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SEPT 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Transform under-used

living spaces

with

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• Intelligent design

• Easy installation

• Variable or fixed pitch options

• Order from 200+ branches

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>>> • NEW PRODUCTS • VENTILATION FOCUS • ORDERS UP • #FRESHAIRFEELING • >>>


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Loved by Installers

The EdgeGLIDE+ is a sleek and modern sliding door with an ultra slim 35mm interlock and spanning up to

2.2m x 2.6m per panel. The highly efficient design can achieve 1.4 W/m²K U-Value with our standard double

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217 113

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Editor’s Comment

GEORGE LEWIS

EDITOR

GEORGELEWIS@MEDIA-NOW.CO.UK

Transform under-used

living spaces

with

equinox ®

At the time of writing this comment, the UK is just days away from finding

out who has won the Conservative leadership race, and thus, the new

Prime Minister.

Now without going into politics too much, the new PM will have a full in tray on

their arrival. But top of the agenda is the constantly growing cost of living crisis

and the rising energy bills hitting everyone, regardless of income, and impacting

on the construction supply chain.

This means that yes, homeowners’ incomes are stretched, but we are

still seeing installers’ order books filling up and demand for new products

not waning necessarily as much as you might expect. So whilst times are

undoubtedly going to be tough, there is a feeling of cautious optimism within the

sector, with the push to be more energy efficient in order to control costs seeing

homeowners look to upgrade windows and doors.

But despite this, it is still a worrying time for the industry, as reports show in

2022 the construction industry accounted for 16% of administrations in the

first six months of the year – the highest sector in the UK (page 8).

Moving things onto a more positive note, we’ve got another packed issue

this month, which includes how HWL is helping installers counter the cost

of glass increases (page 26); Jon Vanstone discusses Certass TA’s new

#FreshAirFeeling campaign (page 34); plus we tap into the knowledge

and experience of industry veterans Chris Brunsdon of Tommy Trinder who

discusses tech to support installers (page 20), and Edward Burgess of the

Burgess Group who discusses his career, standout projects and challenges and

opportunities for the sector in our latest Installer Insights feature (page 58).

So read on for all this and much more.

Enjoy the issue!

George

• Intelligent design

• Easy installation

• Variable or fixed pitch options

• Order from 200+ branches

• 10 year guarantee

Get a quote today eurocell.co.uk | 03301 737 159

Cover courtesy of Eurocell. Find out more about the company’s comprehensive

conservatory and orangery range on page 12 and at: www.eurocell.co.uk

FOLLOW US @INSTALLERTOTAL

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Contents

ISSUE HIGHLIGHTS

26 AN INFLATION BUSTING

SOLUTION

HWL provides a step by step guide to installing astragal

bars, which is helping installers counter the cost of glass

increases on products, by supplying them unglazed

26

44 A PATHWAY INTO THE INDUSTRY

The Glass and Glazing Federation (GGF) says it is tackling the

skills shortage through its Skilled Pathways Scheme. Total

Installer hears more

66 GETTING ROOFLIGHTS RIGHT

The National Association of Rooflight Manufacturers

(NARM) discusses unfit rooflight installations and gives its

top tips for making sure installers get projects right

FEATURES

12 COVER STORY: EUROCELL

Sean Bunyan, Head of Commercial Operations at Eurocell,

highlights the company’s newly enhanced and contemporary

conservatory and orangery designs, as well as a roofing

solution that delivers all-year round comfort

20 SELLING WITH THE WOW!

Window installer turned software developer Chris

Brunsdon talks about his journey from family installation

business to developing the Framepoint app, plus explains

what the future holds for the company

36 THE BRAND, THE REACH,

THE VISION

Total Installer hears from Listers Managing Director Roy

Frost about the company’s restructure and what drives the

business

48 BUSINESS PILOT BAROMETER

Neil Cooper-Smith of Business Pilot says while the market

slowdown is apparent, the positive news is that sales and

leads were up in the last month

58

62 THE GROWING IMPORTANCE OF

TIGHT CREDIT CONTROL

In the latest instalment of our regular business column,

the experts at Know-it look explain why having a watertight

credit control is still an integral part of maintaining

a successful business

72 A TALL ORDER

David Loughran, Technical Team Leader at Keylite

Roof Windows, offers his advice on how to stay safe

working at height

74 STAYING IN THE KNOW

In the second part of a new mini-series, Trevor Rabson,

Training Manager at Werner, explains how to use a ladder

safely and discusses best practice for tradespeople

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


REGULARS

16 RETAIL THERAPY

Listers Group MD Roy Frost discusses the impact

of Part F and how, despite the calm at the moment, he

feels ‘a big tsunami’ is about to hit...

18 THE SMART COLUMN

Ryan Bromley, Co-Founder of Kubu Smart Security,

explains why “Smart Security Sensors” could be a

real diferentiator and help installers stand out...

34 THE VIEW FROM CERTASS

TRADE ASSOCIATION

Jon Vanstone discusses the launch of Certass

TA’s #FreshAirFeeling campaign, which supports

installers and promotes better ventilation in UK

homes

58 INSTALLER INSIGHTS

This month we put the questions to Edward

Burgess, discussing his career in the glazing

sector which started at just 16 and progressed to

owning his own successful business

INDUSTRY NEWS

07 ALUMINIUM NOW INCLUDED

The Glass and Glazing Federation (GGF) recycling

scheme has now been expanded to include aluminium

alongside PVC-U

07 CONSTRUCTION INDUSTRY

HIT HARD IN 2022

The construction industry reportedly accounted for 16% of

administrations in the first six months of the year – said to be

the highest sector in the UK

SECTIONS:

WINDOWS

20

DOORS

36

GLAZED

EXTENSIONS

52

HOME

IMPROVEMENT

66

VEHICLES, TOOLS

& WORKWEAR

74

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 T I 5


News Roundup

SAVINGS WITH HWL

Residence Collection specialist HWL

says it is helping installers counter the

cost of glass increases even on products

with astragal bars, by supplying them

unglazed.

According to HWL, sourcing glass locally

rather than buying in glazed frames from your

fabricator cuts the cost of IGUs by around

10%.

As well as delivering immediate benefits

to installers by simplifying handling and

reducing weight, it also puts HWL in a unique

position of being able to supply non-glass

bonded residence products with astragal bars

in ‘kit form’.

HWL says this means installers can buy glass

from their local supplier, delivering average

savings of 10% or more compared to buying

glazed frames from their fabricator.

Graham Howatson, Director, HWL said: “We

supply a lot of products with astragal bars.

They go hand-in-hand with that heritage

finish, so they’re used on R9, R7 and to a

slightly lesser degree on R2.

“Historically that’s meant we’ve applied the

astragal bar here in the factory and so our

customers have had to buy units from us.

“We’ve now removed the last barrier to

sourcing glass locally for Residence products

by creating a new astragal bar fitting kit,

which can be used to install the astragal

bar on site. It delivers some big savings on

glass, especially given increasing costs and

volatility in glass supply.”

www.hwlwindows.co.uk

AWARD SEASON'S IN FULL SWING FOR MFT

Made for Trade was said to be

thrilled to receive two regional

North East Business Awards; for

Manufacturing and High Growth

and Ambition, whilst also being

shortlisted and finalist as Company

of the Year in recognition of recent

achievements. Alongside this the

company has been nominated for

an impressive nine awards at the

upcoming National Fenestration

Awards.

Speaking of the Teesside heat and picking up the

awards, Made For Trade’s Operations Director Chris

Wann stated: “It was an incredible evening; this

is the first time that Made for Trade have entered

regional awards, and to be recognised and achieve

two awards that reflect where we are as a business

today was better than we could have imagined."

Made For Trade were up for no fewer than nine

award nominations at the National Fenestration

Awards (NFA) alongside entries to the G-Awards,

and will now be hoping to add awards from

September’s Grand Final to the list and round off

an exceptional year for the expanding business.

Which? is supporting

a new ventilation

awareness campaign from

certifiedcompetent.co.uk, run

by Certass Trade Association.

#FreshAirFeeling is a short

educational fi lm to help

homeowners and residents

understand the importance of

ventilating their properties all

year round. It includes easy

tips and advice on what to do to get that Fresh

Air Feeling, from considerations of things to

install when they next improve their homes, to

simple actions homeowners can take today.

The issue of ventilation has been brought into

the spotlight since the new Approved Document

The first pair of NFA nominations see MFT recognised

under the categories of both Aluminium Fabricator of

the Year and Fabricator/Manufacturer of the Year. Also

in the manufacturing category is the award nomination

for Bi-Folding Door Manufacturer of the Year.

The company is also up for Door Component of the

Year and New Product 2022, and is also nominated

in the Conservatory Product and Conservatory

Fabricator categories for the Lantern Roof.

And the list of nominations is rounded off with a

Business Development Manager / Sales Executive

of the Year nomination for Chris Caley, a Sales

Executive at the company.

www.madefortrade.co

PROVIDING THAT #FRESHAIRFEELING

F regulations came into force

on 15th June 2022.

Jon Vanstone, Chair of

Certass Trade Association,

the organisation behind

certifiedcompetent.co.uk

said: “The key messages from

certifi edcompetent.co.uk and

Which? are for occupants

to keep their homes healthy

for themselves and their families, by always

ventilating their properties and ensuring they

have the correct background ventilation in place

when they have home improvements carried

out."

www.certifiedcompetent.co.uk

More from Jon Vanstone on page 34

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


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

ALUMINIUM INCLUDED IN GGF SCHEME

The Glass and Glazing Federation (GGF)

recycling scheme has now been expanded to

include aluminium alongside PVC-U.

In collaboration with the Council for Aluminium in

Building (CAB), FENSA, BFRC and GGF members

across England, Scotland and Wales are now able

to access aluminium recycling services courtesy

of CAB’s partners, aluminium recycling specialists

Alutrade. And, as with the existing PVC-U recycling

scheme, it remains a totally free collection service.

GGF, FENSA and BFRC members can book online to

have deglazed old aluminium frames and offcuts

collected from site free of charge, typically within

72 hours. Last year, the GGF partnered with CNC

Recycling to offer members a similar scheme for

PVC-U, and the same online form can be used for

both PVC-U and aluminium collection bookings.

As with the PVC-U recycling scheme, participants

receive a certificate at the end of the year recording

A RICS and YouGov survey shows homes are

less likely to be able to cope with climate

impacts or to mitigate rising energy costs due

to the cost of living crisis.

The cost of living crisis is said to have cast new

doubt on the progress towards the United Kingdom’s

Net-Zero ambition. Previous research from RICS had

found that homeowners were citing cost of retrofitting

as a barrier, but despite new policy measures,

new research from RICS and YouGov shows that

consumers are now concerned about paying for the

cost of living above upgrading their homes.

the amount of waste material they recycled, the vast

majority of which remains in the industry to create

new fenestration products.

GGF says the expansion of the scheme to now

include aluminium reflects the success of the PVC-U

recycling initiative and its popularity among installers

and homeowners, who are increasingly looking at

businesses’ sustainability credentials. Members will be

paid directly by Alutrade for any aluminium collected.

www.ggf.org.uk

RETROFITTING 'LESS LIKELY' DUE TO COST OF LIVING

The research backs up previous calls made by the institution in 2020 for more policy measures to

incentivise industry and consumers to retrofit the UK housing stock. The research found that while

34% of homeowners said they would invest in green technology to lower bills in the future, 45% would

be focusing on using any savings to pay for their existing living expenses, meaning more incentives

and cheaper options must be made available if the country is to stay on track to meet target and green

15million properties.

51% who confirmed they hadn’t already installed new energy saving measures in their homes but

would know how to said it was because of the costs involved. And of the same group, even those who

would consider it to make their home more attractive to prospective buyers, 40% said they’d only

consider spending around £1,000 to £5,000 on energy improvements, which could pay for some solar

panels but wouldn’t cover the heat-pump. www.rics.org/uk/

WORKING TOGETHER

The Double Glazing & Conservatory

Ombudsman Scheme (DGCOS) has announced

the launch of a new Fenestration Working

Group.

Faisal Hussain, Chief Executive of the DGCOS,

said: “I have seen first-hand all the best

practice that take places within our sector and

want the objective of this working group to be

about promoting the good things that we do

to external stakeholders, like the government.

This isn’t a sociable thing. The meetings will

be online and structured to discuss what’s

happening and where we are going. It won’t

mean lots of time out of the business, or a

load of extra work. All you need to do is be part

of the conversation so that together, we can

tackle issues and make important changes that

benefit everyone in the industry and make a

real difference. The working group is open to

anyone operating within the glass and glazing

sector. I strongly believe that by working

together, we can shape the future of our

industry.” www.dgcos.org.uk

REACHING NEW HEIGHTS

Interest from installers in Tommy Trinder’s

Framepoint app has reportedly soared over

the summer, with demos up 80% on last year.

“Market sentiment is definitely changing,” said

Tom Barfield, Business Development Consultant

to Tommy Trinder.

“With the threat of recession, installers are

looking to shore up conversion rates and keep

growth on track by bringing in tools that give them

a competitive edge.

"As the market tightens, we’re expecting to see

demand for Framepoint continue to strengthen.

“It’s about making the most out of every lead and

installers are looking for software that will wow

customers and help them stand out from the

crowd,” said Tom.

“It feels like Framepoint has a significant part

to play in keeping installers ahead in uncertain

times,” he concluded.

www.tommytrinder.com

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 TI 7


News Roundup

THE WRIGHT STUFF

TuffX has invested £500k to add two more

production lines at its Knowsley factory in

response to continuing high demand for its

specialist toughened glass and popular Infinity

rooflight range.

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

TUFFX ADDS LINES DUE TO DEMAND FOR GLASS

l-r - Andy Martin, Operations Director, Colin Kennedy,

Construction Director, Cruden Building, Charlie Berry,

Managing Director, Andrew Wright Windows

New contracts valued at just under

£1.8m have been awarded to Irvine

based Andrew Wright Windows by Cruden

Building.

A third laminating line has been installed to meet

demand for laminated glass. The Sagertec glass

laminating machine will allow TuffX to boost its

output, demand for which has increased over the

last few years due to the growing popularity of glass

balustrades and balconies in both commercial and

residential properties.

Components of a third double-glazing line have also

been purchased and recently installed at the factory.

This will boost factory efficiency and production

capacity of TuffX’s Infinity range of products and

Ambience conservatory glass. Demand, and

subsequently output, for TuffX’s Infinity roof lights

has already grown 25% this year, due to the range’s

popularity with homeowners and installers alike,

thanks to its hassle-free ‘drop in and seal’ installation.

www.tuffxglass.co.uk

The nine separate contracts combined

involve the manufacture and supply of more

than 3,500 windows and doors for housing

developments across central Scotland. This

includes new housing developments at

Larkhall in South Lanarkshire, Musselburgh

and Prestonpans in East Lothian and East

Balornock, Castlemilk, Barlanark and

Dennistoun in Glasgow.

Charlie Berry, Managing Director, Andrew Wright

Windows, said: “It is especially pleasing for us to

have won these contracts from one of Scotland’s

most prominent housebuilders. Over the years,

we have invested consistently in our production

facilities and in building a fantastic team of

people with a real focus on delivering quality.”

From two specialist production facilities in Irvine,

the company manufactures double and triple

glazed UPVC windows, with a current annual

production capacity of 30,000 units. Customers

range across the commercial, trade, domestic

and local government sectors.

Cruden Building is part of the Cruden Group,

one of Scotland’s largest development and

construction groups. The company currently

delivers around 1,200 homes per year across the

private and public sectors, representing almost 1

in 15 of homes built annually in Scotland.

www.andrewwright.co.uk

CONSTRUCTION INDUSTRY HIT HARD IN 2022

The construction industry accounted for 16%

of administrations in the first six months

of the year – the highest sector in the UK –

according to analysis by full-service law firm

Shakespeare Martineau.

More than 620 businesses, 98 of which came from

the construction industry, filed for administration

between 1 January and 30 June 2022, marking a

60% increase compared to 2021.

Kate Onions, partner and head of construction

disputes at Shakespeare Martineau, said: “It is no

surprise that construction is the worst-hit sector in

the UK for administrations. Not only is there a skills

Half of UK tradespeople have delayed or refused

work because of the materials shortage.

The study, conducted by IronmongeryDirect, found that

more than three-quarters (78%) of tradespeople have

struggled to source the materials they’ve needed in

the last year.

As a result, almost half (46%) have had to delay or

turn down work, and nearly a fifth (19%) have been

forced to let customers down after committing to jobs.

When asked which specific materials they’ve

found difficult to find, one of the most common

gulf as a result of the immigration decisions of the

current government, but there is also wage and

material cost inflation and increasing interest rates,

backed up by a broken procurement model.

“All employers want fixed-price contracts in order to

gain certainty, but in a market plagued by inflation,

it leaves contractors with wafer-thin profit margins,

which filters down the supply chain. With a recession

seemingly on the horizon and potential disputes

caused by Covid delays, sadly, I think we’ll see

a continued increase in the number of insolvent

companies in the construction industry.”

www.shma.co.uk/

HALF REFUSING WORK DUE TO MATERIALS

replies was timber (19%).

More than one in five (22%) respondents said

that they can’t see the shortage easing anytime

soon, and that they believe problems will continue

into 2023. Inflation is the main factor they blame

(20%), with record levels driving up prices across

the board and affecting the supply chain.

The impact of Coronavirus (17%), rising energy

costs (15%) and Russia’s invasion of Ukraine

(15%) are also perceived to be responsible.

www.ironmongerydirect.co.uk/

8 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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News Roundup

FRAMES FOR THE

FUTURE

Arched and angled frame manufacturer

Premier Arches says it has seen an influx

of fabricators wanting to benefit from the

company’s product offering.

