June/July 2020

JUNE/JULY 2020

CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Product Updates

Health & Safety

Retail Analysis

FEATURES

• RECYCLING REVOLUTION: HELPING

FABRICATORS MEET TODAY’S

SUSTAINABILITY DEMANDS

• RAPID RESPONSE: HOW ONE

MACHINERY SUPPLIER HAS STEPPED UP

TO THE CHALLENGES POSED BY COVID-19

Cover image shows Metal Technology’s new

System 17-65 offering. Find out more on p18.

• CHAIN GANG: WHY THE STRENGTH OF

YOUR SUPPLY CHAIN IS

CRITICAL POST-LOCKDOWN

>>> • WINDOWS • DOORS • MACHINERY • HARDWARE • >>>

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Editor’s Comment

SOPHIE STEVENS

EDITOR

SOPHIESTEVENS@MEDIA-NOW.CO.UK

01892 732047

As we embark on the much referenced ‘new normal’ post-lockdown, there

are mixed fortunes for the window and door industry in the immediate

aftermath of the unprecedented measures taken by the government to

minimise the spread of Covid-19.

Having dealt a bitter blow to many a supply chain, the virus has highlighted

the critical importance of our business partnerships and the demise and

controversial reincarnation of the Customade Group – and it’s detrimental

impact on people’s lives and businesses – is dominating industry discussion

(see pages 6 and 11).

Cover image shows the new System 17-65 offering from Metal Technology.

Find out more about this new system on page 18.

SIGN UP FOR YOUR WEEKLY E-BLAST AT

WWW.TOTAL-FABRICATOR.CO.UK

On a lighter note, as we continue to weather the coronavirus storm, it is

heartening to hear that many companies in the sector are already bouncingback

with a vengeance; among them is systems house Deceuninck, which

reports a ‘spectacular’ post-lockdown recovery, with June sales up 15% yearon-year

(see page 8 of this issue).

We also hear how many companies have been supporting their customers with

exemplar service throughout the pandemic, often with a reduced workforce.

This is illustrated by the Georgian Bar Company’s Phil Dewhurst Junior and

Senior, who are not afraid to get their hands dirty on page 22 of this issue,

while on page 40, hardware company Mila emphasises the importance of good

communication in maintaining healthy business relationships.

And if protecting its staff and serving its customers throughout the crisis wasn’t

enough, machinery supplier, Haffner Murat, has even turned its hand to maskmanufacture

as part of the global effort to beat the virus. And you can read more

about that on page 34 of this issue...

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Sophie

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JUNE/JULY 2020 TF 3

Contents

FROM THE COVER

20 RECYCLING REVOLUTION

Deceuninck’s Rob McGlennon explains how the

systems house’s commitment to recycling will

help fabricators meet sustainability

demands today and in the future

34 RAPID RESPONSE

Haffner Murat’s Dave Thomas talks to Total

Fabricator about stepping up to the challenges

posed by the coronavirus pandemic

48 CHAIN GANG

Components in ‘normal’ trading conditions

can be overlooked, but in the post-lockdown

era steel reinforcement specialist Anglo

European says the strength of your supply

chain is critical

FEATURES

16

16 SURVIVAL OF THE FITTEST

Total Fabricator hears from one installer who’s

looking to do business with what will be ‘leaner, fitter

companies’ at FIT Show 2021

22 HANDS-ON APPROACH

Georgian Bar Company’s Phil Dewhurst Jr reveals how

he and Phil Sr took to the shop floor to keep things

moving throughout the Covid-19 lockdown

28 COLOURFUL OPPORTUNITIES

DoorCo’s Dan Sullivan shares the latest developments

in colour from the composite door manufacturer

40 IT’S GOOD TO TALK

Mila’s Julie Holmes emphasises the importance

of communication when it comes to fabricator /

supplier relationships

42 THE NEW NORMAL WAY TO BUY

VBH’s Gary Gleeson explains how transferring our

personal shopping habits to our working lives can help

the industry get back on its feet

46 BACK ON YOUR FEET

14

Window Ware’s Sam Nuckey outlines how the company is

supporting customers at this challenging time

4 T F JUNE/JULY 2020 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

REGULARS

SECTIONS:

14 HEALTH & SAFETY

Caldwell’s Ken Wilson offers his advice on

implementing social distancing as the glazing

sector adjusts to ‘the new normal’

26 RETAIL ANALYSIS

Deceuninck Aluminium outlines its retail

proposition for fabricators and installers

WINDOWS

20

DOORS

INDUSTRY NEWS

06 FABRICATOR MEMBERSHIP

Certass Trade Association has opened its doors to

the fenestration industry supply chain with its new

membership for fabricators, component manufacturers

and other suppliers in the industry

10 SHORT-TERM CHALLENGE

Revised forecasts from AMA Research suggest Covid-19

and lockdown will deliver a 22% drop in the value of

the UK window and door market this year, followed by

‘moderate but sustained growth’

28

MACHINERY

34

HARDWARE &

ACCESSORIES

40

06


JUNE/JULY 2020 T F 5

Industry News

CUSTOMADE GROUP

ACQUIRED BY NIMBUS

European Private Equity fund Nimbus, together

with its financing source MidCap Financial, have

agreed to buy the majority of the Customade

Group out of administration and create a new

group in a controversial ‘pre-pack’ bail-out.

NEW MEMBERSHIP FOR FABRICATORS

Certass TA chairman, Jon Vanstone,

believes the time is right to extend

support to the entire supply chain

The new group is made up of Virtuoso Doors,

Polyframe Norwich, Polyframe Stonehouse,

Real Aluminium, Atlas, Fineline Aluminium

and Stevenswood.

This acquisition saves more than 870 jobs and

in a statement issued by Customade Group, is

said to provide ‘a strong footing for the acquired

businesses to face the post Covid-19 economic

pressures and pursue the new owner’s

ambitious growth plans’.

Alexander de Haas, of Nimbus, commented:

“We are delighted to invest in the Customade

Group. The business has a market leading

product and customer service proposition but

has faced unprecedented challenges in the

last six months. Our investment will allow the

group to recover and focus on a long-term

growth strategy which will include significant

investment in the manufacturing capability of

the group.”

The new group management team will be led by

chief executive, David Leng, who added: “After

an extensive process it has been good to find

an experienced investment partner in Nimbus

to save the majority of the Customade business

in these exceptionally difficult economic

circumstances. I am very disappointed for the

great staff, suppliers and customers at the

Polyframe Halifax and Polyframe Livingston

factories. These sites were uneconomic to reopen

and we were unable to raise funding in

these difficult times to restart them. I would like

to sincerely thank everyone for their hard work

and understanding. For the new restructured

group we can now look forward to a much

stronger and certain future.”

See more on page 11

Certass Trade Association (Certass TA) has

opened its doors to the fenestration industry

supply chain with its new membership for

fabricators, component manufacturers and

other suppliers in the industry.

The current ‘Trade Association of the Year’, as

awarded by BEIS-sponsored Trade Association

Forum, supported local installers through the

Covid-19 pandemic by directly sharing interpreted

help, advice and opinions on government guidance

as it broke. Certass TA delivered continual relevant

information through its Facebook Members Forum,

and the free ‘Secure Procedures for Working in the

Home’ pack.

Jon Vanstone, chairman at Certass TA, said:

“The beginning of the Covid-19 situation made

it very clear that we were lacking a connection

between the glazing industry and government. The

fabricators I talked to confided that they weren’t

receiving the support and advice that they needed

from their trade organisations and didn’t know

where to go to ask questions of government.

“With my positions in other construction industry

sectors, I was able to bring the view of glazing

to the right people in government and wider

construction community, ask questions and

get clarity on information to help installers and

fabricators through the pandemic.

“Feedback has been positive, and with so much

regulatory change on the horizon, it makes sense

to now open up our trade association to the wider

industry to support the entire supply chain, with good

practice advice and information as well as giving

them a voice in future government-led discussions.”

Certass TA membership gives fabricators access

to a monthly webinar with Jon Vanstone to discuss

the position of government and regulations with

a debate on key actions. They also get access to

Certass TA documents and best practice guidance,

the Certass TA Members Forum on Facebook and

information relating to consumer feedback on

installers’ work.

Fabricator and manufacturer members will have

their own profile on the Certass TA website and be

able to submit their news to feature on the Certass

TA members monthly newsletter to more than

3,000 installation companies.

John added: “Certass TA is modern and inclusive.

And that’s how we want it to stay. There is only

one level of membership and everyone pays the

same price, no matter how big the company, so

we are not conflicted when it comes to treating all

members equally.

“With so many changes ahead in the next few

years and the need for our supply chain to see the

evolving horizon as clearly as possible, the question

is: can businesses afford not to be involved and

connected to the information we hold?” To apply

for membership visit: https://members.certass.

co.uk/register.

6 TF JUNE/JULY 2020 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Industry News

NEWS IN BRIEF

• Profine UK has reported strong sales

across all the brands in its product

portfolio, which now includes a suite

of Kömmerling products, in addition to

WarmCore, Evolve and Legend.

Brian McDonald, sales director, Profine UK,

said: “There’s been considerable increased

traffic on the internet for windows and doors

as measured by the latest Google statistics,

while social media engagements have

increased notably across the industry as a

trade platform, along with consumers too.

With many jobs already in the pipeline it’s

been a strong start to the sector, but we have

to remain cautious.”

• Garnalex says it is on track to launch

Sheerline Classic, its beadless aluminium

window system this July, despite the recent

lockdown and economic uncertainty.

This will be quickly followed by the launch

of Sheerline’s Prestige window and door

system at the end of the summer.

The latest investment in Sheerline includes

an integrated 85,000ft 2 assembly line,

warehouse, and control centre. The company

has also expanded its fleet of Combilift

forklift trucks to help maximise efficiency.

JUNE SALES UP AND AHEAD OF BUDGET

Deceuninck says it has seen a “spectacular” The majority won’t be going on holiday so they’re

post-lockdown recovery, with June sales up spending money updating and enhancing their

15% year-on-year and ahead of the 2020 homes instead.

budget. The systems company says demand

“Deceuninck’s tempting product offering, wide

is particularly strong for flush windows and

colour range from stock, and reliable service gives

doors, and for colour.

fabricators and installers the tools to tap into

Deceuninck MD Rob McGlennon said: “Our sales this lucrative market. Our commercial sales are

in June increased 15% year-on-year, well ahead very strong too, and we have a number of large,

of our pre-Covid budget, which is quite simply prestigious projects in the pipeline.

spectacular! By last month Deceuninck fabricators

“We’re feeling confident about the future and

had all returned to work and they’ve reported very

the long-term prospects for Deceuninck and our

strong demand across the board.

customers. The next few months won’t be without

“The home improvement market is booming – challenge, but this industry has a track record of

consumers have spent the past few months at strong recovery after recessions. Like the Bank of

home thinking of ways to improve their properties. England, my money’s on a V-shaped recession.”

GLAZING MAKES ‘GREEN’ UPGRADE TOP 10

•Anglo European has said disruption to

the component supply chain is limiting the

ability of many fabricators to ship jobs,

impacting their cash-flow.

Particularly acute in steel and aluminium

component supply, the steel reinforcement

specialist said it had so far picked up 20 new

customers in response to disruption within

their former supply chains.

This included a number of new business

wins from competitors who had still not

returned to work, plus fabricators who had

previously bought from their systems provider

but had encountered availability issues.

Double glazing is among the top three ‘green’

improvements homeowners are looking to

make to their homes, according to a recent

report by Rated People, the online

marketplace service that seeks to

match homeowners with local

tradespeople.

With ‘home improvement’

searches up 380% during

lockdown according to Google Trends,

the report by Rated People found that

nearly a third of homeowners (31%) are looking to

specifically take on eco-related work at home this

year – showing that energy efficiency and green

issues are of high importance to homeowners.

The report, which surveyed more than 1,000 UK

homeowners, also reveals the top ten eco focuses

that homeowners are tackling – with the number

one improvement being to install smart

lighting, energy efficient LED bulbs

that can be automated and

controlled via an app. Upgrading

to eco-friendly appliances was

second, followed by double glazing

which took third place on the list.

Cavity wall insulation, solar panels, the

introduction of a compost heap, the installation

of solar water-heating, fitting an electric car port,

installing a biomass boiler and installing a heat

pump made up the remainder of the top 10.


