November/December 2021

NOV/DEC 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
BEAUTIFUL WINDOWS
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Editor’s Comment
SOPHIE STEVENS
EDITOR
SOPHIESTEVENS@MEDIA-NOW.CO.UK
The hackneyed image of the dodgy double glazing cowboy, conning sweet
old ladies out of thousands of pounds, is one which the industry has worked
hard to shake over the years – but what happens when the tables are turned
and it’s the customer that is actually the rogue?
Nowadays, consumers have the power to make or break reputations with the
click of a mouse and a few taps on a keyboard – just one of the factors which
can make life difficult for installers navigating complaints and disputes.
Thankfully, there is support available for those who might find themselves in a
difficult situation with a customer, and in this edition of Total Installer, Certass
TA’s Jon Vanstone suggests the best course of action should any problems arise
(see page 12).
Elsewhere in this issue, Veka Recycling’s Simon Scholes urges the industry
to promote its ‘remarkably good’ PVC-U recycling credentials (p.20); TuffX’s
Graham Price says the working from home trend is providing installers with
a huge opportunity to sell homeowners the ideal workspace (p.56), and as
another challenging year draws to a close, Emplas’ Ryan Johnson explores
the factors that will shape window and door retail in 2022.
According to Ryan, “the increased awareness of climate change is going
to influence the purchasing of each and every generation going forward”,
and with the recent COP26 conference highlighting the urgent need for
immediate action in order to avert environmental catastrophe, this can only
be a good thing.
Read on for all of this and much, much more...
I hope you enjoy the issue.
Sophie
BEAUTIFUL WINDOWS
MAKE BEAUTIFUL HOMES
This prestigious collection of Award Winning Flush Sash Windows and Doors offer outstanding performance and
beautiful looks, achieving the perfect balance between energy efficiency, security and design.
Stanier Road, Porte Marsh Industrial Estate, Calne, Wiltshire SN11 9PX T 01249 816 969 • F 01249 815 234 • E deceuninck.ltd@deceuninck.com
210x235 Total Installer_DK.indd 1 19/10/2021 12:22
Cover courtesy of Deceuninck: With increasing demand for high margin flush
products, we take a look at Deceuninck’s Heritage Flush Door on page 14.
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Contents
ISSUE HIGHLIGHTS
28
28 RETAIL DRIVERS
Emplas’ Ryan Johnson explores the influences
that will shape window and door retail in 2022
52 BIGGEST CHALLENGE
CDWs’ Jeremy Phillips says the skills shortage
is the biggest long-term problem we face
56 IN THE ZONE
TuffX’s Graham Price explains how the working
from home trend is providing installers with a
huge opportunity to sell the ideal workspace
FEATURES
20 SELLNG SUSTAINABILITY
Veka Recycling’s Simon Scholes explores recycling
as a sales closer
22 SASH MEANS CASH
Victorian Sliders’ Geoff Bishop explains why sash
windows are some of the most profitable windows
available to installers
32 STAR OF THE SHOW
HWL’s Graham Howatson explains why installers
are queuing up to get hold of the new Sheerline
Prestige aluminium bi-fold
34 FIT AND FORGET
Deceuninck Aluminium’s Nigel Headford suggests an
alternative to issue-prone compostites
36 VITAL INSTALLATION
BWF’s Helen Hewitt discusses the vital importance of
correct fire door certification and installation
34
46 TAKING BACK CONTROL
Business Pilot sparks an ephiphany for
Three Counties Windows
50 INVALUABLE SERVICE
Installer TWR explains the advantages of Sternfenster’s
‘SFPlus’ customer portal
58 SPACES FOR THE MASSES?
Has the conservatory given way to the garden room?
Ryan Crossley of Making Your Space thinks it has...
4 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS
10 THE BUSINESS
PILOT BAROMETER
‘The bubble isn’t bursting, but it may be deflating’
says Neil Cooper-Smith
12 THE VIEW FROM CERTASS
Jon Vanstone explains how installers should deal
with complaints and negative online reviews
16 MFT: IN GEAR
Tommy heads out for his final flings of the year,
but will he make the podium?
68 XPERT ADVICE
Window Ware’s Karl Williamson advocates the
benefits of single source supply
INDUSTRY NEWS
6 OVER THE WORST?
IHS Markit’s Tim Moore suggests the “worst
phase of the supply crunch may have passed”
8 CASHFLOW WARNING
Insight Data’s Andrew Scott says the industry could
face a cashflow crisis over the next few months
SECTIONS:
WINDOWS
20
DOORS
32
GLAZED
EXTENSIONS
54
HOME
IMPROVEMENT
58
VEHICLES, TOOLS
& WORKWEAR
16
68
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
NOVEMBER/DECEMBER 2021 T I 5

News Roundup
HGV DRIVER SHORTAGE IS ‘MOST CRITICAL’ SUPPLY CHALLENGE
The Construction Leadership Council (CLC)
has flagged the shortage of HGV drivers as
‘the most critical issue across the board’, in a
statement addressing product availability.
The statement from John Newcomb, CEO of
the Builders Merchants Federation and Peter
Caplehorn, CEO of the Construction Products
Association, co-chairs of the CLC’s Product
Availability working group, says that in general,
demand for construction products has fallen from
the peaks seen during spring and summer.
This, says the statement, has been particularly
evident with a slight softening in residential DIY and
repair, maintenance and improvement projects.
Nevertheless, it is reported that ‘the overall market
remains extremely strong and the expectation from
all regions and sectors is that this will continue
during the final quarter of the year’.
While product supply has improved in some
areas, ‘several critical challenges remain’,
particularly around logistics and related labour
shortages, and rising product and input costs.
The shortage of HGV drivers is cited as ‘the
most critical issue across the board’, identified
by many as a key risk involving not only late
deliveries but hiring, retention and wage inflation.
While the CLC says it ‘continues to add its voice
to the chorus of other UK industries suffering
similar issues’, it maintains that ‘there does
not appear to be any immediate solutions
forthcoming’.
The consensus from the logistics and road
haulage sectors is that we should not expect
any improvement in this shortage until the first
quarter of 2022 at the earliest.
‘WORST PHASE OF SUPPLY CRUNCH MAY HAVE PASSED’ SAYS PMI
The number of UK construction companies
reporting supplier delays fell in October
according to the latest IHS Markit PMI,
suggesting the “worst phase of the supply
crunch may have passed”.
Just over half (54%) of construction firms reported
longer supplier delivery times, down on 63% in
September and June’s peak of 77%. Delays were
‘overwhelmingly linked’ to haulage driver shortages
and international shipping congestion.
Tim Moore, director at IHS Markit, said despite
“widespread reports” of materials and staff
shortages disrupting work on-site, with rising fuel
and energy prices adding further pressures, “the
worst phase of the supply crunch may have passed”.
Similarly, reports of rising purchasing costs
continued to recede from the record highs seen
this summer.
The IHS Markit/CIPS UK Manufacturing
Purchasing Managers’ Index rose to 54.6 in
October, up on 52.6 in September and against the
no-change reading of 50. Companies reported
strong customer demand but some suggested
supply shortages and escalating costs had
hindered contract negotiations.
Around three quarters (73%) of respondents
reported an increase in purchase prices, attributed
to rising energy and commodity prices, raw material
shortages and a lack of transport availability.
Duncan Brock, group director at CIPS, said:
“Activity in the construction sector powered ahead
in October with the fastest rise in purchasing for
three months as builders continued their summer
bounce into the autumn and resorted to forward
buying and building stock levels.
“With rising optimism and employment levels
builders seem confident that the next 12 months
will be rosier. However, with the squeeze
on supply and staff shortages, it’s far from
guaranteed that uncertainty and instability are
behind us just yet.”
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For more news and the latest updates, visit www.total-installer.co.uk
LOW HOUSING STOCK
DRIVES UP PRICES
A lack of new properties being listed for
sale continues to drive house prices up,
with most new buyers failing to factor
energy efficiency into their purchase,
according to the October 2021 RICS UK
Residential Market Survey.
Despite a rise in the number of new enquiries,
RICS reports that agents currently only have
37 properties on their books on average.
This is not only impacting on sales activity
but is a significant factor behind current
house price rises, with the trend expected to
continue into the year ahead.
Extra questions were added to RICS’ October
survey to gauge consumers’ willingness to
reduce their home’s carbon emissions and
it’s impact on the market. Whilst one-third of
respondents have seen an uptick in demand
for energy efficient homes, it isn’t currently
impacting the property value. Over threequarters
of respondents see little to no impact
of having an energy efficient property on prices.
Whilst 62% of respondents anticipate
demand for energy efficient properties
improving over the coming three years, the
current barrier for many to improve enhance
their property’s energy efficiency is cost .
Simon Rubinsohn, RICS chief economist,
said: “As long as there is a lack of choice
for would-be buyers, it is clear that buyers
ambition to be more climate friendly will
have to move down their list of priorities.”
INSIGHT DATA WARNS OF ‘CASHFLOW CRISIS’
Insight Data’s Andrew Scott
speaking at the recent
Glazing Summit
Insight Data’s CEO, Andrew Scott, has warned
that the industry could face a cashflow crisis
over the next few months.
Revealing the results of an installer survey during
the recent Glazing Summit Conference, Andrew
said: “As an industry we’ve been focused on
managing supply-chain issues and employment
headaches caused by the pandemic and Brexit,
and managing customer expectations in extremely
difficult circumstances.
“But it may be time to go back to the fundamentals
of business and cashflow management as we
approach Christmas and New Year.”
“The data shows consolidation with the number of
installers and PVC-U fabricators declining. This can
be good news, with less competition companies
are winning more business but there are some
underlying issues that could create some real
problems over the next few months.”
Presenting at the Glazing Summit, Andrew outlined
how installers had large order books and many
were fitting jobs now that were sold four or five
months ago (or longer).
He said: “There are two problems here. Firstly,
many of the jobs being fitted now or over the
next couple of months were sold before suppliers
implemented a string of price increases. It means
jobs could be fitted at drastically reduced margins
or even at a loss in some cases.”
“Secondly, many installers have amassed huge
order books where homeowners have paid large
deposits months ago, providing a significant and
artificial cashflow bonanza which in some cases
has been used to prop-up the business, mitigate
margin erosion or fund larger stock levels and
work-in-progress.”
Suggesting that now is the time to re-visit
cashflow forecasts and budgets and take prudent
business steps, Andrew said: “The industry has
never faced a situation like this, and we all know
how quickly cashflow can swing, especially after
a few weeks of Christmas/New Year slow-down
or bad winter weather. Installers don’t have
the option of factoring or invoice discounting
so planning ahead now could avoid a potential
disaster, especially as suppliers are less likely to
be flexible.”
Elsewhere at the Glazing Summit, installers
debated the soaring cost of materials, and
whether the drastic price rises they’ve received
are really justified, given the poor quality and
service many report they continue to experience.
A panel of experts also discussed the growing
number of mergers and acquisitions in
fenestration, predicting further consolidation as
a result of Brexit, changes to consumer demand,
and the continuing fallout of Covid-19.
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Company News
ANDY JONES JOINS MFT
MFT’s Bradley Gaunt, Andy Jones and Chris Wann
Andy Jones has joined Made For Trade (MFT)
as commercial director, forming part of the
company’s strategy to ‘expand out of the
SME arena to become a larger enterprise’.
As MFT continues to build on the success
of its award-winning Korniche lantern,
while also ramping-up production of its new
Korniche aluminium bi-folding doors, the new
appointment rounds off another ‘bumper’
year of growth.
Andy joins MFT following an ‘exceptional
18 months’ for the business, during which
time the company has managed ‘to keep
delivering on promised dates’ and increased
its manufacturing resource by 15%, creating
around 35 new jobs amid challenging
industry conditions.
Andy said: “I am really looking forward to
working alongside Brad, Chris and the wider
MFT team. I have known MFT and its directors
for many years and have always admired
their attention to detail in product design
and engineering... They are already the UK’s
largest manufacturer of aluminium lantern
roofs and bi-folding doors, and I look forward
to increasing this position over the coming
months and years and taking the Korniche
brand to the next level.”
DRAWING PATENT IS ‘ICING ON THE CAKE’
Quoting software provider, Tommy Trinder, has
been granted a patent for its unique interface,
which allows users to free draw windows and
doors with their finger (or a mouse), as part of
its Framepoint platform.
Chris Brunsdon, founder and CEO of Tommy
Trinder, said: “Installers want quoting software
that is easy to use, and it doesn’t get any simpler
than free-sketching your windows and doors.
There’s a real ‘wow’ moment for homeowners
when they see it in action too. We’re so chuffed
this ground-breaking technology has finally been
recognised with a patent.”
Chief technology officer, Robert Franks, said:“We
started developing our free-drawing technology
a little over eight years ago... New technology to
WHITESALES ACQUIRES LAREINE ENGINEERING
Whitesales and Lareine Engineering, two
companies in the flat rooflight, roof glazing
and daylighting market, have come together in
an acquisition deal.
On 5 November 2021, Lareine became a wholly
owned subsidiary of Whitesales and will continue
to operate from its base in West Lothian.
Tom Bates, managing director at Lareine, said:
“This is a really exciting new chapter for Lareine.
We are joining forces with a refreshing and
dynamic business in the daylighting market which
shares our values and is committed to investing
in our future. That’s a huge positive and the news
has been warmly welcomed by the whole team.”
Chester White, Whitesales’ managing director,
For more company news visit www.total-installer.co.uk
render shapes and images via the web was just
emerging at that time, and we moved quickly to
leverage this to develop our interface for handdrawing
windows and doors. I’m really proud of
what we managed to deliver – the images are
super-fast and photo-realistic throughout the
system. Getting the patent is the icing on the cake!”
The Tommy Trinder team with the patent
says that the move is good news for both
businesses. He explained: “For Lareine, it secures
the long-term future of the business as a major
supplier of engineered daylight solutions to key
markets in Scotland and the North of England,
and establishes the West Lothian facility as our
UK manufacturing hub. It brings guaranteed
investment in new facilities, technologies, and
processes as we are looking to increase volumes
right across our ranges, and in continuous
rooflights in particular.
“For Whitesales, which is already the UK leader in
this market, it gives us additional manufacturing
capacity in line with our plans for continued rapid
growth and gives us vital control over our UKbased
supply chain.”
VBH SCOOPS 2 NFA AWARDS IN DONCASTER
Hardware company, VBH, has been successful
in two categories – and finished as runner-up
in three more – at the recent National
Fenestration Awards (NFAs).
The company won Best Digital Marketing
Campaign for its promotion of the Q-secure
consumer hardware guarantee, which will pay
out up to £8,000 in the event of a break in, and
regional sales manager, Tyler Shutts, shared the
Young Person of the Year award to follow up her
outright win in 2020.
Marketing manager, Gary Gleeson, said: “It’s great
to be recognised in this way by the industry and
we really appreciate every vote cast our way. We
see all awards success, regardless of category, as
a giant pat-on-the-back for the whole team and
everyone at VBH is thrilled to bits...
Above: The VBH team travelled to Doncaster Races for the
awards ceremony. Far right: Tyler Shutts with her award.
“For Tyler to get the nod two years in a row in
her individual category shows just how highly
rated she is by her customers in the North, and
is testament to the great service that she and her
customer service co-ordinators provide.”
8 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Contract The Business Talk Pilot Barometer
SLOWING DOWN?
As uncertainty slows demand, ‘the bubble isn’t bursting, but it may be deflating’ says
Neil Cooper-Smith, senior analyst, Business Pilot...
Business Pilot Barometer Edition 22: August/September/October 2021
According to the latest Government statistics, the provisional seasonally adjusted estimate of
UK residential transactions in September 2021 was 160,950, 68.4% higher than September
2020 and 67.5% higher than August 2021.
It’s attributable to the rush to take advantage of the Stamp Duty holiday, which closed on the
30th of September, and something which we would now expect to see filtering into increased
demand for windows and doors. People move, they invest in improvements – usually within the
first few months of being in.
That isn’t, however, what we’re seeing. New window and door leads fell by 12% in October.
Average sales also fell by 4%, while average conversion rates held at around the 36% mark.
We’re not suggesting for a moment that the market is about to fall away. House prices jumped
1.8% in October (Rightmove) and with order books running through to end of Q1 2022,
installers are going to be busy for a long time to come.
The bubble isn’t bursting but it may be deflating – just a little.
Fuel and food shortages, rising energy prices and surging inflation mean that consumer
confidence according to GFK, fell a further four points in October, following on from the fall seen
in September. This may explain why some homeowners have – temporarily at least – put their
improvement plans on hold.
Other factors may be longer lead times and supply chain disruption, which may also be
suppressing demand.
As we look ahead to the New Year, it is, however, worth taking note that demand is very
unlikely to be sustained at the levels we have seen, for the duration of 2022.
A slowdown is inevitable, in housing transactions, if not prices. This makes normalisation in
the home improvement market likely.
That means it’s time to think about lead generation and lead management again. The
opportunities are and will still be there, it’s simply that we’re going to have to work a little harder
for them.
As a business management tool developed by installers for installers, Business Pilot can help you
understand where your leads come from, target prospects and manage the lead to conversion
process more effectively. That is going to be more important in the year ahead.
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 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
@BusinessPilotUK
www.businesspilot.co.uk/barometer
10 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Contract The View Talk from Certass TA
COMPETENT COMPLAINT HANDLING
Jon Vanstone, chair at Certass Trade Association, explains how installers can deal with
complaints and online reviews, and highlights the resources available to help with any issues.
Most local installers live off their
reputations, getting recommendations
from previous customers who have had an
installation completed and are super happy with it.
Nowadays, there’s also plenty of value in positive
online reviews from customers as they play such
a large part in the consumer decision-making
process. On certifiedcompetent.co.uk, the new
consumer-focussed website powered by Certass to
drive local leads for homeowners, we already have
more than 46,000 genuine consumer reviews.
But what help is out there if things go wrong?
Even if it’s not the installer’s fault directly, any
kind of negative experience can lead to difficult
conversations with customers, poor online
reviews and payments being withheld. This is
problematic as cashflow is vital for any business,
but there are ways you can mitigate risk of ‘rogue’
customers and there is plenty of support available
for Certass members.
Dealing with online reviews
The number one rule for online reviews is to
always acknowledge them, no matter what
platform they are on, or whether they are positive
or negative. It shows potential future customers
that you are responsive. Always say thank you
for positive reviews as it acknowledges that you
are grateful for customers taking time out to
praise your work and will encourage other happy
customers to do the same.
Negative reviews can be more difficult to deal
with. The key is to not get into a ‘he-said, shesaid’
situation in a public forum, even if you
believe that the consumer is in the wrong.
The best thing to do is acknowledge the review in
a comment and ask them to contact you directly
via email, so that you have a paper-trail of any
conversations. If they choose to call and you have
decided on a course of action, follow-up with an
email to confirm what was agreed on the phone.
Dealing with complaints
Many post-installation complaints from
consumers can be dealt with by simply explaining
how products work. The most common one we
come across is external condensation, and we
have information available through Certass Trade
Association to help you to respond to these kinds
of customer concerns.
Try to be sympathetic. Often, consumers may not
have looked through the information you have
given them on completion and just need something
explaining to them. If they are unhappy with any
explanation that you know to be right, remember
that you can rely on your trade association for
back up, if you need it. Sometimes, it’s just better
coming from an independent, third-party.
Supply issues and delays
With so many challenges within the current
glazing industry supply chain, you will have no
doubt had to shuffle around installation dates
when products have not been available on time.
These things happen, but the way you respond
and communicate any delays with customers
will keep a happy relationship until the end of
the job. As soon as you know of any delays or
issues, contact the consumer directly with all the
information they need. It’s good to do it on the
phone and follow-up with an email or message to
confirm the next steps.
Jon Vanstone
Be wary of poor suppliers who may cause these
issues for you repeatedly. We know from our
member surveys that most Certass installers
have product quality at front of mind when
choosing suppliers, but if you are always looking
for the cheapest deal, consider the impact that
might have on the service you receive and the
repercussions of that.
Avoiding disputes
Having a good admin system can be massively
helpful if disputes do occur. Keep paper trails and
make sure that your contracts are up to date.
Always get agreements, contracts and any job
modifications in writing from your customers, it
can save you from a world of pain later. If you
need any support with this, Certass members
have access to our Business Essentials services,
where you can download free templates and have
access to one-to-one support from legal experts.
Go with your gut instinct. When you quote a job,
even if the customer accepts, you can still turn it
down if you have concerns about how it will go.
You will all know what the red flags are…!
It isn’t always a case of the customer is always
right, and if someone is unfairly attempting to
damage your online reputation, you can issue a
Cease-and-Desist letter to them. Again, there
are templates available for Certass members if
required. If there is a big concern on a job and you
have nowhere else to turn, you may be able to use
your Certification Body to inspect – particularly if
you are due an inspection, as with Certass it will
not change your annual charge if that is the case.
With any form of social media, there can be
significant impacts to mental health if negative
reviews can not be removed or dealt with. So
don’t forget, if you are struggling due to this
or anything else, you can turn to the tools,
information and helpline from lighthouseclub.org.
Contact Certass Trade Association:
01292 292 095
certassta.co.uk
@CertassTa
12 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