The latest to come on board is Lancashire

Trade Frames, a UK window, door, and

conservatory manufacturer.

General Manager Gavin Stoddard commented:

“At Lancashire Trade Frames, we pride

ourselves on providing our customers with

the best products we can, but when it comes

to arched and angled frames, we knew it

was best to buy these in from an expert, and

Premier Arches certainly fits the bill.

“We used to have several suppliers of

specialised frames, but with a reputation for

excellence, we decided to come on board with

Premier Arches this Spring, and since then,

we’ve been very happy with the high-quality

products they provide us with.

“Premier Arches has certainly made our

lives easier, we’re extremely happy with their

service, and we very much look forward to a

long and prosperous partnership ahead.”

Emplas has signed the Armed Forces Covenant

committing to support the Armed Forces, former

servicemen and women, and their families.

In addition to committing to the Covenant, Emplas

has also signed up to the Defence Employer

Recognition Scheme (ERS) as a Bronze Award

holder. This includes a commitment to promote an

armed-forces-friendly culture, including employing

reservists, ex-service personnel, cadet instructors

and the partners of current service personnel.

Jodie Coles, HR Officer, said: “We have a number of

people working within our team who have a forces

background. They bring a unique set of skills and

experience to what we do, making a very positive

contribution to our company culture through the

The SlimFold bi-fold door from Pyramid

Aluminium now features a pre-fitted sill.

Factory fitted directly to the outer frame,

the sill saves both time on installation and

allows for a larger glass area, benefiting both

installers and homeowners.

Paul Bailey, MD at Pyramid Aluminium, said:“It

seems like a small feature, but for busy installers

it saves them so much time. We factory fit the

sill onto the frame, meaning there’s no need for

the timely process of using silicone to fix the sill

to the door. They can install it as one unit, saving

them valuable time on site for an effortless

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

EMPLAS SIGNS ARMED FORCES COVENANT

Above: Micky Braines, Environmental, Health & Safety

Manager at Emplas and former Royal Engineer

leadership that they show. “Our commitment to the

Armed Forces Covenant and the Defence Employer

Scheme, is representative of our commitment to

those team members and the wider UK military.”

www.emplas.co.uk

PRE-FITTED SILL MAKES LIFE EASIER

installation. The sill also features a handy hidden

drainage system to improve performance. By

fitting the sill directly to the outer frame, it not

only saves time on installation, but it also allows

for an extra 30mm of glass, helping homeowners

maximise their views and the light coming into

their home. Along with the easy-click glazing

bead, 100mm sightlines and building regulation

compliance, SlimFold continues to prove its worth

as one of the most complete aluminium bi-fold

systems on the market, improving the lives of

both homeowners and installers.”

www.pyramid-profiles.com

KEEPING CUSTOMERS COMPLIANT

Premier Arches Managing Director Sean

Greenall added: “We are very proud to have

partnered with Lancashire Trade Frames, a

company with a reputation for excellent quality,

something which we also pride ourselves

on. Since coming on board with us, we’ve

successfully secured 100% of their shaped and

arched frame business, and we very much look

forward to growing this trusted relationship with

them in the future.”

www.premierarches.co.uk

Specialist aluminium fabricator Fentrade is

ensuring its customers comply with the latest

changes to Part L of the Building Regulations

in England by manufacturing the Optio 58BW

Casement HI and BSF70 HI Bi-fold Door

systems from Aluk.

Chris Reeks, Director at Fentrade, explained:

“June saw the latest changes to the Building

Regulations come into force and updates

to Document L meant installers needed to

ensure they are fitting windows and doors that

are compliant with tighter thermal efficiency

standards. As a response to the tougher U-values

required within Part L, we began manufacturing

the two updated Aluk systems which have been

enhanced for improved thermal performance

alongside our existing range of products.

As a responsible manufacturer, we pride

ourselves on ensuring all our products meet

current legislation by partnering with strong

industry suppliers to deliver the product solutions

needed.”

www.fentradealuminium.co.uk

10 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


SUPPORTING BETTER

Mental

Health

IN THE GLAZING INDUSTRY

60.5%

76.3%

86.8%

89.5%

believe there is a mental health

crisis in the glazing industry

experiencing burnout from their

workload from the last 2 years

believe there isn’t enough mental

health awareness in our sector

have seen an increase in their

workload since the pandemic

Scan the QR code or visit

qrco.de/DGCOS-mhsurvey

to download the results

from our 2022 mental

health survey.

DGCOS is a consumer protection scheme

for the installation of double glazing products.

Being a member of DGCOS shows that as an

installer you are committed to complying with

high standards of consumer protection.

Faisal Hussain

CEO

Find out more: 0345 053 8975 | info@dgcos.org.uk | installers.dgcos.org.uk


Cover Story

MEETING CONSUMER DEMAND FOR

OUTDOOR LIVING

Sean Bunyan, Head of Commercial Operations at Eurocell, discusses the company’s newly

enhanced and contemporary conservatory and orangery designs, as well as a roofing solution

Many homeowners continue to consider

how they use their home and garden,

and demand for new, improved,

attractive and high performing outdoor living

solutions is on the rise.

As a result, large-scale property renovations and

modest home improvement projects continue

to be commissioned, opening up opportunities

for the installation sector that can focus on the

delivery of outdoor living solutions.

that delivers proven all year round comfort.

Eurocell recognises the outdoor living market

momentum and has continued to develop a range

of aesthetically pleasing, sustainable and costeffective

product answers that support installers.

They include enhancements to conservatory

and orangery options that chime with changing

consumer styles, as well as providing technical

answers to the perennial challenge of ensuring allyear

round comfort within conservatories through

the innovative Equinox warm tiled roof range.

Conservatories and orangeries have for

generations provided additional living spaces and

given homeowners much-loved alternative places

in which to relax, socialise, and even work.

High performing solutions on the market mean

age-old issues around temperature stability

in conservatories and orangeries due to the

variances of the UK climate can now be solved

easily. This is allowing homeowners to enjoy yearround

access to an extended home space, and,

at a time of soaring energy costs, also means

expensive heating is no longer lost.

But, as performance improvements around

conservatory useability continue to drive market

uptake and customer satisfaction, there are

Eurocell has a wide range of contemporary

conservatories to meet every homeowner’s needs

also altering consumer preferences in terms of

structural design elegance and visual appeal.

New style – new looks

While there remains a place for traditionally

styled conservatories and orangeries, it is clear

homeowners considering whether to invest in

new and additional home spaces, want designs

that reflect modern-looking styles, are highly

functional, and use the very latest technologies.

As a result and to support installers looking to

build further business opportunities, Eurocell has

extended its range of market-leading conservatory

and orangery solutions with the creation of

contemporary designs and features to create

highly desirable extended outdoor living spaces

or, help to modernise existing and traditional

conservatory structures.

In general terms, emerging design trends for

conservatory solutions include a greater use of

glass to create a sense of space and light. We

are also seeing a requirement for reduced levels

of brickwork, an expectation of superior thermal

insulation to aid sustainability and energy saving

expectations, and the use of modern shape and

colour to ensure stunning good looks.

The new conservatory and orangery design

options from Eurocell tick all these boxes.

Eurocell’s contemporary conservatory designs

include a raft of features that improve liveability

and reflect changing homeowner tastes. For

example, they bring together a combination of

Eurocell’s exclusive pilaster and slimline roof

systems, with a modern highline gutter solution,

to create desirable living spaces connecting

homes with their exterior surroundings.

Requiring minimal maintenance and designed for

ease of fabrication and fast installation, the sleek

and attractively designed options ensure the swift

and cost-effective completion of projects.

They also offer peace of mind with a 10-year

12 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


The Equinox warm tiled roof range

guarantee on product performance and provide

all year-round comfort through superior thermal

performance.

The new features include innovatively designed

pilaster solutions providing strength, durability, high

insulation performance, and varied decorative options.

Using corner posts with reinforcement, the

pilasters provide a robust construction solution.

They are also the foundation for stunning cladding

options. For homeowners seeking an internal

plastered finish, the new pilaster options provide

the ideal backdrop to help deliver interior spaces

that can include striking lighting effects and the

increased specification of home automation and

technology.

The contemporary visual impact is reinforced with

the addition of a slimline roof system solution.

With a thinner ridge system and reduced

sightlines on conservatories, the slimline roof

system enhances the feel of light and space. A

new contemporary highline gutter also perfectly

complements the slimline roof system.

Equinox warm tiled roof range – for all

year round comfort

A product that delivers all year round comfort and

useability for conservatories, the Equinox roof

“Equinox allows

homeowners to enjoy

their conservatories all

year round, remaining

cool in summer and

warm in winter ”

system has been enhanced to offer additional

choice for homeowners and installers.

Reflecting consumer preferences to increase

sustainability around the home, a new technical

addition to the tile range helps to satisfy growing

consumer environmental concerns.

Installers can now specify Envirotile – a precision

manufactured recycled polymer tile for a solid

tiled roof solution with reduced environmental

impact - as an attractive product solution offering

to the conservatory market.

Manufactured in the UK using 75% recycled

content, Envirotile is a positive choice when it

comes to sustainability ambitions in the home

and its specification alongside the high-quality

Equinox roof system will help deliver the greener

roofing solution many are seeking.

And other aesthetic enhancements to the Equinox

range add to even greater homeowner choice which

can complement the appeal of outdoor living.

A 25° fixed angle soffit ring beam option provides

a traditional overhang soffit appearance that

can match homeowners’ properties and create

seamless integration.

The soffit ring beams fully complement fascia

boards and guttering to suit the home and are

available in a broad range of colours.

The additional soffit surface area also provides

the option to be specified with external

downlighters. The lights can be installed as

either a cool or warm white and can be matched

with a twilight sensor, which turns the lights on

automatically as natural light fades. Downlighters

add atmosphere and a sense of mood to

outdoor spaces and enhance the appeal of the

conservatory ‘outside, inside’ effect.

Equinox allows homeowners to enjoy their

conservatories all year round, remaining cool in

summer and warm in winter.

It is helping transform additional conservatory

spaces into an integral part of the house, while still

enjoying the added light a conservatory provides.

Contact Eurocell:

0333 005 6525

www.eurocell.co.uk

@eurocellplc

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 TI 13


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Contract Retail Therapy Talk

THE WHEELS HAVEN'T FALLEN OFF.

WELL, NOT YET...

In his latest column, Roy Frost, Listers Group MD, discusses the impact of Part F and how

while things might be calm at the moment, he feels ‘a big tsunami’ is about to hit...

The world didn’t grind to a halt on the 1st

January 2000, and the window industry

didn’t grind to a halt on the 15th June of

this year.

We’re used to hype, the media is full of it, but unlike

the Millennium bug, the ramifications of Part F are

real, even if we haven’t felt them yet.

To recap very quickly, since the 15th June if you’ve

been fitting replacement windows and doors, you

should have been supplying them with trickle vents

– even if they weren’t there in the first place.

If they were, whatever you replace them with

must deliver the same level of ventilation. If

they weren’t, new windows will have to deliver

a combined EA of 8,000mm 2 if the windows are

being installed in a habitable room or kitchen,

and 4,000mm 2 EA in bathroom.

I’m not going to go into new build because in a sense

that’s easy. The requirement will be specified.

Do I think it’s a good idea? Well, in principle yes. In

practice, I’m less enthusiastic.

I’m not going to delve too deeply into the relationship

between Part L, energy conservation and Part F,

ventilation, other than to say they’re intrinsically

linked and can sympathise with those who pointed

out in the months leading up to their introduction,

what they saw as a contradiction.

You don’t, after all, improve a window’s thermal

performance by cutting a big hole in it.

But that doesn’t mean that ventilation isn’t

important. It is. We’re running around making

properties which were never designed to be air-tight,

air-tight.

And that comes with some big risks to health. Poorly

vented rooms have been linked to a raft of health

problems. Condensation and mould are only the start

Listers Group MD

Roy Frost

the – impact is potentially massive, so making sure

that rooms are adequately vented is important.

Point of sale problems

The problem for us as suppliers is that the products

that we currently offer, while far better than they

were, are still not the prettiest and that creates a

problem at point of sale and installation.

We ran through the scenario with Certass at our

customer day earlier this year.

Installer A comes in, pitches and quotes but they

explain that they’re a requirement; Installer B pitches

in with a similar window and says, don’t worry, you

don’t need them.

As a fabricator, we and our competitors don’t

know where windows are being fitted. It could be

a scenario where a room has two, three or four

windows, where the EA of 8,000mm 2 for a habitable

room can be met by putting trickle vents in only two

of those windows.

The point is we don’t know, so we have to supply what

we’re asked to supply. The onus is on our customers to

do what is required to meet regulations.

Do I think they will? certainly I think the vast majority

of our customers will do the right thing and we’ve

geared up our production to meet that demand.

Let’s not forget that there is a manufacturing cost

too – it takes more time in routing.

But will everyone? Well, we know the answer, and that

means that if you’re doing the right thing, at some

point you’re going to lose out to someone who isn’t.

That brings us onto enforcement and back to my

original point that while you may think Part F has been

just another storm in a teacup, that big tsunami that is

going to hit is still only a ripple far out at sea.

Part L, Part F and revisions of Part Q (which is also

looming on the horizon) are wrapped up in the

Government’s Future Homes strategy, and it’s not

going to let one part fall behind.

While you’re still certifying through competent persons

schemes, at some point inspections are inevitable.

If Certass, Fensa or any other competent scheme

inspects a site and finds that it is out of scope of the

regulation, it is obligated to refer it to the Building

Control Inspectorate – and with a further 1,000

inspectors being recruited, the Government has

issued a clear statement of intent.

Prosecutions at some point in the very near future

are inevitable.

If you’re running a retail business, whatever you may

think about the contradictions that you see in the

legislation, it’s worth bearing that last point in mind.

Roy explains more on how Listers is preparing for

Part F on Glaze Tube. View here: https://glaze-tube.

co.uk/how-listers-is-prepared-for-part-f/

Contact Listers:

01782 391900

www.listerwindows.co.uk/

@ListerTF

16 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Building for the future

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Award Winning Windows & Doors to the Trade

t. 01933 674880 e. info@emplas.co.uk www.emplas.co.uk


Article Thought leader: Smart security

WEATHERING THE STORM

In his latest thought-provoking comment, Ryan Bromley, Co-Founder of Kubu Smart

Security, discusses a new segment of the home security market dubbed “Smart Security

Sensors”, and explains how it could be a real differentiator for installers...

A

recent report from the Builders Merchants

Building Index, has highlighted an issue

that - if it hasn’t already - will soon be

hitting the Fenestration industry. And when it

hits, it’ll most likely hit like a hurricane...

The report showed that although Builders

Merchants have seen year on year growth in

revenue, the actual volume of sales (i.e. units sold)

has dropped by 11.3% through Q2!

So far the drop in volume has been masked

by some pretty scary price inflation,

but it won’t be too long until that

mask starts slipping and the

true face of our current plight is

on show for all to see.

I don’t mean to be a doom

monger, but when times are getting

tougher, it’s important that we foresee the

issues and take strides to avoid them as much as

possible.

With fewer sales to share around, differentiators will

be the key to you winning more business. Yes, you can

offer different colours, profiles, glass, locks, hardware,

etc… but I truly believe that offering Smart Tech is the

one thing in today’s market that will make you stand

out from the crowd.

The ‘Smart Security’ market is generally broken down

into the following four categories: CCTV (41%), Video

Doorbells (29%), Contact Sensors/Alarms (24%) and

Access Control (6%).

CCTV and Video Doorbells can certainly help your

customers improve their home security, but as they

are not specifically fenestration related products, they

are somewhat outside of our remit. However, access

control and contact sensors are right up our street!

Domestic Access Control products - such as “Smart”

Locks and keyless/fingerprint entry systems have

Above: What consumers are buying in the home security

market. Left: Ryan Bromley.

really started to gain traction these last few

years. They finally seem to be losing the

stigma of previous well documented product

failures and are starting to see a surge in installs

across the country.

However, they are still seen as gimmicky by a large

proportion of the population, are mainly focused on

the security of doors, and are pretty expensive too

(generally £300+ per door), making them a tricky

upsell at the best of times – let alone when there’s

less money to go around.

Contact sensors on the other hand are

pretty inexpensive, but have limited “Smart”

functionality, are pretty ugly and are generally

linked up to pricey alarm systems.

This makes for both a convoluted upsell and

complicated installation - so you as the installer

either have to sub-out to someone else (and lose

money) or go through extensive training (losing

time or money or both). Neither scenario is

exactly what you’d call preferable!

“So what’s the solution?” I hear you cry…Well, we

noticed a few years back that there was a huge gap

in the market for a non-gimmicky, inexpensive Smart

product that is both easy to install and improves

home security. We call them Smart Security

Sensors.

Creating a whole new market segment, Smart

Security Sensors are finally bringing the

world of Fenestration Smart Tech to the mass

market, in an affordable, no-nonsense way

that provides you - the installer - multiple

opportunities to win more business.

Whether you choose to: upsell the smart

sensors and make a few extra quid; build the

cost into your quotes (like heating engineers

do with smart thermostats) to differentiate

from your competition; or simply install your

doors and windows as you always have, but with

the benefit of smart capabilities built in; there’s

an option for everyone, and it couldn’t be easier.

In fact, for you, the installer, there is literally NO

EXTRA WORK! None. Nada. Nowt. Simply purchase

your products from a Smart fabrication partner,

install them as normal and you’re a ‘Smart Installer’!

