January 2024

JANUARY 2024
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
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Editor’s Comment
SOPHIE STEVENS
EDITOR
SOPHIESTEVENS@MEDIA-NOW.CO.UK
AWARD-WINNING
ALUMINIUM DOORS
AND WINDOWS
2025 COMPLIANT
PRODUCTS IN 2024
COMING SOON
H O M E S
C O M P L
I A N T
S Y S T E M
A V A
I L A B L E
A
I M
It may be a new year, but for those installers “grappling with subpar
products” from their suppliers, it seems to be the same old story.
In a new monthly feature delving into the Certass members’ Facebook forum,
Head of Membership, Danelle Vanstone, reports back on the hot topics
dominating the feed. With poor supplier performance a recurring theme,
Danelle says some suppliers are treating installers “worse then ever”.
As Danelle points out on page 18, supplier issues – be it shortcomings in
terms of product or customer care – undermine the competence of installers,
reflecting badly on the industry as a whole, so it’s also important to highlight
those who do give a good service, driving others to “sit up and take note”.
Double G-Award winner, Everglade Windows, is one such example of a
company committed to going the extra mile for the benefit of its valued
customers, and you can hear more about the fabricator’s ethos from MD, Jay
Patel, on pages 26-27.
Elsewhere in this issue, Morley Glass’ Ian Short reveals how a post-consumer
glass recycling scheme, developed jointly with Saint-Gobain Glass, is
delivering considerable benefits for the environment and the community (p.20);
Distinction Doors’ Emma Fowlds highlights the composite door colours set
to dominate in 2024 (p.30) and Kubu’s Ryan Bromley explores the valuable
lessons we can learn from online retail (p.40).
In addition, Clever Bean’s Simon Jarman discusses the importance of regular
cash flow forecasting (p.44); CRL’s Simon Boocock examines the transition
from open-plan to ‘broken-plan’ (p.56); and Made for Trade’s thrill-seeking
management duo ‘rev up’ for another run on the racing track (p.66)...
Read on for all of this, and more!
I hope you enjoy the issue!
Sophie
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K
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TUBE
PRESS PLAY ON QUALITY
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Head over to www.glaze-tube.co.uk for the latest video content
from the key players from throughout the supply chain.
Packed with how-to’s, installation advice, interviews and opinions,
Glaze-Tube is an informative and entertaining platform keeping you
up to date with what’s happening in your industry!
To showcase your video on Glaze-Tube contact Andy or Jake on 01892 732 047
INSTALLATION HOW TO’S:
ALUFOLD DIRECT XENLITE ROOF

Contents
ISSUE HIGHLIGHTS
46
18 FALLING SHORT
Reporting on the Certass Facebook Forum’s hottest
topics, Danelle Vanstone, Head of Membership for
Certass, discusses product quality and accountability
20 GREENER GLASS
Morley Glass’ Ian Short on the glass recycling
scheme that is delivering considerable benefits
for both the environment and the community
30 A YEAR OF COLOUR
Distinction Doors’ Emma Fowlds looks back at the
company’s most popular paint colours of 2023 and
highlights what to expect in 2024
FEATURES
22 TODAY & TOMORROW
Glazpart looks at the ventilation requirement
challenges now and prepares for the future
26 CUSTOMERS AT THE HEART
Everglade Windows’ Jay Patel discusses winning awards
and striving to deliver for customers
28 WHAT’S IN STORE IN ‘24?
UAP’s David Jennings reflects on 2023 and offers
some positive predictions for what the future may hold...
32 RAISING STANDARDS
Comp Door reports on its ‘remarkable 18-month
journey of strategic growth, unwavering reliability, and
innovation in the composite door industry’
32
34 UP TO THE UV TEST?
Element’s Daisie Lane explains accelerated UV testing
42 STILL OUTSELLING SLIDERS
The Sketch from Tommy Trinder provides the latest
data on aluminium bi-folds
46 SUPPLYING SUCCESS
Howells Patent Glazing’s Tracey Jackson explores what
installers should look for in a roof glazing supplier
50 PROGRESS WITH AUTOMATION
Paul Hines, MD of Hinckley-based Progress Windows,
Roofline and Conservatories, explains how Business Pilot
made his efficient business run even more efficiently
4 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS
40 THE KUBU COLUMN
Kubu’s Ryan Bromley explores some valuable
lessons to learn from online retail...
44 TAKING ACCOUNT
Clever Bean Accounting’s Simon Jarman discusses
the importance of regular cash flow forecasting in
the window and door industry
52 THE VIEW FROM CERTASS
Jason Clemmit, Managing Director at Certass,
explains why it’s not just knowledge and skills that
are vital when it comes to competence
30
SECTIONS:
WINDOWS
20
DOORS
30
GLAZED
EXTENSIONS
46
INDUSTRY NEWS
06 FUTURE HOMES SHOCK
The publication of the Future Homes Standard
Consultation has been met with shock and
disappointment by many in the glass and glazing sector
14 30 YEARS OF SUCCESS
One of the largest trade manufacturers in the UK, Affordable
Windows Group, is celebrating three decades in the
industry
HOME
IMPROVEMENT
56
VEHICLES, TOOLS
& WORKWEAR
62
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 T I 5

News Roundup
CERTASS TACKLES
PRODUCT REGS
For more news and the latest updates, visit www.total-installer.co.uk
CONSULTATION 'SHOCKS AND DISAPPOINTS'
Certass will present 'Navigating Products,
Product Regulation and Impact on
Installers,' as the next instalment in its
series of sponsored seminars.
The glazing industry is experiencing a
transformative period marked by regulatory
changes, making it imperative for
professionals to stay ahead of the curve.
Recognising the need for accurate and reliable
information, Certass will deliver another
comprehensive seminar that runs through the
critical territory of product installation.
The seminar will feature Jon Vanstone, Chair
of the Industry Competence Committee for
the Building Safety Regulator (BSR). Jon
will provide insight into product regulation,
focussing on the impact it will have on
installers in the glazing industry.
Key topics include:
• Selecting the Right Product – uncover
compliance issues installers may face.
• National Regulator for Construction
Products – Understand their role and
influence.
• Accurate Product Information – Learn
how to access precise and reliable data.
• Product Knowledge – explore what
installers need to know about the
products they use.
• Relevant Schemes – Identify market
schemes crucial for installers.
'Navigating Products, Product Regulation
and Impact on Installers' will take place on
Wednesday, 17 January at 10 am.
Register at: www.certass.co.uk/seminar
Jon Vanstone
Rob McGlennon (above left) and Chris Alderson (above right, centre) have expressed disappointment at the Future Homes Consultation
The publication of the Future Homes Standard
Consultation has been met with shock and
disappointment by many in the glass and
glazing sector.
Among those to comment was Rob McGlennon,
Managing Director, Deceuninck, who said: "After
four years of speculation, the Consultation on
the Future Homes and Buildings Standards was
finally published on 13th December.
"Having been braced for a new notional value
for new build of 0.8 W/m 2 K, the news that there
would be no further increase in performance
beyond the 1.2W/m 2 K introduced in the revision
of Part L in June 2022, was at once a relief and a
disappointment.
"A disappointment because as industry it is
our role to look to the future, to innovate and to
design and develop new and better windows and
doors which require less energy and carbon in
manufacture, and which deliver further carbon
savings through life.
"A relief because at an initial reading it appears
that we won’t have to move to triple-glazing to
meet future requirements, but that’s at the first
reading. The consultation has an unexpected sting
in its tail – The Home Energy Model.
"This has ramifications almost as big for
fabricators as any U-value of 0.8 W/m 2 K might
have done because it has the potential to bring
the industry back to exactly the same place –
triple glazing!"
Conference postponed
With the future role of triple glazing now unclear in
relation to the Standard, Edgetech's planned 'Triple
Glazing Question' conference has also been postponed.
Edgetech’s Chris Alderson said: "With the Future
Homes Standard, the glazing industry has yet
again been overlooked. Like many in the sector,
we expected it to recommend high-performance
triple glazing to help drastically improve thermal
efficiency...
"The proposals make no change to required U-values
or minimum fabric standards. Instead, they focus on
heat pumps, airtightness and solar panels.
"Far from representing a step-change in building
performance, the suggested requirements are
lower than some homes are being built to now.
"Rather than improving energy efficiency, and
thereby reducing total energy consumption, the focus
is on rapidly decarbonising the energy we use.
"Who knows how long that will take – and the
country will surely be left struggling with supply
challenges for heat pumps and solar panels.
"At Edgetech, we feel this is a colossal missed
opportunity to make Britain’s buildings better, and
pave the way to a net zero future.
"As many of you will know, our intention had been
to hold an event in March 2024 to discuss the
impact of the Future Homes Standard. However,
in light of this announcement, which indicates
glazing has no place in the government’s plans,
we have decided to postpone the event.
"We are sceptical whether the measures will
achieve the required 75-80% reduction in
emissions, and think it’s possible the subject will
be revisited.
"If and when that happens, we will reschedule
the event, and help the industry adapt to this
unpredictable and rapidly changing situation."
6 TI JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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News Roundup
LOW-PAY PERCEPTION
ADDING TO SKILLS GAP
The prospects and earning potential of
trades jobs such as glaziers, carpenters
and plumbers is misunderstood by
Generation Z, a new survey commissioned
by Checkatrade has revealed.
The Gen Z Trade Pulse report highlights
how young people feel about the trades and
construction industry, as well as their views
as to why they may or may not choose it as
a career.
Launched as part of Get In, a campaign looking
to encourage more young people into trades
careers, the report’s findings are important as
the sector is facing a huge skills gap.
The survey of people aged between 14-25
revealed that the most important factors to
them in considering a career in the trades are
choosing their own hours, having more money,
running their own business and being able to
earn additional income outside of normal work.
But it also uncovered a major
misunderstanding in their perception of trade
salaries, with the majority predicting that
traditional trades earnings were in line with the
national average. In fact, of the 11 traditional
trade professions, 7 boast an average income
surpassing it. More interestingly, all the 11
traditional trade professions offer the potential
for six figure salaries when self-employed or
by setting up a business.
Melanie Waters, Managing Director of Get In
and Trade-Up, said: “Our survey has made
clear that many young people are unaware
of the income tradespeople take home, and
with good pay being one of the main draws
to trade careers, it’s important we change
young people’s perceptions urgently.
“These perceptions are contributing to a skills
gap which is already having a detrimental
effect on the industry, so it must be corrected
to encourage young people to consider a career
in one of these exciting, secure jobs.”
www.aboutapprenticeships.com/get-in/
BDC ALUMINIUM IS ACQUIRED BY ROCAL
Rocal Endurance Holdings has solidified
its market presence through the strategic
acquisition of BDC Aluminium for an
undisclosed sum.
Founded in 2008 and headquartered in Witham,
Essex, BDC Aluminium is a fabricator of premium
aluminium windows and doors catering to both
domestic and commercial markets, predominantly
in the south of England.
The company's product range, encompasses
bi-folding doors, sliding patio doors, internal
screens, curtain walling, and facades.
Stephen Nadin, Managing Director at Rocal, said:
“We are thrilled to integrate the capabilities and
expertise of BDC Aluminium into our existing
portfolio. BDC Aluminium is a robust and
profitable operation, and we plan to nurture and
invest in its growth from its Witham base in the
South East.
'A BANK OF SUPPORT' IN CHALLENGING TIMES
FENSA says it understands
the impact of wider market
changes on local installers
and has created 'a bank
of support', in response,
including a guide on ‘How to
become a sole trader’.
“The window and door
industries are unfortunately
feeling the impact of
government uncertainty,
rising inflation, and increased interest rates,”
explained Lis Clarke, Operations Director for FENSA,
“directly after a period of booming sales that
were almost difficult to fulfil. The volatile nature
of these changes makes it hard for businesses to
keep up and as we have seen in the last couple of
months, a couple of big names in the sector have
been forced to close their doors as a result. One of
which, [was] industry giant Safestyle.
“Whether or not installers have been directly
affected by the closure of Safestyle or any other
supplier to whom they subcontract, uncertainty
For more news and the latest updates, visit www.total-installer.co.uk
The Rocal Endurance production site in Brigg, North Lincs
“Our goal is to leverage our extensive knowledge
of consumer marketing to propel the business
forward, generating leads and creating
substantial sales opportunities for our nationwide
network of installer partners.”
David Green, Managing Director at BDC
Aluminium, said: “After investing considerable
effort in building BDC Aluminium, it was crucial
for me to entrust the company to a reputable
business. Rocal Endurance perfectly aligns with
this requirement." www.rocal.co.uk
can highlight the need for change.
One of these changes may be to
set up as a sole trader for more
autonomy. But the thought of going
solo and being your own boss can
be daunting. That is why we have
produced a comprehensive guide
to becoming a sole trader. The guide
covers everything including the first
steps to take to become a sole trader,
employing people, how to manage your
taxes, what the risks are, insurance
considerations, and how to manage your finances.”
As well as the launch of the new guide, FENSA
is also supporting installers with practical help
such as dedicated staff to deal with all Safestyle
insurance claims for Installsure, and dedicated
S75 reports produced by RISA for homeowners
with a unique webpage for them to book in.
The company says it has also made Mandatory
Technical Competency (MTC) provisions for the
installers that now need to update their details on
an MTC card or certificate. www.fensa.org.uk
10 TI JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Introducing Glazepoint
The 1st “all in one” management platform for double
glazing installation companies - www.glazepoint.com.
Glazepoint
works with all
devices including
Apple Macs &
mobile phones
Below are a few of Glazepoints features, visit our website for a full list
Window Designer - Send
professional estimates to your
customers.
Customer Database - All your
customers in one place, search all
parameters for quick access.
Company Diary - Shared
company diary with mobile map
integration.
Installation Manager - Book
installations & share information
with installers & customers.
Job Manager - Access to all
customers jobs, estimates & all
vital information.
Job Board - Track the progress of
all live customers with a virtual T
Card system.
Glazepoint is a collaboration between Danny Graham, an industry insider with 25 years’
experience in the double-glazing industry & Darren James, a seasoned software developer.
This unique team makes it possible for Glazepoint to constantly evolve, staying at the forefront
of innovation. Taking customers’ requests & implementing them to the platform in a matter of
days. Glazepoint have also transferred information from companies current CRM provider.
Glazepoint - Tying your business together without tying you in.
Feeling tied into a contract is a position that no company wants to be in. Glazepoint offer a
month-to-month subscription service with no minimum length. If at any point you wish to
cancel your Glazepoint subscription, your company can sign into a read only version & would
have access to all your historical information.
07908 250075 info@glazepoint.com www.glazepoint.com

News Roundup
MFT STAFF CELEBRATE
LONG SERVICE RUNS
Made for Trade, now in its 40th year, says
it is proud to recognise the exceptional
dedication of its long-standing staff, with
service ranging from five to over 35 years.
Now operating across three major factory
sites, including the Korniche bi-fold door
fabrication facility at Wynyard, an increase
in staff numbers due to expansion in recent
years means Made for Trade has become a
significant employer in the region.
Made for Trade says it takes great pride in
the loyalty and commitment of its employees,
many of whom have been with the company
for several years. These remarkable individuals
have reached impressive milestones, with
some surpassing 30 years of service with the
North East manufacturing business.
In fact, a remarkable group of five employees
collectively boasts an astounding 140 years of
service with the award-winning company.
Amy Pout, Richie Bezance, Brenda Webster,
Frank Donaghy, and Kevin Southall are the
famous five, whose unwavering dedication
and remarkable achievements have made
a significant impact on Made for Trade.
Amy has devoted an impressive 21 years to
the company, while Richie has reached the
remarkable milestone of 20 years. Frank’s
dedication spans an incredible 35 years,
followed closely by Brenda’s 33 years of
service. Last but certainly not least, Kevin
Southall is celebrating an astonishing 37
years with Made for Trade.
www.madefortrade.co
STAR IS RISING FOR SHEERLINE’S BEN
Sheerline’s Ben Hartshorn was named the
fenestration industry’s newest Rising Star
after winning the coveted award at the G23
Awards at the end of November.
In a relatively short space of time, Ben has
progressed from assisting in designing and
testing prototypes in the early stages of the
product cycle, to leading product development
from the ground up, as well as managing one of
Sheerline’s key customer facing departments.
Although Ben was new to the fenestration industry
when he joined Sheerline in 2019, he took the
skills he gained during his apprenticeship and his
previous experience as a tool maker and applied
them to live projects. Not only did this help him 'hit
the ground running', but it was also beneficial to
the R&D team and business as a whole.
Ben said of his award win: “Winning this accolade
at the start of my career within the fenestration
'MAKE VOICES HEARD' ON FUTURE HOMES
Epwin Window Systems has published a guide
to the Future Homes Consultation document
to help customers navigate the detail of the
proposal – and is urging everyone in the
industry to 'make their voices heard'.
Phil Parry, Technical Director at Epwin Window
Systems, said: “Our guide explains the proposal and
the relevant factors of the report so our customers
can fully understand the detail and implications.”
The release of the consultation on the Future
Homes Standard has delivered some unexpected
developments for the industry including the
decision to retain the current notional values,
keeping them at 1.2 W/(m²K) for windows and
1.0 W/(m²K) for doors.
Phil said: “Whilst the proposal to retain the
current thermal efficiency requirements has
attracted the headlines, now is not the time
to be complacent. These proposals are in the
consultation period and everyone in the industry
needs to continue to make their voices heard. It’s
also important to remember that this is only the
For more news and the latest updates, visit www.total-installer.co.uk
Ben Hartshorn (centre) collecting his G23 award
industry reflects Sheerline’s commitment to
training and the apprenticeship process. Over
the past four years, Sheerline has given me an
opportunity to gain a vast amount of knowledge
and build contacts within the industry.
“I’d like to thank the team at Sheerline for putting
me forward for this award and the opportunities
they’ve given me so far. I look forward to the
future,” he added. www.sheerline.com
consultation document so there could still be
changes made depending on feedback.”
Phil continued: “One important change that the
consultation proposes is to remove the standard
window configuration from new building dwellings.
This means that each window’s U-value will have
to be calculated on their actual size. In other words,
even the smallest toilet window will have to comply
with the requirements, which is significant.”
The consultation closes on 6 March 2024, and
responses can be submitted online at: consult.
levellingup.gov.uk
Phil added: “We would strongly encourage
everyone in the industry to continue to make their
voices heard.” www.epwinwindowsystems.co.uk
12 TI JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Listen to
our mental
health
podcast
series
Designed for tradespeople
in our industry, equipping
you with tools and
techniques to manage and
nurture your mental health.
Start a
conversation...
if someone is
opening up to
you, don’t make
light of it, make
them aware that
they can continue
the conversation.
TAKING A HOLISTIC
APPROACH TO
SUPPORTING YOUR TEAM
PODCAST 4
Listen to industry experts and discover
how to cope with industry mental health
problems. Available now at nhic.org.uk.
The Double Glazing and Conservatory Ombudsman Scheme
(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.
0345 053 8975
info@dgcos.org.uk
installers.dgcos.org.uk