VISOGLIDE PLUS
SLIDING DOORS
NEW
FROM
£1139
*
DELIVERED
15%
FIRST ORDER
INTRODUCTORY
FROM
DISCOUNT
QUOTE CODE
TI-VG01
THERMALLY BROKEN ALUMINIUM
Slim profile, Lipped outer frame, Sobinco locks
INDUSTRY LEADING CUSTOMER SERVICE
Comprehensive install guide & support
LARGE SASH WIDTHS
Up to 6.5m wide in 2 panes. 2-4 panes available
www.madefortrade.co
Tel: 01642 610799
SLIMMER
Uninterrupted Sight Lines
STOCK COLOUR CHOICE
White, Anthacite Grey & Black, Dual Colour
FAST LEAD TIMES
SUPPORT
The best trade lantern
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* Price is unglazed and may vary depending on size and specification of the door. Lead time is based on a standard colour. Postcode restrictions apply
* Discount applies to new trade customers and first, single item purchase only of the Smart Visoglide Plus Sliding Doors | Image for representation ony
* Offer price based on a 2 pane, a single sliding door at 2mx2.1m. Unglazed

Cover Story
A WINNING COMBINATION
Nominated for Best New Product at the G21 Awards, Deceuninck’s Heritage Flush Door
presents installers with an exciting opportunity to make the most of increasing
demand for high margin flush products.
Originally introduced as a solution for those
looking to replace worn out traditional
timber sashes with an authentic looking,
high-performance alternative, the market share
of flush PVC windows has grown significantly
over the years.
For Deceuninck, that has translated to sales
of its G17 award winning Heritage Flush Sash
now running at around 40%, a figure that has
been achieved through the inherent quality of
its system and enhanced further by its ability to
service a corresponding increase in demand for
foils and colour.
“The demand for flush is absolutely clear,” says Rob
McGlennon, managing director, Deceuninck. “We
can see it in our own sales figures but the results
of our independent consumer research, which was
conducted by YouGov, are also conclusive. As part of
our survey, we presented homeowners with a choice
of a flush window or a standard casement – 62%
said that they preferred the former.”
Deceuninck’s research revealed that while flush
was overwhelmingly popular ‘across the board’, it
had particular appeal with the 35 to 44 age group,
with 69% of respondents stating a preference
and also with 45–54 year-olds at 64%.
Importantly, it also highlighted that consumers
preferred flush regardless of the age of their
home, with 62% stating that they would choose it
over standard windows on a range of properties,
from pre-1920 right up to modern builds.
“The ability to match flush windows into such
a wide range of properties, is down to foils and
colour,” explains Rob. “If you take a finish like
Anthracite Grey, which can be combined with a
grey substrate, you can produce a window that
mimics the contemporary style of aluminium, but
with less cost and better performance.
“Switch to an Agate Grey, or a woodgrain such
as Irish Oak or Heritage White, and you have a
fantastic looking timber alternative. For installers,
our Heritage Flush is not just a hugely flexible
offer, it’s also one that delivers a much higher
margin – especially when you take into account
the increasing demand for colour.”
Taking the lead on colour
Deceuninck’s market leading service on foiled
product is the result of significant investment
in manufacturing capacity – including a recent
six-figure spend on state-of-the-art Luna R
lamination technology – but is also based on its
ability to supply customers from stock.
With 30 different colourways kept in stock at its
expansive warehouse facility in Calne, Wiltshire,
customers can effectively select what they
want ‘off the shelf’ via an online ordering
system, without being compromised on additional
lead times.
As a result, Deceuninck says its customers are,
on average, selling twice as much colour as
their competitors.
Woodgrains offer “a fantastic looking timber alternative”
Deceuninck has made significant investment in manufacturing capacity – including
a recent six-figure spend on state-of-the-art Luna R lamination technology
14 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Contract Talk
Deceuninck’s Heritage Flush door has been
nominated for Best New Product at the G21 Awards
“In 2015, we didn’t have a single foiling
line – we now have six, each dedicated to a
specific product type,” explains Rob. “We are
able to replenish our stock levels, rather than
manufacture to a just in time model, it’s a huge
advantage for our customers.
“For some, foiled product now represents as
much as 60% of their total output – that includes
sales of our flush Heritage Flush window, but also
our Heritage Flush door offer.”
A complete package
Nominated for Best New Product at the G21
Awards, Deceuninck’s Heritage Flush door
presents installers with an exciting opportunity
to further capitalise on demand for higher-value
products at point of sale.
Integrating into the same 2800 profile suite as
the Heritage Flush window and sharing design
elements such as the external sash seal and
frame infill, it has been designed to be offered as
a high-quality stand-alone patio door or as part of
a suited package.
The result of considerable R&D by Deceuninck,
it offers a dedicated PAS24 approved hardware
system, including a traditional butt hinge, 3D
adjustment with integrated dog-bolt and weather
seal, a three-hook lock with tamper proof
gearbox, an integrated bottom shoot-bolt and two
top-bolt sizes.
Additional USPs include a non-handed adjustable
keep, adjustable shoot-bolt keeps for single,
double and low threshold doors, a non-handed
double arm restrictor for single and double doors
and market leading weather performance.
With a doorset energy rating of ‘A’, it has been
designed to achieve U-values as low as 1.3 W/
m 2 K when specified with double glazing and 1.0
W/m 2 K with triple – importantly, well inside the
much-anticipated changes to Part L that are
expected to increase the minimum standard of
replacement doors to 1.4 W/m 2 K.
“Our customers have enjoyed a lot of success
with our Heritage Flush door,” says Rob. “Again,
as with our Heritage Flush window, a lot of that
success can be attributed to the fact that it
mirrors the aesthetics of a timber door, but with
a grey foil – or even with our patented Decoroc
colour coating system – it makes a highly
compelling alternative to aluminium.
“We know that homeowners are increasingly
attracted to flush casements, whatever the style
or age of their property,” concludes Rob. “For
installers, there’s a huge opportunity to take
further advantage of that by presenting them with
our Heritage Flush door.
“From the design to the colour options and the
hardware, everything is perfectly suited – with
demand for flush set to continue, our Heritage
Collection offers a complete package.”
The Deceuninck Heritage
Flush door at a glance...
• Suitable for period and
contemporary properties
• Suited with Deceuninck
Heritage Flush window
• PAS24 hardware system
• Available in 30 colourways
from stock
• Doorset energy rating ‘A’
• 1.0 W/m 2 K U-value
(triple glazing)
• 1.3 W/m 2 K U-value
(double glazing)
• 10 year guarantee
• Air permeability
– Class 4 600 Pa
Contact Deceuninck:
01249 816 969
www.deceuninck.co.uk
@DeceuninckUK
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
NOVEMBER/DECEMBER 2021 TI 15

MFT: In Gear
THE BIG FINALE
Made For Trade’s very own motorcycle racer, Tommy Fielding, takes us through the final two
race meetings of 2021. The podium is within his reach, but can he make it..?
Just like that, I am sat at my desk and the
racing season is behind me. What a year it
has been! Despite a few crashes, I have had
a great year and improved myself no-end. Things
look very promising going into 2022, when I will
be stepping up to the highest level.
The penultimate round of the year took place at
the prestigious Donington Park, a track which
is notoriously slippery when wet so of course,
it bucketed down… But before the rain could
take hold, a four-way battle ensued for
the lead in Race 1, with the sun beaming
above us. I briefly occupied 2nd place
but was relegated to 4th after a few laps,
dropping around one second to the lead
trio. I dug in, setting my personal best
(PB) lap times to get onto the back of the
leaders, passing one rival, Woodcock, into
the ‘Foggy Esses’. With one lap to go, I tried
to catch the two in front, but I could not.
The heavens really opened for Races 2 and 3. I
was sitting in second place before crashing out of
Race 2 in dramatic fashion, which was not good
for my championship aspirations, thanks to the
loss of a vital 20 points. However, we had the
“I dug in, setting my
personal best lap times
to get onto the back of
the leaders”
Tommy leads the
pack at Donington
parts to repair the bike and get back out for the
final two races.
Race 3 was stopped mid-distance thanks to
heavy rain and the high risk of aquaplaning –
which on a motorcycle is lethal. I was awarded
third place despite being in second at the time of
the stoppage.
A wet Race 3,
chased by rival,
Woodcock
The final race saw a real dog fight between me
and Andy Smart. Our bikes were clad with wet
tyres despite the track being 90% dry but with
puddles in places, meaning dry tyres would be
too dangerous. We traded positions a lot, with
me crossing the line as the leader on every single
lap. We were riding so aggressively, that we came
home six or so seconds in front of third place,
neither one of us willing to yield. Andy passed me
on the last lap, but I refused to give in; I knew I
Continued on page 18
16 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

VISOFOLD 1000
BI-FOLD DOORS
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PER
LEAF
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TI-B01
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PRE-HUNG & QA CHECKED
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Tel: 01642 610799
SUPPORT
The best trade lantern
Competitive pricing, reliable,
fast lead times
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* Per leaf price is unglazed and may vary depending on size and specification of the door. Lead time is based on a standard colour. Postcode restrictions apply
* Discount applies to new trade customers and first, single item purchase only of the Visofold Bifolding Doors

