February 2022

FEBRUARY 2022 

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST 

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Editor’s Comment 

SOPHIE STEVENS 

EDITOR 

SOPHIESTEVENS@MEDIA-NOW.CO.UK 

While supply issues, Covid, skills shortages, lack of HGV drivers, Brexit 

and more, have made this an extremely challenging couple of years for the 

fenestration sector, by and large, it has been a time of plenty. 

Order books have been bulging, and despite reports that we are approaching the 

end of the home improvement boom, there is still a degree of optimism that it will 

continue for a little while yet, at least throughout the first half of this year. 

Deceuninck Aluminium’s Nigel Headford believes that installers who have 

access to high-margin products will be well-placed to take advantage of this 

continuing demand (p.34), while SupaLite’s Steve Hacking thinks hybrid working 

patterns, accelerated by the pandemic, will continue to fuel the desire for home 

office spaces, with a tiled-roof conservatory the perfect solution (p.50). 

In the latest Business Pilot Barometer, Neil Cooper-Smith is confident that 

there will be no “cliff edge” in terms of business drop-off (p.12), but he does 

suggest that increased interest rates and inflation will reduce household 

incomes, “making good business discipline, effective lead and cashflow 

management, as well as operational efficiency [increasingly] important”; a 

sentiment that is echoed throughout the February issue. 

Elsewhere in this issue, Certass Trade Association’s Jon Vanstone highlights the 

latest developments regarding trickle vents and Approved Documents (p.14); 

Ideal Window Solutions’ Thom Emerson details the benefits of strong supply 

partnerships in a volatile market (p.16) and DGCOS’ Faisal Hussain explains why 

“there is no longer space – or patience – for businesses who use ‘smoke and 

mirrors’” in the home improvement sector (p.28). In addition, we also hear from 

Sternfenster’s trouble-shooting tech guru, Kev Wallis, who talks installer training 

and builders’ blunders on page 48. 

I hope you enjoy the issue! 

Sophie 

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Contents 

ISSUE HIGHLIGHTS 

14 TRICKLING DOWN 

Trickle vents and Approved Docs are in focus as 

Jon Vanstone returns with his Certass TA column 

36 

32 DO YOU COMPLY? 

dormakaba’s Graham Hulland explains how to ensure 

door closers comply with current legislation 

48 FITTING FAILS 

Sternfenster’s tech guru, Kev Wallis, talks product 

advancements, installer training and builders’ blunders 

48 

FEATURES 

18 EMBRACING ECO 

Victorian Sliders’ Geoff Bishop explains why energy 

efficient products will soon be more in demand than ever 

28 BY YOUR SIDE 

Faisal Hussain of consumer protection outfit, DGCOS, 

details the organisation’s benefits for installers 

30 SAFE, SECURE AND SIMPLE 

Carl F Groupco’s John Mitchell gives his three top tips 

to enhance safety and security with hardware 

36 BI-FOLDING BEAUTY 

Following the launch of the Korniche brand’s new bifold 

door, creator MFT details the benefits for installers 

42 THE HUMAN TOUCH 

Crystal Direct Group’s Kevin Morgan talks about the 

company’s recently opened Window & Door Centres 

44 HOW PROFITABLE ARE YOU? 

Emplas’ Tom Chantrell explains how he’s helping 

customers to better understand their profitability 

46 MASTER OF NONE? 

Business Pilot’s Elton Boocock on why it doesn’t pay to 

be a jack of all trades when it comes to window industry 

software systems 

54 CHEMICAL REACTION 

Geocel’s Andy Cummins explores the different sealant 

options on offer to installers 

56 FLYING HIGH? 

Deceuninck Aluminium’s Nigel Headford on why installers 

could be missing out on higher value installations 

62 MISS FIT, MISS A TRICK 

Why should busy installers visit FIT Show 2022? event 

director Nickie West has all the answers! 

4 T I FEBRUARY 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS 

12 THE BUSINESS 

PILOT BAROMETER 

Window and door sales bounced back in January, 

but are things about to slow? Business Pilot’s Neil 

Cooper-Smith looks at the data... 

16 INSTALLER INSIGHTS 

Ideal Window Solutions’ Thom Emerson details the 

benefits of strong supply partnerships in a volatile 

market 

26 OUT & ABOUT 

Total Installer’s George Lewis visits Lincoln-based 

fabricator, Sternfenster 

64 XPERT ADVICE 

Richard Bryant, of Xpert Tools stockist Window 

Ware, explains why dependable supply is so vital 

INDUSTRY NEWS 

6 TRAINING EXPANSION 

Building Our Skills expands its national network of practical 

training centres 

7 TOUGHER TIMES AHEAD? 

Purplex Marketing’s Andrew Scott thinks the home 

improvement bubble is set to burst in 2022 

7 

SECTIONS: 

WINDOWS 

18 

DOORS 

32 

GLAZED 

EXTENSIONS 

50 

HOME 

IMPROVEMENT 

56 

VEHICLES, TOOLS 

& WORKWEAR 

6 

64 


FEBRUARY 2022 T I 5

News Roundup 

87% FACE PROJECT DELAYS 

Nine in 10 tradespeople (87%), are being 

forced to delay projects due to ongoing 

supply shortages, a new report reveals. 

The study by small business insurance 

provider, Simply Business, found that more 

than a quarter (27%) of tradespeople said 

they’ve had no choice but to delay projects 

by a minimum of four to eight weeks. 

Nearly one in five (16%) have had to delay 

projects by eight to 12 weeks, and a further 

one in six (13%) have had to delay projects 

by three months or more. 

According to Simply Business, supply 

challenges have left tradespeople across 

the country, including glaziers, roofers and 

joiners, facing a staggering £3.5bn loss, with 

costs being passed down to tradespeople and 

ultimately the consumer. 

FENSTERBAU DATE CHANGE 

Fensterbau Frontale and Holz-Handwerk 

2022 have been postponed until July 2022. 

Following 'multiple requests from registered 

exhibitors', the organisers of the dual event, 

which will take place in Nuremberg, Germany, 

say the new dates of 12 - 15 July 2002 

will 'enable all participants to plan with 

confidence'. 

Elke Harreiss, director at Fensterbau 

Frontale said: “By acting early to reschedule 

Fensterbau Frontale and Holz-Handwerk to 

a date in summer, we are accommodating 

the wishes of many exhibitors to provide a 

meeting place for the industry where they 

can network and do business in a positive 

atmosphere in 2022. We are very grateful for 

the many constructive conversations with the 

advisory boards and industry representatives, 

which provided significant encouragement 

for this decision. Together with our exhibitors 

and partners, we are looking forward to 

meeting again in Nuremberg between 12 

and 15 July 2022, with positive interaction 

between industry colleagues, profitable new 

business contacts, and all kinds of trends 

and inspiration for business!” 

BUILDING OUR SKILLS ADDS TRAINING SITES 

Building Our Skills, the initiative to make 

fenestration a ‘career of choice’, is expanding 

its national network of practical training centres 

with the addition of two new academy sites. 

The first is via a partnership with BUILD training, 

located near Heathrow airport, and the other 

through collaboration with Glass & Fenestration 

Training Solutions (GFTS) in Cornwall. 

The expansion of practical training follows 

the acquisition by Building Our Skills of the 

digital assets and course content of Profitter, 

which includes a range of courses including 

an introduction to fenestration for beginners, 

intermediate and advanced courses, along with 

specialist opportunities and surveying. 

BUILD is an independent training provider, working 

with learners aged 16 –75, to facilitate their 

entry into the construction sector. GFTS offers 

a broad range of apprenticeships, training and 

qualifications nationwide, in many aspects of 

the fenestration industry. These include glass 

processing, installation and surveying, curtain 

walling, glazing, fabrication of glass supporting 

systems and associated qualifications. 

Quality Assured National Warranties (QANW) 

has donated £10,000 to Lighthouse Club, the 

construction industry charity that provides 

emotional, physical and financial well-being 

support to construction workers and their 

families in times of crisis. 

Gemma Swankie, head of sales and marketing at 

QANW, said: “We are very proud to be partnering 

with Lighthouse Club to help fund the support that 

they offer to the construction industry. Our members 

are all involved in the construction and home 

improvement sectors, and as well as this donation, 

we will be working with Lighthouse Club to spread the 

message about the work they do and the resources 

and help they offer to anyone who is struggling. 

“There are staggering statistics about the impact of 

mental health issues within our sector, which have 

In addition to its practical training academy at 

Sheffield and the two new centres, Building Our 

Skills is looking at adding further sites, with the 

next one proposed for the Scottish Borders. 

Commenting on the opening of the new sites, 

John Ogilvie, director of Building Our Skills said: 

"Here at Building Our Skills we strongly believe 

that practical training is the way forward for 

the industry. Opening these two new centres 

is a great step forward for the industry and 

demonstrates our commitment to raising 

standards in fenestration. It's gratifying that 

we are able to offer training to support industry 

employees to do their jobs to the highest 

standards, and that we are now able to do this 

on a regional basis which has obvious appeal for 

those wanting to train." 

For further information, visit: 

www.buildingourskills.co.uk 

QANW MAKES £10K LIGHTHOUSE DONATION 

Lauren Frew made the donation on behalf of QANW at the 

Lighthouse Club Scotland East Annual Dinner in Edinburgh 

only been exacerbated by the Covid-19 pandemic. 

We see this new partnership as a way to support 

the important and vital work that Lighthouse Club 

does to help construction workers and their families 

when they are in need.” 

Anyone working within the construction sector can 

access Lighthouse Club support at: 

www.lighthouseclub.co.uk 

6 TI FEBRUARY 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

DoorGlass Brochure 21/22 Total Fabricator Half Page.qxp_Layout 1 18/08/2021 14:01 

For more news and the latest updates, visit www.total-installer.co.uk 

ARE 'TOUGHER TIMES' AHEAD? 

The founder and MD of fenestration 

and construction marketing agency, 

Purplex, has warned of "tougher 

times" for the industry in 2022, 

as the surge in demand for home 

improvements, sparked by the 

pandemic, calms. 

Andrew Scott 

Andrew Scott, who is also the founder of industry data supplier, Insight Data, 

commented: “It goes without saying but the industry boomed last year despite 

material and labour shortages. With lockdown restrictions in place for most of 

2021, consumers were able to make even more savings which they’ve been 

able to reinvest into their properties – making the home improvement market 

busier than ever. Covid changed the way the market previously operated 

and so the last 21 months have been an anomaly – but we’re finally 

starting to see activity stabilise and return to pre-pandemic levels." 

NEW DEFINITIVE GUIDE TO 

COMPOSITE DOOR GLASS 

U P D A T E D F O R 2 0 2 1 / 2 0 2 2 

Andrew advises businesses to: “Avoid the temptation to cut costs in the 

areas which matter most, and instead work towards maintaining a strong 

brand and reputation to help carry your business through the tougher times." 

Despite the downturn, Andrew believes that: “For those companies who 

have ambition and can push through the new challenges, there are huge 

opportunities ahead." 

THE ONLY WAY IS UP AT VBH SWANSEA 

Changes to customers’ ordering 

patterns have given rise to an 

innovative re-design at VBH’s 

sales and distribution centre in 

Swansea. 

Serving VBH’s customers in Wales 

and south west England, more stock 

needed to be held in Swansea to help 

react to the requirements of customers whose hardware uptake had 

rapidly increased or, in some cases, ‘had become erratic’. 

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The focus was to ensure that customers’ sales orders would be 

supplied complete first time from Swansea, without the need to ship 

part orders from other VBH sites. 

Floor area was already at maximum capacity so Dave Prout, VBH 

operations manager at Swansea, and his team, designed and 

installed high level picking spaces and pallet racking to take full 

advantage of the building’s height. 

The re-design has allowed for a deeper stock holding of VBH 

Swansea’s most popular lines, including those from the greenteQ 

brand, and has created an extra 120 pallet spaces with no loss of 

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Company News 

PAMELA PROMOTED 

Hardware specialist, VBH, has promoted 

Pamela Paterson to the position of 

operations manager at the company’s 

East Kilbride facility. 

The East Kilbride site deals with VBH’s 

customers in Scotland, Northern Ireland 

and Ireland, as well as some in the English 

northern counties. 

The growing number of customers within 

these areas, coupled with the increased 

workload brought about by record sales levels, 

have resulted in Pamela assuming more 

responsibilities for the day-to-day running 

of the site. Allan Price, general manager for 

Scotland & Northern Ireland was quick to 

recognise this fact and offer the promotion. 

Pamela, who joined VBH in 2002 as an 

internal sales co-ordinator, is the main internal 

customer contact at East Kilbride and also 

liaises with local colleagues and those from 

VBH’s other sites to ensure that the correct 

stocks are in place, and that customer orders 

are processed quickly and accurately. 

Pamela said: “I’m very pleased that my 

efforts have been recognised by this 

promotion. The team here at VBH EK is very 

tight-knit and we always strive to do our best 

for our customers and for VBH. We may be 

small in number but we pack a punch when it 

comes to customer service.” 

www.vbhgb.com 

A RECORD YEAR FOR PREMIER ARCHES 

Arched frame manufacturer, Premier Arches, has 

seen a 94% sales uplift in the past 12 months, 

making 2021 its most successful year yet. 

Managing director, Sean Greenall, attributes this 

success to an increased demand for bespoke 

arched and angled frames across the country, 

matched with the unique and specialised service 

the company offers, taking the hassle away from 

the ‘complicated and time-consuming’ process of 

profile bending. 

Sean said: “Since opening our doors in 2015 

we’ve grown significantly, with the past 12 months 

being our most successful yet. Demand for home 

improvements has sky-rocketed in the past two 

years, with more and more homeowners wanting 

to transform their properties with bespoke arched 

Aluplast will showcase its product range, 

including a series of new innovations 

developed specifically for the UK, at 

Fensterbau Frontale 2022. 

Held in Nuremberg, Germany, from July 12-15, the 

expo is a global showcase for innovation in window 

and door design. Aluplast will profile its latest 

offerings on Stand 241, Hall 5 at the show. 

This includes colour options such as the newly 

launched premium Jet Black foil finish; Woodec, 

Aluplast’s ‘ultra-realistic’, premium woodgrain 

and angled windows and doors. At Premier Arches, 

we’ve managed to meet that demand, successfully 

manufacturing and supplying fabricators, trade 

counters, installers and local builders with highquality, 

bespoke arched, angled and generally 

complex frames in almost any shape, and in almost 

any PVC system on the market.” 

Email: info@premierarches.co.uk 

SUPPORTING UK GROWTH IN NUREMBERG 

Bellshill-based Vantage Windows & Doors has 

been crowned as January’s Which? Trusted 

Trader of the Month, an award that celebrates 

firms that go ‘above and beyond’ to represent the 

high standards required to be a Trusted Trader. 

Raj Kakar-Clayton, Which? Trusted Traders 

managing director, said: “It’s always a pleasure 

to acknowledge the work of an organisation that 

delivers great work and is deserving of such an 

award. A true pillar of its community, Vantage 

Windows & Doors is an exemplary ambassador for 

Which? Trusted Traders. 

For more company news visit www.total-installer.co.uk 

option and Lift-and-Slide, the German system 

house’s ‘ultra-energy-efficient’ modular lift-andslide 

door. 

Ian Cocken, director of sales and marketing at 

Aluplast, said: “Fensterbau is a truly global event, 

and we’d encourage fabricators and installers to 

be part of it and come to the Aluplast stand to see 

first-hand how continuing and industry-leading 

product innovation is delivering new opportunities, 

and supporting our customers’ growth at home in 

the UK.” www.aluplast.co.uk 

FIRST WHICH? TRUSTED TRADER OF 2022 

Vantage’s MD, Ernie Rea, added: “Becoming a Trusted 

Trader has paid dividends for Vantage Windows & 

Doors with 50% of all our new business coming 

through Which? Trusted Traders... we are very 

grateful to be awarded the first Which? Trusted 

Trader of the Month Award for 2022.” which.co.uk 


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Contract The Business Talk Pilot Barometer 

BACK IN BUSINESS? 

Window and door sales bounced back in January, but are things about to slow? Neil 

Cooper-Smith, senior analyst at Business Pilot looks at the data... 

Business Pilot Barometer Edition 25: November/December 2021/January2022 

Figures for window and door sales last month [January 2022] show a 47% uplift in sales as the 

industry shook off the festive period hangover and got back to business. 

Lead generation more than doubled, up 105% on December’s figures. Conversions, however, 

slowed, dropping by almost 12%, while average installed values fell by half to around the 

£4,400 mark. 

Figures for the housing market are also mixed. House prices rose at their fastest annual pace 

for 17 years in January at 11.2% year-on-year and up 0.8% on December. 

The flip side of that coin is that the figures were accompanied with a warning from Nationwide 

that the increase was based on lower levels of stock. 