News Roundup
DGCOS TO OFFER 6 AND
2-YEAR REG OPTIONS
To support the changing market, The Double
Glazing & Conservatory Ombudsman
Scheme (DGCOS) is introducing shorter
six and two-year registration options
for members, in addition to its current
standard of 10 years, allowing members
to offer more relevant protection on
installations and replacements.
Faisal Hussain, DGCOS Chief Executive, said:
“Did you know that under Competent Person
Scheme requirements installers must provide
six years’ financial protection for consumers
when replacing windows and doors? And,
that some Competent Person Schemes also
only require six years’ consumer protection
too? As an industry, we have always offered
10 years as standard, and this could be an
unnecessary expense.
"We want to give our members the option
to provide either a new standard six-year
registration or a 10-year ‘added value’
registration. Consumers would still have
free access to all our services under the six
and two year options, which includes our
advice line, mediation and access to the
Ombudsman.
“The new two-year registration level is
specifically designed for smaller jobs such
as replacement handles, locks or individual
units, where a 10-year guarantee is neither
needed nor required.
“By offering different registration levels,
we are reducing the financial burden on
installers at a time when companies have to
compete for every penny earned, and when
costs are increasing.
“As I have spoken about before, overdelivering
on consumer rights by having 10
year guarantees in place adds to the wider
cost for all of us across the industry. More
information will be provided when the new
registration options go live, which is expected
to be in 2024.” installers.dgcos.org.uk
AFFORDABLE MARKS 30 YEARS OF SUCCESS
One of the largest trade manufacturers in the
UK, Affordable Windows Group, is celebrating
three decades in the industry.
Emerging from a national window installation
company set up in the 1970s, Affordable Window
Systems began as a dedicated supply-only
fabricator catering to local trade businesses. The
company's initial success then led to supplying
customers further afield in Kent, Surrey, Essex
and Scotland.
Over the last 30 years there have been many
significant developments, the first being a network
of modern trade outlets, which fall under the 21st
Century Window Centres brand. Following this,
Affordable Aluminium began manufacturing the
Smarts range of windows, doors and bi-folds, along
with the Reynaers CP 130 Lift and Slide patio door.
More recently, the popular Timberlook range has
brought heritage flush sash PVC-U windows and
doors to the market.
VBH SCOOPS MEDWAY BUSINESS AWARD
Hardware manufacturer VBH has been
successful at the recent Medway Business
Awards, winning the Product Innovation category.
The award was given for VBH’s work with its
greenteQ 'smart' products, initially with the
Q-Smart fingerprint/app operated door handle,
and with the more recent development of the
greenteQ iQ range of security window locks and
multipoint door locks.
On a visit to VBH House in September, VBH says the
judges were impressed by how greenteQ iQ locks
can be quickly upgraded by the simple addition of
a sensor to work with Kubu to link windows and
entrance doors to a smart home network.
Benefits to the end-user include a quick check on
the open/closed and locked/unlocked statuses of
windows and doors via the Kubu app, security and
comfort alerts etc. Products fitted with greenteQ
iQ locks can also be linked to other elements of
the network, such as heating, lighting etc.
The Medway award comes hot on the heels of the
greenteQ iQ security window lock receiving the
For more news and the latest updates, visit www.total-installer.co.uk
Reflecting on the company's anniversary, Sales
Director Phil Myers said: "Of course, 30 years
of history is great, but it's the future we are
now concentrating on. Collaborations with
Tommy Trinder, the Ultraframe Hup! System and
continuing our development of Timberlook and our
aluminium systems, including Smarts Heritage
windows and doors, are the main focus now. We
need to concentrate on what the public and our
trade customers want to order and not simply
what we want to sell – that's always been the
Affordable difference." www.timberlook.com
Best Window Component award at the National
Fenestration Awards in October 2023.
Gary Gleeson, Marketing Manager at VBH
(GB), said: “Installers who offer the greenteQ
iQ/Kubu concept are reaping the rewards of
homeowners' hearty appetite for upgrading their
new installation from the ordinary to the extraordinary.
If greenteQ iQ locks are fitted to windows
and doors as standard, it is a very simple and
inexpensive process to link them to a smart
network at any time if the customer wishes. VBH
has been very successful in recent years, and one
of the keys to that success is the constant stream
of new innovations that we are bringing to market,
including our new ‘smart’ products.”
sales@vbhgb.com
14 TI JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Contract The Business Talk Pilot Barometer
NOTHING LEFT TO CHANCE
Neil Cooper-Smith, Senior Analyst at Business Pilot, reflects on the ‘tough year for trading’
that was 2023, but suggests that 2024’s likely General Election may provide a boost...
Last year was, most would agree, a tough
year for trading, especially as we emerged
from a significant boom following Covid, and
straight into inflationary pressures brought about
predominantly by global forces outside of our control.
It will be four years ago in March when much
of the world closed down to limit the spread of
the coronavirus, so I think we can discount any
residual ripple effect from that period on our
market going forward.
But global forces still have a disruptive effect on
our economy. The wars in the Middle East and
Ukraine continue to feed through to high prices
on our shores, and there appears to be no end in
sight in either conflict.
The latest development, which sees Yemen-based
Houthi forces attack freighters in the Red Sea
with a link to Israel, has already driven up the
price of crude oil after Iran rejected calls to end
support for the attacks.
This is on top of an expected increase in the price
of goods after some cargo ships were diverted
round the tip of Africa, rather than pass through
the Suez Canal and face the extra dangers.
These are unwelcome additional pressures on
household finances, especially after the energy
price cap increased by 5% to take into account
a rise in global gas market prices at the start of
the year.
At home, house prices remain sluggish – as they
did throughout 2023 – with Nationwide reporting
that they are about 1.8% lower than they were at
the start of 2023.
This could have a positive impact on the window,
door and glass industry, as homeowners unwilling
to put their homes on the market choose to
upgrade their existing properties instead. The fly
in the ointment is that the number of first-time
buyers dropped to its lowest level in a decade,
according to the Yorkshire Building Society.
This is potentially storing up problems for the
future as that with less new money entering the
property market, there is less money available for
refurbishment projects.
The shot in the arm in 2024 will probably come
from the likely General Election. March 6 has been
set for the last Budget before the country goes to
the polls, and many experts believe that tax cuts
will be announced in a bid to win over voters.
How this will translate into better personal
finances over the coming year is very difficult
to predict, but if it does mean consumers ‘feel’
richer, then it could have a significant impact on
the sales of windows and doors.
If homeowners feel confident enough to take out
loans for home improvement, then we should see
some of that activity return to the market this year.
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.
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
In fact, it will build on the slow shift we saw towards
improved confidence towards the end of 2023. It’s
difficult to read too much into December’s data
because trading activity always drops away, but
when compared with the same period in 2022, we
can see that the average number of sales was
up by almost 50% – 36.3 in December 2023,
compared to 24.3 in December 2022.
Similarly, despite a year characterised by fewer
leads overall, companies recorded 62.6 average
leads in December 2023, compared to 54.6 in
December 2022. This is a 14.7% increase. There
are also significant marketing opportunities going
into 2024. Energy efficiency and sustainability
will continue to be big drivers, especially as
conversations around climate change continue.
www.businesspilot.co.uk/barometer
16 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Contract Certass Members’ Talk Forum
'SUPPLIERS ARE FALLING SHORT'
Reporting on the Certass Facebook Forum’s hottest topics, Danelle Vanstone, Head of
Membership for Certass, discusses product quality and accountability.
I
n the challenging landscape that our industry
finds itself wading through, it is disheartening
to observe a growing trend – suppliers falling
short of the mark and leaving installers grappling
with subpar products. The Certass Members
Forum on Facebook has been buzzing with
discussions over supplier issues, particularly the
declining quality of glass, an issue that seems
to be on a continual path of escalation as we
welcome 2024.
The mood shared among our member-only group
is clear: suppliers are treating installers worse
than ever, with accountability taking a backseat.
The recent surge in shattered toughened glass
sealed units has become a point of conversation,
prompting dialogue within our online community.
Installers are experiencing an alarming number of
cases, and the glass companies are hesitant to
acknowledge it.
Discussion on this issue is not an isolated
incident, it’s a recurring problem affecting multiple
installers. Some members have reported a dozen
incidents this past year alone, with shattered
panes occurring one or two years post-installation.
The frustration is real, and the question of
responsibility looms large. Who pays for these
replacements when suppliers are reluctant to
step up, leaving installers caught in the crossfire
between warranties and customer expectations?
In a rare glimmer of hope, a small fraction of
the group has shared positive experiences with
their suppliers – companies that go above and
beyond to address issues and provide support.
However, this minority is dwarfed by the
majority grappling with unresponsive suppliers,
aggravating the larger issue of the overall
perception of professionalism, competence, and
trustworthiness of the industry.
The impact of the supplier challenges goes
beyond shattered glass; it undermines the
competence of installers, a point often
emphasised in our industry. How can we ensure
Danelle Vanstone
“Suppliers are treating
installers worse
than ever”
decent installation when the very foundation –
the quality of materials – is compromised, and
supplier support is elusive?
When sitting down with larger installers, the list
of complaints is becoming sizeable and comes
from the fabrication process where too often
the quality control is limited. Frames are being
delivered to site not square, beads cut to wrong
length, hinges not correctly positioned, reinforcing
not fixed, door frames incorrectly sized, warped
products, lock mechanisms not working, etc.
Brands have been named and frequent
delinquents are often discussed in our forum,
and public industry forums. Frustrations are
highlighted specifically when dealing with
incorrect deliveries and a lack of communication.
The problem is that opposing camps are forming
on this issue, and the contracts used with
installers seem to be heavily protective of the
supplier. It seems unfair to me that a supplied
product at a poor-quality level is then dependent
on the installer both in skill and time to rectify for
its use. Too often a reported issue is fixed by a
part distribution for the installer to fit, impacting
time and money with no recompense. This would
be reasonable if an isolated incident, but reports
show this is all too frequent.
As we move into 2024, our industry must address
these challenges head-on. Installers deserve reliable
suppliers and quality materials, and the Certass
Forum will continue to be a platform for dialogue
and support. Let’s rally together for a foundation of
accountability, transparency, and a commitment
to excellence in all aspects of the chain.
We need to reset the poor supply issue and replace
it with an expectation of the product delivered as
ordered. Regulation 7 of the Building Regulations
(Material and Workmanship) determines that the
installer is responsible not only for their own install
work but also the products used.
Supplier responsibility
It is time for suppliers to stand up for their installer
customers and take responsibility for what is
supplied to site. We should be an industry that
aligns with quality products being competently
installed to develop our collective brand within the
construction and home improvement industries.
Certass discusses such issues at length in its
ongoing webinar series and the member’s forum,
as well as looking at the regulatory control and
expectations. From an installer’s perspective, it
would be wonderful if fabricators were directly
responsible for their products as seen in other
sectors. If, as with boilers, the consumer
was contacting and holding the manufacturer
responsible when there is an issue, instead of the
installer, I think matters would improve swiftly.
There are some good suppliers in the industry,
and we should highlight those who give a good
service as their business, presented as an
exemplar, will drive others to sit up and take note.
Contact Danelle for further information:
0191 249 6434
Danelle.vanstone@certass.co.uk
18 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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IGU Recycling
GREENER GLASS
A post-consumer glass recycling scheme developed by integral blinds manufacturer Morley
Glass, in conjunction with Saint-Gobain Glass, is delivering considerable benefits both for the
environment and the community. Morley’s MD, Ian Short, explains all to Total Installer...
How and why did you become involved in the
post-consumer glass recycling scheme?
The impact of climate change has become far
more evident in recent years, which has made it
far more important for our industry to operate in a
more sustainable way.
Around three years ago, we wanted to take
steps to reduce the amount of glass off-cuts
that were potentially being sent to landfill. After
initially thinking of this as an internal initiative
to help our business become more sustainable,
it quickly became apparent that it could be so
much more. We explored the options for recycling
waste window glass more broadly with our glass
supplier, Saint-Gobain Glass, and together we
devised a scheme that would involve us collecting
end-of-life IGUs from our customers and crushing
these into cullet.
What do you do with the sealed units once
they are collected?
Our delivery drivers collect post-consumer glass
units from installers when they deliver new
orders of our Uni-Blinds integral blinds, which
are transported to our Leeds HQ on the (empty)
return leg of their journey. Once unloaded, we sort
the IGUs to remove any types of glass that are
currently not recyclable.
After this, the intact IGUs are placed into a feeder
at one end of our crushing machine – a conveyor
then moves the IGU through the machine, crushing
the glass while at the same time separating
out the spacer bars and seals. The high quality,
contaminant-free cullet is automatically bagged
ready for collection, with the spacer bars and any
other materials diverted into a general waste skip.
What happens once the glass cullet arrives at
Saint Gobain Glass?
making. Once checked and processed, it can
be used in place of sand and other virgin raw
materials. The cullet processing plant is a
sophisticated operation and Saint-Gobain is
actually investing a further £4.65million to build a
new plant to increase capacity.
Are there any contamination issues?
The process is designed with the contamination
risk in mind. Laminated and other more unusual
types of glass used in buildings, such as wired
glass, cannot currently be used in cullet form
for the manufacture of new building glass. The
processing plant at Saint-Gobain ensures these
incompatible glass types are filtered out.
What are the benefits for installers who would
like to take advantage of the scheme?
In short, the biggest benefit is that installers save
money. Any installer will know how expensive it
has become to send general waste to landfill,
so putting old IGUs to one side for our drivers to
collect – at no cost – means they need to order
fewer skips. One Morley Glass customer says the
savings on skips saved around £2,500 plus VAT
in the first year of using our service.
But there is also the ‘green’ message to
homeowners and commercial clients.
Sustainability is higher on the agenda for a lot
of end-users, so being able to tell them that
the glass units you are removing during their
replacement project will be recycled is a powerful
‘green’ selling point.
The only real challenge for installers is getting
into the habit of putting old sealed units to one
side and not throwing them in the skip. It can
be hard to change long standing habits, but we
know from installer feedback that it is possible
to get into the new routine after only a few days.
One practical consideration for installers is that
they will need to have space to store the old IGUs
while they await collection.
How much CO 2 has been saved by the scheme
so far?
As of 11th December (2023), we have produced
2,555 bags of cullet weighing 1,547 tonnes. That
has prevented 1,164 tonnes of CO 2 from being
emitted during the glass manufacturing process,
and saved enough energy to power 831 average
UK homes for a year. In terms of reducing demand
Saint-Gobain Glass has developed the facilities
to process the bagged cullet to ensure it can
be used safely as a raw material for new glass
Ian Short (second from right) collects the G23 award for ‘Sustainability Initiative of the Year’
alongside Mike Butterick, Marketing Director at Saint-Gobain Glass (second from left)
20 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Contract Talk
for virgin raw materials, this volume of cullet has
saved nearly 2,000 tonnes of sand from extraction.
How many times can glass be reprocessed?
Glass is infinitely recyclable. So the scheme
we have developed fits with ‘circular economy’
thinking – when an IGU is ready for replacement,
it can be recycled into new glass that will be better
performing as technology continuously improves.
What do installers need to do to get onboard?
Any Morley Glass customer is welcome to take
advantage of the recycling service, but it only
makes sense from a sustainability perspective
to collect when we are delivering to them. If we
need to make a special journey to collect glass
for recycling, we have to evaluate the carbon
footprint of that journey versus the potential
benefits of recycling.
Non-customers based in the Leeds and Bradford
areas can also request a collection as they are
likely to be on a return route for our vans. That
doesn’t mean we are not able to help installers
based elsewhere – we will happily discuss their
requirements and establish if a collection is
viable depending on their location and volumes.
Are there similar initiatives in other areas of
the UK that installers can utilise?
I would love to see similar schemes in all major
UK towns and cities, and I believe that Saint-
Gobain Glass share that vision. In fact, they are
in the process of partnering with other companies
using similar glass crushing machinery so I am
sure we will see new schemes being launched
over the next 12 months.
Tell us about the GreenVision fund and how it
links to the initiative.
The cullet we produce has a value because it is
replacing the need for virgin raw materials. The
revenue generated could be a new income stream
for Morley Glass, but we never intended to recycle
glass to make money for ourselves!
That’s why we decided at the outset to ringfence
that income and place it in a fund called
GreenVision which provides one-off grants to
charities, groups and individuals who are working
on micro-initiatives to deliver environmental and
social improvements.
These good causes range from ‘village in bloom’
groups and primary school horticultural projects, to
support for budding athletes and dance scholarships
for children in disadvantaged communities.
Why is it so important to Morley Glass to help
good causes as a by-product of its activities?
Wouldn’t it be easier to just focus on business
and profit?
I believe that every business should do
something, no matter how small, to give back
to the community and that’s why we not only
provide funding through GreenVision, but by
giving up our time to provide hands-on support
wherever possible. It is important to do whatever
we can to improve the communities in which
many of the Morley Glass employees, suppliers
and customers live, and what better way than
helping those dedicated organisations and
individuals who are doing exactly that?
You gained recognition for the post-consumer
recycling scheme with a recent G23 award for
‘Sustainability Initiative of the Year’ – what
does it mean to Morley to win this award?
This was undoubtedly the highlight of 2023 for
me and for many of my colleagues too! It was
such a proud moment to achieve such high profile
recognition from our industry peers, but equally
it helped put the spotlight on post-consumer
glass recycling like never before. One of the main
ways to encourage change in recycling is to keep
the issue on everyone’s radar, so winning a G23
Award was really powerful in that respect.
Is the pressure to operate more sustainably
being driven more by the consumer or the
industry itself?
Both. As end-users are becoming more conscious
of resource-use and waste disposal, businesses
are looking at doing more to recycle in response.
The high cost of waste disposal nowadays is
also encouraging more businesses to choose
alternatives to general landfill waste – it is not
only good for the environment, but it makes good
commercial sense too.
What’s next for Morley Glass in terms of
improving sustainability in 2024?
Priority number one is to increase the volumes of
post-consumer glass going through our crushing
machinery so we can save more raw materials
and energy in glass manufacturing, and donate
more money to good causes.
But in every type of business, there are always
ways to further improve sustainability. Waste
reduction will continue to be our focus as we
believe small changes can make a big difference
in terms of saving the world’s resources, which is
why we are currently looking at other areas where
we can upcycle and recycle post-use materials.
Contact Morley Glass:
0113 277 8722
www.morleyglass.co.uk
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 TI 21