MFT: In Gear
Continued from page 16
could take him into the Esses as I had done with
Woodcock in Race 1. But it wasn’t to be; a slower
rider disrupted my run down the back straight
and I came home in second. Despite riding well
that weekend, thanks to the crash I had dropped
more points to the championship leader and
now occupied 3rd place in the championship, 47
behind the lead.
The final round of the season was already upon
us. We were at Cadwell park, a round which
was good to me earlier in the year, when my
championship really got going. During the test
day, I could do no wrong, setting PB after PB, I
was feeling confident. The points gap to the lead
was high but, ‘it ain’t over ‘til it’s over’, and
anything can happen in motorsport.
Qualifying 3rd was OK. I knew I could do
something from there, I just didn’t realise that 4th
would be the best I could manage – I needed to
win! In Race 2, I had a much better showing and
battled all the way, coming home in 3rd place.
In Race 3, myself and Sterrow had pulled a small
gap on the rest of the pack. I had new tyres
and now was my chance to capitalise and pull
back some points. He was holding me up and I
knew I could go much faster if I could find a way
past. I dived down the inside into ‘Park Bend’
and managed to get it stopped, all the while
realising that I had passed under yellow flags
and would have to give back position, or face
a penalty at the end. I slowed down waiting for
Sterrow to come around me and after what felt
like an eternity, he nipped past. I got on the gas
“I had managed to
secure 3rd place in the
championship! ”
before seeing the dayglo yellow front wheel of
Woodcock’s bike, followed by his front fairing –
and finally himself, sat aboard his 636 Kawasaki.
Not so fast! I thought to myself.
We raced side by side around ‘Chris Curve’ at
110mph, before he finally gave in and let me reoccupy
2nd place. Sterrow at this point started
to ride tight, knowing I could make a lunge at any
moment. This was going to back me up into the
rest of the pack and it couldn’t happen. I decided
to try and get a good run out of ‘Barn’ to line him
up for an overtake at ‘Coppice’, the uphill left
hander with an apex speed of around 100mph.
I got the entry perfect and was able to pick up
the throttle much earlier than before. But this
unweighted the front of the bike, causing me to
crash. Gutted.
I found myself in a similar position as I had been
in previously; a bike to repair and only 40 minutes
to do it. I did get to the grid, but a change of
helmets and a short windscreen meant I wasn’t
able to fully focus on riding, due to the buffeting
of my helmet. I finished the race in 4th place
(rather dejectedly) but was delighted to find out
I had managed to secure 3rd place (out of 41) in
the championship!
I would like to thank my sponsors, Made For Trade
and Exersci, for doing their best to support me in
what is an extremely competitive series.
Admittedly, we all want to come first, and that’s
what I plan on doing in 2022.
Tommy (right), Smart (far left)
and Sterrow on the podium
You can follow Tommy on Instagram:
@tommyfieldingracing
and Facebook: tommyfielding556
Contact Made For Trade:
01642 610799
www.madefortrade.co
@MadeForTrade1
18 TI NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

VetroMount
Quick. Simple. Safe.
Call Bohle
today on:
0800 616151
for further
information
The all glass balustrade system from Bohle, tested to BS 6180,
offering fast, simple installation and adjustment.
Bohle Ltd Fifth Avenue Tameside Park Dukinfield Cheshire SK16 4PP T +44 161 3421100 info@bohle.ltd.uk www.bohle.com

Recycling
RECYCLING AS A SELLING POINT
You’ve quoted for a houseful of windows and there’s nothing between you and two
competitors. There’s a simple and effective way to clinch the sale, says Veka Recycling’s
Simon Scholes...
You’ve been in many situations like
this before: you’ve quoted for a
houseful of flush sash windows
and a nice bi-fold but you’ve learned that
your nearest local rival and one of the
nationals is in there too. You know you’re
competitive and would like the job…
and the customer is obviously reasonably
well-heeled. It’s down to the wire and the
customer is about to make a decision.
Simon Scholes, who runs Britain’s
most advanced specialist
recycling plant, Veka Recycling,
says it’s precisely this scenario
in which you should make sure the
homeowner knows that their old PVC-U
frames will be disposed of responsibly after
removal and will be re-manufactured into brand
new products. And it’s precisely this type of
homeowner that will be impressed enough to give
you the business, even if you are not the cheapest.
“Every consumer-facing industry makes a
great deal about its ‘green’ credentials,” says
Simon, “boasting about recyclable packaging,
environmentally friendly ingredients and
materials, carbon neutral manufacturing and
so forth. And yet, as an industry, we seem to
miss the enormously important fact that we
are remarkably good at recycling the frames
that we remove from homes – especially those
manufactured in PVC-U. In fact, so good are we
at recycling old ‘plastic’ windows, and turning
them into new ones, at least 80% of old frames
removed are manufactured into new products, in
a matter of a few weeks. This is a huge selling
point. And even if your competitors also send
their old frames for recycling, very few are using
recycling as a sales closer. And these days that is
missing a huge opportunity,” adds Simon.
“As an industry, we seem
to miss the important fact
that we are remarkably
good at recycling –
especially PVC-U”
Simon’s company Veka Recycling, which is part of
the global Veka Group that pioneered the recycling
of PVC-U in Europe, has released a fascinating
video that shows just what happens to the old
profiles that are sent to his brand new facility in
Wellingborough after they have been removed
from a property. “The video can be used on a
laptop when pitching to homeowners, or just tell
them to Google it,” says Simon.
Sustainable product
“It is beautifully produced and will surprise most
people as it shows just how sustainable a product
PVC-U – a plastic after all – is, how the material
that the windows are made of can be re-used
repeatedly. It will impress any homeowner and
could be the difference between you getting the
order or losing it to one of your competitors.”
Of course, adds Simon, whilst installers will have
facilities in place to ensure the removal of the old
PVC-U frames, they must also go to a
licensed waste recycler that uses an
audited trail to ensure that the material
does go to a recycler, such as Veka
Recycling: “There are many firms out
there that claim to recycle frames but
very few actually have the capability.
Veka Recycling is one of only a small
handful that takes the frames and
processes them in-house,” explains
Simon. “At the very least the installer
is legally bound to ensure that the old
frames are removed by a licensed
waste contractor that can trace the
disposal of the frames at every step.
Again, knowing the process and
explaining that to a homeowner will
impress; it always does,” he insists.
How can an installer be sure that
they are being removed responsibly and legally?
“That is straightforward,” says Simon. “Call Veka
Recycling, the frame fabricator or one of the big
systems brands, most of whom have their own
recycling facilities, or at least will offer advice
on disposal. We will process PVC-U frames
irrespective of their brand.
“Recycling frames responsibly only brings
benefits to the installer who will enjoy peace
of mind that they are not breaking the law, but
especially the homeowner, who will be delighted
that their old frames are being re-used, perhaps
even as new windows,” concludes Simon.
See the video at: veka-recycling.co.uk
Contact Veka Recycling:
01933 427750
veka-recycling.co.uk
@VekaRecycling
20 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Membership
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per month
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Direct line to our Chair through
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Government position
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Technical & installation advice
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Vertical Sliders
MAKING THE MOST OF THE MARKET
As the home improvement market continues to thrive, Geoff Bishop, marketing manager
at Victorian Sliders, explains why sash windows are some of the most profitable windows
available to installers.
As we all know very well by now, we’re in the
middle of a home improvement boom.
Thousands of people around Britain are
investing in windows, doors, conservatories,
extensions and other products like never before
– giving manufacturers and installers one of the
busiest years in living memory.
But are installers benefitting from that boom as
much as they could?
I’m sure many of you will be familiar with an old
business saying: “turnover is vanity, profit is sanity”.
It’s very possible to sell and install huge numbers
of windows, and actually not make much money
from it.
That’s because many of the bread-and-butter
glass and glazing products only offer relatively
small profits. Let’s take the most common
fenestration product as an example – the white
PVC-U casement.
They’re very cost effective for installers to buy –
but the amount of profit they can make from them
is less impressive than some alternatives.
Forty years on from when they first started to
appear, no-one gets very excited about PVC-U
casements, and so the amount of money people
are willing to pay for them is fairly low.
Expensive isn’t always better
That might lead you to conclude that what you really
need to be selling is the more sophisticated, high-end
products that command higher prices from end-users.
Bi-folds and patio doors have become hugely popular
in recent years, for example. But when you add in the
still very substantial cost that installers pay for them
the profits they offer quickly start to shrink.
So what exactly should you be looking to sell if
you want to make the most of surging demand for
home improvements?
“Are installers benefitting from the home
improvement boom as much as they could?”
The ideal products for times like these are ones
that are competitively priced for you, but that
homeowners still value highly – products like
EcoSlide PVC-U sash windows.
Victorian Sliders maximises productivity by
managing virtually every process that goes into
making the finished product in-house – from
extruding profile and making IGUs, to colouring
and recycling – we’re able to minimise our costs
and offer excellent quality windows at extremely
competitive prices.
EcoSlide ticks all the boxes for homeowners;
available in a vast array of foils and any RAL
colour, as well as offering run-through sash horns,
and in any size up to 1300mm by 2400mm.
Windows come with ‘A’ Window Energy Ratings as
standard (A+ ratings optional) for outstanding
thermal efficiency, and toughened glass in both
sashes again as standard. For a product that
homeowners will love and that offers excellent
margins within a very buoyant market, speak to
Victorian Sliders about EcoSlide.
Contact Victorian Sliders:
01269 846200
www.victoriansliders.co.uk
@VictorianSlider
22 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

The tried and trusted glazing system
Our thermally efficient ground floor treatment system is a secure and cost‐effective method of glazing low
rise commercial projects such as schools, retail buildings and public buildings. It is versatile, adaptable and
designed to integrate with Kestrel window and door systems. Tried, tested and trusted by architects,
specifiers, fabricators and installers alike it is the system for high specification designs in modern buildings.
For more information, visit www.kestrelaluminium.co.uk or call 0121 333 3575.
WINDOWS DOORS ROOFING SHOPFRONT CURTAIN WALL BRINGING LIGHT INTO LIVING
www.kestrelaluminium.co.uk

Updates
Profile 22 installer, Oswestry Windows and Doors, has recently completed an impressive installation of
Optima windows and French doors in an award-winning barn conversion situated on the outskirts of
Maesbrook near Oswestry, Shropshire. The exclusive five-bedroom gated property involved the installation
of 16 Optima flush casement windows and two sets of Optima French doors.
Matthew Dunne-Smith, owner of Oswestry Windows and Doors, said: “Because the property was one of two
exclusive barn conversions, aesthetically the new windows and doors needed to perfectly complement the adjacent
property which were fitted with original wooden windows. Due to the superior aesthetics of the Optima system, the
new windows and doors replicated the original window design and blended perfectly with the adjacent property.”
In order to deliver the ‘seamless finish’ required, the Optima flush casement windows were manufactured in the
heritage hue of Agate Grey, and the two sets of French doors in Anthracite Grey. www.profile22.co.uk
For further windows updates visit www.total-installer.co.uk
OPTIMA WINDOWS TRANSFORM BARN CONVERSION
PASSIVE HOUSE IN COLOUR WITH KOMMERLING
proStratoTec is the new technology from Kömmerling and with its System 88 tilt and turn platform, it can now
achieve Passive House according to the Dr. Feist Standard – in full colour.
As part of the manufacturing process, the high-tech material Ultradur from BASF is firmly integrated into the profile
structure using a tri-extrusion process, making it possible to completely do without steel, even with coloured and foiled
profiles. Historically, System 88 has only been able to achieve the Dr. Feist Standard in white until now, which opens up
‘endless possibilities’ for building specifiers with a certified Uf = 0.79 W/(m 2 K). According to Kömmerling, there are a
number of advantages of proStratoTec, as it helps insulate much more effectively than steel and improves a window’s
heat transfer coefficient. In addition, Kömmerling says there is an ‘enormous’ weight saving, which pays off in production,
transport and installation, especially with ever-larger window elements. www.kommerling.co.uk
ROSEVIEW RAMPS-UP CUSTOMER CARE
Sash window manufacturer Roseview Windows has expanded its customer care team, which is now headed up
by a new customer care manager, Brian Read (pictured right).
Brian brings ‘a wealth of knowledge and experience’ to Roseview, having spent many years in the UK and America running
customer care functions at companies such as Mecho Systems, PPG, Rationel and Cherwell Windows.
Brian’s initial priority is to change Roseview’s focus from a ‘traditional service and parts team’ to an ‘expanded modern
customer care team’ with a wider customer care remit. To that end, Brian has already increased the team by adding an extra
service engineer, plus an extra office-based customer care representative.
Brian said: “In my short time here it’s already clear that Roseview are a forward-thinking company, and I’m looking forward
to the opportunity to bring a new level of service excellence both to Roseview and the industry.” www.roseview.co.uk
BLAIRS BECOMES SECURED BY DESIGN ACCREDITED
Blairs’ Alex Gray
Blairs Windows & Doors, a Kömmerling manufacturing partner and part of the Saveheat Group, has joined
Secured by Design, the official police security initiative.
With more than 100 years industry experience, Blairs produces ‘superior’ timber, aluminium and PVC-U
window, door and conservatory products. With state-of-the-art equipment and expert craftsmanship, Blairs says
it can provide ‘the highest quality service and products, delivered on time and in full’. All products are produced
at manufacturing facilities located in Greenock, Inverclyde and Hillington near Glasgow and come with a 10-year
guarantee. Alex Gray, MD of Blairs said: “Security is one of the key elements that we know is very important to all
our customers in relation to our product range. Our investment to become Secured by Design accredited further
strengthens our reputation and prominence in the Scottish window and door industry.” blairswindows.co.uk
24 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Innovation comes built-in
60
Quotes
available in
60 minutes
INTERNAL BLINDS
JUST GOT SMARTER
Our new app allows users to open and
close the motorised MB System integral
blinds from a tablet or smartphone –
and easily integrate them into home
automation systems.
Morley Glass & Glazing Ltd
Unit 3
Leeds 27 Industrial Estate
Bruntcliffe Way
Leeds LS27 0HH
morleyglass.co.uk
0113 277 8722 sales@morleyglass.co.uk

PVCu & ALUMINIU

CALL:
EMAIL:
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M LEAD TIMES FROM JUST 5WORKINGDAYS!