With average house prices hitting £255,556, combined with wider inflationary pressures, 

Nationwide expected the number of transactions this year to slow. 

Underlying concern about the rate of inflation makes it likely that the Bank of England, which 

increased interest rates to 0.25% in December, will introduce further increases in the months 

ahead, something which is likely to further compound house price affordability. 

A slower housing market would historically suggest a toughening of conditions in the window 

and door industry. We think, however, with many people still working from home, or moving 

to hybrid models of work, even if we see a slowdown in housing transactions, demand will be 

sustained into the first half of the year. 

The hiatus of spring and summer 2020 and 2021 is, however, in our view, unlikely to be repeated. 

Sales in January 2022 are 14% down year-on-year on the same time in 2021. Compared to 

January 2020 (that’s pre-Covid) they’re 36% down. 

As we have said before, we don’t see a cliff edge. Even if transactions are lower in the housing 

market, as long as prices hold up, homeowners will be prepared to spend. 

But with further increases in interest rates likely, albeit from historically low levels, and 

inflation putting a squeeze on household incomes, we don’t see a repeat of the past two-years, 

which makes good business discipline, effective lead and cashflow management, as well as 

operational efficiency, important. 

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 

www.businesspilot.co.uk/barometer 

12 T I FEBRUARY 2022

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Contract The View Talk from Certass TA 

LEVELLING UP, TRICKLING DOWN 

Jon Vanstone, chair at Certass Trade Association, talks trickle vents, Approved Documents 

and the perception of our industry... 

It’s no news that there is big change coming for 

our sector and the construction industry at large. 

Government is focussed on how we improve 

the health of all homes across the UK, made 

most obvious by the ‘rebrand’ of the Ministry for 

Housing, Communities and Local Government 

(MHCLG) to the Department for Levelling Up, 

Housing & Communities (DLUHC) by the Prime 

Minister in 2021. 

With new Approved Documents now released and 

the timeframe before their introduction in June 

this year growing ever-smaller, installers need 

to be prepared for the impact of new regulations 

on their businesses and have a plan of action in 

place to help overcome any challenges. 

The first challenge is undoubtedly setting straight 

the situation on trickle vents – which will not 

be required in all window installations moving 

forward. As is usually the case with Approved 

Documents, they look at issues from a ‘whole 

house’ point of view. It means that there is not (at 

the time of writing), explicit wording to demand 

using trickle vents in all window installations. 

After all, trickle vents are not the only method of 

introducing healthy ventilation into a home and if 

other ventilation methods are being introduced, it 

is usually out of the hands of a window installation 

company. It is most likely that the ‘like-for-like’ 

approach to trickle vents will remain. We are 

releasing guidance on how installers can remain 

compliant regarding trickle vents, and support to 

help them to educate consumers on the benefits of 

well-ventilated homes. 

After years of home improvement goals being to 

make properties airtight, get rid of draughts and 

keep everything super warm, we are now in a 

situation where overheating is a very real threat 

to some of the most vulnerable in our society. 

There is re-education to be done regarding 

allowing fresh air inside to ventilate properties, 

even in the colder months. 

The main issues I foresee with these new 

Approved Documents is how Government and 

Local Authorities plan to enforce these changes 

and ensure that non-compliance by cowboys 

is punished in a way that can push forward the 

professionalisation of our industry and promote 

our best installers. 

Perception problems 

It’s something we have been tackling for years 

– the perception of glazing installers usually 

tarnished by the few ‘rogue traders’, when we 

know, at least from Certass’ perspective, that 

we have more than 3,500 installers who deliver 

great workmanship and play by the rules to not 

only keep customers happy, but also feel safe and 

secure in their homes. 

There are outdated workarounds for bad home 

improvement practices such as indemnity 

insurance policies that allow homes to be sold. 

So, the real impact of choosing cheap, poor 

workmanship, over a professional company who 

follows best practice, is lost to homeowners. 

And without a clear position from local authority 

departments regarding the consequences of 

non-compliance, enforcing changes will fall to the 

Competent Person Schemes. Obviously, the idea 

of enforcing trickle vents on all installations has 

been met with strong reactions from industry and 

installers who report that they have a negative 

reaction from consumers. 

But it’s about having a fair outcome for 

everyone involved. We need to meet the goals of 

government to create better living environments 

for everyone, not harm installers’ pipelines 

or sales opportunities, and make sure that 

homeowners have the right level of information to 

make informed decisions on what they choose for 

their properties. 

We do expect that things within the Approved 

Documents will be clarified in the coming 

weeks, so please keep an eye out for any 

communications from Certass in your inbox and 

on the Facebook Forum – as usual, we will be 

releasing information as we receive it. 

Contact Certass Trade Association: 

01292 292 095 

certassta.co.uk 

@CertassTa 

Jon Vanstone 


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Installer Insights 

A CUSTOMER-FIRST APPROACH 

Thom Emerson, sales and marketing director of Hampshire-based Emplas installer, Ideal 

Window Solutions, talks challenging projects, the pros and cons of online reviews, and the 

benefits of strong supply partnerships in a volatile market... 

The Colten Developments 

installation, which was a 

particularly tricky project 

Thom Emerson started out in 

the glazing sector aged 17 

Total Installer (TI): What was your path into 

the glazing sector? 

Thom Emerson (TE): I left college in 1977 at the 

age of 17 and joined a traditional glass company 

called Clarke Eaton that supplied sheet glass 

for building sites and shop fronts, as well as 

replacement glazing for residential properties. 

I was office based, but I also spent time on 

site as I was expected to have a practical 

understanding of the work we did. 

At the age of 20, I moved into sales and then 

through a series of changes I progressed through 

management roles. I spent some time at Regency 

International, which at the time was the largest 

extruder in Birmingham, then joined Premier 

Profiles as sales director, before moving into 

fabrication with Premier Trade Frames. 

Premier Trade Frames was one of the first super 

fabricators – making around 3,500 frames a 

“The most important 

thing, without question, 

is to always put the 

customer first” 

week. After it was sold to Masco, I spent some 

time at Board level within the group, before 

investing in Ideal Window Solutions. 

TI: If you had one piece of advice about 

starting a glazing installation business, what 

would it be? 

TE: The most important thing, without question, is 

to always put the customer first. 

It also goes without saying that you should 

choose a strong supplier. We have an excellent, 

long-term partnership with Emplas, and while 

it’s not exactly been plain sailing over the course 

of the pandemic, I’m fully aware of what they 

can and can’t control. They have done everything 

they can to support us throughout an extremely 

challenging period. 

TI: Tell us about a recent project? 

TE: We have recently completed a stunning 

installation of timber alternative windows at 

Leydene House in Hampshire. 

Leydene House is a stately home built by Lord 

Robert Peel at the beginning of the Great War. The 

house was taken over by the Royal Navy in the 

second world war and was sold and redeveloped 

into four apartments in the 1990s. 

While the age of the building and the size of 

the windows didn’t make for the easiest of 

installations, the results were well worth the effort. 

TI: What is the most difficult/challenging 

project that you’ve worked on? 

TE: We completed a retirement home installation 

for Colten Developments. This involved an Art 


Contract Talk 

Ideal Window Solutions has an “excellent 

long-term partnership” with fabricator Emplas 

Deco theme, a bespoke colour, and energy 

efficient products that could replicate the slim, 

clean lines of steel windows. 

We also needed to create an entrance with curved 

windows to match the Art Deco styling. There 

were many challenging features, but none more 

so than the leaded decorative design for the 

curved central column. 

This involved getting one leaf of the IGU 

manufactured and delivered, getting another 

company to lead that glass with the required 

design, despatching it back to the glass bender, 

pairing it up with its corresponding leaf and then 

manufacturing it into a finished IGU! 

TI: How do you deal with difficult customers? 

TE: As a business, we believe in transparency 

and fairness, we have a positive attitude when 

it comes to dealing with complaints. But we are 

also strong and robust enough not to get bullied 

“Unfortunately, I think 

we’re going to see 

volatility in material 

prices continue until at 

least Q3” 

by customers. When we enter into a contract, 

we work very hard to ensure we do everything 

that we say we are going to do, and we think it is 

reasonable to expect the same from the other party. 

TI: What is your opinion of online reviews? Are 

they a blessing or a curse for the installer? 

TE: They can be both. We invite all our customers 

to leave feedback on Checkatrade, we have 

close to 3,000 reviews and that’s miles ahead 

of most other installers. Most of our reviews are 

positive and that helps us to win more business. 

Occasionally, we receive negative feedback, but 

we can manage that by giving an honest reply, 

apologising if necessary and explaining what was 

done to remedy the problem. 

TI: What’s the biggest issue currently affecting 

you as an installer? 

TE: Without a doubt, it is material price increases. 

It’s a big problem on the commercial side of our 

business where we enter into contracts that include 

a fixed price period – when suppliers call on ‘force 

majeure’ to break a contract, it has significant 

implications further down the supply chain. 

And unfortunately, I think we’re going to see 

volatility in material prices continue until at least 

Q3 2022. 

Contact Emplas: 

01933 674880 

www.emplas.co.uk 

@EmplasWindows 


FEBRUARY 2022 TI 17

Vertical Sliders 

EMBRACING ECO 

In the wake of COP26, climate change is at the top of the agenda. Geoff Bishop, marketing 

manager at Victorian Sliders, explains why this means energy efficient products will soon be 

more in demand than ever. 

There’s never been as much focus on the 

environment as there is today. 

In recent years, it’s rapidly moved to 

the top of the list of priorities for hundreds of 

governments and billions of ordinary people 

around the globe. 

That’s why the eyes of the world were on Glasgow 

for two weeks in November, as the planet’s most 

powerful people gathered for COP26. 

At COP, world leaders reaffirmed their 

commitment to trying to stop global temperatures 

rising more than 1.5ºC – above which scientists 

predict the damaging effects of climate change 

would drastically accelerate. 

That means energy efficiency is more important 

than ever. 

Energy efficiency – a vital role 

If someone asked you to think about the sorts 

of measures that can help us move to a more 

sustainable future, you’d be likely to picture wind 

turbines, solar panels and electric cars. 

All those technologies have a vital role in helping 

us reach net zero – but so does the energy 

efficiency of everyday products. 

According to the International Energy Agency, we 

could double the world’s energy efficiency with 

the products and technology that are already 

in use today, saving millions of tons of carbon 

every year. 

Energy efficiency measures are cost-effective and 

quick to implement – whereas other important 

steps, like switching to renewable energy, are 

much more expensive, and will take years to bring 

about. 

Given that homes account for 15% of the 

UK’s total carbon emissions – and the built 

environment more generally is responsible for 

as much as 40% – demand for energy efficient 

building products is very likely to soar in the 

decade to come. 

With EcoSlide windows from Victorian Sliders, 

your business could benefit. 

Victorian Sliders – green pioneer 

At Victorian Sliders, we’ve been pioneering energy 

efficiency in the glazing industry for decades. 

Our hugely successful EcoSlide sash window 

has been offering outstanding A-rated thermal 

efficiency for over a decade, and we also offer the 

option to upgrade to A+ rated for even greater 

performance. 

As homeowners across the country become 

more conscious of their carbon footprint, that’s 

a major selling point, and partly responsible for 

the rocketing demand we’ve experienced as a 

business over the last five years. 

What’s more, we’ve invested extensively to 

build an impressive in-house PVC-U recycling 

capability. We’re virtually unique in our industry 

in having our own recycling plant, that turns old 

PVC-U frames into thermal inserts that go on 

to improve the energy efficiency of our EcoSlide 

windows. 

In the years ahead, we’re planning to significantly 

scale up that recycling capacity, that allows us to 

recycle a PVC-U window as many as ten times – 

extending its lifespan by decades. 

By embracing measures like these, our sector can 

make a vital contribution to helping Britain reach 

net zero by 2050. 

Contact Victorian Sliders: 

01269 846200 

www.victoriansliders.co.uk 

@VictorianSlider 


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Six Keylite roof windows have been used for a recently completed self-build project, where an integrated 

automation system is a key feature of the new ‘smart home’. 

Situated in the drumlins of County Down, the Keylite windows were specified for use in the property’s open-plan living, 

dining and kitchen area, as well as the first-floor landing. 

Homeowner, Mark McCall, said: “As a low-energy household, insulation and ventilation are two very important factors for 

us. Being able to open up our roof windows to expel any excess heat has been fantastic... Yet once the windows are closed, 

Keylite’s fully integrated expanding thermal collar and triple glazing ensures that minimal heat can escape. 

“Another one of Keylite’s big selling points was its electric roof windows... Keylite’s technical department went above and 

beyond. They spoke to our smart home supplier, Epitome Living, and supplied additional pieces of hardware which allowed 

us to integrate the windows and blinds into our own system.” www.keyliteroofwindows.com 

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

KEYLITE ROOF WINDOWS SPECIFIED FOR SMART HOME 

WINDOW SURROUND SYSTEM ADDED TO RANGE 

Rainclear Systems, the UK stockist and online retailer of metal rainwater, roofline and drainage 

solutions, has added a new window surround system to the architectural aluminium ranges it offers. 

With various kits offering deep (100mm) or slim (50mm) projection; 100mm, 150mm and 200m widths; seven 

different window sizes and two different door sizes, the Skyline system can be made to fit most dimensions by 

cutting down the lengths between the corners to create the measurements required. According to Rainclear, bespoke 

solutions can also be facilitated if the online range doesn’t meet the needs of a specific project. 

Suitable for both new-build and retrofit, Skyline’s cantilever design bracket with a wide fixing surface area, made 

in ‘robust’ 3mm thick aluminium, allows for fixing direct to the building’s façade. This, says Rainclear, eliminates the 

requirement for costly ‘boxing’ or joinery ‘saving considerable time and, therefore, money’. www.rainclear.co.uk 

WICONA SYSTEMS INSTALLED AT ELEPHANT PARK 

Wicona has supplied its aluminium door and window systems to a recent phase of work at the Elephant 

Park development, the largest regeneration scheme in Central London. 

With ambitions to create housing of the highest quality in the heart of the city, a key focus was providing 

systems and materials that would achieve high standards of thermal efficiency, as well as adhering to the 

guidance of the Centre for Window and Cladding Technology. The doors and windows also needed to be Secured 

by Design compliant, as well as adhering to the requirements of Approved Document M for accessibility. 

Wicona provided Wicline 75 windows, Wicstyle 75 doors and Wicslide 160 lifting-sliding doors. All three 

feature a multi-chamber construction to improve thermal insulation and are designed to achieve maximum 

weather and wind tightness. www.WICONA.com/en/uk/ 

QUOTATION TIME REDUCED WITH WINDOWLINK 

Double glazing installation company, Leamore Windows, says it has reduced its quotation time by a third 

thanks to Windowlink’s Focus software. 

Stuart Hayes, the company’s sales and operations manager, said: “We’ve been using Windowlink software for 

nearly 15 years now and we’re really impressed with the Focus programme. What we like most is the speed, ease 

and professionalism of the software. It’s extremely user friendly and you can input quotations in a third of the 

time, helping us massively in our sales process.” 

Focus is a specialised window and door design and quoting software, which helps installers secure sales 

by managing the entire process, from the design stage right through to survey. The software also presents 

homeowners with visuals that can be superimposed onto existing images of the property. www.windowlink.com 

22 T I FEBRUARY 2022 

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Updates 

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

WINDOW SECURITY A 'KEY CONCERN' 

A windows expert is imploring installers and fabricators to ‘re-evaluate the security credentials of their frames and 

hardware’, ‘seek further assurances from regulatory bodies’ and consider additional measures such as Secured by 

Design (SBD) accreditation, after an estimated 65,000 burglaries were reported between July and September 2021. 

According to ONS, one in five burglars will enter a property via a window, while a recent survey found that more than a 

third of Brits feel a greater need to protect the security of their homes than before the pandemic. 

Mark Gajda, head of Technical Services at Rehau, is appealing to fenestration professionals to consider security risks and the necessary standards to mitigate 

them when specifying frames. Identifying security as a “key concern” for many building occupants, he said: “Burglaries are likely to rise post-pandemic, so window 

professionals must go above and beyond to provide solutions... With this in mind, we’ve extended our support for tradespeople by joining the SBD initiative, 

providing installers, fabricators and building applicants alike with further peace-of-mind on the performance of frames.” www.rehau.com/uk-en/approvals 

MORLEY GLASS 'FIT' AND READY FOR 2022 SHOW 

Integral blind manufacturer, Morley Glass, will be showcasing its largest ever range of Uni-Blinds 

at this year’s FIT Show in May, giving window and door installers a ‘long overdue and exclusive 

opportunity’ to explore its latest innovations. 