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Industry News

‘SHORT-TERM’

CHALLENGE AHEAD

Revised forecasts from AMA Research

suggest Covid-19 and lockdown will

deliver a 22% drop in the value of the UK

window and door market this year.

AMA, however, said that although this would

lead to short-term challenge and some

consolidation, prospects for the medium and

longer term were positive, with the worst now

behind it and moderate but sustained growth

forecast through to 2024.

The authors of the revised edition of the

Door and Window Fabricators Market Report

UK 2020-2024 write: ‘As with many other

construction products manufacturers and

suppliers, the restrictions imposed in an

attempt to contain the spread of the virus have

led to major disruptions to many businesses.’

They add, however, that with recovery

forecast from Q4 this year, ‘growth is

forecast in all sectors with a gradual build up

over the subsequent 4-year period to 2024

when some sectors will have fully recovered.’

While AMA forecasts a ‘V’ shaped recovery,

it however warns that many of the underlying

issues which impacted the industry prelockdown,

remain. This includes significant

over-capacity, particularly in PVC-U extrusion

and fabrication. It also adds that recovery

will be faster in some areas of the industry

than others, with significantly differing

fortunes for residential, housebuilding and

commercial sectors.

Jane Tarver, senior research analyst AMA

Research, said: “There is a lot that still hangs

in the balance. A second wave or localized

lockdowns still have the potential to exert

a major impact on the industry’s fortunes.

With April and May now behind us and the

relaxation of lockdown controls in the middle

of this month (June), we now appear to be

entering a period of recovery.’

Find more industry news at: www.total-fabricator.co.uk

‘JUMP IN DEMAND’ FOR HIGH-VALUE IGUS

Lockdown has contributed to a significant

jump in demand for higher-value IGUs and

processed glass according to Cornwall Glass

Manufacturing.

The IGU and glass specialist which supplies

customers throughout the South of England and

South Wales, said that its order books were

‘strong’, driven by the release of pre-lockdown

orders and new business.

This, according to the company’s joint managing

director, Mark Norcliffe, was due to sustained Cornwall Glass Manufacturing’s Mark Norcliffe

demand from higher-end and aluminium

“PVC-U residential markets have been slightly

residential, as well as light commercial markets. slower to come back but that relates to the ability

to work in people’s homes during lockdown.”

He said: “We speak to our customers daily and

they are exceptionally busy. That includes a pre- According to Cornwall Glass Manufacturing there

Covid-19 order book but also new business. has also been an uplift in demand for processed

glass, which it attributes to growing demand from

“Aluminium remains a growth area and we’re

retail and hospitality sectors.

seeing sustained demand, including that for oversized

units. It’s meant that we are also supplying Mark added: “We’re not out of the woods and I’m

a lot of higher-value products, particularly solar sure there are still challenges ahead but there are

control.

also significant opportunities.”

NEW MARKET FOR COVID OFFICE GLASS

Modelling by Bohle suggests that Covid- breath to see if companies will go back to an

19 cough and sneeze-guard screens, plus office environment or stick with home working.

Covid-related office re-fits, represent a What’s now clear is that we’re moving towards a

multi-million-pound new market for the glass hybrid solution.

processing sector.

“That is creating massive demand from the office

Bohle says far from representing the end for market for glass, partitioning and new products

offices, UK companies ultimately want staff to developed to support Covid-19 working including

return to work but will, according to analysts, Vetroscreen. We have customers already quoting

need to cut staff numbers by 30-50% as well on quarter-of-a-million-pound contracts – that’s

restructuring space to meet social distancing on a single project. You don’t have to supply

guidelines and to minimise risk.

product into many more to get a feeling for just

how big this market is.”

This, according to Bohle, which launched its new

clamped and freestanding desktop sneeze and

cough guard Vetroscreen last month, has created

significant new demand for processed glass,

creating a multi-million-pound new market.

Dave Broxton, managing director, Bohle, said:

“Everyone in office fit-out has been holding their


REASSURANCE AMID

SHORTAGE CONCERNS

Mackenzie Glass has said that its supply

partnerships remain robust with high stock

levels across its complete range, despite

growing concerns about glass shortages.

BREXIT, COVID AND RUSSIAN CYBER-ATTACK

BLAMED FOR CUSTOMADE COLLAPSE

David Leng has come under fire for his leadership of the

Customade Group and its subsequent administration

and reincarnation following an acquistion by Nimbus

While float-glass manufacturers kept their

lines running during lockdown, Mackenzie says

that many were putting products back into

cullet, impacting on quality and availability.

This, according to analysts, has combined

with the significant jump in demand for glass

seen since the easing of lockdown following

rapid growth in retail and the return of demand

from commercial projects, to put ‘significant

pressure’ on the glass supply chain.

Mark Herbert, joint managing director at

Mackenzie, said: “There are some real

positives here, and that is the high level of

demand our customers are seeing across all

sectors of construction. That, in conjunction

with the lower outputs from float glass

manufacturers in March and April, is however

creating a logjam, and demand is currently

outstripping supply which will put pressure

on some product lines over the summer. Our

partnership with Pilkington, and as its first

Regional Partner, to a degree insulates us

from that squeeze on supply and we have full

availability across our product range.”

As Pilkington’s first ‘Regional Partner’,

Mackenzie’s offering is weighted towards

the float-glass giant’s ranges. It nonetheless

remains independent of it, also holding

product in stock from Saint Gobain, Guardian,

AGC and most recently, Pyroguard.

Mark added: “In general, we’re already at a

point where there are some clear shortages...

[but] the levels and the range of stock that we

hold, plus the strength of our relationship with

Pilkington [and] other glass suppliers, means

that we remain so far unaffected and can offer

a complete product range to our customers.”

David Leng, CEO of the failed Customade

Group, has blamed ‘Brexit, a general election,

a ransomware attack by organised Russian

criminals and Covid-19’ for the firm’s

controversial collapse, in a recent interview

with Business Leader magazine.

The stricken supplier of PVC-U and aluminium

windows and doors, roofs and sealed units, which

was acquired last month by European Private

Equity fund Nimbus and MidCap Financial, will

see a new group emerge from the remains of the

former, headed up by Leng.

While 870 jobs have been saved, the move has

resulted in two factory closures, suppliers left

unpaid and redundancies.

Speaking to Business Leader (www.

businessleader.co.uk), Leng said: “At the end of

2019 we were dealing with Brexit and there was

a general election, which impacted consumer

confidence. To add to this, in December two of our

biggest customers went bust.

“Then in January 2020 we suffered from a

Russian ransomware attack. Following this we

managed to get the business back up and running

in February and we had a decent order book going

forward. Then we went into lockdown and this hit

the business once again.”

Claiming to have inherited a difficult business

saddled with large debts, he told Business

Leader: “Throughout this process I have been

working to find what was initially a solvent

solution and we were looking at a debt for equity

swap. We didn’t end up receiving a credible offer

for the business in a solvent state and went into

administration. We were then acquired by Nimbus

who have bought most of the business.”

When pressed about his leadership and its

impact on suppliers and employees, Leng said:

“I understand there are some suppliers that have

not been paid and why they are angry.

“I also feel super disappointed that we have had

to let staff go, of course I do.”

The controversial deal has proved to be an

emotive subject with an outpouring of anger on

social media, much of which has been directed

towards David Leng himself, under the Twitter

hashtag ‘blameleng’.

One Customade supplier, Veka, even made the

unprecedented move of publicly declaring it would

no longer supply the new group.

In a tweet published on 30th June, Veka plc said

that the Customade Group’s actions would have

a ‘significant impact’ on Veka and that it had ‘no

plans’ to continue trading with the new company,

preferring to put its efforts into supporting its

‘trusted fabricator base’.


JUNE/JULY 2020 TF 11

Industry News

MANUFACTURERS

MAY FACE BARRIERS

TO NEW FINANCE

Manufacturers looking for fresh finance to

support business recovery and growth must

prepare for a tougher lending environment

as an outcome of the pandemic according

to Purbeck Insurance Services.

The provider of personal guarantee insurance is

warning the owners and directors of specialist

and small-scale manufacturing businesses that

they may find their finance options severely

limited unless they put their personal assets

such as their home and savings, on the line.

Todd Davison, MD of Purbeck Insurance

Services, said: “Reports suggest that

manufacturing is leading hope of a V shaped

recovery. While many firms have taken

advantage of the government’s support

measures, as these scale back in the latter

part of the year and cash reserves run dry,

manufacturers may start looking for new

finance. However it is likely that lenders will

become increasingly risk averse, so finance

may become more costly and more dependent

on the owners or directors signing a personal

guarantee. It is therefore crucial firms seek

expert advice from members of the respected

trade bodies such as NACFB or FIBA and

investigate ways to mitigate the risks such as

using personal guarantee insurance.”

Purbeck’s tips to mitigate the risks of personal

guarantees include:

• Educate yourself about the risks, ask

whether you can afford to take them and

always seek legal and/or personal finance

support – your accountant, solicitor or a

finance broker are good sources of advice

• Work out a way that you are not solely

carrying the liability – so split the

guarantee between your fellow directors

• Seek clarity on where your responsibilities

for the guarantee begin and end.

CORNWALL GROUP ON ACQUISITION TRAIL

Cornwall Group has said it is progressing

three potential acquisitions, having started

discussions in lockdown.

Mark Mitchell, chairman of the Cornwall Group

which includes Cornwall Glass Manufacturing,

Cornwall Glass and Glazing and Mackenzie Glass,

said it had received a number of approaches

from owners looking to make disposals since

March, of which three had now progressed to a

‘meaningful stage’.

Mark Mitchell

He said: “Cornwall Group remains an acquisitive Mark continued: “I do believe we’re going to

company and it’s always been a part of our see more consolidation in the coming six to

growth strategy.

12 months. This includes not only perhaps

some smaller manufacturers but also national

“We’ve received a number of approaches from

manufacturers who may be inclined to step back

companies looking to explore opportunities for

from some of their downstream activities.

disposal and those discussions have moved to

what I would describe as a meaningful stage, “There may also be a thinning out of large IGU

with three.

companies. Those companies require a lot of

work to feed them.”

“There is still a long way to go, none of the three

are ‘fire sales’ and whether any of them will come He added:“We aren’t looking to become the

to anything I don’t know – but I believe we are seen biggest but we are confident and planning for

as a business which can be approached and can growth and continuing investment for a long time

be trusted if you are looking to release assets.” to come.”

RETAIL BOOM ‘NOT SUSTAINABLE’

The latest monthly analysis of the key trends reinforce what any installer will tell you – retail

defining window and door retail, the Business demand has gone through the roof since the

Pilot Barometer, has revealed that the

restrictions placed on working in people’s homes

fenestration industry is currently booming with were lifted on 11th May. The figures are startling.

retail demand “through the roof”.

Average leads were up 70% June on May – and a

staggering 453% on April. Sales were up 46% on

However, according to Neil Cooper-Smith, senior

May and almost 560% on April.”

analyst at Business Pilot, the current trend

– brought about in part by a release of latent Despite the positive news, Cooper-Smith added

demand following lockdown, as well as the fact that: “This growth and demand is, and will not be

that household incomes have been temporarily sustainable... The question is will demand ‘settle’

secured by the government’s furlough scheme – to sustainable levels of growth or will it slip back

is simply ‘not sustainable’, leaving uncertainty into contraction?”

over the market’s future.

According to Cooper-Smith, the answer will

In his headline analysis of the Business Pilot be dependent on multiple factors including

Barometer, Edition 6: April/May/June 2020, government fiscal stimulus packages, growing

Cooper-Smith said: “The window and door job losses, the housing market and ultimately,

industry is seeing a boom. Figures for June consumer confidence.


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Health & Safety

ADJUSTING TO THE NEW NORMAL

In the space of just a few months, social distancing has suddenly become the ‘new normal’

across the UK economy. Ken Wilson, of Caldwell, offers his advice on implementing it in the

glazing sector.

In May, the coronavirus lockdown was finally

eased after two months of virtual shutdown.

In the weeks since, millions of people have

returned to work – tens of thousands of them in

glass and glazing.

But it’s certainly not been back to business as

usual. Social distancing has become a strange

but critical part of everyday working life.

We know that for many firms, it’s been a

headache to implement – but it’s also been

hugely necessary to keep staff, suppliers,

customers, and vulnerable people in communities

around the country safe.

It’s unlikely to be a short-term arrangement, too.

Realistically, social distancing will be around

for as long as it takes to develop a coronavirus

vaccine, or some other form of treatment.

