January/February 2020

JAN/FEB 2020

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Installer Networks

Window Updates

2020 Forecasts

FEATURES

• THE HARD FACTS FOR SOFTWARE:

IS YOUR BUSINESS MANAGEMENT

SYSTEM HOLDING YOU BACK?

• ADDING ALUMINIUM: IS IT TIME TO

OPEN UP YOUR OFFERING?

• DON’T LEAVE YOUR PROJECT IN THE

GUTTER: TOP TIPS AND ADVICE FOR

ROOFLINE INSTALLATIONS

>>> • NEWS • ENTRANCE DOORS • ROOF LANTERNS • VEHICLES & TAX • >>>

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Editor’s Comment

MATT DOWNS

EDITORIAL DIRECTOR

MATTDOWNS@MEDIA-NOW.CO.UK

07963 330774

How tradespeople interact with homeowners is becoming more

and more important.

No matter how skilled you are on the tools, it appears your ‘soft

skills’ – how you interact with the customer, present yourself and

articulate problems on projects – are rising up the homeowner’s list of

priorities. The latest evidence of this can be seen in the Certass Trade

Association member survey, which saw over 90% of respondents rank

courteousness as “extremely important” or “very important to their

customers.” It was also interesting to note that product quality, rather

than price, topped the list of priorities with 96% of respondents saying

it was the most important thing for homeowners. Jon Vanstone, Chair of

Certass, commented on the survey findings: “These results confirm

that homeowners aren’t necessarily price-driven when they are

choosing an installer – what’s more important to them is the quality of

the products they fit in their homes, polite and friendly fitters, and the

high standard of work.” Whilst all survey findings can be taken with a

pinch of salt, it does appear that in addition to practical skills, the

social skills and how tradespeople present themselves can help set

them apart in the eyes of the homeowner. Read more on the Certass

Trade Association survey on p16 and in Jon’s regular column on p23.

Elsewhere in this issue, Nickie West gives five key reasons installers

shouldn’t miss the FIT Show 2020 (p18); we talk software for installers

with Rhonda Ridge (p20); we take a look at the new Emplas Approved

Installer Network (p30); focus on wet weather workwear with Snickers

(p62), plus so much more... Enjoy the issue!

find

us on facebook

Matt

Above: Cover image courtesy of Freefoam – Read their top tips and

guidance for working on roofline projects and ensuring a quality finish (p59)

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reserved.

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JAN/FEB 2020 TI3

Contents

FROM THE COVER

20 SOFTWARE HARD FACTS

We talk business management systems with

Rhonda Ridge who explains how nonintegrated

systems can hold businesses back

22 ADDING ALUMINIUM

Kurt Greatrex says installers who haven’t added

aluminium to their offering are missing out on

some big opportunities to grow their business

59 OUT OF THE GUTTER

Avoid the common pitfalls and ensure your

next roofline project stands the test of time

with our top tips from the team at Freefoam

30

FEATURES

18 FIT AND READY!

There are so many reasons to visit this year’s FIT

Show, but here’s five key attractions for installers

30 NETWORKING WELL

As Emplas unveils its new Approved Installer Network,

Ryan Johnson explains how it differs from others

36 SEAL OF APPROVAL

Karl Williamson explains why installers need to

recognise that all silicone products are not the same

44 THERMAL GAINS

David O’Mara says whilst aesthetics and longevity are

key for entrance doors, don’t forget thermal efficiency

58 RAISING YOUR REPUTATION

Ben Milton offers his advice on easy ways to raise your

profile and reputation with customers

62 STAMP OUT THE DAMP

20

Peter Dumigan explains what you should look for from

your clothing to stay comfortable on site in the rain

4 TIJAN/FEB 2020 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS

23 THE VIEW FROM CERTASS

Following findings from Certass’ latest survey,

Jon Vanstone focuses on some of the issues

currently impacting on installers

26 BUSINESS FOCUS

We take a look at the issue of crew cab panel

vans and the big tax implications they can

have for both businesses and employees

46 ORIGIN ADVICE

Ben Brocklesby says it’s time to be positive

and capitalise on the many opportunities that

exist in 2020

SECTIONS:

WINDOWS

28

DOORS

44

GLAZED

EXTENSIONS

INDUSTRY NEWS

06 MAKE THE MOST OF CPS

Jason Clemmit of Certass says you need to make sure

you make the most of your CPS membership

10 POST-CONSUMER RECYCLING

Morley Glass & Glazing is targetting post-consumer glass

alongside Saint-Gobain Glass

50

HOME

IMPROVEMENTS

56

VEHICLES, TOOLS

& WORKWEAR

10

62


JAN/FEB 2020TI5

Industry News

REGISTER NOW FOR

FIT SHOW 2020!