For many visitors, the spacious 110m 2 Morley Glass exhibition stand – N31 – will be their first chance 

to see and appraise the two newest Uni-Blinds integrated blind systems, which have been developed 

since the last FIT Show in 2019. Morley Glass is anticipating strong interest in both the pleated blackout 

and symmetrically designed SV+ sliding Venetian systems. These latest products will feature along with 

the full Uni-Blinds integral blinds range to give FIT Show visitors ‘the complete picture of what these 

multi award-winning shading and privacy solutions have to offer’. www.morleyglass.co.uk 

£10M TURNOVER INCREASE AT VICTORIAN SLIDERS 

Sash window manufacturer, Victorian Sliders, is celebrating its most successful year on record, having 

seen its turnover soar by a reported £10m over the last 12 months. 

After experiencing ‘unprecedented demand’ for its EcoSlide sash windows, the manufacturer has implemented 

extra shifts, expanded office locations, hired new employees and expanded its transportation fleet to keep pace 

with demand. Having reached this ‘momentous milestone’, Victorian Sliders says it is now in an excellent position 

to continue to thrive and grow into 2022 and beyond. 

CEO, Scot Starkey, said: “We’re absolutely delighted with the growth we’ve seen over the past 12 months. I want 

to take this opportunity to thank our staff for all their hard work over the last year, and the thousands of customers 

we serve right around the UK, without whom none of this would’ve been possible.” www.victoriansliders.co.uk 

SHEPLEY LAUNCHES NEW VISAGE WEBSITE 

Shepley has launched a new website for its popular retail brand, Visage. visageonline.co.uk 

showcases the complete Visage product range including Rehau PVC-U windows and doors, 

Vuelta flush sash windows and the Visage composite door collection. 

The website also offers homeowners advice on glazed extensions, conservatories and bi-fold doors. 

Ian Griffiths, MD at Shepley Windows, said: “With recent reports claiming that 51% of people are 

planning to enhance their home in the next year, the new Visage website offers homeowners practical 

information and advice for their project... The latest version of the website makes it easy for homeowners 

to browse the complete Visage range. It contains high-quality installation photos for inspiration and 

visitors can select from the full range of Visage brochure downloads.” www.visageonline.co.uk 



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Out & About 

SETTING UP FOR SUCCESS 

It’s been a turbulent two years for construction, but Sternfenster has weathered the storm with 

a host of investments to benefit both its installer customers, and its own staff. Total Installer’s 

George Lewis recently visited the Lincoln-based fabricator to find out more... 

Sternfenster’s PVC-U 

production factory in Lincoln 

Family-owned Sternfenster manufactures 

and supplies windows and doors, supplying 

systems from Deceuninck, Smart Aluminium 

and Doorco. 

In an ever-changing world, managing director 

Mike Parczuk and his team have adapted to the 

challenges posed by the Covid-19 pandemic and 

resulting home improvement boom, which is 

expected to carry on into at least the first half 

of 2022. 

But with raw material shortages seen across 

the industry, it hasn’t always be plain sailing for 

businesses, and that includes Sternfenster. 

Despite this, Sternfenster has been better placed 

than many to react to ever changing conditions, 

due to significant investment enabling it to 

take control of its processes in both PVC and 

aluminium manufacturing. 

The fabricator manufactures its IGUs in-house, 

has the capacity to paint its own PVC-U profiles 

and also has its own aluminium powder coating 

line, enabling greater flexibility than most other 

fabricators to adapt to demand. 

It was one of the first fabricators to open up after 

the lockdown in 2020, and has since streamlined 

the business, whilst also offering its customers 

even more help, with a huge 58,656 emails sent 

out to customers since returning from lockdown, 

explaining the current market, and supporting its 

customers through three price increases. 

Home comforts 

With homeowners continuing 

to spend more time at 

home following various 

lockdowns in 2020 and 

2021, it has meant 

that UK households 

reportedly accumulated 

around £190bn in 

additional savings. 

With this extra money not being used, home 

improvement seems to be the ‘go-to’ way of using 

that money to either feel better about spending 

more time in the home, or to take the opportunity 

to sell up, with average house prices at a record 

high. 

Sternfenster MD, 

Mike Parczuk 

Recent investments and projects 

Sternfenster has developed a real time production 

capacity planning system from scratch during 

lockdowns, and when many were working from 

home, offered its EasyAdmin CRM for free, 

allowing customers to quote and 

place orders remotely. 

Sternfenster has also carried 

on investing in a widerange 

of areas throughout 

the company, which started 

with a 2017 investment of 

£3.6m in a new aluminium 

production facility. 


More recently, the company has made a sixfigure 

investment in a new machining and cutting 

centre and a 4-head Ever Theta Frame crimping 

machine, along with a new PVC welder and bead 

saw. Sternfenster also invested £500,000 in new 

delivery trucks. 

Sternfenster manufactures its 

own toughened glass 

Sternfenster Plus: everything you need 

Sternfenster Plus (SFPlus) is an online resource 

that has been designed to give customers 

everything they need to run their business more 

efficiently. 

It gives customers access to a live production 

capacity feed of Sternfenster’s PVC-U and 

aluminium production lines. 

SFPlus was developed during the first lockdown 

and with on order turnaround times becoming 

longer due to material shortages, it has helped 

installers and customers alike understand instant 

timings for projects. 

SFPlus also allows its customer to check on the 

status of their quotes, contracts and deliveries, 

while they can also download comprehensive 

training and marketing materials and visit a 

regularly updated news feed. 

The benefits to Sternfenster’s customers are 

apparent, with total page views from January to 

May 2021 increasing from 46,502 to 94,129, with 

an average of 115 daily users. 

The future for Sternfenster 

During lockdown, Sternfenster developed a ‘lead 

to delivery’ quotation system called Proposal 

Builder, produced to support its customers in 

even more ways. Proposal Builder begins with 

a homeowner creating an initial quote via a 

customer’s website. This information, including 

specific pricing or discounts, is then replicated 

in the customer’s EasyAdmin system. Proposal 

Builder then allows an installer to create a digital, 

branded quotation pack, tailored precisely to the 

requirements of the prospect. 

As an online system, the main advantage of 

Proposal Builder is that it enables end-users to 

book a survey, pay a deposit or place an order 

“Sternfenster is in a 

perfect position to 

adapt and overcome 

the hurdles that both 

the company and 

installers face” 

straight away with just the click of a button. 

That order is then transferred to EasyAdmin, and 

from there sent straight into production. 

Once completed, the system will also include 

a virtual showroom, allowing homeowners to 

configure any product in Sternfenster’s PVC and 

aluminium range for colour, hardware or glass 

specification. 

Sternfenster invested £30,000 in 3D CGi 

animation of its entire product range to make 

sure the system can give its customers the 

best options available at a time when in-person 

viewing may be more difficult. 

Within the company, Sternfenster has also put 

greater impetus on its Investors in People status. 

Investors in People is an accreditation scheme 

designed to help organisations set out processes 

for the continuous improvement and recognition 

of staff, and Sternfenster is on-track to achieve 

Gold status in October 2022, having received 

Silver in 2020, higher than the industry standard 

for manufacturers. 

Mike explained: “Only 20% of organisations that 

are assessed for Investors in People achieve 

Silver, and it shows that we not only have the 

right principles in place, but that we’re actively 

encouraging them to be applied throughout the 

company.” 

Understanding installers 

Sternfenster also has a retail arm called 

Starglaze, giving the fabricator a direct 

understanding of the issues currently facing 

retail companies. This means it has a direct 

understanding of the pressures its trade 

customers are presented with on a daily basis, 

and is able to fine-tune the service it provides to 

installers. 

With 2022 continuing to present challenges for 

the supply chain, Sternfenster is in a perfect 

position to adapt and overcome the hurdles that 

both the company and installers face. 

Contact Sternfenster: 

01522 512525 

www.sternfenster.com 

@Sternfenster 


FEBRUARY 2022 T I 27

Consumer Protection 

BY YOUR SIDE 

Faisal Hussain, chief executive of the Double Glazing & Conservatory Ombudsman Scheme 

(DGCOS), talks to Total Installer about the organisation’s benefits to installers and its plans 

for 2022 to assist members, protect consumers and raise industry standards. 

Looking back at recent years, we are all aware 

of the highs – the surge in sales from the 

home improvement boom – to the lows of 

Covid restrictions, and wider issues like labour 

shortages, supply chain issues and the road to 

net zero by 2050. It’s been relentless, and I have 

total respect for every single installer in our sector 

who has managed to keep going. What I think is 

important to recognise, is that following these 

challenges, a new world has emerged, bringing 

with it more transparent ways of doing business. 

This new ‘service economy’ is based on trust and 

integrity, something that lies at the heart of DGCOS. 

There is no longer space – or patience – for 

businesses who use smoke and mirrors. In 2022, 

transparency will be king. While we can’t ignore the 

challenges we’re all facing, the new year offers us 

the chance to tackle these issues collaboratively. 

As DGCOS is all about transparency, it’s worth 

saying upfront that membership is not for 

everyone and we have a strict vetting process 

to join. We are probably ideal partners for about 

10% of those businesses working in the double 

glazing industry. But those who have joined, say 

that membership is invaluable. It’s working with 

these forward-thinking installers, in the face of 

this enduring situation, that I believe DGCOS will 

offer the most value to installation businesses in 

2022. We can be the sounding-board, the friend, 

and the strategic and practical partner. 

Established position 

Many will be familiar with the DGCOS brand 

and our consumer protection allegiance. Some 

installers may know us as the ‘George Clarke 

scheme’, while other installers rely on our 

practical support, day in, day out, as a DGCOS 

member. Our mission now is to demonstrate 

and grow understanding of how we can benefit 

Faisal Hussain, chief 

executive of DGCOS 

“It’s worth saying upfront 

that membership is not 

for everyone” 

the entire installer journey. DGCOS has already 

helped hundreds of thousands of consumers 

and given hundreds of fenestration businesses 

a critical point of difference. And, with strong 

partnerships forged with financial bodies, 

insurance houses, Competent Person Schemes 

(CPS), I believe we offer some of the strongest 

business support in the industry. 

With you every step of the way 

We’ve been working hard to ensure we can 

add value at every single point of an installer’s 

journey, from setting up and registering a new 

business, marketing and digital support, sales 

advice and POS materials, installation, customer 

services and satisfaction, to annual reviews to 

see how together we can keep on improving. 

To give a flavour of some of the practical ways 

in which we’re currently helping our installers, 

we’re paying for the CPS notification fees, saving 

members approximately £1.65 per notification; 

introducing them to finance brokers/lenders 

to gain access to consumer finance; offering 

24/7 access to our online portal for installers 

to register their installations; providing their 

customers with access to an independent 

Ombudsman to prevent issues from snowballing 

in time and cost. We’re especially proud that our 

DGCOS marketing collateral has been awarded 

the Plain English Crystal Mark, which is a seal 

of approval demonstrating that our collateral is 

clear and can help consumers understand exactly 

what they’re getting when they buy from a DGCOS 

member. And yes, we do have the powerful 

endorsement of our brand ambassador, George 

Clarke, for members to use. 

What will 2022 look like for your 

installer journey? 

We want to share the benefits of our powerful 

business support engine with as many 

businesses as possible, to collaboratively raise 

industry standards and ultimately help and 

protect both consumers and our members in an 

ethical way. We’re proud of the strong position 

that the DGCOS brand is in as we start the 

new year. DGCOS is the industry’s consumer 

champion, and we invite you to join us on the 

journey in 2022. Together we can move towards a 

more ethical, quality focused and inspired future. 

DGCOS brand 

ambassador, 

George Clarke 

Contact DGCOS: 

0345 053 8975 

www.dgcos.org.uk 

@DGCOS 


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morleyglass.co.uk 

0113 277 8722 sales@morleyglass.co.uk

Top Tips: Hardware 

SIMPLE SAFETY AND SECURITY 

John Mitchell, technical manager at UK window and door hardware distributor, Carl F 

Groupco, explains his three top tips for simple safety and security enhancements when 

carrying out installations and repairs. 

As an industry, it’s our responsibility to 

advise end-users on the most appropriate 

fenestration solutions for their property, 

whether it be residential or commercial. Often, 

end-users aren’t aware of the security rating of 

their doors, or the potential hazards that can be 

avoided with simple, inexpensive fittings. Offering 

this additional service could lock in customers 

for the future, while also making each call slightly 

more valuable for the installer. 

Boosting safety and security during an installation 

or repair is a great way to offer end-users more 

functionality from their doors and windows and 

the following hardware add-ons are suitable for 

new and retrofit installations. All available from 

Carl F Groupco, they are easy to carry in the van 

to fit on-site as required. 

1Retrofit restrictors 

Risks of falling from height from a window 

opening are drastically reduced by installing 

a window restrictor. Especially important for those 

who have small children at home, in applications 

where users aren’t familiar with the openings, or 

multiple-occupancy buildings such as hospitals, 

care homes, hotels and schools. Look for 

products which offer restricted opening of the 

window up to 100mm if you need to comply with 

building regulations for your project. 

Components such as the CFGLock+ cable 

restrictor can simply be fitted to the frame and 

sash. The cable allows the window to open to a 

safe position. Supplied with fitting screws and 

instructions, this is an ideal retrofit option. If you 

need the component to be concealed to prevent 

tampering, the Res-Lock concealed window 

restrictor may be more appropriate. Offering the 

same window opening restriction but fitted within 

the eurogroove, this component automatically 

John Mitchell, 

Carl F Groupco 

“Boosting safety and 

security during an 

installation or repair 

is a great way to 

offer end-users more 

functionality from their 

doors and windows” 

engages the restrictor when the window is closed. 

The window can be released using a dedicated key. 

2 

Easy upgrades 

One of the easiest security upgrades on a 

door is the cylinder, and it’s an easy sell as 

one of the components that end-users interact 

with, rather than a hidden benefit. The TS007 

standard is well-documented, two options can 

offer additional benefits with the goal of offering 

overall 3* protection across the cylinder and 

handle fitted. The easiest way to achieve this is to 

offer a 3* cylinder which provides the full TS007 

standard without the need to carry handle stock. 

The Yale Platinum 3* cylinder is fully accredited 

while also offering Yale’s £1000 Anti-Snap 

Guarantee in the unlikely event the cylinder is 

snapped under attack due to a forced break in. 

Alternatively, a 1* cylinder such as the Yale 

KM Superior cylinder can bit fitted alongside a 

compliant 2* handle to achieve the 3*s required 

to comply with TS007. The Hoppe Atlanta PAS 24 

door handle provides this additional security and is 

suitable for a variety of door thicknesses, with two 

fixing centre options to suit 92mm PZ door locks. 

3 

Hinge benefits 

Hinge side protection for doors and 

windows can be overlooked by end-users, 

educating them in the need to ensure the full 

surround of the opening is secure is important. 

There’s a myriad of devices which can provide 

PAS 24 level protection with ease. Dog bolts for 

doors and hinge guards for windows are available 

from most manufacturers and on the whole, are 

non-profile related – ideal for retrofitting. 

Requirements for safety and security can differ 

dramatically depending upon the installation, it’s 

always important to consider the building’s use, 

occupants and relating British Standards when 

fitting or upgrading hardware. 

With a trading history dating back more than 70 

years, Carl F Groupco has a strong reputation for 

hardware expertise and the team are always on 

hand to advise the most appropriate hardware 

solution for your project. 

Contact Carl F Groupco: 

01733 393330 

www.carlfgroupco.co.uk 

@Carl_F_Groupco 


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WWW.SOLROOFS.CO.UK | 01226 890 890 | QUOTES@SOLROOFS.CO.UK 

PART OF THE SOLARFRAME GROUP

Fire Door Closers 

NAVIGATING LEGISLATION 

As lifesaving pieces of equipment – fire doors in particular fire door closers – need to be 

specified and installed correctly. Below Graham Hulland, product marketing manager at 

dormakaba, explains the current legislation and how to ensure products are compliant. 

Door closers are a key element in the 

assembly of fire doors as they ensure the 

door closes and remains closed during a 

fire situation. This helps to prevent the spread of 

flames and smoke, enabling the fire door to work 

as intended and aid occupant escape. 

Legislation 

It is vital to understand the relevant British 

Standards in order to protect life and prevent 

fatalities. Door hardware, in particular door 

closers, play a significant role in enabling the 

reliable performance of a fire door and can be 

catastrophic if the specification, or installation 

isn’t correct. Furthermore, following the standards 

is a legal requirement that will ensure safety for 

the occupants of the building within dwellings and 

non-dwellings. 

Approved Document B of the building regulations in 

England and its equivalent standards in Scotland, 

Wales and Northern Ireland, outlines the practical 

guidance on the requirements of fire safety building 

regulations which apply to the most common 

building situations and require fire doors to be 

fitted with a self-closing device that will fully and 

reliably close the door from any angle. 