“Employees need to

regularly wash their

hands with soap and

warm water for at least

20 seconds”

So with that in mind, here are a few tips we hope

will help keep fenestration workers safe in the

weeks and months ahead.

The basics

By now, I’m sure we’re all familiar with the

basics, but they’re extremely important.

Wherever possible, at the time of writing , staff need to

keep at least two metres away from each other. That

might mean you need to start up again on a smaller

scale, allowing more room between workstations.

Employees need to regularly wash their hands

with soap and warm water for at least 20

seconds – ideally, when they arrive at work, at

the start and end of every break, and before they

leave to go home. Make sure you’ve got extra

soap or hand sanitiser (if you can find some) to

cope with the extra demand.

If possible, have your premises cleaned more

regularly – focusing in particular on communal

areas like kitchens, bathrooms, and equipment

used by multiple people.

If someone in an employee’s household has

coronavirus symptoms, they obviously shouldn’t

come to work.

Keep mixing to a minimum

In a workplace like a factory or a warehouse,

some mixing is unavoidable. However, there are

steps you can take to reduce the risk.


If people have to work together, make the groups

as small as possible. Ensure staff members are

always working with the same team members

to keep social interaction to a minimum (for

example, avoid assigning a person who’s been

working on one shift to another that would involve

them mixing with a different group of people).

If possible, have staff members work side-byside

or facing away from one another, rather than

face-to-face. If some face-to-face contact is

unavoidable, ensure it’s for less than 15 minutes.

At breaktimes, staff should be encouraged not

to gather in groups. It feels unpleasant and antisocial

– especially considering employees will

have spent weeks under lockdown and unable

to socialise – but it’s very important. Consider

making it easier for staff to do the right thing by

staggering break times.

If you’re in a building with lifts, it’s important that

employees who are able to do so use the stairs

“Some staff might be

resistant but measures

like these are vital if we

want to get our sector

moving again”

instead. Lift panels, door handles, and the controls

of machinery should be regularly disinfected.

Keep vehicles clean

Some workers in our sector have to drive

company vehicles, or other equipment like forklift

trucks and cranes. It’s especially important that

they maintain good hygiene and practice social

distancing wherever possible.

Company vehicles need to be regularly cleaned –

focusing in particular on the steering wheel, handles,

and anywhere else that people are likely to touch.

Wherever possible, windows should be kept open

– not just in cars and vans, but in any enclosed

space, as good ventilation might help reduce the

risk of the virus spreading.

Getting back to normal

It’s important to recognise that factories, offices

and warehouses aren’t built for social distancing.

It’s therefore very unlikely any of us will be able

to do it 100% of the time. Instead, we should

focus on following the regulations as much as

possible within our individual fields – and even

that won’t be easy.

It’s also likely that some staff members might

be resistant to precautions they see as being

‘over the top’. But measures like these are vital

if we want to get our sector moving again – and,

eventually, return to normality.

Contact Caldwell:

024 7643 7900

www.caldwell.co.uk



FIT Show 2021

SURVIVAL OF THE FITTEST

As we weather the storm that is Covid-19, only the strongest will survive. Total Fabricator

speaks to one installer who’s looking to do business with these ‘leaner, fitter companies’ at

FIT Show 2021...

David Thornton, of The Window Company

(Contracts), says that he will be visiting

next year’s FIT Show with a view to

identifying new supply partners, because the

event will “highlight the leaner, fitter and better

funded companies in our industry.”

David, who has previously shown his support for

the event, which will take place once again at

the NEC in May, was asked for his views on the

relevance of the FIT Show at a time when the

industry is facing enormous challenges

due to Covid-19. He said: “Although

we all have an extremely difficult road

ahead, assuming that we are able to

return to some sort of normality in the

coming months, the next FIT Show will be

immensely important for the industry.

“With the cancellation of Fensterbau until 2022,

FIT Show 2021 will be even more important.

Certainly, I will regard any exhibitors at next

year’s FIT Show as companies that I am more

likely to do business with, simply as they have

not only survived but they can afford to be there

both financially and logistically. By then they

are likely to have rationalised their products and

services and, like all of us, will have taken a lot

of hard decisions during the lockdown that will

make them leaner, fitter and simply better to do

business with.”

One of the South East’s leading commercial

window, door and curtain walling installers,

working for some of the region’s biggest

contractors and social housing providers, David

has steered The Window Company (Contracts)

to three ‘Installer of the Year’ titles. A committed

industry man, David has also served as a director

of the Glass & Glazing Federation. He added: “You

meet people face-to-face at an exhibition like the

FIT Show and, as sophisticated as

digital communications are, there

is no substitute for looking people in

the eye to discuss your needs and their ability to

supply you. We do a lot of business at FIT.”

Next year’s event will be even more important

in this process, he says: “It’s a fact that many

of the more fragile companies will have gone. I

want to see who is left, to see the shape of their

businesses and how they intend to develop

going forward; the May ‘21 FIT Show

will be a filter, in effect.

Left: David Thornton of The Window Company (Contracts) and below: FIT Show’s Nickie West.

“But just as importantly,” adds David,

“many of the challenges posed by the

lockdown came from the basic human

need to interact… the FIT Show will be so

very important, as we come out of this period.”

Nickie West, FIT Show event director, added:

“With just under a year to go until FIT Show ‘21, I

have been encouraged by the conversations that

we have been having with our peers, exhibitors

and prospects – a great number of which are

already at up to 80% operational capacity as part

of their return to business operations.

“Like David, a number of industry figureheads

have highlighted their belief that FIT Show ‘21

will act as a barometer for business success. My

hope is that FIT Show will serve as a beacon for

the industry, and a positive milestone for us all to

work towards.

“I’ve been encouraged by the data that is being

reported across the industry, with commercial

business remaining buoyant throughout the

Covid-19 lockdown, and a steady flow

of domestic leads which have

continued to build as homeowners

shift their focus to improving and

not moving or holidaying.

“The conversations that I am

having with our stakeholders and the

sentiment that I am feeling from across the

industry, is that this is a storm that we have – and

will continue to – weather together.”

Contact FIT Show:

0207 886 3100

www.fitshow.co.uk

@fitshow


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Advertorial

HIGH DEMAND: SYSTEM 17-65

Total Fabricator hears about Metal Technology’s product portfolio including its new

System 17-65 offering, and takes a look at some of the projects its range of systems have

been used on in different sectors...

The company: Since 1985, Metal

Technology has been defining spaces

through its architectural glazing solutions

and has grown to become one of the UK and

Ireland’s leading designers and suppliers of

bespoke aluminium window, door, curtain wall

and solar shading systems for commercial and

residential applications.

Committed to excellence in all aspects of

sustainable product design, customer service

and technical support, the company has become

a trusted partner of fabricators, developers,

contractors and architects.

Product range: Metal Technology’s product

portfolio encompasses over 30 window, door,

curtain walling, brise soleil and louvre systems. Its

Thermally Enhanced (Hi+) portfolio

offers the designer a wide and

diverse choice of profiles that

provide structural integrity,

weather performance,

thermal enhancement and

security. The company has

just launched a new 65mm

capped curtain walling product,

System 17-65, which has been

designed specifically to accommodate greater floor

slab deflection and glass movement in high-rise or

multi-storey applications.

Technical support: Metal Technology offers a

comprehensive design and specification service

to architects, developers and main contractors

through a team of architectural advisors. Tailored

specifications can be provided online with NBS

standards, supported with CAD details and

performance data, as well as BIM family models for

integration into construction drawings.

Above: Horizon Heights; Below: The new System 17-65.

Sectors

Education: Metal Technology has vast experience

of providing fenestration solutions for over 1,000

universities, colleges and schools throughout

the UK. The company was a key supplier

in a number of recently completed

student accommodation projects:

the award-winning Horizon

Heights development in Liverpool,

Belaton House and Bailey Point

in Bournemouth and 123 York St in

Belfast.

Retail: From leading supermarkets and

shopping centres to high-spec showrooms,

Metal Technology’s products have provided

designers with the flexibility to combine aesthetic

architectural statements with value engineered

practicality, performance and durability. Projects

such as Wallace Well Retail Park and brands such

as Porcelanosa, Asda and Tesco demonstrate the

company’s track record in delivering solutions in

this competitive and diversified sector.

Leisure: Metal Technology has supplied its design

solutions and high-performance systems to

major new hotels across the UK and Ireland, with

involvement in the Grand Central Hotel, AC Hotel

by Marriott, the Maldron and Hampton by Hilton,

as well as Jurys. The company has also completed

major leisure projects such as Aintree Racecourse

and the British Golf Museum in St. Andrews.

Healthcare: From Glasgow’s Victoria and

Southern General Hospitals, to its Maryhill Health

Centre which showcase the latest technology and

healthcare provision in a way that is inspiring and

inviting to the public, Metal Technology has applied

its expertise in close collaboration with designers to

deliver financially economic yet technically robust

solutions.

Commercial: Contracted for many commercial

schemes throughout the UK, Metal Technology

recently supplied their architectural glazing systems

for a number of recently completed, awardwinning

developments: CDE Global headquarters

in Cookstown, the prestigious 64,000 sq ft Victoria

Gate commercial office building in Woking and the

Aurora building in Bristol.

Residential: Signature apartment blocks in London,

Belfast and Manchester are excellent examples of

how Metal Technology’s windows, curtain walling,

sliding and bifold doors meet the aesthetic, security

and thermal performance requirements of any

building. Finishes can vary internally and externally,

adding to the design possibilities, while the intrinsic

qualities of aluminium – infinite recyclability,

durability, strength and lightness mean it is one

of the most sustainable building materials in use

today.

Contact Metal Technology:

028 9448 7777

metaltechnology.com

@MetalTechAlumin


NEW

PRODUCT

System 17-65

Facilitating

multi-storey

construction

Metal Technology have launched their new System 17-65 Curtain Walling.

Designed for use in high-rise or multi-storey applications, the system

accommodates greater floor slab deflection and glass movement.

Based on the successful System 17 50mm Curtain

Walling, this latest system also adopts the same stick

built assembly process, with overlapping transom to

mullion connections, and incorporates many of the

same manufacturing and installation principles used

within our System 17. Based on 65mm wide mullion

and transom profiles, System 17-65 facilitates greater

glass movement, caused by increased differential

mullion movement often associated with large floor

slab spans, greater floor slab deflection, taller glass

units, and larger building movement often found in

modern high-rise buildings.

The system incorporates a suite of structural

mullion and transom profiles, ranging from 50mm

to 225mm, along with a range of projecting cover

cap options. A flat pressure cap also offers a cost

effective alternative to silicone pointing while still

accommodating increased building movement without

compromising on glass cover and the performance

of the system. The system can accommodate up

to 54mm thick glass units, in 1mm increments, to

facilitate a wide variety of double, and triple glazed

units to help facilitate even the most demanding

thermal, guarding and/or acoustic requirements.

To complement its successful testing to CWCT

weather performance and PAS 24 security standards,

System 17-65 has also completed acoustic testing

to BS EN ISO 10140-2 at the UKAS accredited test

facility at Warrington Fire, using a variety of acoustic

glazing configurations.

For further information, visit metaltechnology.com

Article PVC-U Recycling

SUSTAINABILITY POST-COVID

The world is changing, but sustainability is still a top priority according to Deceuninck MD

Rob McGlennon. Below, he explains how the systems house’s commitment to recycling will

help fabricators and installers meet the sustainability demands of today, and the future.

With the Covid-19 pandemic still sending

shockwaves around the world, bankers

have warned that climate change is

the next global crisis. In a joint statement issued

last week, former and current central bankers

including Mark Carney and Bank of England

governor, Andrew Bailey, said: “This crisis offers

us a once-in-a-lifetime opportunity to rebuild our

economy in order to withstand the next shock

coming our way: climate breakdown. Unless we

act now, the climate crisis will be tomorrow’s

central scenario and, unlike Covid-19, no one will

be able to self-isolate from it.”

The world has changed beyond recognition in

just a few months, and as we begin to emerge

from lockdown things will continue to change. I’m

confident markets will recover, but competition

“Bankers have

warned that

climate change

is the next

global crisis”

will be fierce. Sustainability – in product and

the supply chain – will be even more critical in

tackling climate change.

Recycling’s move from a ‘nice-to-have’

In recent years product lifecycle sustainability

has grown in importance throughout the

supply chain. In the commercial sector, for

example, corporate social responsibility requires

procurement processes to consider sustainability.

