. The AluK Veranda is supplied in kit form in a choice of 

colours and with the option to install either a glass or polycarbonate roof. Clever design features include invisible fixings, rainwater downpipes 

integrated within the posts, adjustable roof pitches and LED lighting in the rafters if required. There is also a special ordering tool which automatically 

calculates the roof pitch and glass sizes required. With lots of stylish sales and marketing material available, and an easy to use app which means 

homeowners can see a visualisation of how the Veranda would look on their own property, AluK has worked hard to make it a relatively easy sell to customers 

who want to make more of their outdoor space. From an installer’s perspective though, probably the biggest benefit of the AluK Veranda is that it is quick and 

easy to fit on site in less than a day, maximising returns and minimising hassle. AluK has produced a video, shot at its training Academy in Chepstow, which 

shows just how easy the process is. Step by step, it starts with the delivery and inspection of the kit and then shows how quickly everything comes together 

once the foundations are in place and there is a connection to a water drainage outlet or a planned soakaway available. 

Below, we talk through the installation of AluK’s Veranda: 

1Prepare the wall plate The first step is to 

unclip the closure profiles and position the 

end brackets and the rafter brackets at 

500mm intervals on the wall plate. 

3Fix the gutter The next step is to attach 

the gutter post bracket to the under side of 

the ring beam. Then the posts themselves 

can be measured and the position of the posts 

marked on the ground to determine where the 

brackets for these need to be located on the 

beam. 

5Preparation of the rafters Each of the 

rafters has end cap screws inserted, 

although these don’t need to be tightened 

too much at this stage. 

6 

2 

2a 

2Fix of the wall plate With the brackets 

fixed in place (2), the wall plate itself is 

then fixed to the structure, before sealant 

is applied to the top edge and the end caps fitted 

(2a). 

4 

4a 

4Fix the footplates and posts Footplates 

need to be secured to the posts to create a 

base to fix to the foundations (4) and the 

posts themselves can then be fixed to the ring 

beam, with the level of the gutter adjusted as 

required (4a). 

6Fix the end rafters The two end rafters are 

slotted into the brackets on the wall plate 

and then fixed at opposite ends of the ring 

beam profile. 

“The Veranda system is 

the perfect way for 

installers to increase 

the value of new bi-fold 

door and sliding door 

projects, plus revisit 

previous installs and 

secure profitable new 

business” 


7 

7a 

7Fix the posts to the foundation Once the 

structure is square and level, the end cap 

screws of the rafters can be fully tightened 

(7). Then, the footplates can be fixed to the 

foundation and the downpipe attached to the 

gutter leading directly to the drain or soakaway. 

This is concealed behind a clip-on cover (7a). 

8 

8Fix the remaining rafters An inner closure 

plate on the wall plate acts as a spacer to 

ensure that the remaining rafters are 

positioned accurately before they are also fixed to 

the ring beam. 

9 

9Fit the glazing panels Glazed or 

polycarbonate panels are then fitted to the 

roof, ensuring that the condensate profile 

strips provided are attached on polycarbonate 

panels to provide an adequate ventilation gap. 

touches End caps are 

attached to the ring beam, gutter 

10Finishing 

and rafters to ensure a neat finish, 

and the gasket is applied to the wall profile to the 

height of the face gap. 

Contact AluK 

01291 639 739 

www.aluk.co.uk 

@AluK_GB 

10 

INTRODUCING OUR 

TRADE HOTLINE 

Our new trade hotline lets you shop in a way 

that suits your busy work schedule. 

Simply call our helpful account managers 

and let them take the hassle away by 

placing your order over the phone. 

0333 016 3428 

ONLINE CALL US 

SHOP YOUR WAY 



Integral Blinds 

MAKE OPPORTUNITY KNOCK AGAIN 

The opportunity to go back to site and retrofit added-value products is a major – but so far 

under-exploited – opportunity for installers. Ian Woolley of HiTech Blinds explains why he 

feels integral blinds can give installers a profitable route back to previous customers... 

There is a wealth of evidence which 

demonstrates that it’s a far lower cost to 

keep an existing customer than to acquire a 

new one – in fact, according to some studies it’s 

between 5 and 25 times more expensive to 

search out and win new business. 