To be sure that the products you are installing 

meet the relevant British Standards look out for 

products with a CE or UKCA mark. To validate the 

CE or UKCA mark a Declaration of Performance 

(DoP) is required. The DoP details the essential 

characteristics of the product and will be 

available from any reputable manufacturer. 

Identifying the correct door closer 

Door closing devices must be CE/UKCA marked to 

BS EN1154 Controlled Door Closing Devices (or 

BS EN1155 for electromagnetic closers and fire 

door holders). BS EN 1154 classifies the closing 

device using a six digit code, this provides the 

classifications for the essential characteristics to 

which the door closer has been tested against. 

This includes its category of use, the number of 

test cycles, test door mass, fire resistance, safety 

and corrosion resistance, explained below: 

Digit 1 – Category of use 

• Grade 3: closing doors from at least 105° 

• Grade 4: closing doors from 180° 

“To be sure that the products you are installing 

meet the relevant British Standards look out for 

products with a CE or UKCA mark” 

Digit 2 – Number of test cycles 

• Grade 8: 500 000 test cycles, only one test 

duration is identified for door closer 

Installers should check that fire door closers have classification codes and/or CE marks 



Digit 3 – Door mass 

• Grades 1 – 7: see Table 1 (above, left) 

Digit 4 – Fire Behaviour 

• Grade 0: not suitable for use on fire/smoke 

doors 

• Grade 1: suitable for use on fire/smoke doors 

Digit 5 – Safety 

• Grade 1: all door closers must be safe to 

use, only one grade is identified 

Digit 6 – Corrosion resistance 

• Grade 0: no defined corrosion resistance 

• Grade 1: mild resistance 

• Grade 2: moderate resistance 

• Grade 3: high resistance 

• Grade 4: very high resistance 

92 can close doors from an angle of 180° and 

has completed the required 500,000 test cycles. 

It is also suitable for use on a door with a mass 

of 80kg and a recommended door leaf width of 

1100mm. This product also offers high resistance 

to corrosion. To find the appropriate door closer, 

review the BS EN 1154 digits and reference 

information available from the manufacturer. 

The added mark of safety 

For added safeguarding, it is recommended that 

only door hardware that has been certified by a 

third-party scheme is specified for fire doors. This 

is because the CE or UKCA mark only proves that 

the device has been fire tested and does not provide 

details on the suitability for different applications. 

A great example is Certifire, an independent 

certification body which also covers the 

mechanical performance (by detailing a product’s 

CE or UKCA classification) in addition to the 

fire performance. For instance, it will indicate 

whether the device is suitable for timber or metal 

doors, latched or unlatched, and the fire rating of 

the door – 30, 60, 90, 120, 180 or 240 minutes. 

To help navigate the legislation and aid specification, 

dormakaba provides a RIBA accredited CPD on 

‘Requirements for Door Hardware on Fire Doors’, 

which is available to view ‘on demand’ from: 

www.gotostage.com 

For instance, the dormakaba TS 92 door closer 

has a BS EN1154 classification code of 4 8 2/4 1 

1 3. By matching each digit to the grades above, 

it is possible to identify that the dormakaba TS 

Contact dormakaba: 

01462 477600 

dormakaba.co.uk 

@dormakaba_UKI 



Aluminium 

AIM HIGH IN 2022 

Nigel Headford, director, Deceuninck Aluminium, says that installers who have access to 

premium, high margin products will be well-placed to take advantage of continuing demand. 

we see demand continue into 

2022? It’s been very difficult 

“Will 

to accurately forecast market 

conditions over the course of the pandemic – but 

the outlook is positive, especially at the higher 

end of the market,” says Nigel Headford, director, 

Deceuninck Aluminium. 

“The conditions that have fuelled the home 

improvement boom so far, a strong housing 

market and concerns over foreign travel, are 

largely still in place [at the time of writing]. Travel 

companies are reporting a massive surge in 

domestic holiday bookings for summer 2022 and 

the property sector continues to break records – 

that’s despite the end of the stamp duty holiday, 

rising inflation and fears of higher interest rates. 

“It’s a similar situation to what we experienced 

from mid-2020 to 2021,” he continues. 

“Consumers, especially those with more 

disposable income, have money to spend, and 

if they can’t splash out on an expensive holiday, 

then they will invest it in their property instead.” 

Nigel’s comments follow recent insight from the 

Resolution Foundation, demonstrating how wealth 

increased during the pandemic and under lockdowns 

as a result of a lack of spending opportunities and 

rising house prices, with the richest 10% of the 

population gaining £50,000 on average. 

And a willingness for ‘cash rich’ demographics 

to prioritise aesthetics and quality over price 

when it comes to home improvements was 

clearly demonstrated in an independent survey 

commissioned by Deceuninck PVC. 

When asked about preferences for replacement 

windows, those in the 55+ group placed a much 

greater importance on aesthetics and match 

to the appearance of their property, with cost 

identified as a significantly less important factor. 

“The demand that we have seen over the last 

18-months or so has been exceptional, it’s 

unlikely that it will be sustained at this level in 

the long term, and we have already seen a cooling 

Decalu’s flagship offers are the Decalu88 

bi-fold and Decalu163 lift and slide, pictured 

of market conditions at the tail end of 2021,” 

continues Nigel. “However, it’s clear that strong 

opportunities remain and especially for higher 

value, higher margin products and aluminium.” 

Decalu, from Deceuninck Aluminium, represents 

an outstanding opportunity for installers to 

capitalise on demand at the premium end of the 

home improvement market. 

Flagship offering 

Including a wide range of casement options, plus 

a tilt and turn, ultra-energy efficient Decalu101 

Scand and Decalu88 entrance door, its flagship 

offers are the Decalu88 bi-fold and Decalu163 lift 

and slide. 

The Decalu163 is a heavy-weight lift-and-slide 

system that can accommodate individual sash 

weights of as much as 400kg and achieves 

U-values of as low as 0.8 W/m 2 K triple glazed. It 

also comes with a slim 53mm interlock option. 

Tested to PAS24, the Decalu88 bi-fold offers 

U-values as low as 0.68W/m 2 , with each sash 

able to accommodate weights of 200kg and up to 

3m in height. It offers impressive design flexibility, 

ultra-smooth running and, importantly, has 

gained a significant following among installers 

based on its ease of installation. 

This includes glazing of each sash in as little as 

five minutes through the use of a co-extruded 

pre-inserted gasket, and two fully adjustable 

jambs, each offering up to 7mm tolerance, 

simplifying door squaring and setting. 

“The Decalu88 bi-fold has been a huge hit 

with installers,” explains Nigel. “It delivers the 

contemporary aesthetics and the premium quality 

that homeowners want. That includes the ability 

to specify doors as tall as 3m and the fact we 

can supply it in dual colour, textured and marine 

grade as standard. 

“What’s particularly exciting for installers is that 

the Decalu88 can be fitted extremely quickly and 

efficiently. One of our customers has installed 

three sets of Decalu88 bi-folds in a single day! 

“With demand for desirable, feature-rich and 

high-margin products set to continue, if you’re 

fitting Decalu, then you’re going to be very well 

placed to take advantage of market conditions 

into 2022 and beyond,” he concludes. 

Contact Deceuninck Aluminium: 

01249 816 969 

www.deceuninck.co.uk 

@Decalu_UK 



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

ALUMINIUM WITH IMPACT FROM BEDFORD BI-FOLDS 

Bedford Bi-folds says its aluminium range of 

products has ‘stood it in good stead’ during 

the past few years. As one of just a few 

businesses in its region to manufacture, supply 

and install some of the best aluminium profiles in 

the industry, its range includes AluK, Atlas, Cortizo, 

Hallmark, Hi-Finity, Hörmann, Jack, Pallazzo, 

Reynaers, Rockdoor, Sheerline and Schüco. 

Reliability 

It goes without saying that aluminium has proven 

itself, time and time again, to be a great material 

for profiles. Bedford Bi-folds says many of its 

brands are constantly pushing design innovation 

on ways to increase and exceed efficiency, 

performance, and durability, as well as improve 

sustainability and reduce environmental impact. 

With retail and trade customers researching 

products that already comply with forthcoming 

regulation changes, we know and trust our 

brands to deliver not only Part L regs but also 

any future legislation. 

Almighty 

With larger framed profiles such as Reynaers 

CP130, Hi-Finity and Cortizo Cor-Vision Plus, 

aluminium can bear maximum weight loads of 

up to 700kg (Cor vision plus 400kg manual and 

700kg motorised per panel). Bedford Bi-folds 

recently installed two Reynaers CP130 (LS) and 

a Reynaers SL68 gable within a new-build with 

‘spectacular’ results which greatly pleased both 

the company and the customer. 

Impact 

Bedford Bi-folds says that ‘quality without 

compromising on price’ has always been one of 

its core values. 

In light of recent supply chain issues throughout 

the industry, Bedford Bi-folds has endeavoured 

‘to stay one step ahead’ and not pass further 

charges on to its customers. 

As challenges such as these impact the 

company’s day-to-day operations, it has 

recognised the need to become more ‘agile’ in its 

responses. The company believes it has found 

a solution that will allow its trade installers to 

maintain a competitive price in the market, and 

above all, help win jobs. 

Enquire today on 01234 342669 for its 

‘unbeatable’ unglazed /collection prices. 

The company says it is also introducing a kit 

form aluminium slider which it says will be 

perfect for PVC-U and bi-fold only fabricators. 

www.bedfordbifolds.co.uk 

700kg Maximum Weight Load 

Aluminium 

U-Values As Low As 0.75 W/m²K 

Profile 

Systems 

Architectural Designs 

Great Aesthetic Value 

aManufacture 

aTrade Supply 

aInstallation 

Find out more 01234 342669 

sales@bedfordbifolds.co.uk | www.bedfordbifolds.co.uk

Product Focus: Bi-Folds 

MAXIMISE SALES WITH KORNICHE 

Following the launch of the Korniche brand’s new bi-fold door system, creator Made For 

Trade says it offers a plethora of benefits to make it the number one choice for installers, 

retailers and consumers alike in 2022. 

to Inspire’ from the outset, 

Made For Trade (MFT) says its multi 

‘Engineered 

award-winning Korniche brand was 

founded with the mission ‘to bring inspirational 

products to light via innovative design and 

engineering’. As a recent addition to the portfolio, 

the bi-folding door system’s attributes are already 

seeing it follow in the footsteps of the Korniche 

lantern roof’s sales success, which, since launch 

in 2016, has received multiple awards for its 

impressive design and aesthetics, including both 

builder and homeowner accreditation. 

Created as a completely new system from the 

ground up, the MFT engineering team behind 

the Korniche bi-fold created a product that 

encompasses ‘precision, simplicity, and refined 

aesthetics’ to design what MFT describes as ‘an 

uncompromised class-leading glazing option 

driven by perfection’. The combination of smart 

technology and inspired visuals means slim, 

industry-leading sightlines for the consumer 

thanks to low-profile extrusions, along with 

“Whether you are an 

installer, supplier or 

a consumer, the ease 

of installation saves 

fitting hours and as a 

result, maximises value 

for all concerned” 

robust long-lasting functionality and security with 

‘breathtaking elegance’. 

Every single component – from the polyamide 

thermally broken profile with sharp clean paint 

lines, to the smallest unseen fitting – has been 

meticulously engineered to ensure the unrivalled 

quality that not only consumers have come to 

expect from MFT, but also those involved in trade 

supply and installation. 

From patented fitting innovations to a 

compartmentalised parts box and precision 

tolerances, quick and hassle-free fitment and 

glazing has become another MFT hallmark that, 

the company says, is proving hard to beat in the 

trade. Whether you are an installer, supplier or 

a consumer looking for the right bi-folding door 

system for your project, the ease of installation, 

each and every time, saves fitting hours and as a 

result, maximises value for all concerned. 

Korniche includes a wealth of features that 

have succeeded in improving heat retention and 

security, but also functionality and aesthetic 

appeal. The slim profiles maximise natural light 

to flood the living space, while the aluminium 

extrusion offers what MFT describes as ‘the next 

step in accuracy’. This means tighter tolerances 

and ease of fitting, but also ‘impeccable’ weather 

resistance, ‘incredible’ heat retention, and low 

maintenance. 

The security aspect remains at the forefront of 

any MFT product, and with enhanced protection 

as standard with Korniche, it is designed-in from 

day one. The bi-fold doors and their durable 

frames come rigorously tested to keep homes fully 

protected – they are certified to the advanced 

PAS24:2016 standard, including a three-star 

Yale locking barrel, high-strength shootbolts and 

multipoint FUHR locking. 

The MFT engineering team’s way is always to 

innovate, with clever security details including a 

unique new shootbolt handle with an anti-back 

drive element. As a result, even if left unlocked, 

a forced entry attempt can’t rotate the handle to 

open the door. 

Other design touches include a shootbolt handle 

that is impossible to open if the key is left in 

the lock (therefore preventing any possible 

damage); sealed bearings in the stainless-steel 

wheels, and lateral rollers residing in a unique 

pivoting axle that allows the wheels to follow 

any misalignment in the stainless-steel tracks 



underneath. Doors have been rigorously tested to 

‘glide effortlessly’ with what MFT says is a ‘classleading 

smoothness’ for years to come. 

Engineered with versatility in mind, configuration 

allows either a standard threshold or a rebated 

integrated cill with a low 52mm stepover height, 

whilst build options allow sashes up to 1.25m, 

systems up to 6.5m width and 2.5m height, and 

between one and seven sashes in total. All are in 

multiple configurations of stacking and direction, 

whilst frame and doors are available in white, 

grey, black or dual colour for a striking contrast, 

plus any BS or RAL colours in matt, satin or gloss 

for striking, big-impact projects. 

All are expertly powdercoated for a consistently 

smooth, low maintenance and durable 

weatherproof finish. High-quality bespoke 

hardware is available to match or to contrast 

– the traffic door and shootbolt handles are 

available in black, white, grey, polished chrome or 

brushed stainless steel. 

Korniche bi-folds also feature what MFT says is 

a world first, that will be of ‘maximum interest’ 

to the installer – a unique and patented clip-in 

internal glazing bead that looks set to be the 

standard by which all other systems are judged. 

As another industry first for MFT, the mechanism 

uses an outer section of traditional powdercoated 

aluminium to match the surrounding sash, yet 

with the high tolerance to work as the clip-in 

bead element. Thanks to the high-precision 

materials and manufacturing tolerances with 

no wedge gasket used, the beading time for the 

installer can be reduced to a matter of seconds 

per sash. Furthermore, a unique deglazing tool is 

supplied with each kit that engages down the glass 

line to remove beads quickly and easily in a couple 

of seconds, enabling glass to be removed without 

risk of damage to the powdercoating finish of the 

bead or sash. 

Pre-assembled and ready to glaze 

Korniche bi-folding doors are supplied preassembled 

and ready to glaze, whilst high 

efficiency insulated glass unit options include 

Planitherm Total Plus or Planitherm One, as 

well as laminated options, with low-e coatings 

that minimise the amount of ultraviolet and 

infrared without compromising the amount of 

light transmitted. Tested down to -45°C and up to 

85°C, warm edge technology offers significantly 

improved performance to reduce thermal 

conductivity, providing lower heat loss as well as 

up to 2dB lower noise transmission and reduced 

condensation by up to 70%. 

Finally, a comprehensive 10-year manufacturer’s 

guarantee against all part and manufacturing 

defects offers what MFT describes as ‘unbeatable 

peace of mind’ and backs up the assurance that 

Korniche products are engineered to the highest 

standards on the market. Combined with MFT’s 

investment in the latest fabrication methods, 

Korniche delivers better quality with unique 

features and aesthetic appeal, so consumers 

can enjoy glazing innovations that are not only 

stronger, slimmer, safer and warmer, but can 

also be installed with speed and ease, elevating 

the design of a project into ‘a magnificent living 

space in the smallest time frame possible’. 

Contact Made For Trade/Korniche: 

01642 610799 

www.korniche.co.uk 

@KornicheSystems 



Glazing Cassettes 

A WORLD OF CHOICE 

Dan Sullivan, MD of DoorCo, tells Total Installer about the benefits the new FLiP glazing 

cassette system offers the company’s installer customers. 

We launched FLiP, our revolutionary 

glazing cassette system, last year and 

it is transforming door glazing for our 

customers thanks to its numerous benefits. 

We developed FLiP to give us greater control 

over the supply chain of one of our major door 

components. This really came into play last 

year because we could react faster and keep up 

with demand, as well as being able to invest in 

physical stock on the shelves when we needed 

to. We chose to have FLiP made in the UK, 

partnering with a large, experienced injection 

moulding specialist. When issues with our 

existing supplier of door glazing were causing 

a bottleneck in production and pushing up lead 

times, we accelerated FLiP’s launch to provide 

a solution. As there has been little disruption to 

FLiP’s production from the shipping crisis, a good 

supply of FLiP cassettes was established quickly 

and we were able to boost our stockholding of 

all types of cassettes to fulfil the backlog. This 

supply has not faltered and we’ve already made 

further investment to increase production, with 

the addition of an in-house foaming machine to 

apply FLiP’s unique Foam in Place (FiP) technology. 

