November/December 2019

Pluggedin.media

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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I

V

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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PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI5


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

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


Aluminium Roof Lantern

FROM THE

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FASTER - Glazed in seconds

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

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

STRONGER - Performance Engineered

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

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

WARMER - Thermally Broken

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

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Patent pending end boss enabling hips to merge into ridge.

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

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SUPPORT - The best trade lantern

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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.

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


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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.”

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


Aluminium Bi-Fold

Doors

FROM

ONLY

£345

*

per leaf

Including

delivery

£

GET A PRICE

COMPARISON

TODAY

make the

smarter choice

Quote turnaround within hours

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

Email: sales@madefortrade.co

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

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


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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

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


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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

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


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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

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


NEC BIRMINGHAM

12-14 MAY 2020

JUST GO

FOR IT

YES... FIT’s happening again and

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+ 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:

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or email sarah@fitshow.co.uk

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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

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


“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”

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI23


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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”

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


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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI27


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

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


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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?

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


“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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI31


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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

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


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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI35


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

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Quotes available in

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Tel: 0113 277 8722

Email: info@morleyglass.co.uk

Direct fax for quotations: 0113 277 8723

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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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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

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

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

40 TINOV/DEC 2019

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI41


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

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


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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

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


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

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


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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

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


Style & elegance

with Rio flush

fit windows

Your home is the heart of your family, creating

moments you will treasure forever. Our stylish

and elegant Rio flush fit offers inspiration and a

modern look, creating a seamless alternative to

aluminium and a quality finish to your home.

Windows. Reinvented for modern life.

www.rehau.uk/rio


Door Updates

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

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

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


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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI51


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

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


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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

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






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

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


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

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

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

58 TINOV/DEC 2019

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


insulation

noise

security

secondary glazing

made simple.

simple to survey

simple to order

simple to install

simple to sell

window systems

Secondary glazing is one of the fastest growing sectors in the

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

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

phone: 01234 240404

web: incarnationwindows.co.uk

twitter: @IncarnWinSys


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”

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


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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI61


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”

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


Get into

outdoor living.

Open-up to fantastic, new sales opportunities and

explore the growing gap in the outdoor living

market with our new Luminia Veranda.

Full aluminium

system

A range of designs;

premium, modern

and enhanced

5 stylish colours

Hidden water

drainage and fi xing

Optional glass

sliding doors

and side walls

Up to 6m span

To discover more, speak to our experts on

01291 639 739 or email info.uk@aluk.com

aluk.co.uk

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

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


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”

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


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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI67


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

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


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

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NOV/DEC 2019 TI69


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

70 TINOV/DEC 2019

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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

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


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

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

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).

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


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

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