Similarly, most local government

and housing association projects

are obligated to take product

lifecycles into account. And

responsible developers and

homeowners increasingly

question the eco-credentials of the

things they buy. That includes windows

and doors. It’s important to be able to offer

reassurance about the inherent sustainability

of new windows, and what will happen to the

windows being replaced.

PVC-U is a highly sustainable material

Plastics often get a bad press because of the

irreversible damage caused by single use

plastics. But a number of studies highlight the

sustainability of PVC-U window profile in the


built environment because it offers low thermal

conductivity and helps to significantly improve

a building’s energy performance. Research

suggests PVC-U window profiles have as much as

three times the heat insulation efficiency of the

average aluminium profile, for example.

The energy consumption and CO2 emissions

during the lifecycle of PVC-U windows (including

production and end-of-life recycling) is less than

half that of other materials. And the essential raw

materials for making PVC-U are more sustainable than

many other materials, as they are derived from rock

salt and oil (with the ethylene required increasingly

derived from sugar crops rather than oil).

Deceuninck has been in the building products

sector since 1937 and our long experience of

window and door systems underlines the view

that PVC-U outperforms many other materials

in terms of efficiency and sustainability. It’s a

little known fact among homeowners that PVC-U

is highly recyclable and can be reused almost

endlessly without loss of quality. What’s more,

according to estimates by VinylPlus, for each kg

of PVC-U recycled, 2kg of CO2 is saved .

Investment in recycling

We are committed to the development of

sustainable products for the built environment:

it’s part of our missions statement. We recently

commissioned a new 13 million-euro highcapacity

PVC-U recycling line at our compounding

facility near our global headquarters at Diksmuide

in Belgium. The new recycling facility quadruples

our previous recycling capacity with capacity to

process up to 45,000 tonnes of material a year.

“There is a danger of

people avoiding PVC-U

because they think

it’s bad for the planet,

when the opposite is

true”

This will allow us to recycle more Deceuninck postindustrial

waste, as well as our customers’ offcuts.

But we’re also using it to recycle the frames from

the gradual replacement of 30 to 40-year-old,

first generation PVC-U windows. Without this new

facility, an estimated two million windows a year

would be going to landfill or incineration.

The new line employs the latest technology and

enables Deceuninck to recycle PVC-U profiles

of all colours and of all different compositions.

During the recycling process, all contaminations

are removed, grinded and sorted by colour.

After granulation, the recycled material, which is

a perfect alternative to virgin material, is used for

the extrusion of new PVC-U window profiles.

Commitment to sustainability

Deceuninck is one of the UK’s first PVC-U

systems companies to have our commitment

to sustainability rewarded with VinylPlus

certification, after an audit by the UK’s Building

Research Establishment (BRE).

VinylPlus is the European PVC industry’s

voluntary commitment to sustainability and the

certification scheme makes it easier for building

sector customers to choose sustainable, high

performance PVC products. Its criteria include

responsible sourcing of PVC resin and additives,

closed-loop management and recycling,

sustainable energy policies and supply chain

management requirements.

There is a danger of people avoiding PVC-U

because they think it’s bad for the planet, when

the opposite is true. It’s up to everyone in the

industry to explain the inherent sustainability of

PVC-U, and at Deceuninck we’ll continue to find

ways to improve its eco-credentials even further.

Contact Deceuninck:

01249 816 969

www.deceuninck.co.uk

@DeceuninckUK



Article Customer Service

HANDS-ON MANAGEMENT TEAM

Georgian Bar Company director, Phil Dewhurst Jr, talks about how he and Phil Sr kept the

deliveries going throughout Covid-19 lockdown, and the extra preparation they’ve made to

keep their team safe as they return to work.

Father and son directors for the Georgian

Bar Company, Phil and Phil Dewhurst Jr,

have worked to keep getting orders out to

customers throughout the Covid-19 pandemic.

Commercial director Phil Dewhurst Jr says: “As

expected, most customers were shut from the end

of March and April’s sales were slow but steady.

We had a few UK customers that didn’t shut

completely and still needed products, and some

large orders to India needed to be dispatched.

To protect our staff, Dad and I have carried out

the tasks of five of our furloughed team including

order picking, warehousing and distribution,

technical support, sales order processing,

customer care and our main responsibilities for

purchasing, sales and management!

“To reduce any potential supply chain delays

caused by Covid-19, we upped our orders from

suppliers to increase stock levels by 20%. It

meant that we had enough in our warehouse for

customers’ orders, and we weren’t waiting on

deliveries coming in to us.

“May also saw us win a prestigious new contract

to supply the Geofast bars where the patented

clip was the key to securing the order, as the

windows are high up and the developers can’t

afford any risk of bars falling off.

“The first week of June has seen the vast majority

of our customers back in operation in some

capacity. We have seen a steady stream of orders

from most of our key fabricator accounts and we

are moving closer towards three quarters of our

normal volumes for this time of year. We also

secured a new systems company who will be

adopting our Geofast range in the coming weeks.

For the most part it appears the industry recovery

has started.

“For the most part it

appears the industry

recovery has started”

“It was important to talk to customers, even when

their factories were shut throughout lockdown.

It gave Dad and I a clear picture of what was

coming through and how they were planning to

reopen. This meant we knew in advance when

they needed products and we could make sure

they could get what they needed, when they

needed it.

“We have taken the worldwide lockdown as an

opportunity to pause sales in the USA. This gives

us a chance to retool and refine our product range

there. And, after the latest deliveries to India, they

have the products they require as they get back to

manufacturing post lockdown.

“With plenty of orders going out of the warehouse,

and fewer demands on our time for business

meetings and business events and networking,

It’s a family affair: Father and son duo Phil and Phil Dewhurst Jr

have worked to fulfil customers’ orders throughout the pandemic

Dad and I have enjoyed the time we’ve spent

together. Going back to the practical, hands-on

side of the business again meant we could see

where we could improve, and we have taken

time out to reorganise the warehouse and create

new processes to give customers an even better

service in the future. It’s been great working with

Dad and we have complementary skills, so we

were able to do everything needed to keep the

deliveries going.”

Phil adds: “For the Georgian Bar company team,

we have put in place additional handwashing and

toilet facilities as well as care packs and social

distancing measures. We will start bringing the

team back as sales continue to grow and we start

getting more demands on our time. June looks

to be very promising, not pre-lockdown levels of

sales but it feels like we are building back to that

in a meaningful way.”

Contact The Georgian Bar Company:

01772 631441

geofast.co.uk

@geofastsystem


Aluminium Hardware PVCu Hardware Composite Door Hardware Tools & Consumables

We're here to support

your business

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FINALIST

Window Updates

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

ADD COLOUR WITH NEW RETAIL GUIDE FROM EPWIN

The Business Micros Group is promising a

software revolution for the PVC-U window

and door industry as it starts the roll out of

its new Touch software platform to coincide

with the easing of the lockdown.

Suitable for both fabricators and installers,

Business Micros says the new Touch platform

provides the industry’s first ‘truly joined-up

solution’ from remote selling, right the way

through to manufacturing and delivery.

Managing director Graeme Bailey says that

the timing of the launch has been deliberately

designed to give companies adjusting to the

new social distancing rules simple ways that

they can sell, quote and order online.

For fabricators, the Touch solution is branded

‘Portal’ and sits directly on their existing

websites. Fully compatible with Business

Micros’ Evolution manufacturing software, this

Epwin Window Systems has released its new colour retail guide to help fabricators and installers

sell colour to the consumer.

The Colour Collection is a four-page brochure illustrating Epwin’s new colour offering across six ‘colour

families’ comprising of Heritage, Contemporary, Timber Grain, Black, Primary and Metallic. The 30 colour

options all reflect modern trends to help consumers choose the perfect colour and finish – and have been

developed to suit ‘all sectors and all tastes’.

Gerald Allen, marketing manager at Epwin Window Systems, said:“Our colour range includes an expanded

selection of attractive heritage tones, more of the popular contemporary greys and a new UltiMatt black finish,

as well as new metallics to capitalise on the growing demand for aluminium alternatives.”

The recently-launched colour offering also features up to 16 Fast Track foil finishes which includes new colours

Anthracite Grey Smooth, Cream on White, Sage, Claystone and Pebble Grey. www.epwinwindowsystems.co.uk

A 'SOFTWARE REVOLUTION' FOR WINDOWS

‘user-friendly’ online quoting and ordering tool

allows trade customers to generate instant

quotes which they can mark up and send

directly on to their retail buyers. When those

trade customers place an order, it goes straight

into the fabricator’s Evolution set up, saving

time on order processing and double entry.

Packaged with Touch Portal is Touch Business

which allows fabricators to manage the

customers who have access to Portal, view their

quotes and orders in real time, and provide

updates and marketing support materials to help

them convert quotes into sales.

Explaining the benefits over other online

ordering tools on the market, Graeme Bailey

said: “Unlike other stand-alone software

tools on the market, Touch products combine

both data and design. They use the real time

data which Business Micros holds from every

systems house, hardware and glass supplier

in the UK, and match that with a stunning

interface and fully rendered, realistic product

images from the digital design experts at Group

company The Consultancy. That’s what makes

Touch a truly joined up, end to end solution

which streamlines the whole selling process at

every stage.”

Demonstrations of the new Touch products are

available at: www.bm-touch.co.uk

FARROW & BALL FEATURES R7 ON INSTA

Paint and wallpaper manufacturer, Farrow & Ball, known for its historic colour palettes, recently featured

an R7 window from the Residence Collection of premium windows and doors in Chalk White on its official

Instagram page, which boasts more than 968k followers, and the post itself has enjoyed 8,961 likes.

The paints featured are Strong White and Moles Breath and the R7 window in Chalk White complements these

colours perfectly.

The Residence Collection says it is highly active on social media, with several mood boards on Pinterest to inspire

style savvy consumers, and traffic amounting to more than 143k monthly views. There’s a Chalk White page which

shows off an R7 window, along with sample swatch images of Elephant’s Breath, Skimming Stone, Strong White and

Wimborne White, again all from Farrow & Ball. www.residencecollectiontrade.co.uk


S L I M S

I G H T L I N E S

R O B U S T C O N S T R U C T I O N

D U A L C O L O U R O P T I O N

The wait is over...

Available now! Designed for both residential and commercial

applications, our thermally efficient 70mm aluminium window system

has a wealth of design options making it ideal for use in homes,

schools, offices and leisure facilities.

Fully compatible with the full suite of Kestrel products our new system

is fabricator friendly to make installation on-site as easy as possible.

For more information please call 0121 333 3575,

email info@kestrelaluminium.co.uk or download a brochure at:

www.kestrelaluminium.co.uk

U VA L U E S A S L OW A S 1 . 2

WINDOWS DOORS ROOFING SHOPFRONT CURTAIN WALL BRINGING LIGHT INTO LIVING

www.kestrelaluminium.co.uk

Tel: 0121 333 3575

Retail Analysis: Aluminium

HAVE YOU GOT END-USER APPEAL?

Following the launch of its Decalu window and door system earlier this year, Deceuninck

Aluminium outlines its retail proposition for fabricators and installers, focusing on a new bifold

that ‘ticks a lot of boxes’...

“We could have the best system

to make in the world but if it

doesn’t have end-user appeal, it

doesn’t add much value,” says Nigel Headford

(pic right), Deceuninck Aluminium’s business

development director. “Technical performance is

a prerequisite, but to sell an aluminium bi-fold

your product has to connect. I believe Decalu88

does that.”

Decalu, the new system by Deceuninck Aluminium

was launched at the start of this year. The

aluminium systems house’s proposition is

straightforward. It wants to bring new levels of

service and support to aluminium systems supply.

To achieve this aim, it’s drawing down on the

culture which underpins its parent business to

bring, according to the man leading its charge,

“the standards of service and support you would

expect from leading PVC-U systems companies,

to aluminium systems supply.”

In pursuing this objective, Deceuninck Aluminium

is also applying focus to many of the same areas

as its PVC-U sibling.

Strategically Deceuninck’s PVC-U business

has supported its customers’ growth through

the focus it has placed on colour – some 30

colourways from stock – contributing to the 40%

plus growth in foiled profile seen by the PVC-U

systems company in the last year.

This is something that is not lost on the new head

of Deceuninck Aluminium: “The impact colour is

having on the market is massive; it’s as relevant

in aluminium as it is in PVC-U. If we’re going to

support installers in selling more, as a supply chain

we have got to give them the tools to do so; colour

is a big part of our strategy.”