Registration is now live for FIT Show 2020,

the UK’s leading event for the glass and

glazing industry!

Taking place at Birmingham NEC from May

12-14th, FIT Show 2020 will bring together

fabricators and installers of windows, doors,

conservatories, hardware and accessories as

part of the fenestration industry’s flagship

event.

Organisers have kick-started the 2020 visitor

campaign with the announcement that

registration is now live. To celebrate

registration going live, FIT Show is offering a

number of incentives to ensure that

prospective visitors have the May showcase

locked in their calendars.

Those who register to visit FIT Show will be

entered into a series of random prize draws

which will see one winner drawn at random.

Early registrants could win accommodation at

the NEC’s Resorts World Genting Arena Hotel,

free VIP parking at the NEC across the three

days of FIT Show 2020 or a selection of

workwear and branded tools.

Nickie West, FIT Show Event Director, said:

“We’re excited to announce that registration

for FIT Show 2020 is now open! And to

ensure that our May event is locked in

visitors’ calendars, we’re offering a fantastic

selection of prizes for those who pre register

early.

“FIT Show 2020 will offer our visitors the

perfect platform to network, meet suppliers,

source new products and keep up-to-date

with various training and development routes

or legislative changes. FIT Show delivers all

of this, and more, under one roof.”

Visit www.fitshow.co.uk to find out more and

register for your FIT Show 2020 tickets.

MAKE SURE YOU MAKE THE MOST OF CPS

What do you get from your

Jason added: “Every month we

competent persons scheme?

have thousands of visitors to

That’s the question that

our website looking for an

Certass is posing to

installer or advice. We also

installers, so that they check

receive around 1,000 ratings

that they are getting the best

from homeowners about our

value for money from their provider.

members every month, which is testament to the

high level of workmanship our installers provide. It’s

Jason Clemmit, Managing Director at Certass,

completely free, and a great way of getting

explained: “Competent Persons Schemes (CPS) are

homeowner recommendations for future customers

something that every sensible installer has to have

to see.”

but that doesn’t mean CPS membership can’t offer

added value for their business.

Certass says it understands that often its installers

are multi-trade and cover installation work other

“That’s why we have built a whole package around

than just windows, such as conservatories and

Certass membership, so with their monthly

roofline. It has the CQ-Assured Scheme to provide

membership fee installation businesses get access

consumers confidence for these areas. The CQto

loads of extras, all for free. It helps to make CPS

Assured scheme also includes free TrustMark

something that adds real value to installers, rather

membership and exclusive access to finance from

than just being a fee that has to be paid without any

one of the UK’s largest home improvement finance

benefits.”

providers and low-cost public-liability & business

Certass membership includes the Certass Trade insurance.

Association. This includes free access to legal, tax,

“The role of CPS providers has changed over the

HR and health & safety advice through the business

years,” Jason concluded, “and now it’s our duty to

support package as well as a focus to support the

help members deal with a changing market and

local installer. A key focus of its CPS membership is

industry. This has driven our added-value

digital support, including a listing on Certass’ ‘Find

initiatives, so CPS can be a valued service that

an Installer’ search for homeowners, a personalised

helps installers super charge their business.”

company profile page and a free consumer ratings

service.

More from Certass: p23

NEW SOFTWARE TO ASSIST INSTALLERS

Leads 2 Trade is set to launch three new and shortly after will be able to integrate with the

software systems in 2020 and “strengthen its new Leads 2 Trade app.

position as the UK’s leading provider of double

Andy Royle, Leads 2 Trade’s co-founder and

qualified sales leads”.

Managing Director, explained: “2019 was a busy

The Stockport-based firm, which provides leads year for Leads 2 Trade with changes to nearly

for companies in the home improvement industry, every element of our business designed to

is re-investing in its technology to increase the streamline the lead generation process.

quality of service to its members.