“There are a handful of people doing it, but there 

are sizeable chunks of the industry who aren’t. 

They have databases of past customers but they 

aren’t mining them for new opportunities”, 

explained Ian Woolley, HiTech Blinds. 

“They aren’t going back in and saying to the 

homeowner, ‘you bought this then, but now we 

can offer you this, or this, making what you 

bought then that much better’”, he added. 

Ian argues that at best, installers will approach 

past customers to sell an additional bi-fold or 

sliding door but aren’t coming forward with new 

opportunities. 

“The replacement market is more or less 

saturated”, he continued, “so, you can do one of 

two things; you can either go back to the 

customer and try to sell them the same product 

again, or you can show them how by upgrading 

their pre-existing product, they can significantly 

improve its performance.” 

There is no doubt that the second time 

“There is no doubt that 

the second time 

replacement market 

has taken on a critical 

importance for the UK 

window and door 

industry” 

replacement market has taken on a critical 

importance for the UK window and door industry 

with the vast majority of windows and doors 

already replaced once – in some cases twice or 

as many as three times already. 

In fact, Palmer suggests its more than 92% of the 

total UK housing stock and will top 95% by next 

year. This puts PVC-U colour, flush casements, 

and aluminium bi-folding and inline sliding doors 

in the front line of the battle to persuade 

homeowners to part with their hard-earned-cash 

again. 

But Ian argues that in pursuing those 

opportunities, window and door retailers may be 

over-looking other high margin platforms, and 

critically, ones which may be a little bit easier to 

sell. 

“We’re all familiar with the arguments for flush 

casements or colour, or the aspirational appeal of 

bi-folding doors. There are, however, other 

opportunities to go back to pre-existing 

customers or homeowners in general, with an 

opportunity to upgrade an element of their preexisting 

installation. 

“IGUs with integrated blinds are one example. They 

deliver a tangible benefit to the end-user; they 

probably weren’t available to them the last time 

they replaced their windows; replacement is 

“They aren’t going back 

in and saying to the 

homeowner, ‘you 

bought this then, but 

now we can offer you 

this, or this” 


Get into 

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A range of designs; 

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To discover more, speak to our experts on 

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Experts in Aluminium

Integral Blinds 

non-disruptive; and they’re affordable. 

“In a largely saturated market, there are no 

‘golden tickets’, let alone any ‘white gold’. That 

doesn’t mean, however, that there aren’t some 

very significant opportunities which deliver 

business and margin.” 

Integrated blinds by HiTech are available in 16mm 

and 20mm options. The core integral blind 

product is suitable for use with slim 24mm units, 

in addition to 28mm standard units. 

With 20mm available in nine standard colours 

plus a dual colour option, with white inside and 

anthracite grey outside, HiTech also offers any 

RAL colour on special order. 

Its operational system is, however, key. This uses 

a simple but highly functional magnet and guide 

rail system, lowering, raising and tilting the blinds 

using a single operation. This also employs a 

sophisticated gearing system which means that 

the blinds are raised or lowered twice the 

distance of movement of the magnets. 

Hermetically sealed inside the IGU, the system 

also generates minimal resistance in operation. 

This reduces strain on the gearing guaranteeing 

through-life performance. This is housed in a slim 

30mm and fully symmetrical profile, leaving only 

a minimal area visible once the window has been 

glazed. 

It also mechanically cycle-tests two blinds from 

each set that it makes each and every week to 

10,000 repetitions. All products carry a 10-year 

guarantee. 

Manufactured to BS EN 1279, argon filled and 

hermetically sealed, HiTech Blinds’ units also 

combine the latest in spacer bar technology with 

low e glass. 

“If you’re going back 

through your customer 

lists four or five years, 

the innovations in IGU 

performance are 

massive” 

“The 10-year guarantee is a real benefit to our 

customers at point of retail; homeowners want 

that assurity that the product is going to perform. 

At the same time, our own customers don’t want 

call backs”, explained Ian. 

“The simple but highly sophisticated mechanism 

that we use eliminates risk, delivers a high 

degree of performance and with it – margin.” 

He suggests that messaging to the end-user is 

‘ready-made’. “Integral blinds provide a clean, 

minimalist and contemporary privacy and 

shading solution. They also deliver a host of more 

subtle benefits, which add significant value in 

energy efficient IGU design. 