Trickle Vents
COMPLIANCE: TODAY & TOMORROW
Glazing component manufacturer Glazpart prides itself on providing affordable and practical
solutions to help the industry comply with the latest ventilation requirement challenges –
and as Total Installer reports, it’s already anticipating the next step...
June 2022 saw some significant changes
to the Building Regulations (England and
Wales) and in particular the interim changes
to Approved Document F (ventilation) which has
had an impact on companies across the glazing
supply chain, as those replacing windows and
doors are now legally required to provide the
means to ventilate to the new requirements.
As a result, most fabricators and installers are
using the most affordable, practical and quickest
solution and installing trickle ventilators in
the window and/or door profiles at the time of
replacing the windows or doors.
Three-fold challenges
The main challenges facing companies in the
supply chain are three-fold.
Firstly, compliance with the regulations means
companies have to provide a measure to ventilate
to make the property habitable. This is critical for
occupants’ air quality for long-term health and
wellbeing.
Secondly, gaining homeowner agreement. For
consumer-facing installers this can be a difficult
discussion as many homeowners have resistance
to trickle vents, some believing they are not
aesthetically pleasing and with other objections
ranging from potential drafts and noise entering
their homes.
The third challenge is the changing operational
practices and processes by including
installation of trickle vents as a key part of the
manufacturing, installation and selling processes.
Glazing component manufacturer and supplier,
Glazpart, has been acutely aware of these
challenges for several years. The company has
been (and still is) planning ahead and creating
viable solutions across the supply chain. With
significant investment in state-of-the-art
“As an industry we are
already playing catch
up, so companies
should be anticipating
the changes and
prepare in advance”
machinery, research and product development,
Glazpart can provide the industry with available,
affordable and practical ventilation solutions.
In 2013, Glazpart launched the Link Vent in two
sizes: 2500 EQA and 5000 EQA. Equivalent Area
(EQA) is used instead of free area for the sizing
of trickle ventilators as it is a better measure of a
ventilator’s air flow performance.
The Link Vent is a compliant-ready, userfriendly
product that more than addresses the
aforementioned issues.
The Link Vent smart design provides greater air
flow control due to an innovative closure plate
that allows homeowners to reduce draughts (and
noise) by re-directing air away from occupants.
A big selling point is the vast range of colours
and finishes available which allows the Link Vent
to be camouflaged in the profile, so it blends in
with the window aesthetics. The colours are also
extremely stable in weather conditions, so there
is no noticeable fading.
By June 2022, Glazpart added the Link Vent 4000
EQA to meet the new ventilation requirement
even more easily. This mid-size vent provides
the flexibility to install an appropriate Link Vent
for practically any type of window or door (wood,
PVC-U, aluminium). The Link Vent 4000 is most
commonly used for smaller rooms such as
bathrooms, kitchens and utility rooms.
Compliant, easy to install and overcoming
homeowner resistance, it’s no surprise that
many companies have now integrated Link
Vent installation into their manufacturing and
installation processes.
As the challenges are being met, the Link Vent
has made millions of homes healthier and is
winning and being nominated for numerous
industry awards.
However, as Dean Bradley, Sales Director,
explained, the Glazpart team is not resting on
its laurels: “The Link Vent continues to be a
huge success story however we are anticipating
more regulation changes with the Future Home
standard in 2025. Our major concern is company
compliance. There’s an estimated 70% of the
industry currently compliant. When any further
or new changes come in over the next 12 or 18
months, companies need to be ready. As an
industry we are already playing catch up, so
companies should be anticipating the changes
and prepare in advance. ”
Contact Glazpart:
01295 264 533
glazpart.com
22 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Updates
WINDOW ACCESSORIES WEBSHOP LAUNCHED BY REHAU
PVC-U window manufacturer REHAU is set to launch a new Webshop to provide fenestration professionals with
requested window accessory products.
Developed to help facilitate access to system accessories and other in-demand items such as trickle vents and trims
upon request, the Webshop is set to go live in Q1 2024. Its launch is a key part of REHAU’s efforts to streamline the
existing order processes for components, granting potential buyers easier access to requested accessories and hardware.
“We want to provide a leading level of service to fabricators, installers and consumers, and know that there are multiple
accessories that are always needed,” explained Martin Hitchin, CEO at REHAU UK. “We currently have an extensive range
of hardware available through the Webshop and will be adding further ranges to ensure requested items can be found,
bought, and delivered to meet customer needs.” Following the conclusion of a successful trial period, the Webshop will be
rolled out for Authorised Partner Installers. To visit the new REHAU Webshop visit: professionals.rehau.com/uk-en
DECEUNINCK ALI STRIKES SUPPLY DEAL
Aluminium door and window specialist Dutemänn has agreed a comprehensive new supply-agreement with
Deceuninck Aluminium.
As part of the new partnership, Dutemänn will begin manufacture of its own uniquely designed variant of the easy-fit
Decalu88 Bi-folding Door, which will be branded as Elän; and the Decalu 163 Lift-and-Slide, which will be sold under the
Dutemänn’s Martin James (left) and Dutemänn Glide product range. Dutemänn will also begin manufacture of the complete Decalu window range including tiltand-turn,
fully reversible and new flush casement options which will be supplied under its Schärpe brand.
Deceuninck Aluminium’s Nigel Headford
Martin James, Managing Director, Dutemänn, said: “Our customers are owner-driven businesses, with impressive, modern showrooms. They always have their
own fitters (they wouldn’t sub-contract) and they tend to work in the architectural or self-build spaces. They are looking for quality and with 2025 and the Future
Homes Standard on the horizon, they are also looking for great U-values. Deceuninck Aluminium and Decalu delivers that.” www.deceuninckaluminium.co.uk
FLUSH CASEMENT OFFERS 'TIMELESS AESTHETIC APPEAL'
Epwin Window Systems’ Flush Casement windows offer ‘timeless’ appeal in a recent home remodelling project.
Local builder and property owner Ralph Schorah-Croft fitted the Flush Casement windows in a sympathetic extension
of his detached bungalow in Pickering, North Yorkshire. The windows for the comprehensive front elevation including
the construction of an additional front bay window, were manufactured by Epwin Window Systems’ fabricator Kingfisher
Windows. Deborah Beeley, Sales and Marketing Manager at Kingfisher Windows, said: “The customer wanted to
extend their 1970s built bungalow which included the construction of a full front extension and porch area. The Flush
Casement windows were chosen for their timeless aesthetic appeal and were manufactured in sage smooth on white to
sympathetically complement the property’s light stone façade. The new extension is impressive and has delivered the
transformation this family home required.” www.epwinwindowsystems.co.uk
CASEMENT PACKAGE DEALS FROM VBH
Hardware manufacturer VBH says it is making things easy for its customers by offering related products
as bundled packages, giving customers the benefits of buying from one specialist source.
Bi-fold door lock components have long been supplied in this way, and the company is now turning its attention to
aluminium and PVC-U outward opening casement window hardware packages. VBH encourages customers to use
‘package deals’ as they can provide better value for money, and save the ‘hassle’ of sourcing hardware for the same window from two or more suppliers.
Dan Powell, Head of Brand at VBH, said: “Our product range has evolved to such an extent that we can offer multiple choices of locking system, friction
stay, handle, security and safety devices, and vents. The same window needs all these products, so it makes sense to place just one order, with all the
components delivered and invoiced together. It saves so much work for the customer’s buyer, stores people and the accounts team.”
For more information, email: sales@vbhgb.com
24 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

AFFORDABLE REACHES TIMBERLOOK MILESTONE
Manufacturer of the Timberlook Window and door range, Affordable Window Systems, has
fabricated its 65,000th Timberlook window.
Launched just six years ago, the Timberlook range of PVC-U flush sash windows has been designed
with painstaking attention to detail, replicating the aesthetics of heritage timber frames. Modern
requirements are easily catered for with low U-values and Timberwelded joints. Care has also been
taken to retain the appearance of a traditional window by concealing trickle vents externally and having
the slimmest astragal bar on the market.
Aware of the need to supply into the conservation market, Affordable Windows has produced a
specifier’s guide showing all cross-sectional details of the window and its ancillary profiles. Both this
and the new brochure are available on the new www.timberlook.com website.
UNIVERSAL COUPLER RANGE SUITS ALL
​
Window Widgets says it can offer ‘the perfect coupler solution’ for windows, offering a variety of widths,
strengths and sizes. The in-line couplers are universal, accommodating 58mm-76mm deep frames.
Whether they are being used for bounce bars, structural loading or simply just reduced sight-lines, they offer frame
to frame coupling, and are available in a range of colours. The trims are completely interchangeable, so if you see the
D/P stamp in the product brochure, this means that they can be swapped for a different finish.
Adrian Clare, Technical Sales Executive at Window Widgets, said: “We take pride in the wide range of couplers we
have here at Window Widgets, and we work to create products designed to support fabricators and installers regardless of the window systems they
manufacture or install. Window Widgets’ range of universal couplers means the fenestration industry has access to a product which can be used in a
range of scenarios, from a leading ancillaries firm, that is a worthy competitor in the market.” www.windowwidgets.co.uk/couplers/
ROOFLIGHT ASSOCIATION UPDATES TECH GUIDANCE
The UK trade association representing the rooflight industry, The Rooflight Association, has updated
its guidance for specifiers in relation to recent changes to the conservation of heat & power.
‘Brief’ and ‘easily digested’ details of regulatory requirements covering rooflights and roof windows
have now been assimilated into four ‘Quickguides’ on The Rooflight Association website, each covering
the different requirements of the four devolved nations of the UK.
The new regulations were introduced at varying dates across the nations, with the latest being
Approved Document L 2022 for Wales, Volume 2: Buildings other than Dwellings.
The four new Quickguides 09EN, 09SCO, 09NI and 09WA, can all be downloaded free of charge, from
rooflightassociation.org/compliance/
YEAR-ROUND WEATHER PERFORMANCE FROM LEGACY
Quickslide reports that its Legacy vertical slider is ‘officially one of the best performing sash windows available on
the market’, as proven by the results of recent weather performance tests.
During testing, windows are assessed for air permeability, water tightness and resistance to wind. Legacy VS was
successfully tested against wind speeds of up to 120mph to achieve a 1200 rating, while for water tightness it withstood
being sprayed with eight litres of water per minute for 40 minutes with zero leakage, earning it a higher level Class 6A
classification.
Meanwhile air permeability testing – designed to assess a window’s loss or gain of air – earned Legacy the highest
performing level Class 4, far better than the Class 2 window requirement for the UK – and Quickslide says this is ‘great news
for homeowners looking for superior energy efficiency to reduce their monthly bills’. www.quickslide.co.uk
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 T I 25

Contract Fabricator Talk in Focus
CUSTOMERS AT THE HEART
Jay Patel, Director at G23 Fabricator of the Year, Everglade Windows, discusses winning
awards, challenges and opportunities for the sector and striving to deliver for customers.
Congratulations on your recent G23 Award
wins! Why do you think the G23 judges chose
you as Fabricator of the Year?
We’ve been recognised as finalists in the
Fabricator of the Year category for three years
running, and while we never took home the
trophy on those occasions, we continued to strive
for greater innovation and evolution within the
company – from our customer-centric mentality
and our new trends-led products – and I think our
efforts and how we help customers grow year-inyear-out
shone through to the judges.
Over the past three years, we have dedicated our
time and resources to developing new cuttingedge
products that are unlike our competitors,
providing our customers with the very best
service, and re-investing in ourselves to help our
customers grow along with us.
You also scooped the Customer Care Initiative
award – how do you go the extra mile for your
customers?
Our entire ethos is centred around looking
after our customers, and it has been that way
for the past 43 years. Whether it’s our annual
Trade Customer Conference, quarterly TECHtalk
sessions, or our dedication to investing our time
and resources into new product development, it’s
apparent that our customers are the purpose of
everything we do.
If we look at Evolve23 – last year’s Conference
– we not only used the event to launch our eight
new products, but we also prioritised the day to
give customers greater insight into the market
and suggest ways in which they can get ahead of
their competitors. On top of that, we gave away
more than £12,500 worth of prizes to customers,
and raised £5,600 for our local charity, St. Luke’s
Hospice. We go the extra mile to not only provide
them with valuable products and services, but we
show them we care too.
Jay Patel
“Our entire ethos is
centred around looking
after our customers”
What do the recent award wins mean for you –
and your customers?
Above anything, we see it as a testament to the
relentless hard work our entire team puts into
delivering certainty and outstanding products
for our customers. We also hope that it is a
reassurance to our customers that they are
at the forefront of our minds when it comes
to innovation and evolution, and that they are
working alongside the best fabricator in the
country.
You’ve previously spoken about the pitfalls
of competing on price. Can you elaborate
please?
We know that installers need to be able to buy
products at a price that will still enable them
to make a profit, and so for many it is a major
factor. Competing on price at a surface level
though is very easy, but when you take into
consideration the difference in specification,
customer and technical support available and
the ease in delivery and installation, that’s when
price becomes redundant.
For us, we are very aware that we are not the
cheapest option on the market, but what we offer
in terms of quality is worth so much more and
it will make an installer’s job so much easier.
We have a network of like-minded customers
who understand the quality of the products they
are paying for, and are aligned with our way of
thinking.
How do you make sure you stand out against
the competition, if price is out of the equation?
When you take a closer look at the technical
specifications of our products, you’ll find that they
go way beyond many of the alternatives available.
We know that price can be the determining factor
for installers, but when you can deliver a product
that is so technically enhanced, it often becomes
a secondary consideration.
If you take our aïr 180XLS Lift & Slide Door as an
example, we are able to offer U-values from 0.8
W/m 2 K, compared to 1.4 – 1.6 W/m 2 K, that you’ll
find from a typical competitor. Plus, with ultra
slim sightlines of 50mm, compared to the usual
90-120mm, and panel sizes of 3m x 3.6m –
compared to a typical competitor’s 2.4m x 2.4m
– our performance is way beyond what other
fabricators can offer installers.
You’ve made some significant machinery
investments in recent years. How are these
investments benefitting your customers?
Over the years, we have invested millions of
pounds into our machinery, and we’re still making
those investments today. Our latest addition, the
Emmegi Quadra L2, which was installed in our
manufacturing facility over the Christmas break
has offered us a far more automated system.
This means that on top of its ability to mill, drill
and cut aluminium profiles up to 7.5m in length,
it is also helping us meet the demand of our
award-winning aluminium products, and deliver
unique design specifications to our customers.
It is also alleviating some of the pressure on
our team, who are now able to spend more time
ensuring that every window and door that leaves
our factory is of the highest possible quality.
26 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Tell us about your recent new product
launches and the benefits for installers
Back in June, we launched eight new products,
including the aïr 700LS Lift & Slide Door; aïr
180XLS Lift & Slide Door; aïr 400SS Inline Sliding
Door; aïr 900 Bi-fold Door; two entrance doors;
and a steel-look internal door and screen system.
We didn’t just launch these products because we
thought it was time for an update to our product
range. After the pandemic, our industry was highly
reactive, so we knew we had to come out of the
blocks firing with some innovative new products to
allow our customers to differentiate themselves.
We carried out extensive research on demand
and future trends, but also with an eye on the
upcoming changes to the Building Regulations
and the Future Homes Standard, all with the aim
of helping our installer customers prepare for the
market of tomorrow.
Traditionally, our aïr aluminium products have served
the top end of the market, but we also recognise
that in the current state of the economy, we are
facing tougher times and people are naturally more
considerate of their budgets. Although, we find
that where people recognise value, they will often
spend. However, we’ve found that there was still a
desire for home improvements, so we altered our
range to include products at different price points,
helping serve both ends of the market. This gave
our customers access to a product collection which
helps them serve every type of customer and give
them the best possible chance to thrive.
What are the biggest challenges fabricators
are currently facing and how are you
addressing these challenges?
There are definitely a few challenges we’re facing
as an industry at the moment.
The challenge to recruit and retain talent can have
a knock on effect on product quality and service,
but we’ve always worked to create a workplace
that values each and every individual, and we know
that it works, as a large number of our team has
worked with us for over 10 years now. It can also be
a challenge staying on top of the latest trends, while
predicting what installers and homeowners will be
looking for in the future, as it will be a major factor
in how appealing your products are. We’ve put a
lot of time, money and resources into researching,
Everglade Windows collected not one, but
two trophies at the recent G23 Awards
testing and developing new products, so that we
can tap into the trends of today and tomorrow, while
performing on all of the technical aspects, too.
What are the biggest challenges for your
installer customers and how are you helping
them address these challenges?
The home improvement and glazing industries are
turbulent at the moment. They’re feeling the impact
of government uncertainty, inflation and rising
interest rates. As a result, there’s a worry that
there could soon be a shortage of jobs, but when
there is, it’s paramount they have access to the
right collection of products to complete the job to
the highest specification.
Staying on top of the consumer trends can also
be a challenge, but with our dedication to new
product development, we’re able to identify the
needs and deliver them into the hands of installers.
For example, our new future homes ready suite of
aluminium products is meeting the rising trend for
slimline residential aluminium glazing.
With new product areas and regulations comes
a risk of a lack of technical knowledge though.
Without the full breadth of installation knowledge, it
can lead to slower installation times and unhappy
customers. At Everglade Windows, we help
installers understand all of the technical aspects
to our products, while helping them understand the
most effective way of installing our products. We
do this through our Customer Portal, as well as our
quarterly TECHtalk talks to give installers a forum
to learn more about our recommended processes.
What consumer trends are you expecting to
see in 2024?
Slimline glazing is a trend that we’ve seen for
a while now, and it’s why a large proportion of
our aluminium product range benefits from slim
features.
I also think that premium PVC-U and colour
PVC-U has always been a popular option, and
will continue to be – especially as more people
become more considerate of their budgets.
Internal screens are also increasingly popular,
with the concept of ‘broken-plan’ living spaces
becoming favoured for their ability to create
dedicated areas with full visibility and light, over
the more traditional ‘open-plan’ spaces.
What, if anything, has surprised you about
the fenestration industry during your time at
Everglade Windows?
I think I am always inspired by the resilience of
the market, especially for well-run, customer
centric businesses.
I’d also say that following our double win at this
year’s G Awards, we were inundated with genuine
outpourings of support from so many people in
the industry, whether it was direct competitors,
customers or potential prospects – it was really
nice to be recognised for our efforts!
Contact Everglade Windows:
020 3944 5505
www.evergladetrade.co.uk
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 TI 27