From a Kubu perspective, we’ve spent nearly three

years forging this new market segment, stabilising

product, implementing the supply chain and raising

awareness in the industry, so it’s little wonder we

are starting to see competitors emerge.

Whether direct copies or innovative concepts,

healthy competition can only be a good thing

for us, as it is increasing consumer awareness,

ultimately providing you with the sales tools you

need to weather the coming storm.

Will you be drowning your sorrows, or singing in

the rain?

Contact Kubu:

0800 124 4308

kubu-home.com/

@GetKubu

18 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


AS COMMITTED TO YOU,

AS YOU ARE TO THE TRADE.

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ARE BUILT

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At Dakea, we pride ourselves on delivering

high-quality, affordable roof windows that

are easy to install and backed with a 20-year

guarantee.

Find out more at dakea.co.uk

Or give us a call +44 20 3970 5080 to discuss your project.

DakeaChannel

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Dakea_UK


Company profile

HELPING INSTALLERS 'SELL WITH WOW'

Window installer turned software developer Chris Brunsdon talks to Total Installer about

his journey from family installation business to developing the well-respected Framepoint

app, plus he explains what the future holds for the company...

Launched less than two years ago, Framepoint

from Tommy Trinder has established itself as

the ‘go-to’ app for installers looking to take

the hassle out of quoting.

The firm’s rapid rise has seen it accumulate over

1000 active users, with an eye-watering £100

million of work quoted to homeowners via the app

every month.

But what inspired former window installer, Chris

Brunsdon, to venture into software in the first

place? And, knowing what he knows now, would

he do it again?

“I’ve always loved selling windows,” said Chris.

“27 years in the industry and I’ve tackled most

parts. But selling windows face-to-face has

always been my favourite bit.

“My dad sold windows for 50 years, and his dad

before him did too. So, I guess it was in the blood!”

Born out of frustration

Tommy Trinder’s Framepoint platform was born

of out of Chris’ frustration. Frustration at trying

to sell windows to customers with the wrong

piece of software to hand; software that was

said to be clunky, overly complicated, built for

manufacturers not installers, but most of all, he

says, dull and boring.

“When I was out selling windows for my dad’s

business, I craved a piece of software that had

some wow factor about it; something that would

get the customers’ heart beating faster and help

me take an order,” said Chris.

“There was plenty of tech that was great for

running factories, but none that was much help

when I was sitting on a customer’s sofa and

trying to make a sale.”

“The problem is I was

hooked; and still am”

That simple premise lead Chris to knock on the

door of Robert Franks.

Rob was Chris’ former IT Director at

TimberWindows.com; a company Chris founded in

2004 and sold to private equity in 2009.

Tommy Trinder’s Framepoint app was developed in 2019 to

make installers’ lives easier when quoting to homeowners

“I showed Rob how I sketched out windows

and doors on an A4 pad when I was selling to a

customer and told him I wanted to be able sketch

windows on a computer, in the same, simple

way,” explained Chris. “I wanted the windows to

appear in perfect, photo-realistic quality, priced

and ready for me to take the order.

And, of course, I wanted to be able to show a

client exactly how they’d look on their house too.

It was quite a brief!”

Time to deliver

That was in 2012. Chris maintains he never

actually asked Robert outright how long it might

take to build this holy grail.

But in his mind, he’d thought one year. The team

at Tommy Trinder grew. Chris’ bank account

dwindled.

Seven years later, with the support of a number of

talented programmers, Rob delivered.

Continued on page 22

20 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


ARCHITECTURAL ALUMINIUM FABRICATION SPECIALISTS

WE’RE ICB, SPECIALIST FABRICATORS AND SUPPLIERS OF

STUNNING ALUMINIUM ARCHITECTURAL PROFILES.

Our solutions offer exceptional outcomes in design accuracy &

minimalism, operational performance, installation ease & environmental

impact.

Discover more at icbfabrications.co.uk

01202 785200 enquiries@icbfabrications.co.uk www.icbfabrications.co.uk

UK Head Office Unit 9-11 Fleets Industrial Estate, Willis Way, Poole, Dorset BH15 3SU

Design / Bespoke Fabrication / Standard Profile Supply / Polyester Powder Coating / Installation


Company profile

Continued from page 20

The Due app to the is now location, reaching the windows new heights with enquiries up 80%

this had summer to be resistant to any corrosion

caused by the coastal environment

“To be fair, the goal posts moved considerably

over those seven years,” said Chris.

“Installers need to be able quote any material –

PVC, aluminium, timber, steel – all through one app.

And any product too; bi-folds to sash windows, flush

casements to composite doors and everything in

between. “Building that flexibility took an age. We also

added in many extra features along the way such

as the ability to send off pricing requests to multiple

suppliers in a click, generate clear survey reports,

contracts ready for clients to sign off etc.”

Would Chris invest again if I knew the time and

costs involved?

“The problem is I was hooked; and still am,”

Chris explained. From the first time I sketched

a window on Framepoint with my finger, and saw

it appear on the screen before my eyes - lifelike,

accurate and in glorious technicolour – there has been

no going back.”

Tommy Trinder launched proper in late 2019.

By Christmas that year the firm had twenty-five

companies using the platform, which felt good

but didn’t exactly swell the coffers. Chris said:

“Framepoint is not expensive. Coming from an

installer background I know that margins are tight.

“Framepoint is available from £100 a month and

“We are here to make

selling easier for

installers; to help

installers ‘Sell with

Wow’”

there’s no initial outlay, which means that installers

of all sizes can benefit.” explained Chris.

Feedback from these early adopters gave

confidence, though. There were reports of huge

time savings – for some Framepoint was cutting

quoting time in half. Also real wins for installers

in cutting down on error. Most reported improved

conversion rates and a sense of pride in presenting

more professionally.

By the time of the first lockdown Tommy Trinder

had grown to about fifty subscribers. Like most

businesses, the firm wondered what was going to

happen next.

Then an unexpected thing occurred; sales and

activity rocketed. Faced with the prospect of

no longer being able to conduct home visits,

installers turned to Framepoint as their ‘virtual

showroom’.

Hooking up, sharing screens and carrying out

sales demo’s remotely saw volumes of quotes

and makeovers on Framepoint surge. Prelockdown

less than £6m of quotes were done on

the platform each month.

By March 2021 it had topped £55m. But with

the market now showing signs of cooling and

leads thinning, how does Chris see the future for

Framepoint in post-pandemic Britain: “Market

sentiment is definitely changing,” said Chris.

“But interest in Framepoint has never been

stronger; enquiries were up 80% this summer,

compared to last. With the threat of recession,

installers are looking to shore up conversion rates

and keep growth on track by bringing in tools that

give them a competitive edge.

“As the market tightens, we’re expecting to see

demand for Framepoint continue to strengthen.

“It’s been a weird and wonderful two years, but

our mission has certainly become clear. We are

here to make selling easier for installers; to help

installers ‘Sell with Wow’. Whether that’s Faceto-face,

in a showroom or remotely.”

Contact Tommy Trinder:

0117 3637370

www.tommytrinder.com/

@sellmorewindows

22 TI SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Business.

Done.

The business management tool

designed for installers by installers

Get your free trial at:

businesspilot.co.uk

Maximise conversions.

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every lead.

Simple drag and drop

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reporting and cashflow

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Map/automate your own

processes, saving time

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0333 050 7506 info@businesspilot.co.uk www.businesspilot.co.uk/free-trial


Contract Advertorial: TalkOrigin

INTERIOR TRENDS: DESIGNED FOR LIFE

Ben Brocklesby, Director at Origin, discusses the ever-changing world of interior design, and

explains what the company is doing to keep up with the latest trends for homeowners...

Interior design is continually evolving as

people’s style preferences are influenced by

pop culture and lifestyle trends.

Using a collection of means and measures, we’re

able to keep up-to-date with key changes by

tracking shifts in consumer buying habits and

preferences. This provides us with solid insights

into current trends.

We analyse sales data – gathered via our ordering

and quoting system (OSS) – as well as market

research, web and social data, consumer polls,

and feedback from Partners. This enables us to

stay ahead of the curve of which interior trends

homeowners are looking to create. Having this

insight means we can accurately predict what

products customers will be looking for and focus

on developing solutions which meet their design

needs. This includes the product, configuration,

style, design, and even colour, which enables

our Partners’ offering to be optimised to meet

homeowner demand.

Modern designs with a sleek aesthetic and plenty of

natural light have enduring appeal. However, a recent

development highlighted by Google trends data is

Origin’s OI-30 French internal door

that homeowners want to achieve this without

creating a clinical look. Instead, Brits are looking

to create warmer, more homely environments.

This recent shift can be attributed in part to the impact

of living through COVID-19 which changed the way

people use their properties significantly. Families spent

much more time in their homes during this period,

which has led to homeowners opting to create warm,

cheerful, and functional spaces. This is a significant

shift from the monochromatic minimalist style that

was popular pre-pandemic.

Plus, with working from home becoming much

more common, we’re seeing homeowners

increasingly choosing to split their living spaces

into different zones – creating dedicated spaces

for the various aspects of their lives, including

working, exercising and relaxing. The open plan

layouts which were once incredibly popular are

no longer practical for many homeowners. Google

searches confirm this; with searches for ‘broken

plan living’ increasing by 70% in the past year.

These trends are impacting the way homeowners

view fenestration. They see windows and doors as an

opportunity to make a design statement and much

more than just functional features of a property.

Having access to this data offers huge benefits

to installers looking to capitalise on this shift in

attitudes.

For example, when our Partners visit a customer to

provide a quote, regardless of the scale of the project,

we’re able to provide them with relevant information

and advice on what that particular homeowner might

be looking for in advance so they arrive fully prepared

to advise and answer any queries.

24 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


The Origin Corner Bi-Folds

When advising homeowners, the style of windows

and doors - including size, sightline and handle

options - is a good starting point.

For homeowners who favour the warmer,

darker colours which are gaining popularity,

maximising natural light is crucial. Installers can

help homeowners navigate these challenges by

presenting door and window configurations and

styles with minimal frames and sightlines to

boost the amount of light entering a property.

The colour of external frames must also be

considered. White and anthracite grey are

common choices, but they can contribute to the

clinical look that homeowners are trying to move

away from. At Origin, our windows and doors are

available in a wide range of tones with over 150

RAL colours to choose from, so there is an option

to suit every trend and style of property.

As homeowners look to split their properties into

different functional spaces whilst still maximising

natural light, interior glazing is another growing

trend. Our new OI-30 Internal Door is a practical

and stylish choice to optimise natural light and is

available in single and French configurations.

Plus, the doors can be specified with horizontal

or vertical bars to create a steel-look which we

know is very popular with homeowners right now.

Natural light will always be a top priority, but the way

that this is being integrated into homes is changing.

With glazing features becoming more of a design

statement, it’s important that installers keep abreast

of changes in trends and styles in order to be able to

advise their customers accordingly.

Origin’s OSS software makes it easy for our

Partners to rapidly adapt to ever-changing trends.

Changes can be made at the push of a button. So,

by using Origin and its bespoke ordering platform,

it couldn’t be easier. What’s more, specialised

training is provided for all of our Partners so that

they always have the most up to date information

available.

Should further advice be required, our in-house

customer services team are always on hand.

Contact Origin Global:

0808 239 1984

origin-global.com

@Originbifolds

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 TI 25


Step by step: Astragal bars

AN INFLATION BUSTING SOLUTION

Total Installer hears from Residence Collection specialist HWL, who has provided a step by

step guide to installing its astragal bars, which is said to be helping installers counter the cost

of glass increases on products, by supplying them unglazed.

At a time when everything is going up in price,

even the smallest savings can make a big

difference. Energy prices and the increased

cost of labour have been pushing prices northwards

since 2020 but have become far more acute this year

because of extreme volatility in the energy market.

That’s contributed to massive increases in the cost

of float glass, and energy surcharges as high as

2,000%, slapped on IGU manufacturers in March.

Combined with their own pressures on energy supply,

IGU manufacturers have pushed up their costs.

Commentators suggest that installers should

brace themselves for further increases in the

price of IGUs of up to 30% between now and the

start of 2023.

“If you’re buying glazed products from your

fabricator, you’re going to pay more for them”,

says Graham Howatson, Director, at Residence

Collection specialist manufacturer HWL Windows.

“As a fabricator, you have a handling cost to pass

on. If units are coming in at a higher cost, that

percentage uplift is higher.

“We and our customers aren’t locked into that

cycle. We Timberweld R9, R7 and R2 products.

That means we don’t have to glass bond them and

supply a lot of the frames that we make unglazed.

“The exception has been where we’ve been

supplying products with astragal bars, something

which we’ve historically always supplied preapplied

to the IGU.

“What we’re now doing is supply astragal bars

pre-cut and in kit form, so our customers aren’t

locked into buying a glazed product from us,

which means that they can source glass locally

and direct from the IGU manufacturer, delivering

significant savings.”

Further efficiencies

He points out that this is on top of the installation

efficiencies that the supply of non-glass bonded

R9 already delivers to HWL’s customers.

HWL pioneered the development of a nonglass-bonded

90° jointed R9 window in 2017,

replicating a traditional 90° mechanical joint on

both sides of a welded sash.

This effectively eliminates the pre-existing

requirement to glass-bond the sash, reducing

weight and simplifying handling and installation

by allowing installers to glaze windows in the

same way as any other PVC-U system.

This delivers a distinct commercial advantage

with easier handling allowing installers to save

as much as £500 on a three-day fit on an

average property with 10 windows and doors.

Graham argues that against the backdrop of rapidly

increasing IGU prices, this delivers a further win,

allowing its customers to source glass nearer to

home.

Before starting installers should clean

the glass using the glass cleaning

wipe provided

“It’s not just about the astragal bars. The fact

that you can source glass down the road from

Continued on page 28

26 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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Step by step: Astragal bars

Continued from page 26

“A 10% saving on glass

on a standard window

or astragal bar if

you’re doing any sort

of volume at all can

quickly add up”

Step two of the installation

process - peeling tape back

and firmly pressing in place

(see right)

your usual supplier was always for us going to be

a selling point,” explained Graham.

“It underpinned our development of Timberweld

on R9.The increase in prices in IGUs that we’ve

seen so far this year – and given what is forecast

to be heading in our direction – makes that

flexibility to source glass locally as an R9, R7 or

R2 installer and still achieve that 90° mechanical

The final step includes

clipping the astragal bar and

using your glazing hammer

to gently secure it (right)

joint on both sides of a sash is a really big win.”

HWL has released a step by step guide to fitting

its Residence Collection Astragal Bars.

HWL estimates that sourcing glass locally

and then fitting astragal bars on-site can

save installers more than 10% on glass costs

compared to buying it through their fabricator.

They’re supplied by HWL pre-prepped with an

aluminium carrier and glass cleaning wipe.

Installation can be done in three simple

steps:

1. Thoroughly clean the glass, removing any

grease or contaminates using the glass cleaning

wipe provided.

2. Peel the tape back from the aluminium carrier

and remove it and then carefully position the

carrier, firmly pressing down on both sides.

3. Clip the astragal bar to the aluminium carrier

and then use your glazing hammer to lightly tap it

to secure it into place.

The astragal bar can be removed at any point

using a glazing shovel.

To make it even easier for installers to order glass

locally, HWL can also provide a digital copy of the

glass specification for each frame purchased,

which can be forwarded to their local supplier.

“The process is so simple”, concluded Graham.

“A 10% saving on glass on a standard window or

astragal bar if you’re doing any sort of volume at

all can quickly add up.

“That’s money immediately back onto your

bottom line.”

HWL has also provided a step by step video on

installing astragal bars, which you can see on

our Glaze Tube channel here: https://glaze-tube.

co.uk/hwls-step-by-step-guide-to-installingastragal-bars/

Contact HWL:

0113 2449006

www.hwlwindows.co.uk

@HWLWindows

28 TI SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Designed to maximise natural light

Commonly thought of as a commercial product, curtain walling is becoming increasingly specified

for homes to create a light and airy living space. The architect specified the Kestrel Aluminium100mm

box and plate curtain walling system incorporating Kestrel 60mm windows to maximise natural light

and give a dramatic frontage to this prestigious development on the Coton House Estate, near Rugby.

For more information, visit www.kestrelaluminium.co.uk or call 0121 333 3575.

WINDOWS DOORS ROOFING SHOPFRONT CURTAIN WALL BRINGING LIGHT INTO LIVING

www.kestrelaluminium.co.uk


Your one-stop-shop for aluminium

doors and windows

With over 20 years of innovation and manufacturing excellence, Origin knows a thing or two

about what it takes to become the nation’s favourite door and window brand. As the optimum

whole-house solution, our extensive product range is fully customisable, and with a number

of colour finishes and configurations available, will suit any property.

In 2021, we invested heavily in a new warehouse, to increase storage capacity by 82%,

allowing us to keep stock of our popular colours and to continue being able to deliver on

our promise to you. With industry-leading designs, guarantees and lead times, you choose

when you want your products delivered, so your projects stay on track, your

cash keeps fl owing and your profits continue growing.

With Origin, you’ll never miss an install.

Open a trade account today by calling 0808 168 5816,

emailing enquiry@origin-global.com or visiting origin-global.com/partner-with-origin


The new Origin Internal Door System – the OI-30 – is now available to order

We can manufacture and deliver

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Dedicated customer service teams

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Updates

REYNAERS ALUMINIUM JOINS BFRC

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

The British Fenestration Ratings Council (BFRC) has announced that Reynaers Aluminium has

signed up to the BFRC Energy Rating Scheme.