A comprehensive new aluminium system, Decalu

includes a series of casement

options including Decalu 88

Steel and New Steel, designed

to replicate steel commercial

windows; plus a hidden sash and

retro option. There’s also a tilt-andturn

option and the ultra-energy efficient,

Decalu101 Scand.

Deceuninck Aluminium has, however, chosen to

focus its attention, during this launch phase, on

Decalu88, its new bi-fold and accompanying liftand-slide

option, Decalu163.

Greatest opportunities

“We’re focussing on those areas of the market

which offer the greatest opportunities to our

customers in trade fabrication and in retail,”

Nigel says. “There are significant growth

opportunities in aluminium full stop but they’re

perhaps a little more pronounced in bi-folding

door supply.”

The Bi-fold Doors Market Report – UK 2020

to 2023 from AMA Research published at the

beginning of this year, has predicted growth in the

bi-folding door market across sectors of 7% this

year [2020]. Its longer-term forecast

is also positive, although it argues

that growth may drop to a still highly

respectable 5% by the end of 2023.

This would mean, according to AMA,

a total market value of £113m by 2023.

Aluminium remains the most popular material

type, with the majority of bi-folding doors

supplied, as expected, as replacements for older

inline sliding products.

As a retail proposition, the Decalu88 bi-folding

door ticks a lot of boxes. U-values are as low

as 0.68W/m 2 k triple glazed or 1.4W/m 2 k double

glazed. Sightlines are minimal, giving the

Decalu88 a contemporary premium aesthetic,

while there’s also a slim interlocking option.

With each sash able to accommodate weights

of 200kg and up to 3m in height, the Decalu88

bi-folding door also offers impressive design

flexibility, while guaranteeing ultra-smooth running.

Given the focus Headford places on the

importance of colour and its lineage as part of the

wider Deceuninck ‘stable’, the finish options for

the Decalu88 offer installers a competitive edge.


That’s because as well as supplied in dual-colour

and marine grade as standard, the Declau88

aluminium bi-folding door is supplied in 16 specialist

finishes designed to match into colour ranges

offered by Deceuninck through its PVC-U business.

This combined colour-pathway across its

offer as a whole allows installers to colourmatch

aluminium product to perfection across

Deceuninck’s PVC-U and aluminium ranges.

Mix-and-match PVC-U and aluminium

“The win is obvious,” says Nigel. “You can sell

and mix-and-match a combined aluminium and

PVC-U offer.

FACT BOX: The Decalu88 aluminium bi-folding door

• Cuts manufacturing times by up to 40% over comparable aluminium systems

• Single inner frame and mid-section, plus integrated insulation

• High-performance EPDM, co-extruded pre-inserted gasket with rigid PVC-U backing –

eliminates manual insertion of gasket and puts an end to gasket shrinkage

• Dual-colour and marine grade as standard

• 16 colour-matched options across PVC-U and aluminium systems

• U-values are as low as 0.68W/m 2 k triple-glazed or 1.4W/m 2 k double-glazed

• Heavy-duty ultra-smooth running with individual sash weight of up to 200kg

• X2 7mm fully adjustable jambs offering 14mm of tolerance for out-of-square openings.

“In my ideal world we’d only be selling aluminium

but we understand that the reality of retail is

different and that there’s often a gap between

what homeowners may want and what they may

actually be able to afford.

“If you’re already fitting Deceuninck PVC-U

windows and doors, you can offer a perfectly

colour-matched aluminium door alongside it –

from a single supplier. It’s a very clean message

to the end-user.”

It also, however, creates further opportunity in

retail in that homeowners can exactly match the

hardware on their PVC-U windows, to their feature

aluminium bi-fold or lift and slide, where sold as

part of a combined PVC-U and aluminium offer.

“It’s a double win. Fabricators don’t need to hold

dedicated aluminium hardware alongside PVC-U

and they can also offer suited product. This also

translates into a stronger retail proposition for

installers selling under the Deceuninck brand.”

Decalu88 also offers a number of installation

benefits to installers. This includes a 7mm

fully adjustable jamb on each side of the door,

simplifying squaring and setting. Its use of coextruded

pre-inserted gaskets not only reduces

manufacturing times – according to Deceuninck

by up to 40% – but also simplifies glazing.

Manufactured from high-performance EPDM, coextrusion

with rigid PVC-U backing also puts an

end to gasket shrinkage – something which has

been a source of frustration, complaints and callbacks

for installers and manufacturers for time

immemorial. These also sit flush with the bead,

maximizing the glazed area.

“When we approached the design process we did

so from each and every part of the supply chain.

Fabricators, retailers, fitters – and ultimately the

end-user – to understand what they were looking

for from a product, from a service and from a bifolding

door system.

“The Decalu88 bi-folding door is the culmination

of that analysis. It delivers wins at every stage of

the supply chain.”

Contact Deceuninck Aluminium:

01249 816 969

www.deceuninck.co.uk

@DeceuninckUK



Colour

COLOURFUL OPPORTUNITIES

Dan Sullivan, MD of DoorCo, shares the latest developments in colour from the composite

door manufacturer...

Around 45% of all the doors DoorCo

supplies are painted – whether to order

from our premium or bespoke ranges,

or special RALs as one-off orders. Colour is

very much still at the top of the agenda for the

composite door market and the ability to deliver

on it is fundamental. We must look beyond fast

turnaround and choice; there is a growing desire

for something more. Take our new Patina range

for example. Launched at the beginning of the

year, it is proving hugely popular and grabbing

the attention of the more aspirational followers on

our social media. The finish can only be achieved

on Monza II, a product unique to DoorCo, so it is

totally exclusive.

Back to basics

DoorCo loves to innovate and come up with these

exceptional products but we also pay attention

to the finer details that make commercial sense

to our customers. That’s why we’re amongst the

few that offer Anthracite and Chartwell Green

as part of our standard colour range to make

the sales of these popular choices better for

our customers. Our standard colours negate

additional paint charges and are available with

next day delivery. During the lockdown period, we

took the opportunity to do some further research

on our colour range too. In a recent poll, DoorCo

invited its customers to vote on the next standard

colour for us to consider adding as a standard

colour offer. Out of the four top colours offered,

Slate was voted in unanimously; it is the most

requested colour and now outsells standard red

and green. We will look to add this colour later

this year.

We have also been working with a new paint

supplier to upgrade our current paint product.

Hydrapur from Teknos is a water-based, highly

“Slate is the most

requested colour and

now outsells standard

red and green”

Slate is set to be added to DoorCo’s

standard colour range after it came

out tops in a recent customer poll


durable, low-VOC paint which is not only better

for our staff from a health and safety perspective,

but will also transform the quality and choice of

colour available from DoorCo.

Colour match revolution

Many suppliers boast a colour matching service,

and most of them work fine. The reality is that

lead times are extended and the cost can rocket

as the product is shipped out to specialists to

paint. DoorCo has pioneered with an in-house

offering for a long time – ‘any colour, your choice’

has been a company byword for ages.

But what homeowner could point to, for example,

a leading paint supplier’s brochure and say, “I

want my door to be that colour” and without

paying the earth and waiting a long time for the

exact match, get it? DoorCo’s new paint product

can do exactly that.

“Colour still tops

the agenda for the

composite door

market and the ability

to deliver on it is

fundamental”

Pick a colour, any colour

Initially, we will be introducing the new paint

in line with our current colour range, and the

majority are an identical match or as close as

possible. Where this is the case, we believe

the colour has more vibrancy/density – exact

matches are pretty hard to achieve but we are

matching as closely as we can and are updating

our brochure and colour swatches for the future.

Disclaimer: some shades may not match the

printed catalogue entirely!

Pretty soon we will be extending the offering

with more shades from the current ‘Top 100 list’

– which includes colours inspired by designer

coating specialists. Thanks to work by Teknos

on the science of colour, we are not limited to

RAL/BSI codes and will be able to match any

colour. And vice-versa: we can tell the customer

the exact colour and identification so they can

buy paint to co-ordinate their windows, fascias,

fences, garage doors etc, without any issue.

It’s an exciting shift in our colour offering and

opens up many opportunities for us to move away

from the constraints of premium, bespoke, luxury

or heritage colour ranges.

Contact DoorCo:

01625 428955

www.door-co.com

@DOORCO_Official



Project Focus

PARTNERSHIPS ARE CRUCIAL TO

SUCCESS OF BIG LONDON PROJECT

Jack Aluminium Systems’ JCW curtain walling system and commercial door-sets have played

their part in the development of this multi-million pound development of London flats with

panoramic views.

A

multimillion pound development of 13

apartments – complete with panoramic

views of London’s Hampstead Heath – have

received an exciting new look from Jack Aluminium.

IDF Aluminium installed Jack Aluminium’s JCW

curtain walling system and a series of commercial

door-sets as part of the residential project.

Four5Two, on Finchley Road in North London,

features two and three bedroom apartments with

terraces, rear balconies and private underground

parking. Jack Aluminium’s JCW curtain walling

system helped to create the impressive ground

floor façade at Four5Two, which will soon become

a thriving retail area.

According to Jack, the TD68 thermal door and

shopfront system is one of the most thermallyefficient,

high-usage commercial aluminium door

systems on the market. The robust system is

used for areas expecting heavy footfall, like the

retail space within the Four5Two development.

It also offers thermal and security benefits for a

new-build project.

William Woods, director of IDF Aluminium,

said the contract came to IDF Aluminium after

designers developed their initial concept.

He explained: “Once the plans had been drawn

up, we knew we were going to propose Jack

Aluminium’s JCW curtain walling system.

“In 2018, we got to see the initial design and then

we approached Jack Aluminium to talk about the

project at Four5Two. The contract we secured

was to install the ground floor façade, which was

going to be the retail area.

“The curtain walling wraps around two corners of

the building, which looks really eye-catching. As

well as that, we used the TD68 thermal door as

Four5Two on Finchley Road in North London utilised Jack Aluminium’s JCW curtain walling system and commercial door-sets.

“ I think the TD68 is

the best high-usage

aluminium door system

on the market”

William Woods, IDF Aluminium

part of the commercial entrances because I think

it is the best high-usage aluminium door system

on the market. When the retail units are eventually

in use, they’ll look really good – thanks to all the

glass work. Obviously, they will let in an enormous

amount of natural light because of the glazing.”

Floor to ceiling glass

Jack Aluminium teamed up with Essex-based

IDF Aluminium – a design, manufacture and

installation company, to measure, quote and

supply the aluminium for Four5Two.

The development offers buyers the chance to

sample luxury city living close to the centre of

London. With floor to ceiling glass to maximise

light and capture the stunning views of rolling

woodland and rustic meadows, each apartment

at Four5Two is on the market for around £1m

and above. The location of Four5Two is ideal for

buyers looking for the perfect blend of rural life

but with strong city links.

Essex-based IDF Aluminium asked Jack

Aluminium to quote for the job after working on a

series of successful projects together.

William explained the relationship he has with Jack

Aluminium was key to the success of the project:

“We’ve worked with Jack Aluminium a number

of times and the service is always brilliant. We

have got a superb partnership with the team and

everything works well, which is important when

you’re facing installation deadlines.

“At this fit, we put two men on the job and they

were on site for between three and four weeks.

Each piece of glass weighed more than 300

kilos and we needed to use a crane to position it

accurately. Despite this, we were literally in and

out and that’s how we like it. The glass corners

are impressive. I think it really frames the look of

the new development.”

Contact Jack Aluminium Systems:

024 7646 7449

jackaluminium.co.uk

@Jack_Aluminium


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find us on facebook

Door Updates

Aluplast has extended the reach of inline PVC-U

sliding doors with the launch of its new Smart-

Slide door, which can be manufactured to span

openings of 4.5m – with just two panels.

The 70mm inline patio door system employs

what Aluplast describes as a ‘highly innovative’

operating mechanism with soft close technology

and enhanced weather sealing and security.

Fully tested to PAS24, this includes the ability to

lock the sash at any point of opening, allowing

end-users to open it for ventilation while still

securing a part-open sash.

Ian Cocken, director of sales and marketing,

Aluplast, said Smart-Slide creates a unique

opportunity to add margin at point of retail.

“This is an inline sliding patio door that can be

manufactured to up to 4.5m wide with a single

sash and fixed light, far exceeding the reach of

any other PVC-U patio door on the market.