Contract Industry Analysis Talk
WHAT'S IN STORE FOR '24?
David Jennings, CEO at UAP, reflects on the factors that have shaped the business in 2023
and offers some positive predictions for what the future may hold...
Across the world, businesses have faced
economic turmoil. Rising inflation coupled
with home improvement spikes during
Covid have affected retail demand making trading
conditions challenging. But our industry is a
broad church. Although there are issues in some
parts, there are opportunities for growth as well
as upswings such as ecommerce, which has
remained strong throughout 2023.
Expansion and diversification
In a challenging economic climate, we have
continued to diversify the UAP group to de-risk any
one core market. In 2023, this strategy enabled us
to grow our overall business by more than 50%.
Strategic acquisitions supercharged our expansion
with Maher London and Security Hardware joining
the UAP family. In the year ahead, both businesses
are set for significant growth.
Our diversification also saw us invest in a new
business offering us two new income streams
in 2024. Armadillo Metal Coatings is developing
a range of anti-bacterial hardware and will
incorporate a specialist chemicals division.
The launch of Fire Door Maintenance (FDM) adds
another string to our bow and will be central to the
UAP ecosystem. This specialist business offers fire
door inspection and maintenance services as well
as best-in-class training for the industry.
Scaling up
To improve efficiency and connectivity, we have
moved from a multiple warehouse operation to
a new headquarters in Dumers Lane, Bury. This
120,000ft 2 building brings all our departments
under one roof, helping us to increase capacity
while streamlining our processes.
It will also become home to FDM’s new training
facility. This unique offer will provide everyone
from architects and facilities managers, through
to locksmiths and fire departments, with the
opportunity to learn in an impressive environment.
Another benefit of our Dumers Lane site is
David Jennings
“If our industry was
football’s Premier
League, we want to
make it to the top”
that it can better accommodate our growing
workforce. Our acquisitions, diversification and
new headquarters will count for nothing without
significant investment in our people. At all levels,
we have added depth and strength to our teams.
This includes the arrival of highly experienced and
knowledgeable people from across the industry
thanks to our targeted acquisition strategy.
Continuous innovation
Our passion for new product development has
seen us launch award-winning products and is
why our intellectual property portfolio has more
than 60 patents. Through ongoing research, our
focus is on creating products that meet market
needs. The soft launch of the IONIC electronic
lock at the FIT Show in May 2023 resulted in
a wish list of extra features which have now
been developed thanks to our intuitive haptic
technology.
In 2024, we will also reveal our IONIC
replacement handle, which we believe will rival
every multipoint lock handle in the world. Aided
by our intuitive haptic technology, the IONIC is an
example of British engineering at its very best.
Strengthening the supply chain
The last few years have underlined the
importance of a robust supply chain. That is
why we have increased our supply chain team
in China and India, and further strengthened our
relationships with all suppliers.
The massive stock holding capability at our new
Dumers Lane site enables us to store extra stock
in the UK too. We will also work with our suppliers
to maximise economies of scale for every product
we buy.
Looking ahead
Putting my neck on the line, my predictions are
largely positive for 2024. I think the Government
will introduce core policies to help stimulate the
economy and curry favour with the electorate.
These will help build short and mid-term
confidence in the markets. Inflation should
stabilise and currency will stay around the midpoint
rate. Shipping and metal costs will remain
stable, so I don’t see any need for significant
price increases in 2024.
The UK retail window market will increase slightly.
As buyers’ confidence grows, so should the
demand for new-build, aiding its recovery. Across
the public sector, I believe there will be a renewed
focus on capital projects, helping to boost the fire
door market.
At UAP, we will continue to seek new markets for
our products while de-risking and building our
teams across every department.
If our industry was football’s Premier League, we
want to make it to the top and secure a place in
the UEFA Champions League. As we start the new
year, this ambition will be front of mind as we
keep scaling up and strengthening our business.
Contact UAP:
0161 796 7268
uapcorporate.com
28 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

HARDWARE COMPANY OF THE YEAR
The UK's largest independent hardware supplier.
Contact us:
sales@uaplimited.com
or visit:
www.uapcorporate.com
Scan me

Contract Colour Trends Talk
THE YEAR IN COLOUR
Emma Fowlds, Marketing Executive at Distinction Doors, looks back at the
company’s most popular paint colours of 2023 and highlights what to expect in 2024.
We offer a paint service as part of our fully
prepped package, alongside prepping the
door slab and glazing. We regularly review
and revitalise our colour palette to reflect trends
and changes in consumer demand, and we are
committed to only using non-toxic, odourless, low
emission and eco-friendly paints.
Last year neutral shades of black and grey
dominated our paint sales with Distinction
Anthracite Grey retaining the number one spot for
another year. Once thought to be a passing trend,
our annual results prove that it’s here to stay
and likely to become the new classic colour, a
premium and modern alternative to white.
Adding a hint of colour, our blue hues were also a
popular choice in 2023 with Distinction Steel Blue
and Distant Blue RAL 5023 ranking eighth and
tenth, while Distinction Chartwell remained a firm
favourite but dropped several places to rank fifth.
Most interesting was the rise of Distinction Agate
Grey, now our second most popular painted colour.
A mid to light shade, this grey has a hint of green
making it the ideal compromise between Distinction
Anthracite Grey and Distinction Chartwell.
Warm and welcoming
With more warmth and subtlety, Distinction Agate
Grey works with any door style on any property so
no wonder it is fast becoming the homeowner’s
favourite. Plus, with most PVC-U systems houses
offering this colour on other fenestration products,
Distinction Agate Grey has universal appeal, and we
expect numbers to continue to increase in 2024.
This colour is indicative of a trend for natural
greys and warmer neutrals, a tendency which
our sales data supports. Orders for Distinction
Pebble Grey more than doubled in 2023 when
compared to the previous year. Honey Beige
also experienced strong growth. Both are
welcoming and complementary tones, evocative
of the famous Farrow & Ball colour chart. As is
Porcelain Blue.
This cool blue is a classic colour and often used
for heritage projects. A grey neutral undertone
sees it pair well with both deeper, richer colours
as well as more muted shades. Sales almost
doubled last year.
Layering up
But why the interest? Could it be the fact that the
doyenne of British paint brand Farrow & Ball, Joa
Studholme, declared 2023 the year of layering.
“Simple schemes of closely coloured layers will
create the peaceful environment we all crave.
Our homes have become our sanctuaries, so I
think relaxed but sophisticated spaces will be
popular this year.” And she was right. The rise
of Distinction Agate Grey, Distinction Pebble Grey,
Honey Beige and Porcelain Blue are all proof of this.
These tones are complementary and can easily
be incorporated into a layered scheme such as
those suggested by Farrow & Ball – Earthy Pinks,
Relaxed Neutrals, and Grounded Greens.
And of course, with the option to paint the interior
of the door either the same or a different colour
to the exterior, homeowners can ensure their
composite entrance door is a cohesive and integral
part of their interior design scheme. Around 25% of
homeowners chose to do just that in 2023.
Bold and bright
In stark contrast, sales of our bolder and brighter
colours also rose last year. Sales of Telemagenta
doubled year-on-year and Turquoise Blue rose
30 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

y more than a third as homeowners recognise
a vibrant and cheery front door is a small yet
effective way of injecting personality into a home
and boosting kerb appeal.
These colours played to two of the key trends of
2023 – maximalism and Barbiecore.
“As the New Year begins, consumers
will be turning to designers,
influencers, and the leading paint brands
for home improvement inspiration”
Emma Fowlds
While Pantone named the vivacious Viva Magenta
its colour of the year 2023, it was the launch of the
Barbie movie which jettisoned bright pink tones
into homes and wardrobes across the globe. It’s
little wonder then that sales of Telemagenta – our
take on a vibrant pink – rose significantly.
The trend for dopamine décor didn’t stop there as
we saw the movement for maximalism continue
at pace. Maximalism has been around for a
few years now but really caught on in 2023.
Mixing and matching bold and saturated hues,
maximalism allows consumers to create homes
full of fun, glamour and luxury.
Rising through the ranks, Turquoise Blue now sits
amongst our most popular vibrant colours, including
Ultramarine Blue, Traffic Red, and Colza Yellow to
offer homeowners a ‘more is more’ front door!
Looking ahead to 2024
As the New Year begins, consumers will be turning to
designers, influencers, and the leading paint brands
for home improvement inspiration. Each year, paint
companies such as Dulux and Lick announce their
colours of the year. These, alongside those named by
Pantone and trend forecasting company WGSN set
the tone for the year as buyers ready their products
for seasonal purchases.
Colour palette of the year
This year the selection is rather divergent. Lick
has hedged its bets with a colour palette of the
year which simultaneously combines ‘…warming
neutrals with energising reds, zesty oranges,
refreshing blues, and revitalising greens.’
Apparently, this will bring ‘bring balance, harmony
and undeniable joy into your home’.
Lick also suggests that consumers are using
colour in a more modern way, eschewing cold
greys for warmer, yellow-based neutrals, tones like
Distinction Pebble Grey and Distinction Agate Grey.
Our 2023 paint colour chart supports this belief,
and no doubt sets the scene for the year ahead.
Colours of the year
With a more muted take on Barbiecore, Dulux
announced Sweet Embrace as its colour of the
year. A delicate soft blush, Sweet Embrace is
further proof that pink is creeping back into
interior design. We can testify to this as one of our
most popular recent Instagram posts is of a nxtgen
Esteem ES02 in Dusty Pink (BS 04 B 17).
Meanwhile, trend setters, WGSN and Pantone are
forecasting more energising tones such as Apricot
Crush, Spicy Mustard, and Sun Orange. These
dopamine-charged colours work both inside and
out and are ideal for problematic north-facing
properties – injecting warmth and psychologically
uplifting colours into cooler spaces with little
natural light.
The Distinction Doors painted colour offering
includes five standard colours, two stains and
two premium colours, alongside 24 bespoke
colours. Any RALs or BS colours are available
upon request.
Contact Distinction Doors:
0345 2000 816
www.distinctiondoors.co.uk
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 TI 31

Company Profile
RAISING STANDARDS
Comp Door reports on its ‘remarkable 18-month journey of strategic growth, unwavering
reliability, and innovation in the composite door industry’.
Built on a determination to improve the
reputation of composite doors and raise
standards across the industry, Comp
Door’s success demonstrates what a business
can achieve with innovation, integrity and a
dedication to quality as its driving forces.
Still a new player in the door and window
industry, the Staffordshire-based composite door
manufacturer only celebrated its second birthday
in November but has already evolved from a
modest team of two, to a robust operation with
56 dedicated staff members, producing 300 doors
per day on average. The pivotal transformation,
witnessed in the last 18 months especially, can
be attributed to the implementation of three
core company principles: people, reliability, and
innovation, underpinned by a continuous stream
of investments.
A key driver of Comp Door’s success lies in its
meticulous recruitment process, showcasing
a wealth of industry experience at the senior
management level. With a combined century of
expertise spanning development, technical, and
sales domains, the company boasts a team that
not only manufactures top-quality products but
also delivers attentive and reliable customer care.
The founders’ deliberate approach to building their
team has allowed Comp Door to grow steadily,
fostering a workforce of industry professionals
equipped with diverse skills crucial for success,
from the factory floor to customer service.
Beyond the strategic increase in headcount, the
last 18 months at Comp Door have also been
defined by reliability. Founded by two industry
experts who were frustrated by the poor offering
of composite doors across the sector, Comp Door
was launched as a way to improve the reputation
of composite doors. Previously, composite
doors were known for their poor construction,
inattentive customer care, and unreliable designs,
resulting in them often peeling, cracking, bowing,
and warping. Customers were growing frustrated
Comp Door says it was launched with an
aim to raise standards and improve the
reputation of composite doors
with underperforming doors and unresponsive
customer service. Consequently, the team at
Comp Door spent the first four months of the
company refining and improving their design
to ensure its durability, security and thermal
performance. Now, Comp Door’s range boasts
anti-crack skins, ABS anti-snap diamond grade
cylinders as standard, and auto slam-shut locks
to minimise the inevitable thermal movement that
is typical of entrance doors.
Quality products and customer care
To support such high quality products, a
suitable customer care operation also had to
be implemented, resulting in the development
of a dedicated Comp Door customer care team.
Although a long and demanding process, this
development and perfecting of the doors resulted
in a composite door that was the first to achieve
PAS 24:2022 in the sector, and led Comp Door
to being nominated two years in a row at the
prestigious G-Awards.
In addition to strategic growth and reliability,
Comp Door’s dedication to innovation has been a
driving force behind its success.
Notably, within the last six months, Comp Door
launched the Discovery Range – a contemporary
line tailored for modern homes, seamlessly
combining performance with sleek style.
Featuring ultra-modern aluminium cassettes,
three brand new designs, and three new, smooth
foiled skin options, the Discovery Range attests to
Comp Door’s responsiveness to market demands
and commitment to cutting-edge design.
Richard Diliberto, Comp Door’s Sales Director,
says of the company’s journey: “Comp Door was
launched with the intention of being an innovator.
We wanted to produce a composite door that
didn’t compromise on style, security, or durability,
and we wanted a customer service offering that
supported an industry-leading product.
“Although it wasn’t going to be simple, the
team knew that with thorough development and
investment, Comp Door would become a strong force
within the industry, raising standards and improving
the reputation of composite doors in the process.”
Contact Comp Door:
01782 340444
www.compdoor.co.uk
32 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

YOU’RE HOME
WITH HURST
Stunning new door styles, glasses and hardware
have now been added to our leading composite door range.
Discover them for yourself today by downloading
the brochure or visit hurstdoors.co.uk.

UV Testing
ARE YOUR DOORS UP TO THE TEST?
Daisie Lane, Application Sales Engineer at Element Materials Technology, explains why
accelerated ultraviolet (UV) rays testing for doors is an excellent way to provide reassurance
to customers and stand out from the crowd.
Across England there is a very apparent
housing shortage. Recent data has
suggested that England alone needs
340,000 new homes, with 145,000 of them being
affordable, before 2031 to meet demand. This
need is currently not being met, with only 45,050
new homes built across the UK between January
and March 2023.
This gap between supply and demand means
that housebuilders cannot afford to drop the pace
any further, and are seeking reassurance that
the products they use are built to last. Along with
this, fabricators and installers can ill afford the
time to be called out to assess and remedy jobs,
given the skills shortage we are experiencing
in the UK. This is why assurances up front are
important, especially when looking at doors.
Whilst factors such as weathertightness and
security are often the priorities when purchasing
doors, there is an issue that is continually
overlooked throughout the industry: UV rays.
UV rays can damage doors, despite the fact they
cannot be seen by the human eye. UV radiation
can cause numerous issues, including colour
change, reduction in gloss levels, cracking,
crazing, chalking, blistering and hazing. It can
also contribute to complete product failure in
relatively short periods of time which could result
in a huge headache for housebuilders, including
reputational damage.
On the flip side, door manufacturers and
installers will have to devote time and expense
to remedying the problem with the housebuilder,
which takes them away from focusing on other
business priorities and projects.
Doors are a prime example of where degradation
can occur as a result of the effects of sunlight on
the door material.
How does UV testing work?
UV testing can reproduce how ultraviolet radiation
impacts exposure in a controlled laboratory
environment. For this, the process uses a
combination of intense UV, heat, and moisture
to test materials and components for degradation.
Ensuring that the process is as accurate as
possible means less problems down the line.
Specialist labs such as Element Materials
Technology’s Wednesbury laboratory, can perform
a wide range of UV tests with programmable
temperature, humidity and irradiance, including
Xenon Arc and Fluorescent QUV, alongside testing
that recreates harsher conditions typically seen in
places such as Arizona and Florida.
Element’s laboratory also can perform assessments
pre and post-test, and at various intervals. These
include colour and gloss measurements, weight, and
AATCC Greyscale readings. They’re also able to give
a comprehensive picture of a product’s performance
and provide a deeper understanding of a material’s
behaviour, with mechanical, impact and strength
testing also available.
Advantages across the supply chain
UV testing is a great way to provide peace of
mind, with vital data being able to be generated
quickly, which otherwise would have taken years
to aggregate via customer feedback. This data
can help design better products, provide quality
assurance and any potential liability issues. It
also allows professionals to market their products
as quality assured items.
This can help avoid potentially costly remediation
with homeowners in the future alongside any
potential reputational damage. UV testing also
means that product quality can be protected,
with product recalls or inefficient standards being
mediated.
UV testing is an excellent way to stand out from
competitors and give reassurance in such a
crowded market.
Element Materials Technology:
0808 234 1667
www.element.com
Element Materials Technology’s
Wednesbury laboratory can
perform a range of UV tests
34 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Premium Quality
Aluminium Vertical
Sliders from Mercury
When modern meets traditional,
the Aluminium Vertical Sliders
from Mercury offer the best
of both worlds. As Vertical
Slider manufacturing experts,
we have the experience and
in-house manufacturing
expertise to support you
with all projects.
• Modern meets traditional
• Suitable for residential and
commercial projects
• Flush opening with no projection
into or out of the building
• Low line glazing gasket
• Durable and long lasting
• In-house precision manufacture
• High-end aesthetics
T: 01452 383 344
E: sales@mercuryspecialistframes.co.uk
www.mercuryglazing.co.uk
Mercury Glazing Supplies Ltd Unit E1, Goodridge Business Park, Goodridge Avenue, Gloucester, Gloucestershire, GL2 5EB