“We’re thrilled to partner with Reynaers to help prove the performance of their products with regards

to energy efficiency,” said Lis Clarke, Operations Director of FENSA & BFRC. “Reynaers is clearly a quality

focused brand with the emphasis on sustainability and innovation, which is precisely where the future of the

window and door industry lies. But while innovation and quality are tangible in the features and benefits of a

product, energy efficiency is invisible and needs a third-party impartial verification to substantiate manufacturers’

claims. We are pleased to be working with the team at Reynaers to deliver exactly this.” Lis added: “Aluminium has traditionally been viewed as an inferior product when

it comes to the energy efficiency of windows and doors, but this is an outdated view. Companies like Reynaers have worked hard to deliver windows and doors with all

the aesthetic benefits of aluminium and zero compromise when it comes to thermal efficiency. By partnering with the BFRC, the company can further prove its product

performance in this regard and add another string to its bow when marketing Reynaers’ sustainable building solutions to the market.” www.bfrc.org

PREMIER ARCHES HELPS YOU TO GET AHEAD

Within the arched frame market, it can often be difficult to envisage what the exact product will look like before

it’s been made, which can sometimes lead to misunderstandings between fabricators and their customers.

But thanks to a new full CAD service from leading arched and angled frame manufacturer Premier Arches, customers

can easily see beforehand exactly what they’re getting. The company manufactures arched, angled, gable, circular and

entirely bespoke windows and doors in a range of systems, supplying to fabricators, installers and local builders across the

UK. Managing Director Sean Greenall commented: “Our CAD service is beneficial to both our customers and our manufacturing

team, allowing for designs to easily be changed if needed, and also making it easier for our fabricators to collaborate with each

other during the manufacturing process. In the long term, this will help our manufacturers work faster and smarter, reduce

production costs, and ultimately lead to quicker project completion.” www.premierarches.co.uk

A SPLASH OF COLOUR FOR SHEERLINE

Sheerline has invested over £1 million in a new state-of-the-art powder coating plant, bringing the

most important secondary process that happens to aluminium profiles in-house for the first time.

This further investment in its fully vertically integrated, single site UK manufacturing facility helps strengthen

Sheerline’s ability to offer its customers the very best service and quality possible. Ensuring that every Sheerline

profile has a beautiful, consistent and blemish free finish.

With one of the very best seven stage chrome free pre-treatment systems and a GEMA Magic Cylinder fast

colour change system at the heart of its painting facility, the powder coating plant has been sited adjacent to

its incredibly efficient modern aluminium press to optimise production flow, ensuring the company keeps up with its customers’ appetite for the award

winning Sheerline range. All Sheerline systems are available in a range of 12 colours www.sheerline.com/colour

SHOWING OFF A NEW LOOK

Exlabesa has upgraded its popular KC75 casement window system with a new look.

The product is now available in two different design options – a contemporary casement aesthetic, or a

flush finish designed to mimic the timeless look of a timber window. Its slimline aluminium frames is said

to maximise the glass area, allowing for uninterrupted views. Said to be equally suited for new-build and

refurbishment projects, the product can be quickly and easily fabricated to tight deadlines thanks to its

innovative corner cleat. Available in top-hung and side-hung applications, the system features polyamide

breaks to maximise its thermal efficiency, and an innovative drainage system that helps it withstand severe weather. The product can be dry-glazed

internally or externally using clip-in beads. Delivering air permeability of 600pa, watertightness of 600pa, and wind load of 2,000pa, the product has also

been adapted to the tougher standards required by the new Part L of Building Regulations – with a U-value of 1.2. www.exlabesa.co.uk

32 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Decalu – the multi-tool

for fabricators

Everything you need in an aluminium system

• Modular system

• Dual colour, textured and marine grade as standard

• U-values as low as 0.68W/m 2 K *

• Lower stock holding – cut manufacturing times by 30%

DUAL

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PRE-INSERTED GASKET IN FRAME, VENT AND GLAZING BEADS

• Pre-inserted gasket in frame, vent and glazing beads

*

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Add margin through manufacture

Deceuninck Aluminium

Stanier Road • Porte Marsh • Calne • Wiltshire SN11 9PX

T +44 (0)1249 816 969 • F +44 (0)1249 815 234

info@deceuninck.co.uk • www.deceuninck.com


Contract The View Talk from Certass TA

TIME TO VENT

With the launch of Certass Trade Association’s campaign to promote better ventilation in

UK homes, Chair Jon Vanstone talks about how the campaign came about and the partner

organisations who have already shown support to get the message out to more UK consumers.

It’s no secret that the issue of ventilation and

the rules around trickle vents have led the

industry agenda for some time now.

In fact, looking back through the archives, my first

piece on the issue of trickle vents was published

back in August 2020 – in the midst of the pandemic.

That was almost two years before the new

Approved Document F regulations came into

force, but as much as we tried to prepare for the

incoming changes as an industry, we were facing

a huge boom in the home improvement market,

tackling ongoing supply chain issues and dealing

with some of the biggest price increases we have

ever seen as a sector.

Unfortunately, such challenges do not delay

regulations and the statutory guidance from

the Department of Levelling Up, Housing &

Communities came in on 15 June 2022.

Our technical team did a great job of interpreting

the regulations so that installers had a guide

to advise homeowners on what ventilation is

required in their properties, but we still had many

reports that consumers weren’t seeing the value

in adding appropriate background ventilation

when they were upgrading their homes and

almost blaming the installer for trying to follow

Government guidance.

It was clear that there was a knowledge gap that

needed to be filled. And it’s easy to see why…

we’ve spent years making our homes as airtight

and energy efficient as possible, talking to

homeowners about getting rid of draughts so they

can save energy and have warmer living spaces.

Now we have a counter issue where indoor air

quality is poor, because many homes do not have

sufficient background ventilation or residents don’t

take simple steps to get fresh air into homes.

Jon Vanstone

#FreshAirFelling: filling the gap

The #FreshAirFeeling campaign has been

designed to fill the consumer education gap on

the regulations around ventilation that apply

when making home improvements.

To help homeowners and residents understand the

importance of ventilating their properties all year

round, the digital campaign comprises tools with

advice on what to do to get that #FreshAirFeeling,

from considerations of things to install when

undertaking home improvements, to simple actions

homeowners can take on a daily basis.

The digital pack includes the #FreshAirFeeling

video, a consumer guide, social media posts,

graphics and GIFs and it was launched via our

consumer site certifiedcompetent.co.uk.

Certass TA members have free access to the

campaign pack so they can use the content on

their digital channels to help spread the word.

There has been a brilliant response from our

contacts in Government who are keen for the

industry to spread the word to consumers about

the positive impacts of having a well-ventilated

home, and now we have leading consumer

protection organisations TrustMark, Trusted Trader

and Which? onboard, sharing our campaign with

audiences across websites and social media

channels.

The key messages from us at Certass Trade

Association and certifiedcompetent.co.uk

are for occupants to keep their homes healthy

for themselves and their families, by always

ventilating their properties and ensuring they

have the correct background ventilation in place

when they have home improvements carried out.

We hope that connecting with other organisations

and delivering a consistent message to

homeowners will help to educate them on the

issue of ventilation and make life a little bit easier

for installers when they tackle the issue of trickle

vents and ventilation, with homeowners who are

choosing replacement windows and doors.

Anyone who wants to get involved and help us

promote good ventilation in UK homes can access

the campaign pack online here: https://www.

certass.co.uk/certass-ltd-news/feeling-fresha-ventilation-campaign/

and if you’re a larger

organisation looking for a personalised branded

version, just give me a call.

Contact Certass Trade Association:

01292 292 095

certassta.co.uk

@CertassTa

34 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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Company focus

THE BRAND, THE REACH, THE VISION

After five years of integration, Listers says it is now a single brand across multiple fabrication

sites, with a happy engaged workforce, and a direction of travel. Total Installer hears from

Managing Director Roy Frost about how the company got here, and what drives the business.

The modern Listers brand began its journey

in June 2017 when Essex-based GJB

Developments & Newbuild came up for sale

following its owners’ decision to retire.

Listers supplies bi-fold doors from

manufacturers including Sheerline,

Residence Collection and Reynaers

This was not long after Roy Frost had stepped

down as Managing Director of Deceuninck, and

was looking for new challenges.

“It was an opportunity not to miss,” Roy

explained.

“GJB had been in the market for about 30 years,

and had managed to keep below the radar despite

employing 100 people and posting a £10 million

turnover. So, we jumped at the chance and moved

to Essex. We loved it.”

Expecting a bedding-in period with few distractions,

no-one was more surprised than Roy when his

interest was piqued again when Stoke-based

Listers – a regional firm with a national reputation

– went into administration three months later.

“With hindsight, I appreciate this was rather

ambitious, but we decided it would be a nice fit

with GJB, and we could make one plus one equal

more than two,” Roy said.

“So, we bought the assets of Lister Trade Frames in

Stoke on Trent, to add to our acquisition in Essex.”

“I don’t want to do things twice. I don’t want two

websites. I don’t want two customer portals.

You’re just diluting your budget” - Roy Frost

Big value for smaller installers

Much of that value, Roy believes, was in the Big

Trade Counter brand that Listers owned: somewhere

for smaller retail customers, and smaller installers to

come in and pick up products when they need them,

even using it as their warehousing facility and their

waste facility if they needed to.

“Big Trade Counter is basically a convenience

store for window installers,” Roy said. “So, once

the ink was dry on the contract, we didn’t waste

any time in rolling that model out across the

south of the country, and we’ve been doing that

for the last four years.”

The trade counters complement the relationship

Listers has with its other customers, Roy

believes.

For example, many larger trade customers like

to buy from one source, and the trade counters

stock a range of colour-matched trims, soffits

and fascia boards, and silicones, etc.

“We’re not going to take over the world with our

trade counters,” Roy said.

“We are not going to put a trade counter in every

town because we don’t want to compete with our

existing trade accounts, but where we have been

very targeted, the model has worked exceedingly

well.”

Rolling out the Big Trade Counter was as much

about brand as it was about pushing product out

to where it is needed.

Continued on page 38

36 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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Company focus

Continued from page 36

GJB had been trading for about 30

years but became part of the Listers

Group in 2017

And closer to home, decisions had to be made

about overall brand identity.

“We put a lot of thought into choosing the right

brand,” Roy explained.

“We didn’t want to have two manufacturing

brands – we just wanted one. And I don’t want to

do things twice. I don’t want two websites. I don’t

want two customer portals. You’re just diluting

your budget.”

Normally, the acquiring business would be the

assumed name. In this case, GJB acquired

Listers, and so GJB would be the name to choose.

However, while GJB had a really strong brand in

the south east of the country – and it is very well

known for service, reliability, helping customers;

all the things Listers does – Listers was

considered the bigger brand.

“But you need to be sensitive, and for the last

four years, I’ve been very sensitive to customers

and employees in particular,” Roy said.

“I know that you don’t just go into a company and

change their name. It’s a big deal for everybody

involved – all stakeholders. The idea is to bring

people on the journey with you.

“So why ‘Listers’? Well, Listers has got a friendly

culture. You know, you spend a lot of time in work,

“I know that you don’t

just go into a company

and change their

name. It’s a big deal for

everybody involved –

all stakeholders”

so let’s enjoy it – not endure it. And that’s right

at the heart of what we’re about. And it’s very

similar to the GJB factory in Essex. There is a

happy bunch of guys and girls down there.

“Fortunately, the GJB name will continue to live

on, because we are all part of the GJB Group.

Which is a good thing, because we all feel very

strongly about it, and we love what it stands for.”

Local support but a wide offering

Lister draws a lot of strength from this broad

vision. While it can target support at a very local

level with the Big Trade Counters, the fabricator

also thinks big with its product offering. For

example, Listers partners with a number of

systems companies – Sheerline, Veka, Eurocell,

Residence Collection – to create a range of

products that meet the demands of the modern

homeowner, while staying on top of trends like

smart security, and important developments like

changes to the Building Regulations.

“And, while we produce something in the region

of 3,000 windows a week, across a number of

systems including aluminium, we are still an easy

company to deal with,” Roy pointed out.

So, in the space of five years, Listers has

gone from two regional companies to a single

national brand across multiple sites, including a

successful trade counter business.

For the group’s continued success, effective

people management is key, according to Roy.

Without this, he believes, a successful merger

and brand relaunch was unobtainable.

“Someone famous once said that if you look

after your people, your people will look after your

customers, and it is something I’ve always tried

to practice in business,” he concluded.

“Yes, much has happened in five years, but we’ve

got an excellent team of people who really want

to make Listers a success. So, imagine what the

next five years could bring.”

Contact Listers:

01782 391900

Email: sales@listertf.co.uk

@ListerTF

38 TI SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Membership

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Sustainability

RISING TO THE CHALLENGE

It’s no longer good enough to be operationally world class, companies must now have a

sustainability programme and a plan to become net carbon zero well ahead of legislative

requirements, explains Stephen Nadin, Managing Director of Endurance Doors.

Whilst we’re consumed with inflation,

interest rates and political change,

there’s no greater issue facing us all

than the environment and in protecting what we

have now for the generations to come.

The UN Group, Net-Zero Banking Alliance, have

pledged to reach net-zero carbon emissions

across their lending portfolios by 2050.

To put that into perspective, the Net-Zero Banking

Alliance brings together 53 banks from 27

countries with $37 trillion in assets.

Their historic pledge is part of the broader

Glasgow Financial Alliance for Net Zero, which

also includes asset managers shepherding more

than $70 trillion of the world’s assets.

Already on the agenda

But can our climate wait until 2050? The whole

environmental debate has been on the agenda

at Endurance Doors for several years now and

we’re already at net zero to landfill within our

recycling agenda.

It’s also part of our wider sustainability

programme across manufacturing processes,

use of materials, recycling, consumption of

energy and through the imminent introduction of

the first stage of our solar PV investment at our

manufacturing site in North Lincolnshire.

Following a detailed auditing process, we’re now

a carbon balanced business too.

After the careful assessment of operations in 2021,

this is the first part of our programme to help take

us to net zero by 2030, well ahead of the banking

requirements set out by Net-Zero Banking Alliance.

We achieved this by providing financial

investment to the World Land Trust (WLT), an

independent charitable body that was set up in

1989 by John Burton and Gerard Bertrand, based

on our Scope 1 and 2 emissions last year.

The goal of net zero may seem daunting for some

and so the partnership with the WLT is an important

steppingstone for us, commencing with a detailed

The aim for Net Zero by 2030 for many companies seems a long shot but Endurance Doors believes it can be done.

Inset, above: Stephen Nadin, Managing Director of Endurance Doors.

auditing process and the use of an in-depth carbon

calculator that categorises carbon emissions.

Scope 1 includes emissions from sources under

your direct control, like fuel combustion from

company vehicles, while Scope 2 looks at indirect

emissions from the generation of purchased

energy and we’re already looking to upgrade to

100% renewables for our supply line.

The next phase for us is to look at Scope 3

emissions, which are encouraged by the WLT but not

mandatory and include all other indirect emissions

that occur in our business’s supply chain, including

the European sourcing of our construction-grade

solid timber core from Metsa Wood.

This Finnish-based group have their own

sustainability programme in place including the

planting of four saplings for every tree felled.

Their targets also include the transformation to

fossil-free mills by 2030 with zero fossil CO2

emissions and 100% fossil-free raw materials.

By working together with business partners such

as Metsa Wood, we can address the Scope 3

emissions of our business and help take us from

a carbon balanced business in the short-term

and on to a carbon zero standard by 2030.

More to do

But there’s much work to be done prior to this

important date.

In the words of Sir David Attenborough: “To save

species we must save ecosystems. To save

ecosystems we must save land. If it is saving

species and their ecosystems that is important

to you then I know of no better organisation to

support than the World Land Trust.”

A powerful quote but one that certainly resonates

through Endurance Doors and our quest to

be carbon zero by 2030 as a world-class,

sustainable business.

Contact Endurance Doors:

www.endurancedoors.co.uk

Email: sales@endurancedoors.co.uk

@EnduranceDoors

40 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


New Part L and

Part F Building

Regulations

Compliant.

Polyframe.

Delivered on

time and in full.

Now you’re talking.

With probably the most comprehensive range of styles,

colours and applications, our Rehau and Duraflex beautifully

crafted designs, premium hardware and exquisite glass

options come together for the perfect project. And with our

very own fleet, we can deliver your Rehau systems within

CASEMENT

WINDOWS

FLUSH FIT

WINDOWS

TILT & TURN

WINDOWS

competitive lead times, whilst confidently delivering our

Duraflex systems within just five days.

Easy to order. Easy to deal with. Easy to contact us.

ENTRANCE

DOORS

SLIDING

DOORS

FRENCH

DOORS

For an industry leading turnaround time on our

excellent Rehau and Duraflex systems, let’s get

talking. Visit polyframetrade.co.uk/delivery

or call 01453 826884.


Updates

A SECURE FUTURE FOR ABL DOORS AND WINDOWS

Essex-based, pre-hung doorset fabrication and installation specialists, ABL Doors and Windows has

renewed their membership with the official police security initiative, Secured by Design (SBD).

ABL manufacture and supply customers across the UK with sustainable, bespoke door and window solutions that

cover a range of aesthetic, fire, acoustic and security requirements. Following vigorous product testing and auditing

by an accredited third-party organisation, ABL has achieved SBD’s Police Preferred Specification (PPS) on an array of

its entrance and timber door ranges. All in which are also certified to meet the enhanced security requirements of PAS

24:2016. Director of ABL Doors, Stephanie Gipp said: “Having been in the SBD scheme since 2016, it is comforting to

know that our products are both fire and security safe, giving us and our clients peace of mind that our doorsets are

manufactured and installed to the high standard of the scheme expectations.” www.securedbydesign.com

A SAFE ADDITION TO THE RANGE

Continuing Sheerline’s commitment to offering all its products with consistently excellent thermal

and security performance, the company has announced that the whole Prestige range now carries

Secured by Design (SBD) accreditation.