“We have a customer for example who 

only targets the retrofit market, simply going 

back to homeowners saying that he can 

help them upgrade and re-fitting IGUs with 

integrated blinds” 

“This includes being dust free, hygienic and 

maintenance free. The mechanical operation is 

housed within the IGU. They also deliver improved 

safety eliminating the risks associated with cords 

on traditional blinds; and they move with the 

window and door – that’s a real plus in a bi-fold 

or kitchen or bathroom window.” 

He also highlights the opportunity to combine this 

proposition with an opportunity to up-sell the 

energy efficiency of the IGU, arguing that increased 

focus on sustainability, combined with increasing 

energy bills, creates a potentially ready market. 

“If you’re going back through your customer lists 

four or five years, the innovations in IGU 

performance are massive, delivering a far greater 

level of energy efficiency and affordability. 

“That increase in energy efficiency isn’t always 

immediately tangible but combine it with 

improved energy efficiency, acoustics or solar 

control, and you have a very strong proposition”, 

Ian argues. 

HiTech Blinds moved into its new 8,000ft² factory 

in December. Currently manufacturing 300 to 400 

integrated blinds/IGUs per week, this gives it 

capacity to grow to more than double its current 

size. 

“We need to accept that the market is going to be 

less but get more from it through the uplift on 

sales through added-value products. It’s also 

about a different approach. We have a customer 

for example who only targets the retrofit market, 

simply going back to homeowners saying that he 

can help them upgrade and re-fitting IGUs with 

integrated blinds. 

“It’s not only an opportunity for him but for the 

whole retail sector. The leads aren’t going to come 

in the way that they have in the past but 

generating them is within the gift of installers; 

revisit your customer list.” 

Contact HiTech Blinds 

0330 6780 280 

www.hitechblinds.co.uk 

@HiTech_Blinds 


Step by Step: 

INSTALL ROOMLINE PVC-U SKIRTING 

We take a look at how easy it is to install Eurocell’s Roomline PVC-U skirting, which 

Eurocell says requires no sanding, no painting and is no hassle... 

Roomline PVC-U skirting boards and architraves are the ultimate hassle-free solution and offer a 

great solution for installers to diversify and upsell when they’re working on glazing projects. So if 

you want to drastically cut installation times and eliminate the bother of maintenance, look no 

further! Below we take a look at just how easy Eurocell’s Roomline offering is to install... 

“Roomline is available 

in a new on-trend 

Anthracite Grey finish” 

Fig 1 

Fig3 

Fig 5 

1: Fitting 

1.1: Measure length 1 from the external edge of 

the architrave to the inside corner of the room. 

Transfer this measurement onto a length of 

skirting board and mark accurately with a pencil. 

Cut the skirting board to length using square cuts 

with the aid of a fine toothed saw and saw block. 

Position the skirting board to check length. See 

Fig 1 

1.3: Measure length 2 from the flat face of the 

skirting board to the inside corner of the room. 

Cut to length using square cuts. See Fig 3 

2: External corners 

2.1: Measure from the flat face of skirting board 

1 to the external corner of the wall. Cut the 

skirting board using square cuts. Fit a scribed 

internal corner moulding to the left hand end and 

check for fit. If satisfied, fix in position with 

adhesive. See Fig 5 

Fig 4 

Fig 2 

1.2: Lay the skirting board on its face and apply a 

bead of SilverSil Never Nails – or another contact 

building adhesive – down each adhesive channel. 

Place the skirting board in position pushing firmly 

back to the wall. See Fig 2 

1.4: Apply contact adhesive to the scribed 

internal corner moulding (available from your 

local Eurocell Building Plastics branch as part of 

the corner trim kit) and push onto the left hand 

end of the cut skirting board. Position the skirting 

board to check for length and trim if necessary. 

Once satisfied repeat stage 2. See Fig 4 

1.5: Repeat this process until the room is 

complete. 

Fig 6 

2.2: Measure length 4 from the inside corner of 

the room to the external corner of the room. Cut to 

length using square cuts. If satisfied with the fit, 

fix to wall using adhesive. 