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

EXTENDING REACH OF INLINE SLIDERS

“The design flexibility that this delivers plus

finish choice and operating mechanism, moves

Smart-Slide into a space where it can either

be sold head-to-head against aluminium bifolding

doors – but delivering far better levels

of performance and energy efficiency, and at a

lower price point; or also up-sell against other

PVC-U patio doors. The opportunities to add

margin are, either way, immense.”

Smart-Slide can be fabricated to maximum sash

sizes of 2m wide x 2.5m high for a sliding sash

and 2.5m wide for a fixed panel. This means it

can be manufactured as a two-panel door up to

4.5m wide.

This can be extended even further in a four-panel

configuration with two centre sliders operating on

the inside or outside of two fixed panels to 9m.

Maximum individual sash weights are 200kg.

Eliminating the requirement for brush seals, the

system can be opened and closed creating little to

no resistance, making operation ultra-smooth.

The interconnected relationship between the Roto

locking mechanism and weather seals when the

door is closed guarantees a weathertight seal. This

includes testing to BS6375, while it achieves a DER

of up to A+ dependent on glass specification.

www.aluplast.co.uk

WELL-STOCKED IN LOCKDOWN

Composite door supplier, DoorCo, says one of its key priorities is stock and even throughout

lockdown the company continued to receive shipments from DoorCo Korea.

Dan Sullivan, DoorCo’s MD, said: “As a privately owned company with a dedicated overseas

partner, DoorCo is in control of stock levels and it has always been our key priority to make sure we

are well stocked to meet our customer demands.

“It was also fortunate that DoorCo Korea was largely unaffected by the coronavirus pandemic.

This meant that manufacturing of our door slabs continued, and in turn deliveries kept on schedule,

even though we had shut down our manufacturing facilities in the UK. The senior management team

remained on hand – whilst adhering to strict health and safety of course – to receive delivery which

has resulted in bolstered levels of stock.” www.door-co.com

REDUCED MANUFACTURING TIMES FROM DECALU

Deceuninck Aluminium has launched the Decalu163 Lift-and-Slide aluminium patio door, part of the

new aluminium system company’s expanding offer.

Decalu combines significantly reduced manufacturing times and increased installation efficiencies, with a

dual-colour, textured and marine grade finish as standard.

Able to accommodate individual sash weights of up to 400kg, and with single, twin and triple-track options,

the new Decalu163 offers a high degree of design flexibility.

With a slim interlock and flush finish options, plus ultra-smooth operating and ‘light-touch opening,

extensive colour choice delivers additional end-user appeal, according to Deceuninck.

U-values are as low as 1.3W/m2k, with high performance pre-inserted and flush gaskets and advanced

thermal-breaking technology, guaranteeing thermal efficiency and weather sealing. www.deceuninck.co.uk


NEW DOOR CAN TAKE THE HEAT

Deceuninck Aluminium has launched the

Decalu88 aluminium entrance door which uses

a patented thermal stress control system to all

but eliminate bowing.

It means that the new Decalu88 entrance door

offer is supplied with a guaranteed maximum

bowing tolerance of only 2.5mm in temperatures

up to 80°C and deflection of as little as 3.5mm in

temperatures as low as -30°C.

Nigel Headford, Deceuninck Aluminium’s business

development director, said the minimal movement

in the door under extremes of thermal stress ‘rewrote

design convention’.

He explained: “Movement in a door-set under

temperature change is a nightmare for installers

because you can’t legislate for it when you’re

setting the door.

“The patented mechanism used in Decalu88

minimises bowing in the door under heat or cold,

which means the design constraints don’t apply.

You can have a dark colour on a south facing

elevation. It’s not a problem.”

The range includes a choice of 30 contemporary

aluminium insert panels, plus 21 flush finish

options, each using the same composite thermal

break technology.

This uses special ABS inserts within the thermal

break, which adapt to temperature change

allowing the internal and external faces to expand

and contract independently of one another, limiting

bowing to a maximum of 2.5mm – even in extreme

heat. U-values on the Decalu88 panel entrance

door are as low as 1.1W/m2k. Maximum sash

weight is 150kg. www.deceuninck.co.uk

CUTTING THE COST OF CORNERS

Anglo European has launched its

new aluminium bi-folding door cleat

offer, which it says cuts fabricator

manufacturing costs.

Defined by its distinctive ‘heart’ shape, Anglo

started manufacture of its aluminium bi-fold

corner-cleat just before lockdown.

Available for a range of systems, including

AluK, in addition to its unique shape, the

Anglo corner cleat features an increased wall

thickness, while it is supplied at

a purchase price roughly

half that of systems

companies.

Designed and

manufactured in the

UK, the Anglo cleat

is extruded by its

‘in-house’ aluminium

extrusion business Aluminium

Shapes and cut using a dedicated

high precision saw, saw with the capacity to

process a cleat every 10-seconds.

Lee Marriott, group business development

director, Anglo European said: “The shape

of the cleat is as a heart, but it isn’t a

gimmick – it actually makes alignment

easier.

“If you’re trying to slot in a standard cleat with

right angles it can be ‘clunky’; they catch. The

curves on our cleat mean that it ‘self-locates’

as it slides in.

“This makes fabrication a little bit quicker

but at roughly half the price, the

savings to the fabricator are far

more substantial, especially

against a wider context of

increased market demand.”

According to pre-COVID-19

forecasts by AMA Research in

the Bi-fold Doors Market Report

– UK 2020 to 2023 published in

February, aluminium bi-folding doors

were expected to see growth of seven percent

through to 2023.

Lee added: “What lockdown and Covid-19 has

done to those projections is still unclear but the

conversations I’m having with people right now

show that demand for bi-folds has come back

very quickly, during and since lockdown. If you

can cut one of your component costs in half

and increase your margin on every frame, why

wouldn’t you?”

www.angloeuropeangroup.co.uk



Haffner Murat Q&A

MACHINERY

FINDING SOLUTIONS EVERY TIME

Haffner Murat has been supplying and servicing the PVC-U and aluminium fabrication

markets with machinery since 1990. MD Dave Thomas talks to Total Fabricator about

stepping up to the challenges posed by the coronavirus pandemic...

When did you first start to feel the impact

of coronavirus on the business and how

did you react?

We first started to feel the impact at the end

of February when two of our engineers selfisolated.

A third member of staff caught the

virus in early April. We monitored the situation

during early March and sent members of staff

to work at home where necessary. Our recent

expansion meant staff working on site could be

in self-contained offices, which was a big help.

We furloughed all our workers, excluding my

financial director, Rachel, and me. I could take all

incoming calls and react accordingly and Rachel

did extensive work to inform customers and

suppliers. We topped up our workers’ salaries

so they were not out of pocket and kept them

informed of any changes we might need to make.

In April, Haffner Murat began

manufacturing surgical face masks

in response to the battle

against Covid-19. How

did this come about?

We made the decision

to make masks almost

instantly. As machine

makers it was relatively

easy to make a machine

and we have since added

further machines to keep up

with demand.

What was involved in getting up and

running with this venture?

While the machinery was being manufactured,

we sought the ISO accreditations and the CE

requirement. We had to apply to the relevant

authorities to obtain ISO 9001:2015, which

covers the quality management systems

requirement, and ISO 13485:2016,

which specifically covers the

regulatory requirement for quality

management systems for medical

devices.

How easy was it to

accommodate the new equipment

required at your premises?

Some machinery deliveries had been delayed

due to the virus worldwide, so it was not a big

problem to allocate the space required.

How many masks are you making and

how are they distributed?

At present, we are producing 200,000 pieces per

day and they are distributed worldwide.

How has this new venture impacted on

the rest of Haffner’s operations?

This venture has grown since early April but it

hasn’t impacted on the manufacturing base at

Haffner Murat. Manufacturing has

continued during lockdown

with social distancing in

place – as automation

machine specialists we are well aware

of the benefits of one person per

machine. Shift rotation has also

helped spread the workforce and

reduce the amount of people at

work at any one time.

Is this an area you will continue to

work in and has it opened your eyes, as a

business, to the possibility of diversifying

into other areas in the future?

We will continue to make the masks as long

as the demand is there. We are specialists at

making bespoke machinery, so this lends itself to

all types of possibilities.

What are the biggest challenges you

have experienced at Haffner, during the

company’s phased and controlled return

to work after lockdown?

We had numerous discussions and they

constantly changed with the daily reviews from

government. We decided to return the engineers

first so we could finish all the scheduled work

that had stopped due to the lockdown.

Continued on page 36


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Haffner Murat Q&A

MACHINERY

Continued from page 34

What is the next step with regards to

getting the business back to full capacity?

The technical sales team and internal support

staff are now back working because we have a

strong pipeline of new orders that we are following

up and securing. We are also working with our

machinery customers to install all new machines

that were delayed due to the lockdown.

What have been the key challenges and

considerations for Haffner when working

through a pandemic?

Without doubt, ensuring that we adhere to all

safety measures, especially when installing

machinery at a fabricators’ premises. However,

there is definitely a sense that we are all in this

together and we’re working closely with our

customers to find solutions every time.

Do you see access to finance being an

issue for fabricators looking to purchase

machinery?

Cashflow is always critical in every business,

no matter what the economic climate. We have

financing packages available, subject to eligibility,

to help fabricators looking to invest and continue

to manage their cashflow effectively.

Did you have a significant backlog of

machinery deliveries and installations

following the government’s lockdown?

There were quite a few that we had to put on hold

because most of the industry went into lockdown.

We have been working through them since our

return and will soon be back on track. The factors

were out of everyone’s control but I’d like to thank

our customers for their patience and understanding.

How has the pandemic impacted on the

servicing of machines?

In many instances, customers were on reduced

staffing levels, which meant planning was not

straightforward. Often, they had orders to fulfil so

they did not want engineers to service machinery

because that would result in downtime. In some

cases, customers were reluctant to allow people

into their factory unless absolutely necessary

because of the measures they had to put in place

to maintain social distancing.

Haffner Murat, which supplies and services a wide range

of machinery from Haffner, Italmac and Fom Industrie,

recently doubled the office and showroom space at its

Stafford headquarters and is in the process of considerable

expansion at its manufacturing facility in Istanbul

What are the main production /

maintenance issues that your fabricator

customers have reported during the

pandemic and how have you been able to

help them?

Most people have been furloughed at the same

time, so the industry really has been in this

together. Where customers have needed help we

have been able to do it remotely via TeamViewer.

“We are surprised by

the uptake of orders

and the amount of

work out there”

How far has the way you operate changed

since the pandemic in terms of site visits

and machine servicing etc?

We work closely with our customers to arrange

site visits with social distancing in place. All

our staff have PPE to use when they work on

customers’ premises. Internally, we have glass

partitioned offices which have been really useful.

Plus, where staff can work from home, we have

encouraged them to do so. We have introduced

extensive Covid-19 protocols for working at our

headquarters to ensure the safety of all our staff.

Have any new business streams emerged

as a result of the Covid-19 pandemic?

Automation has always been a way to drive quality

and efficiency. It also enables social distancing

because one piece of equipment only needs one

member of staff to operate it. We’ve certainly seen

an increase in enquiries from fabricators looking

to use automation to balance the need to maintain

production with the need to keep their staff safe. I

think that trend will continue.

What is the biggest challenge for Haffner

going forward?

At the moment we are in the same bubble as

everyone else. We are quite surprised by the

uptake of orders and the amount of work out

there. We appointed a new area manager just

before lockdown. We have also recently added

another experienced engineer to our team to

assist with the mounting installations and

machine services required.

Will you maintain any of the new working

practices you’ve adopted post-Covid?

Everyone is looking forward to going back to

minimal social distancing. But washing of hands,

cleanliness and respect should be commonplace

and we pride ourselves in looking after our

customers and our workers.

Contact Haffner Murat:

01785 222421

haffnermurat.com

@HaffnerMuratLtd


Fabricators

Grow Your Business!

01_TI0319.qxp_Layout 1 05/07/2019 10:47 Page 1

TI_FC0910.qxp_Layout 1 10/09/2019 16:09 Page 1


MAY/JUNE 2019

PRACTICALCONTENTFORTHEGLAZINGINSTALLER & HOMEIMPROVEMENTSPECIALIST

JULY/AUG 2019

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPT/OCT 2019


TI Talk: Pro-Fitter

Product Updates

Business Focus

Top Tips: Bi-folds

Total Talk Q&A

Step by Steps

Product Updates

Total Talk Q&A

Business Talk

FEATURES

• FIT & FOCUSSED: WHAT’S IN STORE

FOR INSTALLERS AT FIT SHOW 2019?