“We firmly intend to continue to deliver the very

From January, members will be able to take best service to our members in 2020 and these

advantage of new contractor appointment booking exciting new software developments will further

software, have access to a new sales lead vault strengthen the quality of the leads we supply.”


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Industry News

CERTASS’ END-USER

PAYMENT OPTIONS

Certass has launched an exclusive new

software package for members so they can

offer more payment options to

homeowners.

The complete, easy quote, project

management system can be used by Certass

installers to price up jobs and send detailed

quotations to homeowners. On this quote,

customers will be shown options for payment

that include a finance option for homeowners.

It’s designed to make quoting and getting paid

even easier for installation companies.

Jon Vanstone, Chair at Certass Ltd & Certass

Trade Association, explained: “From talking to

our members, we knew that even though

offering finance is a big benefit for many

installers, there were a lot of barriers and red

tape when they tried to provide finance

options for homeowners. This system gives

installers an easy, straightforward way for

customers to be able to choose how they pay,

whether that be by cash, card or finance. It

reduces regulatory burden as installers will

not be acting as credit brokers. The finance

offers are generated within the system once

the appropriate criteria is met. Installers don’t

need to get involved with paperwork or apply

or pay for a consumer credit license; this is all

covered within the software package.”

Through the platform, Certass members can

present professional quotes, store and

manage jobs and keep on top of paperwork –

an extra free benefit which saves time and

keeps everything organised. It also helps

members to digitise their business and deliver

a true end-to-end service for homeowners.

Jon added: “To get paid, Certass members

win the job, fit the products to the high

standards that homeowners expect from our

members and get consumer sign-off.”

EMPLAS STEPS UP INSTALLER SUPPORT

Emplas has launched its new Approved Ryan Johnson, Managing Director at Emplas, said:

Installer Scheme, which it says offers wideranging

lead generation and sales support, support strategy is two-fold. We’re generating

“Retail lead generation is tough. Our customer

plus plug-in-and-play digital retail sales tools. retail leads direct for our customers but we’re

also making tools and resource available to them

Part of the trade-specialist’s customer service

to support their own campaigns. This includes a

and support offer, qualifying members of the

retail window and door configurator, which can be

scheme get access to dedicated lead generation,

uploaded to their website and allows consumers

including network listing; real-time lead

in effect to build their own window or door and try

distribution; automated customer response and

out different colour options, plus access to print

real time reporting.

and other retail collateral that we’ve trialled and

They can also access a free retail window and developed within our own retail business.

door configurator website plug-in, allowing

“It’s a short-cut – and far lower cost route – to

homeowners to develop a visual representation of

an effective retail marketing campaign.”

their new windows and doors and see them in

different colour options.

Ryan concluded: “We’ve got the infrastructure

right and we have capacity to grow and grow

Emplas Approved Installers can also upload a

sustainably”, Ryan said. “This brings our focus

360º ‘own-label’ virtual tour of Emplas’ state-ofthe-art

manufacturing facility, plus dedicated

very much back to customer support, particularly

lead generation – across sectors. We’re making

consumer product showcase videos.

tools available to members of the new Approved

The comprehensive support package also includes Installer Network, without any complex tie-ins or

showroom support and sales materials and commitments; simply that they share our values

literature, branded product brochures, technical and commitment quality and customer service.”

guides, downloads and a product image bank.

Read more on Emplas’ Installer support p30

VICTORIAN SLIDERS PLANS FOR BUSY 2020

Victorian Sliders made a staggering 2,347

windows in the second week of December,

more than any other in its fifteen-year history.

This news came as the South Wales sash window

manufacturer reached the end of a year (2019)

that saw it register an 8.98% growth in sales –

the year, we’ll have launched the next generation

something which Group Managing Director Andy

of EcoSlide window, an ingenious new design

Jones says will set the tone for 2020.

we’ve developed entirely in-house, and we’re

Andy explained: “We’ve invested £10m over the planning to spend a further £1.8m on other

last five years to lay the foundations for the next projects. Some of this will go on bringing more

phase in our history - and in 2019, we’ve seen state-of-the-art technology to our recycling centre

that really start to bear fruit. Now, we’re able to and mixing plants, and we may have a few

produce more windows, more quickly, to higher surprises in store on the product front before the

standards than ever before. But in 2020, that’s year is out. All in all, we’re delighted with our

going to accelerate even further. By the middle of performance in 2019, and are gearing up for even

bigger and better things in 2020!”