“Fit a scribed internal corner moulding to 

the left hand end and check for fit” 


Further info and advice 

Fig 7 

Fig 10 

2.3: Measure length 3 from the inside faces of 

fitted lengths 2 & 4 and square cut to length. See 

Fig 7 

Fig 8 

2.4: Apply adhesive to the external corner 

mouldings and push fit onto each end of length 3. 

Apply adhesive to the back face of the skirting 

board and the remaining tabs of the corner 

mouldings, and fix into position making sure that 

the tabs locate into their correct position within 

the previously fitted lengths 2 & 4. Wipe off any 

surplus adhesive. See Fig 8 

Fig 9 

3: Inline joints 

3.1: Cut the required lengths of skirting board to 

be jointed with accurate square cuts. Apply 

adhesive into the correct cavity of one cut length. 

See Fig 9 

3.2: Push fit the in-line joint moulding so that half 

the moulding is inside the skirting and half 

protrudes. See Fig 10 

3.3: Apply adhesive into the other length to be 

jointed and push fit onto the moulding until a tight 

fit is achieved. Wipe off any excess adhesive. 

Once jointed the length can be fitted in the 

conventional manner. 

4: Maintenance 

Fig 11 

3.1: Roomline products are designed for minimal 

maintenance. All they require is the occasional 

wipe over with household polish or a damp cloth. 

Stubborn marks can be removed using a non 

abrasive cream cleaner, such as SilverSil Cream 

Cleaner. The use of chemical based cleaners or 

abrasive materials is NOT recommended. 

See Fig 11. 

“Every skirting board in 

the Roomline range is 

made from 100% 

recycled material 

gathered from 

Eurocell’s own 

production waste” 

• Internal 90 degree chamfered corner 

trim (see above): Please note, this trim is a 

universal trim for both the 150mm and 

100mm skirting boards. When fitting with the 

100mm skirting, cut the trim to size with 

scissors at the pre-moulded groove. 

• If you are planning to lay a new laminate or 

tiled floor, do this before fitting the skirting 

board for the neatest finish. If you are 

carpeting, fit the skirting boards first. Always 

fit Roomline skirting boards from the door 

opening in an clockwise direction. 

• Every skirting board and architrave in the 

Roomline range is made from 100% recycled 

material gathered from Eurocell’s own 

production waste. You can’t get more 

environmentally friendly than that! 

• While 100mm high skirting boards look 

great in more modern homes, many older 

properties need a taller board to retain their 

traditional feel. That’s why Eurocell has 

introduced a new 150mm high skirting board 

and a new chamfered shape. 

• Roomline is now available in a new on-trend 

Anthracite Grey finish. 

• An installation video is also available on the 

Eurocell YouTube page. 

Contact Eurocell 

0800 988 3047 

www.eurocell.co.uk 

@eurocellplc 



Roof Ventilation 

AVOID THE ISSUES WHEN IT COMES 

TO ROOF VOID VENTILATION 

Dave Osborne, of roofline specialist Swish Building Products, explains why roof ventilation is 

so important in maintaining healthy building stock. 

Modern homes generate a huge amount of 

water vapour – baths, showers, cooking 

and general living all produce moisture 

that’s held in the air around us. 

Warm air can hold much more water vapour than 

cold but when warm air comes into contact with 

cold surfaces, it cools and releases excess 

vapour in the form of condensation. 

Ventilating the living space is relatively 

straightforward, either with passive methods – 

opening a door or window, or by using mechanical 

ventilation systems such as an extractor fan. 

What is less straightforward is the ventilation of 

the roof void above. 

Here, the temperature difference is often at its 

most extreme and moisture is readily deposited 

on cold surfaces much the same as dew on the 

grass – hence the term, dew point. 

Once moisture has entered the roof space, the 

most practical and effective way of removing it is 

through ventilation. 

Unrestricted air movement 

Building Regulations Approved Document F: 2011 

Above: Swish roofline cross-section 

and BS 5250:2011 Code of Practice for the 

Control of Condensation in Buildings both 

recommend ventilation to control the build-up of 

moisture in the roof area. This involves allowing 

air to enter the loft on one side of the roof and exit 

on the opposite side. 

Clear, continuous air paths at the eaves are 

therefore crucial, as without the through-flow of 

air, the performance and condition of the roof 

construction can be compromised. 

