January/February 2021

JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
DRIVING FORWARD IN 2021
DRIVING FORWARD IN 2021
Made for Trade continues to build on the successes of its Bi-fold
door Made operation for Trade and continues the Multi to build Award on Winning the successes Korniche of its brand, Bi-fold
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TOTAL Installer Cover - JAN/FEB 2021.indd 1 12/01/2021 08:29

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Editor’s Comment
SOPHIE STEVENS
EDITOR
SOPHIESTEVENS@MEDIA-NOW.CO.UK
DRIVING FORWARD IN 2021
While 2021 has not got off to the start that many of us had hoped
for, it’s largely business as usual for the glazing sector, which is
quickly adapting to the latest obstacles imposed by the continuing
Covid-19 crisis.
With face-to-face selling off the table during lockdown and office-based
staff working from home, the pandemic has supercharged the rise of
remote sales technology and installer management software, and this
issue of Total Installer is packed full of examples of the latest packages.
But there’s one element of an installer’s job that can’t be done remotely;
the installation itself, so it’s just as well that this issue also contains
some great product installation tips and practical advice.
On page 22, Paul Edwards, area sales manager at Dakea, has
everything you need to install a roof window smoothly – and on page
32, we hear why Deceuninck Aluminium’s Decalu88 system is “the
Volkswagen of bi-fold doors” thanks to its low U-values, slim sightlines,
and ‘game-changing’ gasket.
Read on for all of this and much, much more...
I hope you enjoy the issue.
Sophie
Advertising:
Made for Trade continues to build on the successes of its Bi-fold
door operation and the Multi Award Winning Korniche brand,
prepared for the new year with a new fleet of vehicles...
Cover courtesy of Made for Trade: find out more about their recent
TOTAL Installer Cover - JAN/FEB 2021.indd 1 12/01/2021 08:29
investment delivery vehicles on p14. www.madefortrade.co
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NEW
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TI-B01
CONTRACTOR NOW_66x190mm_Bifold 2020.indd 1 17/12/2020 07:29
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 TI 3

Contents
ISSUE HIGHLIGHTS
22
32 THE VW OF BI-FOLDS
An installer’s appraisal of the Decalu system
from Deceuninck Aluminium, a year after
launch
48 THE WONDER OF WOOD
Eco-Logic explains the advantages of its timber
conservatory roof system
60 FLOPPY DISKS TO 3D VIDS
Windowlink takes a trip down memory lane to
explore how glazing industry software has
developed since its inception in 1985
20
FEATURES
20 SLICKER,QUICKER ADMIN
Rhonda Ridge discusses the AdminBase installer
management system
36
22 SIMPLE ROOF WINDOWS
Top installation tips from Dakea’s Paul Edwards
34 EVOLVING DOORS
Selecta’s Mark Walker explores how panoramic sliding
doors have become a ‘lifestyle choice’
36 BI-FOLDS IN FOCUS
Arkay Windows explains the features and benefits of
the two new versions of its UniFold bi-fold door
52 MONEY MATTERS
Top tips for getting your finances in order as we
embark on a new year
54 MAKING THE SALE
T&K Home Improvements explores remote selling
technology
65 WASTE INTO WORKWEAR
Hultafors Group UK talks ‘Preferred Fibres’ and
sustainable workwear
4 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS
16 THE BUSINESS
PILOT BAROMETER
Sales were down in December, but there’s no
need to panic... yet...
18 THE VIEW FROM CERTASS
Jon Vanstone explores the value of trade
associations for installers
64 MAKITA: TOOL TALK
Makita UK explores how brushless motor power
tools can deliver on-site returns
INDUSTRY NEWS
06 FUNDED TRAINING SCHEME
Building Our Skills has been appointed as a Green Homes
Grant scheme training provider
08 NEW DATES FOR FIT SHOW
Fit Show organisers postpone May event with new dates
announced for September 2021
SECTIONS:
WINDOWS
22
DOORS
34
GLAZED
EXTENSIONS
46
HOME
IMPROVEMENTS
54
6
08
VEHICLES, TOOLS
& WORKWEAR
64
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 T I 5

Industry News
For more news and the latest updates, visit www.total-installer.co.uk
FULLY-FUNDED GREEN HOMES TRAINING FROM BUILDING OUR SKILLS
Building Our Skills is urging the fenestration
sector to take advantage of a fully funded
practical training scheme, following its
appointment as a specialist fenestration Green
Homes Grant scheme training provider.
The initiative, devised by BEIS and the Midlands
Energy Hub, is designed to help train the next
generation of tradespeople to deliver home
improvement measures through the Green Homes
voucher scheme in England.
John Ogilvie, director of Building Our Skills, is now
calling on fenestration industry employers to make
the most of the time-limited, fully funded practical
training that Building Our Skills can offer.
“We are delighted to have been appointed to be a
part of this project. Like all the industry, we would
of course all prefer that, in the fullness of time,
fenestration becomes a primary measure on these
kinds of schemes, designed to update and upgrade
the thermal properties of older buildings, but for
Building Our Skills to be appointed by BEIS as a
specialist training provider is recognition even now
that our industry has a significant role to play.
“The training scheme officially launched on the 4th
January and we have 100% fully funded practical
training courses available to the industry until the
end of May.
“If I were an employer in the industry that has been
appointed as a part of the delivery of the voucher
scheme, I’d certainly be very keen to make the
most of the opportunity the scheme is providing.”
Attendees will undergo three days of training
at the Building Our Skills Academy in Sheffield,
where they will gain the knowledge and skills
to be able fit windows and doors, glaze and reglaze
existing windows and doors, and have a
full understanding of the site requirements and
building regulations that impact the trade.
On successful completion of the training, having
achieved a set standard, they will be formally
accredited and receive a skills card containing
their achievements.
The course is available for employees of any
industry company who is a part of the delivery
programme for the Green Homes voucher
scheme, or for anyone they may wish to employ
as newcomers to the industry who will then be
involved in the delivery programme.
The Green Homes Grant scheme funds up to twothirds
of the cost of green home improvements,
up to £5,000 or 100% of the cost for homeowners
on low incomes, up to a maximum of £10,000.
The Green Homes Grant skills training scheme
is designed to help deliver the Green Homes
Grant Voucher Scheme. For further information,
contact Building Our Skills at: sayhello@
buildingourskills.co.uk, or visit: www.
buildingourskills.co.uk
GGF: ‘FOLLOW THE GUIDANCE, PROTECT THE NHS AND SAVE LIVES’
Industry trade organisation, the Glass and
Glazing Federation (GGF), is urging all
companies in the glass, glazing, fenestration
and home improvement sectors to follow the
GGF and government Covid Safe Guidance,
to not only protect themselves and their
customers, but also to protect the NHS.
John Agnew, GGF managing director said: “In the
light of continuing high numbers of cases, fatalities
and hospitalisations due to Covid-19, it is vital that
not only GGF members, but all companies in the
industry adhere to the GGF and government Safe
Guidance. From the recent government updates
and statistics, the Covid-19 situation has been
deteriorating. It’s therefore imperative that all
companies continuing to operate in our industry
follow the GGF and government Safe Guidance to
protect the NHS and save lives.”
The GGF Guidance urges home improvement
companies to cease until further notice, activities
such as: door to door selling, canvassing and inhouse
pre-booked selling. All sales activity should
be done remotely, i.e. by phone, email or video-call.
In England, Wales and Northern Ireland, surveys
and installations in people’s homes can continue
as long as the safe Guidance is being followed.
In Scotland and the Republic of Ireland, only
essential maintenance (such as emergency repairs)
should be carried out.
Manufacturing, processing, fabrication, supply, onsite
construction (new-build) and inspections can
continue if the Safe Guidance is followed.
If in doubt, the GGF urges all companies in
the UK and Republic of Ireland to check with
local authorities, or if applicable their devolved
government.
Find the latest advice from the GGF at:
www.ggf.org.uk
6 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Get Ready For 2021
More products from the team
to bring you the multi-award
winning #KORNICHE
Find out more and register online today
www.madefortrade.co/newproduct
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Industry News
REMOTE SELLING
ONLY IN LOCKDOWN
Installers can only sell remotely during
the national lockdown, Certass Trade
Association has confirmed.
Certass Trade Association has been
working with government to get clarity
on as many questions from members as
possible regarding what is and isn’t allowed
during lockdown. After confirmation that
installations can still be
carried out in homes, most
questions from installers
were about sales visits.
Jon Vanstone, chair at
Certass Trade Association
(pictured), said: “We have done
our research and now have clarity on the
information for installers when they are selling.
“Over the Christmas break, updates were
made to the tier system with the information
specifying that: ‘Door-to-door sales should
not be taking place, and sales activities
should be conducted remotely (such as by
phone, online, or mail)’. It should be noted
that government’s definition of door-todoor
sales includes ‘the sale of goods and
services to customers at: their home, their
workplace or another individual’s home,’ so
this applies to organised sales visits and not
just ‘door canvassing’.
“The rules of the national lockdown have
built upon the tier system, and we have had
confirmation that this guidance is now in
place for the lockdown period.
“However, as replacement windows and
doors are a bespoke product which requires
a survey of the property prior to definitive
quoting, surveys can still take place in the
home. Strict Covid-19 Secure Procedures
should be followed during surveys to protect
teams and homeowners.” www.certass.co.uk
FIT SHOW 2021 POSTPONED TO SEPTEMBER
Organisers of the FIT Show, the UK’s awardwinning
showcase for the glass, glazing,
window, door, hardware and components
industry, have postponed the 2021 event due
to the ongoing coronavirus pandemic.
Originally set to take place this May, the FIT Show
will now return to the NEC from Sunday 26th –
Tuesday 28th September 2021, with organisers
having secured what they describe as a new,
‘safer’ timeline in the Birmingham venue’s heavily
disrupted schedule.
Event director Nickie West said: “The decision to
postpone FIT Show 2021 from May until September
is a proactive step that we have made in order to
create a more realistic timeline for the industry to
work towards. We have taken many factors into
consideration as part of this process, including
the likely surge in demand for summer holidays
and the 2022 Fensterbau timeline. We believe that
FIT Show in the Autumn of 2021 will come at just
the right time for the industry, steering the ship to
reflect the industry’s V-shaped recovery.
“The new dateline will see us open the show on a
Sunday for the first time. This will create an ideal
opportunity for busy installers to visit over the
weekend if they are unable to attend during the
week. This is something we have been asked to
consider by our stakeholders in the past and an
initiative we believe to be right for 2021.”
Organisers have confirmed that FIT Show will
revert to its usual May slot in 2023, following a
biennial pattern thereafter.
FIT Show will return to the NEC 26th – 28th
September 2021, Halls 17, 18 & 19.
www.fitshow.co.uk
SUSTAINABLE GLAZING IN DEMAND
Following a recent survey, which revealed
that homeowners consider double glazing ‘the
most important internal sustainable feature’
when moving home, systems house Rehau says
installers and fabricators should prioritise
sustainability and thermal efficiency when
considering their product offering.
The research, conducted by UK housebuilder
Redrow, surveyed 2,000 people on the single most
important internal sustainable feature they would
have in their next home. With 26% of respondents
selecting it as their number-one priority, double
glazing was the most popular selection.
According to Rehau, these findings demonstrate
that sustainability and thermal efficiency are
now key priorities for consumers when selecting
their next frames. The polymer solutions provider
is therefore encouraging companies within the
fenestration industry to adapt their available ranges
For more news and the latest updates, visit www.total-installer.co.uk
to fit this increasing demand.
Russell Hand, head of Marketing & Technical at
Rehau Windows, said: “In order to thrive in today’s
challenging business landscape, it is vital that
installers and fabricators stay ahead of the curve
when it comes to consumer behaviour.
“These findings demonstrate that sustainability
remains a key priority for homeowners, so
companies need to adapt accordingly and offer
eco-friendly window solutions.”
8 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

THE MULTI-AWARD WINNING
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LANTERN
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Industry News
NOISE REDUCTION
VIDE0 FOR THE TRADE
The British Fenestration Rating Council
(BFRC) has launched a new video aimed
at the trade, to highlight the benefits of its
recently launched window and door Noise
Reduction Rating Scheme.
With the acoustic performance of fenestration
a rising priority for homeowners and
specifiers, the video, which can be found
at www.bfrc.org/noise-reduction, explains
how the new BFRC labelling scheme can
help systems houses, manufacturers and
installers illustrate the proven noise-reducing
credentials of their products, ensuring that
they stand out from the competition.
Lis Clarke, BFRC operations director, said:
“The new video highlights how verifying
acoustic product performance with the BFRC
Noise Reduction Rating Scheme can benefit
those in the trade.
“Reducing noise pollution created by roads,
railways and air traffic can greatly increase
our sense of wellbeing and the correct
specification of windows and doors can
reduce the impact of noise significantly. As a
result, acoustic performance is front of mind
for homeowners, specifiers and installers and
as the video states: ‘If you’re not proving the
acoustic performance of your products, you
could be missing out’.”
Launched in response to homeowner demand
for higher levels of quality assurance, the
scheme provides evidence, via the simple
and highly recognised ‘rainbow’ scale, that
windows and doors not only ‘look the part’
but can also offer proven noise reduction
performance. www.bfrc.org
TOUCH SOFTWARE STORE NOW OPEN
Installers can head straight to the
website at: bm-touch.co.uk/installer,
register their details and purchase the
brand-new Touch Vendor remote sales
and ordering software from the Business
Micros Group.
When they enter the store, installers can
watch a ‘live’ demo of Touch Vendor, check
out the pricing options and see how to add
it to their website and get started. They can
also download a complete guide to the software
and use the live chat function to get instant online
help and support setting up their account.
The Touch store is packed with information
showing how Touch Vendor works and all the
clever features and end to end compatibility
which, according to Touch, make this solution
‘stand out from the other software tools designed
for installers’.
Paul Callaghan from group company The
Consultancy, which was behind the front-end
design of Touch, says it’s the solution that
installers have been waiting for from the biggest
name in fenestration software. It uses industry
standard data and, crucially, doesn’t tie the
installer to any single supplier.
He added: “Now that the store is open, installers
can get started with TOUCH Vendor straight away
– they just need to set up their TOUCH account,
choose how many users they want to add and
enter their payment details to access a free trial.
“It’s just a few simple steps for them to add in
their own colours and logos and choose which
products they want to quote on from the in-built
menu. They can be generating leads from their
website, pricing those enquiries from within the
software and using it for remote or even socially
distanced, face to face sales calls within a couple
of hours.” bm-touch.co.uk/installer
MORLEY INCREASES VOLUME BY 50%
Integral blinds manufacturer Morley Glass &
Glazing has started the new year with a 50%
increase in volume compared with last year.
Increased demand from existing customers
and an influx of new customers has seen
manufacturing capacity rise from an average of
2,500 to 3,500 integral blinds a week.
Managing director, Ian Short, said: “We moved
to new 50,000ft 2 premises in 2016 with a view
to increasing the number of our Uni-Blind sealed
units we could manufacture with ScreenLine
integral blinds inside. Our five-year plan was to
reach 3,500 blinds a week and it’s amazing that
we’ve reached that figure despite the government
lockdowns and a six-week shutdown last year.
“2020 has been a strange and challenging
For more news and the latest updates, visit www.total-installer.co.uk
year for many individuals and businesses. The
increased demand from homeowners looking to
invest in home improvements post-lockdown
surprised us all, and it doesn’t look like it’s going
to slow down any time soon. Integral blinds are
proving to be an excellent profit generator for our
customers as they upsell to those people who now
recognise the true value of a home that provides
privacy, sun shading and a comfortable living and
working environment.”
10 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