Updates
SUPASECURE HANDLE ACHIEVES SOLD SECURE 'SILVER'
Mila’s popular SupaSecure TS007 two star door handle has just become the highest rated security handle in the UK,
scoring an unprecedented ‘Silver’ grading from Sold Secure.
Mila reports that the stainless steel SupaSecure is the first and only handle to have been awarded the coveted Silver
grading alongside its PAS24 and SBD accreditation, and giving its customers ‘absolute reassurance’ that they are fitting and
promoting the most secure option available – in combination with either a 1-star or a 3-star cylinder.
Previously, the highest grading achieved by a two star handle in the Sold Secure attack test administered by the Master
Locksmiths Association (MLA) was Bronze, but the inherent strength and design innovation in the SupaSecure have enabled
it to go one better. The handle is available now in a choice of polished or brushed stainless and polished or brushed PVD gold
finishes. www.mila.co.uk/supasecure-door-handles/
ENDURANCE LAUNCHES 'NEXT GEN' LOCKING SYSTEM
Endurance Doors has developed a new PAS 24 certified, multipoint locking system for use
across its range.
The Guardian5 ‘next generation’ system has been designed to offer multiple benefits – including
exceptional levels of security, impressive reliability and a ‘fitter-friendly’ design that makes fitting
doors easier for Endurance’s installer partners.
Offering greater tolerances when throwing the deadbolts as well as superior frame compression,
this latter feature provides the homeowner with a better experience when opening and closing the
door, and also allows installers more movement and flexibility during the fitting process.
The Guardian5 employs five strategically located, nickel-plated twin deadbolts with a 20mm throw
that fully inserts into heavy-duty, high-grade steel keeps. www.endurancedoors.co.uk
HURST LAUNCHES AUGMENTED REALITY SALES TOOL
Hurst Doors has launched a new augmented reality sales tool, which allows homeowners to superimpose a
selection of Hurst’s composite door styles against their property using their mobile phone or tablet.
Homeowners can choose from the 12 popular composite door styles, viewing them as a fully rotatable and zoomable
360º 3D rendered image which they can then superimpose against their property on the screen of their device.
Hayley Barker, Head of Marketing at Hurst Doors, said: “We want our customers to have all the tools they need to
support them in providing their customers with the ultimate retail experience and guidance when choosing the perfect
door for their property. This comprises of a suite of marketing tools which already include a new composite door brochure,
which fully integrates with professionally created sales videos, and now our new augmented reality sales tool.”
www.hurstdoors.co.uk
DOORCO'S GRIPCORE 2.0 IS READY TO GO
DoorCo is releasing version 2 of its premium composite door slab, GRiPCORE, this January.
The product has a new core that has evolved into a revolutionary hybrid timber-foam core and is now ready for sale
supported by a new suite of marketing materials, including a brand new printed and digital brochure.
DoorCo’s Marketing Manager, Ellie Pool, said: “GRiPCORE 2.0’s high-quality and unique composition delivers all
the USPs that you want from a door – stability, weather resistance, strength and style. Our network of fabricators is
excited about being able to offer such a high-quality product in their composite door portfolios, and so far the feedback
has been extremely positive. We’re ready to support our customers to bring this industry-first composite door to market with an updated collection of
marketing tools. Central to this is a brand-new dedicated GRiPCORE brochure that has been designed to really bring this impressive door to life. There
is key information about the product and its exclusive core, new AR models hosted on a brand-new GRiPCORE website, and some fresh new colour
choices to help inspire the end-user.” trade.door-co.com/gripcore-by-doorco/
36 T I JANUARY 2024
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Epwin Window Systems says it has further enhanced the security credentials of its PatioMaster sliding door with the
introduction of a new and exclusive 10-point locking system.
Designed in collaboration with security solutions provider Yale, the new locking system delivers the equivalent of a
standard lock plus additional shootbolts at the top and bottom of the sash. By incorporating this advanced 10-point locking
mechanism in addition to the Yale 3* cylinder, the PatioMaster Sliding Door System has exceeded the stringent requirements
of PAS24:2022 enhanced security accreditation, underscoring the company’s commitment to security excellence.
Phil Parry, Technical Director at Epwin Window Systems, said: “The introduction of the new PAS24 Yale 10-point locking
system further demonstrates our commitment to adopting and meeting the latest industry standards. The high security
locking system delivers a step-change in door hardware security for our customers”. www.epwinwindowsystems.co.uk
For further doors updates visit www.total-installer.co.uk
SECURITY CREDENTIALS BOOSTED WITH YALE
EMBRACING COLOUR TRENDS WITH DOOR-STOP
Door-Stop’s Fern Green colour option
Door-Stop International has launched six composite door colours for homeowners looking to
embrace this year’s predicted interior colour trends.
From calming tones associated with the British countryside, through to vibrant sea blues, interior brands
have embraced a range of landscapes to give homeowners the chance to incorporate the natural world into
the comfort of their home. With this in mind, Door-Stop International’s new colours have been inspired by
the great outdoors to help homeowners to coordinate their exterior doors with the latest colour trends.
The two new greys in Door-Stop International’s range – Pebble Grey and Agate Grey – can be paired with
Dulux’s colour of the year, Sweet Embrace, or Graham & Brown’s Viridis to create a calming entrance to
any home. For those with a bolder design preference, a front door in Purple Violet, Fern Green or Turquoise
Blue can be used to create a focal point both inside and outside of a property. www.door-stop.co.uk
SECURE OPPORTUNITIES WITH FDS FROM DISTINCTION
Distinction Doors is helping fabricators and installers make the most of opportunities in the fire door market with fds, its
fully compliant FD30 internal and external composite fire door system.
Elliott Dawson, Distinction Doors’ Commercial Manager fds, said: “We’ve been active in the market for more than three
years now, building awareness and providing a robust and consistent composite fire door solution... Our fds customers have
the advantage over other providers due to their association with an established and trusted brand and a recognised product.”
Installers and contractors can access fds through an official fds doorset manufacturing partner. After stringent testing and
audits, each one is awarded the respected Q-Mark against BM Trada STD 170 scheme which is over and above Building
Regulations mandatory requirements. To find out more about the fds composite fire door system and approved partner
network please visit: firedoorsystems.co.uk
'COMPREHENSIVE' CUSTOMER SUPPORT FROM SHEPLEY
Shepley, the UK’s largest sole REHAU window fabricator, has strengthened its support for customers and
claims to offer one of the most comprehensive packages in the industry for installation companies today.
“In the current, more demanding economic climate, we have included the very latest trending products and
support to help customers win more business,” explained Ian Griffiths, Managing Director at Shepley.
“We’ve focused on offering more choice and new products to help installers maximise sales opportunities. This
includes stocking 25 off-the-shelf colour options for our REHAU PVC-U window and door range, as well as the 60
unique variations of Visage composite doors within our three styles of Contemporary, Modernist and Traditional.
The complete collection is shown in the new Visage Composite Door brochure to make it easy for homeowners
to choose their perfect door. We’ve also added the new Sweet range of door handles and furniture from Brisant
Secure, adding an extra touch of luxury.” Email: ian.griffiths@shepley.com
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 T I 37

Updates
OPENING UP OPPORTUNITIES WITH STERNFENSTER
Sternfenster has launched a new aluminium entrance door, which promises to open-up new opportunities for window
companies targeting aspirational homeowners.
The 60mm Signature aluminium door achieves a U-value of 1.4W/m 2 K, making it Part L-compliant for existing homes and
new homes, as well as existing and new commercial.
“Our Signature range of entrance doors brings the desirable aesthetics of high-end aluminium doors down to an affordable price
point,” Sternfenster’s Sales Director Nathan Court said. “Plus they don’t warp, twist or bow, which means they are a true fit-andforget
product. This alone puts money in installers’ pockets as they don’t have to return to site to adjust hinges and locks.”
Available in 11 modern designs and a wide range of colours, the doors also suite perfectly with Sternfenster’s range of
aluminium windows, bi-folding doors and sliding patio doors. www.sternfenster.com
GREYS ADDED TO COMP DOOR COLOUR PALETTE
WILL LILAC DOORS 'SOAR' IN 2024?
Staffordshire composite door manufacturer, Comp Door, has added two new colours to its
extensive range: Pebble Grey and Slate Grey (pictured left).
Through careful consideration of customer feedback and a thorough analysis of market demands,
Comp Door identified the growing need for more stylish and contemporary grey options in their
product range. With ‘stylistic freedom’ highlighted as a ‘top priority’ for Comp Door, the company
says the expansion of its colour range underscores its ‘dedication to providing homeowners with a
diverse selection of high-quality composite doors’.
The introduction of these two new colours brings Comp Door’s available colour palette to a total
of 18 options, enabling homeowners to express their personal style, thus enhancing the aesthetic
appeal of their homes. www.compdoor.co.uk
RegaLead has added four new colours in lilac hues to its standard colour range, following predictions that
“lilac as a front door colour is set to soar in 2024”.
With increased requests from customers for lilac shades prompting the new colour additions, Guy Hubble, Joint
Managing Director at RegaLead, said: “Keeping ahead of colour trends is key to supporting customers. Ideal Home
published a report saying that lilac as a front door colour is set to soar in 2024, backed up with comments from
leading interior and exterior design trendsetters.
“We know that the popularity of pink doors over the last few years shows homeowners are more than happy to
stray from the black-grey-white palette. Lilac is a more romantic and playful version of grey, making it a perfect
choice for people who want a clean and subtle front door but with a splash of colour.” www.regalead.com
ENHANCED CYLINDER ADDS 'FUNCTIONALITY & VALUE'
Independent hardware distributor, Carl F Groupco, recently added an enhanced variation of
the Iron Guard 3* Cylinder manufactured by Federal to its portfolio.
John Crittenden, Managing Director at Carl F Groupco, commented: “The Iron Guard 3* Cylinder
has all the qualities you would expect from a 3* accredited cylinder, plus additional benefits. I’m
delighted to be stocking an enhanced variation that offers our customers more functionality and adds
even more value.”
Advanced features include a patented firing pin mechanism which engages if the cylinder is snapped. The cam will lock itself down, preventing
unauthorised access via the cam and providing an extra layer of security. Additionally, a unique trap pin feature further enhances security. In the event
of attempted picking or bumping, the trap pin is fired into the plug chamber locking the plug and preventing access. In both scenarios, the cylinder can
be safely operated from the inside. www.carlfgroupco.co.uk
38 T I JANUARY 2024
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

DoorCo says January 2024 will mark the start of a ‘revolutionary year’ for the company.
In an open letter to the market, looking back over 2023 and forward to the New Year, MD, Dan Sullivan (pictured right), wrote:
‘During 2023 we invested significantly at DoorCo, increased our workforce, purchased lots of new equipment including
tooling for a new ORiGINAL door design, a second beam saw, two more CNC machines and a third paint booth. These
investments have allowed us to significantly increase our production capacity in Macclesfield and reduce lead-times even
further. We have also ordered a new production line for a brand-new product launching in April 2024.’
Recognising the pressures the industry is currently facing with high interest rates, continuing inflation, and turmoil in the
energy markets, Dan adds that ‘because of this, DoorCo will not increase [its] prices in January. We will review this position in
May, based on the cost-of-living wage increase, and any further savings we can make in the supply chain.’ www.door-co.com
For further doors updates visit www.total-installer.co.uk
DOORCO ANNOUNCES NEW YEAR PRICE FREEZE
A 'WARM WELCOME' TO 0.8 WITH ALUFOLD DIRECT
Trade and commercial fabricator, AluFoldDirect, says it is redefining energy efficiency
standards with the launch of A-BiFold, as the first product in its Solution series.
Promising to give installers ‘a warm welcome to the future of aluminium’, A-BiFold offers a 0.8 W/m 2 K
U-value, coupled with AluFoldDirect’s guaranteed two-week delivery time – glazed, and direct-to-site.
A-BiFold also comes in a new-build option at 1.2 W/m 2 K U-value, and a Building Regulation
compliant option at 1.4 W/m 2 K U-value, offering a ‘ready-to-fit solution delivered fast, whatever your
project’s thermal requirement’.
AluFoldDirect’s ‘Warm Welcome to 0.8’ directive comes in response to specifier and homeowner
needs, bringing ‘low U-value aluminium glazing in reach of installers looking to adjust and benefit
from the ever-growing market for highly insulated, sustainable products’. info@alufolddirect.co.uk
HURST REPORTS INCREASED DEMAND FOR FIRE DOORS
Hurst Doors has reported a significant increase in demand for its range of FD30s composite fire doors as the market
regains momentum.
With triple certification for Fire, Smoke and Security and tested to BS EN1634 and PAS24, Hurst’s Fire Door Range achieves
an average resistance time of 44 minutes – 50% longer than the FD30 standard requirement.
Mark Atkinson, Sales Director at Hurst, said that renewed confidence in the revised testing regime post-Grenfell was
translating into a growing number of enquiries from housing associations, local authorities and new build specialists.
Hurst’s FD30s fire door range is one of the most highly tested in the UK, going through rigorous bi-directional testing meeting
and exceeding the EN1634 standard. UKCA accredited external fire door options include a standard or integrated fanlight frame,
whilst internal fire doors are also available with a separate fanlight and or sidelight frame. www.hurstdoors.co.uk
EVERGLADE ADDS PREMIUM ALUMINIUM SLIDING DOOR
Everglade Windows has launched the aïr 180XLS Lift & Slide Door, a glazing solution with extremely low
U-values that it says will help installers ‘meet the future demands of the home’.
Alongside its impressive energy efficiency credentials, the 180XLS also benefits from 50mm interlocking
sightlines, 2000 Pa wind resistance, sash sizes up to 3m x 3.6m, 400kg weight limit per panel, and PAS 24
certification as standard – leaving no element compromised.
Jay Patel, Director at Everglade Windows, said: “We all want to be a part of encouraging change for the better,
so with the government’s ambitions of achieving Net Zero by 2050, we wanted Everglade Windows to be at the
forefront of delivering a solution. ... the aïr 180XLS benefits from our 43 years’ experience of not only manufacturing windows and doors, but working
closely with installers. This means we know exactly what they need to not only exceed regulations, but elevate their offering to their customers.”
www.evergladetrade.co.uk
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 T I 39

Contract Smart Technology
Talk
A SMART ACT TO FOLLOW
Kubu’s Ryan Bromley explores some valuable lessons to learn from online retail...
I
will start by wishing you all a happy and
prosperous New Year! I’m sure 2024 will bring
ups and downs for us all, but taking lessons
from the past and making sure we’re prepared
for what’s coming over the hill will help us all see
many more highs than lows!
The last few years have seen the fenestration
industry standing on the brink of a smart
revolution, and if the last quarter of ‘23 was
anything to go by, that revolution is now finally
in full swing. Tighter market conditions have
installers and fabricators alike looking for
differentiation to help get those sales over the line
– resulting in a huge uplift in interest in smart
security products.
As we continue to integrate smart security
features into fenestration products, there are
valuable lessons to be learned from the online
retail industry. Being probably the most mature
digital market, it provides insight after insight.
Understanding consumer behaviour
Online retail has thrived by deeply understanding
and responding to consumer behaviour. Key to
its success is the ability to anticipate customer
desires, adapt quickly to changing preferences,
and deliver personalised experiences.
Indicators from some recent high-profile
casualties (think Wilko’s on the high street), show
that an inability (or unwillingness) to pivot to
current consumer demand can be catastrophic.
Fenestration industry professionals must similarly
focus on understanding their customers’ evolving
preferences for smart security features in doors
and windows.
Convenience and ease of use: a priority
The ease of browsing, selecting, and purchasing
products online has set new standards for
consumer expectations. In the context of smart
fenestration, this translates to prioritising
user-friendly design and installation processes.
Installers and manufacturers must ensure that
integrating smart security features into windows
and doors is as hassle-free as ordering a product
online. This involves simplifying the installation
process, offering clear instructions, and ensuring
compatibility with existing home set-ups. Making
something simple is hard work, but it is crucial
for the success of a digital product these days.
Trust and reliability: building confidence
Trust is the cornerstone of online retail, achieved
through secure transactions, quality products,
and dependable customer service. In fenestration,
trust is gained by ensuring that smart security
features are reliable, robust, backed by strong
customer support, and come from an established
and reliable business. Providing warranties,
responsive troubleshooting, and demonstrating
the tangible benefits of enhanced security helps
in building this trust.
Educating consumers beyond the purchase
Online retailers don’t just sell products; they
educate consumers. From detailed product
descriptions to reviews and FAQs, they provide
comprehensive information that aids in decisionmaking.
Through our Pro Installer Scheme,
installers can adopt a similar approach by
educating homeowners about the benefits and
operation of smart security systems. Informative
content, demonstration videos, and hands-on
training for installers are all provided to demystify
smart technology, making it easier to sell.
Feedback and continuous improvement
Online retailers thrive on feedback, using it
for continuous improvement. Similarly, the
fenestration industry should use installer and
homeowner feedback to refine smart security
products. At Kubu, we have been actively
encouraging reviews, conducting surveys, and
seeking feedback during installations, providing
us with valuable insights into user experience and
areas for enhancement that no amount of preplanning
could ever achieve. Experience, iteration
and refinement are key.
Adapting to market trends
Just as online retailers stay ahead of market
trends, fenestration needs to keep abreast of the
latest developments in smart home technology
too. By working with Kubu, you can be safe in the
knowledge that you will always be at the forefront
– allowing you to focus on your core business.
Engaging the digital consumer
Online retail marketing strategies are driven by
digital engagement. Fenestration professionals
must leverage digital platforms to promote smart
security features effectively. Websites, social media
campaigns, and digital advertising can reach a
wider audience, showcasing the benefits of smart
security in an engaging and relatable manner.
The path forward: smart as standard
The journey towards integrating smart security
into the fenestration industry is not without
challenges, but it presents a wealth of
opportunities.
By learning from the successes and strategies
of online retail, fenestration professionals can
navigate this transition effectively. Embracing
consumer-centric approaches, prioritising ease
of use, fostering trust, and continuously adapting
to changing consumer needs are key to making
smart security a standard in homes, ensuring
that windows and doors are not just functional
but also intelligent components of the modern,
smart home. Let’s smash it in 2024!
Contact Kubu:
0330 555 9545
getkubu.com
40 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