Above: Selection of roof pitches and factors. 

Design principles 

The size of the air path across the roof void is 

determined by the style of roof construction: 

Mono pitch, Duo pitch or Flat. 

• Duo pitch roof, greater than 15 degree pitch but 

less than 70 degrees, with insulation at the 

ceiling level = 10mm. 

• Duo pitch roof, greater than 15 degrees with 

the ceiling following the plane of the roof = 

25mm at the roofline and 5mm at the ridge. 

• Mono pitch roof, greater than 15 degree pitch 

but less than 70 degrees with insulation at ceiling 

level = 10mm at the roofline and 5mm at the 

ridge. 

• Flat roof less than 15 degree pitch with 

insulation at ceiling level = 25mm. 

• Duo pitch roofs greater than 20 degrees pitch 

or greater than 10m span should have additional 

ventilation at the ridge to assist airflow through 

Above: Swish roof vent illustration. 

the roof void, equivalent to at least a 3mm wide 

continuous gap. Additionally, if the span is greater 

than 10m, the overall ventilation area should be 

increased to at least 0.6% of the total roof area. 

• Where the duo pitch is greater than 15 degrees 

with the ceiling following the plane of the roof or a 

flat roof, less than 15 degrees pitch with 

insulation at ceiling level, a minimum 50mm free 

air path should be maintained between the top of 

the insulation and the underside of the roof 

decking. Air paths should not be obstructed. 

Working together 

As a best practice solution that combines 

adequate ventilation and good insulation, Swish 

recommends the installation of eaves vent trays 

or roll-out eaves trays in conjunction with soffit 

ventilation. These sit between the rafters, above 

the insulation, and force the insulation away from 

the roof, ensuring that the flow of air is 

maintained. 

Contact Swish Building Products 

01827 317200 

www.swishbp.co.uk 

@swishbp 


OFFER YOUR CUSTOMERS FLEXIBLE 

WAYS TO SPEND MORE... 

Whilst finance has become the principle way for consumers to make big purchases such as 

new furniture, tech or a new car, it is still far from commonplace in the home improvement 

industry. With increasing consumer demand for these services, Austin Barcley, MD of 

Improveasy, shares six key reasons why installers should be offering point-of-sale finance. 

1. Preferred payment method 

Without question, the most important reason is to 

meet the demands of the market. Over the past 

decade homeowners have become so accustomed 

to using finance to make bigger purchases. It is 

now the preferred payment method among 

consumers, so much so they have come to expect 

it when making any sizeable purchase. In fact, 

recent research revealed that 83% of consumers 

said retailers offering finance influenced their 

decision to purchase. This development means 

that if an installer or home improvement company 

does not offer any finance options, consumers 

will be limited in what they can spend or will 

ultimately take their business to another firm with 

better payment options. 

2. Stand out from the competition 

With a slower uptake compared to other industries, 

finance presents a fantastic opportunity for 

ambitious installers to gain a real competitive 

advantage. It’s not only a great way to stand out 

from local competitors, but it’s effective in levelling 

the playing field with national competition. 

Consumers ultimately prefer to ‘shop local’, but the 

finance solutions offered by the national brands 

make it more affordable and convenient to use them 

instead. So while competitors argue that finance is 

far too complex or that it’s only available to the big 

firms, there’s a great opportunity to swoop in and 

provide a solution to the 44% of customers they are 

set to lose by not offering finance. 

3. Upsell additional products 

The greater flexibility of affordable monthly 

payments or a ‘Buy Now Pay Later’ package 

means consumers will be more likely 

to increase their spend. Without 

effecting their cashflow or 

spending over and above their 

savings, homeowners can use 

finance to complete any necessary 

home improvements at the same 

time. What began as a simple window 

replacement project could now include a roofline 

upgrade or maybe even a new composite door. 

Without overcommitting, homeowners can use 

their initial budget as a deposit, and pay the 

remaining balance in affordable monthly 

instalments. Research suggests that 53% of 

consumers will increase their spend with pointof-sale 

finance options. 