Market Analysis
WHAT WILL DRIVE RETAIL IN 2022?
Ryan Johnson, managing director of Emplas, explores the influences that will shape window
and door retail in 2022.
Retail is as important to Emplas as it is to
our customers. Our success is based on
their success.
Our interest in retail, however, begins closer to
home with T&K Home Improvements. It’s where
Emplas started out and it’s a constant reminder
of who our customers are – and what they need
from us. If we’re not getting it right for T&K, then
we’re not getting it right for them.
In the last year for a multitude of reasons that
hasn’t always been the case, but I want to look at
what we need ‘as T&K’ now, going forward.
It’s the litmus test for Emplas because
they are our customer base.
That’s why despite having a very
competent management team, I
continue to take a direct interest in all
aspects of T&Ks operation, because it gives
me and the rest of the management team within
Emplas a grounding in what is shaping retail, and
what our customers need because of it.
1. Customer experience
End-user expectations are shifting. T&K wins
business because it has the systems in place to
deliver a higher standard customer service.
Tools like WindowCAD, support our sales teams
and surveyors in managing the sales process
effectively, allowing us to show the homeowner
what different options will look like on their home;
through to the digital quotation pack that they get,
detailing the next steps and explaining how and
when the installation will take place; or seamless
order placement through WindowDesigner.
We maintain regular contact with the customer
throughout the sales to installation process, and
we follow up with aftercare and support and
make those tools available to our customers.
We see companies that are raising the bar and
as a retail business we intend to lead them. Not
everyone is going to need to keep pace.
2. Covid
I don’t intend to dwell on Covid-19 – we’re all sick
of it, I know. But it’s left a legacy in retail, driving
demand for more and greater connectivity between
inside and outside spaces. That means products
which turn homeowner aspirations into reality can
be expected to continue to do well in 2022.
We saw a big increase in bi-fold and sliding door
sales in T&K this year. It is also worth pointing out
that aluminium bi-folding and lift and slide doors
were forecast to see growth through to 2023, way
before Covid.
“Homeowners will continue to replace
their windows and doors if we give them
enough of a reason to”
What it’s done is to cement that trend. Emplas
supplies two aluminium bi-folds and a sliding door
option. We’ve not done that because of Covid but
because of the long-term opportunities.
As a country we continue to place a premium on
space. That, as we’re seeing, is still driving activity
in the housing market, even though the Stamp Duty
holiday has now been all but wound-up.
Q1 and Q2 next year will continue to deliver
increased levels of activity (although lower levels
than we have seen this year). ‘Home’ has simply
become more important to all of us.
3. Aesthetics
Covid has evidenced that the appearance of a
property is also more of an influential factor in
purchasing decisions. Sales of foils (we know
– when you’ve been able to get product!), are
up. We’ve also seen a big uplift in sales of flush
casements, including mechanically-jointed options.
Continued on page 30
28 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Market Analysis
Continued from page 28
What this says to me, is that homeowners will
continue to replace their windows, their doors, if we
give them enough of a reason to. The appearance
of their home has become more important to them,
and they have a growing awareness of the options
that are available to them.
It’s not only retail, we see it in what we supply into
new-build, because house builders have locked
onto the same thing. Alongside white, they’ll
specify flush foils, because they know that the right
choice of windows and doors will sell houses.
Product appearance has always been a factor,
no one would buy ugly windows and doors, but
aesthetic match, either in style or colour is going
to be more important.
4. Smart tech will gain traction
Most of us are already using Smart technologies,
although predominantly in the entertainment
and communication space, for example Smart
phones, TVs and speakers. According to PWC only
30% of UK households have purchased a Smart
home improvement, for example, doorbell, burglar
alarm, or now, smart windows or doors.
That figure to me is a little bit low, but either way
it highlights an area of opportunity. Smart is still a
new area of the market. There are lots of exciting
opportunities, and like colour, flush casements
and enhanced aesthetics, smart windows and
doors, will transform the window and doors sales
process, generating new opportunities to upsell.
Emplas has partnered with Kubu from day one,
supplying its door lock as standard across our
composite door range.
It’s USP is that it’s equipped with a smart sensor.
This gives retailers the opportunity to pitch a
smart prepped door to the end-user at no extra
cost to their business – or to sell the upgraded
smart connected product. All you need to do is
insert the Kubu battery powered module. No wiring
or additional work is required. The homeowner
downloads the app and the job’s done.
That’s where believe our proposition adds value.
It keeps smart technology simple but delivers
stacks of commercial opportunities, which will
only build as we move forward.
As a retailer you can offer the end-user
something different. T&K has been doing it for
more than two years.
5. Sustainability
And this is where things get a little serious. As I
write, the UN Climate Change Conference is about
to take place. That may seem some distant lofty
political event, but it is going to shape our market
going forward.
Again, at the time of writing, revisions to Part L
should soon be published. That’s driving some
fairly substantial new requirements for energy
efficiency but is only a stepping-stone in the
journey to the Future Homes Standard.
This sets out new requirements to make all new
homes ‘zero carbon ready’ by 2025, reducing
carbon emissions by a minimum 75% compared
to the present.
That’s new-build not retail, I hear you say?!
The point is, where new-build leads, home
improvements will follow. The Government has
some big targets to hit. A push to improve the
energy efficiency of existing housing stock is
inevitable and while the Green Deal, and Green
Homes Grant have been abject failures, we can
be sure that new initiatives will follow – because
they have to.
This, combined with the increased awareness of
climate change, is going to influence the purchasing
of each and every generation going forward.
Companies who can evidence and communicate
the positive contribution their offer makes to
reducing the impact of people’s homes on climate
change will generate new opportunities.
The issue of plastic pollution – and by association
a potentially negative impact on PVC-U sales
– is something we should also be aware of and
address now, through proactive education of the
end-user. It doesn’t need to be a negative, but it
will be if, as an industry, we don’t address it.
“The issue of plastic pollution is something
we should address now, through proactive
education of the end-user”
Contact Emplas:
01933 674880
www.emplas.co.uk
@EmplasWindows
30 TI NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Bi-Folds
'THE STAR OF THE SHOW'
Graham Howatson, director at HWL Trade Frames, explains why installers are queuing up
to get hold of the new Sheerline Prestige aluminium bi-fold.
“We only started manufacturing
Sheerline in September, but orders
have taken off like a rocket,” says
Graham Howatson, director, HWL Trade Frames.
“Firstly, it comes down to availability of raw
materials – Sheerline uses a new multi-chamber
system called Thermlock, so it’s not affected by
the shortage of polyamide thermal breaks that’s
been causing havoc with lead times on several
mainstream aluminium systems.
“Secondly, it’s due to its performance,” continues
Graham. “It can deliver U-values as low as 1.3 W/
m 2 k with double glazing and 0.9 W/m 2 k with triple,
which are well inside the requirements that have
been proposed for the latest changes to Part
L for replacement and new-build windows
and doors.
“And thirdly, it’s due to availability of
colour,” says Graham. “Prestige is available in
12 colours from stock, including agate grey and
that’s a major selling point for our customers,
because it creates a much greater opportunity to
mix and match with products in our PVC range.”
As a specialist supplier of heritage and flush
products, HWL offers a portfolio of premium PVC
systems. This is made up of the full Residence
Collection, including its non-glass bonded
Timberweld R9 window and the Residence
open-in door that is available exclusively from
HWL with a Timberweld joint.
HWL has also recently bolstered its line up with
a new 70mm flush casement from Kömmerling.
Built around a 6-chamber profile that helps to
deliver U-values as low as 1.2 (W/m 2 k), HWL is
the first manufacturer to offer the system with a
Timberweld finish.
“As with our PVC offering, all of the products
in the Prestige aluminium range are very
well designed,” says Graham. “It’s a very
clever system, one that represents significant
manufacturing efficiencies but also a
considerable amount of end-user appeal.
The Sheerline Prestige bi-fold on
display at HWL’s showroom
“Prestigie is
making a big impact...”
“One of the most exciting elements is the bi-fold,
and again that’s down to colour. In the current
climate, with demand so high, if you want bifolds
in anything other than grey or white, you’re
looking at lead times as long as three months
with some systems.
“But for our customers, who might have already
sold a house full of agate grey Residence
casements, they now have a fantastic opportunity
to add a big chunk of margin onto an installation
because they can upsell to a set of matching
bi-folds.”
Supplied with PAS24:2016 as standard, and meeting
Secured by Design accreditation when optioned with
laminate glass, Prestige is available in a choice of
two opening sash styles, both of which are available
in either a standard outframe or as a flush option.
These include ‘stepped’ – which mimics a traditional
steel window – and ‘Contemporary’ which offers
a more modern aesthetic.
Incorporating patented corner jointing technology
that is designed to eliminate mis-aligned frames,
installers can specify Prestige with a choice of
small, intermediate and large outerframes and
with 28-44mm glazing options.
“The Sheerline Prestige range is highly innovative,
it’s already making a big impact on the market,
but for us, the bi-fold is currently the star of the
show – which is why we have made it as easy as
possible for our customers to take advantage of
it,” says Graham.
Sheerline Prestige
at a glance...
• 12 colours available from stock
• U-Values as low as 1.3 W/m 2 k (double)
and 0.9 W/m 2 k (triple)
• PAS24:2016 as standard
• Secured by Design accreditation when
optioned with laminate glass
• 28-44mm glazing options
• Choice of sash styles: ‘stepped’ or
‘contemporary’
• Standard outerframe or flush option
• Patented corner jointed technology
“We’ve done this by referring all orders for the
Prestige bi-fold to our new Window Designer
Cloud customer portal, enabling installers to
quote and process orders remotely for all our
Prestige products as well as our PVC range.
“Installers can also take advantage of our Zandi portal,
to check on the status of orders and delivery times,
as well as download and sign off jobs digitally.”
Contact HWL Trade Frames:
0113 2449006
www.hwlwindows.co.uk
@HWLWindows
32 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Aluminium
FIT AND FORGET
Tired of troublesome composites? Aluminium entrance doors present a high-value, highperformance
solution to the time-consuming remedial work caused by warping and bowing,
says Nigel Headford, director of Deceuninck Aluminium.
doors have come a long
way in the last 20 years, at least in
“Composite
terms of market share,” says Nigel
Headford, director, Deceuninck Aluminium.
“That growth has largely come at the expense
of old PVC panel doors because in comparison,
composites offer better performance, improved
security and much greater kerb appeal – they’ve
sold in their millions as a result.
“But we’re now starting to see a shift away
from composites as the ‘go to’ product for
entrance doors, and increasing interest
in high quality, aluminium solutions,”
continues Nigel. “Part of that is down to
the sheer volume of composites that have been
installed over the years.
“Homeowners have accrued a lot of extra savings
during the pandemic, they have the means to
invest in higher-value products, something that
stands out from the crowd.
“But it also comes down to quality,” he adds.
“One of the biggest issues with composites is the
fact that they are so susceptible to warping and
bowing. It’s a major problem for installers, but
it’s one that they can avoid altogether with an
aluminium entrance door.”
Available in a range of flush and glazed-in door
slabs, with contemporary flush sash options
across 21 styles and 30 insert panel options,
the Decalu88 entrance door forms part of a
complete range of products from Deceuninck
Aluminium. These include the Decalu88 bi-fold,
Decalu163 lift-and-slide patio as well as options
for casements.
Designed to handle sash weights of up to 150kg,
it is compatible with the same marine grade
finish and dual colour option that is available
as standard across the Decalu range and it
also shares the pre-rolled high-performance
polyamide thermal-breaking system.
“Installers can
avoid the issue of
warping and bowing
with an aluminium
entrance door”
In addition, it has also been engineered with
unique ABS inserts that are specifically designed
to manage changes in temperature. This
allows the internal and external faces of the
Decalu88 entrance door to expand and contract
independently, which means that even when
it’s subjected to temperatures as high as 80ºC,
bowing is limited to just 2.5mm.
Temperature drop
At the other end of the scale, the temperature
can drop to as low as -30ºC and Decalu’s design
means that it will not deflect more than 3.5mm.
“Composites are inherently compromised
with their design because they are made up
of different materials, a PVC outerframe and
an engineered timber or foam filled slab in a
thermoplastic skin,” explains Nigel.
“That makes them extremely sensitive to even
the slightest change in temperature. If you’re
an installer and you’re fitting a dark coloured
door on a south-facing property, you can almost
guarantee that it’s going to move, no matter how
much adjustment you make.
“Having to return to a job to fix a door that’s
jammed or not operating as it should, is
something that installers want to avoid at the
best of times,” he continues. “In the current
climate, with demand so high, the last thing they
want to be doing is dealing with service calls,
they simply can’t afford to waste precious time
and money.”
Future-proof
As well as eliminating the requirement for costly
remedial work, Nigel highlights that another
advantage of Decalu’s thermal performance is
that it future-proofs the system against proposed
changes to Part L.
These are expected to increase the minimum
requirements for replacement windows from
1.6W/m 2 K to 1.4W/m 2 K; and doors from 1.8W/
m 2 K to 1.4W/m 2 K. In new-build, U-values are
expected to be dropped to a 1.2W/m 2 K.
“Installers are flat out at the moment, they’ve got
enough on their plates without having to worry
about whether the door they are fitting complies
to new Part L requirements,” he says. “Decalu
delivers exceptional energy efficiency, it’s capable of
U-values as low as 1.1W/m 2 k, so it’s future-proofed
even against the stricter new build regulations.
“In the current climate, it’s also a highly
attractive proposition for installers to make the
most of ongoing demand for home improvements
and increasing consumer appetite for higher
value, premium products.”
Contact Deceuninck Aluminium:
01249 816 969
www.deceuninck.co.uk
@Decalu_UK
34 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Fire Doors
CORRECT INSTALLATION SAVES LIVES
Helen Hewitt, CEO of the British Woodworking Federation (BWF), explores how fire door
installers can ensure compliance ahead of the new Building Safety Bill and highlights the
vital importance of correct installation to maintain fire door certification and performance.
The Building Safety Bill, announced earlier
this year in the House of Commons, will
introduce a new regime and place a greater
focus on safety throughout the life of a building.
A key component of the Bill is a requirement
for the accountable person to retain fire and
structural safety information, often known as the
‘golden thread’. This increases the requirements
for the exchange of fire safety information
currently outlined in the Building Regulations
and means that information, including material
product details, will need to be digitally stored
and updated throughout the building’s life span.
By providing access to these files, stakeholders
throughout the building’s lifecycle will be able to
access crucial details about the critical features
of a building that will enable effective inspection
and maintenance of these components to ensure
the building’s safety.
Ensuring compliance
Fire door third-party certification is a robust
process which means that the fire door
manufacturer or processor is audited by an
independent party to provide evidence that the
fire door is appropriately tested, and produced to
a consistent standard.
For BWF Fire Door Alliance members this involves
meeting strict criteria of an initial programme
of fire testing and auditing of the manufacturing
process and quality management systems, which
are then confirmed by regular testing and auditing
of the manufacturer’s systems and procedures.
This provides vital proof of performance and
ensures that the initial tests were not a one-off
result, offering specifiers, installers and buildingusers
peace of mind that the fire door will
perform as designed in the event of a fire.
In addition, third-party certification provides
complete traceability and visibility of the fire door’s
journey through the supply chain – which is a
crucial part of the upcoming Building Safety Bill.
Fire doors manufactured or processed by a BWF
Fire Door Alliance member have an identifying label
or plug (in accordance with the chosen certification
scheme) fixed to the door. This features a
unique number, allowing for full traceability by
the manufacturer or licensed processor and
gives access to certification and specification
information, as well as production records.
For ongoing maintenance, this means that the
original fire certificate can be located, and on-site
checks and repairs can be carried out against the
fire door’s original standards.
The importance of correct installation
A third-party certified fire door can offer many
benefits, however if it’s not installed correctly, it will
not perform as its designed to in the event of a fire.
Installation of a fire door is as critical as the
product specification, so should only be carried
out by a competent individual who’s trained to
install fire doors. A fire door should always be
supplied with installation instructions from the
manufacturer that are specific to the product.
This is important as installation methods and
materials can be different depending on a number
of factors, including the installation environment
and product type.
When installing a fire door there are several
crucial things to remember. For example, check
the certification information to ensure you
are only using compatible ironmongery and
intumescent seals that are conformity marked
when required. It’s also important to never cut
glazing apertures on-site as this will invalidate
the fire door’s certified status, and to always
ensure the gap between the edge of the door and
the frame are not too large. At the top and sides
of the door these are generally between 2 and
4mm and at the threshold, 8 to 10mm.
Beyond this, it’s important to ensure that the
frame specification is correct for the door’s fire
rating and that the Building Regulations are
strictly adhered to. If in doubt when installing a
fire door, it’s always recommended to reach out
to the fire door manufacturer or processor who
will be able to provide detailed instructions on
how the door should be correctly installed.
For those new to fire door installation, it’s vital
to seek quality assured training provision. The
BWF, in collaboration with the NOCN Group,
recently launched the Fire Door Installation
Awareness Course to support best practice and
improve awareness of the factors involved in the
appropriate installation of timber fire doors.
Fire doors perform a life-saving role in the
event of a fire, protecting lives and property.
By specifying a third-party certified fire door
and ensuring it is correctly installed in line with
the manufacturer’s instructions and Building
Regulations, installers and their clients can be
one step ahead of the changes brought about by
the Building Safety Bill.
For more information visit: https://firedoors.bwf.
org.uk/be-certain-be-certified/
Contact the BWF:
0207 637 2646
www.bwf.org.uk
@BritWoodFed
36 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Door Security
'INDUSTRY-LEADING DOOR SECURITY'
Security specialist UAP tells Total Installer why its latest Fullex 3* cylinder is safer to use
and easier to install, whilst also making it harder for criminals to break-in...
UAP’s latest Fullex 3*
cylinder, the Kinetica+
K4, combines
innovative design and
patented features from across
the Fullex cylinder range,
bringing them together with new
details to create an industryleading
door security solution.
Kinetica+ K4 provides robust protection from
bumping, picking and drilling, while offering an
affordable and easy to install product suitable for
any door or property type. It has achieved a BSI
3* Kitemark, Secured by Design approval and
Sold Secure Diamond Standard accreditation,
along with durability testing to 100,000
operations (the equivalent of at least 25 years’
use), proving security effectiveness and smooth
operation over years of use.
Harder to Break In
The Kinetica+ K4 has been designed with the
patent-pending Fullex attack system, which
prevents would-be intruders from manipulating
the cam to gain access.
The cylinder has been constructed to break during
an attack, protecting the lock from attack from
the outside, while keeping the door locked and
enabling the cylinder to remain functioning on the
inside of the property. Once the cylinder snaps,
the drive bar springs forward at high speed, while
dual attack rods fire sideways to prevent the
drive bar from moving past a given point. The
rotating cam also moves forwards independently
and comes to an abrupt stop when the outer
defence ring of the Kinetica cam hits the defence
ring on the side of the barrel.
The cam cannot be released by pushing the drive
bar backwards because the amount of movement
is limited by the two attack rods. The shaped end
of the drive bar makes it virtually impossible to
grab using mould grips or pliers, because they
will simply slip off the tapered ends, pushing
it backwards inside the cam wall, rather than
teasing it forwards. As a result, the intruder cannot
manipulate or remove the cam to gain access.
Kinetica+ K4 has also been designed to
overcome the risk of bumping thanks to the
patented Fullex anti-bump system, which does
not use trap pins but has nickel-plated, hardened
steel anti-bump pins to interrupt the timing of the
locking pins when the cylinder is bumped.
Hardened steel anti-drill pins located either side
of the key/ key cylinder provide extra protection
against lock manipulation and anti-pick pins on
each side of the cylinder also make it extremely
difficult to gain access by picking the cylinder.
Safer To Use
Issued as standard with all Kinetica+ K4
cylinders, UAP has developed Fullex Bio+ keys,
which combine a conventional metal blade with a
chunky, coloured ABS thermoplastic polymer bow,
which has been treated using a biocidal additive
that impregnates the grip. Bio+ keys have been
tested to ISO 22196:2011 and shown to reduce
Staphylococcus aureus and Escherichia Coli. They
have also been tested to ISO 21702:2019 and
shown to reduce SARS-CoV-2.
Each Kinetica+ K4 cylinder will be supplied with
three Bio+ keys and the lock has been designed
as a one key solution for easy keying alike,
ensuring spare key availability and affordability.
Easier to Install
Alongside enhanced security and safety features,
the Fullex Kinetica+ K4 has been designed to
offer easier installation with no ring on the cam.
A single sacrificial cut-line on the outside of the
cylinder ensures a more robust and durable lock
with improved protection from moisture and dust
ingress, while aiding ease of installation.
A game changer for the home security market,
Kinetica+ K4 from Fullex, powered by UAP, is
a best in class solution that responds to known
vulnerabilities, while anticipating potential criminal
techniques and offering ease of installation and
excellent performance for the end user.
Contact UAP:
0161 796 7268
uapcorporate.com
@UAP_Limited
38 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Growing Pains
Over the years Alufold Direct has built up a solid
reputation for offering quality aluminium bifold doors,
sliding doors, windows and more. All on enviable lead
times and delivered with ease. Unfortunately, over the
last 12 months this reputation has taken a good
few knocks and although some of this was down to
the whole industry suffering from supply chain issues,
we certainly didn’t help matters.
So, to all our customers who were affected by this
unplanned slip in our usual standards, please accept
our sincerest apologies from all of us here.
However, although temporarily painful this ‘blip’ wasn’t
without good reason. You see, the Alufold Direct you
all know and love had reached its capacity. So, to
not only future proof the business for years to come,
but take it to the next level for our customers we
embarked on an extremely bold plan.
I’d love you to read all about it by visiting;
alufolddirect.co.uk/growing
Here’s to bigger and better futures for all!
Russell Yates
Managing Director