9:41
1 x door unsecure
All windows secure

The Sketch
STILL OUTSELLING SLIDERS...
This edition of The Sketch from software specialist Tommy Trinder provides the latest data
on aluminium bi-folds, which are currently still outselling sliders... but it’s getting close....
42 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Explore our products or find out
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Contract Taking Account Talk
CASH FLOW WOES?
Simon Jarman, CEO of Clever Bean Accounting, discusses the importance
of regular cash flow forecasting in the window and door industry.
Italk to businesses in this sector every day
and there is one recurring issue that affects
almost everyone, regardless of size, whether
they are thriving or struggling. Unfortunately, too
many window and door businesses suffer from a
lack of cash and too many owners don’t have a
sufficiently tight control of the situation.
Bank balances are typically checked every day
and there is generally a view as to whether
outgoings can be covered in the upcoming week
or so, but there is little grasp of anything beyond
that. As a result, it comes as a surprise when
a significant VAT or tax bill falls due and there
aren’t sufficient funds in place.
Cash flow is the lifeblood of any business, and it’s
often the difference between success and failure.
Even if your profit and loss account looks healthy,
the inability to pay staff or creditors can quickly
derail you. A profitable business can still fail if it
runs out of cash.
Healthy to critical
And situations can change very quickly. It
only takes a few late-paying customers, some
unexpected expenses, or a seasonal fluctuation
in demand to rapidly turn a healthy outlook into
a critical one. I’ve seen this happen first-hand
in just the last week. And small businesses tend
to feel this pain most as they often don’t have a
cash buffer to weather short term challenges.
The solution is to introduce a robust system of
cash flow forecasting. This allows businesses to
remain agile, foreseeing potential pinch points
well in advance, providing the time needed to
make necessary adjustments and effectively
manage cash flow.
Regular cash flow forecasting allows businesses
to improve financial decision-making. With a
clear understanding of your future cash position
you can make informed decisions regarding
investments, expenses, and growth opportunities.
It can lead to better relationships with
stakeholders who often require insight into your
cash flow. Accurate forecasts demonstrate your
commitment to financial transparency, which can
help build trust. And it can provide peace of mind.
Knowing that you are in control of your cash flow
can reduce stress and uncertainty, allowing you
to focus on growing your business.
My recommendation to every business, regardless
of size, is to prepare two key cash flow forecasts
on at least a monthly basis:
Simon Jarman
“Cash flow is often the
difference between
success and failure”
1. A 13-Week Receipts and Payments
Forecast: This detailed forecast examines
every anticipated incoming and outgoing
cash item over a three-month period.
Preparing this forecast requires some
effort and a comprehensive knowledge of
your business, including factors such as
expected customer payments, order book
conversion into sales, supplier payments,
HMRC obligations, payroll expenses,
financing costs, capital expenditure, and
other one-off costs. Typically, this forecast
aims to predict the closing cash balance
at the end of each week during the 13-
week period, but in extremely tight cash
situations, it may be beneficial to forecast
the cash balance daily. This is a significant
effort, but sometimes essential.
2. A Medium-Term Forecast: Spanning six-
12 months, this forecast predicts monthend
cash balances based on budgeted or
latest estimate revenue, costs and profits.
It considers expected changes in working
capital, capex, financing costs, tax, and
other relevant factors.
Hands-on approach
If your business enjoys a healthy cash position
and can tolerate some cash fluctuation, there are
some great software tools available that leverage
your historic cash data alongside your budget
to project your cash position with minimum
effort. However, if your business struggles with
cash flow, I strongly advocate adopting a more
hands-on approach using a spreadsheet. This
method generally offers a much higher degree of
accuracy.
In conclusion, cash flow forecasting is an
essential tool for all business owners. It provides
a clear understanding of your cash position, helps
plan for the future, and significantly enhances the
ability to weather financial storms.
Contact Clever Bean Accounting:
www.cleverbeanaccounting.co.uk
Email: simon@cleverbeanaccounting.co.uk
44 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Amazing Trade Discounts
PVCU Windows, doors and conservatories
Value
£
Fast Delivery
Fantastic real trade prices and same
day quotes!
Short lead times with fully tracked
deliveries made nationwide by our
own fleet
Quality
Quality assured ISO 9001 British
products manufactured to your
exact specification
Service
Long serving and fully industry
experience staff looking after you,
from quote to delivery!
Visit our website for our full range of products
www.crystal-direct.co.uk
Contact us today for a great deal on your
next job, you’ll be glad you did!
Call - 01462 489 900 or
Email - sales@crystal-direct.co.uk

Roof Glazing
SUPPLYING SUCCESS
Tracey Jackson, Business Development Manager for Howells Patent Glazing,
explores what installers should look for in a roof glazing supplier.
Glazed extensions are a modern way to
add more space and light to a property.
A popular choice with homeowners,
they work equally well on new-build properties
right through to mid-century houses. They are
also being used increasingly by architects to
create separation between the old and the new
when extending period properties; a design choice
seemingly approved by most planning authorities.
While there’s the onerous and expensive glass
structure, most homeowners opt for a more
conventional glazed extension usually with
a steel frame, large, often floor to ceiling glazing
and sliding or bi-folding doors. This option doesn’t
typically require any specialist services. Instead,
the suitably experienced architect and builder/
self-builder will choose to work with a glazing
and/or door specialist.
There are opportunities aplenty across the UK for
installers and home improvement companies who
are either already established in delivering this
service or wanting to extend their offering.
If you fall into the latter and are looking for ways
to tap into this lucrative corner of the home
improvement market, then there is a key product
which you must make available to your customers
– a roof glazing solution, be it rooflights, roof
lanterns or patent glazing.
Roof glazing is essential in a single-storey
extension. Not only does it let in more light
than vertical glazing, but it also allows daylight
to penetrate deeper into the property. This is
the reason behind its popularity. In extending,
homeowners are finding it harder to get light into
the heart of the home, roof glazing helps them
overcome this issue, without having to rely on
costly electric lighting during the day.
So, having decided to add this product solution to
your portfolio, what should you be seeking from
your supplier?
Consider: experience
You want a supplier who knows their stuff. Look
for well-established specialist manufacturers.
They will have the necessary experience, skill and
knowledge to guide you through the selection and
order process, and ensure you are choosing the
right product for the job.
Be sure to check out their website and social
media too – are they sharing images and project
updates? Do they show a range of applications,
old and new buildings, a variety of products? If
so, then they will likely be a one-stop shop – a
good, solid and reliable supplier who can help you
with pretty much anything. Building relationships
with trusted suppliers is invaluable when
developing areas of your business.
Consider: range
You don’t want to limit your options by choosing
a supplier with limited capabilities. If they’re
selling off-the-shelf rooflights and not a lot else,
then this will impact your customer reach. Glazed
extensions call for large expanses of glass. Often,
standard rooflights simply won’t cut it.
Look at the breadth of the range. Do they provide
a bespoke service? Do they use a systems house,
or do they design and manufacture their own
system, giving them greater flexibility?
Quality is also a critical factor. Look for proven
performance and independently verified test
certification for weathertightness, resistance
to snow and permanent load and thermal
performance.
Pay attention to material choice too. While you
may be used to supplying PVC fenestration
products, aluminium is gaining awareness
and popularity and is truly the best option
for any roof glazing solution. Slim sightlines,
durability and superb aesthetics make this a
desirable, premium option for homeowners.
Then, of course, there’s the option to choose
from thousands of colours and textures for the
powder-coated finish.
Consider: support
This is particularly important if this is your
first foray into roof glazing. While they may
appear simple, often they require a technical
specification to achieve the correct outcome.
Large expanses of glass can lead to overheating,
for example, so the right glass is essential,
as is the orientation of the glazed roof system
(something which a professional architect should
consider first). Then, your customer may also
require ventilation.
A good supplier will guide you through this
process. They will have the skill and expertise to
support you from design to install. Look for those
who also offer installation guidance/instructions
and training. Support such as this can save manhours
and keep call-backs to a minimum.
Howells Patent Glazing is an established
manufacturer of roof glazing systems with more
than 50 years’ experience supplying to the
domestic and commercial markets. The company
provides products on a supply only and supply
and fit basis.
Contact Howells Patent Glazing:
01384 820060
www.howellsglazing.co.uk
46 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

The SupaLite Tiled Roof System
remains one of the market
leading, lightweight roof
systems in the home
improvement industry, since
2012. The perfect solution for
replacement conservatory
roofs or new build applications,
which is easy to install and will
outlast alternative timber
systems.
RELIABLE, QUICK & EASY
Roofs manufactured and
delivered in one easy delivery
across the UK within 7 days
INSTALLER NETWORK
Reputable national installer
network scheme available
providing consumer leads
PEACE OF MIND
System is fully calculated
and accredited for building
regulations approval
ROOF TILE CHOICE
A wide choice of lightweight
ExtraLight tiles or Tapco Slate
in various colours
GLAZING OPTIONS
Optional SkyVista panels or
opening roof windows available
in various sizes and specifications
MARKETING SUPPORT
Full and extensive marketing
support available for all
customers
For more information regarding the SupaLite Tiled
Roof or any of the extended SupaLite range, get in
contact using one of the below methods.
www.supaliteroof.co.uk sales@supaliteroof.co.uk 01772 629960

Updates
Prefix Systems believes that 2024 will be the year in which diligent installation companies will
move over to solid roof solutions that are 100% ‘warm’ by design.
A ‘warm roof’ by definition is one where the insulation sits above the rafters and not just in between.
Chris Cooke, director of Prefix Systems, said: “Ask your current solid roof supplier if their insulation sits
above the rafters, if it’s a no, then it is not a warm-roof – it’s a cold roof. Furthermore, you’re at risk by
installing such products in terms of remedials and importantly the risk of losing out on future referral
sales. Warm roof design ensures roofs perform not just in terms of years, but for decades.
“Our award-winning WARMroof solution is part of a permanent solution to the home, much in the same
way that a Building Inspector would prefer to see a warm roof constructed extension, and it’s a must that
we should as an industry think in the same way.” www.prefixsystems.co.uk
For further glazed extensions updates visit www.total-installer.co.uk
PREFIX HAILS 2024 'THE YEAR FOR WARM ROOF DESIGN'
GENERATE LEADS WITH PST
Production Software Technology (PST), a leading provider of software solutions for the glazing
industry, has launched a new lead generation tool to help conservatory installers gain valuable
insights into customer engagement and trending products.
The new tool works in conjunction with vsHome AR, PST’s software solution that allows installers to
share product designs with customers to view in augmented reality as either a life size representation on
the side of their home, or as a tabletop view through their smartphone or tablet.
MD Neil Travers said: “By combining our vsHome AR app with the lead capture feature, installers can
not only generate new leads, but also provide a personalised experience for potential customers. We believe that this tool will truly revolutionise how
installers connect with their target audience and ultimately drive business growth.” www.pstonline.co.uk
SALES OF LEKA XI UP 20% IN 2023
Leka Systems has announced that sales of its innovative modular conservatory system, the
Leka Xi, were up 20% in 2023.
Rhys Hoddinott, MD of Leka Systems, said: “As this sales increase shows, the Leka Xi brings huge
added value to homeowners – and to fabricators’ and installers’ portfolios.”
The Leka Xi is a quick to install, thermally efficient alternative to a traditional block or brick-built
conservatory base or wall. It consists of highly engineered, pre-fabricated modular sections that are typically
installed on concrete pads or ground screws in a matter of days, offering significant time savings and
minimising disruption. The modular sections also make the product ideal for homeowners with limited or no
rear property access because it can be carried through in individual pieces. www.lekasystems.co.uk
NEW BLIND 'ATTRACTIVE OPTION' FOR ROOF GLAZING
Key additions to the Morley Glass range in 2023
included an integral blind for flat glass rooflights
With a host of new products launched, multiple award wins and a busy FIT Show behind it, Morley
Glass says it has not only strengthened its position as the UK’s market leader in integral blind
systems, but developed strong foundations for a successful 2024.
Over the past 12 months, the company has brought a variety of new integral blind products to the UK
market, unlocking ‘valuable new market potential for installers’. Most notable of these was a new integral
blind for flat glass rooflights, a high-quality pleated blackout blind with motorised operation encapsulated
within a high performance double glazed unit. Morley reports that this is already providing installers with
an ‘attractive option’ for homeowners who are looking to complete their new roof glazing installation,
particularly where properties are overlooked. www.morleyglass.co.uk
48 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Motorised Brushless
Cord Control
S Slider
Symmetrical Slider
Solar Control
Sliding Venetian
NEW YEAR
NEW BLINDS
Manual or Automated
Venetian or Pleated
Start your
2024 Home
Improvements
Our collection now boats
4 NEW IMPRESSIVE COLOURS
Wide range of colour options
Solution for new build or retrofit
Agate Grey Slate Grey Dual Colour
White on Anthracite
Black
0113 277 8722
sales@morleyglass.co.uk

Contract Automated Talk CRM Systems
MAKING PROGRESS WITH AUTOMATION
Paul Hines, MD of Hinckley-based Progress Windows, Roofline and Conservatories,
explains how Business Pilot made his efficient business run even more efficiently.
Before we used Business Pilot, we were very
manually driven. I’d say we were working
hard rather than working smart.
We have great people working here at Progress,
but people can forget and have bad days. The
challenge for any double glazing company is its
communication, and for the most part this would
consist of phone calls: What stage is this job at?;
When will the survey be?; What time is the rep
coming around?; Who is the rep?; etc.
Managing that process using a manual system
was almost unmanageable, because of the time
and resources it took! And, of course, there was
the impact on the customer experience. They
didn’t want to spend their time chasing window
installation companies. And people’s expectations
are higher these days – customers expect to be
looked after and kept informed.
We’ve never not cared for our clients, but that’s
hard to get that across with a manually driven
system. Occasionally something would slip
though the net, and a customer would not be
completely satisfied, which is not where we
wanted to be.
Before we took on Business Pilot, we all had
access to a central spreadsheet, and some of
us kept records on paper. It all worked to a point
because all the information was there, and I’d say
we were better organised than many companies
in the industry.
But even with what we were doing, we just couldn’t
keep up with the expectations of all our clients.
What we needed was automation. Our system
only did what we told it to, and we needed to take
the next step forward.
Since moving to Business Pilot to manage our
internal processes and our relationship with
customers, we’ve ultimately been able to take on
more work, because it is a lot more automated,
more predictable, more systematic, and more
processed. That technology simply allows you to
“People’s expectations are higher these days –
customers expect to be kept informed”
spread your net further, and we have taken on
more clients because we now have a system to
deal with them.
The biggest potential problem I saw when
we invested in Business Pilot was the lack
of willingness by some employees to use the
technology, or even to use computers – especially
the fitters. But it is so user friendly that anyone
can use it – and everyone is! In fact, I asked
my staff to research the market, and they chose
Business Pilot.
Communicating with the customer
‘Automation’ is one of those words people use
that others struggle to understand. For us, it has
some real benefits, especially when it comes to
communicating with the customer. And there are
contact points at every stage along the quoting,
buying and installation journey.
For example, once a potential customer
is entered into the system, they will get an
automatic email to say ‘thank you’ and to give
details of the next step, which is to set up a
meeting with the representative.
I remember getting a call from a customer on the
second day we had Business Pilot, asking which
rep would be seeing them, and when. Normally,
we would have taken their details, and I would
have rung round everyone to find out who it was.
I would have then told that person to ring the
customer (and hoping that they did), otherwise
we would have been in the dark. Instead, on this
second day, the customer rings through, and
within three clicks we were able to say: “Yes, it’s
Keith coming to see you at one o’clock tomorrow.
He’ll see you then.”
There’s a time saving, but actually it’s the
customer experience that’s the most important.
They left having had their question answered
immediately, feeling empowered as a result.
Business Pilot has changed my business, and
our customer feedback proves it. If you want to
improve your business with the use of a CRM
system, then go for it. You won’t regret it.
Contact Business Pilot:
0333 050 7560
www.businesspilot.co.uk
50 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