DAKEA
ROOF WINDOWS
ARE BUILT
FOR THE TRADE.
At Dakea, we pride ourselves on delivering high-quality,
affordable roof windows that are easy to install and backed
with a 20-year guarantee.
AS COMMITTED TO YOU,
AS YOU ARE TO THE TRADE.
Find out more at dakea.co.uk
Or give us a call (+44) 020 3970 5080
DakeaChannel
@HiDakea
@dakea_UK

Industry News
RECORD NUMBER OF
WINDOWS RECYCLED
CNC Recycling, a nationwide PVC-U
window recycling company based in the
North East of England, reports a landmark
year, having recycled in excess of 500,000
old PVC-U windows during 2020.
Continued business growth has resulted
in the recycling and processing of a record
number of old windows every week.
Despite ‘huge setbacks’ during the first
lockdown due to Covid-19, CNC Recycling
says it has successfully adapted to change,
introducing new initiatives, acquiring new
customers and suppliers and investing in
new vehicles, plant and machinery.
MD, Melanie Reid, said: “2020 has been
the most challenging of years but thanks to
the hard work of our incredibly committed
team and the support of our customers, the
business has come through this pandemic
stronger than ever.
“We have continued to be a reliable company
giving a consistent service. We are really
excited for 2021.”
The company describes itself as a PVC-U
recycling specialist committed to offering
a sustainable alternative to landfill for
old windows for the fenestration Industry.
The company has successfully collected
thousands of tonnes across the UK every
year, saving fabricators and installers the
cost of waste disposal.
This enables recycled materials to be fed
back into the supply chain as a secondary
raw material to produce new, recycled
windows and doors.
A BLINDING OFFER FOR HOMEOWNERS
Homeowners can now reap the rewards of
having their windows and doors fitted by a
FENSA Approved Installer, thanks to a 10%
discount on all made-to-measure blinds,
curtains and shutters from the UK’s leading
made-to-measure window furnishings
company, Hillarys.
The discount on thousands of products from
Hillarys is exclusive to FENSA installations in
2021 and is said to be yet another valuable USP
that Approved Installers can now deploy to help
them win more work.
Established in 1971, Hillarys has built an enviable
reputation over the last 50 years or so not just for
the quality of its products, but also offering expert
guidance from its network of knowledgeable local
advisors.
The company’s in-home measuring and fitting
service gives customers confidence that they’ll
get the product that’s right for their style and
budget, fitted to perfection.
As such, the partnership with FENSA is said to
represent a perfect synergy of brand and product
offering, as Chris Beedel, FENSA’s director of
Membership, explained: “The link between the
brands is clear to see and we’re delighted to be
partnering with such a reputable and forwardthinking
organisation as Hillarys.
“We’re always looking at ways we can improve
the homeowner experience of using a FENSA
Approved Installer and now they have a further
incentive thanks to the discounts available to
them on Hillarys outstanding range of products.”
3-UP FOR VBH AT THE NFA AWARDS 2020
The winners of the 2020 National Fenestration
Awards were announced via a live video link
in December, where VBH won three of the four
categories in which it was shortlisted.
For the second year running, VBH was crowned
Hardware Company of the Year, making it a hattrick
following its Component Supplier win in the
G-Awards in 2018 and 2019’s NFA success.
VBH also recorded wins in the Social Networker
and Young Person categories, through marketing
manager Gary Gleeson and Northern England
area sales manager, Tyler Shutts, respectively.
Customer service team leader in VBH’s Gillingham
head office, Louise Eagle, finished as runner up
to Tyler.
Gary Gleeson said: “I am, of course, thrilled to
have won this individual award. However, we
For more news and the latest updates, visit www.total-installer.co.uk
see all these wins as a reflection of how hard the
whole VBH team works to make our customers’
working days easy, as well as recognition of the
excellent products and services on offer.
“These include new products such as our
greenteQ Invicta window shootbolt and Orion 3
star profile cylinder, and the recently refreshed
Q-secure consumer security guarantee.”
To find out more about VBH’s products and
services, visit: www.vbhgb.com
12 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Delivering Certainty
Everything Aluminium
Delivered Fast
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Direct to Site
Right First Time
Call 01706 260700
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Bi-fold Doors | Sliding Doors | Windows
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www.alufolddirect.co.uk

Advertorial
Made for Trade
Driving forward in to 2021
Made for Trade complete
investment in enhanced
safety delivery fleet
Made for Trade have announced a significant long-term
investment in the expansion of their fleet of delivery
vehicles. Each of the 10 new vehicles also comes equipped
with another MFT design innovation, changing the way
their products are handled both at the factory and also at
delivery sites, the new design significantly decreases risk
and puts safety of their employees first.
MFT’s announcement, along with other news of their product
expansion is a strong indication of their industry position and
growth plans throughout 2020-2021 and beyond.
“For some time, we have been looking at the handling
challenges presented by the loading and unloading of large
heavy products from our wagons and we had some good
design ideas of what we wanted to achieve. With sales
dictating a need for more wagons to satisfy increasing
delivery requirements we took the opportunity to kill 2 birds
with one stone and had a custom fleet developed with local
vehicle suppliers. We think this is a first in fenestration and
is a significant step forward in transport safety.” Chris Wann.
Business Manager.
2020 has been a tough year for many businesses within
the fenestration industry and some of the industry heavy
hitters are either gone or have been significantly reshaped.
Thankfully, it has not all been doom and gloom and there are
many winners as a market driven by home improvements
went stratospheric. With ongoing investment in new vehicles,
additional staff and the expansion of their delivery coverage,
Made for Trade really do mean business as they enter 2021 in
a strong position with some exciting new developments on
the brink of release into the market.
FLEET IMPROVEMENTS
The new 12-tonne Rollaflex vehicles have been commissioned
from a local vehicle supplier with the functional design
concept provided by the engineering team at MFT. The brief
was to come up with a cost-effective loading and unloading
solution which minimised the risks associated with manual
lifting and provided a safe means of working at a height.
Health and safety is one of MFT’s top priorities when it
comes to the welfare of their staff and the safe delivery of
their products.
depending on the style of door. Once all stillages are full,
the wagons move into the loading positions, the retractable
curtain is drawn back, and the stillage is moved by forklift
onto the wagon bed and locked into place.
Once at the customers site, the driver conducts a risk
assessment, cordons off the area and uses an articulated
crane mounted to the vehicle bed for the safe and secure
unloading of the door from the wagon to the ground in
readiness for the customer to collect. The new design
ensures that manual lifting of the doors is eliminated and
that the operator is always safe, even when working from the
unprotected wagon sides to attach the crane hook to the
slings via a retractable barrier.
DELIVERY COVERAGE EXPANSION
The addition of more vehicles to the fleet also allows MFT to
increase their delivery coverage area to include several new
postcodes in Scotland. This move, the implementation of the
first phase of a larger growth plan, cements the company’s
intention to provide their top class service to customers
that had previously struggled to obtain MFT door products
alongside the Korniche lantern roof which is delivered
nationwide.
For more updates on this news, new product releases and
to see how MFT provide the BEST PRODUCTS, at the
BEST PRICES with the BEST SERVICE, head over to www.
madefortrade.co and register online to receive regular emails.
We would also like to take this opportunity to say a big
thanks to all our customers in what has been a turbulent
2020. Your loyalty has contributed entirely to our great
sales volume, which in turn allows us to maintain the level of
investment needed to improve service and expand our trade
product range available to you, our customers.
With these improvements to our service and 2 new products
ready for launch in the new year, here’s hoping for a
smoother journey in 2021
www.madefortrade.co
The logistics cycle starts off with the doors being moved
from coded dispatch racks and loaded onto specially made
stillages at floor level. As each door is placed onto the stillage
a set of soft slings are fitted to predetermined safe positions
14 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
Advertorial_layout - Vehilces_DEC_2020 copy.indd 1 09/12/2020 13:19