With the addition of bi-folds and single and French doors included in its scope of approved products, alongside

Prestige casement and tilt & turn windows, this means that the complete range of Sheerline aluminium windows

and doors now carry SBD approval, alongside double-glazed Part L compliance, giving installers and fabricators the

confidence to promote the entire range in a simple and easy to communicate manner. Prestige builds on the success

of Sheerline’s Classic range of ultra slim aluminium windows that also passed the BSI BS 4873:2016 / PAS24:2016 security performance test in 2021. The test

evaluates the strength of a window at each locking point, as well as its overall performance when under attack. www.sheerline.com

CUSTOMER SERVICE INVESTMENT PAYS OFF

Hurst Doors’ commitment to caring for its customer service levels and investing in its workforce has been

demonstrated after two of its team were awarded with their Level 2 Diplomas in Customer Service.

Claire Gilbert, of the Aftercare Team, and Business Support Assistant Charlotte Towle both completed the

course in under 12 months. The training, which was provided by Sarah Van Der Eykyn from Ideal Training Solutions,

involved 20 units covering all aspects of customer service, including managing customer expectations, dealing with

conflict and challenges, understanding customers’ needs and how to operate effectively in a way that contributes both to

the business and customer relationships. The training involved knowledge questions and observations on a face-to-face

basis. Mark Atkinson, Hurst’s Sales Director, said: “Our people are central to our business and Claire and Charlotte put in

a great effort. We have invested in upskilling our team, so they become more efficient and effective in their roles, which in

turn helps support our customers, increasing customer satisfaction and securing long term partnerships.” www.hurstdoors.co.uk

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

AN OPENING DOORS MOMENT FOR ALIMET

AliMet Fabrications has become a member of the Automatic Door Suppliers Association (ADSA) –

opening doors to a key market segment for the supply of door sets and entrance requirements.

Tim Moore, AliMet’s Technical Sales Consultant, has been actively involved with ADSA for more than 20

years – including two as its Chair. He says he is keen to ensure that AliMet benefits from industry guidance

and support.

“The automatic door industry is a significant part of our customer base. We regularly undertake door,

window and screen fabrication for a number of leading manufacturers and smaller companies, so it makes

sense for AliMet to become an ADSA member and be more directly involved. ADSA is at the forefront of

maintaining quality and safety standards and training. We intend to keep on top of changes that relate to

our customers to ensure that we can respond to their needs.” Tim said. www.alimet.co.uk/

42 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Advertorial: Solidor

CONTEMPORARY VS. CLASSIC:

THE BATTLE FOR FRONT DOORS

Product Manager Charles Floyd takes us through Solidor’s range of front doors and explains

what to take into consideration with so many different styles now available to the homeowner.

While much of the conversation about

housing in the UK focuses on modern

design, the country has a significant

number of old homes.

Only 16% of homes available today were built after

1985, with just under 40% of all housing stock

built before the end of the second world war.

It makes for an interesting challenge. With such

a vast array of house types and styles around,

how do you find the right door to add the finishing

touch? Do you try to match it in with the classic

style, or is it time to go for a contemporary lift?

That is where Solidor’s versatile product range

comes in, with a range of styles available. And

for those who want to be a bit different, there are

customisation options that allow customers to

achieve a fusion of the two through their choice in

colour, glazing and door hardware.

Italian refinement

The Italia Collection from Solidor represents the

latest in the company’s contemporary designs.

Crafted from the finest materials, every door is

Above: The traditional door is a Stirling Door in Chartwell

Green with Parklane Glazing

handmade in Staffordshire. Designed to reflect a

range of Italian styles, there are 24 different door

types available across 22 colour options.

Customers can choose from a variety of glass

styles, including handmade Warwick Glass, which

offers a unique design because it is manufactured

by adding a random pattern to the pane. This

pattern has no specific orientation, which allows

even more flexibility for the homeowner.

An eye on tradition

The Traditional collection from Solidor adds a

fresh twist to classic designs. Also available in 24

different versions, various needs are catered for.

This includes the Beeston which can also be

manufactured as a composite stable door; Ludlow,

which has clean lines offering a timeless finish; or

Conway, which has options for square or quad glass

in grey, black and red colours.

All are available as solid doors or with glazing

and, are suitable for a range of homes.

Exemplary performance

Every door in the Solidor Collection is a solid

timber core composite, rather than a foam core

door. Manufactured to a width of 44mm (48mm

including the skin), the doors are around 10%

thicker than most alternatives on the market,

which provides a more secure door.

Each unique solid timber core is encapsulated

within a highly durable plastic edge banding and

two thermo plastic door skins.

Made from the same durable plastic as Lego, the

entire skin is made from a solid colour, meaning

that any scratches or knocks are more discreet.

With a hidden edge banding too, there are no gaps

in colour, proving a well-rounded and complete

colour finish.

Above: The italia door is a Milano in Anthracite Grey

With the doors manufactured in accordance with

Secured by Design accreditation, it means that the

security aspect is well covered too. This includes

automatic multi-point locking, an ABS master

cylinder lock and an Avantis lock which is the

largest deadbolt available in the UK.

Charles Floyd, Product Manager at Solidor, said: “A

door is an important point of personalisation when

it comes to the style of a home and we offer a broad

range of options to cater for any requirements.

However, our focus goes beyond just aesthetics,

with security and performance high on the list too,

providing peace of mind for homeowners.”

All doors are available with the option of a mobility

threshold, making it the perfect solution for easy wheel

or pushchair access. There is also a comprehensive

range of matching-coloured frames, that are available

with either glass, composite side panel or quarter

panel to complement the look of any property.

Homeowners can also choose their style in either

inward or outward opening and there is even an

option to order them as French doors too.

Contact Solidor:

0808 231 0510

www.solidor.co.uk

@SolidorLtd

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 T I 43


Skills shortage

A PATHWAY INTO THE INDUSTRY

The skills shortage and attracting the next generation is consistently one of the major sector

challenges and talking points. With this in mind, we hear from the Glass and Glazing

Federation (GGF) who says it is tackling the issue through its Skilled Pathways Scheme...

skills shortage’ has become a

cliché. And whilst this simple phrase

‘The

summarises a problem that is affecting

employers across the board in the United

Kingdom, with few geographical or sector

boundaries, it does not tell the whole story.

There are a number of complex factors that have

combined to create what has become a crisis and

one that cannot be resolved quickly.

The Glass & Glazing Federation however, has

created a series of training modules of varying

complexity that are doing much to address the

skills shortage in the glass and glazing industry,

one that has its own unique problems that are

exacerbating the issue.

Niche sector challenges

The term ‘skills shortage’ might be used to refer

to a lack of people specifically qualified to fill

a role; but it is equally relevant to describe a

difficulty in filling a role with the right person,

irrespective of their personal qualifications.

The scheme has a total of 41

modules that new entrants can use

to learn more about the industry

The glass and glazing industry also suffers from

being something of a niche sector.

Whilst it is associated with building and construction,

the benefits and opportunities of a career in the

industry are not immediately obvious and more

conventional sectors are more obvious draws.

Whilst there is work being done to address

this, the GGF is going to the heart of the matter

by providing a number of training opportunities

including the Skilled Pathways Scheme, which

provides a series of routes into the industry designed

to provide skills to those already employed and

others considering employment in glass and glazing.

Attracting talent

The GGF partners with Total Support Training and

GQA Qualifications to bring the Skilled Pathways

Scheme to fruition, created to help GGF members

and the wider sector with a means to attract

talented, skilled workers into the industry.

And all whilst contributing towards the

Government estimated requirements of 500,000

additional skilled workers needed by 2050 to help

meet its Net Zero policies.

The GGF has chosen Moodle “the world’s most

widely used learning platform,” to deliver its

training courses online, further extending the

potential for reaching an ever-wider audience and

Continued on page 46

44 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


New Part L

Building

Regulations

Compliant.

Nationwide Coverage.

Competitive Lead Times.

Unlimited Colour Choice.

Oh so

COLOURFUL

Each individual Virtuoso door is delivered with a deep, lustrous finish that’s

anti-fade and will look sensational for years to come. Our automated, stateof-the-art

paint line allows for the widest range of RAL custom colours, in

addition to our already-extensive choice of 7 standard colours (5 for Virtu-AL)

and 14 superior colours. We can even colour match your customer’s new door

to the garage door for a spectacular Oh So seamless aesthetic.

There’s Oh So much more to discover, contact

sales@virtuoso-doors.co.uk or visit virtuoso-doors.co.uk/colour


Skills shortage

Continued from page 44

by definition therefore, offering a greater impact for

employers.

The Skilled Pathways Scheme plans to cover

Glazing, Glass Processing, Fenestration, Fire

Resistant Glazing, Window Film Application and

Technical Administration, but as the scheme

builds in momentum, more specialisms are

expected to be added.

As well as being utilised for the Skilled Pathways

Scheme which requires attendance of physical

training modules offsite, the Moodle platform will

be utilised to deliver a huge back catalogue as

well as a total of 41 modules in development, that

will provide up-to-date information on technical,

health, safety, environmental and behavioural

practices amongst others.

The GGF recognises the disruption that training

can place on a company’s manufacturing or

installation programmes and Moodle will allow all

schemes and modules to be accessed with ease

and online, providing flexibility.

The system can be accessed by mobile, PC, Mac

or tablet providing the trainee with the opportunity

“‘There are a number

of complex factors

that have combined

to create what has

become a crisis and

one that cannot be

resolved quickly”

to use it while travelling to and from their

workplace or site, for example.

The availability of training and especially the Skilled

Pathways Scheme is encouraging GGF members

to take on staff with confidence that appropriate

training is available that enables learning with

minimal disruption to employee and employer.

The end goal of the training is to provide the

employee with new skills and encouraging new

people into the glass and glazing industry.

The GGF funds trainees up to £4000 per GGF member

company, to encourage them to employ mature

workers as well as those leaving school and college.

GGF member companies taking part in the

scheme must make a commitment, including

the appointment of a dedicated mentor to steer

the trainee through the various training and

qualifications processes.

The GGF will vet and monitor the process and

funding payments will be made subject to

milestone achievements, over a two-year period.

Other training modules and courses are available

more broadly to GGF Member companies.

GGF Managing Director John Agnew says that the

Skilled Pathways Scheme is already making a

difference.

He said: “We are immensely proud to have

brought the Skilled Pathways Scheme to fruition

as well as the large number of online training

modules, to reality. And particularly because they

are offering GGF members a practical means

to encourage people into an industry that offers

tremendous career prospects.”

Contact GGF:

0207 939 91009

www.ggf.org.uk/training/

@GGF_News

46 TI SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


New Part L

Building

Regulations

Compliant.

ONLY THE SKY’S THE LIMIT

19 STOCK LANTERNS AND

GLASS DELIVERED WITHIN

JUST 5 DAYS.

What’s as beautiful as a roof lantern from Atlas?

Taking delivery of it, complete with glass, in just 5 DAYS.

• 19 stock roofs ready for dispatch

• Roof and glazing in one delivery

• Slimmer sightlines

• Delivery via our own fleet, providing complete care and assurance

• A choice of Regular, Contemporary or Square roof lantern designs

Lantern Flat Rooflight Skyroom Conservatories Verandas Lean-tos

To find out more or to order and receive your stock lantern in just FIVE DAYS,

visit atlasroofsolutions.co.uk/stock or call 0283 832 7741


The Business Pilot Barometer

BOUNCING RIGHT BACK

Neil Cooper-Smith, Senior Analyst at Business Pilot, says while the market slowdown is

apparent, there is positive news that for only the second time this year, sales and leads were

on the rise in the last month...

There is little doubt that a slowdown has and

is happening. Year-on-year sales figures

for this August are down seven per cent on

where they were last year. Leads are down 30%.

What we saw, however, last month was a

reversal of the downward trend seen in July with

sales up 16% and leads up 17%. This was also

significantly up on June.

It’s only the second time this year, that we have

seen a notable increase in sales and leads. The

last time was in March, when average sales

rose almost 15% and leads were also up 14%,

reversing the falls recorded in February on January.

We suggest that this is attributable in part at

least, to the energy crisis. The spike seen in leads

and sales in March preceded months of media

exposure on the raising of the energy price cap in

April from £1,277 to £1,971.

With homeowners already feeling the pinch of

the first increase, following weeks of expectation,

the regulator confirmed at the end of August that

the cap will go up again on 1st October pushing

average gas and electricity bills to £3,549 a year –

an 80% increase on where it was in October 2021.

A headline analysis of Google Trends also shows

searches for energy efficient home improvements

and windows and doors jumped in the weeks

preceding both announcements, suggesting a

correlation between the increasing cost of energy

and increased demand for windows and doors.

Lender Nationwide has calculated that homes

in the UK most commonly have an Energy

Performance Certificate (EPC) rating of D. This

it says means that the average energy cost

to heat and run those houses will increase by

£1,250 a year from October, inclusive of the £400

government discount.

Bills for E-rated properties are likely to go up by

more than £1,700 and those living in the leastefficient

homes, rated F or G, face a £2,700 rise.

In comparison, Nationwide estimates the cost to

run a house between an A and C rating will rise

by a more modest £1,000.

In this context the case for energy efficient home

improvements is clear – and based on our own

sales data and that of Google search, that isn’t

lost on the homeowner.

The question is, with rising inflation and broader

pressure on household budgets, will they have the

confidence to invest?

The housing market continues to stand firm, in

fact exceeding expectations by recording a 0.8%

price increase in August on July, the thirteenth

successive increase in a row.

With many homeowners having seen significant

rises in the value of their homes, it may give them

confidence to spend on home improvements,

particularly those which lower their energy bills.

There are also growing calls on Government to

incentivise homeowners to do so in the face of

the unfolding national energy crisis.

We’d suggest that right now Government support

is a little way off, so we’re going to have to

persuade those who can, to spend. That makes

it a good time to go back and revisit those leads

that didn’t convert in the past 12-months.

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

48 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


” 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


Contract Home security Talk

A SAFETY FIRST APPROACH

Secured by Design was first created in 1989 to reduce crimes in areas and help homeowners

feel safer. Now, over 30 years later, it is still proving to be the ‘go-to’ initiative to help protect

Secured by Design is the official police

security initiative that is owned by the UK

Police Service, with the specific aim of

reducing crime and helping people live more safely.

It was created in 1989 following the housing boom

of the 1960s-1980s when there was a huge and

urgent demand for housing, with estates being

built quickly and often cheaply without any basic

security. This resulted in a significant rise in

burglary and in response, the Police Service set up

SBD to combat this.

vulnerable products such as windows and doors. Total Installer finds out more...

SBD seeks to improve the security of buildings and

their immediate surroundings to provide safe places

to live, work, shop and visit. SBD works closely with

builders, developers, local authorities and registered

housing associations to incorporate its police crime

prevention standards into developments from initial

concept and design, through to construction and

completion. Police forces throughout the UK actually

have specially trained Designing Out Crime Officers

(DOCOs) who offer police designing out crime and

SBD advice free of charge.

Over one million homes and commercial properties

have been built to SBD standards with reductions

in crime of up to 87%. A number of local

authorities have even gone so far as to introduce

SBD standards as a planning requirement.

Critical to improving the physical security of

buildings and the surrounding area is the use

of products such as doors, windows, locks and

walling systems and fencing systems that meet

SBD’s security requirements.

SBD developed a product based accreditation

scheme over 20 years ago – the Police Preferred

Specification, which provides a recognised

standard for all security products that can deter

and reduce crime. SBD work with manufacturers

and standards authorities to ensure that security

standards are current and updated to keep pace

Secured by Design aims to reduce crime by improving home

items vulnerable to break in such as doors and windows

with emerging crime trends.

The Police Preferred Specification scheme requires all

security products to meet or exceed the performance

expectations documented within the relevant security

standard for that type of product. It ensures that the

product is sufficiently robust to resist physical attack

by casual and opportunistic criminals. The SBD focus

is on the critical factors that combine to deliver a

product’s performance - design, use, quality control

and the ability to deter or prevent crime.

Providing reassurance

Products that have met the Police Preferred

Specification provide reassurance to the specifier,

purchaser and user that their products have

been independently tested to a relevant security

standard and fully certified by an independent

third-party certification body recognised by the

United Kingdom Accreditation Service (UKAS), or

tested and certified by an alternative approved

body such as Sold Secure or Thatcham.

Better quality means these products last longer

too, making them more cost effective and leading to

greater sustainability in crime prevention. Indeed,

SBD can be used by those operating in the housing

sector as evidence to discharge their third-party

obligations under Part Q of Schedule 1 (Security)

to the English Building Regulations, the Scottish

Building Standard 4.13 (Security) and Welsh

Building Regulations Part Q (Security – Dwellings).

Everyday Police DOCOs are working closely with the

aforementioned builders, developers, local authorities

and housing associations to incorporate SBD’s police

crime prevention standards into buildings. This work

to improve the physical security of buildings involves

the use of SBD accredited products, which is the

reason that so many door and window companies

are seeing huge benefits in SBD membership.

There has been a significant growth in demand for

advice and requests for details of companies that have

membership with SBD, which has been evidenced

in the increased traffic to the SBD website and the

reported increased sales of SBD member’s products.

The police service signpost customers looking for

security products to www.securedbydesign.com,

where a comprehensive list of the many hundred

companies that produce the products that meet

SBD Police Preferred Specification can be found.

Each SBD member company has its own page on

the SBD website, which contains full details of

the company, their full contact information and a

detailed list of all their SBD accredited products.