Updates
Endurance Doors has extended its range of solid timber core composite door colours and
finishes to 19, with the introduction of Brilliant Blue and Sage.
Endurance says the introduction of Brilliant Blue reflects the anticipated trend towards blue as the next ‘invogue’
colour, which has been identified by many influential interior design and paint specialists over the last
12 months, including Dulux and Pantone. According to sampleboard.com, ‘the colour blue is evocative of the
sea and the sky. It brings together the deepest depths of the ocean with the lightness of the seventh cloud. It
stands for integrity, power, tranquillity and health, and is considered as beneficial to the mind and body.’
Described by Endurance as an olive-grey toned ‘nod to heritage and the Country Collection’, Sage is said
to be ‘an elegant green sitting midway between Chartwell Green for a bolder statement and the much paler
Pearl Grey for a lighter appearance’. endurancedoors.co.uk
ABCELL LAUNCHES TRUEDOR COMPOSITES
For further doors updates visit www.total-installer.co.uk
MORE COLOURS WITH 'BRILLIANT BLUE' AND 'SAGE'
Glazed extension merchant, Abcell, says it is ‘helping installers make home improvement
dreams come true’ with the launch of Truedor composite doors.
This follows the successful launches of PVC-U windows and doors and Ultraframe garden
room kits to make Abcell ‘the one-stop shop for windows, doors and glazing products’.
Truedor composite doors come in four different ranges – Traditional, Harmony, Cottage and
Contemporary – so installers can offer doors which suit all property types, as well as offering
high thermal insulation qualities and security. Neville Gleed, operations director at Abcell,
said: “We added Truedor to our range for the wide selection of designs and high-quality
performance.” www.abcell.co.uk
VBH AND GARNALEX COLLABORATE ON SHEERLINE
Hardware specialist, VBH, has been working with aluminium systems house, Garnalex, to
develop the hardware for the new Sheerline bi-fold door.
The new bi-fold allows up to a seven pane configuration, the choice outward or inward opening, and
offers four different threshold combinations. With doors measuring up to 6.5m wide x 2.6m high and
possibly triple glazed, Garnalex’s choice of hardware had to be sufficiently strong and hard wearing to
cope with large, heavy sashes. VBH’s greenteQ design team worked closely with Garnalex to achieve
the greenteQ Clearspan hardware system for Sheerline with a weight capacity of 120Kg per sash.
According to VBH, Clearspan for Sheerline is designed ‘with everyone in the supply chain in mind’; it
is ‘quick and easy to put together’ with ‘ample adjustment’ for installers. www.vbhgb.com
ENDURANCE GOES 'ULTRA-PREMIUM'
Endurance Doors has launched the ‘ultra-premium’ Avantal composite door, which, the company says ‘boasts
all the features and appearance of a powdercoated aluminium door’ alongside the proven solid timber core
chassis from its bespoke door offering.
The door is aimed at the contemporary and urban market thanks to the introduction of Ultra-matt Black, Anthracite Grey
and Signal Grey finishes, along with the woodgrain inspirations of Anteak and Rustic Cherry. The edgebanding also benefits
from a textured finish, with all options enjoying an ultra-matt, premium white internal finish, while the door frames have
been laminated for a perfect match. All Avantal doors will also feature a new flush-mounted, matching glazing cassette
system, as well as Endurance’s unique moisture barrier system and its successful three-step ‘wet glazing process’ to the
glazing apertures. endurancedoors.co.uk
42 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Customer Service
DELIVERING CERTAINTY
After so much disruption in the supply chain, Russell Yates, managing director at AluFold
Direct, says installers are looking for fabricators who won’t let them down. Below he
explains the measures his company has taken to sure-up its service offering.
What installers want most at the moment
is certainty. There can’t be a single
fabricator in the UK that hasn’t had to
apologise to customers at some point over the
past year because of extended lead times or dips
in service levels. Certainly, at AluFold Direct, we
faced sudden shortages in the summer of both
aluminium and polyamide and we were acutely
conscious of the impact that had on our customers.
It was a humbling experience for a business like
ours to fall short in terms of customer service,
even for a short time, and it is one which we are
determined never to have to repeat.
However, the idea that fabricators just have
to survive this period, wait for supply levels to
be restored and then resume normal service
afterwards is fundamentally wide of the mark.
If they genuinely want to remain a supplier of
choice for installers, then fabricators have to be
doing so much more than that.
At AluFold Direct, we’re nearing the end of
a major investment in a new factory, new
machinery, new software and a new management
team, all designed to ensure that we can
massively increase capacity while maintaining
outstanding quality levels and market leading
lead times. We’re determined to make buying
and installing frames in aluminium as fast and
accessible as buying in PVC-U.
We spent the pandemic transforming our entire
operation so that we now have an industrial
scale manufacturing facility, capable of delivering
consistent, highly repeatable precision outputs
in windows, doors and rooflights. There have
been some growing pains of course, but we have
a platform in place to build the certainty which
installers demand.
Unlike most aluminium fabricators who put
multiple products down the same assembly lines
and accept the limitations that puts on speed
and volumes, we now have three dedicated
high-speed lines, each with their own top of the
range cutting and machining centres and fully
automated four-head crimpers. Each of these
lines has huge capacity to grow as demand
increases and our customers expand.
The new software we introduced into the business
over the past year is already improving the flow of
information right the way from order to despatch.
It gives us full traceability through all of the core
business processes and means that the new
management team have all the insight they need.
Best practice processes
And this new, expanded team has brought
substantial new experience and expertise into
AluFold Direct, ensuring that we have the essential
skills right across the business to guarantee
best practice processes are being implemented
throughout. When you’re looking to grow at the
scale we are and to fundamentally improve the
quality of customer experience, it’s not enough to
rely on a small number of individuals – no matter
how talented they might be.
Of course, the whole of the market is still, to
a degree, constrained by limits on supply but
we have acted more quickly and certainly
more effectively than most fabricators to reach
agreements which have made our supply chain
substantially more robust.
Over the summer, consultants McKinsey
published an interesting report asking: ‘What’s
next for consumers, workers and companies in
the post Covid-19 recovery?’ One of the points it
made was that it was mostly bigger businesses
that took bold actions during the pandemic in
the adoption of technology and in speeding up
operational innovation. Unsurprisingly, these
‘superstar’ companies that invested most in R&D
saw the gap between their profits and the rest of
the market widen.
Interestingly, the report also pointed out that if the
actions of these ‘superstar’ companies spread
widely amongst businesses of all sizes, then the
disruption caused by the pandemic could actually
offer a path to broad-based growth and higher
productivity – potentially a 1% increase in annual
productivity right up until 2024.
That’s as true for this industry as it is for any
other. Those businesses that are best placed to
move forward into the recovery are those that
have prioritised growth rather than just survival.
Contact AluFold Direct:
01706 260700
www.alufolddirect.co.uk
@AluFold
Windows, patios and bi-folds
are manufactured on separate
lines at AluFold Direct to
maximise efficiencies
44 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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28 DOUBLE
.99 EXC.VAT
£34.79 FOOTER inc.VAT
MODEL DISC (MM) MOTOR EXC.VAT INC.VAT
CAG800B 115 800W £28.99 £34.79
CON1150 115 1150W £29.98 £35.98
CAG2350C 230 2350W £56.99 £68.39
Delivery & Suction
hose in stock
FROM HEADER ONLY
£
169 .98 EXC.VAT
£203.98 inc.VAT
*Can pump solids
up to 15mm dia.
#Can pump
solids up to
28mm dia.
2 X 4AH
PETROL PUMPS
STANDARD, SEMI & FULL TRASH
PW50A
MODEL MAX OUTLET EXC. INC.
TYPE FLOW SIZE VAT VAT
PW50A Standard 550L/min 2" £169.98 £203.98
PW80A Standard 1100L/min 3" £189.00 £226.80
PS75A* Semi-trash 750L/min 3" £259.00 £310.80
PF75A# Full-trash 1300L/min 3" £349.00 £418.80
FROM HEADER ONLY
£
169 .98 EXC.VAT
£203.98 inc.VAT
BPT1200SS
MODEL MAX
OUTPUT
TANK
CAPACITY
EXC.
VAT
INC.
VAT
BPT600 50 L/Min 19ltr £169.98 £203.98
BPT1200SS 61 L/Min 19ltr £209.00 £250.80
CBM250SS 100 L/Min 24ltr £419.00 £502.80