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Contract The Business Talk Pilot Barometer
NEW YEAR BLUES?
Window and door sales were down in December, but there’s no need to panic… yet,
says Neil Cooper-Smith, senior analyst at Business Pilot, in his latest Barometer analysis.
Business Pilot Barometer Edition 12: October/November/December 2020
The latest Business Pilot Barometer shows that window and door sales fell by 27% in
December, following a drop by the same figure in November on October. This represents a total
decline in volume of 46% over the final three-months of year.
The number of leads received by installers in December also dropped, this time by 29% on
November. Figures for the final three months of 2020 show a 41% fall.
This would in a normal world send alarm bells ringing, however, with the industry still trying to
clear the backlog of orders, seasonal adjustments and the fact that many installers shut shop
for Christmas early, we don’t see any reason to panic – at least just yet.
At a macro level forecasts for the UK’s economic recovery remain positive. House prices closed
the year 7.5% up. Housing demand, according to Nationwide, was buoyed by a raft of policy
measures and changing preferences during the pandemic. This included a 0.8% increase in
December on November.
The Stamp Duty holiday, continuing availability of finance and the demand for bigger semidetached
or detached properties, is driving continued competition at the start of 2021. And
even if the housing market cools as it is predicted to from the late spring and early summer,
analysts suggest that consumer spending won’t. During 2020 households saved an estimated
£1 in every £5. Before the pandemic it was £1 in every £12.
This, according to the Centre for Economic and Business Research, suggests that UK households
saved an average of £7,100 last year. That’s a tidy down-payment towards new windows and
doors, or even a glazed extension.
The caveat here is that it’s higher income households – those with an income of £50,000 plus a
year, who saw their disposable income increase by the greatest amount.
This suggests that your marketing and sales strategy needs to be carefully targeted in order to
maximise return on investment.
As a CRM and business management tool, Business Pilot can help you to do this by tracking your
lead generation and helping you to understand which channels deliver the best results and which
demographics you should be targeting.
The Business Pilot Barometer offers a monthly analysis of the key trends
defining window and door retail, drawing on real industry data collated
by the Business Pilot customer relationship management system (CRM).
Business Pilot will also allow you to assign leads and track their conversion, through to job
scheduling, cost of installation, service calls, and financial reporting, making sure that your
lead generation delivers results and that you fully capitalise on them.
Business Pilot uses cloud-based technologies to give installers complete
visibility of every element of their operation from leads and conversions to
job scheduling, cost of installation, service calls, and financial reporting.
www.businesspilot.co.uk www.businesspilot.co.uk/barometer
16 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Contract The View Talk from Certass TA
'HERE FOR YOU WHEN YOU NEED US'
As challenges continue into the new year thanks to Covid-19 and Brexit – not to mention
changing regulations and new energy requirements – Jon Vanstone, chair at Certass Trade
Association, reassures installers that support and guidance is readily available.
L
ast year was so tough for many, and the way
2021 has started, it feels almost like we are
in an extended December 2020. There is so
much ahead for our market to face with changing
regulation and new energy requirements to add to
the inconceivable and hugely stressful impact of
Covid, combined with Brexit.
Certass Trade Association (TA) started 2020
aiming to improve its already impressive
relationship with its membership base and
invested considerable focus towards online
communication. Such is the importance that
Certass TA places on its members, we agreed
that the best place for myself was talking to
fitters and the supply chain on a daily basis.
The strong connection we have built with our
members, and the ability for them to liaise with
us at all levels, has meant that, as the bestconnected
association in our market, we have
been able to properly represent the views of our
members to other sectors and government.
Rather than work with the few biggest members
in hidden committees, we have been available
to the many and have learnt a huge amount
by doing so. Certass TA is effectively run by its
members, and those who want to engage with
us on any topic can do so easily through our
Facebook forum, over email, online chat or by
calling the office.
Due to our relationships with decision makers for
construction and our understanding of what our
membership need and care about, I hope many
will say that they get real value from the fees that
they pay.
All associations and membership bodies should
continually strive to improve their offering to
members, yet so many fall into the trap of seeing
how much money they can amass by additional
offerings from resellers on which the association
makes a mark-up.
We took a decision years ago to spread
membership fees to a month-by-month basis,
as it helps those who trade with us to not be met
with any large one-off bills at the start of the
year. This has meant that when the economy hits
a problem for our members, so does it for us and
we really are ‘in it together’.
Jon Vanstone
“Changes in regulation
are coming this year and
it is our job to ensure
our members know what
must be done”
Through my chairmanship of the BEIS-sponsored
Trade Association Forum, I am very aware that
many large associations in 2020 took annual fees
from members for a 12-month period. Yet simply
furloughed their staff when Covid hit, right at the
time when members needed them the most.
Businesses sat on millions of pounds built up
over years from membership fees, just to not give
back in time and effort when the proverbial hit
the fan. Yet, post-event, these same associations
talked about all that they did for members, when
the market remembers a very different story.
FIT Show may have been correctly delayed until
the end of September, but I cannot wait for an
opportunity to meet many people I have spoken
to on a weekly basis in the online forums. Video
calls don’t quite do it for me, probably due to
my age, or the fact I can too clearly see my own
face. However, I want to be at the show to talk to
people about what we did in 2021, as 2020 was
just the beginning of our new phase of work.
In spite of rising costs, Certass has held its pricing
in 2021 as we look to maximise benefit to members.
We will be challenging government to do more for our
industry and hope that local installers choose to be
part of our team, as we quite simply see ourselves as
their campaigner. We will be using our connections
and knowledge of situations to ensure our members’
voices are heard, whilst they concentrate on
fitting quality products with skill and care.
Changes in regulation and requirements are
coming this year and it is our job to ensure our
members know what must be done and what is
simply a choice. We are not going to pretend that
consumers look for logos or marks, as there are
so many out there that the average consumer will
always take a recommendation from friend or
family over anything else, rather than deal with the
over-abundance of badges and what they mean.
We look forward to celebrating any member’s
success in 2021. We will give tools and guidance
to help them operate in the market, but most
importantly we will be open and available for
those times when it is hard and problematic, as
that is when you need us most.
Contact Certass Trade Association:
01292 292 095
certassta.co.uk
@CertassTa
18 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Article Management Systems
A 'SLICKER, QUICKER' ADMIN SYSTEM
Rhonda Ridge, managing director at Ab Initio Systems, the supplier of AdminBase,
discusses the reasons behind the continued uptake of the installer management
system and reflects on the develpments over the last two decades since its launch.
The AdminBase installer sales and project
management system was initially developed 20
years ago – how did it come about?
It’s more like 23 years now… how time flies! I
was working as the financial controller at a small
but successful window and door installer…and I
was struck by how many different documents and
computer files and systems I had to access for every
customer. And every department was the same: the
same information input for every function…initial
quotation and sale; then the surveyor report; then
the instructions to the fitters; then more instructions
for remedial work; and then of course, all re-input
again for the final invoice to the customer.
The potential for errors was significant and of
course, the information came on scraps of paper
and even when we used official forms, some of the
writing was illegible.
There had to be a better way and even though it
seems like a lifetime ago now, there were the IT tools
available with which to create more sophisticated
systems, but nobody had thought to do it specifically
for the home improvement window and door
industry. I wrote the system for my client, it worked
well and so I decided to try it on other installer
businesses. And the rest, as they say, is history.
“We have had the best year with
more new customers signing up to
AdminBase than ever before in our
23 year history”
How does today’s product compare to the
original version that you wrote back then?
The principles are the same. And although
AdminBase has been continuously developed
since then, the big changes are made possible
by advances in technology. This includes how
the information is input, viewed and accessed,
how quickly it is processed, data storage and
so forth. Technological advances have allowed
us to develop the mobile apps, which now allow
sales, survey, fitting and remedial services all to
be administered on site using tablet computers
such as the iPad, connecting directly to the main
AdminBase system.
A further significant change is the launch of
the web-based version of AdminBase early in
2020, that allows full access to the system
from anywhere there is an Internet connection;
and recently of course, this has been incredibly
important as it has allowed businesses to be run
remotely during the pandemic.
Ab Initio Systems, the company behind
AdminBase, reported consecutive record
sales figures for the months of August and
September. What’s behind this success?
A number of things… we began a marketing
campaign in 2019 that has been very successful,
so we were reaching large numbers of new
companies at a time when retail installers
generally are becoming more professional in
order to compete with other sectors. The launch
of the AdminBase apps also drew a lot of
interest from firms that liked the idea of making
things slicker and quicker at the sharp end, on
site; and the web-based version also attracted
a lot of new customers. And of course, the
pandemic has created an environment in which
these developments offer perfect solutions for
protecting employees by limiting personal contact
and driving up efficiency.
Rhonda Ridge
What, in your opinion, is the biggest barrier
to uptake of tech such as AdminBase among
installers?
Work! The every day issues that an installer faces
stop them from thinking and acting strategically,
taking the decisions for all the things that sit in
the background. Every Christmas/New Year break
we see a surge in interest in AdminBase, when
the owners of installation businesses have time
to look closely at their companies and systems,
and think about the future without worrying about
what is happening on site, or their suppliers.
20 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

How would you sell AdminBase to a technophobe?
Although most owners and senior managers are
computer literate, many will resist the adoption of
new ideas and especially technology because of
resistance by their frontline employees.
We are overcoming this by showing that our
apps, each of which has been specifically
developed for the key site functions, walk the
user through a predetermined process, requiring
tick box selections and the input of dimensions
for example. They are not required to write reams
of copy, nor get their head around a computer.
If they can work the betting app on their
smartphone, they can work the AdminBase apps.
Why does AdminBase make commercial sense
for installers?
Because it removes so much work! Most
information is input once, and there it sits on the
system. It reduces costly errors, prompts actions,
allows excellent communication with homeowner
customers and actually, helps to collect the
money quickly. One user is on record as saying
that AdminBase pays for itself, simply because
they employ fewer administrators.
Adminbase makes everything so much quicker
and more accurate…and as a result more
profitable. We can demonstrate many examples
of how this works, from small, single user
companies to some of the biggest window
companies in the country.
Have you noticed any generational patterns
with the uptake of AdminBase?
That is a very good question: and the answer is
yes. As you might guess, there is more resistance
amongst older staff, with younger employees
having grown up with smartphones. But this is
becoming less profound with time.
What, in your opinion, will happen to installers
who do not move with the times in terms of
software and tech?
There are many businesses out there that do well
without any sort of technology, but today’s markets
are ever more competitive and the lowest price is
less important than great customer service. This
is especially true of frequent communications
and updates and attention to detail such as fitting
schedules that are adhered to.
We have many examples of AdminBase users that
tell us they don’t know how they managed before
they switched. It simply reduces the workload,
“ We believe the future
for AdminBase is very
bright indeed”
dramatically sometimes, dependent upon the
systems – or lack of them – that we replace.
Those that share, tell us they simply sell more
windows and doors and make more money.
How do consumers benefit from AdminBase?
The most profound positive effect for consumers
is the communications. Using the simple
AdminBase Dashboard, every step in the sales
and installation process can be communicated
directly to the homeowner, sent to them in
their choice of text, or email for example. This
proactive advice can eliminate incoming calls
from customers: if they know what is happening
why would they call?
What is the future of AdminBase?
With more than 10,000 installers out there we
have some way to go yet, as amazingly not
all of them use AdminBase! We have had the
best year with more new customers signing up
to AdminBase than ever before in our 23 year
history. This is because more companies realise
that they need to make their operations more
efficient, that the solution is remarkably simple to
install, learn to use and operate; and actually, it
is surprisingly inexpensive and affordable too.
From our experience recently, we believe the
future for AdminBase is very bright indeed.
Contact Ab Initio Systems/AdminBase:
01283 551005
www.abinitiosoftware.co.uk
@Ad_minBase
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 TI 21

Installation Tips
ROOF WINDOWS MADE SIMPLE
Installing roof windows can be challenging, but Paul Edwards, area sales manager at Dakea,
has all the tips and products you need to achieve a smooth installation...
What can roof windows offer consumers?
Natural light: Research shows that we all benefit
from spending time in spaces bathed in natural
light. Daylight has a positive effect on our health,
production and happiness.
Fresh air: A good supply of oxygen improves
concentration, boosts energy levels and helps you
think more clearly.
Increased living space: Roof windows can
transform a living space, providing a comfortable
place to work from home, adding value to a
property and allowing occupants to enjoy natural
light and views of the world outside.
What to look out for in a roof window:
Roof windows are a costly investment in
any property, whether it’s a new-build or
refurbishment. Therefore, it’s important to be
aware of the key factors you need to consider:
Energy Efficiency: It’s vital that installers choose
products that are thermally efficient to reduce
any excess heat loss – especially as a quarter of
heat is lost through the roof. An inefficient roof
window will reduce the energy performance of a
building, lower the temperature, and create higher
energy bills. Therefore, it’s important to look for
a product that is well insulated with excellent
U-values such as Dakea’s Ultima Energy and
Ultima range which have values of 0.99–1.2 W/m 2 K.
Paul Edwards, area sales
manager at Dakea
Noise Absorption: When selecting a roof
window, the level of sound insulation should be
considered. Research has shown that sounds
as low as 30 decibels (dB) can disturb sleep –
moderate rainfall can cause noise levels of 40 dB
to 55 dB and busy traffic can cause noise levels
of up to 70 dB.
Dakea Ultima Energy and Ultima roof windows
have a thicker, hardened outer pane, which is
also combined with an advanced, anti-noise
cladding system with noise-absorbing material.
And a triple or double pane incorporates two
layers of noise-reducing film.
Weather resistance: Windows are one of the most
vulnerable areas of a home. In the event of strong
winds, heavy debris can be lifted and thrown
into them, causing cracks and scratches or even
shattering them.
With severe storms occurring more frequently in
Britain, it is crucial to select a roof window that has
been tested to withstand harsh weather conditions.
For added safety, the internal panes should be
laminated so any shards will stay in place. Dakea
windows also have a lifetime guarantee for the
external pane against hail damage.
Guaranteed lifespan: Dakea has a 20-year
guarantee for all its roof windows. This is due to the
rigorous testing process each product goes through.
How can installing a roof window be
made easier?
Roof window installations can prove challenging on
many fronts: time, procedure and the weather can
all hinder the project and lead to installers spending
more time and money on installation. Dakea’s free
installation accessories with our Ultima, Ultima
Energy, Better Energy and Better Safe ranges
makes installing easier and quicker and include:
Dakea’s Roofing Underfelt Foil Collar speeds
up installation by reducing the need for cutting.
It ensures 100% water tightness as it’s made
of stretchable, highly tear-resistant polystyrene,
non-woven fabric with a vapour permeable
polyurethane coating from one piece with no
joints. It’s easy to fit and adjust and the squared
surface will help you cut straight too.
Dakea’s Roofing Vapour Barrier Foil ensures
proper connection to the internal vapour barrier.
The welded rubber gaskets with pressure seals
guarantee quick installation resulting in a vapourfree
and airtight fit.
Continued on page 24
22 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Article Installation Tips
Continued from page 22
Dakea’s Insulation Foam Collar forms a sealing
frame around the window frame, restricting heat
loss and ensuring easier, faster and faultless
installation. The foam collar is pre-cut, so the
installation is limited to sticking on the adhesive
side, always ensuring the correct fit.
Which is the right flashing for my project?
Dakea roof windows must be installed with the
original flashings, which come with a 20-year
guarantee and are all easy, fast to install and
durable. The Dakea range includes:
Flush flashing for recessed installation of single
roof window into slate profile height 16mm
(2x8mm) and a roof pitch range of 20º- 90º.
Slate flashing is suitable for slates and flat
roofing, up to 16mm (2x8mm).
Universal flashing is the universal solution for
high tiles between 16-120mm. Great for high
profile tiles, flat slates, pantiles, corrugated roofing
sheets etc. Also available as a Combi flashing.
Tile flashing is suitable for tiles and profiled
materials between 16-50mm.
Standing seam flashing is made for the
installation of windows in ‘click’ standing seam
metal sheet.
Tile flashing for interlocking flat tiles
ensures aesthetic and watertight installation for
interlocking flat tiles between 16 and 50mm.
Plain tile flashing is for installation of roof
windows into plain tiles with a profile height
of 28mm (2x14mm) max length 340mm and
suitable for a roof pitch of 25º-90º.
Slate flashing with one piece side element is
suitable for slates and flat roofing, up to 8mm
(max overall thickness is 16mm). Also available
as a Combi flashing.
FCX combi tile flashing is applicable in
roof pitch range of 15º-90º and suitable for
interlocking flat tiles between 16-50mm
thickness and roof window horizontal distance of
120mm. This new flashing is 100% watertight,
easily installed and weather and UV ray resistant.
With no apron, it ensures a perfect seal to flat
roofing materials.
How to install flashing
1. Remember the drainage gutter above the window
2. Fix the bottom flashing section to the frame
3. Fit bottom sill cover, side flashing sections,
and side frame cladding cover parts
4. Fit top casing cover part, fix it with the
provided screws, and fit the top flashing section
5. Replace tiles
6. Replace the sash in frame. You’re done!
Any other good tips?
To make sure you have enough light, the amount of
roof window visible pane surface or effective light
area should be equal to at least 10 – 15% of the
floor space.
Always fix a drainage gutter (in conjunction with
the roofing membrane/felt) to guide unwanted
water away above the top of the window.
Dakea windows have a pre-grooved frame. In the
case of PVC windows, self-tapping screws should
be used for fixing the brackets to the window
frame. Wood screws are for fixing the brackets to
the battens.
Where do I go for further help?
When you buy a Dakea roof window or accessory,
we’re with you every step of the way, from choosing
the right window, to helping you with installation
and after-care. We’re so confident in the quality of
our windows we give you peace of mind with a 20-
year guarantee on our roof windows and flashings
(and two years on our blinds and accessories). Our
Dakea PROapp also offers professionals a loyalty
reward scheme and an easy option to register
the guarantee of our roof windows. We’ve also
got a range of videos to help you. Whether you’re
a contractor, installer, roofer or a tradesperson,
Dakea knows your reputation matters. That’s why
we launched our Trade Matters campaign to assist
you, which includes three downloadable tools to
boost the buzz around your business.
We also offer free downloadable Trade Matters
guides to support installers. These explain how to
use the latest sites, apps and equipment, learn
new online skills and generate new business.
Dakea worked hard throughout 2020 to support
suppliers and installers, and will continue to do so
in 2021. We are always here to offer technical and
installation advice, and are continuously improving
and innovating, so look out for new products
coming soon!
“It’s vital that installers
choose products that
are thermally efficient
to reduce any excess
heat loss”
Contact Dakea:
020 3970 5080
www.dakea.co.uk
@dakea_uk
24 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NEC BIRMINGHAM, 26-28 SEPTEMBER 2021
Register for a FREE ticket today by scanning
the QR Code or visiting FITShow.co.uk
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Window Updates
For further info on all these window updates and more, visit www.total-installer.co.uk
UPDATED CONSUMER BROCHURE FOR EVERY RESIDENCE
All consumer brochures for The Residence Collection, including R2, R7, R9 and RD
(Residence Doors), have been updated with the Collection’s ‘renowned style, content and
vision’ to ensure they stand out as retail publications in the window and door sector.
According to The Residence Collection, ‘sumptuous’ and detailed new photography features
throughout the new brochures, helping to ‘inspire style savvy consumers with a better window and
door proposition’.
While R9 is described as ‘the true timber casement alternative’, R2 is for consumers and specifiers
‘looking for the ultimate contemporary window, and one that boasts bold and square architectural lines
throughout’. These are featured in the new 28-page brochure, along with new case studies and a wide
range of unique finishes, including several dual-colour options. www.residencecollection.co.uk
ON-TREND COLOUR CHOICE FOR ALUK PROJECT
The owners of a stunning refurbishment in Whitstable, Kent, were right on trend when they
chose the colours for the AluK windows and doors which have been installed throughout.
Ultimate Grey and Illuminating Yellow have been declared as the Pantone Colours of the Year
for 2021, and that grey and yellow combination was used to create a striking contrast with the
contemporary cladding and render.
The owners had installed AluK products in their previous property and had been impressed
with the quality, style and durability, particularly for a coastal location. They worked with AluK
fabricator, Rhino Aluminium – who recommended windows in AluK’s slim sightline 58BW
system throughout – and installer SG Installations. https://uk.aluk.com
CDW SYSTEMS ADDS SMART'S ALITHERM HERITAGE
Aluminium fabricator, CDW Systems, has added the Smart Alitherm Heritage Range from Smart Systems to its
portfolio, providing an ideal option for heritage projects.
The modern thermal aluminium range has been specifically developed to meet the requirements of refurbishment projects,
particularly in sensitive planning areas, and is ideal for Victorian and Art Deco projects. CDW reports that it has already had success
with this range in its local Gloucestershire area, where many of these older properties are in need of refurbishment.
While the Alitherm Heritage door and window ranges both feature the slim profiles and sightlines associated with
traditional steel doors and windows, the system also offers the thermal performance of a modern aluminium system – each
delivering a ‘B’ energy rating. The window range is available in several formats, including fixed-pane, top-hung and sidehung
casement, pivot and tilt and turn. www.cdwsystems.co.uk
WINDOW OF OPPORTUNITY WITH HERITAGE PUTTY
Heritage Putty from Hodgson Sealants can be found on Mumford & Wood’s Classic range of custom-made
wooden windows.
Despite its name, Hodgson Heritage Putty is actually a modern hybrid polymer cartridge gunned product. It gives
the appearance of a traditional putty front on single glass, insulating glass units, and reduced sightline units into
softwood, hardwood, steel, and stone frames. This makes it well-suited to the restoration and replacement of glazing in
period properties, listed buildings, and conservation areas. According to Hodgson, it is extremely durable and remains
permanently elastic throughout its life with low residual tack, so it remains pristine with minimum dirt pick up. It has
‘excellent toolability’ and can be painted in a matter of hours with both water- and solvent-based products. It can also
be used for internal and external applications and is isocyanate, silicone and solvent free. hodgsonsealants.com
28 T I JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Luminia Select Partner
Award Winning Windows & Doors to the Trade
Luminia Select Partner
LEAD TIMES
FROM 15-DAYS
THE F82 LUMINIA ALUMINIUM
BI-FOLD FROM EMPLAS
• Standard colours including Anthracite; White; Black;
Anthracite on White; and Black on White in as little as 15-days
• U-Values of 1.4W/m²K (double-glazed) and 0.9W/m²K (triple)
• Contemporary hardware including patented flush ‘T’ handle
• Ultra-slim and symmetrical sightlines
• Fully tested to PAS24 and Part Q
• Clip-on cill option
Award Winning Windows & Doors to the Trade
t. 01933 674880 e. info@emplas.co.uk www.emplas.co.uk