FiP technology 

FiP technology is a foam seal applied by machine 

to the outer frame during manufacture to deliver 

a superior seal, eliminating the risk of gaps, 

particularly in the corners where water ingress is 

often an issue. This was proven during testing. 

FLiP performed exceptionally well, easily meeting 

the BS6375-2015 and EN1027 standards, and 

achieving over 1000pa through the glazing aperture 

during weather testing. This is further supported by 

DoorCo’s extended 10-year warranty. 

Aesthetic appeal 

By design, FLiP is a glazing cassette system that 

sits flush to the door. Inside is a mechanism 

of structural connectors with a unique pivoting 

head that adjusts to the thickness of the glass, 

an angled corner protector to reduce corner 

The Merion 4-Grid 

flare and support heavy units, with 

an optional component for larger 

apertures for even more security. It 

is quick and simple to install as the system clips 

and screws together, with a screwdriver being the 

only tool needed to install it, which makes it fully 

reglazable if the need should ever arise. 

Designed for choice 

FLiP has the most design options on the 

market. In the range there are two unique 

profiles, two new surface textures that have 

been painstakingly matched to our door 

finishes, three overall designs, and 23 style 

variations. From clean, modern profiles through 

to traditional bevels, there is an option for any 

style of composite door, whether it’s traditional, 

contemporary, or even designer. 

FLiP Standard 

With a woodgrain finish, Ovalo shape and 14 

different options, the reinvigorated bevelled 

design of our traditional choice, FLiP Standard, 

fits perfectly with our wide range of traditional 

door styles. Initially, we launched FLiP with 

designs that suited our current doors, but we 

have already started adding new styles like the 

4-Grid range. There are currently three choices of 

Grid cassettes – Merion, Lytham and Gleneagles, 

with plans to widen this further. Available from 

early February, we will be adding Turnberry, a half 

glazed arched design to the FLiP Standard range. 

Contemporary designs 

FLiP has two contemporary product finishes that 

have a modern squared-off flat profile, finished 

in either a woodgrain to partner with our Flush 

and Monza II doors, or stipple finish that perfectly 

matches the smooth, etched texture of Links, 

our composite aluminium alternative. Each FLiP 

Flat option has four styles that help form our 

contemporary and designer range of doors. 

Through colour technology 

We’ve matched FLiP’s 

standard colour range with 

our doors’ standard colours. 

FLiP’s standard colours are 

applied as part of the injection 

moulding process, delivering a quality 

of colour that customers can trust to match, 

and removing the need for additional cassette 

painting. And if a bespoke colour has been 

chosen, both door and cassette can be painted 

to match either in-house or using our flexible 

painting service. 

FLiP is delivering a world of choice to our 

customers, from its wide range of styles 

for traditional, contemporary and designer 

composite doors, to its well thought-out design 

that improves weather performance, and most 

importantly, a good level of stock on the shelves, 

supported by a consistent and reliable supply that 

is under DoorCo’s control; it’s time to FLiP. 

Contact DoorCo: 

01625 428955 

www.door-co.com/flip 

@DOORCO_Official 



www.firmanglass.com 

Fire Rated Sealed Units 

Firman offer a wide range of fire 

resistant glass options with varying 

levels of protection as required by 

your project. Contact our sales 

office for further information. 

• Attestation 1 Certified 

• Rated 30/0 to 60/60 

• Certifire compliance 

• Impact resistance 

• Sound insulation 

• Thermal insulation 

• Integrity only – in stock 

• Internal / External use 

• Fire Doors 

• Partitions 

01708 374534 sales@firmanglass.com www.firmanglass.com

Updates 

ENDURANCE UNVEILS 'NEXT GEN' DOOR DESIGNER 

Endurance Doors has just unveiled its ‘next gen’ Touch Portal and Door 

Designer, developed with software partner Business Micros, after a 

‘carefully thought out’ development programme. 

The new platform, which is soon to be live on the Endurance Doors 

website, is fully mobile responsive and can also facilitate a ‘virtual home’. 

This allows for multiple external and internal images to be uploaded on to 

a desktop, laptop, tablet or phone onto which a bespoke high-resolution 

Endurance Door generated by the software can be added, to provide a 

scaled visual representation for any door project. 

For installer partners, there’s also added functionality to the Door 

Designer process and office back-end. According to Endurance, it’s a far 

easier platform to navigate when ordering online, with the facility to view and amend orders and quotes, and it also has the capacity to automatically build-in 

markup and fitting costs, helping to generate professionally branded quotations ‘effortlessly’. 

The Touch Portal also helps manage the lead generation process in one place, helping to turn enquiries into quotes and firm orders. Additional users can be 

added to the platform, while direct access to online resources allows for brochures and marketing materials to be sent to homeowners quickly. 

It’s been a co-operative project, as Bret Park of Business Micros commented: “The Touch Portal is a game-changer for the door industry, given the 

additional functionality and overall customer experience. Endurance has also proven to be the perfect launch partner for us, given their excellent reputation 

and knowledge across the industry.” 

Scott Foster, head of group sales and marketing for Endurance Doors, added: “This new investment from us will further improve the customer experience, 

something that we’re constantly looking to develop further as an innovative and forward-thinking brand in the composite door sector. With the new Avantal 

door now launched, it’s also a rewarding time to be a business partner of Endurance Doors.” endurancedoors.co.uk 

'NO NONSENSE' FUNCTIONALITY WITH EDGEGLIDE+ 

Arkay Windows has launched its new, 35mm interlock sliding 

patio door, the EdgeGlide+, which the company says not only 

looks good, but offers enhanced performance. 

Combining minimalist aesthetics with ‘no-nonsense’ 

functionality to create a ‘sleek yet contemporary’ design, the 

EdgeGlide+ comes with ‘super-slim’ sightlines, a modern, 

square look and wide glass panel capabilities that can 

accommodate double or triple glazing. 

Arkay sums up the EdgeGlide+ as a ‘highly cost-effective 

sliding door with an aspirational design’, delivering ‘significantly 

enhanced performance and aesthetics and with it, opportunities 

to tap into higher-margin sales’. 

The EdgeGlide+ is specially designed to allow for smooth and 

easy operation, with multipoint locking for peace of mind. It is 

available in all RAL colours with colour-matched hardware, and 

stock finishes can be delivered with shorter lead times. 

With U-values from 1.2 W/m²K, EdgeGlide+ exceeds the 

regulatory requirements for thermal performance and end-users 

can enjoy panel dimensions of up to 2.6m (height) X 2.2m (width) 

for panoramic views. arkaywindows.com 



www.firmanglass.com 

Established in 1975 Firman Glass is one of the leading 

independent glass processors in the UK, manufacturing 

toughened glass, laminated glass and specialist sealed 

units. 

Based in Harold Wood Essex within 5 minutes of junction 

28 of the M25 and half an hour from Central London we 

are ideally situated to service our ever growing and 

diverse customer base. 

Manufacturing all forms of processed toughened glass, 

with comprehensive stocks of clear float, low iron, satin, 

body tinted, mirrors, laminated glass, acoustic laminated 

and fire rated glass. 

With some of the most advanced capabilities in place 

Firman Glass is able to manufacture high quality products 

for all markets sectors including architectural, retail, leisure 

and domestic 

Glass Excellence 

Products 

• Toughened glass 

• Processing 

• CNC shaping 

• Laminated glass 

• Toughened and laminated 

constructions 

• EVA and Vanceva coloured interlays 

• Fabric and decorative interlays 

• Structural interlays 

• Specialist insulating glass units 

• Anti–slip glass 

• Fire rated glass 

• UV bonding 

• Electric switchable glass 

• Heated glass 

• Decorative glass 

• Sandblasting 

• Colorfirm TM back painted glass 

Applications 

• Structural glazing 

• Glass floors 

• Partitions 

• Roof lights 

• Balustrades 

• Full height barriers 

• Canopies 

• Staircases 

• Treads and stringers 

• Shower screens 

• Shelving 

• Glass doors 

• Acoustic reduction 

• Fire rated 

• Decoration 

• Wall cladding 

• Splashbacks 

• Privacy 

• Technical Support 

• Nationwide Coverage 

Further information is available from our sales and technical offices or visit www.firmanglass.com 

Firman Glass,19 Bates Road, Harold Wood, Romford, Essex RM3 OJH 

Tel: 01708 374534 Fax: 01708 340511 Email: sales@firmanglass.com 

In association with 

www.firmanglass.com

Trade Counters 

THE HUMAN TOUCH 

Crystal Direct Group’s commercial director, Kevin Morgan, tells Total Installer about the 

company’s recently opened Window & Door Centres, and why, when it comes to product 

advice and support, the personal approach is still important in an increasingly online world. 

Total Installer (TI): When did you open the 

Crystal Window & Door Centres, and why? 

Kevin Morgan (KM): The window and door 

business is booming, and Crystal is constantly 

looking to the future and staying one step ahead 

of the competition with an expanding number of 

ways to supply and support builders merchants. 

The introduction and growth of the Crystal 

Window & Door Centres over the last two years, 

with their local experts, knowledge and marketing 

strategies, gives the merchants’ own trade 

customers access to convenient, one-stop-shop 

help and advice. 

TI: How many centres are there, and where are 

they located? 

KM: Our Window & Door Centres are conveniently 

located at your local builders’ merchants, or 

a national like Jewson, so we are easy to find, 

and we have plans to expand in 2022. Visit our 

website for location information. 

TI: Why did you choose to launch when you did? 

KM: The home improvement market is showing 

no signs of slowing down, its fuelled by lockdown 

savings and, more and more homeowners 

working at home. ‘Mr & Mrs Smith’ are looking 

at their tired old windows and doors and want 

energy efficient solutions, or to add extra living 

space with a conservatory, or build a home office 

in the garden. 

All of this is great news for the merchant. Sales 

are strong, but it is having a knock-on effect. 

Like all PVC-U and aluminium window and door 

manufacturers, we are busier than ever. 

TI: Who are the Window & Door Centres for? 

KM: Our Window & Door Centres are based at, 

and operate from, a builder’s merchant’s yard 

with the two teams working closely together to 

win new incremental business – a partnership 

which is collaborative and mutually beneficial. 

The centres are staffed by seasoned industry 

professionals who are on hand to discuss the 

merchant’s customers’ project requirements. 

They can show ‘real’ samples, provide colour 

swatches, demonstrate products and of course 

give instant quotations. A builder is also welcome 

to bring along his customers to see the products 

for themselves. 

TI: What products do you currently offer? 

KM: Our range of PVC-U and aluminium windows, 

doors and conservatories is huge, with a wide 

range of colours, styles, glazing and hardware 

options. Products are manufactured to the 

highest quality standards, fully accredited with 

SBD available, CE marked, and guaranteed for 

10 years. 

TI: What can Crystal Window & Door Centres offer 

installers that other outlets can’t? 

Kevin Morgan 

“Isn’t it so much better 

to get help, advice and 

technical support from 

someone you know?” 

KM: Our local Crystal Window & Door Centre 

managers will quickly learn what an installer 


needs and prefers, and will ensure that they 

always receive the best possible service. Our lead 

times are competitive, and we can even provide 

‘next day delivery’ on many of our standard sized 

stocked items. 

TI: What about online ordering? Isn’t it easier 

to buy online these days? What’s the point of a 

physical presence? 

KM: The pace at which technology is evolving is 

ever increasing and people are eager to embrace 

it. There is no doubt that in today’s times, 

technology has made our working lives both 

easier and more efficient in many ways. 

Technology means tradespeople can now buy 

pretty much everything they need via their phone 

or computer, so is there still a place for ‘human 

transactions’? We believe that there is, which is 

why Crystal has opened Window & Door Centres 

up and down the UK. Whilst technology can 

provide information, isn’t it so much better to get 

help, advice and technical support from someone 

you know? 

TI: 2020 and 2021 were boom years for home 

improvement. Do you expect this to continue 

into 2022? 

KM: Sustainability is top of everyone’s agenda. 

We’re confident there will be another incarnation 

of the Green Homes Grant scheme in 2022 under 

a different name, and a push for windows to be 

classed as primary measures. 

While the government is championing subsidies 

for costly air source heat pumps, it makes sense 

to ensure homes are well-insulated, so they don’t 

waste energy. As well as thermal efficiency, we 

are seeing increased interest in noise abatement 

windows. Many new housing estates are being built 

on brownfield sites near roads or rail lines, and 

developers need windows which keep the noise out. 

They will also need to be retrofitted to homes 

affected by the HS2 project. So plenty for our 

installers to go after! 

TI: Have you noticed any emerging product trends? 

KM: Not necessarily product trends but there are 

building regs changes that are coming into force 

this year that will mean more adapting to change 

– linking to energy efficiency and sustainability 

requirements as mentioned previously. 

TI: What feedback have you received regarding 

the Window & Door Centres so far? 

KM: The feedback has been very positive from 

both the merchant and the installer. We make 

it easy for the merchant to sell our range of 

products and the installer finds it easier to buy – 

so a win, win situation for everyone! 

TI: What are your plans for 2022 and beyond? 

KM: We plan to continue to roll out our Window 

& Door Centres – so look out for a centre near 

you soon! 

Contact Crystal Direct: 

01462 489900 

crystal-direct.co.uk 

@CrystalDirectUK 



Profitability 

THE DEVIL IS IN THE DETAIL 

You’ve been busy but have you been profitable? Tom Chantrell, sales analyst, Emplas, talks 

through his new role and how he’s helping customers to better understand their profitability. 

For someone still in their early twenties, Tom 

Chantrell, Emplas’ newly-appointed sales 

analyst, brings an understated wisdom to his 

new role. 

He joined the G21-winning fabricator as a 

sales and marketing apprentice in 2016, at the 

age of 17, growing into an expanding accountmanagement 

role. Now, and still only 22-years 

of age, he’s stepped into a new position, this 

time as sales analyst, supporting Emplas in 

understanding its own sales and profitability 

more effectively but also extending that service to 

its customers. 

Total Installer caught up with him to find out more 

about the role and how Emplas is helping its 

customers to build more margin into every sale. 

Total Installer (TI): What does a sale analyst do? 

Tom Chantrell (TC): We and our customers are 

having to manage more data. It flows into our 

business and our customers’ business from lots 

of different directions but if you don’t analyse it, 

you can’t extract commercial benefits from it. 

As a sales analyst, it’s my job to develop and run 

systems which allow us and our customers to 

understand their operations and sales process – 

what works, what isn’t working or what could be 

improved upon – so that we and our customers 

can operate more effectively, winning more 

business and pricing jobs more accurately to 

become more profitable. 

TI: Why is it important? 

TC: You only need to look at the last 24-months to 

see why understanding your sales process better 

and the margins that you’re making on each job 

is important. We appreciate that the disruption to 

supply, price increases and new overheads, have 

made things very difficult for everyone. 

If you’re on top of your figures, if you understand 

what it actually costs to acquire a lead and then 

“Everyone’s been busy 

but not everyone will 

be as profitable as they 

think they will be” 

to service it; or track where things sometimes 

break down and you need to build-in more of a 

cushion, you can get your price right, and make 

sure you make the right margin. 

Everyone’s been busy but not everyone will be 

as profitable as they think they will be. If you’re 

finding that out at your year-end, it’s too late. 

TI: What data should you be tracking? 

TC: There are a stack of variables which can 

impact on how much you’re going to sell and 

at what margin. Relationships are key. Your 

relationship with your supplier, your customers, 

you’re team. Which products sell? Which maximise 

your margin? Which are problematic or which 

generate call-backs; customer satisfaction – data 

needs to be centrally collated and analysed. 

What you find is that most companies will be 

tracking data but it will be scattered across 

different types of software and spreadsheets. You 

need to bring it into a central ‘depositary’ where 

you can analyse and understand it. 

If you do the number crunching, it can give 

you insights to develop your strategy to either 

maintain or gain sales. 

TI: What are the wins for installers? 

TC: The biggest win for installers, is that you 

can uncover problems before they impact on 

your business. That could be lost margin, lost 

customers, or lost opportunities. It’s about 

understanding the issues that impact on 

your sales and profitability, either positively 

or negatively, and put strategies in place to 

maximise or mitigate them. 

TI: How does it work in practice? 

TC: It’s like a physical for your business. We look 

at how we work with you; if there are areas for 

improvement, for example returns, problems in 

processing, the things that can get in the way of 

our relationship with customers. 

We can also help them to set up their own 

systems and to analyse their data effectively, 

helping them to put processes in place in 

their business to refine what they do, and how 

they do it, to maximise lead-generation and 

profitability. 