SBD represents a powerful, trusted police brand

which inspires greater public confidence in products

and is the only way for companies to obtain police

recognition for security-related products in the UK.

Find out more about Secured by Design:

0203 8623 999

www.securedbydesign.com

@securedbydesign

50 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Now you can carry Regal’s

exquisite character styling through

from your windows to your doors

too. Choose from 9 beautiful,

hard-wearing finishes.

MARK OF

DISTINCTION

Polished Chrome

Satin Chrome

Antique Bronze

PVD Gold

Rose Gold

Brushed Copper

Graphite

Pewter Patina

THE NEW REGAL HARDWARE

HERITAGE DOOR HANDLE IS HERE!

Black

Exclusively

available from

T 01234 242724

E sales@windowware.co.uk

W windowware.co.uk

Experts in

Hardware

“ Carl F Groupco’s

hardware support

throughout PAS 24

testing has been

invaluable…”

John Mitchell

Technical Manager

Carl F Groupco

Get in touch

and speak to

one of our

experts today:

t. Peterborough:

01733 393330

t. Cumbernauld:

01236 721557

e. sales@carlfgroupco.co.uk

w. www.carlfgroupco.co.uk

Amanda Hale

Roundbrand


Roof lanterns

Designed brighter, engineered better; we hear why the Korniche Lantern roof is still the

product to which others are compared in terms of security, construction, aesthetics and

Lighting the project and leading the way since

2016; the Korniche Roof Lantern was not

only catapulted straight to the top of the

desirability stakes for flat roof glazing at launch,

but its game-changing engineering-led design

– backed up by experience derived from the

motorsport and automotive sectors – means that

this Korniche product still remains a giant leap

ahead in terms of construction.

INNOVATE, DON'T IMITATE

ease of installation.

The Korniche roof lantern

can be ‘fitted in minutes and

glazed in seconds’

Said to be requested by name from homeowners,

the benefits of a Korniche lantern are clear to see

for the consumer, with ultra-slim profiles that

maximise natural light to flood the living space,

yet with significant time-saving attributes for the

installer. Whilst similar products may look to offer

some of the benefits of that reduced installation

time, it is said to be the beauty of the design

you can’t see that hammers home Korniche

and parent company Made For Trade’s unique

approach to fenestration – nothing comes close

to matching a Korniche under the skin.

The product stands by its impressive ability to

be ‘fitted in minutes and glazed in seconds’;

something that is by virtue of its design from the

outset using methods and design practices that

are often an alien concept to the fenestration

industry. These details might not be on show

behind the narrow sightlines and hidden

fasteners, but the unitary construction, fastening

system and glazing components prevent anything

from coming close to the same security, weathertightness

and structural integrity.

There are no visible fixings on show for example

on a Korniche and all joints are seamless; whilst

this means perfect aesthetics as it meets the eye,

it also hints at the ‘clean sheet’ method of design

and construction behind. The number, grade and

size of the carefully specified bolts on the Korniche

for example have been optimised for security and

rigidity compared with typical self-tapping screw

fixings, whilst intricate details such as ridge bosses

using anti-crush tubes for perfect installation

torque provide a superior, more precise fit than

traditional glazing fittings such as flat plate.

Greater accuracy, tighter tolerances

Made For Trade’s investment is not just in the

fasteners themselves; Korniche kits use a selection

of aluminium components such as end caps and

ridge bosses that have been uniquely die cast to suit,

enabling greater accuracy and tighter tolerances to

be achieved to the benefit of the structure.

During installation of a Korniche Roof Lantern,

installers will see a system that bolts together

as a unitary structure rather than box sections

and plates that flex or distort to the detriment of

security, structural integrity and weatherproofing.

Matching the installation speed of the Korniche

might almost appear feasible, but when

specifying a glazed product that relies on strength

and security, that speed needs to be backed up

with assurances that it is derived from clever

engineering from the outset, rather than any

simplification of construction.

Meticulously engineered to be the strongest

and stiffest on the market, the lantern supports

industry-leading maximum glass sizes without

the need for additional rafters, and the cunning

design details mean that glazing the structure is

free of tapes and messy sealants.

That’s not all, in these days where the thermal

efficiency of a home is of the utmost priority, the

thermally-broken profiles work alongside a wealth

of design features to reduce heat transfer, and

lower heating bills as a result.

Finally, any benefits are soon lost if the quality

and consistency is not there for each and every

item; from order through to installation. Whilst

the term ‘quality’ is often seen to represent the

fit/finish or longevity of a product, in engineering

terms it is concerned with the principles and

practice of quality assurance and control for

both the product and service. Made For Trade

recently gained ISO9001 certification – based on

continually improving and optimising all stages

of how the company operates, allowing MFT to

remain at the forefront of manufacturing and

efficiency in the fenestration industry.

This NQA Certification sets MFT and the Korniche

Roof Lantern apart as a result, thanks to the precise

repeatability of every single aspect of how a Made For

Trade product is designed, sold and manufactured.

Contact Korniche/Made for Trade:

01642 610799

www.korniche.co.uk/

@KornicheSystems

52 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Innovation comes built-in

60

Quotes

available in

60 minutes

SCREENVIEW PRIVACY

& VISION IN AN INSTANT

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Updates

THE SWISS ARMY

ROOF SYSTEM

Jade Engineering has worked closely with

the manufacturers of Guardian Warm Roof

to develop a version of its ‘Swiss army

knife’ punch tool that dramatically reduces

fabrication time for its solid roof system.

A single Jade unit not only replaces the

cumbersome hand-prepping, but provides

a single, compact punch station when other

systems would require multiple units to complete

the prepping requirements of the various profiles

within the system.

Factory space for the punch process is therefore

minimised, offering further economies.

Tim Douglas, Technical Manager for Guardian

Building Systems, the company behind the

Guardian Warm Roof, says that Jade Engineering

has produced an ideal solution.

He said: “The Jade multi-tool carries out the

punching for all of the profiles in our system, using

a single station.

“This in itself saves a significant outlay, with tool

changes carried out quickly and simply.

“The process significantly improves upon the

hand-marking and drilling that our fabricators used

previously, improving speed of course, but also

accuracy. Errors have been eradicated.”

Tim also praised Jade Engineering’s immediate

grasp of Guardian Building Systems’ requirements.

He added: “Jade’s engineers understand the

requirements of roof structure profile fabrication and

quickly offered an ideal solution that is now working

extremely well for our fabricators. The tooling and

punch stations are also superbly engineered.”

https://jade-eng.co.uk

Shaun McAllister (pictured)

has joined Business

Micros Group as Business

Development Manager for its

TOUCH software platform.

His role will be to liaise

with all those customers who

have already ordered Portal

to ensure that the software is

successfully integrated into

their businesses; and then

start promoting the system

to the rest of the market.

He will be working closely

alongside Richie Thornton,

Director at Business Micros Group company

The Consultancy, who is coordinating all the

technical elements of the roll out.

Shaun said: “With TOUCH Portal, fabricators

can offer a 21st century commercial

e-commerce experience to their installers for

probably the very first time. In turn, installers

For further glazed extensions updates visit www.total-installer.co.uk

SHAUN SIGNS FOR BUSINESS MICROS

can use the linked TOUCH

Vendor lead generation and

quoting tool to finally take

maximum advantage of the

way that so much of the

retail buying experience is

now conducted online.

“It all comes down to

the data of course and

being able to get real time

product, availability and

pricing updates direct

from the factory to the

salesman when there are

so many variables involved.

Business Micros is the only company with the

funds required and access to the vast supplier

datasets necessary to be able to create a

system like Portal, and it’s an incredibly exciting

time for me to be involved as the whole platform

starts to grow and develop.”

https://store.bm-touch.co.uk/

BRETT MARTIN'S BIOPLUS POINTS

Brett Martin is set to reduce the carbon

footprint of buildings around the world with

a remarkable new Polycarbonate glazing

product, largely based on bio-circular

attributed material such as used cooking

oil, produced in an ISCC Plus certified mass

balanced approach.

Called Marlon BioPlus, the new sheet

offers a major carbon footprint reduction by

cutting the use of fossil-based material by

70%. This raw material delivers an 84%

decrease in carbon emissions, and in addition Brett Martin achieves further reductions in carbon

by producing the sheet using 100% renewable energy, generated at its own site.

What is said to make Marlon BioPlus unique is the combination of this certification and Brett

Martin’s 100% onsite renewable energy which together represents a huge step towards a zero-carbon

polycarbonate sheet.

This new low carbon alternative retains all the physical and performance properties of the company’s

other Polycarbonate ranges and will be available to be specified in any of Brett Martin’s Marlon

polycarbonate multiwall, corrugated or flat sheets for use in roofs and walls.

www.brettmartin.com/

56 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


HELPING INSTALLERS WITH PART L

Having delivered a

communications programme

to its network of fabrication

partners, AluK is now

also talking directly to

installers to help ensure

that the messages about

how to respond to the

tougher thermal efficiency

requirements have reached

the people who actually have

to demonstrate compliance

via Building Control or any of the certification

agencies.

Michael Williams, AluK’s Managing Director,

said: “There has obviously been a huge amount

about Part L in the trade press and online, but

a significant minority of installers have clearly

either been too busy to engage with that or

have been caught out by the speed at which the

updated Regs have come into force. Many, in

fact, are still questioning whether they need to

go down the U-value or WER/DSERs compliance

route and whether they now have to fit triple

glazing, and are looking for answers from their

suppliers.

“There is still obviously work to do, so we’ve

given installers full access to our dedicated

Part L website which contains all they need to

know, and have created a useful guide to Part L

specifically for them which shows exactly what

they need to do in order to comply.”

www.alukgb.com/learning/what-is-doc-l

AN ANIMATED ANSWER

Software expert Windowlink is enhancing its

offering with a new animation functionality.

Focus and Vector, the firm’s longestablished

software packages for windows,

doors and conservatories, will now feature

the option to animate a wide range of

products.

As a result, installers will be able to more

clearly demonstrate to customers how

their products work, and communicate the

benefits.

“We’d been approached by a number of different installers who explained that their homeowner

clients often struggle to visualise how more complex products like bifolds and sliding doors

operate,” explained Mark Dudley, Windowlink Managing Director.

“The visualisation aspect of Focus and Vector has always been one of the most powerful tools

the software has to offer, so we decided to enhance it with animations that show how a huge

range of different products open and close. We’re delighted with the positive feedback we’ve

received so far, and hope it helps dozens more installers boost their conversions.”

Focus and Vector help installers make their pitches quicker, easier and more effective.

www.windowlink.com

VALUE AND

SERVICE KEY FOR

FOXTONS FRAMES

Kent-based installer Foxtons Frames has hit

a sales target of more than £1.2m thanks to

sales leads from Leads 2 Trade.

The result for Foxtons Frames, which specialises

in the conservatories, Orangeries, single storey

extensions and replacement Warm roof systems,

as well as replacement windows and doors, has

been a fantastic two-year partnership.

“Leads 2 Trade are by far our biggest lead supplier

and offer the best value and service. The online portal

is helpful, and staff are always willing to advise and

help,” said Nick Hewitson, MD of Foxtons Frames.

“As a business we also need a consistent

number of leads supplied and with L2T we can set

quantities of leads on a weekly basis, so we are

never supplied with enquires that potentially could

go to waste.”

One service that is said to be working especially

well for the company is Leads 2 Trade’s guaranteed

appointment, no pitch no fee, service. The lead

is provided with a fixed appointment against set

criteria and the available dates in an installer’s

diary – so all they have to do is turn up and

close the deal. The lead is sold to just one other

company, giving the installer a 50% chance of

winning the work, and if the installer doesn’t get to

sit and pitch then it doesn’t cost them anything.

Andy Royle, Co-founder, and Managing Director

of Leads 2 Trade (pictured) said: “We have worked

with Nick a long time and are delighted that

Foxtons Frames is seeing huge benefits from our

booked appointment, no pitch no fee, leads. They

are perfect for installers to up their conversion

rates and get a better cost per sale.”

https://leads2trade.co.uk/

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 T I 57


Installer Insights

A CAREER IN THE FAST LANE

Edward Burgess first canvassed windows aged 16 and was instantly bitten by the sales bug. He

went on to establish his own business and below, Edward, or ‘Fast Eddie’ as he’s also known,

talks memorable projects, the importance of his team, and navigating an ever-changing industry.

Total Installer (TI): What was your path

into the sector?

Edward Burgess (EB): At school I needed a part

time job to fund my expensive taste in trainers so

I applied for a job as a ‘canvasser’. I had no idea

what a ‘canvasser’ did or was but at £5 per hour

I was attracted to explore the role (at the time of

applying I was earning £5 for an evening washing

up at a local restaurant!).

I turned up for the interview where I was given

a script to read, it went along the lines of “I’m

from *** Windows, we’re in the area offering

free quotations...”. I felt like it was an acting role,

with hindsight I wasn’t far wrong. The script soon

got chucked out of the window and ad-libbing

became my preferred method.

“Too many firms try to

cover both low-end and

high-end work, it just

doesn’t work”

I took to this role like a duck to water and before too

long my name changed from Edward to ‘Fast Eddie’

down to the speed I generated leads for the sales team.

Having attended a well-respected public school, I was

fully expected to take A levels before being packed off

to university and finally taking a ‘proper’ job.

I hadn’t quite applied myself in my year of GCSE’s

and much to the horror of my parents found myself

with a poor set of exam results.

This meant I needed to enter the world of work. I

managed to negotiate a full-time role with a national

window company, that role was to generate leads for

an established sales team – it was a commission

only basis; when I look back now it was a bold move

Edward (left) was recently involved in the design and installation of the windows using the Aluco

range of products for the project mentioned in this article and pictured.

for a sixteen-year-old. That’s where it all began.

After a short while I became an asset as I was

the key lead generator – I’ll never forget the

bribes I was offered from the sales team to let

them know which were the best leads – the truth

was I never really knew which of the leads had

the most potential!

I was ever grateful to the sales manager for giving

me an opportunity, albeit the job was commission

only – as I say, looking back at 16 years of age it

was a bold move to work on that basis.

After a few years I decided I wanted to become a

full-time salesman.

Unfortunately, my ambitions fell on deaf ears. It

turned out if I wasn’t lead generating the sales team

wouldn’t have enough enquiries to follow up.

I ended up taking a load of order forms out of the

cupboard, ‘borrowing’ a sample window and took

myself on the road ‘selling’. I was lucky to convert

several leads.

The look on the manager’s face when I dropped a

whole bunch of orders on his desk, with deposit

cheques, was priceless. Suffice to say the following

week my role changed.

Fortunately, things went well. But things were about

to change. Pilkington, the parent company of the

window firm I worked with decided to sell many of

their subsidiaries.

The company fell into new ownership and within

twelve months went out of business.

At that very point I decided if things go wrong

again, I want it to be my responsibility not a third

party, so set up my own business.

Continued on page 60

58 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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Installer Insights

Continued from page 58

TI: If you had one piece of advice about

starting an installation business, what

would it be?

EB: Focus on a sector of the market you are happy

with and stick to it – it’s vital you know who your

customers are. Too many firms try to cover both

low-end and high-end products, it doesn’t work.

TI: Tell us about a recent project you are

proud of...

EB: A particular project we are all proud of is the one

featured in this article. An architect, also a customer,

specified the Aluco range of products for his client.

We were involved in the design and installation.

The completed project is firmly in my ‘favourites’

file. We’ve used images of the completed project

in much of our marketing which has led to many

customers exploring our range.

TI: What is the most difficult/challenging

project that you’ve worked on?

EB: The nature of our range means we are often

faced with tricky challenges.

One that comes to mind is a barn conversion

we were asked to replace poor quality frames

for. Each aperture was out of square with many

having oak beams in the most awkward places.

Our team were faced with fitting square windows

into apertures which were parallelograms.

Scribing around the various beams took time and

effort. The finished result was sublime. The credit

of course goes to our installers.

TI: What’s the most frustrating thing about

your job?

EB: I am not sure I’d describe it as frustrating as

it’s pretty much a fact of life post Covid and that

is reliability of third-party products/services.

Supply chains are improving but we’re not out the

woods yet.

Part of me feels many of the issues could have

been avoided with better planning, too many

companies failed to bring staff back full time after

the Furlough period. Even now I am amazed at the

lack of recruitment/training policies companies

“I can’t think of any reason at all why a company

wouldn’t encourage online reviews”

have in place. I understand the difficulties

everyone is facing obtaining components,

shortage of labour and on a good day (once the

coffee has kicked in!) take a sympathetic view.

TI: And the most satisfying?

EB: There is no doubt on the answer to this

question. Seeing a project from design stage to

completion. The best part of my week is visiting

customers on completion of their projects.

TI: How do you deal with difficult

customers?

EB: Great communication, good planning and

allowing time on site for installers to work around

any challenging situations. Being given time to

ensure projects are finished to meticulous standards

is the answer to avoiding unhappy customers.

TI: What is your opinion of online reviews?

Are they a blessing or a curse for the

installer?

EB: A blessing, without doubt. We aim for a fivestar

FEEFO review on every project – in fact I give

my team a bonus when we receive great reviews.

I can’t think of any reason at all why a company

wouldn’t encourage online reviews.

TI: What’s the biggest issue currently

affecting you as an installer?

EB: Since Covid struck, like many, we’ve

experienced unprecedented growth.

The growth has led to extended lead times and to

a certain extent a skill shortage. We’ve coped well

which is testament to my excellent team, but it

certainly hasn’t been plain sailing.

A key challenge for me is ensuing I am apportioning

enough hours during the week to my team, from

staff welfare to providing support if difficult

situations arise; getting these elements right is key

to staff retention and vital for our growth.