Window Updates
For further info on all these window updates and more, visit www.total-installer.co.uk
NEW FENESTRATION CONSTRUCTION SHEETS
Foam sealant tape specialist, ISO-Chemie, has introduced its new ISO-Top Construction
Sheets WF3 to the UK fenestration sector, to provide improved design and installation for
windows and doors.
ISO-Top Construction Sheets WF3 are the latest addition the company’s in-front-of-wall
installation systems and can be used either as adapter boards as part of a system profile, or as
individual components to support profiles, packing strips or shaped window cill parts.
Manufactured from high density Thermapor, the boards offer excellent load bearing capacity – in
excess of 650kPA – and can be quickly and easily sawn or cut to shape and size on-site, to provide
an effective installation and sealing solution as part of ISO Chemie’s window thermal insulating and
load bearing bracket system, ISO-Top Winframer. https://www.iso-chemie.eu/en-GB/home/
A BEAUTIFUL BLACK TUDOR RESIDENCE
Sussex-based Nuglaze Home Services recently completed a replacement window and door project with
Residence 9, part of The Residence Collection, in a period home with true Tudor detailing, including
leaded top lights, structural corner posts and two oriel bay windows, all in the No.10 Black finish.
The unique corner property also featured an upstairs balcony and door and other unique glazing
features, which had to be completely sympathetic to the fabric of the building. Authentic butt joints,
black monkey tail handles and peg stays, also added to the period nature of the property.
Sarah Hitchings, sales and marketing director of The Residence Collection, said: “This unique
Tudor type property is the perfect showcase for R9 and also proves that we are more than a credible
alternative to timber.” www.residencecollectiontrade.co.uk
SENIOR MAKES A GRAND ENTRANCE
Senior Architectural Systems’ slimline aluminium curtain walling, and its strongest aluminium
commercial door systems to date, have helped create a fenestration package that is more than fit
for purpose at a new leisure centre in Bristol.
Fabricated and installed by supply chain partner Elite Aluminium Systems, Senior supplied both its SF52
aluminium curtain wall system and high-performance PURe commercial door for use at the David Lloyd
Leisure Centre in Emmerson Green. Senior’s slimline SF52 aluminium curtain wall system was the ideal
choice for creating the centre’s attractive façade and to help maximise the use of natural light in the
interior design. Offering enhanced thermal-efficiency and high weather performance, the flexibility of the
system also enables larger spans of glazing to be created. www.seniorarchitecturalsystems.co.uk
'IT'S FAIR TO SAY I WON'T BE FITTING ANYTHING ELSE'
Stellar, the triple award-winning aluminium window and door system from Epwin Window Systems continues
to prove a hit with installers due to its fast-fit properties. The ease of installation is down to its unique pregasketed,
knock-in beads that make fitting rapid and provides a high-level finish.
The benefits of quick-fitting Stellar were reiterated by installer, R Bell Construction, which recently completed its first
Stellar installation at a large domestic property in Surrey.
Owner, Roy Bell said: “We’ve installed aluminium windows and doors for many years but Stellar is the first
aluminium system we have fitted with knock-in beads. The products were so easy to fit and the level of finish was
excellent... with Stellar the knock-in pre-gasketed beads make the job quick, easy and accurate... After fitting Stellar,
it’s fair to say I won’t be fitting anything else.” www.stellaraluminium.co.uk
30 T I JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Contract Aluminium Talk Systems
Installer Kelvin Yendall (pictured right) can fit the
Decalu88 bi-fold door quicker than other systems
'THE VOLKSWAGEN OF BI-FOLDS'
It’s been a year since Decalu from Deceuninck Aluminium was launched in the UK, and
it’s clear the system has made an impact. Total installer hears from two installers who have
become firm advocates of the system’s aluminium bi-fold offering.
is the Volkswagen of bi-fold door
systems. It’s just far superior,” says
“This
installer Zep Moore, summing up the
Decalu88 aluminium bi-folding door.
With its low U-values, slim sightlines and
‘contemporary premium’ aesthetic, the Decalu88
from Deceuninck Aluminium certainly ticks a lot
of boxes for those in the retail sector.
If the VW comparison wasn’t praise enough,
“market-leading”, “pure quality” and “awesome”
are some of the other adjectives that spring to
mind for Moorstyle’s Zep. He maintains that the
product’s features, which include two 7mm fully
adjustable jambs offering 14mm of tolerance
for out-of-square openings and – perhaps most
significantly, a pre-inserted gasket, are a big win
for installers like him.
Game-changer
“The game-changer for me was the gasket,” he
says, speaking from his van, via-video call. “That
made my ears prick-up straight away.
“This is the Volkswagen
of bi-fold door systems.
It’s just far superior”
Zep Moore, installer
“As a rule, it’s one bi-fold door per day. That’s what
I usually do; I just write the day off for one bi-fold.
[But with the Decalu88], I can do two and that’s
solely down to the glazing. It’s just so easy. I can’t
see me changing to another product.”
And it’s not just Zep that’s singing Decalu’s praises.
For fellow installer Kelvin Yendall of Precise Glazing,
the time saved by using the system is invaluable.
Kelvin says that the first time he fitted the Decalu88
bi-fold, the job took him just three hours as opposed
to the usual five taken to fit other systems, and the
next time he fitted the Decalu88, it took just two.
When it comes to fitting the gaskets, Kelvin reports
that it usually takes up to 40 minutes per leaf
(depending on the weather) to gasket a door, but
with the Decalu88, the co-extruded, pre-inserted
gasket means it can be done in less than five – and
the gasket won’t shrink.
“It’s so easy to put in,” says Kelvin. “It’s a lot easier
and a lot quicker for me as an installer.”
And faster fitting frees up precious time and
maximises profitability – “You get another door fitted
in the time you’ve saved on gasketing,” he adds.
Manufacturing and installation efficiencies
Developed to support fabricators and installers
in maximising margin via various manufacturing
and installation efficiencies, Decalu is a proven
system established throughout Europe.
Launched in the UK in January 2020, the system
employs a modular approach which minimises
stock-holding. Frame and sash components are
reduced, from eight in most aluminium systems to
just three, through the use of a single outer frame
and sash with identical middle section and slim
sightline profiles; fully integrated thermal insulation;
and the use of co-extruded, pre-assembled gasket.
32 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Contract Talk
This means the requirement to insert the gasket
during window and door fabrication is eliminated,
immediately freeing up labour and overheads
compared to other aluminium systems.
Good news for installers
The good news for installers is that this means
the gasket doesn’t need to be applied during
installation either, also delivering significant
installation efficiencies, as Zep and Kelvin will
testify. In addition, as gaskets are backed with
rigid PVC-U, they won’t shrink – eliminating
call-backs.
When it comes to colour, Deceuninck Aluminium
has emulated sister operation Deceuninck’s
approach to colour in PVC-U. As well as being
available in dual colour as standard, the
Decalu system can also be colour matched to
Deceuninck’s PVC-U foil range, allowing retailers
to sell a house full of windows and doors from the
same manufacturer with a perfect colour-match.
Besides the Decalu88 aluminium bi-fold, the
“It’s a lot easier and a
lot quicker for me as
an installer... You get
another door fitted in
the time you’ve saved
on gasketing”
Kelvin Yendall, installer
range also features the Decalu163 lift & slide
option, and a series of casements including
the Decalu88 Steel and New Steel, designed
to replicate steel commercial windows; plus, a
hidden sash and retro option. There’s also the
ultra-energy efficient, Decalu101 Scand tilt & turn
window and the Decalu88 aluminium entrance
door, ensuring all bases are covered.
For any installer looking to try the Decalu range
for themselves, the message from Zep is clear:
“100% it is worth it,” he concludes. “I would
even pay a bit more to be fair.”
Fact box: The Decalu88
aluminium bi-fold door
• 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 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-ofsquare
openings.
Contact Deceuninck Aluminium/Decalu:
01249 816 969
www.deceuninck.co.uk
@Decalu_UK
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 TI 33