4. Sell higher-margin products 

Whilst it may encourage homeowners to increase 

the size of their project, finance can also provide 

the impetus to go for higher-value, more 

aspirational home improvements. With 0% APR 

available, uPVC windows could become 

aluminium, French doors could be swapped for 

premium bifolds or sliding doors and a 

conservatory refurbishment could become a 

luxury orangery or extension. When you consider 

the average order value is around £5,000, just 

one sale a week through finance could bring in 

over £250,000 of extra business every year. 

5. Answers the UK’s ‘savings crisis’ 

As consumer confidence continues to struggle 

against a backdrop of political and economic 

uncertainty, retail businesses also face the 

growing challenge of Britain’s non-existent 

savings culture. A recent report has 

found that 15% of Brits have 

absolutely no savings at all, while 

one-in-three have less than 

£1,500 in savings. With flexible 

finance options providing a viable 

solution for other markets, it’s 

absolutely vital that the glazing industry 

follows suit. 

6. Hassle-free and great for cashflow 

While other finance providers will require 

installers to complete the stressful process of 

becoming FCA approved, our customers become 

Appointed Representatives (AR) of Improveasy, 

and are covered by our authorisation. 

Not only does this save both time and money, it 

means installers can start offering our finance 

packages, such as ‘Buy Now Pay Later’ and 0% 

APR within as little as 5 days of sign-up. 

Applications can be completed online, 24/7 with 

an instant credit decision, and the funds are with 

the installer around 72 hours after the project is 

completed. In addition to comprehensive training 

and support including marketing collateral and 

showroom literature, new customers can take 

advantage of a year’s free membership with 

FENSA when they sign-up. We proudly offer this 

as the exclusive finance partner of FENSA and its 

nationwide membership. 

Contact Improveasy 

0800 024 8505 

www.improveasy.com 

@improveasy 



Home Improvement Updates 

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

A HELPING HAND FROM FREEFOAM 

The last twelve months have seen a very turbulent time and it is widely reported that business owners 

have ‘battened down the hatches’, held off on investment and are riding out the storm. 

But not at Freefoam! We felt that the time was right to commission and deliver a broad PR and digital campaign 

called ‘Helping Customers Grow’. The aims of the programme are to shine a light on the roofline market and its 

supply chain, to showcase all areas of our business and to illustrate how, as manufacturers, we consistently 

deliver products and services to help our customers grow. 

Freefoam has launched Helping Customers Grow. 

Working with MRA Marketing and digital agency Mind Made, we have created a wide range of high quality, innovative material for print and digital channels to 

bring our story to life. From thought-provoking articles, to customer interviews, installer stories, and video testimonials, the message has been delivered 

across the roofline and glazing press and target audiences across all digital and social channels. Colin St John, Commercial Director explained: “We know that, 

although the outlook is uncertain, we are a strong and secure company able to withstand the rigours of the market. With a robust infrastructure and nearly 30 

years of delivering to our customers we have a strong and consistent story to tell. Indeed it’s been incredibly inspiring to hear throughout this programme our 

customers’ stories of success and to know that we have played an integral part in that development.” www.freefoam.com 

LET THERE BE – NATURAL – LIGHT 

One of the most important factors for the homeowners carrying out a single story extension in 

Sutton, Surrey, was how best to illuminate their new living space with enough natural light. 

TuffX’s contemporary aluminium rooflight, which was 

developed in-house at its Merseyside HQ, is available in 

anthracite grey as standard and has been designed not just 

with aesthetics in mind, but also to be exceptionally fitter 

friendly. 

After considering a number of options, the owners were eventually won over by the new, high quality 

aluminium framed rooflights from TuffX – specifying a total of three,1,300mm x 2,190mm units 

featuring blue, solar control glazing. Graham Price, MD of TuffX, commented: “Installers love our 

aluminium framed rooflights because they represent an attractive, easy to install and high value 

product that is in demand from consumers.” www.tuffxglass.co.uk 

THIS WILL GRAB YOUR ATTENTION! 

Geocel says its ‘theWORKS XXX’ is the holy grail of high grab adhesives – a fast-acting, ultra-strength 

product which gives 50% more grab than traditional grab adhesives on almost any substrate in any 

condition without shrinking or staining. 

theWORKS XXX is paintable, resists 

mould growth, will not crack or 

shrink, and is resistant to impact 

and vibration. 