34122
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ALSO
PG3800A
GENERATORS
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exc. WAS inc.
Model
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ELECTRIC HEATERS
CON850B RECIPROCATING
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&
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16/550 3HP 14.5 50ltr £249.00 £298.80
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BARNSLEY Pontefract Rd, Barnsley, S71 1EZ 01226 732297
B’HAM GREAT BARR 4 Birmingham Rd. 0121 358 7977
B’HAM HAY MILLS 1152 Coventry Rd, Hay Mills 0121 7713433
BOLTON 1 Thynne St. BL3 6BD 01204 365799
BRADFORD 105-107 Manningham Lane. BD1 3BN 01274 390962
BRIGHTON 123 Lewes Rd, BN2 3QB 01273 915999
BRISTOL 1-3 Church Rd, Lawrence Hill. BS5 9JJ 0117 935 1060
BURTON UPON TRENT 12a Lichfield St. DE14 3QZ 01283 564 708
CAMBRIDGE 181-183 Histon Road, Cambridge. CB4 3HL 01223 322675
CARDIFF 44-46 City Rd. CF24 3DN 029 2046 5424
CARLISLE 85 London Rd. CA1 2LG 01228 591666
CHELTENHAM 84 Fairview Road. GL52 2EH 01242 514 402
CHESTER 43-45 St. James Street. CH1 3EY 01244 311258
COLCHESTER 4 North Station Rd. CO1 1RE 01206 762831
COVENTRY Bishop St. CV1 1HT 024 7622 4227
CROYDON 423-427 Brighton Rd, Sth Croydon 020 8763 0640
DARLINGTON 214 Northgate. DL1 1RB 01325 380 841
DEAL (KENT) 182-186 High St. CT14 6BQ 01304 373 434
DERBY Derwent St. DE1 2ED 01332 290 931
DONCASTER Wheatley Hall Road 01302 245 999
DUNDEE 24-26 Trades Lane. DD1 3ET 01382 225 140
EDINBURGH 163-171 Piersfield Terrace 0131 659 5919
BELT
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CDP5EB 350 / 5 £99.95 £119.94
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230
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EXETER 16 Trusham Rd. EX2 8QG 01392 256 744
GATESHEAD 50 Lobley Hill Rd. NE8 4YJ 0191 493 2520
GLASGOW 280 Gt Western Rd. G4 9EJ 0141 332 9231
GLOUCESTER 221A Barton St. GL1 4HY 01452 417 948
GRIMSBY ELLIS WAY, DN32 9BD 01472 354435
HULL 8-10 Holderness Rd. HU9 1EG 01482 223161
ILFORD 746-748 Eastern Ave. IG2 7HU 0208 518 4286
IPSWICH Unit 1 Ipswich Trade Centre, Commercial Road 01473 221253
LEEDS 227-229 Kirkstall Rd. LS4 2AS 0113 231 0400
LEICESTER 69 Melton Rd. LE4 6PN 0116 261 0688
LINCOLN Unit 5. The Pelham Centre. LN5 8HG 01522 543 036
LIVERPOOL 80-88 London Rd. L3 5NF 0151 709 4484
LONDON CATFORD 289/291 Southend Lane SE6 3RS 0208 695 5684
LONDON 6 Kendal Parade, Edmonton N18 020 8803 0861
LONDON 503-507 Lea Bridge Rd. Leyton, E10 020 8558 8284
LUTON Unit 1, 326 Dunstable Rd, Luton LU4 8JS 01582 728 063
MAIDSTONE 57 Upper Stone St. ME15 6HE 01622 769 572
MANCHESTER ALTRINCHAM 71 Manchester Rd. Altrincham 0161 9412 666
MANCHESTER CENTRAL 209 Bury New Road M8 8DU 0161 241 1851
MANCHESTER OPENSHAW Unit 5, Tower Mill, Ashton Old Rd 0161 223 8376
MANSFIELD 169 Chesterfield Rd. South 01623 622160
MIDDLESBROUGH Mandale Triangle, Thornaby 01642 677881
BIG
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VISIT YOUR LOCAL SUPERSTORE Open Mon-Fri 8.30-6.00, Sat 8.30-5.30, Sun 10.00-4.00
NORWICH 282a Heigham St. NR2 4LZ 01603 766402
NORTHAMPTON Beckett Retail Park, St James’ Mill Rd 01604 267840
NOTTINGHAM 211 Lower Parliament St. 0115 956 1811
PETERBOROUGH 417 Lincoln Rd. Millfield 01733 311770
PLYMOUTH 58-64 Embankment Rd. PL4 9HY 01752 254050
POOLE 137-139 Bournemouth Rd. Parkstone 01202 717913
PORTSMOUTH 277-283 Copnor Rd. Copnor 023 9265 4777
PRESTON 53 Blackpool Rd. PR2 6BU 01772 703263
SHEFFIELD 453 London Rd. Heeley. S2 4HJ 0114 258 0831
SIDCUP 13 Blackfen Parade, Blackfen Rd 0208 3042069
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STOKE-ON-TRENT 382-396 Waterloo Rd. Hanley 01782 287321
SUNDERLAND 13-15 Ryhope Rd. Grangetown 0191 510 8773
SWANSEA 7 Samlet Rd. Llansamlet. SA7 9AG 01792 792969
SWINDON 21 Victoria Rd. SN1 3AW 01793 491717
TWICKENHAM 83-85 Heath Rd.TW1 4AW 020 8892 9117
WARRINGTON Unit 3, Hawley’s Trade Pk. 01925 630 937
WIGAN 2 Harrison Street, WN5 9AU 01942 323 785
WOLVERHAMPTON Parkfield Rd. Bilston 01902 494186
WORCESTER 48a Upper Tything. WR1 1JZ 01905 723451
CCM125D
PROFESSIONAL
ROUTER
• Plunge depth
up to 66mm
• Variable
speed
• Inc. 1 /4",
3/8" & 1 /2"
collets
FROM ONLY
£ DOUBLE
29 DOUBLE exc.VAT
.98
£35.98 FOOTER inc.VAT
INC. DISC
& HANDLE
GARAGES/
WORKSHOPS
CR4
ONLY
£ DOUBLE
94 .99 exc.VAT
DOUBLE £113.99 FOOTER inc.VAT
ANGLE GRINDERS
CON1150
# WAS £87.59 inc.VAT
Model Disc (mm) Motor exc.VAT inc.VAT
CAG800B 115 800W £29.98 £35.98
CON1150* 115 1150W £36.99 £44.39
CAG2350C# 230 2350W £69.98 £83.98
WET
& DRY
VACUUM
CLEANERS
Compact, high
performance wet & dry
vacuum cleaners for
use around the home,
workshop, garage etc.
PRICE CUT
NOW FROM ONLY
£
249 exc.VAT
.00
£298.80 inc.VAT
WAS £310.80 inc.VAT
PRICE CUT
NOW ONLY
£
209 exc.VAT
.98
£251.98 inc.VAT
WAS £298.80 inc.VAT
BRIGHT WHITE INTERIOR
* WAS £45.59 inc.VAT
PRICE CUT
£ DOUBLE
59 exc.VAT
.98
£71.98 inc.VAT
WAS £75.59 inc.VAT
CVAC20P
IDEAL FOR RAIN &
SUN PROTECTION
LENGTH
UP TO
40'
Model
size (LxWxH)
m exc.VAT
WAS
inc.VAT
NOW
inc.VAT
CIG81212 3.6 x 3.6 x 2.5 £249.00 £310.80 £298.80
CIG81015 4.5 x 3 x 2.4 £279.00 – £334.80
CIG81216 4.9 x 3.7 x 2.5 £329.00 – £394.80
CIG81020 6.1 x 3 x 2.4 £349.00 – £418.80
CIG81220 6.1 x 3.7 x 2.5 £399.00 – £478.80
CIG81224 7.3 x 3.7 x 2.5 £499.00 – £598.80
CIG1432 9.7x4.3x3.65 £1099.00 – £1318.80
CIG1640 12x4.9x4.3 £2599.00 £3478.80 £3118.80
5 EASY WAYS
TO BUY...
SUPERSTORES
SUPERSTORES NATIONWIDE
ONLINE
www.machinemart.co.uk
TELESALES
0115 956 5555
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Calls to the catalogue request number above (0844 880 1265) cost 7p per minute plus your telephone company’s network access charge. For security reasons, calls may be monitored. All prices correct
at time of going to press. We reserve the right to change products and prices at any time. Check online for latest prices. All offers subject to availability, E&OE. * Terms & conditions apply see machinemart.co.uk/finance for more details

Contract The View Talk from Certass TA
NO COMPETENCE WITHOUT EXPERIENCE
Jason Clemmit, Managing Director at Certass, explains why it’s not just knowledge and
I
know by now everyone is probably feeling
a little overloaded with the Building Safety
Regulator and the Act, and all the talk about
competence in the construction workforce, but
this piece is to express my thoughts on the
journey to competence.
To be classed and certified as competent, a
person must have the appropriate knowledge,
skills, behaviours, and experience.
skills that are vital when it comes to competence.
Knowledge and skills, and indeed to an extent
behaviours, can be obtained from on-the-job
(show and do), structured training such
as classroom and simulated work, or a
combination of both. This may be backed
by a recognised qualification, but that is
not a hard rule. A qualification, such as an
apprenticeship, is a great way into any trade but
that’s all it is – an entry point.
Left: Jason Clemmit
“They say you only start learning to drive
after passing your test. Becoming competent
is the same thing”
It is also critical to remember that in our industry
informal on-the-job training is the more prevalent
method of bringing new workers into our industry,
starting as fitters’ mates. There are of course
issues with this in the likelihood of knowledge
gaps and incorrectly learned behaviours.
As someone who entered the construction
industry at 16 via an apprenticeship and then
worked through a range of additional academic
training, I can’t stress enough how I fully support
a good quality apprenticeship as the lifeblood of
any industry. However, the key to competence
is the gradual build-up of experience over time,
progressively increasing responsibility and job
complexity with appropriate support from more
experienced workers.
They say you only start learning to drive after
passing your test. Becoming competent is the
same thing. Whether it’s a trade or a degree
graduate, you wouldn’t give the tradesperson a
complex project such as a high-rise building or a
graduate the CEO role the day after receiving the
qualification certificate.
So, what about assessing competence? As
described above, there are multiple routes into
the job role. So, the competence assessment
needs to be flexible and a key element is exploring
a person’s experience.
This is the key area for the Competent Person
Schemes’ Mandatory Technical Competence (MTC).
It sets a framework for assessing an individual’s
skills, knowledge, behaviours and critically, their
experience. You can’t sit an MTC the day after
gaining a qualification – on-the-job experience
is required. Generally, the assessment requires
structured questioning, a professional discussion
to explore work experience and knowledge (both
technical and soft skills), and an observation in the
workplace of skills and behaviours.
Another key difference between qualification
and competence is that a qualification is a
point in time, in many cases, it can be more
of a memory test than anything else; whereas
competence requires ongoing assessment to
ensure that a person remains competent. I feel
that competence relates more to ‘understanding’
what, why and how you are doing a task rather
than just remembering how to do it. After all,
skills develop over time, required knowledge,
and expected behaviours change over time
and these all feed your understanding of your
role. Competence assessments often identify
additional training that is required which can
often be fulfilled with short courses designed for
specific common gaps or changing needs.
Qualification and competence assessments both
have their place, but they are different things
and should be treated as such. This is key to
knowing yourself, your personnel, and the persons
in your industry.
Contact Certass Trade Association:
01292 292 095
certassta.co.uk
52 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Membership
just £24.95 +VAT
per month
Job registrations
from £1.50 +VAT
It’s time to switch to
The certification body that’s on your side
Direct line to our Chair through
Facebook forum
Heads-up on future regulation &
Government position
Free Certass Trade Association
membership
Free listing on our
“Find an Installer” search
Free unique company profile
page
Free customer ratings
Legal, Tax, HR & Health and
Safety advice
Technical & installation advice
Free Covid secure procedure pack
JOIN US
TODAY
Call
01292 502 398
Email
info@certass.co.uk

Contract Quoting Software Talk
GOING 'UPMARKET'
The desire amongst installers to ‘attract more high-end clients’ has become a primary reason
for seeking new quoting software, according to latest research from Tommy Trinder.
Tom Barfield, Business Development
Consultant to Tommy Trinder, speaks to
a lot of window installers; he’s carried
out more than 170 demos of the firm’s market
leading sales app over the last six months.
And, according to Tom, when it comes to buying
software, it’s all change:
“During the pandemic it was all about saving
time. Installers, working all hours to keep up,
turned to Tommy in the need for speed; as a
means to get quotes out more efficiently. Quite
honestly, installers just wanted their evenings
and weekends back!
“But 2023 was totally different. The going got
tough, and installers quickly recognised that
there’s more to winning hearts and wallets than
simply getting a quote out of the door. Installers
have been on the hunt for software that will wow
homeowners; tools to help position them at the
upper end of the market selling quality products
to discerning customers.”
The rise and rise of Tommy Trinder is welldocumented;
from a standing start four years
ago the firm has grown rapidly to become the
go-to quoting app for over five hundred window
installers. The ‘flight-to-quality’ amongst installers
in 2023 has spurred further gains for the firm, with
more than 20 installation companies now signing
up to use the app every month.
Commenting on the changing role of software in
the industry, Chris Brunsdon, founder & CEO of
Tommy Trinder says:
“The cold wind that has been blowing in the
bottom half of the market seems set to continue
for some time, so it’s no wonder that installers
are actively seeking out tools that will help them
stand out from the pack.
“Tommy Trinder makes it easy to show off
premium features such as foils, dual colours,
“Installers quickly recognised that there’s
more to winning hearts and wallets than simply
getting a quote out of the door”
dummy vents, mechanical joints, flush
casements, surface mounted bars, premium
ironmongery etc. in a visual and engaging way.
With sales of basic white windows dwindling,
installers are telling us these details are key to
making the most of every opportunity.
‘Makeover’ magic
Another key weapon when selling to the premium
market is the ‘makeover’. Tommy Trinder report
that around 100,000 homeowners received
a quote generated by the app in 2023, and
notably 60% of quotes were accompanied by a
‘makeover’.
“The makeover, where installers provide a
mock-up to the homeowner of their new windows
in situ, is definitely becoming a staple part of the
quoting process,” says Chris.
“When you consider the ease with which
consumers are able to model other significant
purchases like cars or kitchens, it feels inevitable
that offering the client a visual of windows and
doors will become the norm.
“Customers love being able to try before they
buy – trying out different styles, colours and bar
options and instantly seeing the results in situ.
It all adds up to a memorable and compelling
buying experience.”
Installers can find out more about Tommy Trinder
and book a free demo at www.tommytrinder.com
Contact Tommy Trinder:
0117 3637370
www.tommytrinder.com
54 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

” Our sales have
risen 20% in six
weeks with
Tommy Trinder.”
Chris Nelson
West Cornwall Plastics
...and it’s as simple as
sketching on a pad.
book a demo - www.tommytrinder.com

Article Glass
OPEN-PLAN TO BROKEN-PLAN
Glass is the ideal material for zoning open-plan living and working spaces.
But how easy are sliding doors and balustrades to install and maintain?
Simon Boocock, Managing Director of CRL Europe, takes a look...
Open-plan living has become
more of a lifestyle choice
than a passing trend, with
homeowners keen to maximise
space, light and flow by removing
walls and creating a cohesive
atmosphere. Not restricted to
residential properties, openplan
working environments are
popular too, with some studies
even suggesting that such spaces
encourage productivity and aid
employee wellbeing.
However, while open-plan living and working has
clear advantages, there are negative aspects to it
too. Noise travels easily from one area to another,
for example, making it difficult to concentrate in
an office environment, or to enjoy a spot of TV
without disturbance from the sound of cooking
appliances when at home.
Lack of privacy
Personal space and privacy can also be lacking. If
you need solitude or silence it may be necessary
to move to a different area of the house
altogether. High concentration activities can be
hard to complete and discrete conversations
will have to move to a different area. While rugs,
carpets, and heavy furniture can act as sound
barriers, filling the space with too many can
defeat the purpose of the open concept floor plan
in the first place.
This has given rise to a new trend in the form of
‘broken plan living’, a phrase used to describe open
spaces that feature different levels or retain some
walls to create distinctive zones and areas with
quiet or privacy. In practice, this could be achieved
in several ways using glass. For instance, an open
plan kitchen and open plan living room may remain
next to each other, but on different levels and
“Glass is a popular
option for creating a
‘broken plan’ space”
perhaps with glass balustrades between them, to
reduce sound transference.
Alternatively, sliding doors across an area provide
the flexibility of having a space open or closed
off quickly, great for working at home or in an
office environment. Glass is a popular option for
creating a ‘broken plan’ space. The natural flow
of light is not restricted and there is no visual
obstacle that can often make spaces look and feel
much smaller, yet glass is a good sound barrier
and a stylish addition to any décor. Frameless
sliding glass doors or balustrades such as those
from CRL work seamlessly in a contemporary or
classic setting and feature the latest ingenuity to
ensure they are straightforward to install.
With the trend for sophisticated matte black
hardware also on the rise, sliding glass door
hardware, such as the CRL Brooklyn frame
system, also offers the opportunity to incorporate
the latest looks into the installation.
For residential use, this taps into the move
towards open-plan living, acting as
an elegant and practical division
between kitchen and living areas,
for example, while enabling light
to flow throughout. Commercially,
the system is also perfect for use
in environments like restaurants or
offices too.
The minimalist style of the matte
black door frame has been developed
with classic lines to complement a
wide range of interior styles.
Smooth operation
The system is suitable for dropped ceiling and
fixed ceiling applications and allows for a vertical
adjustment of +/- 3 mm. It even gives the option
to install bi-parting doors with the use of an
extra set of clamps. Tested to 100,000 cycles for
quality assurance and with all relevant safety
certificates approved, CRL Brooklyn has an
enhanced double soft-close system, making it as
smooth in operation as it is in appearance.
For situations where glass balustrades are a
more suitable zoning option, perhaps where a
large open-plan space is split across several
levels, dry-glazed systems make life easier for
the installer. CRL MEGAgrip, for example, uses
screw-clamp technology with no requirement
for specialist tools, and enabling the glass to
be easily removed and replaced if required for
maintenance purposes.
Such solutions ensure that installing a wall of
glass for the perfect open to broken-plan living
and working solution, is light work.
Contact CRL:
01706 863600
www.crlaurence.co.uk
56 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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

Article PVC-U Windows & Doors
A CHANGING MARKETPLACE
Crystal Direct says it is modernising window fabrication and delivery. Here, Kevin Morgan,
Commercial Director, explains the ‘dropship vending’ approach and reveals why aluplast is
the ideal partner to help the fabricator achieve its goals for 2024 and beyond...
Established in 1990 by Martin Randall,
Crystal Direct has always prided itself on
leading the way when it comes to industry
trends and innovation.
The trade fabricator was one of the first to
recognise the market potential for coloured
fenestration products and now, the company is
building on its success supplying high street DIY
firms with made-to-measure windows and doors
that are delivered directly to site – known as
‘dropship vending’.
“We have very big plans for the future, mostly
in terms of dropship vending, and e-commerce
while retaining all of our core business trade,”
Crystal Direct’s Commercial Director Kevin
Morgan says.
“The market became really challenging in the
years since Covid, which led to a shift in how
people accessed windows and doors.
“We have been dropshipping for big brands such
as B&Q and Screwfix since around 2012, but
since the pandemic we’ve been getting enquiries
from many other well-known brands.”
Kevin explains that Crystal Direct fills a vital
role in the expansion of home improvement
e-commerce, where homeowners turn to trusted
high street names for their windows and doors,
who in turn want to pass on the responsibility for
manufacture and delivery to a third party.
“Those big companies don’t want to hold the
stock,” he says. “They want to have it delivered
direct, and they don’t want to play a big part in
the touchpoints.
“So, through our own fleet, we offer dropshipping
directly from a web platform or in a traditional way,
where the end-user gets the product directly from us.”
Kevin Morgan
“Covid led to a shift in
the way people access
windows and doors”
Crystal Direct has invested in all the touchpoints
that make the buying journey as smooth as
possible for the end-user. For example, they are
notified when they place the order, they get a
delivery date, and they are reminded right up to
the point of delivery.
Crystal Direct has invested heavily in its fleet
so that it can confidently meet its promises of a
quick nationwide delivery service.
The company has also built relationships with
supply partners so that product features, quality
and supply security match customers’ demands.
“We recently began working with aluplast, based
on the fact that their product is really quite
superb both in terms of its performance, its
robustness, but also its sustainability credentials,
which is really important to Crystal and our
customers,” Kevin says.
“From a sustainability and energy saving
perspective, aluplast’s ecotech profile – which
offers both performance and a unique extrusion
process ensuring the external walls are pristine
and the internal walls isolate recycled material
– coupled with a triple glazed option, means that
we can offer an industry-leading product.
“We want to be a unique fabricator, at the
forefront of sustainability movement, and
our partnership with aluplast underpins the
relationship we have with our customers, such as
Screwfix, Toolstation and Travis Perkins, as well
as our core trade business.”
aluplast’s investment in product development
continues with a new 76mm platform window.
The Ideal neo is an exciting new sustainable
window suite which satisfies current commercial
needs for both performance and design.
“Some of the big brands we deal with are developing
their own sustainability brands, and our relationship
with aluplast helps us to meet the criteria to be a
part of that premium offering,” Kevin says.
aluplast also helps Crystal Direct stay true to its
‘No.1 for choice, No. 1 for colour’ logo tagline,
as the majority of aluplast’s flush orders include
colour – now in many hundreds of combinations
with a range of 40 different finishes, including the
premium range woodec and aludec foils.
The systems supplier continues to invest heavily
in its foiling plants with new CNC foiling machines,
which allows it to maintain a strong supply.
“We have very big plans for 2024 and beyond, and it
is important we have like-minded supply partners to
accompany us on that journey,” Kevin concludes.
Hear more from Kevin at: glaze-tube.co.uk/thedropship-vending-route/
Contact Crystal Direct:
01462 489 900
crystal-direct.co.uk
58 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Calling all
installers...
With thenew
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snap-inglazing bead. Designed to
minimisetime on-site and maximise
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bi-fold door.
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Snap to it, scan
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your quote today.
T: 01923 803923 E: sales@arkaywindows.com
*Triple glazed