Door Trends
EVOLVING DOORS
With more than 27 years of service under his belt, Mark Walker, Selecta Systems’ marketing
manager, has first-hand experience of how door products have developed over time. Below,
he explains why panoramic sliding doors are no longer ‘just a door’ but a lifestyle choice.
The entrance to any home has always
and continues to serve three main
purposes; to act as a welcome
to the homeowner, family and friends;
to keep unwanted visitors out and also
to protect the property from inclement
weather. However, homeowners have
also been inspired by the rise in home
improvement TV programmes to create
their own ‘grand design’. This has led
to greater expectations as they look to
improve their home, enhance its kerb
appeal and improve space, light, thermal
performance and security whilst providing that
definitive ‘wow’ factor.
Long gone are the days when a sliding door
was only available in aluminium with no colour
variations and poor thermal and security
performance. The quality has improved
significantly and the volume of sliding door
options has grown considerably, thus giving the
homeowner greater choice. This has also created
a line of new businesses offering just doors, such
is the appeal and consumer demand, as the door
market continues to grow.
Colour choice
One of the greatest appeals of modern sliding
doors, on top of improved security and thermal
performance, is colour choice. This gives
homeowners the opportunity to create a bespoke
entrance to their home that sits comfortably with
the style, period and location of their home. So,
whether it’s a classic Chartwell green, cream, or
wood grained effect, or a modern anthracite grey,
black, or smooth effect, there’s a comprehensive
colour palette now available to blend with their
home, or make a style statement.
Homeowners also have a new-found desire to
“The patio door is going
through a renaissance
period, where large and
almost uninterrupted
glazed walls can be
achieved”
create a glass wall and panoramic view they are
proud of, and this is almost becoming a lifestyle
choice. The opportunity to open up their living
space and create large glazed walls is appealing,
particularly when extending properties or when
looking to open up the home to the outdoors.
The patio door is currently going through a
renaissance period, where large and almost
uninterrupted glazed walls can be achieved.
Patio doors have also been seen as a more
cost-effective solution to bi-folding doors, whilst
being unobtrusive as they glide along a track,
rather than concertina and protrude in to living or
external space.
Our Masterslide patio doors benefit from PAS 24,
Secured by Design and Document Q certification
and compliance. So, not only are they a practical,
durable and effective sliding door
solution, they also provide you with
the added ‘peace of mind’ of enhanced
security features.
More recently, we have seen the
introduction of swing and slide
panoramic door solutions, like our
Easi-Fold doors, which have captured
the imagination of home improvers.
The innovative and revolutionary
Easi-Fold doors are an alternative to
bi-folding doors and are appropriately
named because of the simplicity of
operation, with each sash sliding independently
and folding into place alongside the master door.
With PAS 24, Secured by Design and Document
Q certification and compliance, Easi-Fold doors
have undergone rigorous testing for security and
weather performance.
Fresh approach
It’s these kind of innovations that give the home
improvement market a new and fresh approach
to standard offerings as consumers look for the
latest advancements in pioneering product design
to improve their home and lifestyle.
Sliding doors are no longer just an add-on to a
property. More than just a door, they’ve become
a chic choice to fit in with a lifestyle; a security
option to protect families and homes; a thermally
efficient decision to reduce energy bills; a product
that the consumer is ready to invest in to open up
their living space and create that grand entrance
to their home.
Contact Selecta Sytems:
0121 325 2100
www.selectasystems.com
@SelectaSystems
34 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Innovation comes built-in
MANUFACTURING
EXCELLENCE
DUAL SEALED
UNITS
RELIABLE &
EFFICIENT
FREE
DELIVERY TO
MAINLAND UK
QUOTES IN
60 MINUTES
PROFESSIONAL
AFTERSALES
SERVICE
WE DELIVER MORE
THAN INTEGRAL BLINDS
Morley Glass & Glazing Ltd
Unit 3, Leeds 27 Industrial Estate
Bruntcliffe Way, Leeds LS27 0HH
Email: info@morleyglass.co.uk
Direct fax for quotations: 0113 277 8723
www.morleyglass.co.uk
Tel: 0113 277 8722

Product Focus
BI-FOLD BENEFITS FROM ARKAY
Arkay Windows has upgraded its UniFold bi-fold. Below, the team at Arkay discuss the
features and benefits of the two new versions, with feedback from happy customers...
Arkay Windows has launched two upgraded
versions of its hugely popular slim bifolding
door.
According to Arkay, its contemporary aluminium
bi-folds, UniFold and UniFold+, offer marketleading
performance in many areas including
modern, narrow sightlines, thermal efficiency,
security and ease of installation, with the
UniFold having a traditional construction, and
the UniFold+ offering a fully adjustable jamb for
rapid fitting and adjustment.
Commenting on the launch, Raju Radia, managing
director of Arkay Windows, said: “In direct response
to customer demand, the improved UniFold and
UniFold+ bi-folding doors have been designed to
offer installers and clients the choice between a
traditional bi-fold or an adjustable-jamb bi-fold,
both with market-beating pricing. The UniFold and
UniFold+ are a fantastic proposition for companies
“As everyone’s profit margins are increasingly
squeezed, we need to find ways to increase
our competitive advantage without
compromising quality”
Balraj Virk, United Windows & Conservatories
installing bi-folds in the highly-competitive
residential market, without any compromise
made on quality, security or aesthetics.”
Both doors have the same slim sightlines, suited
colour-matched hardware and the capability to
create extremely large and heavy panels, all at what
Arkay describes as a ‘market-beating price point’.
Nick Paraskeva, sales director at Arkay Windows,
commented: “At Arkay Windows, we are focussed
on continually evolving and investing in our
products, processes and people. Our brand has
come to be known for being at the forefront of
innovation, and with the new range of UniFold
and UniFold+ doors, our customers can now
choose the bi-fold installation method and pricepoint
that suits them, all with the support and
rapid lead times they have come to expect from
Arkay Windows. Both doors offer the same slim
sightlines, colour-matched hardware and
ultra-smooth, heavy duty running gear,
and both products are
36 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

capable of achieving extremely large panel sizes,
fully-openable corners, and can meet PAS24:2016
for high-security.”
As Marcus Bernard, director of 1st Folding Sliding
Doors, commented: “The UniFold+ bi-fold door
with fully adjustable jambs is really popular
with our residential customers. It’s also very
competitive and affordable.”
Balraj Virk, managing director of United Windows
& Conservatories, added: “As everyone’s profit
margins are increasingly squeezed, we need to
find ways to increase our competitive advantage
without compromising quality. Despite the
economic uncertainties around Covid and Brexit,
we never cut corners. Offering high-quality
products like the UniFold with its competitive
pricing is even more important for us. Every
little helps. All our in-house fitters are very
experienced – we never sub-contract and all our
work is based on recommendation only. Being
able to offer this competitively priced slim bifold
which delivers consistently high quality has
become important for our business.”
M.T, director of a company based in the London
Home Counties region added: “Aluminium bifolds
are increasingly popular for households. The
UniFold+ is a really affordable, yet premium bifold
that we provide as part of our overall offering.
The adjustable jamb option on the UniFold+
enables our installers to fit in high volumes
without compromising on installation quality.
Choice is important for us and Arkay Windows
consistently listens to and responds to changing
customer demand.”
Arkay Windows is one of the UK’s largest
aluminium fabricators with more than 45 years
of experience in supplying high-end, premium
aluminium glazing solutions to some of the
country’s biggest retail companies, contractors
and commercial installers in the London/home
counties/South East region. It supplies brands
such as Aluk, Schuco, Cortizo, Pinar, EdgeGlide,
InfiniGlide and InfiniLight.
Contact Arkay Windows:
01923 803 923
ArkayWindows.com
@arkay_windows
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 TI 37

Door Updates
For further info on all these updates and more, visit www.total-installer.co.uk
PERSONALISED GUIDANCE IS A HIT WITH INSTALLERS
More than 100 personalised Covid-19 installation policies have been produced by Endurance
Doors for its nationwide network of Installer Partners, while the remainder have benefitted from
the generic version that was distributed back in April last year.
As part of its effort to support its Installer Partners through the pandemic, the composite door supplier
has also produced a risk assessment template highlighting the risks and remedial actions that each
installation business should consider when carrying out a door installation in the current climate.
This important document not only provides guidelines at the point of fitting, but is a handy publication
that can be given to consumers for reassurance and peace of mind that all precautions and best
practice will be adhered to throughout the installation process.
Endurance says its Installer Partners have reported that the documentation has helped to cement
more sales and ensure that there are no last-minute cancellations from concerned homeowners.
Stephen Nadin, managing director of Endurance Doors, said: “As we remain fully operational as a
business, it’s important that we continue to support our Installer Partners in every way possible. The
Covid-19 installation policies have been a big success, allowing Installer Partners to add unique content, different colours and logos, prior to print.
He continued: “While we can see a way out of this thanks to the vaccination programme, we must remain vigilant, cautious and meticulous in the way that
we manage business processes from manufacture through to installation.” endurancedoors.co.uk
ULTION DELIVERS WEEKEND ORDERS ON MONDAYS
Ultion orders placed over a weekend will now be delivered to customers on Monday. All telephone and
online orders placed up until 1pm on a Sunday will be with locksmiths and installers ready for the
working week. This also includes bespoke orders for keyed alike requirements.
Brisant Secure, the hardware house behind Ultion, says it has a reputation in the industry for ‘smashing
standards and a series of firsts’. Providing homeowners with extreme security needs to be 24/7, but until now,
Brisant Secure says locksmiths can wait days for a bespoke requirement, ordering on a Friday afternoon and not
receiving product until Tuesday for example.
Nick Dutton, Brisant Secure CEO, said: “We’re delighted to offer this new service to customers. If homeowners
don’t have it, security becomes extremely important to them. That’s why we’ve created an extreme service to
deliver extreme Ultion security. With many locksmiths featuring the term 24/7 in their business title, current
service standards can make this impossible to achieve. We’re changing that.”
The Ultion family of locks provides an Ultion secure solution for all situations. www.ultion-lock.co.uk
FIRST MAJOR FIRE DOOR ORDER FOR SHELFORCE
Birmingham window and door manufacturer, Shelforce, has received its first major fire door
order – with 210 fire doors set to be supplied and installed to three blocks of flats.
The flats – Home Meadow House, Hollypiece House and Coppice House – are located on Pemberley
Road in Acocks Green, Birmingham, and support retirement and sheltered housing.
Shelforce recently launched its new Fireshel 30-minute fire-resistant door as a solution for local
authorities who need fully EN tested 3rd Party Accredited replacement Fire Door sets, that are compliant
with the latest 2020 MHCLG Annex A recommendations. All Fireshel fire doors have been fire and
smoke tested from both the inside and outside and PAS 024 Security tested. The door set complete with
fanlight glazing panel achieved 49 minutes fire resistance when EN1634-1 tested, providing ‘peace of
mind’ when specifying a fire door for any local authority or housing association replacement project.
Howard Trotter, Shelforce’s business manager, said: “Our fire doors will help local authorities to ensure
that all their tenants are living in a safe and secure environment.” www.shelforce.com
38 T I JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Get FENSA Approved and start
winning more work.

Door Updates
For further info on all these updates and more, visit www.total-installer.co.uk
NEW FACTORY TO TRIPLE DOOR PRODUCTION
Chigwell Window Centre, the Essex-based trade supplier of PVC-U and aluminium windows and
doors, has invested in a new 36,000ft 2 factory in Basildon, tripling its production capacity.
Chigwell Window Centre includes 6 Day Doors, the specialist supplier of aluminium bi-folds and
patios, which will also be operating from the same location.
Until the new factory officially opens in March, the company is manufacturing 24-hours a day to keep
up with demand.
While 6 Day Doors was only founded at the start of 2020, it has already launched two aluminium
products: the Ezifold bi-fold door, which comes with a wide range of configurations and slim sightlines
for high-end aluminium aesthetics; and the Cortizo Cor Vision Plus slimline patio door, a minimalist
sliding system suitable for large dimensions. www.6daydoors.co.uk
PERSONNEL APPOINTMENTS SUPPORT GROWTH
Callum Shrimpton (left) and Ben Dowell
Composite door supplier, Endurance Doors, has reported investment in its brand, capital equipment
and new personnel, right across the business.
Most recently, Callum Shrimpton has been promoted to the new role of technical services supervisor,
responsible for the day to day running of the field-based service engineers, in addition to being the first and
expert point of contact for all technical queries. Elsewhere in the same function, Ben Dowell has joined as
product specification engineer and brings extensive CAD skills to Endurance Doors, which will be fundamental
in their new product development process.
To maintain the company’s ‘outstanding quality credentials’ Ian Lee has joined as continuous improvement
engineer and Kobir Kousor as quality technician. endurancedoors.co.uk
FREE PANIC HARDWARE GUIDE FOR INSTALLERS
Installers can now access all the information they need to choose and fit compliant panic and emergency exit
hardware solutions in one convenient guide.
The free guide has been published by Arrone, the sister brand of Hoppe, to help installers ensure they are supplying the
optimum panic or emergency exit hardware solution for their project.
The guide contains a three-step product selector to help find the right device for the application, information on outside
access devices, advice on positioning hardware on different types of doors, and answers frequently asked technical questions.
Jonathan Walker, Arrone product manager, said: “This new guide aims to make installers aware of critical installation
advice, all conveniently packaged up in a portable guide.” You can dowload a free copy of the pocket guide from the Hoppe
(UK) website at: bit.ly/ARRONE-PEH-guide www.hoppe.com
STELLAR: THE GO-TO BI-FOLD OPTION
The fast-fit benefits of the Stellar aluminium bi-fold have been hailed by installer, Langport Glass and Glazing in
Somerset.
Justin Davies, one of the founders of Langport Glass and Glazing, said: “We have been fitting PVC-U and aluminium
bi-fold doors for over five years and the Stellar door is by far the best door we have ever fitted.
“The time it saves us on-site is incredible. The knock-in beads are superb and the whole system seems to work
perfectly because little or no adjustment is needed. Even the glass can be toe-and-heeled without having to force the
glass to breaking point, which we have found on other bi-fold systems. We’ve fitted five Stellar bi-fold doors so far
and we are very happy with everything.”
The Stellar bi-fold is part of the Stellar aluminium system from Epwin Window Systems. www.stellaraluminium.co.uk
40 T I JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 TI 41