Emplas can help 

its customers 

to analyse their 

data effectively 

Contact Emplas: 

01933 674880 

www.emplas.co.uk 

@EmplasWindows 


” I save 30 

hours a month 

on quoting with 

Framepoint” 

Liam Best, 

Kalico Home 

Improvements 

...and it’s as simple as 

sketching on a pad. 

book a demo - www.tommytrinder.com

Software 

MASTER OF NONE? 

Is there a single platform which provides lead generation, sales tools and business 

management solutions for installers? Business Pilot’s Elton Boocock tells Total Installer why it 

doesn’t pay to be a jack of all trades when it comes to window industry software systems. 

It’s a minefield. The window and door industry 

has gone digital with lead generation, sales 

tools, lead and business management 

platforms, used in some form or another in every 

business – but according to commentators, not 

necessarily always effectively. 

Business Pilot’s Elton Boocock 

“It’s intimidating,” says Elton Boocock, managing 

director, Business Pilot. “And I’m saying that as 

someone who has worked in digital for decades. 

There are so many choices and each platform 

does something slightly different, so working out 

which is the right option for your retail business 

is tough. 

“Is there a single solution out there? There are 

certainly platforms which claim to be. Is Business 

Pilot one of them? No, we’re not. We do what we 

do really well but we don’t do everything and we’d 

rather be honest about that because that’s not 

what our strategy is about.” 

“We don’t do everything and we’d rather be 

honest about that because that’s not what our 

strategy is about” 

Business Pilot was launched in 2019. It was the 

product of a collaboration between two installation 

companies – Cherwell Windows and Thames 

Valley Windows – and a two-year development 

programme with their digital partners. 

A further two-years of development on and the 

cloud-based business management and CRM 

system, can provide installers with precise data 

on everything from leads, and conversions, to job 

scheduling, installation and servicing costs and 

even financial reporting. 

“We do a lot, but we don’t do everything 

installation businesses need. 

“We do the stuff that makes customer 

relationship management easier; their operations 

more efficient and profitable, including 

automation of process, through to drag and drop 

job scheduling plus much more; and we allow 

them to understand their profitability in real time. 

“We don’t help them to generate leads directly, 

although we help installers to understand where 

they can find them; and we aren’t a retail sales 

tool,” Elton continues. 

“Could we be? Well, we probably could with time 

and investment to develop those platforms but 

why would we, when there are platforms that 


Contract Talk 

already do those things really well, we’d probably 

never be as good. 

“That’s the problem, if you become a generalist, 

as opposed to a specialist, you’re spreading 

yourself too thin. You can never deliver those 

individual elements to the same standard as a 

company which specialises in a specific area. 

“The risk is that what you then get as a retail 

business, buying that lead generation, sales and 

CRM tool, is something that doesn’t deliver in any 

of those areas.” 

While he acknowledges his commercial interest, 

Elton argues that the platforms which claim to 

combine lead generation, management and CRM 

solutions fall into this ‘trap’. 

“We’d much rather work with other specialists, 

other leading software tools, linking with them 

through APIs, so that installers can access the 

integrated solution that they want, but making 

sure that it’s the best it can be by partnering with 

other leading platforms,” he says. 

Application programming interfaces (APIs) are the 

‘digital handshake’ which introduces and allows 

one programme to talk to another. Business Pilot 

has written, or is writing, these for a wide range 

of leading industry tools including everything 

from accountancy platforms to sales platforms. 

“For example, there are lots of retail sales tools 

out there that are very good at doing what they 

do,” Elton says. 

“We can develop an API to pull-in information 

about quotations and leads directly from those 

lead-generation tools at the point that the sale is 

agreed or the lead is created and to help make 

the sale or the conversion process, seamless, 

less labour intensive and more efficient, right 

through to installation and aftercare. 

“As an installer you’re getting fully integrated 

and the best tools for the job at each stage of 

the process. Not something which is clunky or a 

fudge, something that your staff will actually want 

to use.” 

Business Pilot’s management dashboard 

provides real-time data from each area of 

business operation, presented in an easy-tounderstand 

format. 

Value of leads in the pipeline 

This includes a Status Dashboard that allows 

installers to see, at a glance, 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 been confirmed for 

installation but also those that have been put on 

hold or have been cancelled. 

The Sales Dashboard highlights unassigned 

leads and can also identify the leads that have 

been allocated to specific individuals in the sales 

team, which allows managers to track their 

performance and hit rate. 

There is also a Leads and Products Dashboard 

that provides an overview of best-selling products 

and where leads were sourced, and a People and 

“If you become a generalist, as opposed to a 

specialist, you’re spreading yourself too thin” 

Area Sales Dashboard that delivers a broader 

summary of lead allocation to salespeople. 

This is accompanied by a Marketing Dashboard 

that can reveal precisely how much it has cost 

to obtain each lead, the cost efficiency of any 

marketing campaign at any given point, as well 

as an Ops Dashboard. This draws in financial 

performance details such as the company 

balance sheet, outstanding orders, invoices fitted 

value, costs and gross profit, that is updated 

instantly whenever a bill is paid, or sale is made. 

“Business Pilot takes care of everything that you 

need to run your business effectively and we’re 

focussed on doing that really well, constantly 

evolving and introducing iterations of what we do 

based on what our customers say they want. 

“As a business management tool and CRM we’re 

investing in its constant development. We partner 

with other leading platforms and organisations, 

which combined make up the touchpoints that 

installers need to run their businesses effectively, 

seamlessly integrating with them to bring the very 

best of each to their operations.” 

Contact Business Pilot: 

0333 050 7560 

www.businesspilot.co.uk 

@BusinessPilotUK 



Training & Technical 

FITTING FAILS 

Sternfenster’s trouble-shooting technical trades manager, Kev Wallis, talks product 

advancements, installer training and builders’ blunders in this video interview extract, 

available to watch in full via Total Installer’s online platform, Glazetube. 

Total Installer (TI): Do you meet installers who 

know everything? 

Kev Wallis (KW): While windows and door 

technology has increased massively over the last 

30 years, the skills to fit them haven’t. 

You get fitters who have been around for 20 or 30 

years who say they can do everything and don’t 

need training. Of course they need retraining! 

The aluminium side of the industry has drastically 

increased and improved. Products have got so much 

more complicated than they were 30 years ago. 

Installers need to understand that you can’t just 

put a window in and it’s going to be OK. You’ve 

got to put it in with TLC. Especially aluminium. 

TI: What are the common errors you see on site? 

KW: The general cock-up you’ll see on site are 

bi-folds that are not plumb, they’re not level, and 

they’ve not been toe-and-healed. These are all 

common factors that decide whether a bi-fold will 

work or not. 

We shouldn’t see these because Sternfenster has 

put measures in place to help installers keep their 

skills levels optimal. 

Kev says Sternfenster has measures in place ‘to help 

installers keep their skills levels optimal’ 

“I said ‘you know why 

they are dragging 

along the bottom, don’t 

you? ...you’ve got them 

upside down!’” 

TI: What can Sternfenster do to help? 

KW: We’ve got our own in-house training school, 

which we had running for four years prior to the 

pandemic, and we were getting customers turning 

up with their own fitting teams to learn how to fit 

bi-folds. 

We’ve also got training videos, which installers 

can view while they’re on site. They can quickly 

see how to install and adjust windows, bi-folding 

doors, aluminium patios, vertical sliders – the 

whole product range is on the site to inspect. 

A common problem is when I get called to site 

because of what the installation team thinks 

is a manufacturing fault, but which is a more 

basic error. When I get there, I can quickly see if 

they’ve got a new guy working for them because 

they don’t really understand the way the windows 

are supposed to be fitted. At which point they’ll 

realise that they should have sent him to our 

training school. 

TI: Have you seen any howlers? 

KW: The biggest problems are when builders 

carry out the installs. 

I went to this one job, for a big company we were 

dealing with. It was for a set of bi-folding doors 

that were dragging along the bottom, and he 

couldn’t get them to work properly. “Your doors 

are rubbish”, he said. 

I said “did you fit them?” and he said “no, a 

builder friend of mine did”. I said “you know why 

they are dragging along the bottom, don’t you? It’s 

because you’ve got the wheels at the head and 

the guides are at the bottom – you’ve got them 

upside down!” 

Builders can’t fit windows the way a normal 

installation team can fit them. They don’t have 

that experience – they build houses. I’m not sure 

where they get trained, but they certainly don’t 

come to Sternfenster for training 

Despite dealing with some entry level mistakes, 

I enjoy going to site to make homeowners happy 

with their installation. That’s where I get my 

satisfaction, I really do. It’s what makes me want 

to get up and come to work in the morning. 

Visit Sternfenster’s website to find out how to 

receive training and benefit from a package that 

includes extended warranties on components, 

lead generation, marketing support, and security 

guarantees. 

Watch the full interview with Kev online at: 

glaze-tube.co.uk 

Contact Sternfenster: 

01522 512525 

www.sternfenster.com 

@Sternfenster 


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Tiled Roof Systems 

A BRIGHT FUTURE IN 2022? 

Over the last few years, the home improvement market has boomed. Tiled roof system 

manufacturer, SupaLite, believes the surge will continue, thanks to rising house prices and 

hybrid working, with a conservatory providing the perfect home office... 

Research from Nationwide Building 

Society found the average price of 

a UK home was almost 15% higher 

in November 2021, compared to March 

2020. 

With rising house costs and stamp duty 

firmly back in place, it won’t be a surprise 

to find homeowners are more likely to 

repair, maintain and improve their homes 

in 2022 – rather than putting their 

property on the market. This is because 

renovating and revamping existing living 

spaces, and unused rooms, will be the 

most affordable option. 

Multi-functional living spaces will also 

be here to stay for 2022. This follows a 

recent study which revealed 85% of Brits 

were expecting to adopt a hybrid working model 

after the Covid-19 pandemic. Although sharing 

time between the office and home working is the 

preferred option for many UK workers, over a third 

(38%) said they were planning improvements 

to the design of their home office, after a year of 

working from home, to make it more suitable. 

With hybrid working becoming the new normal for 

Brits, those without a proper home working set-up 

will see next year as the perfect opportunity to 

create one – especially with new social distancing 

measures in place across the UK. 

A conservatory is a great example of a living 

space which could be used as a home office. 

But more times than not, this area of the house 

goes to waste. This is because regulating the 

temperature in a traditional conservatory can be 

a nightmare. The polycarbonate roof means it’s 

either too hot in the summer or too cold in the 

winter, so there’s only a few months out of the 

year where it can be enjoyed. 

The solution 

SupaLite tiled roof replacements are the perfect 

Steve Hacking 

“We believe 2022 is 

looking like a great year” 

product geared for creating a more usable 

temperature-controlled space. With lightweight 

aluminium beams and rafters, 100mm highdensity 

and high-performance ExtraLight roof tiles, 

the SupaLite tiled roof system is hard-wearing and 

provides outstanding thermal efficiency. 

The product is subject to both thorough testing 

and extensive research to guarantee a system 

which is compliant, resilient and compatible with 

all roof styles. Additionally, it’s easy to install and 

fully accredited for Building Regulations approval. 

The SupaLite tiled roof replacements instantly 

transform any tired conservatory into a usable 

living space, free from wind and rain noise, leaks 

and extreme temperature fluctuations. 

For homeowners who are looking to invest even 

further and fully renovate their old conservatories, 

SupaLite has also developed a hybrid roof system 

called SkyVista which combines the lightweight tiled 

roof with high-performance glazed feature panels. 

Available in a full array of design, colour and 

tile options, compatible with many conservatory 

styles and providing excellent U-value properties, 

SkyVista gives consumers an unrivalled 

thermal performance and enhanced 

levels of natural light. 

Looking ahead 

Steve Hacking, managing director 

at SupaLite, said: “With a 15% rise 

in house prices and the new hybrid 

working model, multi-functional living 

spaces will be more sought after than 

ever in 2022. 

“The UK is still facing a lot of 

uncertainty following the pandemic, and 

with the recent government guidance to 

work from home where possible, there’s 

no doubt order books will be bursting 

at the seams as homeowners will look 

to create more suitable workspaces to 

accommodate this new type of normal. 

“Despite the difficulties of the last 21 months, 

we’ve seen a huge surge in business and our 

organisation has grown substantially. Most 

importantly, we’ve successfully continued to 

maintain a 10-day lead time for our customers, 

even though the industry faced major supply 

chain issues. 

“We believe 2022 is looking like a great year and 

we have many exciting things in the pipeline, from 

enhancing our existing products to introducing 

new items, software innovations and a dedicated 

retail pricing app for installers. 

“We’re looking forward to another big year at 

SupaLite, where we’ll no doubt be working to 

maintain our lead time and also strengthen and 

expand the business, and our offering, even further.” 

Contact SupaLite: 

01772 828060 

www.supaliteroof.co.uk 

@SupaLiteRoofs 


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Sustainability 

MAKE WAY FOR TIMBER 

Ian Cowling, sales director of Eco-Logic Roofing Systems, the company behind the Warm 

Roof Pro, tells Total Installer why he feels when it comes to conservatory roofing, the tide is 

turning towards timber... 

With many conservatories in the 

UK now outdated compared 

with the technology and 

performance of the latest innovations 

currently on the market, homeowners 

want a conservatory refurbishment 

and upgrade, particularly if they inherit 

older models. 

This has led to an increasing trend 

for replacing a worn-out glass or 

plastic conservatory roof with a new, 

lightweight tiled one, thanks to their 

increased energy efficiency and ability to 

retain warmth in the winter months and 

keep a conservatory cool in the summer. 

Most solid conservatory roof systems comprise a 

structural aluminium skeleton covered with timber 

boards. But, while the lightweight material has 

been a favourite because of its strength, there has 

always been an issue with retaining heat. 

And that’s why we are starting to see the tide turn 

to an all-timber thermally-efficient conservatory 

roof system, such as our Warm Roof Pro. 

Keep the heat in 

Solid roof options that utilise aluminium frames can 

provide poor thermal performance, cold spots, and 

condensation, and the last thing a homeowner wants 

is a conservatory roof that is performing poorly. 

A solid conservatory roof replacement constructed 

solely from timber eliminates many of the issues 

associated with roofs with an aluminium skeleton, 

including metallic cold spots and frequent 

draughts, creating a true warm roof, and helping 

a conservatory stay at the perfect temperature all 

year round. 

The Warm Roof Pro is all timber and uses highly 

insulated structural insulated panels (SIPs), 

“Solid roof 

options that utilise 

aluminium frames 

can provide poor 

thermal performance, 

cold spots, and 

condensation” 

meaning it’s much more thermally efficient, helps 

to insulate a home and reduces heating bills. 

A sustainable option 

Timber is known for its environmental benefits and 

is the best material for natural insulation. Building 

with a timber frame means making a positive 

contribution to climate change thanks to well run, 

sustainably managed forests. 

Timber has the lowest CO 2 cost of any 

commercially available building material. It is 

organic, non-toxic, naturally renewable and 

effectively carbon-neutral. For every cubic metre 

of wood used instead of other building materials, 

0.8 tonnes of CO 2 is saved from the atmosphere. 

A standard Warm Roof Pro roof achieves a U-value 

of 0.18 W/M 2 K on a standard installation, with the 

use of insulated plasterboard achieving a U-value 

of 0.10 W/M 2 K. 

Increasing demand 

With the green agenda and sustainability 

very much at the forefront of more and 

more consumers’ minds, we have seen 

an increased demand for timber products 

considering recent concerns over 

sustainability, and this will only continue. 

Consumers are becoming more 

aware of the role they must play in 

supporting the planet and the type 

of product used – and whether it is 

sustainable – is now a concern. 

They now have a much better understanding 

of phrases such as ‘whole life carbon’ and 

‘U-value’, and these are now things consumers 

will look for. This means being able to offer 

a sustainable option such as an all-timber, 

thermally-efficient conservatory roof system will 

help installers, builders, and roofing companies 

win more business. 

All boxes ticked 

The Warm Roof Pro does not just provide a 

sustainable solution for installers to offer – it 

makes life much easier for them too. 

Manufactured in our workshop to very high 

standards to ensure all project requirements are 

met, the multi-pitched, conservatory roof system 

does not need to be built in the factory first and is 

supplied in kit form, making it so much easier to 

transport and handle. 

And super-quick installation enables the 

installer to reduce fitting costs, spend less 

time on site, and cause less disruption for the 

homeowner. 

Contact Eco Logic / Warm Roof Pro: 

01480 475957 

warmroofpro.co.uk 

@warmroofpro 


Benefits without 

compromise 

with TOTAL70 

Our TOTAL70 window and door system achieves 

the highest possible energy ratings and 

performance. With two aesthetic options to 

choose from, TOTAL70c (chamfered) and 

TOTAL70s (sculptured), REHAU opens up a 

world of choice to complement any style 

of property. 