CRM Systems
NO MORE LOST LEADS
Three Counties Windows started using Business Pilot in January this year, delivering an
epiphany moment on conversion rates... Total Installer reports.
“We were using systems that we’d
developed over the last 13 years
or more, multiple spreadsheets,
multiple databases. We were doing a lot of things,
twice, three times, four times,” says Simon
Claxton, owner, Three Counties Windows.
He continues: “Thames Valley Windows aren’t
very far away from us. They’re a very sharp,
well-run business and when I found out about
their involvement in Business Pilot it made a lot of
sense. They live and breathe our pain! If Business
Pilot made life easier for them, it would make life
easier for us.”
Three Counties Windows’ Simon Claxton
klklskflkfldkfl
The product of a partnership between Cherwell
Windows, Thames Valley Windows and their digital
partners, 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
generation tools, supplier ordering systems and
accountancy software to bring data into one place.
“The impact has been massive,” continues Simon.
“We’ve been one and a half people down all year
and busier than we ever have been. We were
looking to replace them, but we’ll now look to
develop alternate roles. Business Pilot seems to
have filled that gap.”
In addition to bringing more structure and control
to Three Counties’ operations, Simon argues it has
also highlighted opportunities to manage enquiries
and contacts more effectively, driving a higher level
of conversion.
“We thought we had a pretty good conversion
rate. And in a sense, we did and do. We’re good
at converting leads and winning business. Our
“We’re busier than ever before but we have
more control. We’re a better business”
problem was that in a sense that was an illusion.
“We were only recording leads from the point that
they were assigned. We weren’t tracking contacts
and enquiries - they were falling away and being
lost,” he says.
Flush with leads
“That may be less of a problem in the current
climate. The sales guys are flush with leads and
maybe they had too many to deal with. But if
someone has taken the trouble to contact us, we
need to be asking ourselves why we aren’t taking
them to lead status and converting them?
“There may be answers for that. We’re based
in Surrey and we may be generating contacts
from Scotland, where we don’t work, or it may
be receiving enquiries for a product that we don’t
supply – but we should be understanding why
those contacts aren’t being converted.”
Business Pilot provides an overview of
performance through its Sales Dashboard. This
tracks leads, demos, daily, weekly and monthly
sales, plus closing ratios. It also tracks each
prospect contact from the moment it’s made.
Simon continues: “I was reliant on a lot of very
antiquated systems and on the sales team to
update them. What Business Pilot has given us
is transparency. It’s put everything into one place
from start to finish so that you can extrapolate
information clearly.
“We don’t necessarily need more leads right now
but that doesn’t mean that we should stop caring
about how we manage contacts and our conversion
of them into leads. In the future if those sales
aren’t as easy to come by, it could be critical. We
need to establish the right processes now.”
Business Pilot’s Status Dashboard also allows
installers to see the value of leads in the pipeline,
the number of jobs that are currently quoted for,
plus the value of quotes that are followed up or are
waiting for a demo. That’s in addition to the value
of jobs with completed surveys, ones that have
Continued on page 48
46 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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CRM Systems
Continued from page 46
been confirmed for installation but also those that
have been put on hold or have been cancelled,
supporting effective cashflow forecasting.
It’s Status Progression tool also allows them to
manage the lead to sale pipeline, establishing
process and automating tasks.
“We’re now tracking those enquiries,” Simon
continues. “If they haven’t been touched in three or
four days by the sales team, we’re going back and
revisiting them whether that’s an email or picking
up the telephone. They aren’t being lost.”
In addition to allowing installers to map their
lead-to-contract process, Business Pilot’s Status
Progression Tool also allows them to do the same
for contract-to-delivery, something which has
been instrumental in supporting Three Counties
Window in navigating its way through the home
improvement boom.
“We’d done a sort of ‘time and motion’ study to
try and understand our processes from the point
at which we had the contract in our hands to
installation. It turned out that we had 44 or 45
processes – far more than I thought – to get a
contract to installation,” Simon continues.
“Multiply the time involved by however many
contracts you do in a month, and you see very
quickly how much time was going into a very basic
but overly complex process. We were just touching
the same bits of paper time and time again and
entering the same data over and over because
all these spreadsheets didn’t talk to one another.
Business Pilot has changed that. Everything’s in
one place and it happens automatically. We’re
busier than ever before but we have more control.
We’re a better business.”
Contact Business Pilot:
0333 050 7560
www.businesspilot.co.uk
@BusinessPilotUK
'WINDOW PEOPLE' AT THE HELM
Total Installer talks to Business Pilot’s Ryan Schofield...
Alongside his role as a director and
founding partner of cloud-based
CRM and business management tool,
Business Pilot, Ryan Schofield retains his ‘day
job’ at installation company, Thames Valley
Windows. As a result, he knows only too well
the challenges installers face on a daily basis.
“We’re window people, not software people,”
Ryan says. “If we see value in something, for
us and our customer base, we will bring it in [to
Business Pilot]. We’re not looking to introduce
things just because they look good.”
Game-changing email function
One such development, billed as a
communication game-changer, is Business
Pilot’s recently unveiled email integration
system. Automatically pulling emails into the
CRM and assigning them to a lead or job, this
new feature creates a ‘clear and instantly
accessible audit trail’, with significant benefits
for users, as Ryan explains:
“How much time do you spend looking for
emails?” he says. “We know it’s a nightmare and
when you’re running an installation business with
lots of people in your team and lots of jobs on the
go, emails, [which have] disappeared or not been
shared properly, can have a massive impact on
your business and installations.
“Our new email integration genuinely puts an
end to hunting for lost emails or asking round
the office to see if a colleague sent them in the
first place! A unique email is assigned to each
lead or job as soon as it’s created. You can copy
and paste it into your preferred email client in
the ‘cc’ or ‘bcc’ box, or send direct from within
Business Pilot.
“Either way, you get an instantly accessible and
shared record of each email correspondence
within the CRM. You, and anyone in your team
can see exactly where each job is, what was
said, and even automate those emails that you
send on a regular basis through integration with
our Status Progression tool.”
It’s this kind of detail that can make all the
difference in the current climate of high demand
and low supply.
Obviously, when it comes to the latter, if products
simply don’t turn up, there is not a lot you can do,
but Business Pilot can soften the blow.
Rescheduling jobs is quick and easy with
the Schedule Board’s simple drag and drop
amendment function, while a traffic light
system clearly displays delivery status. In
addition, the email integration system’s
template facility can speed-up vital
communication between all parties involved.
In busy times such as these, it might be easy
to lose track of profitability, but Business Pilot
makes it easy to keep on top of this too.
“Just by clicking a few buttons, I can see our job
costs and generally speaking, when I compare
those back to our management accounts, they
are pretty close,” says Ryan.
“So, in a much more user-friendly way, I can
have visibility on the profit and loss of the
business; the products that are performing, the
products that are not, even the performance of
individual sales people...
“Ultimately, our aim is to help make your
business more manageable, more scalable and
more efficient,” adds Ryan. “That, in a nutshell,
is what we offer.
“Our ongoing development is based around
providing our users with the best possible tools
we can, to tackle the challenges of our industry
and make their day-to-day lives as smooth and
easy and efficient as possible.”
48 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Only the sky’s the limit
• Minimalist design in aluminium with
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• 19 stock items
• Stronger aluminium construction
• Available in all RAL colours
• Quality technical support
To see more, talk to our Technical Team
at atlasroofsolutions.co.uk/sky
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Customer Service
INVALUABLE SERVICE
Total Installer talks to Georgie Andrews, director at Dorset-based installer TWR, about the
advantages of Sternfenster’s ‘SFPlus’ customer portal.
a relatively small, family run
firm, so for us communicating with
“We’re
our customers is absolutely key to
the effective running of the business,” says Georgie
Andrews, director at Dorset-based installer, TWR.
“We offer a very personal customer experience,
we’ve built a strong reputation in our area and we
enjoy a lot of repeat business as a result. The only
way we’ve been able to achieve this is because
of the relationship we have with our supplier; the
level of communication we have is brilliant.
“That’s been especially important over the course
of the pandemic,” she continues. “We’ve had a
lot of demand, which is great, but with lead times
being extended and with unexpected delays due
to material shortages or because of Covid, we’ve
been able to manage the situation and explain to
our customers why it is happening.
“As long as we can do that, then they generally
don’t mind having to wait a bit longer for their
new windows or doors.”
Established in 2001 as a window repair business,
TWR (Total Window Repairs) has since flourished,
offering a range of high-quality PVC and
aluminium products. Focusing predominantly on
retail and the home improvement market, TWR
also operates in the commercial sector as well as
offering trade only supply to local builders.
“We’ve been with Sternfenster for over 10 years,”
says Georgie. “I would say that we definitely
feel like part of the Sternfenster ‘family’! From
the customer service and sales team to Mike
[Parczuk, managing director], they will always do
absolutely everything they can for us.
“That level of support is invaluable, and it’s
enhanced by the quality of the digital systems
they have developed, such as Sternfenster
Plus,” she adds. “I like to be organised, so I use
Sternfenster Plus on a daily basis.
“We recently quoted a returning customer, and
I was able to use the system to access all the
information I needed from their previous order –
we didn’t need to survey the job because we had
all the sizes to hand. But I mainly use it in order
to check on the progress of the orders we have
placed or when we can expect a delivery. To be
able to relay that information to our customers in
the current climate gives us a real advantage.”
Nominated for a G21 award for Best Customer
Care Initiative, Sternfenster Plus (SFPlus) is a
unique, online customer portal that has been
designed to give installers everything they need to
run their businesses more efficiently.
Featuring a wealth of downloadable marketing
and training material, including sales and ‘how to’
technical installation videos, it also boasts regularly
Georgie with
husband Darren
updated news as well as the ability to check on
the status of quotes, contracts and deliveries.
A particular highlight, however, is the live,
production capacity feed. Developed during
Covid, this gives users the opportunity to check
on the production capacity of any product in
Sternfenster’s PVC or aluminium factories,
providing much greater clarity on order turnaround
times, from the moment an order is placed.
SFPlus forms part of a package of digital resources
for Sternfenster customers, including online lead
generation, its EasyAdmin CRM system and
the recently launched Proposal Builder, a next
generation online quotation service.
“I’m a big fan of Sternfenster Plus, and my
husband, Darren, who is responsible for
surveying and inputting orders, uses EasyAdmin,”
concludes Georgie. “We’re a relatively small firm,
our resources are limited, so EasyAdmin allows
us to operate much more efficiently.
“We can create quotes, keep track of leads, raise
invoices – together with Sternfenster Plus, it
forms an integral part of our business.”
The Sternfenster factory
Contact Sternfenster:
01522 512525
www.sternfenster.com
@Sternfenster
50 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Talking Point
SKILLS: OUR BIGGEST CHALLENGE YET
With demand for fenestration showing no sign of stopping, Jeremy Phillips, CDW Systems’
group chairman, says the skills shortage is the biggest long-term problem the industry is set
to face. Below, he discusses the issue and how the industry can bridge the skills gap.
According to the last ONS census in 2011,
one in every five UK-born construction
workers were aged over 55. That means that
this year they will have reached retirement age.
Ordinarily that wouldn’t be a problem, as the next
generation would be already coming through. But
as we know, that is not the case. On average, 40%
of key trades are experiencing a skills shortage
(according to the Federation of Master Builders),
and when those people retire, the same percentage
of young people are not entering these professions.
Despite the challenges of the past 12-18 months,
the skills shortage will be the biggest challenge
glass and glazing will face. And with Brexit and
the pandemic exasperating the situation, the
problem is likely to get worse before it gets better.
Sustaining skills
The Manufacturing Institute puts the total of
new recruits that construction will need by 2030
at around 3.5 million. That number has never
seemed more far away as Brexit has shut the
door on the skilled European workers on which UK
construction relies upon.
A third of construction workers in the UK are
migrant workers, according to a report by the
Construction Industry Training Board, and it is
estimated that almost three-quarters of all non-UK
construction workers are under the age of 45.
With the EU making up a considerable proportion
of the UK’s manufacturing and construction
workforce, and freedom of movement removed,
the skills shortage could get worse.
For far too long, we’ve not focused anywhere
near enough on recruiting and training the next
generation of glazing professionals – and every
year, more and more of the skilled employees we
do have are leaving.
CDW’s Jeremy Phillips
“It’s time to stop
people ‘falling’ into this
industry and get people
to ‘want’ to be in it”
And with unprecedented demand meaning
businesses across the whole supply chain have
had to strengthen their operations to cope, finding
the right people has been increasingly tough.
Replenishing the industry
The lifeblood of any industry can only be
sustained by replenishing it with young people.
New blood allows an industry to grow, push
boundaries and come up with fresh ideas. And
our industry is no different.
However, a YouGov survey shows that just 3%
of people aged 18 to 24 are searching for jobs in
the construction industry, while another recent
study reported that 14-19 -year-olds scored the
industry just 4/10 for appeal and attractiveness.
Enticing young people into the sector has never
been more challenging. One of the main problems
is that young people see the industry through a very
narrow window – namely that low paid, ‘outdoorsy’
and for people who don’t go to college.
We need to attract more people, especially young
people, who are willing to learn a craft and a
skill, to our sector. Somewhere along the line,
our potential employees are persuaded to do
something else, and maybe we need to look at the
education system. Perhaps teachers and parents
are dismissive of the industry? This needs to
change, or the absence of new blood will continue.
Changing perceptions
It’s fair to say that, as an industry, our PR could
be better, and these perceptions need to change.
Ours is a multi-billion-pound industry and we
need to get the message out to young people and
their parents that this is a highly-skilled, highlypaid
industry that offers amazing opportunities
for personal development and a lifetime career;
particularly with the Government’s pledge to build
our way to economic recovery.
That means getting into schools and colleges and
talking to school-leavers – and younger – about
our industry, and finding different approaches to
recruitment. It also means companies throughout
our sector taking on young apprentices – and
being prepared to teach and inspire.
Of course, it’s important to focus on staff
retention too. Creating a culture that encourages
people to stay and investing in training for
existing staff should run alongside bringing in the
next generation
One of the things the glass and glazing industry
has been historically good at is tackling
challenges head-on. The skills shortage will be
the biggest challenge yet.
It’s time to stop people “falling” into this industry
and get people to “want” to be in it.
Contact CDW Systems:
01452 414 853
www.cdwsystems.co.uk
@CDWSystemsLtd
52 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Tiled Roof Systems
ORDERS THROUGH THE ROOF
When the heat is on, installers need products that are quick and easy to fit. Total Installer
catches up with SupaLite to find out why its high-performance tiled roof system is “just the
job” to keep up with demand in challenging market conditions...
With demand for home improvements
staying strong, it’s no surprise that
conservatory roof manufacturer SupaLite
has continued its success.
With a full order book for the rest of the year and
well into 2022, the company says its reputation
as the UK’s leading replacement roof solution has
been enhanced during the last 18 months. For
managing director, Steve Hacking (pictured), this
is down to several reasons.
“We have always placed our emphasis on offering
products that are loved by consumers and
installers,” said Steve, “and that has really
helped us come into our own even more than
normal during the last year and a half.
“With the spotlight falling on homes,
consumers turned their attention to replacement
conservatory roofs to improve the performance
of their conservatories, and our solutions are
ready-made to provide them with exactly what
they want.
“That in turn led to record demand, with installers
needing to fulfil orders quickly, and our easy-toinstall
replacement roofs have proved just the job
to help them complete projects in good time and
keep their customers happy.”
The best products
SupaLite says its high-performance tiled roof
system is still proving hugely popular, nine years
after rising to prominence. It provides installers
with a ‘lightweight, easy-to-install and desirable
solution’ which improves the performance of
traditional conservatories.
Using lightweight aluminium beams and rafters,
150mm high-density insulation and highperformance
ExtraLight roof tiles, it can achieve an
exceptionally low U-value rating of 0.18W/m²K.
SupaLite’s roof can also achieve as low as
0.15W/m²K thanks to The SupaLite +Plus
“Our replacement
roofs have proved
just the job to help
installers complete
projects in good time”
specification, which features the same popular
design and benefits as the standard roof but extra
insulated panels to achieve the additional rating.
Fabricators and installers across the country have
been able to win new business with SupaLite,
as a quality retro-fit product to replace tired
conservatory or orangery roofs, or a highperformance
solution for new-build projects.
SupaLite then went one better with its SkyVista
hybrid roof system combining SupaLite’s
renowned lightweight tiled roof with highperformance
glazed feature panels.
With excellent U-value properties and effective
solar control, a full array of design options,
compatibility with numerous conservatory styles,
two colour options, and the choice of slate roof
tiles or SupaLite’s ExtraLight textured steel tiles,
SkyVista allows consumers to have the unrivalled
thermal performance of a SupaLite system, whilst
also benefitting from higher levels of natural light.
“Our products offer a fantastic opportunity for
ambitious installers, giving them high-performance
systems that are highly-desirable and incredibly
easy to manufacture and install,” said Steve.
“SkyVista also 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.”
The best lead times
Another reason why SupaLite has stayed ahead of
the competition is the company’s ability to maintain
a two-week lead time, despite the ongoing industry
challenges and supply chain crisis.
A £300,000 investment in a new Haffner
machining centre last year, and the continuing
strengthening of its workforce, has allowed the
company to increase capacity and its productivity
levels as demand went through the roof.
Steve said: “Companies have been continually
struggling due to the creaking supply chain, with
their customers suffering due to extended lead
times, at a time when demand needs to be met.
“Thanks to the relationship we have with our supply
chain partners, we haven’t been as affected,
which has meant we have been able to maintain
our two-week lead time for our customers.
“Making sure our service levels haven’t dropped
has been vital for fabricators and installers
dealing with customers demanding urgent fittings,
and it has also helped us bring in an influx of new
business and enquiries.”
Contact SupaLite:
01772 828060
www.supaliteroof.co.uk
@SupaLiteRoofs
54 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Rooflights & Lanterns
GET IN THE ZONE FOR MORE SALES
Working from home is here to stay for many households, providing installers with a huge
opportunity to sell homeowners the ideal workspace that they may not even know they need
yet. Here, Graham Price, managing director of TuffX, says it’s all in the zoning...
At the time of writing, the country is holding its
breath, waiting to hear whether we will all be
instructed to work from home again as Covid
cases continue to rise. But regardless of what
we’re told to do by Government, working from home
is already becoming part and parcel of many jobs.
In a recent study, 85% of adults interviewed
showed a preference for hybrid working for the
long-term. However, working from home comes
with its own set of challenges – challenges that
offer installers a significant opportunity.
An increasing number of people are extending or
improving their houses to allow them to work from
home more easily. But there are considerations that
need to be made before the work begins. Natural
light offers the best working environment. The
Workplace Regulations Act states that ‘employers
must ensure that: Every workplace has suitable
and sufficient lighting. This should be natural light,
so far as is reasonably practicable.’ While homes
are not official workspaces, the fact that more
natural light reduces eye strain, causes fewer
headaches, makes people more productive and
less tired, are all great reasons for homeowners
to choose products that allow more light into their
home office.
Maintaining the work-life balance
Most of us also don’t want work to encroach on
our home life when we’ve switched the laptop off.
We need a separate space, or at the very least an
area that feels separate to the rest of our lives.
Some people can extend their home and add a
closed off office space, but more homeowners are
looking for creative solutions to incorporate an
office into wider, open-plan spaces. Zoning is a
great way to ensure this sense of separation.
When the pandemic began, it was novel for
people to work from home and they were happy to
make do with the dining room table, sofa or even
bed as their makeshift office space. But now it
“Extensions with rooflights or roof lanterns flood a
room with natural light for a nourishing workspace”
looks like working from home is in our long-term
future, homeowners are looking for more futureproof
and practical solutions.
Most want an extended space that offers openplan
and flexible living, including space to work.
Extensions with rooflights or roof lanterns are
the perfect solution because they flood a room
with natural light for a nourishing workspace.
The combination of the rooflight or lantern in the
ceiling, and the light-well these products create,
also gives the impression of a separate ‘zone’ in
the house, despite an open plan floorspace.
Best of both worlds
Our Infinity Range of products were designed and
created with zoning open-plan spaces in mind,
to allow homeowners to have the best of both
worlds – the on-trend, open-plan space they
desire for everyday living, with the potential to
incorporate a separate, practical work area that
doesn’t take over their living space.
The range also offers installers the best of both
worlds because all of the Infinity products are
aesthetically on-trend and easy to fit straight
from the box, with no additional on-site assembly
required. They can be delivered direct to site
by TuffX and are available in both standard and
bespoke sizes, and with a range of glass finishes,
to cover all projects.
The working from home phenomenon offers
installers a fantastic opportunity for the longterm.
Homeowners aren’t yet necessarily thinking
about physical and mental health & safety in
their workspace at home, so it’s up to us as an
industry to educate and offer a proactive solution.
Installers with an awareness of these issues and
the right products in their armoury are going to do
well in the coming 12 months and beyond.
Contact TuffX:
0845 3400 200
www.tuffxglass.co.uk
@tuffx_glass
56 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