Article Installation Management
NAVIGATING A SHIFTING LANDSCAPE
Business Pilot isn’t only about sales and finance – it also allows you to manage installations
more effectively through better process, as Dan Moynihan, projects manager, Thames Valley
Windows, explains to Total Installer.
H
ow much time do installation companies
lose each year in delays caused by turning
up to jobs without full visibility about what
needs to be done, or missing that critical bit of kit
or product to get the job done?
“If you’re working on a new-build project, it’s a
constantly shifting landscape. Things can change
in the time between surveying and doing the job,”
says Dan Moynihan, projects manager, Thames
Valley Windows.
“We use Business Pilot to run through everything
and make sure that nothing has changed since
we surveyed that will impact on our ability to do
the job, and if it needs it and we do have to order
any additional materials or access equipment,
we’ve got that in advance, so when we turn up on
site there aren’t any nasty surprises.”
“If you’re working on a
new-build project, it’s
a constantly shifting
landscape. Things can
change in the time
between surveying and
doing the job”
Business Pilot is a powerful CRM and business
management tool. It mobilises the power of
cloud-based technologies giving installers
complete visibility of each and every element of
their operation from leads and conversions to job
scheduling, cost of installation, service calls, and
financial reporting.
Accessible across all devices, from desktop to
phone, it supports installers in running their
businesses more profitably, integrating with lead
Dan Moynihan
generation tools, supplier ordering systems and
accountancy software to bring data into one place.
This includes surveying, scheduling, pre-planning
and sign-off against installation.
“Order processing will finalise the order in
Business Pilot, we then get a schedule that’s
normally booked up about six weeks in advance
(currently it’s about 10-weeks),” explains Dan.
“We use it [Business Pilot] as a pre-planning tool.
We’ll look at the jobs and make sure everything
is ordered correctly, make sure we’re not missing
any parts and the survey looks good, or if there’s
something we need to follow-up on.
“Business Pilot allows us to upload documents,
drawings, images – it allows us to create a full
picture of the installation before we get there.
“I can visualise how the job is going to run before
we get to site and we can also run through the
installations with the teams before they start so
they know what they’re walking into. If they have
any doubts about the job, we can pre-empt them
with what we can pull off Business Pilot.”
He added that Business Pilot’s job scheduling
board, which draws down on the 30-years and
more of installation expertise of one of its founders,
Cherwell Windows Jim Breslin, effectively digitising
it – but with a major upgrade with drag and drop
technology - delivered further gains.
“We have 11 fitting teams. The order processing
team will provisionally upload jobs onto schedule
but finalising them sits with us.
“We’ll assign the team and we’ll also do our best to
pre-empt any over runs by extending the timeframe
if we think the job needs it, simply by dragging and
dropping it. It’s really easy to reassign jobs, the
system pulls everything that you need to move a
job in the background,” says Dan.
“If we do have an overrun it automatically goes
back up to the top of the schedule, so nothing
is missed or falls off. Business Pilot keeps
everything in front of you, it’s there in the open,”
he adds.
Continued on page 44
42 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 TI 43

Article Installation Management
Continued from page 42
He also highlights the advantages delivered by
the Business Pilot app. This differs to competitor
systems in that it’s a single app solution for the
whole installation business from sales through
to fitting teams, which then allows installation
businesses to turn on or off functionality
according to the role performed by its users.
For example, while fitters and sales teams will
download and install only a single app, what
fitters see will be tuned to their role. The same
for the sales team and so on, throughout the
organisation, to reflect ‘real-life’ usage.
“If the installers on site have any queries, I’ll
meet them there and run through the job on the
Business Pilot app on my phone. For example, I
can pull up the survey, paperwork and ascertain
where there might be an error, or if there is an
issue because of something someone else has
done,” Dan says.
BUSINESS PILOT AT A GLANCE
• Cloud-based – access it on your desktop, laptop, or phone from anywhere
• Access powerful management information – understand employee performance, costs of
installation, and your profitability on each and every job
• Web-to-lead integration/lead management
• Sales appointment setting
• Link documents to jobs including drawings, site surveys and photos
• Step-by-step lead-to-contract management, including follow-ups and user and system notes
• Link purchase orders to deliveries and schedule boards. Guaranteeing that product is always in
for the start of the job
• Log guarantees and manage service calls
• Financial reporting with export to multiple platforms
• FENSA Affinity Partner
“It’s almost like having my computer with me on
site. I don’t have to say to them ‘let me go back to
the office and I’ll give you a call’, I can do it there
and then, easily saving me a couple of hours of
chasing and any inconvenience for the customer
or the builder as well. It streamlines it.
“The fitters will also use Business Pilot on
completion. They’ll walk round, take pictures and
the customer will sign-off on the job, digitally on
the app at the end.”
Designed for the Cloud
Business Pilot is unique in that it’s the only
dedicated installer business management tool
which has been designed specifically for the Cloud.
Using the same technologies, a host of other
applications including accountancy software,
“ It’s a little thing
individually but it adds
up and makes your life
a million times easier.
It doesn’t slow you
down, so you do it”
for example Xero or Quick Books or
email and office programmes (Office
365), Business Pilot is accessible from
multiple synchronised servers, to deliver
ultra-secure and instant access to your
data.
This means that unlike other business
admin systems, there’s no requirement
to VPN in to prove who you are – just
a single secure log-in. It also delivers
increased resilience with everything
backed up on multiple servers, rather
than a single iteration of a programme.
“The last CRM was slow, if it crashed
it was nightmare!” says Dan.
“Everything on Business Pilot is
drag and drop. It takes seconds to
upload documents. It’s a little thing
individually but it adds up and makes
your life a million times easier. It
doesn’t slow you down, so you do it.
“That means everyone uploads documents and
the complete job history is there as well as the
next set of actions. We hold everything on there,
it’s become my ‘go to’.”
Contact Business Pilot:
0333 050 7506
businesspilot.co.uk
@BusinessPilotUK
44 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Timber Roof Systems
THE WONDER OF WOOD
Ian Cowling, sales director at Cambridgeshire-based Eco-Logic Roofing Systems, the
company behind the Warm Roof Pro all-timber conservatory roof system, talks to Total
Installer about working with wood and the advantages for installers – and the environment.
Tell us a bit about Eco-Logic Roofing Systems’
offering...
Eco Logic Roofing Systems was established four
years ago by MD Scott Hawkings, who has more
than 25 years’ experience in the roofing industry.
We are manufacturers of the Warm Roof Pro, an alltimber
thermal-efficient conservatory roof system.
The name Eco-Logic suggests an
environmental focus. Are your products
environmentally friendly, and if so, how?
Timber is known for its environmental benefits
and is the best material for natural insulation.
Building with a timber frame means making
a positive contribution to climate
change thanks to well run,
sustainably managed forests.
Timber has the lowest CO 2 cost of
any commercially available building
material. It is an organic, non-toxic
and naturally renewable building
material and is effectively a carbonneutral
material. For every cubic
metre of wood used instead of other
building materials, 0.8 tonnes of
CO 2 is saved from the atmosphere. Ian Cowling (above left) and Scott Hawkings
A standard Warm Roof Pro roof achieves a high standards to ensure all project requirements
U-value of 0.18 W/M 2 K on a standard installation, are met and our multi-pitched, conservatory roof
with the use of insulated plasterboard achieving a system does not need to be built in the factory first
U-value of 0.10 W/M 2 K.
and is supplied in kit form.
Tell us about the Warm Roof Pro...
What are the benefits of an all-timber
The Warm Roof Pro is all timber and uses highly conservatory roof system?
insulated Structural Insulated Panels (SIPS) Most solid conservatory roof systems comprise
making it much more thermally efficient. The of a structural aluminium skeleton covered with
Warm Roof Pro provides outstanding thermal PVC-U. But, while the lightweight material has
performance, helping to insulate a home and been a favourite because of its strength, there
reducing heating bills.
has always been an issue with retaining heat.
can provide poor thermal performance, cold
spots, and condensation, and the last thing a
homeowner wants is a conservatory roof that
is performing poorly.
A solid conservatory roof replacement
constructed solely from timber eliminates
many of the issues associated with roofs with
an aluminium skeleton, including metallic
cold spots, condensation, and frequent
draughts, creating a true warm roof, and helping
a conservatory stay at the perfect temperature all
year round.
Have you seen an increased demand for timber
products from consumers in light of recent
concerns over the sustainability of plastic?
We have, and with the green agenda and
sustainability very much at the forefront of more and
more consumers’ minds, we expect this to continue.
Consumers are becoming more aware of the role
they have to play in supporting the planet and the
It is manufactured in our modern workshop to very
Solid roof options that utilise aluminium frames
Continued on page 48
46 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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RAISING THE STANDARDS IN LIGHTWEIGHT ROOFING

Timber Roof Systems
Continued from page 46
type of product used and whether it is sustainable
is now a concern. They now have a much better
understanding of phrases such as ‘whole life
carbon’ and ‘U-value’ and these are now things
consumers will look for.
What are the advantages of the Warm Roof
Pro for Installers?
Speedy installation enables the installer to reduce
fitting costs, drives down time on site and causes
less disruption for the homeowner during the
project. The flat pack makes it so much easier to
transport and handle.
It ticks all the boxes and will be a game-changer
for installers, builders, and roofing companies,
providing them with a product that will help them
differentiate their business from the competition.
What are the colour and finish options?
The system is designed to satisfy the most
demanding conservatory design and has a box
gutter system, which can be elevated if required.
We use Britmet for our tiling requirements, a great
British product produced in Oxfordshire.
The ‘LiteSlate’ composite slate tile comes
currently in seven colours – Slate Grey, Ash, Oak,
Charcoal, Amethyst, Sunshine and Sunset. And
the ‘Shingle’ light weight steel tile currently comes
in nine – Titanium Grey, Bramble Brown, Rustic
Brown, Rustic Terracotta, Moss Green, Tartan
Green, Raven, Rustic Red and Smoked Oak.
We supply roof windows of various sizes to suit
our roof and the customer’s tiling option, using
the ‘Velux’ and ‘ Liteleader’ brands.
We are also about to launch ‘Fenestra’, which is a
full height glass system for those who don’t want
a traditional roof window.
“Warm Roof
Pro ticks all the boxes
and will be a gamechanger
for installers,
builders and roofing
companies”
It’s all about giving our customers choice so they
can meet the requirements of the homeowner and
help win more sales.
Eco-Logic is in the process of expanding
operations with an additional two 8,000ft 2
facilities to sit alongside its current factory in
Eynesbury, Saint Neots. What prompted the
expansion plans?
We have always seen expansion as the key to
taking Eco-Logic Roofing System to the next level.
The bigger unit will be used for manufacturing
and the smaller unit for storage and despatch,
while our new machining centre will allow us to
scale up our manufacturing of the Warm Roof Pro.
With our new investment we can offer a more
consistent service to customers.
What impact has coronavirus had on your
operations and product demand?
Like the industry as a whole, Covid-19 stopped us
in our tracks during the first three-month lockdown,
but since then, we have enjoyed record sales.
We have seen a big increase in demand, and we
went from making five roofs a week to 20 roofs
a week. It’s put pressure on operations as you’d
expect, but we have invested in new machinery
and people to accommodate.
How are you dealing with the current supply
chain issues that the industry is experiencing?
Fortunately for us we are outside that window
industry supply chain. The issues have mainly
been around glass and PVC which we are not
buying in, as our roofs are made of timber and
SIP panels so we haven’t been as affected by the
supply chain issues.
Are there any trends you’re currently
recognising in the market and how have you
adapted your offering to meet these?
With people spending more time at home, and
more and more people having to work from home,
home improvements have risen, with singlestorey
extensions and garden rooms particularly
popular. So, it’s exciting news that we will be
launching Warm Roof Pro Buildings very shortly.
What support can you offer installers?
As a supply partner we pride ourselves on
providing our customers with everything they
need, and we realise the importance in providing
training on the Warm Roof Pro to ensure
confidence in installing it.
That’s why training is such a fundamental part
of our day-to-day operations and it’s a key part
of our Warm Roof Pro offering to installers. The
training is offered at our training facility to make
sure all installers are fully equipped and ready
to go.
The Warm Roof Pro is all timber and manufactured
with SIPS for greater thermal efficiency
Contact Eco-Logic/Warm Roof Pro:
01480 475957
warmroofpro.co.uk
48 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Glazed Ext. Updates
For further info on all these updates and more, visit www.total-installer.co.uk
FRAMELESS: TUFFX LAUNCHES ALL GLASS ROOFLIGHT
TuffX is starting 2021 with a bang – with
the launch of a new All Glass rooflight in its
popular Infinity range.
Offering a sleek, contemporary take on the
traditional rooflight, the new frameless-look
All Glass Infinity rooflight is designed to give
the appearance of a simple pane of glass
resting on the roof’s upstand.
The outer pane has a black screen-printed
‘frame’ as standard, although any RAL colour
can be requested on bespoke orders. This
pane sits 20mm wider than the upstand it rests on, giving an elegant
impression of the glass ‘floating’ in place.
The new All Glass rooflights can be ordered in both standard and bespoke
sizes, manufactured using 6mm clear toughened safety glass, and with a
high-class polished edge finish as standard. Blue-tinted toughened safety
glass can also be requested for bespoke orders. All units are available
in either double or triple-glazed options, are argon gas filled and benefit
from thermal super spacer technology.
Best of all for installers according to TuffX, as with all the rooflights
in its Infinity range, installation is fast and
straightforward. The unit is ready out-of-thebox
and is simply slotted on to the upstand,
sealed and then finished off internally.
TuffX customers will be able to order the
All Glass Infinity rooflight from this month
(January), with standard stock size rooflights
available for dispatch within three to four
working days.
TuffX’s managing director, Graham Price, said:
“We’re always looking for innovative ways to
bring customers the newest, most elegant glass solutions for their homes.
And we’re really proud to be adding frameless-look, All Glass rooflights to
our popular, hassle-free Infinity range.
“Our Infinity rooflights range includes everything from framed fixed
rooflights and walk-on glass floors to – now – a frameless ‘floating’ glass
rooflight. All delivered quickly and ready to drop into place easily.
“We can’t wait to see the first All Glass Infinity rooflights in place,
changing the way rooflights look and bringing them bang up to date with a
new look for the New Year.” www.tuffxglass.co.uk
SUPALITE IMPROVES SKYVISTA SOLID ROOF
Conservatory roof manufacturer, SupaLite, says it has made its
popular SkyVista roof even better.
The high-performance solid tiled roof with full-length glazed feature
panels now comes as a glazing cassette, which means the glass units
can be lifted and dropped into place, making it as easy for installers as
possible.
Steve Hacking, SupaLite’s managing director, explained: “Our kit-based
roof systems have been hugely popular with our installers, but we wanted
to make things even easier for them.
“Fitting the glass is where installers can lose time and money. Now the
glass units can be dropped into place whole, the installer will be able to
spend less time on site and improve their profit margins. It should also
mean less mess on site too.”
Combining SupaLite’s lightweight tiled roof with high-performance glazed
panels, SkyVista was launched at the beginning of 2019, and the hybrid
roof system has proved popular with SupaLite’s approved fabricators and
installers since.
“At SupaLite, we’re always looking for ways to improve our products for
the benefit of our customers,” added Steve.
“SkyVista offers a fantastic opportunity for ambitious installers, giving
them a high-performance and highly desirable system that provides
homeowners with unrivalled thermal performance and higher levels of
natural light, and is now even easier to install.”
SupaLite tiled roof systems are fully accredited for Building Regulations
approval and offer a cost-effective solution that converts traditional
conservatories into usable living spaces all-year-round.
www.supaliteroof.co.uk
50 T I JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Does your supplier leave you in the dark?
Switch.
Secondary glazing is simplicity itself.
It’s simple to sell, survey and install. It offers great acoustic and
thermal performance. It has great profit margins. And it gets you
into projects you couldn’t normally get into.
So why make it more complicated? Call Roseview today and ask
about adding Incarnation secondary glazing to your range.
phone: 01234 712657 | email: hello@roseview.co.uk | web: roseview.co.uk