Windows. Reinvented for modern life. 

www.rehau.uk/windows 

Tel: 01989 762600

Sealants 

IT'S ALL IN THE CHEMISTRY 

Andy Cummins, senior product manager at Geocel, takes a look at the different sealant 

options on offer and highlights the benefits of using products that are specifically formulated 

for the job in hand. 

There are a wide range of sealant products 

on the market with different properties 

and applications. To achieve a high-quality 

finish with the required longevity it is important to 

understand the differences and how to select the 

correct one for each task you undertake. 

Silicone products 

Silicone sealants are extremely versatile and 

useful, especially for glazing applications. 

Silicone has excellent movement capabilities 

as it remains permanently flexible and will 

adhere to a wide range of materials, including 

glass, polycarbonate, PVC-U, coated 

aluminium and painted surfaces. 

It also offers excellent 

durability, especially when 

compared to polyurethane 

or mastic alternatives, 

as it is not affected by UV, 

temperature or weather. If 

applied correctly, silicone sealants 

can last for decades with no shrinking, cracking 

or discolouration. This makes silicone products, 

such as Trade Mate Glazing Seal and Trade Mate 

Frame Seal, an ideal choice for the installation of 

windows, doors and conservatories. 

Additionally, with many glazing professionals 

offering a wider range of services including 

roofline and cladding installation, it is important 

to understand the products designed for these 

applications. Silicone lead and gutter sealants are 

ideal for the installation and maintenance of gutter 

systems, and for pointing joints between the lead 

flashing and the brickwork, stone or masonry. 

MS Polymers 

MS Polymer products combine key attributes 

of other types on the market to provide a highly 

versatile product. Sometimes referred to as 

hybrid sealants, MS Polymers have 

the permanent flexibility and UV 

and weather resistance of silicone 

products, while also offering the 

paintability of acrylics. These sealants can 

also be applied to a wide range of both interior 

and exterior substrates, including wood, metal, glass, 

brick, tile and concrete, as well as most plastics. MS 

Polymers are also non-staining and do not contain 

solvents that can damage synthetic materials. 

While MS Polymer products typically cost more 

compared to a silicone alternative, they provide 

a solution to specific challenges faced on site. 

For example, while a silicone frame seal will 

be available in a range of colours, there will 

be situations where the sealant will need to be 

painted to match a specific window or door finish. 

This can be achieved easily with an MS Polymer 

based product, such as Trade Mate Paintable 

Frame Seal. Also, because MS Polymers can 

be applied to damp surfaces, they are ideal 

for repairs and for resealing existing windows 

without the need to fully dry the surface. 

“If applied correctly, 

silicone sealants can 

last for decades with 

no shrinking, cracking 

or discolouration” 

Importance of quality 

Finally, while selecting the right type of sealant 

for the job is essential to achieve a professional 

finish, it is also important to look for high-quality 

products. Often poor quality options will not 

perform as intended, even if they are applied 

correctly, resulting in call backs and customer 

dissatisfaction. For example, low cost silicones 

are often bulked out with other chemicals that 

evaporate as it cures, causing the sealant to 

shrink and not form a strong bond, potentially 

leaving a route for water ingress. 

The wide range of sealant products on the market 

means there is always a solution for the task at 

hand, from everyday installations, to challenges 

specific to a job. Understanding the properties 

of each type and how they can be used will help 

installers select the one that will offer the best 

possible results. 

Contact Geocel: 

01142409305 

www.geocel.co.uk 

@Geocel 


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Article Profitability 

HIGH VALUE WILL DRIVE RECOVERY 

Total Installer talks to Nigel Headford, director at Deceuninck Aluminium, to find out why 

he feels installers could be missing out on higher value installations, as their suppliers are 

holding them back... 

The pandemic may have left many home 

improvement companies feeling punch 

drunk, as they recover from the surge in 

demand following lockdown, but they may not 

have profited as much as they had hoped. 

“Many business owners are going to 

be scratching their heads wondering 

where all their profit has disappeared to” 

Typically, companies’ profit margins shrank as 

2021 progressed. The overriding reason for this 

was that many installations were priced before 

the supply chain issues hit (which resulted in 

unavoidable price rises across the board). So, 

when window and door products were eventually 

installed the profit margin had been eaten away 

significantly. 

“Many business owners are going to be 

scratching their heads wondering where all their 

profit has disappeared to,” says Deceuninck 

Aluminium’s director, Nigel Headford. “Rising 

input costs, which have not been offset by price 

increases at the retail end, are one issue, but 

if you then factor in callbacks, profits will be 

squeezed further. 

“I reckon we’re going to see a lot of bumper top 

lines, but very meagre bottom lines come the end 

of the financial year.” 

Nigel explained that this was because volume is 

still king in many people’s eyes. Suppliers to this 

sector tend to be a known quantity, and high-volume 

usually means the supply is secure. In short: if the 

supply chain is working efficiently, you can virtually 

guarantee your profits, even if the margin is slim. 

The coronavirus threw this model out of the window, 

and home improvement companies have reevaluated 

their core business strategies, because 

those slim margins were eroded to nothing. 

“Top of this reassessment is targeting the higher 

value, higher margin market,” Nigel says. “And 

with the right suppliers you can do this almost 

effortlessly because the homeowners are 

demanding better.” 

While the squeeze on the cost of living is currently 

in the news, with tax rises and energy price 

increases on the way, this ignores the fact that 

many people are emerging from the pandemic 

with sizeable disposable incomes. 

It is an established fact that people are choosing 

to work from home – even as the health risk 

subsides – and the subsequent increase in 

demand is expected to last right through until the 

end of 2022 at the earliest. 

Furthermore, this is opening up the higher value 

market, which is further buoyed by a greater 

focus on sustainability issues, and energy 

efficiency in particular. 

“With energy prices quite literally going through 

the roof, homeowners will want to do what they 

can to hold on to the heat they already generate,” 

explains Nigel. “And with our Decalu range, we 

have a very attractive proposition.” 

The Decalu88 aluminium bi-folding door boasts 

U-values as low as 0.68W/m 2 K, which not only 

makes it match-fit come July when the building 

regulations are tightened, but it will meet the 

expected values for the Future Homes Standard 

in 2025. 

It has been designed with a high-performance 

EPDM, co-extruded pre-inserted gasket with 

rigid PVC-U backing. This eliminates the manual 

insertion of the gasket and puts an end to gasket 


shrinkage and subsequent callbacks, protecting 

profit margins. It is also very straightforward to 

install, with many fitting teams boasting multiple 

installs in one day. 

“Aside from the formidable energy credentials, 

the Decalu range gives home improvement 

companies the design freedom to create the 

higher value projects that homeowners are 

currently demanding,” says Nigel. 

“The Decalu163, for example, is a highly 

engineered lift-and-slide door. It accommodates 

incredible individual sash weights – up to 400kg 

– which creates real design flexibility. 

“And it’s available in dual-colour and marinegrade 

finishes as standard, generating a lot of 

high margin opportunities for installers.” 

Another striking product in Deceuninck 

Aluminium’s range is the Decalu88 aluminium 

entrance door – an aspirational door that singlehandedly 

boosts kerb appeal and elevates the 

status of the front door. 

The Decalu88 residential door delivers a number 

of USPs. With a wide choice of flush and 

glazed-in door slabs, consumer appeal is one. 

Contemporary sightlines and sophisticated styling 

give it reach in a wide variety of applications. 

It’s true USP, however, is a maximum bowing 

tolerance of only 2.5mm under heat stress. 

Deceuninck Aluminium uses a pre-rolled, highperformance 

polyamide thermal-breaking system 

throughout its range, including the Decalu88 

entrance door. 

ABS inserts 

Where it differs from the rest of the range is that 

in Decalu88, it also features special ABS inserts 

which adapt to temperature change allowing 

the internal and external faces to expand and 

contract independently of one another, limiting 

bowing to a maximum of 2.5mm – even in 

extreme heat. 

The system also works in reverse, so that even on 

the coldest day, deflection in the door is limited 

to no more than 3.5mm at temperatures as low 

as -30°C. To put that into context, the average 

wintertime temperature in the Arctic is -34°C. 

With ultra-low maximum bowing tolerances, 

limitations on door design are removed. This 

includes the specification of dark colours on 

south-facing elevations. 

This core stability also means that it achieves 

high levels of weather performance and sealing, 

offering a contemporary flush sash option across 

21 styles, in addition to 30 insert panel options. 

So, as the pandemic made people question the 

sense behind the high volume model, businesses 

are starting to focus on fewer projects, but with 

higher margins. 

“This is only possible if you have the right 

products, and many older systems on the market 

don’t,” Nigel says. “You need to partner with a 

supplier which has created products with a grand 

designs focus throughout its range, and has 

energy efficiency at its core.” 

Contact Deceuninck Aluminium: 

01249 816 969 

www.deceuninck.co.uk 

@Decalu_UK 



Updates 

For further home improvement updates visit www.total-installer.co.uk 

CRL GLASS ROOMS OFFER ALL-WEATHER PROTECTION 

CRL is bound for Birmingham, from 10-12 May, for the FIT Show 2022! On Stand A51 at 

the NEC, the company will be presenting its Glass Rooms, described as ‘an easy to install 

solution that enables homeowners to make the most of their outdoor space’. 

Simple to construct according to CRL, the Glass Rooms feature an ‘intelligent’ modular 

design, with an aluminium structure that requires very few supports over large areas. 

‘Innovative’ connectors give a high degree of flexibility with many variations possible, 

while optional extras including sliding doors, vertical blinds and roof blinds make it 

simple to create a unique space that can be enjoyed throughout the seasons. 

The system’s modular design enables the Glass Room to be configured to suit any space, from simple rectangles to more complex L shape designs. The 

drainage is cleverly integrated into the post, with rainwater channelled through the gutter into the drainpipe. The front profile of the post can be easily removed 

using a clip system to allow easy access to the drain. www.crlaurence.co.uk 

'QUALITY AND CONVENIENCE' WITH THE JUNA HINGE 

Bohle has launched the new Juna shower door hinge, which not only promises to bring ‘quality and 

class’ to the top end of the market, but also promises ‘significant benefits’ for the installer. 

Developed and designed by Bohle, the Juna hinge for glass shower doors boasts minimum gap dimensions, 

which give what Bohle describes as a ‘clean, high-quality appearance’. Other modern aesthetic features 

include no visible screws, a ‘practically continuous’ sealing strip, and the ‘above-average’ return angle of 20º, 

which closes the glass door automatically. 

Designed with the installer in mind, the zero-position adjusting screw is easily accessible for convenience, 

while the clamping screws and zero-position fixing screw have uniform screw heads, which can be tightened 

with just one tool, ‘reducing clutter and inconvenience on site’. www.bohle.com 

SEEING THE LIGHT WITH SUPALITE'S SKYVISTA HYBRID 

SupaLite is urging homeowners and installers to ‘see the light’ with its SkyVista hybrid 

roof system. 

Combining SupaLite’s lightweight tiled roof with high-performance glazed panels, SupaLite 

says SkyVista gives homeowners the ‘unrivalled’ thermal performance of a SupaLite system, 

while also benefiting from higher levels of natural light. 

Steve Hacking, SupaLite’s managing director, said: “Our SkyVista product offers consumers the 

best of both worlds. Bringing more natural light into the home is no doubt an attractive prospect 

for lots of people, so installers should be offering a hybrid product option to consumers if they’re 

not already. 

“Our kit-based roof systems are incredibly popular with our approved SupaLite fabricators 

and installers, and we’re confident this will continue as homeowners are looking for simple and 

effective ways to create more natural light in their conservatories.” 

SupaLite says SkyVista offers excellent U-value properties and effective solar control. It allows 

homeowners to easily regulate the temperature of their conservatory while letting plenty of natural light to flow through the whole space. 

Unlike traditional conservatory roofs, this hybrid technology means a conservatory can be used all year round as a pleasant, liveable space. 

Additionally, due to self-cleaning properties, there’s no maintenance involved for consumers who choose the SkyVista product. Available in a range of design 

options and colours, SkyVista can also be configured to numerous conservatory styles including Edwardian, Victorian and lean-to. The product can also be 

used with SupaLite’s Extralight textured steel tiles, which offer exceptional strength, durability and are much faster to fit – saving installers time on site. 

Following its launch in 2019, the SkyVista product was developed further by SupaLite into a glazing cassette. This update means the glass units can be 

lifted and dropped into place, making it as easy as possible for installers. 

Steve added: “Fitting the glass is often where installers may lose time and money, but now our glass units can be dropped into place whole. As a result, 

the installer will be able to spend less time on site, and improve their profit margins.” www.supaliteroof.co.uk 



Updates 

EXLABESA LAUNCHES GLASS BALUSTRADE SYSTEM 

A glass balustrade system is the newest offering from Exlabesa Architecture. 

The Glass Rail balustrade system, 100% manufactured in Exlabesa’s Doncaster factory, has been 

designed to balance ‘sleek, stylish’ aesthetics and ‘uncompromising’ safety performance, while 

offering building users uninterrupted views. Creating the effect of a solid wall of glass, Glass Rail 

can be fully integrated into the building envelope. It has four options for fixing to the base support, 

and can be fixed to the floor framing, either internally or on one of the profile flanks. In addition, 

when design requirements necessitate taking the glass pane surface to the limit, the system can 

be installed on the front of the floor framing. Glass Rail has also undergone rigorous safety testing 

and is approved under BS-6180 balustrade regulations using toughened laminated glass and four 

anchor fixings per lineal metre. The product is available in stock, both in anodised and mill finishes, 

and a wide range of colours are available with a 15-day lead time. www.exlabesa.co.uk 

For further home improvement updates visit www.total-installer.co.uk 

KEYLITE TRANSFORMS GRADE II BARN 

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 

'QUALITY NOT QUANTITY' IS KEY FOR SALES LEADS 

Andy Royle, co-founder and MD of Leads 2 Trade, the UK provider of double-qualified sales leads to installers Andy Royle 

operating in the home improvement sector, says that dispelling the myths around cheap sales leads will lead 

to ‘significant business growth’ in 2022. 

According to Andy, installers will have to work harder to convert leads into business this year and, instead of volume, the 

questions they need to ask are how many get converted to a survey or quote, how many of those quotes get converted into 

an order, and what’s the true cost of sale from that lead source? Leads 2 Trade’s ‘no pitch no fee’ lead service provides members with a confirmed appointment, 

which means ‘no more time [spent] calling leads up multiple times, only to get a belated response that they’ve gone with someone else’. Instead, 

Leads 2 Trade calls the consumer, books and confirms the appointment, and all the member has to do is ‘turn up and sell’. And to make things easier, 

the lead is only sold to one other company, so there is more chance of winning the work, says Andy. leads2trade.co.uk/about/premium-leads/ 

CEDRAL INSTALLER INITIATIVE SET TO RAISE THE BAR 

Cedral, the manufacturer of fibre cement façades and roof slates, has launched Cedral Select Professional, 

a new initiative designed to establish ‘the highest service standards in the sector, while helping to connect 

homeowners with the right installers’. 

Trained installers need to demonstrate a high level of skill, safety and a proven track record of customer care. 

In return, they will receive marketing support, product training and installation tips. Cedral Select Professional 

installers will also benefit from loyalty programme incentives. 

There are two levels of Cedral Select Professional, with businesses opting to become Members or Partners. While both levels receive technical support, 

training and gain accreditation from Cedral, Partners benefit from pre-qualified quote requests from customers via an online portal and exclusive sales 

toolkits. To find out more about becoming a Cedral Select Professional, email: admin.uk@cedral.select 



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FIT Show 2022 

MISS FIT AND YOU'LL MISS A TRICK 

With just a few short months to go until the return of the FIT Show – the ‘main event’ for the 

UK glass and glazing industry – which returns to the NEC this May, event director, Nickie 

West, fields five key questions from an installer’s perspective... 

1 

I’m so busy, why should I take time off the 

tools to make a trip to FIT? 

Nickie West (NW): I understand that a backlog 

of work, supply chain issues and staff shortages 

might make a trip to FIT seem like a big ask. But 

I’d urge you to ask yourself; where else can you 

find all of the latest products on the market under 

one roof? Where else can you speak directly to 

manufacturers en masse? FIT Show delivers all 

of this. 

When FIT Show opens next May, we’ll be bringing 

every link in the fenestration industry back 

together for the first time in three years. There 

will be new products, new seminars and sessions 

to help you become more profitable, and more 

reasons to celebrate after an extended period of 

restricted face-to-face interaction. Can you afford 

to miss out on all of that? 

2 

But I’ve been before, will there actually 

be anything new? 

NW: When FIT Show returns, it will have been 

three years since we last brought the industry 

back together for its number one showcase. 