NEW SLIDING DOOR - 35mm Interlock
+ Slim Sightlines
+ Double or Triple Glazing
+ Modern-Square Look
+ Max Transparency
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+ Enhanced Security
+ SITE DELIVERY
+ ACCURATE LEAD TIMES
+ MARKET-BEATING PRICES
+ ORDER NOW!
Watford: 01923 803 923
London: 020 8889 6821
arkaywindows.com
sales@arkaywindows.com

Article Garden Rooms
'LIVING SPACES FOR THE MASSES'
‘Move over conservatory sector’ – Ryan Crossley, director of Making Your Space, says the
opportunities are all in the emerging garden room market...
When compared with the rest of Europe,
the UK home is typically small, with a
living space of just 729ft 2 according to
House Beautiful. Statistics from local authority
building control also show a reduction room in
size each decade, from the 1930s onwards.
In recent decades, the lack of space resulted
in the rapid growth and subsequent demise of
the conservatory sector, which, at one stage,
boasted more than 300,000 installations per
annum. This created a stock of over two million,
many of which have been in need of urgent
repair or upgrade. The annualised conservatory
market of today is around 80,000 installations,
but the product has evolved notably, with highperformance
glass specified throughout.
So how is the demand for additional living space
met today? Over the last decade the average
number of bedrooms has now dipped under 3 to
2.95 in the average home, while room sizes have
continued to fall. The demand for more living space
is expanding all the time and Covid-19 – and the
sizeable shift to home working that’s its created
overnight – has significantly fuelled this further.
People have been able to work temporarily in the
spare bedroom or kitchen, but it’s not a long-term
solution given the distractions of a typical home
and the requirement to use Microsoft Teams or
Zoom. A garden room could well be the perfect
option, as it doesn’t have to connect to the fabric
of the building like a conservatory, and can sit
in any property’s garden, including terraced and
town houses.
A garden room can function as a home office,
gym, cinema space, a place to relax, a music
or reading room. Separate from the home, it’s
already a sanctuary for those early adopters
looking for the ultimate extended living space,
separate in form to the main part of the house.
While there may be a number of small regional
retail operators in this market, no one, as yet, has
put together a compelling product and marketing
proposition nationwide for the trade, and that’s
what’s driven us over the last 12 months to bring
Making Your Space to market. Thanks must also
go to Martyn Buckley, former managing director of
Polyframe, for the outside investment.
Easy design
Designing a garden room couldn’t be easier
thanks to the dedicated builder on our website at
makingyourspace.co.uk, which does all the hard
work for you. As a trade only supplier, we can add
all the margins and costings so that sales can be
closed quickly. We can even add the garden room
builder module onto any website for our network
of Design Centres, and we’re actively looking to
expand these quickly.
We offer a marketing support programme with
consumer brochures, installation and specification
guides and factory training days. We can also offer
sales areas that are flexible for both parties.
We can build a bespoke garden room in just
four weeks and have it delivered flat packed on
pallets directly, using quick-fix SIPS construction
wall cassettes that simply slot into place and
clip together. Having adopted proven off-site
construction techniques, a typical garden room
installation takes just two days, prior to a third
day of final fix electrics and plastering.
Many of the skills that companies have invested
in for the conservatory market are perfectly
suited for garden rooms, with bases requiring
the minimum of preparation and just a concrete
raft. But will garden rooms become the darling
of the home improvement market for the masses
in the years to come? We certainly think so and
are ready to support our customers and Design
Partners with everything to make this a reality.
Contact Making Your Space:
01422 385613
www.makingyourspace.co.uk
58 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SKYFORCE.
Stylish look,
great view.
Fully customised to match the finish of your
windows and doors, SKYFORCE is the Juliet
Balcony that doesn’t compromise on style.
Using specially designed extra strength REHAU
steel reinforcements, as well as REHAU stainless
steel installation screws, the REHAU TOTAL70
SKYFORCE is not only safe, strong and long
lasting but will make sure you’ll always have
the best view in the house.
Windows. Reinvented for modern life.
www.rehau.uk/skyforce

Article Case Study
EXCEEDING EXPECTATIONS
Total Installer talks to Mike Woodend, MD of trade counter business Windows Doors ETC,
about how increasing demand for premium products has helped the company exceed its
expectations for growth...
“We only started trading at the
beginning of 2021, and we’re
already 15-20% up on where I
thought we would be,” says Mike Woodend,
managing director of Windows Doors ETC. “We’ve
benefited from the home improvement boom
that’s driven a lot of growth in the industry, but
we’ve also been very well-equipped to respond to
the increase in demand for higher value products.
“Homeowners are increasingly looking for windows
and doors that deliver the right aesthetic, their
purchasing decisions are based primarily on kerb
appeal, and they are prepared to pay a premium
for it,” he continues. “Through our partnership with
HWL Trade Frames, we are well positioned to cater
for that demand, whether it’s for aluminium or
high-end, heritage flush PVC casements such as
R7 and R9.”
Based in Bristol, Windows Doors ETC is a new
trade counter business that offers a broad selection
of high-quality windows, doors and garden room
solutions. Mike, who has more than 20 years of
experience in the industry, and who has previously
headed up a large network of trade counters, says
he was ‘champing at the bit’ in the run up to the
launch of ETC after observing the surge in demand
from the retail sector.
“The variety of product available to consumers has
grown massively – it’s one of the biggest changes
I’ve noticed in the last two decades,” explains
Mike. “That’s been driven by market demand, and
now homeowners are increasingly focused on style,
colour options and quality of finish.
“There are more options now for flush casements
as a result, but the Residence Collection has always
been the class of the field, for us it’s a real flagship
product. Graham [Howatson] and the team at HWL
are very experienced, they understand the attention
to detail that’s required at this end of the market
and that’s reflected in the quality of their offer.”
HWL has established itself as the leading supplier
of heritage style products. The company pioneered
the development of non-glass bonded Timberweld
R9 – an innovative ‘light weight’ solution to the
original glass bonded version – and is the first
fabricator to offer a Timberweld version of the new
70mm flush casement from Kömmerling.
Fully matched
HWL has also recently launched a new Residence
Collection open-in door with a Timberweld 90 joint.
The result of an extensive R&D programme, it
allows installers to pitch a fully matched Residence
Collection window and door offer to homeowners.
The Leeds-based manufacturer is also a launch
partner for the new Sheerline Prestige system
from Garnalex. Offering the full suite of Prestige
products, it allows HWL to offer a highly energy
efficient flush style aluminium casement,
complementing its PVC offering, as well as the allnew
Prestige bi-fold.
Windows Doors ETC’s Mike Woodend
“Homeowners are increasingly looking for windows
and doors that deliver the right aesthetic”
“The new Residence Collection open-in door is the
perfect demonstration of HWL’s sector expertise,”
says Mike. “We had a requirement for a matching
door on a recent large-scale project that features
Residence windows, and to be able to offer exactly
what the customer wanted was hugely beneficial.
“The Sheerline Prestige range is also very exciting,
especially the technical innovation behind its
thermal performance and how that applies to
the new bi-fold, especially with the shortage
of polyamide that’s impacting on competitor
systems,” he continues. “HWL has some brilliant
products, but it also has the expertise and service
to match. It’s very important for us as a trade
distributor to choose the correct suppliers to
support and grow with. From the outset, HWL has
been great to work with and incredibly helpful at
understanding our business. We have been able to
communicate with knowledgeable people that can
make decisions and also guide us when needed,”
Continued on page 62
60 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

WHAT
DOES
YOUR
HOME
SAY
ABOUT
YOU?
SAY IT WITH
CARE
www.cedral.world
SAY IT WITH
SUSTAINABILITY

Case Study
Continued from page 60
he says. “You can speak to anyone there – they
know what they’re talking about – and the cloudbased
ordering system is also very well set-up.
SYMPATHETIC EXTENSION
“I’ve worked with fabricators in the past that
have simply not understood how to operate their
software,” says Mike. “You can tell HWL has put a
lot of effort into their customer experience and that
works very well for us a trade counter, it’s a very
slick experience.”
HWL’s Window Designer cloud-based portal
allows customers to price and process orders
for its complete range of products. It has also
introduced the Zandi customer portal from First
Degree Systems, enabling customers to check on
the status of orders and delivery times, as well as
download and sign off jobs digitally.
“It’s been a very busy start to the business, and
I’m expecting to remain busy for some time yet,”
says Mike. “The property market is still strong, I
think home working is here to stay, and the travel
industry is going to take a long time to recover.
Those conditions are going to prolong demand
well into next year. The quality of the products we
can access from HWL, combined with the high
standard of service, means we are very well placed
to take advantage of that,” he concludes.
Residence
Timberweld
open-in doors
Contact HWL Trade Frames:
0113 2449006
www.hwlwindows.co.uk
@HWLWindows
Sheerline’s aluminium window and door
system is appearing in a popular home
improvement TV programme.
A recent episode of George Clarke’s Old House,
New Home (broadcast on 10th November)
features homeowner Leighla Davenport and
her Grade II listed home, Callowell House,
nestled in Stroud’s idyllic countryside.
The refurbishment project saw the construction
of a modern extension that was integrated
‘in a meaningful way’ with the rest of the
property. Sheerline, with its slim sightlines and
perfectly mitred corners, was a sympathetic
enhancement to the original building.
Leighla’s newly-refurbished home features
a mix of Sheerline products, including 12
Sheerline Classic windows in cream with
Sheerline Prestige fixed frames in black, and
two Sheerline Prestige doors, also in cream.
Leighla said: “I found Sheerline through
internet research of premium aluminium
systems companies and I thought that it was a
really nice product. We needed some unusual
glazing and Sheerline had the capacity to do all
of the windows we required. At a time where
lead times were anything but normal, Sheerline
offered the shortest delivery times, meaning
we could keep the project on track.
“We have a Grade II listed building and
Sheerline, and the Classic beadless range with
its slim sightlines in particular, works across
the entire building – both in our 150-year-old
mullion windows and in our new extension
– it’s so versatile and really brings in light.
It’s high-performance, maintaining modern
functionality as well as being in-keeping with
the look and feel of our home. Plus, the low
U-values mean we don’t have to compromise
between energy efficiency and the way it looks.
“A huge selling point for me was the fact
that Sheerline is Made in Britain, and all
the benefits that brings. There aren’t many
companies investing in manufacturing in the
UK, and it’s really great to see that happening
in Derbyshire.”
Roger Hartshorn, CEO of Garnalex, said:
“We were delighted to be involved in such a
significant project and were pleased to see
just how well Sheerline integrated in Leighla’s
home, offering top-level thermal performance
and faultless aesthetics, while remaining in
keeping with the rest of the building.
“The agility of Sheerline’s supply chain meant
that we could offer dual colours in just a
fraction of the time that our competitors were
offering, ensuring that the project remained
on schedule. The customer was pleased with
the support and service she received from
our passionate team – one of our team even
visited the property to help with the fitting of
the windows and doors.” www.sheerline.com
62 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Perfect For Your Next
Re-Roofing Project!
Designed with the environment in mind
Does your current supplier have the
lightest synthetic slate tile on the
market?
Liteslate can weigh as little as 10kg per m²,
ideal for projects in need of a light footprint,
or older structures that cannot hold heavy,
traditional tiles.
Does your current supplier care
about the environment?
14 million tonnes of plastic enter the ocean
every year due to the use of virgin plastics.
Britmet Liteslate is manufactured using over
90% recycled polymers. By the end of 2021,
Britmet will recycle over 3 million kilograms of
polypropylene.
Does your current supplier achieve a
12 ° Pitch?
Liteslate was tested by the BRE for roof pitches
as low as 12 °, offering the ideal lightweight
roofing solution for our customers, with a
traditional tile appearance.
Does your current supplier
manufacture in Britain?
By manufacturing in the UK, we pride ourselves
on upholding a high standard of professional
ethics. With a central location like the West
Midlands, we work with a number of distribution
networks, boasting national coverage.
Does your current supplier use
more than 30% limestone content?
Limestone content over 30% often leads to
colour fade in synthetic slate. Thats why
Britmet only uses 20% to ensure you have a
roof that lasts a lifetime.
Does your current supplier focus on
usability rather than quality?
As Liteslate has a reduced limestone content,
it will not crack, split or break. However, it can
easily be cut using a circular saw or a jigsaw.
Check out our amazing colour range!
sales@britmet.co.uk | 01295 250998 | www.britmet.co.uk | #TheBritmethod