Finance
ARE YOU IN NEED OF FINANCIAL TLC?
As part of its Trade Matters campaign, roof window manufacturer, Dakea, reveals its top
tips for getting your fi nances in order as we embark on a new year.
Dakea, ‘the manufacturer of roof windows
for smart professionals’, has launched a
downloadable factsheet to help installers
and contractors sort out their personal taxation
and other finances. The factsheet is part of the
company’s monthly Trade Matters campaign.
With many installers and contractors having
some downtime over winter, Dakea is keen to
help installers and housebuilders make the most
of it by getting on top of their fi nances in 2021.
Andrew Birch, Dakea regional sales manager,
said: “Dakea understand how tough 2020 has
been for many of our installers which is why
we’re here to help them with all aspects of their
career. We’re happy that this free downloadable
guide will help them do all they need to get their
financial ducks in a row and in a good place to
start working in 2021 and beyond.”
DAKEA'S TOP FINANCE TIPS
Dakea has spoken to experts in the field to recommend eight steps that it promises ‘will make all
the difference to anyone working in the industry who needs a bit of financial TLC’.
These are the areas that Dakea advises installers to look at:
• Working out if you need to be VAT registered and the benefits of both registration and
non-registration.
• Knowing which deadlines are vital to know and mark on your 2021 calendar.
• How installers can find the right accountant to suit them and help them navigate
HMRC successfully.
• Understanding capital assets and which goods and services can be claimed back,
plus other top tips to keep on top of your financial good health.
• Dakea also have a tool-kit of easy-to-use templates to help you keep track of
mileage, cash flow and budgeting, as well
as a template for invoicing customers as
well as advice on tackling late payments.
https://dakea.co.uk/trade-matters/
Contact Dakea:
020 3970 5080
www.dakea.co.uk
@dakea_uk
52 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

DAKEA
ROOF
WINDOWS
ARE
BUILT
FOR THE
TRADE.
At Dakea, we pride ourselves
on delivering high-quality,
affordable roof windows that
are easy to install and backed
with a 20-year guarantee.
AS COMMITTED TO YOU,
AS YOU ARE TO THE TRADE.
Find out more at dakea.co.uk
Or give us a call (+44) 020 3970 5080
DakeaChannel
@HiDakea
@dakea_UK

Article Remote Sales Tools
MAKING THE SALE IN LOCKDOWN
Having its own retail business in lockdown provided the foundation for Emplas’ investment
in remote selling technology. Total Installer (TI) spoke with T&K Home Improvements’
Damian Smith (DS), which trialled the offer ahead of last autumn’s launch.
TI: What is the relationship between Emplas
and T&K Home Improvements?
DS: We’re part of the Emplas Group of
companies but exclusively focussed on retail in
Northamptonshire. In that sense we work in the
same space as many of Emplas’ retail customers,
so we face the same challenges that they do.
TI: What impact did the first national
lockdown have?
DS: It was very disruptive but what was clear was
that right through lockdown there was demand from
the end-user. It was just that it was very difficult for
us – and for any retail business – to service it.
TI: What is WindowCAD?
DS: WindowCAD is a front-end sales tool which
allows you to take the homeowner through the
sales process, developing specifications as you
go and visualising them through a digital product
representation and the application of that on their
property, either by logging in from someone’s
home or remotely.
Being able to take a picture and then overlay
windows or doors onto that so that they can see
what it’s going to look like is a major advantage
in the sales process.
WindowCAD allows you to take the homeowner through the sales process, developing specifications as you
go and visualising them through a digital product representation which can be applied to their property
WindowCAD also acts as an ‘electronic price
book’ which allows you to sell directly from it,
automatically pulling in price changes and markups
according to the specifications chosen.
It helps the end-user understand why a foil will
cost more than a white window, and to see the
price difference that their choices make.
Being able to take a picture and then overlay
“Right through lockdown
there was demand from
the end-user. It was just
very difficult for us – and
for any retail business –
to service it”
windows or doors onto that so that they can see
what it’s going to look like is a major advantage
in the sales process.
TI: What is different about how Emplas is
using WindowCAD?
DS: Emplas’ inhouse digital team has created
a unique integration which allows WindowCAD
to ‘talk’ to Emplas’ Virtual Assistant and
WindowDesigner, so that the data inputted right
at the start of the sales process can be extracted
from it and used to place orders.
Essentially it cuts out a stack of process and
saves masses of time.
Continued on page 56
54 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Remote Sales Tools
Continued from page 54
TI: What was your role in its development?
DS: I’m T&K Home Improvements’ window and
door surveyor. We were tasked with trialling it
[WindowCAD]. So the sales team used it and we
ran the checks on the process to make sure that
things were accurate.
WindowCAD won’t let you specify and sell
something that can’t be made, so it builds in
checks and balances anyway, but as part of the
trial we benchmarked it against our pre-existing
processes to make sure that pricing was right.
That’s a very good feature – if your pricing is a little
out, it’s very easy to introduce an additional uplift.
TI: How do you use WindowCAD as a surveyor?
DS: The sales team will sell the job, either
in person or remotely. Once it’s sold I’ll use
WindowCAD to pick the job up and check
the dimensions and measurements and
manufacturing sizes, and that is then directly
sent to Emplas. If you’re dealing with ‘sales sizes’
you’re always going to need to check things from
a technical perspective but you have the
data there to work from. You don’t need
to input everything again, you simply
amend whatever has already been put
in on the system.
Previously I would have used remote
surveying software, put in the details
from scratch and get the customer to
sign-off on the job – I don’t need to do any of
that. The lead layouts, the Georgian bar layouts –
everything is on there so it’s much better.
TI: Are there any other benefits?
DS: You get a very clear digital audit trail
against the job. You can even get the customer
to sign digitally, linking to their individual IP
address, so other than running those checks on
measurements, sales can be, if they need to be,
completely contactless.
There’s also an integration with EVA and
the quotation pack, which fully automates
the process pulling in relevant certification,
accreditations and product specifications
from data already inputted, during the sales
consultation.
It links up the entire process from sale to order
and takes out the administrative burden at
each of those stages. It also removes
www
mistakes
because the salesperson can only sell what can
actually be made, rather than something that they
think can be. Something that has, on occasion,
been known to happen!
Contact Emplas:
01933 674880
www.emplas.co.uk
@EmplasWindows
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Checkatrade offers home visit safety guidance
Checkatrade and the Department for Business,
Energy & Industrial Strategy have worked
together to share tips for homeowners to help
them navigate home improvement works
during the UK lockdown period.
CEO of Checkatrade, Mike Fairman, said: “Our
tradespeople have shown great resilience over
this challenging period and are committed to
safely carrying out home improvement and repair
jobs following government guidelines.
“Checkatrade has worked directly with the
Department for Business, Energy & Industrial
Strategy to share additional guidance for trade
members and homeowners to help everyone stay
as safe as possible.
For example, we encourage our tradespeople
to use video calls for advice and quotes, and
recommend [homeowners] keep in touch with
[their] tradesperson to talk through the work in
advance and agree how to reduce risks.
“As we continue to spend more time at home,
homeowners will be wanting to also invest time
and money into making them as comfortable as
they can be.
“As a result, we’re seeing uplifts in searches for
tradespeople to carry out home improvements in
the winter months, bucking the trend of previous
years.”
The measures encouraged when carrying out home
improvements and maintenance work include:
• Keep in touch: Regular communication
[between the tradesperson and the
customer] in advance of any home visit is
important – to talk through details of the
work and to agree how risks can be reduced
• Keep it digital: Checkatrade is encouraging
tradespeople to embrace video calling for
advice and quotes, whenever that is possible
• Keep it clean: Homeowners are urged to
clean surfaces around the working area
and in ‘high traffic’ areas such as door
handles with disinfectant before, during
and after work is carried out
• Keep a distance: Homeowners should avoid
too much face-to-face contact with those
working in their homes and keep children or
pets in other rooms whenever possible.
Please note: The restrictions across the UK vary
and for the very latest guidance you should
check your local government website.
www.checkatrade.com/blog/get-your-jobdone-safely-during-lockdown/
5
Est. 1975