The company says it is the perfect product to keep in the back of the van to help get you out of any tight spot. With 

an ultra-fast bond on almost any material indoors or out, theWORKS XXX will work not just in the damp but actually 

underwater, making it perfect for emergency repairs when it’s chucking it down. The cold is equally immaterial as 

this product works brilliantly across a wide temperature range. www.geocel.co.uk 

MORE PRAISE FOR ULTRAROOF 

Ultraroof has been shortlisted for a third National award in a matter of months, with the most 

recent nomination being for Best Solid Roof System at the Pitched Roofing Awards. 

Ultraroof has been nominated in the Pitched Roofing 

Awards which reward excellence in the sector. 

Ultraframe Marketing Director, Alex Hewitt, said: “It’s fair to say that it’s been quite a year for 

Ultraroof! In February we saw it crowned as the solid roof preferred by 8 out of 10 homeowners 

during independent research, several months later the system was relaunched with a host of new 

features and benefits, and now we’ve seen Ultraroof shortlisted for 3 prestigious National awards in 

just a matter of months!” www.ultraframetrade.co.uk 



The choice for decking and paving supports 

With the demand for useable rooftop space ever 

increasing, Areco is leading the way with its range of 

fixed and adjustable supports for paving and decking 

applications. We have worked with Hotels, Landscapers, 

Roofing Contractors and Builders to provide attractive 

and practical solutions. 

To complement our range of supports, Areco have 

several ranges of Composite and PVCu Decking Systems 

available. New ranges of Fireproof Self-Extinguishing 

pedestals will soon be available along with Aluminium 

Decking Bearers to complete the range. 

With a stock of over 20,000 units, we are sure to have 

the right support for your project. 

Please contact Areco with your enquiry. 

• large stock range 

• technical knowledge and advice 

• nationwide express delivery 

• competitive rates 

tel: 01922 743553 

www.areco.co.uk 

t: 01922 743553 e: sales@areco.co.uk 

ARECO, Unit 2A Coppice Park, Coppice Lane, Aldridge, Walsall, West Midlands WS9 9AA

Tool Safety 

HOW CAN YOU REDUCE THE RISK OF 

HAND ARM VIBRATION SYNDROME? 

The experts at FEIN talk through the ways to work safely and reduce the risk of HAVS. 

Whether you’re using an oscillating multitool 

or a cordless combi drill during your 

daily work, it’s important to ensure that 

each power tool is efficient enough to carry out 

the job. However, it’s also crucial to consider the 

health and safety impact of the tools you’re using, 

particularly on days when you’ll be using them 

consistently. 

One such health and safety issue that you need to 

be aware of is repetitive trauma from vibration 

which can lead to permanent and disabling 

conditions such as Hand Arm Vibration Syndrome 

(HAVS). 

What is Hand Arm Vibration Syndrome? 

Affecting the nerves and blood vessels of the 

hand, HAVS causes numbness, triggers painful 

finger blanching attacks and can prevent you 

from gripping and holding. HAVS makes everyday 

tasks difficult and, in some cases, prevents you 

from being able to carry out installations at all, 

resulting in a loss of income. What’s more, once 

the damage is done, HAVS is a permanent 

condition. However, it is preventable. 

Reducing vibration levels 

With the Health and Safety Executive (HSE) 

stating that more than two million workers in the 

UK are at risk from HAVS, it’s important to take 

measures to reduce vibration levels wherever 

possible. 

The exposure limit value (ELV) is the maximum 

amount of vibration you can be safely exposed to 

in any single day. For hand-arm vibration, the ELV 

is a daily exposure of 5 m/s² so it’s important to 

carefully consider your choice of power tool, 

ensuring it doesn’t exceed this level if you’re 

going to be using it for long periods at a time. 

“What’s more, once the 

damage is done, HAVS 

is a permanent 

condition. However, it is 

preventable” 

In particular, jobs which involve grinding and 

cutting can mean installers are working for long 

periods of time with their power tools – and it’s in 

these circumstances that tradespeople should 

seek advice, choosing tools which reduce overall 

vibration and are safe for continual use through 

their specific anti-vibration features. 

Avoiding incorrect use 

As well as choosing an appropriate power tool for 

the job, it’s also crucial to avoid incorrect use. 