I hasten to add I am learning all the time and

regularly chat with other business owners to glean

as much knowledge as possible.

Contact Burgess Group:

01394 386666

burgess-group.com

@the_burgess_group

60 TI SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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Business Advice

THE GROWING IMPORTANCE OF A

TIGHT CREDIT CONTROL PROCESS

In the latest instalment of our regular business column, the experts at Know-it look at why

having a watertight credit control is an even more integral part of maintaining a successful

business...

Credit control is one of the single most

overlooked aspects of running a successful

business.

When dreaming of setting up your own company,

not being paid on time isn’t something that crosses

many people’s minds because let’s face it – it’s not

the glamorous side of doing business.

But because so many businesses overlook credit

control, they place a serious risk on their cashflow,

which means trouble lies ahead.

Late payments pose a very real and imminent

threat to businesses with firms currently chasing

£61 billion of unpaid invoices and the FSB recently

warning that as much as half a million companies

are at risk of closure due to not being paid on time!

We’re seeing company insolvencies soar, this year

reaching their highest quarterly number since 1960.

Even if you don’t feel your company is at risk right

now, your customers might be. And if customers

with outstanding invoices go insolvent there’s a high

“Implementing and executing a robust credit

control process can take some time, and time

isn’t something we tend to have a lot of when

running businesses or finance teams”

likelihood, you’ll lose out on what you’re owed.

It always pays to be vigilant and follow tried and

tested credit control processes.

The three steps of credit control

You don’t need to complicate credit control, in fact

like many things, the basics are most effective.

We like to break down credit control into three steps:

1. Check-it

2. Chase-it

3. Collect-it

The very first step in a sound credit control process

is checking the credit worthiness of your customer.

This will give you insight into their credit file,

payment behaviour and ultimately how much of a

credit risk they could be to you.

Their credit risk will dictate what a suitable credit

limit would be – the higher the risk the lower their

credit limit will be.

A thorough company credit check will give you all

the intelligence you need to offer credit terms that

will generate revenue as well as mitigate credit risk

with the amount of time given to pay minimising

the chance of default.

When you have outstanding invoices, we can’t

stress the importance of keeping on top of what

you’re owed. You should always be tracking the

Continued on page 64

62 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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Contract Business Talk Advice

Continued from page 62

amounts outstanding, which companies owe you,

when balances are due and which payments have

been made.

“It always pays to be vigilant and follow tried and

tested credit control processes”

Even when invoices aren’t quite due yet, we always

recommend sending a gentle payment reminder,

mentioning the full balance due and the date it’s

due to be paid. As a bonus tip, always attach the

relevant invoices you’re referring to for a couple of

reasons – it makes it easier for your customer to

pay and it eliminates the excuse “we didn’t receive

an invoice”, we’ve heard that one too many times!

Now, there may be times when even after you

send a reminder, payment isn’t made on time.

For situations like this you should always have a

payment chasing process set up. This doesn’t need

to be complicated. Here’s an example:

Invoice is overdue by 2 days: Send 1st payment

chaser advising payment is overdue.

Invoice is overdue by 7 days: Send 2nd payment

chaser advising payment is now 1 week overdue

and ask if there’s anything that could be holding up

payment that you can help with.

Invoice is overdue by 14 days: Send 3rd payment

chaser emphasising that this is now becoming an

issue and payment must be made immediately.

If payment is not made, then you will add late

payment interest and compensation to the balance

owed.

Invoice is overdue by 30 days: This is when

you need to send a final demand letter stating if

payment is still not forthcoming, you’ll be left with

no other option but to escalate the case to a thirdparty.

The final step in a watertight credit control process

is having a third-party at your disposal to help

recover unpaid commercial debts. UK leading

commercial debt recovery specialists Darcey

Quigley & Co are the official Collect-it partner of

Know-it with a 93% success rate collecting overdue

commercial invoices.

Letting the process work for you

Implementing and executing a robust credit

control process can take some time, and time isn’t

something we tend to have a lot of when running

businesses or finance teams.

Thankfully, there’s an easier way with automation!

Know-it automates the full credit control process

ensuring you effectively mitigate credit risk, reduce

debtor days and boost cashflow whilst saving

valuable time.

Credit check companies and receive automatic

alerts to any changes to a company’s credit score,

automatically send late payment chasers with

a customisable schedule and send cases to our

commercial debt recovery partner.

Try Know-it free for 12 months with our extended

free trial exclusively for Total Fabricator/Total

Installer readers! Plus get 2 free company credit

reports. Use referral code TF12 when you signup.

Contact Know-it

www.know-it.co.uk

@Knowitglobal

64 TI SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Article Rooflights

GETTING ROOFLIGHTS RIGHT

Total Installer hears from the National Association of Rooflight Manufacturers (NARM),

who discuss the issue of unfit for purpose rooflight installations and provide top tips for

NARM, the National Association of Rooflight

Manufacturers’ purpose is to promote best

practice in all aspects of rooflight design,

specification, installation and maintenance.

As such, we often receive reports from concerned

homeowners, highlighting problems with what they

believed to be professionally installed rooflights, but

which have subsequently been revealed as unfit for

purpose and in many cases, downright dangerous.

making sure installers get it right first time...

With the growing popularity of rooflights and roof

windows among homeowners seeking bright, airy

interiors, instances like these are increasing. One

practice in particular has come to our attention, raising

deep concerns:

A standard double glazed unit installed

horizontally is NOT a rooflight

A rooflight is just like an ordinary window, but installed

into a roof, right? Wrong. Rooflights are subject to

different conditions, different regulations and require

a specialist design approach to provide appropriate

levels of performance, safety and security.

Rooflights should always be supplied to site as

complete units or assemblies, by a reputable

specialist rooflight manufacturer and installed by a

qualified person, to the manufacturer’s guidelines.

Never consider fabricating a rooflight on-site using a

double-glazed sealed glass unit (DGU).

We have seen several instances recently where a DGU

has just been bonded to a timber upstand leading to

a significant safety risk when a pane has failed. In

one instance the unit was ‘stepped edge’ with only the

outer pane being supported by the upstand. The seal

of the DGU was not structural, yet the inner pane was

hanging from it without any other means of support

and probably not a silicone seal, causing it to break

down due to UV exposure. The seal between the two

panes failed allowing the inner pane to just drop from

the roof into the room below. It only broke on impact

Examples of what can happen when a

DGU is just bonded to a timber frame

with the floor. If that had hit someone, the likelihood

is that they would have been seriously injured, if not

killed.

“A rooflight is just like an ordinary window, but

installed into a roof, right? Wrong”

In another recent case, both panes were sitting above

the upstand. Only the inner pane was bonded to the

upstand – and that shattered. It was a toughened

glass pane, not laminated, as strongly recommended

by NARM for this very reason. After the inner pane

shattered, the outer pane could have just lifted away

from the inner pane in the event of a strong wind. An

additional danger was the issue of the glass fragments

falling into the building below.

Also, even without any wind to lift the outer pane, the

building is no longer secure as the outer pane could

just be lifted off the opening. On this installation, there

were exposed metal screw heads immediately under

the glass. It was likely that contact with these metal

screw heads caused the inner pane to shatter in the

first place. It’s also worth noting that the upstand was

well inside the recommended minimum thickness of

100mm to achieve a 0.35 U-value, so this installation

was not only unsafe, but also thermally inefficient.

These and countless other similar incidents serve to

underline the critical importance of understanding the

safety and performance implications of ‘home-made’

rooflights and ensuring that only purpose-made,

compliant products are installed.

What makes a rooflight ‘fit-for-purpose’ ?

Here’s what to look for when considering

rooflights for your next project:

Safety

Current British Standards define that inner panes

on rooflights must be laminated in applications

more than 5 metres above floor level (increased

to 13 metres in limited circumstances) or are

located over water (e.g. swimming pools).

However, the relevant standard permits use of

toughened glass inner panes in other applications,

if a risk assessment is carried out and confirmation

provided that this does not present additional risk to

66 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


around the edges.

A reputable rooflight supplier would be able to

provide these accurate values for their product.

Security

Part Q Building Regulations state that ‘Ground

floor, basement and other easily accessible

windows (including easily accessible rooflights)

should be secure windows made to a design that

meets the security standards of British standards

publication PAS 24:2012.’

those below the rooflight.

The term ‘toughened’ implies a degree of safety which

in the case of rooflights, is misleading. Toughened

glass inner panes actually bring a risk of shattering

and falling into the room beneath. Therefore it’s

difficult to see how use of a toughened rather than

laminated glass inner pane doesn’t present a risk

to anyone beneath a rooflight, whatever the position

or height of the installation. For this reason, NARM

asserts that any risk assessment of a toughened inner

pane is largely irrelevant.

For the safety of people needing to access roof areas,

non-fragility classification should also be confirmed.

The Centre for Window and Cladding Technology

(CWCT) has devised specific non-fragility tests for

large area glazing. These are referenced in the latest

issue of ACR’s (Advisory Committee for Roofsafety)

Red Book and NARM has published a document

entitled Understanding CWCT Classifications of

Rooflight Types. This can be downloaded free of

charge at: www.narm.org.uk/new/wp-content/

uploads/2021/08/NARM-Quickguide-8-CWCT-

Classifications-1.jpg.

Another important point to be aware of, is the very

great difference between a rooflight classified as ‘nonfragile’,

which is designed to provide a level of safety

in the event of an accidental fall onto the rooflight;

and a ‘walk-on’ rooflight, designed to allow frequent

foot traffic for a roof terrace, for example. Walk-on

roofllights are designed and built to floor loadings, to

match the surrounding roof area – and are therefore

much heavier and significantly more expensive

than conventional rooflights. For more information,

download our publication: Understanding the

differences between non-fragile rooflights and walk-on

rooflights: www.narm.org.uk/new/wp-content/

uploads/2021/06/NTD11-2017.pdf

Thermal performance

Approved Document L of the Building Regulations

defines the requirements for Conservation of Fuel and

Power by setting the standards for energy performance

and carbon emissions for new and existing buildings.

This part of the Regulations has recently been

updated. In respect of rooflights generally, the limiting

rooflight U-value is now 2.2 W/(m 2 K) when assessed

in the horizontal plane. It’s important to note that the

quoted U-value needs to be for the whole rooflight, not

just glass centre pane U-values, which we still see

quoted by some suppliers.

A cutaway of a rooflight, which should

always be installed by a qualified person

“Even a fully compliant, high quality rooflight can

be compromised by inappropriate installation

methods or standards on site”

Even when just a DGU has been bonded to a timber

upstand, the centre pane U-value is not the U-value

for the installed rooflight as account has to be taken

of the spacer bars and edge seal of the sealed unit,

the centre pane U-value excludes these heat losses

A PAS24 certification is a security standard that can

only be met once a product has been certified for

its security performance. The acceptable security

standard ensures that products meet high-security

performance levels, offering reassurance to

homeowners that the entry points to their homes have

been rigorously tested and are resistant to break-ins

and home invasion.

Products satisfying other standards that provide

similar or better performance are also acceptable.

These standards include: STS 204 Issue

3:2012; LPS 1175 Issue 7:2010 security rating

1; and LPS 2081 Issue 1:2015 security rating

A. Frames should be mechanically fixed to the

structure of the building in accordance with the

manufacturer’s installation instructions.

Other considerations

Even a fully compliant, high quality rooflight can be

compromised by inappropriate installation methods or

standards on site. For this reason, we strongly advise

close adherence to manufacturers’ installation guides

and reference to any specific requirements relating to

roof finishes abutting the rooflight.

A simple way to ensure that the rooflights you

specify for a project will meet appropriate standards

and regulations, is to source them from a NARM

member company. Our membership comprises

businesses supplying all types of rooflights and

NARM membership is only open to businesses whose

products are fully compliant.

Contact NARM:

0161 224 7477

www.narm.org.uk

@_NARMUK

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 TI 67


Contract Advertorial: TalkVELUX Rewards

EARN BIG REWARDS

THIS AUTUMN WITH VELUX!

This Autumn, VELUX is offering Rewards

members up to £150 with every VELUX

electric or solar roof window, plus blind and

shutter purchased.

Electric and solar products offer many

advantages, amongst these the top ones are:

• Solar-powered design delivers all of the

benefits of a motorised window without the wires.

Ideal for replacement.

• All electric blinds can be easily

installed and instantly connected

thanks to the pre-fitted

brackets.

VELUX Rewards is back with its biggest offer ever running through

September and October 2022!

• Control is simple – just

operate the control pad.

If it rains, the rain sensor

automatically closes the

window

From 1st September to 31st

October 2022, installers can rake

in the benefits of purchasing VELUX

electric or solar products with any of its topbrand

partners including Tesco, M&S, Argos and

John Lewis.

VELUX Rewards is the home improvement brand’s

ongoing loyalty programme designed to offer the

best incentives to purchase its products time and

time again!

How to become a VELUX Rewards member

You can become a VELUX Rewards member by

following these three easy steps:

1Sign up: Start by signing up and creating

your very own account to start claiming your

rewards Instantly!

The promotion runs between September 1st - October 31st 2022. The

retailers involved in VELUX Rewards include: Currys PC World, M&S,

John Lewis, Tesco, Ticketmaster, Argos, Costa, H&M, halfords, Adidas,

TK Maxx.

2Make Submissions: Once in your

account you submit your first claim

by simply answering the short

dropdown questions and uploading a photo

of your invoice. Please note invoices must

be submitted within 45 days of purchase

(promotion claim-by dates may vary. Please

see terms and conditions)

3Claim your Rewards: Once your claim

has been approved you will receive a text/

email. You can then immediately claim

your rewards with VELUX’s fantastic top-brand

partners.

Find out more about VELUX Rewards

www.VELUX.co.uk/rewards

68 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


sales@britmet.co.uk | 01295 250998 | www.britmet.co.uk | #TheBritmethod

Liteslate

designed with the environment in mind

Lightweight Composite Slate | Lightweight Granulated Tile Panels | Lightweight Tile Effect Sheets | Flat-to-Pitch Roof Systems

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RAISING THE STANDARDS IN LIGHTWEIGHT ROOFING


Updates

NEW CHAIRMAN APPOINTED AT NARM

Ian Weakford has been appointed as the new Chairman of NARM, the National Association of Rooflight

Manufacturers, following a unanimous vote at the Association’s quarterly general meeting.

Ian (pictured) replaces outgoing Chairman Scott Leeder, who occupied the post for a short period, but has now

taken a role outside the rooflight industry.

As Sales & Marketing Director at Hambleside Danelaw and long-serving chair of NARM’s Marketing Committee, Ian

brings huge experience and continuity to the role.

He said: “The construction industry is evolving quickly to meet new challenges. This places great emphasis on

trade associations, like NARM, to ensure that changes are for the better. We have representation on many influential

committees and working groups which help to shape future standards and legislation, so we too, need to evolve.

“In my new role, I’ll be looking to further strengthen our position by drawing on that broad human resource to

combine our well-documented experience with new levels of energy and a clear vision for the future.” www.narm.org.uk/

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

WHITESALES WOWS WITH SOMERSET LIBRARY PROJECT

A bespoke 10 degree em.glaze rooflight from Whitesales has helped meet the client’s requirements at

the newly opened library building in Minehead, Somerset.

The new roof at Minehead’s refurbished and extended library is said to have showcased Whitesales’ ability to

design, supply and install truly bespoke rooflight solutions.

The framework and glazing bars were all in polyester powder coated aluminium and the double-glazed sealed

units featured non-fragile toughened glass on the outside, and low E laminated glass on the inside. The Whitesales

design ensured that the layout of the glazing bars in the rooflight corresponded precisely with the glulam beam

structure inside to give a consistent look, and included vertical sides with electric opening vents to provide

adequate ventilation. The team also advised on the loadings required for safe installation of the lighting suspended from the roof. www.whitesales.co.uk

HOWELLS SEES REAL VALUE IN NARM

Howells Patent Glazing is now a member of NARM, the National Association of Rooflight Manufacturers.

The Black Country-based business has been aware of NARM for quite some time and decided to join following

a recent visit to the NARM Annual General Meeting.

Speaking of the new membership, Tracey Jackson, Howells’ Business Development Manager, said: “We wish

to belong to a knowledgeable industry body and one which offers up to date resources. As a NARM member we

will be informed of any relevant changes to legislation. This will ensure we are current and well-informed, to the

benefit of our customers. We are also excited to contribute to the technical aspects of industry standards. We

have a lot to offer given our heritage and the fact we develop our own rooflight and patent glazing systems. Many of our staff are long-serving and have

a real breadth of technical knowledge and understand the challenges we face as an industry.” www.howellsglazing.co.uk

ASPEN ADDS LISTERS TO ITS OFFERING

Aspen Home Improvements in Essex has added the Gallery 44 Composite Doors from Listers to its product

range, giving them pride of place in its showroom.

“Over the last couple of months, we’ve taken on the Gallery 44 Composite Doors from Listers, and kitted-out a

whole area of our showroom with them,” said Managing Director Alan Murrell. “The customers love them, especially

the wide choice of colours and hardware options.

“Homeowners are also becoming more tech-savvy, and they are showing more interest in the Kubu Smart Lock,

which we also offer through Listers. Sheerline is stuffed with all the latest technology, which homeowners love –

especially the flush-fit sash,” Alan said. “And if they want something similar, but in PVC, Listers supplies the Logik S

from Eurocell, which has a really modern-looking frame.” www.listerwindows.co.uk

70 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


REQUEST INFO

YOUR PERFECT TRADE PARTNER

FOR WINDOWS, DOORS & ROOFS

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


Safety at height

A TALL ORDER

The Health and Safety Executive (HSE) reports that between April 2021 and March 2022

the sector saw a total of 123 work-related deaths, 30 of which were caused by working at

height. David Loughran, Technical Team Leader at Keylite Roof Windows, feels this is far too

high and offers his advice on how to stay safe working at height...