• AVOID THE PAY GAPS: TOP TIPS TO

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• SMART STUFF: MAKE SURE YOU’RE

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FEATURES

• MONEY TALKS: CERTASS’ NEW

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• ON THE UP: UP-SELL WELL TO MAKE

THE MOST OF YOUR DOOR SALES

• HOT TOPIC: WARM WEATHER

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>>> • NEWS • ENTRANCEDOORS • HARDWARE • GARAGE AG

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FEATURES

• COMPETENCY ENCY CLAIMS: SKILLS

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• COVER UP: INSURANCE ADVICE

FOR SELF-EMPLOYED INSTALLERS

• LIGHTING THE WAY: A GUIDE

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

>>> • WIDE EXPANSE DOORS • SMART HARDWARE • SOCIAL MEDIA ADVICE • >>>

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Email: andydunn@media-now.co.uk or jakeroxborough@media-now.co.uk

And they will advise you on the best marketing package for your budget.

www.total-installer.co.uk

+ Distributed from

Trade Counters

throughout the UK

Machinery Updates

MACHINERY

For further info on all these machinery updates visit www.total-fabricator.co.uk

CELEBRATING 10 YEARS OF TRUSTED SERVICE

2020 marks the tenth anniversary of Emmegi

(UK). Originally set up with the intention of

supplying mostly manual machines and small

CNCs, ‘with the occasional automatic machine

thrown in’, Emmegi (UK) now specialises in

large, fully automatic machines and medium

to large CNCs, with a highly trained and

experienced team looking after customers

right across the UK and Ireland.

While Emmegi machines had been around in the

UK for many years, it was only when managing

director, Ian Latimer, joined forces with Emmegi in

Italy in 2010 that it established its own dedicated

UK operation.

Ian explained: “Prior to that, Emmegi was just

one product range amongst several supplied

by a well-known machinery merchant. Sales

and service were inevitably spread across lots

of different priorities and, while progress was

steady, there was a sense that Emmegi could be a

much bigger brand in the UK if it had a dedicated

team behind it.

“We knew that fabricators liked the quality of the

machines and the precision engineering which

went into them; and we recognised that there was

a real opportunity to grow the brand in the UK with

the right team and the right level of commitment.”

From a standing start in 2010, Emmegi (UK)

is now a multi-million pound business, with a

turnover five times its original target. As well as

the quality of the machines, Ian believes that the

real secret to its success has been hard work and

A LOGIKAL INTEGRATION FOR DECALU

building long lasting relationships. He explained:

“After 10 years, we’ve got plenty of customers

who are buying their second, third and even fourth

machines from us. It feels good to know that we

have become their machinery partners, trusted

to provide the best advice as well as the best

service.” www.emmegi.com

Deceuninck Aluminium has completed full integration with BM Aluminium’s Logikal database,

creating a ‘turn-key solution’ for the manufacture of its Decalu aluminium window and door system.

The industry-leading software means fabricators can now set up on Decalu quickly and easily,

including full integration with Logikal’s estimation, quotation, CAD design, CNC and production

management systems.

This includes the new Decalu163 Lift-and-Slide and Decalu88 aluminium bi-folding door, plus

Deceuninck Aluminium’s comprehensive range of casement and tilt-and-turn aluminium windows,

which combine ultra-low U-values with dual-colour as standard, as well as manufacturing

efficiencies of up to 40%.

Nigel Headford, Deceuninck Aluminium’s business development director, said: “As part of the Logikal

database, everything that they need to start fabrication is at the finger-tips of fabricators. It’s an instant

win, they can move onto Decalu seamlessly, from pricing to manufacture.” www.deceuninck.co.uk

HAFFNER MURAT SIGNS UP FOR FIT SHOW 2021

Haffner Murat will be exhibiting at next year’s FIT Show (25-27 May 2021), the UK’s only

dedicated event for the window, door, flat glass and components market.

Dave Thomas, managing director of Haffner Murat, said: “I’m delighted to be announcing we’ll

have a presence at FIT 2021. Like everyone in the industry, I was disappointed when FIT 2020

was postponed, but in hindsight it was the right decision. I’m already looking forward to welcoming

people to our stand next year and showing them what Haffner Murat has to offer.”

Haffner Murat supplies and services a wide range of automation machinery from Haffner, Italmac

and Fom Industrie. A selection of the machines will be on display at its stand at FIT 2021, all of

which drive quality and efficiency across the factory floor.

Headline fabrication machinery includes the SMR-5 PVC-U welder – which welds four squares in

less than a minute and five H welds in less than four minutes – the FA 537 Heritage double sided

end milling machine and the AL220/70 aluminium profile machining centre. www.haffnermurat.com

Dave Thomas (left) is looking forward to showing visitors

to FiT 2021 what Haffner Murat has to offer


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HARDWARE & ACCESSORIES

IT'S GOOD TO TALK...

As the return to work gathers pace, Mila’s national sales manager, Julie Holmes, is

appealing to fabricators to talk to their suppliers as much as they can so that they can

deliver the kind of support which will make the biggest difference.

Mila has been phoning and emailing

customers regularly to find out exactly

what they need from us in terms of stock,

lead times, deliveries and sales and marketing

support to help them through the crisis.

The feedback we are getting is helping

us to manage our resource in house so

that we can make sure we have the right

number of staff available and can work

out where to focus our efforts. We’ve been

encouraged at how quickly the demand has

increased from such a standing start and

we’re grateful to customers for keeping us up to

date, because it’s meant we’ve been able to get

people back in our sales office quickly to keep

orders on track.

“The Coronavirus crisis

has shown us all just

how interdependent we

are in this industry”

We’ve also reduced our minimum order value

directly in response to customers who asked

for our help in completing orders from before

the lockdown, and we’ve switched to 48-hour

deliveries because that is what customers have

told is the most appropriate option for now.

As things move forward though, we are planning

new digital solutions across sales and marketing,

and we want customers to tell us how useful they

would be so that we can tailor our approach.

The Coronavirus crisis has shown us all just

how interdependent we are in this industry and

the mantra throughout has been that ‘we are all

in this together’. The vast majority of suppliers

Above: Julie Holmes, Mila’s national sales manager

really do want to help, and I think if fabricators

talk openly and share their experiences and

expectations with us, then they will undoubtedly

see the benefits.

Mila plans to survey customers over the coming

weeks to gauge the level of demand across the

whole market so that it can ensure optimum

stock availability moving forward, and we will be

sharing those results with customers so that they

can gear up their own businesses to match the

shape of the likely recovery.

High expectations

Customers rightly have very high expectations

of Mila and I’d like to think we’ve lived up

to those throughout this crisis so far. During

the lockdown, we were proactive in terms of

signposting customers to the kinds of financial

support available, and we were amongst the first

to issue practical advice on how to implement

safe social distancing protocols in factories and

warehouses. We also urged our customers and

the wider market to consider the potential mental

health implications of the crisis on themselves

and their staff and, again, pointed out where to go

to access support.

We have been praised for our efforts so

far and, as a team, we’re still working

hard to identify other areas where we

might potentially be able to help even

further. What we’re very aware of is that

there are still very challenging times to

come. Customers need their suppliers to

be proactive and responsive and to work in

partnership with them to make sure that we

deliver the kind of initiatives and service which

they really value.

“If fabricators talk

openly and share

their experiences and

expectations with us,

they will undoubtedly

see the benefits”

We all recognise that things aren’t just going to

go straight back to normal and we will have to

adapt how we work. At Mila, we’re committed to

doing that whilst maintaining the market leading

product availability and personal level of service

which has always been our trademark. By talking

to us and giving us feedback, our customers can

help us to do just that.

Contact Mila:

01327 312400

www.mila.co.uk

@milahardware_uk


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Online Ordering


THE 'NEW NORMAL' WAY TO BUY

As online purchasing becomes a necessity for fabricators, Gary Gleeson, marketing manager

at hardware specialist VBH, explains how transferring our personal shopping habits to our

working lives can help the industry get back on its feet.

Every single one of us

has had their personal

and work lives

turned upside down in

recent months by either the

coronavirus itself, or by the

measures put in place to help us

overcome it.

While the front line heroes have been working

miracles to care for the sick or to keep us fed

and safe, the majority of us have been sent home

from our usual places of work, either on the

government’s job retention (furlough) scheme or,

like me, to find a quiet room where we can work

remotely as best we can.

VBH took the decision to stay open, operating

a skeleton crew covering all aspects of the

business. Many of us have had to learn new skills

or rediscover old ones. I, for instance, have been

helping out with technical queries where I can

(massive respect to our usual technical advisors

Colin Russell and Paul Barthrop – they do a

marvellous job!).

We stayed open to service urgent requirements

from our customers who were engaged in

providing vital services and products, and

we were able to do so safely. We had a small

team coming into the Gillingham warehouse

as required to deal with orders processed by

customer service team leader Louise working

from her dining room.

As more of the industry has returned to work in

recent weeks, we have increased the numbers of

staff gradually, to cope with demand.

Many of our customers are in the same situation

as us of course, with factory staff returning to the

company premises, while admin staff

continue to work remotely from home,

dealing with incoming enquiries and

ordering stock from suppliers. This is

all part of the ‘new normal’ that we are

all adjusting to.

Above: Gary Gleeson

However, your suppliers, including hardware

companies such as VBH, are only available during

working days and hours, and as fabricators and

installers strive to get everything back in place,

many are working outside of these hours.

When high street shops and malls closed in March,

pretty much all commerce in our personal lives

was carried out via the internet. More people have

realised that buying online for work at a time that

suits them makes perfect sense, too. Buying their

hardware online is an option that many had not

previously considered, but that is changing.

“Buying hardware

online is an option

that many had not

previously considered,

but that is changing”

Having access to an online shop is nothing new

to VBH customers. In fact, we’ve been banging

on about the merits of buying online since we

launched our first webshop more than 20 years

ago. As well as placing orders, registered users

of our VBH24 online facility can check prices and

stocks and also generate specs for complicated

products such as bi-fold doors or tilt and turn

sets, before ordering them with just a few clicks.

Accounts teams find VBH24 useful too, as they

have access to invoices.

Companies of all sizes now use VBH24 for their

hardware purchases. These range from our very

largest customers ordering several pallets at a time,

through to small operations who like the fact that

they only need to spend £100 to get free delivery.

I mentioned earlier that many of us have been

covering roles that we don’t normally deal with.

This is also true of our customers. Many buyers or

technical staff have remained on furlough when

their companies have begun a phased return to

work. This has led to other people stepping into

the breach and doing the best they can; but these

people have a difficult job and need support from

their suppliers. In the case of VBH, we can set up

favourites lists within VBH24 to make ordering as

easy as possible for stand-in and full time buyers.

We’ve seen a big uptake in the number of

customers requesting access to VBH24. Feedback

from these new users is that it has been a great

help to them in organising their purchases after

returning from lockdown. They advise that it will

now be their ‘new normal’ way of ordering.

Contact VBH (GB):

01634 263300

www.vbhgb.com

@VBHGB


Integral blinds

made even easier

Our new app allows users to open and close the motorised MB

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Quotes

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ORDER TODAY

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Direct fax for quotations: 0113 277 8723

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Hardware Updates

COVID-FIGHTING FOREARM SHIELD

An innovative new device designed and

manufactured by leading German hardware

company FSB allows doors with standard pull

handles to be converted quickly and easily for

hands-free operation to help in the battle to

reduce COVID-19 transmission.

The FSB forearm shield for door pulls is fitted

quickly to existing standard push/pull handles with

the aid of four stainless-steel screws and threaded

metal bushes. This enables external doors to be

conveniently and safely opened and closed again

with the aid of the user’s forearm – thus avoiding

hands coming into direct contact with the door

handle surface. It is made of glass-fibre-reinforced

polyamide, which is notable for being extremely

rugged and is also easy to clean and disinfect.

Available to buy direct from FSB, the forearm

shield is particularly suited to areas that are

subject to high levels of footfall – in healthcare

establishments, offices, professional premises or

public buildings. Here, any object that users come

into contact with regularly is particularly likely

to be contaminated and thus act as a host for

the transmission of viruses, bacteria and multiresistant

germs.