Selecting the wrong power setting, for example, or 

applying excess pressure can lead to higher 

vibration levels, as can premature wear and tear. 

If in doubt, contact the manufacturer or search 

YouTube for videos which should provide the 

advice you need. For larger contractors using 

several different power tools, it may be possible 

to organise a demo or training through your 

manufacturer too. 

Don’t leave it too late 

With HAVS affecting your ability to do your job and 

representing a serious threat to your livelihood, 

it’s important to ensure the necessary steps are 

taken to limit your exposure to high levels of 

vibration. Working together with a consultant from 

your power tool manufacturer who knows its 

products inside out will help to reduce overall 

vibration levels and improve the health and safety 

of power tools you use. 

To learn more about FEIN’s MultiMaster tools 

which are specially designed with an antivibration 

system which reduces overall vibration 

by up to 70%, or for any advice on your current 

use of power tools and vibration levels, get in 

touch with FEIN today: 

Contact FEIN 

01327 308730 

https://fein.com/en_uk/ 

@FEIN_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

Updates 


ALLROUND PROTECTION 

You can count on comfort and protection throughout the autumn and winter with Snickers Workwear’s new 

AllroundWork Jackets for professional tradesmen and women. 

Stay dry, warm and comfortable by choosing from a selection of water-repellent jackets that will give you basic 

protection from light showers with great breathability to ventilate your body if you continue to be active on site for 

short periods. But if you need 100% protection from the rain for long periods on site, check out Snickers’ GORE- 

TEX jackets and trousers. These highly technical garments are extremely durable with a membrane that has 

over 1.4 billion pores per square cm. They’re 100% waterproof to keep you dry, windproof to keep you warm, 

and breathable to keep you comfortable all day long 

There’s a host of designs, styles and extensive size options so you can select the right jacket for you and your 

job. There are also a great range of Winter Vests and Bodywarmers, even a Body Mapping Micro Fleece – so 

you’ll be well looked after all day, every day. www.snickersworkwear.co.uk 

Snickers Workwear’s new AllroundWork Jackets 

NEW DURHAM SHOWROOM 

Workwear Express has officially opened the doors to a new, fully fitted customer showroom 

and outlet at its County Durham headquarters. 

Workwear Express is a leading supplier of personalised 

workwear, uniform and promotional clothing. 

The company has spent £150,000 to refit the new showroom and outlet store at the Belmont Industrial 

Estate site. Andrew Ward, MD of Workwear Express, said: “We are delighted to welcome customers to 

our specially-designed new showroom and outlet store. It is a great opportunity for businesses in the 

region to have this facility on their doorstep, with access to a wide variety of our products, high quality, 

customised options and a fast, efficient turnaround.” www.workwearexpress.com 

RUGGED COMFORT WITH NEW HOODIES 

Snickers says the new range of hoodies and sweatshirts for craftsmen and women are probably the most 

comfortable they’ve ever designed. 

The ‘Full Zip’ or ‘Overhead’ Sweatshirt and Hoodie choices are ideally combined with Snickers’ First and Second 

Layer Undergarments and can comfortably be worn under a jacket on chilly days. They’re made from a cosy, 

durable polycotton fabric for extra ruggedness and have a soft-brushed finish on the inside for extra comfort plus 

handwarmer pockets at the front. They also feature an unmistakable Snickers logo and are ideal for company 

profiling. www.snickersworkwear.co.uk 

BRUSHING OFF THE COMPETITION 

Makita has launched its DHR182ZJ 18v Brushless Rotary Hammer LXT. 

Above: DHR182ZJ 18v Brushless Rotary Hammer LXT. 

www.makitauk.com 

Benefiting from a brushless motor and patented battery technology, the tool offers excellent run times and 

extended life. Powered by a single 18V lithium-ion battery, the new rotary hammer offers three operating 

modes – Rotary only (RO), Hammer only (HO) and Rotation with Hammer (RH) to suit a range of high 

performance demands. This heavy duty tool also comes with a variable speed trigger, constant speed 

control, and forward and reverse rotation. The DHR182ZJ also comes equipped with anti-vibration 

technology (AVTTM), an ergonomic soft grip and Makita’s new Auto-Start Wireless System (AWS). 


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

November/December 2019

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