Despite a shocking 25% increase in the rate

of fatal injuries to construction workers in

2021, the sector has begun to see a slow,

long-term downward trend in fatalities thanks to

a renewed way of thinking in more recent years.

Training, risk assessments and method

statements are widely used in the construction

industry to help manage work and communicate

required safety aspects. The HSE suggests

trying to avoid working at height whenever

possible, but for jobs such as roof window

installation, this may appear all but impossible.

Over 60% of deaths while working at height

involve falls from ladders, scaffolds, working

platforms and roof edges, or through fragile

roofs and rooflights. But what may be surprising

is that it’s actually the smaller projects that

often lead to fatal and serious injuries.

Roof work accounts for a quarter of all deaths

in the construction industry due to its high-risk

conditions. During the fitting of roof windows, the

surrounding area can be considered high hazard,

with loose tiles and fragile footing demanding

careful planning and action.

The Work at Height Regulations 2005 suggests

that employers and those in control of any work

at height activity (e.g. building owners, facilities

managers, site managers) must make sure work

is properly planned, supervised and carried out by

those who are competent and fit to work.

They go on to say that installers have general

legal duties to take reasonable care of themselves

and others who may be affected by their actions,

and they must co-operate with their employer

to enable their health and safety duties and

requirements to be complied with.

Assess the risks

Installers should first assess the risks. Height,

duration, frequency, and weather conditions all

affect worker safety. Precautions should be in

place to stop materials and objects from falling,

or at the very least to stop anyone from being

injured by using the likes of exclusion zones or

mesh on scaffolding.

When installing roof windows, each area

where the installer will work at height needs

to be checked before use, every time, and risk

assessments should be carried out so that

employees can plan for possible emergencies.

It is vital to consider safety measures that protect

everyone at risk before measures that only

protect the individual – whether it be clients who

are inhabiting the house while work goes on, or

colleagues that are working nearby.

Workers should ensure that they can get to and

from a window installation with ease, while all

equipment must be maintained and checked

regularly to ensure they are suitable, stable, and

strong enough for the job.

This means taking care to not overload or

overreach on ladders or platforms, and to never

rest equipment on weak surfaces such as glazing.

Seemingly low-risk, relatively straightforward

tasks like installing roof windows will of course

require less effort when it comes to planning;

but employers and contractors alike should

remain in control and always assess the risks.

The government provides advice on how

to do this at: www.hse.gov.uk/risk/riskassessment.htm.

Keylite is a firm believer that manufacturers

should be doing more to protect those on site.

As suggested by HSE, Keylite wants to keep

installers’ feet on the ground for as much time as

possible.

This is why all Keylite roof windows are designed

so that they can be fitted from the inside of a

building, with the glazed sash already in place –

thanks to its patented Flick-Fit brackets and sash

hinge finger springs.

In fact, an expanding thermal collar and Flick-

Fit brackets are integrated as standard on all

Keylite roof windows, and lead to safer, faster and

cheaper installation.

Contact Keylite Roof Windows:

01283 200158

www.keyliteroofwindows.com/installers/

@Keylite

72 T I SEPTEMBER 2022 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


Safety at height

STAYING IN THE KNOW

In the second part of our new mini-series, Trevor Rabson, Training Manager at Werner,

Werner, manufacturer and distributor

of ladders and access equipment, is

championing health and safety training

with the launch of its new campaign ‘Stepping up

to Safety’.

discusses the importance of knowing how to use a ladder safely...

The guidance calls for a sensible, proportionate

approach to managing risk, and ladders can be a

sensible and practical option for low-risk, shortduration

tasks.

They can be used for work at height when a risk

assessment has shown that using equipment that

offers a higher level of fall protection is not justified.

Once this has been decided, there are simple and

sensible precautions you should adhere to to stay

safe when using ladders in the workplace.

Know how to use a ladder safely

According to the Health and Safety Executive

(HSE), to use a ladder you must be competent or,

if you are being trained, you should be working

under the supervision of a competent person.

But what is competence? Competence can be

shown via a combination of training, practical and

theoretical knowledge and experience. However,

experience only counts if it is based on using a

ladder safely and correctly.

Best practice guide

Before using a ladder, users should have access

to instructions from the manufacturer in case

they need to be referred to.

A ‘pre-use’ check should always be carried out

before any job to spot any obvious visual defects

to make sure the ladder is safe to use. This check

should be carried out:

• By the person using the ladder

• At the beginning of the working day

• After something has changed, e.g. a ladder

has been dropped or moved from a dirty

area to a clean area.

What to look out for when carrying out a safety

check:

If applicable, check the stepladder

platform

When it comes to stepladders with

platforms, it is important to ensure that

the platform is in a suitable, safe working

condition and locks securely to the rear bar

when open.

Make sure all fittings are present and

undamaged and that there is no bending, folding

or twisting on the upper surface of the platform.

Stiles

The stiles should be checked to ensure there

is no bending, longitudinal twisting or bowing.

Make sure the ladder is generally rigid. The

front to rear frame attachment or hinging

should be secure and all rivets and fixings

should be present.

74 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


#ladderfacts

Rungs/treads

Make sure none are missing, loose bent,

excessively worn, corroded or damaged.

It is also important to check that all fixings

are secure. If there is any significant

denting, the strength of the tread may be

compromised, and the ladder should be

replaced immediately.

Feet

It is important that the feet tips are all present

and secure.

The feet should not be warped in any way and

the anti-slip ground contact surfaces should

be undamaged and free and clear of debris

and dirt.

Braces and cross tubes

Whilst some wear and tear is acceptable,

anything that shows signs of pronounced or

excessive bending, bowing or creasing will need

to be addressed immediately.

Additionally, there should be no twisting of the

braces or cross tubes.

Locking mechanisms

If they are bent or the fixings are worn or

damaged the ladder could collapse. Make sure

you engage any locking bars.

If any of the above defects are detected during

a pre-use check then equipment should NOT be

used and the user must tell the person in charge

of the work.

Stepping up to Safety

For more information on how to inspect ladders

correctly, download Werner’s Inspecting Your

Ladder Guide, part of its Stepping up to Safety

campaign, to help professionals stay safe when

working at height.

Working at height injuries and fatalities can be

reduced with the drive for change from industry

manufacturers and associations to lead the way in

safety when working at height, leaving employers

and employees feeling confident and safe at work.

To find out more information on the Stepping

up to Safety campaign and to download the

Inspecting your ladder guide visit:

www.wernerco.com/uk/ladder-safety

• Ladders and stepladders are

not banned under health and

safety law

• A risk assessment should be

undertaken to assess whether

a ladder is the right piece of

equipment for a job

• Ladders should not be used

for jobs that will take longer

than 30 minutes

• Short duration should NOT

be the deciding factor in

establishing whether use of

a ladder is acceptable – risk

should be

• Ladders should only be used

in situations where they can

be used safely, e.g. where the

ladder will be level and stable,

and can be secured (where it is

reasonably practicable to do so)

Contact Werner

www.wernerco.co.uk

@WernerLadderUK

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 TI 75


Tool theft

TOP TIPS FOR TOOL SECURITY

Ettan Bazil, Founder & CEO of tradesperson service Help Me Fix, gives his top tips for

I’ll never forget the feeling of walking up to my

nice shiny sign-written van and finding the

side-loading door peeled back halfway like

the top of a yoghurt pot. The feeling was strange

because when intact, the van looked extremely

secure, with dead-locks and an alarm..

making sure an installer’s tools are kept safe.

A few weeks later, the police informed me that

they suspected the three men that broke into the

van had done over another 30 vans that night

alone, and there was little chance of convicting

them as they hadn’t found any tools on them from

my van, and there were no prints etc.

Even though the van was in a safe, well-lit place

with a camera, I still didn’t get any justice from

the break-in.

It’s a well known fact that people that commit

crimes, don’t consider the consequences of

their actions, but when a tradesperson’s van is

broken into and the tools stolen, it’s not only the

financial loss of the tools that impacts the victim.

They also lose the ability to work which has even

wider-reaching implications.

Charlie McCulloch, sole trader, had his van

broken into just before Christmas last year.

He had this to say about it: “Once right before

Christmas, they took around £1500 in drills in a

council car park, and once in a supermarket car

park during the day.

“The first time I was absolutely gutted – I had to

take the following day off work to buy new kit, and

then when you’d go to the van to grab something

you’d realise they took that too for months…”

Luckily there are things you can do to help deter

potential thieves, and if you become a victim of

tool theft, luckily there is help available.

Things you can do to help prevent or limit the

damage tool theft:

Track your tools

There are several tool tracking software /

hardware combinations available such as Tile,

Milwaukee Tick and DeWalt Tool Connect Tag.

This means that if your tools are stolen you can

give the police their exact location for recovery!

Take photos

Photograph your tools so if your van is broken into

you can show the police the photo.

Engraving

Use an engraver such as a Dremel to permanently

brand your tools.

A strong tool box

Get a heavy duty tool box which is padlocked shut

and secure it to the floor of your van.

Locked and alarmed

Make sure your vehicle has deadlocks and alarms

installed.

Keep your van safe

Leave your van in a driveway overnight. Avoid car

parks!

If you do happen to become a victim of tool theft,

Tool theft can end up costing installers

thousands of pounds due to replacing

the tools, inability to work etc.

don’t worry! It’s not the end of the world…

There are support systems in place to help

tradespeople in their time of need!

For example, Williams & Co. operate the “Tool

Angel” scheme for plumbers and gas engineers

that have been hit by theft and can get a

replacement tool pack sent out quickly so that a

tradesperson can continue to work whilst getting

their own replacements sorted.

There are also other support groups online such

as We Are MENTalk (Facebook) for tradespeople

going through tough times emotionally and

mentally.

If you have been a victim of tool theft and need

support. Please search MENTalk and Tool Angel to

get you back on track.

Contact Help Me Fix:

0330 330 9523

https://helpmefix.io/

76 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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Van protection

MAKING YOUR VAN LESS VULNERABLE

Total Installer speaks to Kerry Fawcett, Digital Director at comparison website iCompario,

who gives her top tips to keep your van safe.

If your van is vital to your work and income,

then the risk of theft or break-in is likely to be

a daily worry.

What’s more, the chance of your van being stolen

can be a lot higher in specific areas of the country.

In fact, a new study that looked at police data, has

revealed that Leicestershire is the UK’s number

one van break-in or theft hotspot, with 10,494

crimes recorded between 2018-2022 (so far). This

was followed by Hertfordshire (9,740 crimes), Avon

and Somerset (6,832) and Surrey (5,145).

What’s also concerning is that on average, just

5% of stolen vehicles are later recovered, so once

it’s gone it’s gone.

The Ford Transit was the most targeted van make

and model, followed by the Mercedes Sprinter and

the Vauxhall Vivaro.

So, with all this in mind, how can you protect

your vehicle from thieves? Well, the commercial

vehicle insurance experts at iCompario have

shared some of their top tips.

Lock your vehicle and put your keys in a

safe place

The simplest tip – but one that many forget to

do after a busy day at work – is to lock your van

before leaving it unattended and give the handle a

try to check it’s secured.

Leaving your keys out of sight and reach will also

deter thieves.

In a recent survey of 1,000 van owners, nearly

half (45%) admitted they fail to lock their van

when it’s not in use.

Key cloning is being used more by criminals

through intercepting signals to unlock vehicles, so

putting your keys away from the door is vital.

Remove tools and equipment overnight

Two thirds of commercial van drivers confessed

they don’t remove their tools and other valuable

items from their vehicle when it’s not being

driven, despite the vital role these items play in

their livelihood.

We recommend that you remove these from your

van and store these somewhere secure overnight

to minimise the risk of theft.

It may even be worth displaying a sign that says,

“no tools stored in this vehicle overnight”, which

can be an added deterrent to would-be thieves.

Don’t leave tech devices on show too, as these

can easily catch the eye of thieves.

Even if they decide not to take these items, an

attempted break-in can still leave your vehicle

damaged and in need of repair.

Park intelligently

Just a quarter (24%) currently ensure they park

their van somewhere ‘secure’, which is always a

good idea.

However, location alone isn’t a flawless deterrent

as a secure compound, a locked garage, and a

driveway are the top places a van is most likely to

be stolen from.

Clever parking can make it difficult to enter your

van though. If possible, try and park your van so

Leicestershire has been named

the UK’s number one spot for

van break-ins and thefts between

2018-2022

Continued on page 78

78 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


The top van theft and

break-in hotspots in the UK

The areas with the lowest

thefts and break-ins

that there isn’t room to get in at the side, and so

the back doors are up against a wall or garage.

Essentially you want to try and limit potential

access points as much as possible.

Invest in more locks

Extra locks are a great way to add further

protection and get peace of mind. There are a

variety of locks that can be useful to avoid van

theft such as a slam lock, steering wheel locks, a

deadlock and a catalytic converter lock.

As it stands, almost all of the UK van drivers

surveyed (95%) are yet to secure the catalytic

converter on their vehicle too, despite thefts of

this part increasing significantly in the last couple

of years. These are particularly sought-after

because they’re made from some precious metals

which can be sold on.

Fit an extra immobiliser

Over three in four (77%) van drivers don’t

currently have an alarm or immobiliser installed

in their vehicle. An immobiliser ensures that the

vehicle can only be started with the right key, so

hot wiring doesn’t work.

Vans made since October 1998 will have a

factory-fitted immobiliser, but thieves are

getting more clued up on the ways to avoid or

get around them, so an intelligent immobiliser is

advisable.

Get a tracking device

It can be extremely difficult to track down a

van or the contents once stolen as the recovery

figures show. Installing telematics devices or

GPS trackers can help you, the police or your

insurance company to locate your vehicle if it has

been stolen.

Kerry Fawcett, Digital Director at iCompario

concluded: “As experts in van insurance,

whether using your vehicle for work or leisure,

we recommend taking plenty of precautions to

protect your vehicle.

“Much like the regular vehicle maintenance

checks that should be made like topping up your

oil or checking your tyre pressure, making the

time each day to ensure you van is parked safely

and securely when not in use should be at the

forefront of every van driver’s mind.”

Contact iCompario:

www.icompario.com/en-gb/

@iCompario

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

SEPTEMBER 2022 TI 79


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Updates

SNICKERS HELPS WORKERS GET READY FOR AUTUMN

Snickers Workwear’s body-mapping jackets, tops, trousers and accessories are said to

be able to work together for sustainable working comfort and protection wherever and

whenever they are needed.

Said to be designed for professional craftsmen and women who want maximum functionality and

mobility on site, the workwear incorporates the very latest in high-tech fabric technology for topclass

performance.

The new clothing in the Autumn Workwear System includes wind proof, waterproof and Hi-Vis

garments for both men and women to keep them warm, dry and visible all day, every day.

So when the weather takes a turn for the worse, make Snickers Workwear your first choice for

tackling the toughest of jobs and the worst of weather. www.snickersworkwear.co.uk

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

SCREWFIX GOES DIGITAL!

After 30 years of production, Screwfix has announced it will no longer be printing physical copies of its

catalogue, instead introducing digital screens in store showing its full 37,000 product range, compared to

just 16,000 in the catalogue.

With increasing numbers of customers shopping online and a significant reduction in the number of customers

using the catalogue over the past few years, the retailer says it is focused on delivering hyper convenience, centred

around its digital offering across its app, website and in store order points.

John Mewett, Screwfix CEO, commented: “Our iconic catalogue has been a huge part a part of our brand identity for

the past 30 years, however it only includes a small part of our extensive range and doesn’t reflect our latest prices. In recent years we’ve seen customers increasingly

prefer to shop with our app or online and switching to digital screens in store will mean we can provide the same great experience.” www.screwfix.com/

HELPING THE VICTIMS OF TOOL THEFT

As part of its Secure Communities Scheme, Burg-Wächter UK has pledged to support the Rainy Day Trust – the only

charity specifically supporting the home improvement industry – to supply security equipment to independent

tradespeople who fall victim to tool theft in its joint campaign with Toolstation.

Bryan Clover, Chief Executive of the Rainy Day Trust, said: “Tool theft is becoming more prevalent and that is

a factor of the way the economy is going. However, if the worst does happen, the Rainy Day Trust is here to help.

Once verified as a genuine claim, replacement tools are organised as quickly as possible to help minimise the

disruption a theft can cause. Our partnership with Toolstation was offered additional support by Burg-Wächter

UK, who were happy to help by providing a package of security products ideal for protecting van doors as well as

bolts and chains to secure both vehicles and tools.” wwww.rainydaytrust.org.uk www.burg.biz/uk

HILTI LAUNCHES NURON TOOL PARK

Hilti Group has launched a tool park experience called Nuron, with a powerful 22V cordless

battery platform.

Launching with more than 70 tools, Nuron is the biggest launch in Hilti’s history, covering areas

including building construction, mechanical and engineering, interior finishing, heavy industry and

steel and metal work.

“We are very excited to bring this new platform to our customers in the UK. From customer feedback on what kind of innovations they would find useful

we know this will make a huge difference to their operations in many ways. We are proud to deliver the most comprehensive solutions to solving some of the

bottlenecks of construction sites today, increasing productiveness, introducing state-of-the-art data-driven solutions and improving health and safety at the

construction sites,” said Sebastiaan Groenhuijsen, Head of Product Marketing Northern Europe at Hilti. www.hilti.co.uk

82 T I SEPTEMBER 2022

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST


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