Updates
ENDURANCE BRINGS THE ROSE GOLD STANDARD
Endurance Doors is the official launch partner for the new Hardex Rose Gold finish
from ERA, which includes a handle, letterplate, finger pull and escutcheon, along with a
‘striking’ bullring knocker.
Hardware in the ‘on-trend’ colour is also backed with a 10-year function and finish
guarantee from ERA, which Endurance describes as one of the most trusted hardware
brands in the sector.
The Hardex Rose Gold finish has also been added to the Endurance online door
designer, helping to inspire consumers with ‘the latest style influences’. Endurance says
bold colours such as French Navy, Racing Green, Rich Red and the latest Brilliant Blue
are perfectly suited to this premium new finish, along with heritage inspired hues such as
Duck Egg Blue, Elephant Grey and the newly launched Sage. endurancedoors.co.uk
For further home improvement updates visit www.total-installer.co.uk
DORMERS TRANSFORMED WITH FREEFOAM'S FORTEX
Inset: before; main image: after
Fortex embossed PVC cladding, in the ‘Sand’ Weatherboard option, has been used to transform a
property in Banbury, Oxfordshire.
The house originally featured 10 dormer windows covered in painted concrete render. Cold frosts had caused
the render to separate and become cracked and discoloured, costing the homeowner ‘thousands of pounds’
every year to maintain and repair.
Freefoam Registered Installer, Ricky Romera of Professor Windows, who carried out the Fortex installation,
said: “We’ve used the Freefoam cladding before on dormer elevations, and it works really well... With
scaffolding in place we removed all the render, fitted battens and installed the cladding on each dormer. It was
easy to fit and we used the matching trims to give each one a neat, professional finish.” www.freefoam.com
KEYLITE LIGHTS UP GRADE II BARN PROJECT
A Grade II listed barn has been transformed into a ‘unique and rustic property’ with help from Keylite.
The barn had little-to-no insulation, and what would become the second floor had no access to natural daylight. This
meant many of the original beams, which the owners had hoped to keep, had to be covered for insulation, and 15 roof
windows were drawn into the plan to bring natural daylight into the top floor rooms.
Turning to Keylite to supply the roof windows, builder Ken Tansley said: “It was an easy sell due to the price and the fact
that all the flashing and add-ons came with the windows as standard, which saved us on time and price. That, and the
homeowners knew they could also get a wide range of blinds from Keylite as well... Another huge selling point for Keylite
is that the windows are recessed as standard – meaning they sit lower in the roof, enhancing the overall appearance, and
improving the thermal performance of the window.” www.keyliteroofwindows.com
LEAD TIMES OF LESS THAN FOUR WEEKS
Roof lantern manufacturer, Atlas Glazed Roof Solutions, is promising to provide installers with products in lead
times of less than four weeks, for any orders made before the end of 2021.
Atlas specialises in the manufacture of roof lantern systems and rooflights, a home feature which, says Atlas, remains in
high demand as homeowners look to maximise space in their homes in the wake of the Covid-19 pandemic.
With more than 10 years’ experience in the production and delivery of ‘elegant roof light systems’, Atlas describes itself
as a pioneer of the contemporary roof lantern, and continues to offer what it says is one of the slimmest lanterns available
in the UK, alongside a thermally-broken structure, an improved secure pressure-plated system and ‘fitter-friendly’ fixings.
The company also offers slim ringbeams as standard; a 40mm-wide rafter and slim lowline rafter-caps to maximise
light, combined with ‘industry leading’ thermal efficiency and solar control. atlasroofsolutions.co.uk
64 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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01234 712 657
trade@roseview.co.uk
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Installation Case Study
LIGHTING UP SILVERSTONE
Technal’s curtain walling and Stormframe STII aluminium doors have been used to
create an impressive, light-filled entrance to the state-of-the-art Silverstone Interactive
Museum building.
Designed by award-winning architecture
practice Cube Design from Hampshire,
the Silverstone Interactive Museum is a
6000m 2 motorsport exhibition located at the world
famous Silverstone Circuit in Northamptonshire.
The £22 million building, built with a contribution
from the National Lottery Heritage Fund, consists
of a fully refurbished WWII aircraft hangar and a
new two-storey extension, which serves as the
entrance to the exhibition. The hangar, which is
an important part of Silverstone’s heritage as
a former Royal Air Force base, is the only one
remaining on the site and one of only two such
examples in the UK.
“The aim with the design of the Silverstone
Interactive Museum was to create an iconic
building that would provide an impressive
statement at the entrance to the circuit,”
explained Jane Lock-Smith, managing director at
Cube Design. “To enhance the visitor experience,
the exhibition area within the hangar was
designed as a ‘black box’ to remove external
influences. We wanted the extension area
entrance to be a contrast to this with natural light
and views out across the famous track.
“The Technal curtain walling was a key part of the
design. We had worked with Technal on a number
of projects before and so we were confident its
products could deliver what we needed. The
large expanses of glass at the front and rear of
the building provided an excellent contrast to the
finish and materials of the rainscreen cladding
that dominates the exterior of the building.”
Alongside the Technal curtain walling and doors,
the Silverstone Interactive Museum building
features a combination of opaque polycarbonate
rainscreen cladding and an iridescent aluminium
cladding that has green and pink tones depending
on the light.
The exposed location of the Silverstone Interactive
Museum meant that airtightness and thermal
efficiency were also design considerations.
The Technal aluminium curtain walling system
features a thermally broken construction and high
levels of wind and weather resistance.
Commercial glazing contractor, QG Architectural
Aluminium Specialists, carried out the design,
fabrication and installation of the glazing
systems. QG specialises in Technal products
and has worked alongside Technal on projects
for more than 30 years. For the Silverstone
Interactive Museum, Technal provided full
technical and product support throughout from
initial specification to installation.
Jake Brown, project manager at QG, said: “The
design intention with the glazing was to create a wall
of glass with minimal interruptions to maximise the
views of Silverstone. The Technal curtain wall system
allowed us to use large panel sizes of up to 2.8m
high and 2m wide without additional steelwork that
would have detracted from the intended design and
added to the cost. This, combined with the slimline
profile of the system, meant we could achieve
exactly what was required.
“Due to the nature of the building and location
close to the circuit, the goal with the acoustics
was to achieve a balance of reducing the sound
from the track so it didn’t become distracting
without completely eliminating it. We could
achieve this with the Technal system using
standard double glazing without the need for
acoustic glass.”
Dean Sherwood at Technal concluded: “The
Silverstone Interactive Museum building is an
iconic addition to the landscape of the circuit
and a testament to the skills and expertise
of everyone involved. We are proud to have
contributed to the creation of this exhibition
centre, which will be enjoyed by visitors for years
to come.”
Contact Technal:
01684 853 500
www.technal.com/en/uk
@TechnalUK
66 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Xpert Advice
SINGLE SOURCE SUPPLY
In his latest column, Karl Williamson, Window Ware’s business development manager, explains
why ordering from a single, multi-brand source of tools, hardware and other essentials can help
lighten the load amid continuing supply chain challenges...
When we go for our weekly grocery shop,
how many of us choose to visit 10 different
shops to buy what we need? I doubt
anyone has the time or the inclination for that!
Why in business, then, are we seemingly
content to deal with multiple suppliers, juggle
several deliveries and wade through all the extra
paperwork to procure the necessary goods? Seems
crazy doesn’t it?
In today’s busy workplace, surely, it’s better to
keep things simple and save on hassle by sticking
with a single trusted source for those sought-after
tools and hardware?
A one-stop-shop
Demand for home improvements has gone
through the roof in the last 18 months, putting
trade counters and hardware stores under
increased pressure to keep their shelves well
stocked for customers.
But with material shortages and supply disruptions
continuing to hamper vendor ability to replenish
fast-moving stocks, unfortunately empty shelves
and limited product choice have become all-toocommon
consequences.
In a bid to track down elusive products, many
trade counters will be ordering their hardware from
multiple suppliers but, as we already know, this
can bring its own problems, such as service and
quality inconsistencies, greater risk of delivery
delays or inaccuracies, not to mention added
expense and extra admin.
At Window Ware, we have made it our mission
to be a one-stop-shop for all the top-sellers. As
one of the UK’s leading independent hardware
distributors, we stock a huge range of big brands
and well-loved tool names including Stanley, Don
Carlos, Kendo, Bahco and Xpert of course, as well
as a wide range of silicones and other installation
essentials, making it quick and easy for customers
to stock up and plug any gaps in their inventory.
A dependable supplier
Even before Brexit or the pandemic, Window Ware
had been working hard to increase business
resilience, build healthy stock reserves and put a
range of new measures in place to ensure customers
had continued access to the products and support
they needed to meet increased demand and
capitalise on the home improvement boom.
Astute forward planning, advanced procurement
and heavy investment in our 5,000+ product
range has helped to secure essential stock for all
the businesses we serve.
An upscaled warehouse function ensures hundreds
of orders leave our warehouse every day with
99.3% accuracy and an average On-Time-In-Full
(OTIF) score of 94.7% for the last seven months,
jumping up to 96.4% in September! We’re sure it
won’t be long before we’re hitting our pre-Covid
delivery service level of +97%.
We have also continued to hit our daily KPIs in
each department, meaning 97% of calls are
answered in 10 seconds or less, all email enquiries
receive a same-business-day response and the
average customer happiness rating for this year
has remained high at 93.9% .
At Window Ware, our goal has always been to
deliver great service and get the goods out to the
customer exactly when and where they need them
– doesn’t matter if that customer is a fabricator,
installer or locksmith buying for upcoming jobs,
or a trade counter or hardware store trying to
keep their shelves stocked. With so much in the
news about supply shortages, reduced choice
and empty shelves across every sector, and no
signs of demand slowing down yet, you can rest
assured Window Ware has got you covered!
Find your nearest Xpert tools stockist at: www.
xperttools.co.uk/stores/, or if you would like to
become an Xpert stockist, visit: www.xperttools.
co.uk/become-a-stockist/
Contact Window Ware:
01234 242 724
www.windowware.co.uk
@WindowWare / @XpertTools
68 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Does your secondary glazing 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

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Bosch’s EXPERT HEX-9 HardCeramic Drill Bit lasts up to 10x longer than a standard tile drill bit.
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70 T I NOVEMBER/DECEMBER 2021 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Vehicles
ELECTRIC FUTURE FOR TRADES?
For further vehicles, tools & workwear updates visit www.total-installer.co.uk
£46M VEHICLE
TOOL THEFTS
More than eight in 10 tradespeople (83%) either own or would like to invest in an electric
vehicle in the future, according to new research from Direct Line business insurance. This is
significantly more than the motoring public – just 54% of whom either own or wish to switch to
an electric model.
Tradespeople who want to make the switch are more interested in the practical benefits of electric
vehicles than those outside the sector. Of those who either own or want to purchase an electric vehicle,
more than one in five (21%) would do so because of cost savings on fuel.
Despite increasing awareness of an impending climate change catastrophe, only 15% want to switch
to an electric vehicle because it is better for the environment. This is fewer than the public at large, of
whom nearly one quarter (23%) would own an electric vehicle because they’re more sustainable.
The news follows the Government announcing that it is investing £620 million in grants for electric
vehicle and street charging points, as part of its ambition to reach Net Zero carbon emissions by 2050.
Tradespeople are also more optimistic about the availability of charging infrastructure than the general
population. Over half (53%) expect this to be commonplace within five years, which is significantly
higher than the proportion among the public (30%).
Despite this, tradespeople still have some concerns about electric vehicles, including limited driving
ranges, upfront costs and choice of models currently available.
Almost half (43%) of tradespeople did not know that vans were available via Government-backed
support for buying an electric vehicle, such as the Plug-In Car Grant, despite more than one in five
(22%) having heard of it.
Jonny McHugh, van business manager at Direct Line, said: “Sustainability is becoming increasingly
important to people – and businesses – and the Government is responding. There is widespread
recognition that electric vehicles have a critical role to play in reducing carbon emissions. It’s promising
to see that tradespeople are leading the way, with our research showing that they’re more likely to own
or are more willing to buy an electric vehicle in future.
www.directlineforbusiness.co.uk/van-insurance/knowledge-centre/running-your-van
More than £46 million worth of tools have
been reported as stolen from vehicles
in the UK since the easing of lockdown in
April 2021.
This equates to £245,893 stolen every
day, according to an analysis of data from
UK police forces by Direct Line business
insurance.
Tradespeople are bearing the brunt, with
nearly four in 10 (38%) having fallen victim
to tool theft in the past, separate research
by the insurer revealed.
On average, it is estimated that it would
take them a full working week (4.9 days)
to replace the equipment, potentially
preventing them from carrying out jobs and
hitting them hard in the pocket.
Despite the threat, over half of
tradespeople (56%) leave tools in a vehicle
overnight.
Measures taken by tradespeople to protect
their tools and livelihoods from thieves
include:
• Keeping tools in a property/garage
overnight (30%)
• Keeping tools out of sight when they
are stored (28%)
• Fitting an alarm on their
vehicle (25%)
• Installing van CCTV or
dash cam (22%
• Parking their vans in a safe and
sensible space to deter potential
thieves (21%)
NEW SAFECLAMP LINE INCREASES CAPACITY AT RHINO
Van accessory manufacturer, Rhino Products, has expanded its production capacity by adding two new lines at its
Ellesmere Port facility. The new lines are dedicated to the manufacture of the SafeClamp ladder clamping system.
Rhino Products says it continuously invests in its infrastructure and personnel to meet customer demand for
its high-quality commercial vehicle accessories. Forming the latest round of investment, the addition of two new
SafeClamp production lines has doubled production from 500 to 1,000 pairs a day. The SafeClamp is a one touch
ladder clamping system – which Rhino says is five times quicker than traditional screw down ladder clamps –
featuring a composite beam structure and stainless-steel anchor hook. www.rhinoproducts.co.uk
72 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Updates
'TAKING COMFORT AND LAYERING TO A NEW LEVEL'
Snickers Workwear says it is taking working comfort and layering systems to ‘a whole new level’
with its new body-mapping pile jacket.
The Snickers Workwear climate control system includes functional base-layers, insulating midlayers
and weather-protective outer layers.
These technically advanced working clothes allow craftsmen and craftswomen to adjust to
changing weather conditions on site so they’re always working effectively – with maximum comfort
and protection.
‘Warm and versatile’, the new FlexiWork Inverted Pile jacket can be used both as a jacket in
cooler conditions or a mid-layer when the weather is more inclement. Made of laminated polyester
fabric with a furry pile lining for optimal warmth and comfort, its ergonomics also feature shaped
shoulders for a great fit and optimum freedom of movement. www.snickersworkwear.co.uk
For further vehicles, tools & workwear updates visit www.total-installer.co.uk
NEW MINIMAX PLATFORM RISES TO THE CHALLENGE
The new Youngman MiniMax professional duty platform from manufacturer, WernerCo, is said to offer ‘the most
versatile platform tower system, for both indoor and outdoor use, yet’.
Described as ‘an innovative and compact working at height tower’, the lightweight, modular Youngman MiniMax system has been
updated to meet the latest revised standard EN 1004-1:2020.
Easy to transport and store, the system is safely erected using the 3T (Through the Trapdoor) method, ensuring that users don’t
stand on an unguarded platform. New knuckle joints have been positioned closer together and at a natural height to allow for easy
opening and closing, and an updated profile means ribbed tubes are now available on the climbing rungs to allow for a better grip.
When dismantled, the MiniMax system is slim enough to fit through standard doorways and corridors and the base unit can be
safely operated by one user. www.wernerworldwide.com
PRECISION, SHARPNESS, DURABILITY
Hultafors says its new range of chisels offer a ‘striking balance between precision, sharpness and durability’.
This newly extended award-winning range of HDC Chisels now has a superior ergonomic design and 11 different
blade widths up to 40mm. HDC Chisels are designed for jobs on site that need strength and precision for accurate
chiselling work. All the blades are forged using a unique steel formula into a one-piece I-beam construction
for strength and rigidity with a robust profile for extreme breaking strength and a design that maximises power
transmission downwards through the tool.
Additional features include an ergonomic Santoprene handle with an impact resistant nylon striker that can be
replaced when worn down. The entire blade, including the handle, can be placed flat against the surface, allowing the
user to cut parallel to a flat surface. www.hultafors.co.uk
WORKING WITH YOU FOR CLIMATE CONTROL
New styles from Snickers Workwear promise ‘winter warmth and cooling comfort
when you need it’.
Not only will you stay warm with Snickers Workwear’s 37.5 Technology clothing, Snickers
says ‘you’ll look and feel cool too’. Styles for both professional tradesmen and women feature
ventilation to keep the wearer cool, and ‘moisture transportation’ to stop them getting cold,
for maximum comfort on-site. The 37.5 Technology fabric is a very quick-drying material that
captures and releases moisture vapour – such as sweat – for ‘superior coolness and dry working
comfort’. It’s integrated into selected Snickers Workwear base, mid and top-layer garments
‘to keep you working at your best whatever the weather’. www.snickersworkwear.co.uk
74 T I NOVEMBER/DECEMBER 2021
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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