Home Improvement Updates
INSTA INSPO WITH FUJI FROM ENDURANCE DOORS
Endurance Doors continues to invest in its consumer marketing programme with a new customer case
study featuring Instagram influencer, Vicky Burdon, after she opted for a stylish new solid core Fuji door
from the Urban Collection.
Vicky’s Instagram account, ‘House on the Crescent’, boasts over 47.3k followers and she’s highly influential
when it comes to home improvements, colour and product design, as she looks to extend and renovate her
1950s-style home. She’s already won numerous interior design awards on social media and has also been
featured in Real Homes magazine.
The Fuji door was selected by Vicky as a perfect contemporary design to match the Anthracite Grey garage
door on her home. Clear glass was specified in the door and side light, together with a white interior finish.
Vicky said: “The Endurance Door not only looks beautiful on the front of our house, but it’s also extremely secure.”
endurancedoors.co.uk
EASY INSTALLATION FROM ONE SIDE
Warm edge spacer bar supplier, Swisspacer, has extended its range of solutions for glass in the UK with the
launch of La Defender Pico, a slimline balustrade system designed for residential applications.
According to Swisspacer, La Defender Pico combines stylish looks with easy, one-sided installation. Measuring
just 62x75mm, it is an extremely strong balustrade system, tested to a 300kg/metre linear load and accredited to
BS6180 for glass barriers inside and outside buildings. The system’s continuous gaskets maximise performance
through the glass and its anodised aluminium cover offers enhanced durability.
John Cooper, commercial director, Swisspacer UK & Ireland, said: “La Defender Pico adds a sophisticated touch to
properties and it’s also incredibly strong and durable. La Defender offers easy, one-sided installation, so it’s a popular
choice with installers too.” swisspacer.com
'F' IS FOR FLUSH: BOHLE UNVEILS NEW VETROMOUNT
Bohle has unveiled its new ‘F’ profile for its easy-to-install balustrade system, Vetromount, which
offers a flush fit to the edge of the platform.
VetroMount has been developed by Bohle specifically for the growing residential market, simplifying
installation, eliminating the requirement for specialist tools and reducing fixing costs.
It does this using a highly innovative mounting kit. This sits inside the profile, fixing the glass into place
using a knock-in clamping system and patented ‘zip-lock’ mechanism to lock it into place.
Dave Broxton, Managing Director Bohle, said: “VetroMount F, is designed to allow you to deliver a flush-tothe-face
fit, aligning with the edge of the platform, while still delivering all of the installation efficiencies that
the top-mounted and side-mounted options deliver.” www.bohle.com
MAKING THE MOST OF COUNTRY VIEWS WITH CRL
With property websites reporting a doubling of searches for homes in small towns and villages
since the pandemic began, and more Brits migrating from the city to the country or coast as
working practices change, CRL says that the trend for glass balconies is increasing.
Popular solutions from CRL include its Juliette balcony system, which features a modern design and
sleek, clean lines creating the desired visual effect without being a ‘headache’ to install.
For larger projects, CRL’s latest Taper-Loc dry-glazed railing system for frameless glass balustrades
features a ‘safety seal’ which means it can be entirely installed from the ‘safe side’ of the balustrade,
‘putting safety first without the need for time-consuming, costly scaffolding’. This is particularly useful on
retrofit projects and when a broken or scratched glass panel needs to be replaced. www.crlaurence.co.uk
58 T I JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Software
FROM FLOPPY DISKS TO 3D VIDEOS
Mark Dudley, managing director at Windowlink, takes a trip down memory lane to
explore how the glazing industry software has developed since its inception in 1985,
following incredible advancements in technology over the last couple of decades.
A lot has changed in the software sector – and beyond – since Windowlink was first formed in 1985...
It’s true that necessity is the mother of invention
– Windowlink was formed as a direct response
to fabricators requesting software to speed up
their production process. Giles Hayhurst, who was
selling profile for Duraflex at the time, combined
his industry knowledge with his brother Mark’s
skills as a programmer, to create a company with
a vision for the future.
With an in-depth understanding of glazing firms,
both large and small, Windowlink set out to deliver
practical and easy-to-use software – something
that it not only achieved but continues to deliver
35 years later.
Back then, no-one could have imagined the
massive leaps in technological innovation that we
would witness as we shifted into the millennium.
Windowlink has evolved at the same pace and
“Preview was
Windowlink’s flagship
product and it ran on
the Commodore 64
using cassette tapes”
those advancements have led us to the state-ofthe-art
software solutions that we now offer our
customers – Focus and Vector.
When Windowlink was first formed in 1985, we also
sold window hardware, such as snappers and child
restrictors, as well as software. There were many
more systems companies then than there are now,
with Deceuninck, Duraflex, Rehau and Veka among
those who have survived and grown.
Mobile phones have got much smaller over the
years – and then bigger again! The Windowlink
team has always used mobiles, even way back in
1985. Thankfully, they haven’t grown back to the
size of the Motorola car phones that were used at
the time, which had to be carried around with a
huge battery pack that weighed a ton!
Preview was Windowlink’s flagship product
and it ran on the Commodore 64 using cassette
tapes. It enabled fabricators to speed up the
manufacturing process and eliminate mistakes,
making it an attractive and cost-effective asset. A
Commodore 128 upgrade was then released using
5.25” floppy disks.
First client
Windowlink’s first client was Priory Glass in
Christchurch, and the first customer to use a PC
as opposed to a Commodore was RH Turner & Son
in Horncastle, Lincolnshire – incredibly, as well as
being joiners they were also undertakers!
Continued on page 62
60 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Software
Continued from page 60
Eopsa in Barcelona was Windowlink’s first
international client, using an Amstrad portable
laptop which took 12 ‘D’ type batteries and had
two 3.5” floppy disks.
Preview was followed by the release of Vision,
paving the way for the ability to superimpose
window images onto photographs of houses.
However, this proved to be too far ahead of its
time, as digital cameras were still in their infancy
and images had to be saved to floppy disk.
“The first customer to
use a PC was RH Turner
& Son – incredibly,
as well as being
joiners they were also
undertakers!”
Windowlink then developed and released Focus
and Vector software in quick succession, with
both programs continuing to lead the way in
helping make the lives of installers easier.
Focus, designed to make the whole window and
door design quoting process easier and quicker,
helps to manage sales from quote to contract
to survey. It incorporates virtually any style,
configuration and product for windows and doors,
complete with the right finish and hardware.
Designs are then presented as attractive visuals
with quotes, contracts and survey reports which
can be shown on screen or printed.
Vector enables users to superimpose
conservatory and extension plans onto real
photographs, creating quality 3D images. This
allows installers to show homeowners exactly
how their conservatory, orangery or extension
design will actually look like on their property and
helps to ‘sell the dream’.
Our 4Site Imaging Bureau takes this a step
further. We now have the ability to extract the
data file from Vector and convert the image into
a photo realistic, high-resolution 3D video – a
perfect method to push those top-level projects
over the line.
It’s been a hectic 35 years for Windowlink
“When first starting out, our team used to find
window companies on industrial estates by
looking for the Ferraris”
and we’ve seen an interesting change in
professionalism in the glazing industry over that
time. When first starting out, our team used to find
window companies on industrial estates by looking
for the Ferraris – now we look for the showrooms!
At Windowlink, we’ve been in a position to predict
and pre-empt major changes and to respond
quickly to shifting trends – not only in the glazing
industry but also in relation to technology. From
cassette tapes and floppy disks to 3D videos, the
technology may have changed dramatically but
our aim remains the same – providing cutting
edge software solutions to our customers.
Contact Windowlink:
01452 348575
www.windowlink.com
@windowlinkltd
62 TI JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Makita: Tool Talk
GET MORE WITH WITH BRUSHLESS
Martin Dunn, senior training offi cer at Makita UK, discusses the technology behind
brushless motor power tools and how they can help tradespeople to deliver greater
on-site returns.
Despite gaining prominence in the industrial
and manufacturing industries since the
1960s, brushless motors have experienced
a new wave of incorporation within construction
tools in recent years. For many years, brushed
motors were considered at the forefront of tool
technology – made of four basic components:
carbon brushes, magnets, field and armature.
Here, current is passed through the brushes and
armature to produce rotation. The more current
that is sent through the brushes, the faster the
rotation. On account of this design, friction is the
main cause of heat and wear on the armature
and brushes, increasing the frequency at which
repairs and refurbishments are needed. As such,
the introduction of brushless motors in cordless
power tools more than10 years ago represented a
true technological advancement.
Less friction
Quite simply, a motor that does not have brushes
produces less friction. A brushless motor operates
with a current that is transmitted through the
wires of a stator to power a permanent magnetic
rotor. In turn, this allows each revolution of
the motor to run without friction and adjusts to
the task at hand by drawing only on the energy
it needs. This improves efficiency levels and
reduces the amount of heat produced, resulting
in less wear and tear on the tool. Users needn’t
worry about the need to replace worn carbon
brushes or servicing, and can instead benefit
from far longer tool life as well as improved
battery life. Therefore, as well as being able to
deliver on-site performance benefits, brushless
motors can also help to improve the costeffectiveness
of a tool purchase, ensuring a
greater return on investment is delivered.
50% more efficient
What’s more, since their introduction, solutions
that benefit from brushless motors have been
able to shift what’s considered possible in tool
design. For example, brushless motors are
able to deliver a greater measure of torque per
weight, enabling tradespeople to achieve up-to
50% more efficient performance on-site. With
smaller, lightweight tools that offer the same
performance, users can enjoy more flexibility on
site and comfortably work for longer periods or in
tight spaces.
Extensive selection
Makita introduced brushless motor technology
into its collection of high-performing power tool
solutions more than ten years ago, and today
its brushless range comprises an extensive
selection of products from impact drivers to
rotary hammers. With each brushless motor
specially engineered to suit the tool,
products from the range are able to reliably
deliver industry-leading performance previously
considered unattainable. What’s more, Makita
brushless motors are powered by its Lithium-ion
battery technology enabling far greater flexibility
on-site whilst offering almost double the run time
of products running on a standard motor, as well
as fast charging times.
With this myriad of benefits, brushless motors
can help to prolong on-site activity and when
compared to brushed alternatives, the systems
present an easy way to achieve significant
workforce productivity gains. From simple dayto-day
tasks, to hard industrial applications that
require continuous long operation, brushless
motors are capable of providing more practical,
efficient and durable performance.
For more information on Makita’s Brushless
technology, please visit: www.makitauk.com/
brushless-motors
Contact Makita:
01908211678
www.makita.co.uk
@MakitaUK
64 T I JAN/FEB 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Sustainable Clothing
TURNING WASTE INTO WORKWEAR
Peter Dumigan, managing director of the Hultafors Group UK, which owns Snickers
Workwear, Hultafors Tools, EMMA, Solid Gear and Toe Guard safety footwear, as well as
Hellberg Safety PPE, talks ‘Preferred Fibres’ and sustainable workwear…
Just as the effects of plastic waste on the
environment have been brought to the
centre of consumer consciousness in recent
years, so the problems caused by the disposal of
clothing and shoes are coming to the fore.
Images of ‘ragpickers’ on our waste clothing
mountains in Africa are an increasing cause
for concern as landfill sites in the UK become
overwhelmed and we dispose of our waste on
someone else’s doorstep. That’s why the sourcing
of sustainable and environmentally responsible
workwear and safety footwear is becoming a key
part of our environmental consciousness.
Fabric technology has always been a key driver
in the design and development of Snickers
Workwear garments. Fabrics that deliver comfort
and functionality, flexibility and durability are key
components of every single product in the range.
Now, as consumers and corporates strive to
reduce their impact on the planet, the Hultafors
Group is implementing a policy of replacing
conventional fabrics in its workwear products
with sustainable fabrics – Preferred Fibres.
Given the increasing levels of awareness about
the impact of waste on our environment, this
will surely have an impact on the clothes people
choose for work in years to come. For Snickers
Workwear, this product development and design
philosophy is being applied to every new product
in the Snickers Workwear collection with the
additional assurance that the Snickers hallmarks
of design, comfort, functionality and durability will
not be compromised in any way.
Snickers Workwear’s objective is to ensure that
by 2030, 70% of the fabrics used are Preferred
Fibres – those with sustainable properties and
a lower environmental footprint. As early as
2023, the company will be at 40% – a significant
achievement by any measure. For those that
haven’t come across the term, Preferred Fibres
are those that have more sustainable properties
compared to conventional man-made alternatives.
Given that almost any fabric and garment can be
developed with recycled polyester yarn, Snickers
Workwear’s aim is to replace conventional fibres,
such as polyester, with Preferred Fibres which
have full manufacturing transparency, traceability
and thus reduce our climate impact and prevent
waste from going into landfill.
Environmentally friendly fleece jackets
Man-made materials such as nylon and polyester
fabrics can easily be recycled to create new,
Preferred Fibres, that have the same performance
levels in comfort, flexibility and durability as the
originals. Take Snickers Workwear’s new fleece
jackets and gilets for example.
Snickers Workwear’s new fleece Jackets
for men and women are made from 100%
recycled Polartec polyester, which increases the
breathability of the fabric and makes them very
comfortable and warm.
They’re lightweight with great insulation
properties and, with designs for both men and
women – and a fit that ensures mobility and
Safety footwear that's creating
a positive footprint
We’ve all seen how quickly clothing and footwear
containers at waste disposal centres fill up, which is why
we all have to ensure that footwear and garments are
disposed of in an environmentally responsible way.
EMMA Safety Footwear, the Hultafors Group’s latest
brand addition to its market-leading PPE portfolio,
has the solution to this problem. It’s a policy of ‘100%
Circularity’ in all its products. Every shoe and boot in the
EMMA range is made entirely from recycled or recyclable
materials. It’s a 100% ‘circular’ manufacturing, usage
and recycling process for every shoe and boot it produces.
www.emmasafetyfootwear.com
flexibility on site – these soft and versatile
garments are great for both work and leisure.
Either as an everyday outer jacket in dry, cold
weather, or as an insulating mid-layer on cold
and wet workdays.
Wearing sustainable garments such as these
is an easy but very urgent step in developing
your company’s and your own sustainability
roadmap, so you will be able to make a conscious
contribution to the environment and save
valuable resources such as energy and water
with your buying decisions.
Contact Hultafors Group / Snickers Workwear:
www.hultaforsgroup.co.uk
www.snickersworkwear.com
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JAN/FEB 2021 T I 65

V,T&W Updates
2021 CATALOGUE OUT NOW
With a focus on comfort, performance and sustainability, the 2021 digital catalogue from
Snickers Workwear includes new products made using the recycled performance fibre
brand, Repreve.
There’s also new AllroundWork Topwear with the cooling 37.5 moisture transportation fabric, as
well as upgraded FlexiWork Stretch trousers with extra functionality and durability. By popular
demand, there’s also a stretchy hi-vis work jacket with great comfort and flexibility for highperformance
work and high visibility in low-light conditions.
‘Street-smart’ stretch fabrics in the AllroundWork clothing range offer mobile comfort and a
Layered Clothing System that ensures you can choose clothes to suit the weather on site – rain
or shine, wind or snow – plus an extensive range of EN-certified ProtecWork and PPE products.
Complimented by Snickers Workwear’s profiling and Embroidery services and the most extensive
range of garment sizes, this clothing system delivers the ultimate solution to make every man
and woman’s workday easier and safer.
Visit: www.snickersworkwear.com/page/product_guide_media to download a digital catalogue.
www.snickersworkwear.co.uk
For further updates visit www.total-installer.co.uk
WOMEN'S PERFORMANCE RANGE IS LAUNCHED
Global workwear brand, Dickies, is introducing a new Performance Workwear collection for tradeswomen,
featuring products designed to provide all-day warmth, comfort and unrestricted movement.
Initially launching with eight new products for Winter 2020-21, the collection includes the Dickies Women’s
Performance jacket, a stylish work jacket designed to withstand even the most extreme elements. Well insulated,
as well as waterproof and breathable, the attached contoured hood adds to the sleek nature of this style.
Also launching this winter is the Dickies Women’s Softshell jacket, which features a water repellent finish and a drawcord
adjustable hood for extra protection in rain or poor weather conditions. Both jacket styles benefit from practical details
such as multiple pockets and reflective detailing to ensure the wearer stands out in low light conditions.
New trouser styles include the Dickies Women’s Universal Flex trousers – a version of the brand’s popular
Universal Flex trouser designed specifically for women.
The range is launching exclusively online at: www.dickiesworkwear.com
VISIBLY AHEAD OF THE REST WITH FLEXIWORK NEON
While fabric, functionality and fit are hallmarks of Snickers Workwear, Snickers says it’s the
innovation and fabric technology in the design of its new FlexiWork neon fleece hoodie, jacket and
gilet that really set these new garments apart.
They’re great for working outdoors in the colder months. Delivering superior flexibility and comfort, these
lightweight four-way stretch garments come in a body-mapping design and are made from an elastane/
polyester fabric, with a water and wind-repellent finish for comfort and durability.
‘Street-smart’ and visibly striking with neon panels and reflective details for enhanced visibility, Snickers
says they’re designed ‘for the fast-paced professional who’s always on the go and delivering top class work
on site’.
For professionals who rely on their gear in demanding environments, Snickers says the FlexiWork range is a
must for those who want to be ‘visibly ahead of the rest’ on site this winter. www.snickersworkwear.co.uk
66 T I JAN/FEB 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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DELIVERED 6 DAYS FROM ORDER * FULLY FABRICATED AND READY TO FIT
Visofold 1000
Aluminium Bi-Fold
FAX OR EMAIL YOUR QUOTES TODAY!
If you are waiting more than 6 days for your
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Call us now for enquiries
01296 668899
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