So much has happened in this time. Brands 

have been innovating. A large proportion of our 

200-plus exhibitors are coming to FIT Show 

specifically to launch new products and services 

to the market. We’re anticipating more new 

product launches than any previous FIT. 

We’re also bringing lots of new brands to FIT, from 

companies that have launched in lockdown who 

are now ready to grow their installer networks, 

through to long-standing brands who are about to 

make their FIT Show débuts. 

Our visitors can look forward to seeing brands like 

Exlabesa, Rockdoor, UK Doors Online, Ab Initio 

Systems, Solar Calibre Doors and Storm Building 

Products to name just a few! 

Behind the scenes, we are also innovating 

and preparing new show features that will 

help you broaden your portfolios and increase 

profitability. You’ll be able to take advantage of 

our new outdoor living feature which will include 

everything from sun rooms and garden rooms, 

through to conservatories and canopies, decking 

and fencing, awnings, gates and other associated 

outdoor home improvement products. 

3 

Can I not just log on to FIT Show from home 

instead of going all the way to the NEC? 

NW: The short answer is; no. We don’t believe 

that online would do the live event justice. We 

want you to come and see, touch and play with all 

of the latest products on the market. To come and 

have face to face conversations with the people 

who make them. To celebrate with us, in the flesh 

at FIT Show. 

But there are some elements that we will 

be making available after the show, such as 

snapshots of our learning programme. And we’ll 

once again be running our live stream with FIT 

The FIT Show will return in May 

Show TV so you can watch that back once you’ve 

been to the main event. 

4 

Will I be able to buy anything at the 

show and will there be discounts? 

NW: Absolutely! We are already working with our 

exhibitors to create exclusive discounts and offers 

that will only be available at FIT Show. We’ll be 

creating a digital voucher book that you will be 

able to access nearer the show, and once you’ve 

registered to visit. 

5 

How much does it cost to attend – and 

where do I get tickets? 

NW: Visiting FIT Show is completely free. All you 

need to do is visit www.fitshow.co.uk or scan the 

QR code below to register. We’ve already received a 

record number of visitor registrations. It’s never too 

late to get your biggest business days of the year 

locked in your calendar; May will be here before 

you know it! 

Contact FIT Show: 

0207 886 3100 

www.fitshow.co.uk 

@fitshow 


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MAX EXC. 

OUTPUT KW VAT 

INC. 

VAT 

CMFT250 

Little Devil II 10.3 £89.98 £107.98 

£239.70 inc.VAT 

CMS216S 

Ideal for fast 

efficient 

heating 

Extra-long 

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10" TABLE 

– up to 53 litres 

Variable heat 

XR80 

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output with 

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EXTENSION 

DOUBLE £155.98 FOOTER inc.VAT 

MODEL MAX OUTPUT EXC.VAT INC.VAT 

XR60 14.7kW £199.75 £239.70 

XR80 20.5kW £249.00 £298.80 

XR110 29.3kW £298.00 £357.60 

XR160 46.9kW £369.00 £442.80 

XR210 61.5kW £419.00 £502.80 

PETROL DUMPER 

TRUCK 

3 forward gears with reverse Narrow 760mm 

width, fi ts through most doorways 

BIG 

125LTR 

bucket 

300 

KG 

NOW OPEN 

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BIG 16" ALL 

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NEW 

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BOLTON 1 Thynne St. BL3 6BD 01204 365799 

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BURTON UPON TRENT 12a Lichfield St. DE14 3QZ 01283 564 708 

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CARDIFF 44-46 City Rd. CF24 3DN 029 2046 5424 

CARLISLE 85 London Rd. CA1 2LG 01228 591666 

CHELTENHAM 84 Fairview Road. GL52 2EH 01242 514 402 

CHESTER 43-45 St. James Street. CH1 3EY 01244 311258 

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COVENTRY Bishop St. CV1 1HT 024 7622 4227 

CROYDON 423-427 Brighton Rd, Sth Croydon 020 8763 0640 

DARLINGTON 214 Northgate. DL1 1RB 01325 380 841 

DEAL (KENT) 182-186 High St. CT14 6BQ 01304 373 434 

DERBY Derwent St. DE1 2ED 01332 290 931 

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DEMOLITION 

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DWS225LR (230V) 225mm UP TO 1.7M 

£99.98 £119.98 

DWS225LR (110V) 225mm UP TO 1.7M £109.98 £131.98 

WET & DRY 

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Compact, high 

performance wet & 

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* SS = Stainless Steel 

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GATESHEAD 50 Lobley Hill Rd. NE8 4YJ 0191 493 2520 

GLASGOW 280 Gt Western Rd. G4 9EJ 0141 332 9231 

GLOUCESTER 221A Barton St. GL1 4HY 01452 417 948 

GRIMSBY ELLIS WAY, DN32 9BD 01472 354435 

HULL 8-10 Holderness Rd. HU9 1EG 01482 223161 

ILFORD 746-748 Eastern Ave. IG2 7HU 0208 518 4286 

IPSWICH Unit 1 Ipswich Trade Centre, Commercial Road 01473 221253 

LEEDS 227-229 Kirkstall Rd. LS4 2AS 0113 231 0400 

LEICESTER 69 Melton Rd. LE4 6PN 0116 261 0688 

LINCOLN Unit 5. The Pelham Centre. LN5 8HG 01522 543 036 

LIVERPOOL 80-88 London Rd. L3 5NF 0151 709 4484 

LONDON CATFORD 289/291 Southend Lane SE6 3RS 0208 695 5684 

LONDON 6 Kendal Parade, Edmonton N18 020 8803 0861 

LONDON 503-507 Lea Bridge Rd. Leyton, E10 020 8558 8284 

LUTON Unit 1, 326 Dunstable Rd, Luton LU4 8JS 01582 728 063 

MAIDSTONE 57 Upper Stone St. ME15 6HE 01622 769 572 

MANCHESTER ALTRINCHAM 71 Manchester Rd. Altrincham 0161 9412 666 

MANCHESTER CENTRAL 209 Bury New Road M8 8DU 0161 241 1851 

MANCHESTER OPENSHAW Unit 5, Tower Mill, Ashton Old Rd 0161 223 8376 

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NOTTINGHAM 211 Lower Parliament St. 0115 956 1811 

PETERBOROUGH 417 Lincoln Rd. Millfi eld 01733 311770 

PLYMOUTH 58-64 Embankment Rd. PL4 9HY 01752 254050 

POOLE 137-139 Bournemouth Rd. Parkstone 01202 717913 

PORTSMOUTH 277-283 Copnor Rd. Copnor 023 9265 4777 

PRESTON 53 Blackpool Rd. PR2 6BU 01772 703263 

SHEFFIELD 453 London Rd. Heeley. S2 4HJ 0114 258 0831 

SIDCUP 13 Blackfen Parade, Blackfen Rd 0208 3042069 

SOUTHAMPTON 516-518 Portswood Rd. 023 8055 7788 

SOUTHEND 1139-1141 London Rd. Leigh on Sea 01702 483 742 

STOKE-ON-TRENT 382-396 Waterloo Rd. Hanley 01782 287321 

SUNDERLAND 13-15 Ryhope Rd. Grangetown 0191 510 8773 

SWANSEA 7 Samlet Rd. Llansamlet. SA7 9AG 01792 792969 

SWINDON 21 Victoria Rd. SN1 3AW 01793 491717 

TWICKENHAM 83-85 Heath Rd.TW1 4AW 020 8892 9117 

WARRINGTON Unit 3, Hawley’s Trade Pk. 01925 630 937 

WIGAN 2 Harrison Street, WN5 9AU 01942 323 785 

WOLVERHAMPTON Parkfi eld Rd. Bilston 01902 494186 

WORCESTER 48a Upper Tything. WR1 1JZ 01905 723451 

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Calls to the catalogue request number above (0844 880 1265) cost 7p per minute plus your telephone company’s network access charge. For security reasons, calls may be monitored. All prices correct 

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PVP11A* 258 11.0m £86.99 £104.39 

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HSE650A† 290 9.5m £229.00 £274.80 

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PW50A Standard 550L/min 2" £169.98 £203.98 

PW80A Standard 1100L/min 3" £189.00 £226.80 

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£ 

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MODEL MAX 

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CAPACITY 

EXC. 

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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

Xpert Advice 

NO MESSING, NO HASSLE 

In this regular column for Total Installer, Window Ware’s commercial director, Richard 

Bryant, explains why making sure you have a dependable supplier for your tools and 

consumables is the best insurance against any disruption and upset in the year ahead. 

Brexit and almost two years spent in 

the grip of a global pandemic have 

had a catastrophic effect on the 

supply chain and unfortunately, 

it’s the installers who have 

often borne the brunt of angry 

customers frustrated by the 

resulting delays. While I’m sure 

we’d all like to start 2022 with 

a clean slate and leave last year’s 

pesky supply challenges and material 

shortages behind, there’s no doubt 

that they’ll follow us well into the 

new year. 

For busy trade counters and stockists, 

continuing supply issues might mean 

that on occasion, some of their top 

sellers may still prove hard to source and 

their shelves could look a little emptier 

than usual. 

But, with strong demand for doors and 

windows set to remain, at least into 

the early part of 2022, the last thing 

installers need is limited choice, stockouts 

or extended lead times pushing 

their projects back and causing havoc 

with work schedules. 

The pressure is on for retailers, trade counters 

and hardware stores alike to plug any stock 

gaps and address any potential shortages in 

order to maintain usual service to customers 

at every stage in the supply chain. Now, more 

than ever, it is essential fenestration firms find 

a hardware supplier they can depend on to fuel 

their businesses. 

Simple solution to complex supply issues 

In a bid to secure those critical product quantities 

“The last thing 

installers need is 

limited choice, 

stock-outs or 

extended lead 

times pushing 

projects back” 

and keep up with their customers’ 

needs, many companies have 

resorted to buying from multiple 

suppliers, juggling numerous 

deliveries, and wading through all the 

extra paperwork created as a result. 

However, one way of minimising 

sourcing hassles is to keep things simple 

by opting for a single, trusted multi-brand 

supplier with a proven track record of 

delivering the goods and a wide enough 

choice of alternatives to fulfil virtually 

every requirement. That way, not 

only can you be confident you’ll 

be able to source products that always meet 

specification, but you’ll also minimise service 

inconsistencies, improve ordering efficiency and 

avoid added expense. 

The right tools for the job 

In the fall-out from factory closures and 

manufacturing delays caused by the pandemic, 

essential kit such as professional power, air 

and glazing tools have at times over the last 

year proven somewhat difficult for industrious 

installers and fabricators to get hold of. 

But, with a long-established reputation for 

delivering the biggest brands and best-loved 

tool names, Window Ware has been working 

harder than ever to support glazing professionals 

through its network of 300+ stockists around the 

country, with a one-stop supply of all their toolkit 

staples. A wide choice of some of the industry’s 

top names – including Xpert, Kendo, Stanley, 

Bahco, Blue Spot and Faithful – coupled with an 

extensive inventory of 5000+ products, means 

buyers can tick off their entire shopping list in 

one go, with minimum sourcing headaches and 

maximum convenience. 

No waiting around 

Of course, it isn’t just a question of having enough 

stock to go around. Once an order is placed, those 

products can’t begin to support a business until 

they’re delivered. And it’s important they arrive in 

full, at the right address and at the right time to 

maintain productivity and meet deadlines. 

Thanks to our climbing +94.7% post-Covid on 

time in full (OTIF) score, our accuracy-obsessed, 

efficient warehouse team, and our service-driven 

sales team, Window Ware customers enjoy 

quick responses, reliable deliveries and positive 

experiences with every interaction. What’s more, 

flexible delivery options and no minimum order 

quantities mean customers are in control. Why 

not make it your new year’s resolution to achieve 

a simpler supply with a proven hardware provider 

that always comes through? 

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 


PURPLEXED 

ABOUT YOUR 

MARKETING? 

In a world where marketing and customer behaviour is constantly 

changing, you could be forgiven for being in a state of confusion 

when it comes to your own marketing. 

As a fully integrated marketing agency, Purplex is powered to 

alleviate this stress and help ambitious companies like yours build 

their reputation, business, and future. 

With more than 35 years industry experience our specialist teams 

build campaigns that cut-through the noise and create integrated, 

consistent, and clear messages across all platforms to build brand 

awareness and drive your business to greater heights. 

SPEAK TO THE EXPERTS IN: 

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IF YOU’RE PURPLEXED ABOUT YOUR MARKETING, SPEAK TO THE EXPERTS 

T: 020 3137 9319 

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HQ: 200 Worle Park Way, Weston-super-Mare, BS22 6WA

Updates 

MID-LAYERS OFFER SUSTAINABLE CLIMATE CONTROL 

Continuous work in cold weather produces body heat and sweat. But when your rate of work 

slows, the sweat cools and you’ll start to feel cold and damp. The solution, according to Snickers 

Workwear, is the brand’s body-mapping mid-layer working clothes, that deliver advanced 

ventilation to control and regulate the heat generated by your body. 

Made to last from sustainable fabrics such as micro fleece and recycled polyester, they’re designed for 

both work and leisure activities, insulating to keep heat around your body by ‘effectively creating an air 

pocket inside your clothes’, according to Snickers. 

These mid-layer work clothes complement Snickers’ FlexiWork base-layer undergarments that 

combine sustainable, ‘animal-friendly’ Merino wool with polyamide for warmth and ventilation, as well 

as its top-layer or ‘outer shell’ AllroundWork and Flexiwork weatherproof jackets and trousers that, 

Snickers says, will keep you ‘warm, dry and comfortable all day long’. www.snickersworkwear.co.uk 

For further vehicles, tools & workwear updates visit www.total-installer.co.uk 

PROTRADE ADDS TOUGHBUILT BRAND TO PORTFOLIO 

Protrade, the UK supplier of premium power tools and accessories, has announced that it has added the ToughBuilt 

brand to its growing product portfolio. 

Designed and developed in the USA, ToughBuilt offers an extensive range of tool storage, pouches, belts and knee pads, as 

well as saw and roller stands – all of which are now available in Protrade’s East Midlands-based depots and online. 

Craig Sanders, joint managing director at Protrade, said: “This partnership with ToughBuilt is one we’re really excited about 

and we’re delighted to be able to welcome their fantastic range of tools and accessories into our depots and online store. 

“ToughBuilt has been creating innovative items for a long time and knows the trade industry inside and out. Their values 

are fully aligned with ours and it’s their commitment to providing quality that really stands them out. They will become an 

instant hit with our customers for that reason.” www.protrade.co.uk 

EMPLAS INVESTS IN 'GREENER' DELIVERY TRUCK 

Emplas has increased the capacity of its nationwide delivery fleet with the 

addition of a new, more fuel-efficient Volvo FM Rigid truck. 

Representing an investment of more than £117,000, the new 18-tonne vehicle 

combines the latest Euro 6 emissions standards with modern aerodynamics, helping 

to improve fuel efficiency by 50% compared to older models. 

With two additional Volvos on order, the new, ‘greener’ truck, which features 

Emplas’ latest livery, increases the Wellingborough fabricator’s own delivery fleet to 

16 vehicles in total, further enhancing its customer service and ability to cater for 

ongoing demand across its PVC and aluminium product ranges. www.emplas.co.uk 

THE ULTIMATE HI-TECH SAFETY BOOTS FOR WINTER 

With a focus on comfort and S3 safety, Solid Gear says its new and ‘athletic-looking’ Prime 

GTX boots are ‘probably the most comfortable and robust footwear you can get for the winter’. 

Solid Gear says this hi-tech safety footwear will keep your feet dry so you can work comfortably in 

the roughest conditions on site – with effective protection all day long. 

The Prime GTX boots feature a Vibram out-sole with a lightweight EPTU mid-sole to prioritise 

‘top-line’ comfort and stability. The sole combines excellent durability with oil and slip resistance 

and ‘outstanding’ grip on snow and ice – even at low temperatures. What’s more, the GTX combines 

ergonomics with a torsional rigidity for safety, enhanced by the durable microfiber upper that 

features a waterproof and breathable Gore-Tex membrane. www.solidgearfootwear.com 



Visoglide Plus 

Aluminium Sliding Doors 

Let the light in 

Combining the benefits of a large picture window, 

which allows light to flood in to an internal space, with an easy 

opening operation, Visoglide Plus is a high quality, highly 

versatile system which is a great option for even the largest 

project. 

Delivering outstanding thermal efficiency, Visoglide Plus offers 

contemporary styling and robust performance, with the option 

of slide, or lift and slide operation on double or triple tracks. 

Call us now for enquiries : 

Tel : 01296 668899 

Fax now for a quotation : 01296 301839. 

or email : enquiries@garrardwindows.co.uk 

Visit our website : 

www.garrardwindows.co.uk 

We pride ourselves on our reliability

February 2022

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