Nazia Uddin, architectural consultant at FSB,

said: “Our new forearm shield is a practical

solution for building owners and managers

which is designed for easy retrofitting to existing

handles, a simple but effective addition to assist

in the fight to minimise the transmission of

COVID-19 on shared surfaces.” www.fsb.de/care

SWITCHING TO STAINLESS STEEL

Mila has reported a surge in demand from companies who have decided to finally make the

switch to stainless steel hardware as standard in order to upgrade their product offering.

As well as orders coming in from existing Mila customers upgrading to its stainless steel range

from its standard zinc diecast products, Mila says it has also received orders from new customers

who are using the switch to its stainless steel products as an opportunity to switch to a new door

furniture supplier. That includes big name fabricators such as Nationwide Windows, Safestyle,

Consort and Dunraven.

All of the products in Mila’s stainless steel range are branded Supa and the range includes

standard and security door handles, pull bars and escutcheons, door knobs and pony tail knockers,

letterplates and letterplate cowls. Fully suited, they combine stylish design with long-lasting finishes

which have been independently salt spray tested, and come with the reassurance of a 25-year

surface finish guarantee. www.mila.co.uk

HARDWARE

SLEEK AND DURABLE FINISHES

Specifiers can now choose from a sleek range of hardware finishes to complement their

designs without compromising on quality.

Resista is a durable finish created by Hoppe to withstand frequent use associated with commercial

buildings without losing its distinct appearance.

Developed with current interior design trends in mind, natural brass-coloured, copper-coloured,

black and anthracite finishes have been added to the range. All colours are available in either a

polished or satin effect, allowing specifiers to co-ordinate door and window hardware with other

fixtures and furniture in the room. These finishes can be paired with some of Hoppe’s most popular

contemporary handle designs including Amsterdam, Dallas and Los Angeles.

The window handles also benefit from Hoppe’s original Secustik technology. Secustik is a jammingdevice

that provides integrated security, making it more difficult to move the window fitting from the

outside while allowing normal use from the inside. www.hoppe.co.uk


& ACCESSORIES


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

ANTIMICROBIAL HANDLE IS LAUNCHED

Specifiers can now help to reduce the spread

of bacteria by choosing an antimicrobial

surface for door hardware.

Hoppe has developed SecuSan, an antibacterial

and antimicrobial surface for door and

window handles, to help ensure high hygiene

standards wherever people are present in large

numbers. SecuSan immediately suppresses the

growth of pathogens on the handle on a lasting

basis, with independent tests having proved

that SecuSan reduces microbial growth by more

than 99%.

Andy Matthews, head of sales at Hoppe

(UK), said: “SecuSan is ideal for facilities

managers trying to take care of high traffic

buildings. In these types of buildings where

there is so much to monitor and keep

clean, SecuSan helps to maintain high hygiene

standards and requires minimal maintenance.

“It actively fights bacteria and fungi from the

moment it is installed and is wear-free on a long

term basis. This is particularly important in care

homes and hospitals where residents are much

more vulnerable.”

The surface can be applied to a wide range of Hoppe

handle designs including the Amsterdam and Paris

series, all available in aluminium silver and

stainless steel. www.hoppe.com

YALE SET FOR RECOVERY AS UK BOUNCES BACK

As lockdown eases and businesses start to

adapt to the ‘new normal’, Yale has reported

that it continues to manufacture in the UK to

meet the market recovery.

Since mid-March, the hardware company has

continued to operate – at an albeit reduced

level – to ensure a productive yet safe working

environment for employees, and manageable

progression in the supply chain.

The majority of the brand’s product sales are

manufactured in the UK or sourced from Assa

Abloy factories around the world with short, ‘strong

and flexible’ supply chains which allow Yale to

adjust its operations to meet market demand and

customer requirements.

Providing its customers with the peace of mind

that Yale is more than prepared for a vigorous

market recovery, Yale’s team of technical experts

have been working continuously on new product

development throughout the lockdown, and as such

have been able to launch the brand new Yale Vertex

range of decorative window hardware for vertical

sliding windows earlier than anticipated.

Additionally, the security hardware experts at Yale

are also in the late stages of developing a new

smart door and window product range, designed

to fit into the frame with existing hardware, aimed

primarily at the fabricator.

Paul Atkinson, sales and commercial director at

Yale, commented: “Ultimately, the safety and

welfare of our employees has steered our response

to the situation. Our operational team have

continued to work within safe environments which

conform to government, and our own, stringent

safety guidelines and practices.

“Where possible, office based employees have

continued to work from home and are still focused

on progressing business improvement and key

product innovation projects, all in preparation for

this market resurgence.

“We have seen export markets bounce-back,

closely followed by the UK market. Countries that

were in lockdown ahead of the UK are now back

at work with orders and deliveries in high-demand

and we see this happening week by week in the UK.

We hope this growth is sustained and indicative of

what’s to come for the rest of 2020 and into 2021

for the UK.” www.yaledws.co.uk



Customer Support

HELPING YOU BACK ON YOUR FEET

Sam Nuckey, managing director of hardware supplier Window Ware, outlines the steps the

company is taking to keep staff safe at work, and explains how it is supporting customers

through one of the most challenging periods in recent memory.

Thanks to the hard work and dedication of

our brilliant team, Window Ware is officially

open for business. It’s been a challenging

few months, but we’re delighted to be back to

support our customers.

As with all businesses, we’ve had to implement

extensive social distancing guidelines and strict

hygiene measures to keep our staff safe.

In our warehouse, we’ve added more packing

benches, displayed Covid awareness signage,

installed sanitation stations, and we’ve

implemented a one-way system for order picking.

Staff are also offered a variety of PPE such as

gloves, masks, and visors to wear if they wish.

Our trade counter has also undergone strict

social distancing measures, with a new one-way

queuing system in place to keep customers and

employees safe whilst they’re on the premises.

Employees who can work from home are

continuing to do so, but when we get the

go-ahead for their return, social distancing

and hygiene measures have already been

implemented throughout our offices too.

Social distancing has inevitably meant we’re not

able to operate at exactly the same level as we were

before the lockdown, but we’re working extremely

hard behind the scenes to ensure our service

levels meet the exacting needs of our customers.

We’ve already reinstated our next day delivery

service, and we’ve been busy replenishing our

stocks to ensure our OTIF (orders delivered on

time, in full) is back up to +97%.

So, whilst we’re facing huge challenges like every

other company in our sector, our focus remains

on our service offering, to support our valued

customers with a service they can rely on.

A cautiously optimistic start

Initial demand from our customers has been

much stronger than we expected, and whilst they

may not be at pre-lockdown levels, the industry

appears to be pretty buoyant right now.

Speaking to businesses we supply from all around

the country, the majority of fabricators seem to

have returned to work at around 50% of their

usual capacity and workforce, with this changing

and evolving by the day.

Many report being quite busy, but the bulk of the

demand towards the end of May seemed to be

coming from orders they weren’t able to start or

finish from before the lockdown, and from newbuild

work.

However, many have also said they’ve received a

decent number of enquiries during the lockdown

– again, more than they expected. The hope is

that, as the lockdown measures continue to be

eased, those enquiries translate into sales, and

that leads start to climb.

All in this together

But whatever the next few weeks bring, at

Window Ware we’ll have one overriding priority

– doing whatever we can to help our customers

survive the current situation, and go on to thrive.

We’re making our stock of PPE available to

customers who are struggling to get hold of it

and wouldn’t be able to work safely otherwise.

What’s more, we encourage open dialogue with

our customers who may be struggling financially

as they try to get back up and running. So if you

need help with payments, don’t be afraid to ask.

We’ll do our utmost to help.

Ultimately, as a sector, we’re all in this together.

If we support each other, we’re confident the

fenestration industry can come out of this stronger.

Contact Window Ware:

01234 242724

www.windowware.co.uk

@WindowWare


NEC BIRMINGHAM

25-27 MAY 2021

GETTING

BACK

TO FIT

+ Bring your products and services to life

+ Connect with your customers

+ Do business with the whole supply chain

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

Visit:

fitshow.co.uk

or email sarah@fitshow.co.uk

#FITShow2021

Reinforcement

HOW STRONG IS YOUR CHAIN?

Components in ‘normal’ trading conditions can be over-looked, but in the post-lockdown era

steel renforcement specialist Anglo European says the integrity and reliability of your supply

chain in its entirety assumes critical new importance...

The threat to business, according to

analysts, was never lockdown in itself.

The government furlough scheme and the

pausing of orders allowed companies to keep a

lid on overheads. It’s coming out of it which has

proven and continues to pose the greatest risk –

and that extends throughout the supply chain as

a whole.

“We’ve seen announcements and failures in

national retail, systems companies in aluminium

and PVC-U, some very high-profile fabricators

have gone and question marks remain over many

others – that’s at a time when installers can’t

keep up with demand!” says Lee Marriott, group

business development director, Anglo European.

“It’s not about market demand, right now it’s about

cash flow. Coming out of lockdown costs and if a

single element of your supply chain doesn’t stand

up, you can’t ship product and you can’t invoice –

and that is going to crucify your cashflow.”

Lockdown impact on component supply

Supply chain integrity has proved a challenge

in some areas of the window and door industry

already. With IGU manufacturers holding off the

restart of their operations for sufficient volume

to switch toughening plants back on, glass

supply became problematic for a large number of

installers in the early days of the return to work.

Lee, however, argues that now extends to other

areas including many other components critical to

fabricators’ ability to supply their customer base.

“Bay poles, bay pole trims – can you believe it?

They’re in short supply and holding up orders.

There are also some challenges in supply in steel

reinforcement because of later restarts.

“We came back with our customers and that’s

been really important in supporting our own

cashflow but also that of our customers, by

allowing them to complete jobs”, Lee adds.

Returning to work from start of May following

temporary closure in response to government

guidance on Covid-19, Anglo has seen customer

demand exceed its forecasts.

This, the steel reinforcement specialist attributes

to the delayed restart of some of its competitors

and increased market demand – but also

the complexities associated with the steel

reinforcement supply chain.

UK steel reinforcement stock-outs

“We buy British made steel, we roll-it, we load

it onto skids in 6m bar length or cut-it-to-size

Continued on page 50


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Article Reinforcement

Continued from page 48

and stick it on a pallet and supply it direct

to fabricators. The supply chain are the steel

suppliers and us,” adds Lee.

“If you’re buying in from your systems company

you’re adding in more variables, complexity and cost.

You don’t have visibility on origin of steels and you’re

reliant on your systems company and their supply

chain to manage demand and supply effectively.

“Now we know that that’s not happening in

all cases because of the stock-outs that we’re

seeing. There are fabricators who can’t get

windows and doors shipped, because they don’t

have steels.

“There are also shortages in aluminium supply

– we have our own UK extrusion business. We

control the supply chain and supply direct.”

Lean manufacture post-lockdown

Lee says in buying reinforcement direct from

Anglo, fabricators can cut the price they paid for

steel reinforcement by 30-40%.

Modelling by Anglo reveals significant

savings for even smaller fabricators, with

those manufacturing only 100 units a week

achieving average savings of £235 a week or

£12,220 a year. The potential savings for those

manufacturers producing around 1,000 fpw runs

as high as £2,354 a week or £122,408 a year.

Savings for larger fabricators are, according to Anglo,

even more impressive – up to £184,000 per year

for manufacturers doing 1,500 fpw and £240,000

a year or more for those making 2,000 fpw.

The figures, which are based on buying-in cut-tosize

reinforcement, represent the culmination of

labour and employment costs, reduced wastage and

the lower unit price achieved through direct supply.

“There are fabricators

who can’t get windows

and doors shipped,

because they don’t

have steels”

Lee Marriott, Anglo European

“Coming out of lockdown lean manufacture

assumes new importance. It’s happening in every

part of construction, the shift to MMC [modern

methods of construction], is about taking cost out

and managing process more effectively.

“As a fabricator you need to be applying the same

principles to your business. Furlough is ending

and cost is coming back in. If you can reapply the

resource that you would have applied to cutting your

own bar length on steels you should be doing it.

“We can supply you twice a week anywhere from

Cornwall to Inverness. You don’t need the labour

and you don’t need the wastage because those

things cost – and in the coming months the ‘fat’

isn’t going to be there in the supply chain to

absorb them.”

Contact Anglo European:

0161 231 2354

www.angloeuropeangroup.co.uk

@Anglo_European


Fabricators

Grow Your Business!


TI_FC0910.qxp_Layout 1 10/09/2019 16:09 Page 1


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