Updates
VIVALDA LAUNCHES NEW FIRE-RATED INFILL PANEL
Vivalda, a leading supplier of architectural façades and aluminium composite panels, has launched a new
product, designed to meet the growing demand for fire-rated products in the UK refurbishment market.
The new A2 rated panels are available in thicknesses from 28mm to 150mm and can be rebated to make them
suitable for all glazing systems and curtain walling. All Vivalda’s infill panels are tested to British Standard EN
13501-1: 2018.
Comprising a Lamella mineral wool core and a 1.5mm thick aluminium sheet to both faces, each panel is
polyester powder coated to achieve a wide range of colour and finish options.
The introduction of Vivalda’s new glazing panel has been widely welcomed by its existing customers who require
documentation for panels, and is the perfect solution for architects, councils, and installers who are pricing new
projects and have a requirement for A2 rated panels. www.vivalda.co.uk
JDUK OFFERS NEW AVANTI AUTOMATION SMART APP
JDUK Door Systems, the exclusive UK supplier of Avanti automation, is offering the new Avanti smart
app, which it says is ‘revolutionising garage door automation for homeowners and installers’.
This new addition to the Avanti range allows users to operate and view their garage doors remotely from their
connected devices.
Some of the key features of Avanti automation include adjustable door opening and closing speeds, ensuring
that each garage door operates at the perfect pace for homeowners’ needs, and automatic closing, which
enhances both security and convenience by closing the garage door automatically after a set period.
The smart app includes an integrated camera, providing homeowners with the ability to not only operate but
also view their garage doors on a live feed from anywhere. www.jdukltd.co.uk/side-hinged-doors/
THE LEAD VAULT: 'A FLEXIBLE WAY TO BUY LEADS'
Leads 2 Trade has updated its Lead Vault to provide its existing and any new installer members
with another avenue to buy leads – whatever their size and budget.
It will feature a range of lead types, from qualified with notes, exclusive to non-exclusive sold to you and
a maximum of one other, and web qualified forms from its comparison websites, all priced accordingly.
Andy Royle, co-founder, and Director of Leads 2 Trade, said: “We know it’s not one size fits all, and the
Lead Vault will appeal to that different type of lead buyer as well as our existing members who want to top
their lead volumes up [and] who may want different lead types with pricing to reflect that. There are no
minimum orders or weekly commitments, installers can pick and choose the leads they want, when they
want.” leads2trade.co.uk/about/membership-options/
REEDED GLASS RENAISSANCE
Pilkington United Kingdom has charted a 12-fold increase in Pilkington Reeded glass sales since 2016,
pointing to an art deco revival by interior designers and homeowners.
The glass giant sold more than 1,000% more Pilkington Reeded in 2023, compared to 2016 sales, as popularity
grew for the textured glass.
Glass merchant Park Glass, which supplies the full range from Pilkington UK, says Pilkington Reeded glass now
represents more than half of its sales in the texture glass category. This rise in popularity reflects a broader trend in
the design and architecture industry.
Offering ‘aesthetic appeal, functionality, and versatility’, Pilkington Reeded glass finds its typical applications in
modular walls, dividers, partitions, and doors. www.pilkington.com/en-gb/uk/householders/decorative-glazing
60 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

For further home improvement updates visit www.total-installer.co.uk
REGAL 'FITS THE BILL' FOR HIGH-END OPPORTUNITIES
Regal Aluminium says the large range of heritage and general aluminium products that it offers
are well-suited to customers looking for ‘high-end’ market opportunities.
Regal Aluminium’s Heritage Collection offers options to suit listed building renovations and largescale
refurbishment projects that have conservation requirements or planning constraints. In addition,
Regal offers a range of aluminium and PVC-U window and door solutions that are ideal for any installer
wanting to offer ‘premium value’ options.
Jason Bamford, Managing Director of Regal Aluminium, said: “In my 34 years in the industry, I’ve
learned the vital importance of flexing your business to support the market. Here at Regal Aluminium
that’s exactly what we’re helping our customers to do. The opportunities right now are in high-end
solutions, and our portfolio more than fits the bill.” regalaluminium.uk
FREEFOAM ADDS ANTHRACITE GREY TO RANGE
Freefoam Building Products has introduced Anthracite Grey to its growing range of PVC cladding products.
Anthracite Grey is now available across the full Fortex cladding range featuring three different styles of
board. The Weatherboard style is a feather edge product designed to give a clean ‘New England’ look; the
Double Shiplap range features a wide board giving quick coverage over large areas; and the most recent
introduction, the Shadow Gap board, offers a more subtle embossed finish with an attractive groove, giving
definition between boards. The use of colour in exterior home improvements has increased year on year with
greys continuing to be one of the most popular choices. Homeowners find that grey is a particularly practical
shade for exterior home improvements, being a neutral that works well with other shades and instantly brings
properties up to date, but doesn’t highlight dust and dirt like white does. www.freefoam.com
GAP BECOMES A GLAZPARTNER
Glazpart has announced that General All-purpose Plastics (GAP) has become a Glazpartner – the
marketing partnership set up by Glazpart to develop closer collaboration with customers for
mutual benefit.
GAP is a low maintenance PVC-U building product specialists which has been successfully supplying the
trade for 30 years for both the residential and commercial building markets. GAP has four manufacturing
hubs spread across the UK and has been manufacturing, distributing and stocking PVC-U systems for over
Glazpart’s Link Vent
25 years, including the Rockdoor composite door and HomeFrame PVC-U window and door brands.
GAP has been using Glazpart vents within its designs for over a year, upgrading to the Link Vent after the Building Regulations (Part F ventilation)
changed in July 2022. www.glazpart.com
SUPER DEPOTS OFFER 'BEST-IN-CLASS' SERVICE
Stevenswood’s customers are benefitting from Northern Building Plastics’ speed, service and
£1 million-stocked Super Depots following a partnership that sees NBP now supplying window
trims, roofline and rainwater goods to the successful trade counter business.
Neil Wright, Commercial Director at Stevenswood, said: “NBP’s £1 million stock holding per depot is
impressive, and its next day delivery offers a great service... On the very rare occasion there is an out-ofstock
product, it’s sourced from one of their other depots and delivered the following day.
“Our relationship with NBP gives us the confidence to grow sales of building plastics, knowing the
service we get is best-in-class and enabling us to pass on the same service to our customers.”
www.stevenswood.co.uk
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
JANUARY 2024 T I 61

Safety
STAY SAFE AT WORK THIS WINTER
If you’re working in bad weather, it’s imperative to ensure that the safety of yourself and
others is prioritised. With winter well underway, IronmongeryDirect provides some expert
tips to help you stay safe when working in difficult conditions...
1Monitor the weather
You should ensure that you’re constantly
keeping an eye on the weather to determine
what kind of work you can do safely.
For example, if there’s a thunderstorm you should
prioritise jobs that can be done indoors to avoid
getting caught in the rain. Similarly, in heavy
rain it is important to avoid work where slippery
surfaces can pose a health risk.
Working in an exposed position without any kind of
protection or shelter can be a serious hazard, so
it’s important to ensure that you’re monitoring the
conditions and adjusting your work accordingly.
2Avoid working at height
Most types of bad weather can make
working at height particularly dangerous, so
it’s important that you avoid these types of jobs
in bad conditions.
Whether it’s high wind making it more unstable
to work on exposed positions at height, or heavy
rain creating slippery surfaces that are more
dangerous to stand or walk on, jobs lower to the
ground are safer during bad weather.
3Be aware of your surroundings
Building sites are hazardous at the best of
times, and potential risks increase in the
bad weather. When you’re working and exposed
to the elements, ensure that you’re aware of
potential hazards that could be around you.
Check to see if scaffolding or equipment is secure
and not posing a danger to you or anyone else,
keep an eye out to see if any tools or materials
could pose a tripping hazard and remove them
if so. You should also try to be aware of other
people or activities going on around you so you
can safely avoid them.
4Secure loose materials and equipment
In high winds and heavy rain, loose
materials and equipment can pose a
serious risk if they aren’t properly secured.
In bad weather, unsecured items can move
around and potentially cause disruption to a work
site, which could result in either additional time
spent clearing up and replacing the materials, or
in the worst case, they could pose a danger to
yourself or others on site.
5Don’t hesitate to stop
Weather can progressively get worse as the
day goes on, and what may have started out
as workable conditions may deteriorate to a point
where it is no longer safe to continue working.
If this happens, then it’s important to call a halt
to working outdoors until the weather improves.
Whilst a delay to work is never desirable,
it’s always better than having to deal with a
disastrous situation that occurs from choosing to
continue working in bad weather.
For further information visit:
www.ironmongerydirect.co.uk/blog/
62 T I JANUARY 2024
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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Updates
For further vehicles, tools & workwear updates visit www.total-installer.co.uk
TRANSPORT YOUR TOOLS SECURELY WITH KNIPEX
KNIPEX has developed a range of tool cases and backpacks, enabling tradespeople to comfortably and securely transport
their tools to site, ‘whether travelling on public transport or piling into a car or van’.
The KNIPEX Modular X18 (00 21 50 LE) service backpack allows you to carry all your tools, laptop or accessories comfortably on
your back. The Modular X18 is made for those who don’t want to compromise on which tools they take where and the backpack
can hold up to 15kg. It adapts perfectly to its wearer thanks to the fully foldable front and back, a laptop compartment, a
removable tool board and ergonomic back padding.
Of course, you may want a backpack filled with tools, and that is where the KNIPEX Modular X18 Electric (00 21
50 E) comes in. This is equipped with 16 KNIPEX tools, a total of 22 branded tools, partially VDE-tested according
to DIN EN 60900. When you need to move lots of tools safely, the new Robust26 Move tool case (00 21 33 LE -
pictured right) is ideal. With an extendable, ergonomic handle, smooth-running wheels and an automatic pressure
compensation valve, it is great for plane, train or van. www.knipex.com
MAKITA POWERS UP WITH NEW HEATED BASE-LAYERS
In addition to powering the expanding line-up of cordless tools and accessories, Makita has
introduced two new heated base-layers to its range of job site apparel.
Powered either with Makita’s 18V LXT battery or the 12Vmax CXT battery, professionals can stay
warm when working in cold job site conditions with the new DCX200 and DCX201 heated base
layer shirts. With four dedicated heat zones for optimum heat distribution and three heat settings
to adjust to changing weather conditions, these new garments can provide continuous heat for up
to 33 hours. Both base-layers are made from elasticated fabric to allow unrestricted movement,
are machine washable and have a simple switch on/off button that is easily accessible at the
front. www.makitauk.com
FIRST BUILT-IN, CERTIFIED KNEEPADS
Snickers Workwear has launched what it says is the ‘world’s first’ certified kneepads completely
integrated into a pair of Snickers Workwear’s premium stretch Work Trousers.
The unique AllroundWork, Stretch Trousers with Capsulized kneepads and holster pockets deliver lowprofile,
comfortable impact protection.
Described as an ‘innovative combination of cutting-edge sportswear technology coupled with Snickers
Workwear’s world-renowned comfort, functionality and sustainable fabric design technology’, Snickers
says these ‘street-smart’, ‘hard-working’ slim-fit Trousers combine enhanced flexibility and comfort with a
two-way stretch fabric, plus additional four-way stretch panels at key stress points. There’s also CORDURA
reinforced holster, ruler, and cargo, pockets. www.snickersworkwear.com/campaign/capsulized
EMPLAS WELCOMES MORE LOW EMISSION HGVS
Emplas has continued to lower emissions, while increasing the capacity of its nationwide delivery
fleet, with the addition of new Volvo FM Rigid HGVs.
The new 18-tonne trucks combine the latest Euro 6 emissions standards with modern aerodynamics, helping
to improve fuel efficiency by 50% compared to older models. With two vehicles delivered in August and a further
three in November, it completes the transition of the Emplas fleet exclusively to low emission Volvo HGVs.
Jody Vincent, Sales Director, Emplas, said: “We’re working to lower our impact on the environment and our
fleet strategy is very important towards meeting those objectives.
“We now have six Volvo FM trucks within our fleet, significantly lowering our emissions and will move
exclusively to them as our fleet is renewed.” www.emplas.co.uk
64 T I JANUARY 2024
PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

FORMULA
HIGH PERFORMANCE MARKETING
PURPOSE.PLAN.EXECUTE
THE CONSTRUCTION INDUSTRY MARKETING MACHINE
CONTACT PURPLEX TODAY ON
020 3137 9319 | grow@purplexmarketing.com
www.purplexmarketing.com
#FORMULAP

Contract MfT: On Track Talk
MADE FOR TRADE STAYS ON TRACK
Made for Trade reports on how the management duo behind the game-changing Korniche
product line is limbering up for another run on the circuit racing track in 2024...
Whether it’s an award-winning marketing
campaign such as ‘Faster to Fit’ or
engineering a new fenestration product
that knocks valuable minutes and seconds off a
day of fitting for trade installers, Made for Trade
(MfT) says the concept of chasing time gains
has long become synonymous with the success
of the company and its Korniche brand. This is
something that MfT’s MD Bradley Gaunt and
Engineering Director Ashley Gaunt capitalised on
‘in the most visceral sense’ in 2023, as the pair
participated in the Hagerty Radical Cup UK for the
first time.
Competing in a club-level car circuit racing
championship against other drivers – ranging
from fellow novices to experienced championship
winners – the MfT duo applied their sharp vision
and technical backgrounds to the new venture as
well as raising awareness of the company in front
of huge crowds and on national television. The
pair were behind the wheel of Radical SR1 racing
cars; like all MfT products, these lightweight
‘sports-racing cars’ are proudly manufactured
here in the UK and have gained an enviable
reputation for quality and value in their respective
marketplace.
The Gaunts’ racing season kicked off at Donington
Park in the East Midlands, where the brothers
soon realised some of the challenges that would
lie ahead during their rookie racing year. Like an
off-balance builder struggling to install lesser
fenestration products, there were a few accidental
trips backwards into gravel traps along the way,
but it wasn’t long before the pair started to get to
grips with their 185bhp, 490kg racing machines.
Next up, the championship headed to Brands
Hatch in Kent, before visits to Snetterton in
Norfolk, and Oulton Park in Cheshire – supporting
the British Touring Car Championship in front of
a mammoth crowd of motorsport enthusiasts.
Those BTCC events saw race coverage by ITV,
which meant that the MfT and Korniche brands
appeared on screens in people’s homes around
the country; whether it was from an impressive
overtake or a miscalculated mistake – the
camera never missed an opportunity.
Battling at the back
Whilst the fast-paced world of fenestration
innovation is second-nature to the brothers, the
opening events were certainly a baptism of fire as
they battled at the back of the grid, learning their
way around so many of the UK’s circuit racing
venues for the first time, in a variety of weather
conditions.
Come mid-season, not only did the racing pair go
on to compete at the home of British Motorsport
– the full Silverstone Grand Prix circuit – but they
also made progress up the order, both within their
novice category and also overall in their class
for the bike-engined and sequential gearboxequipped
cars.
The brothers’ Radicals were resplendent in
contrasting Made for Trade and Korniche teal and
maroon liveries, and they applied their extensive
engineering knowledge to refine the set-up of the
cars with the team throughout the year. Along
the same lines as Made for Trade in its 40th
Anniversary year, Radical Motorsport has enjoyed
unprecedented growth as it heads into its 25th
year, with a total of 14 factory-supported Radical
Championships taking place across four different
continents.
Having been ably-equipped with the support of
North Motorsport throughout the season, the
Gaunts were also coached along the way by
multi-experienced North East-based racer Simon
Walker-Hansell. And all the hard work paid off.
Come the end of the season and after a return
to Donington Park, the MfT office mantelpiece
duly featured a selection of new silverware to sit
alongside the countless awards for fenestration
and Korniche innovation; reflecting some of the
pair’s best results gained during their novice year.
Levelling-up to the podium
Speaking of the experience, Ashley Gaunt, said:
“At the beginning of the season, we were literally
at the back by laps and several times I think we
both felt way out of our depth. Racing with so many
top drivers, however, has allowed us to level-up to
the podium in a short space of time and advance
enough to be amongst the main action. Plus,
getting on the big stage in front of a full touring car
crowd is something I will never forget.”
As Made for Trade enters its fifth decade of leading
the way in fenestration design and manufacturing,
the Gaunt brothers are set to return to their second
season of Radical competition, aiming to build on
the successes of 2023.
Contact Made for Trade:
01642 610799
www.madefortrade.co
66 T I JANUARY 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

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DELIVERED 6 DAYS FROM ORDER * FULLY FABRICATED AND READY TO FIT
Visofold 1000
Aluminium Bi-Fold
EMAIL YOUR QUOTE REQUESTS TODAY
If you are waiting more than 6 days for your
bi-folds, you need to talk to Garrard
Call us now for enquiries
01296 668899
sales@garrardwindows.co.uk
www.garrardwindows.co.uk
*
6 day delivery applies only to our standard stocked colours