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Industry News

EXISTING TEAM MOVE

FOR WINDOW WIDGETS

Window Widgets (2006) Limited, which

includes The Residence Collection of

premium windows and doors, has been

acquired by the existing UK management

team from USA-based Masonite

International Corporation.

The UK management team includes Sarah

Hitchings (Sales and Marketing Director),

Michael Hart (Technical Director), Richard

Bonner (Operations Director) and Gregory

Pigott (Finance and Commercial Director).

In 2012, Window Widgets launched what was

to become a defining window system in the

form of Residence 9 and today it forms part

of The Residence Collection of design-led

PVCu window and door systems, with true

consumer appeal. These systems have

already become the industry benchmark for

product design and colour.

This change in ownership will see the

business revert back to an owner/managed

entity that will be built on entrepreneurial

flair and spirit. Under the new ownership, the

Directors are already looking to implement an

investment programme to support further

growth, with bold ambitions for the future

direction of the business.

Sarah Hitchings, Sales and Marketing

Director of Window Widgets and The

Residence Collection, commented: “I, along

with the other three Directors of this

business, am thrilled with the deal,

something that’s good for the workforce and

within the market sectors we operate in. We

now have an opportunity to invest, innovate

and realise the considerable potential of this

business and we’re eager to put our plans in

place and to drive this business further

forward.”

MORLEY TARGETS POST-CONSUMER GLASS

Morley Glass & Glazing is now

a glass crushing machine and

working in partnership with

employed one new member of

Saint-Gobain Glass to take

staff to manage the scheme.

recycling to the next level.

Ian Short, MD at Morley Glass

& Glazing, said: “We already

The two companies are joining

send our waste glass from the

forces to recycle and re-use

factory to Saint-Gobain Glass in Eggborough to

post-consumer glass; that is glass that has been

become cullet and be used in the production of

taken out of old windows that have reached the

new float glass. Now we are offering our

end of their life.

customers the opportunity to return their postconsumer

glass to us for recycling free of charge.

Saint-Gobain Glass already operates the UK’s

largest cullet or waste glass return scheme and, The money we receive for the recycled glass will

since the introduction of using cullet in the be donated to local environmental charities. It

manufacture of float glass, the company has been seems such a waste for our vans to return empty

able to increase the amount of recycled material after delivering our sealed units with integral

utilised to 35% – rising to 41% in some cases. blinds inside throughout the UK, so why not

However, the majority of the 56,000 tonnes of encourage our customers to pack them full of old

waste glass returned every year comes from the windows and doors that they are replacing? This

manufacturing process rather than glass that has saves our customers the cost and inconvenience

been utilised in end products.

of disposing of them to landfill or other

commercial recycling schemes that will levy a

Morley Glass & Glazing has now stepped in and

charge for the service. We will then separate the

offered its 50,000ft² manufacturing space in

metal and frames from the glass and ensure each

Leeds, West Yorkshire, to serve as a collection

element is recycled and re-used as fully as

centre for post-consumer glass and has installed

possible.”

BOOKED LEADS GROWTH FOR SOLARFRAME

Leads 2 Trade’s premium lead delivery service Solarframe’s Sales Director.

has been hailed as the reason for an increase

“When we started with Leads 2 Trade we were

in sales by Solarframe.

receiving leads via the standard platform of

Yorkshire’s premium manufacturer and retailer of emails and SMS notifications, but our contact

conservatories, orangeries, windows, doors and rates weren’t that great so we then quickly

solid tiled conservatory roofs has been a member of decided to go down the confirmed appointments

the UK’s leading provider of double qualified sales route so the sales leads were provided with a

leads for companies in the home improvement fixed and firm appointment against set criteria

industry since April 2018. And since taking booked which gives us better quality and control. So, if

leads from September 2018, they have seen the we couldn’t confirm an appointment prior to

business go from strength to strength.

attending the property or because they’d changed

their mind or they’d already purchased, the

“As with any business, enquiries and

added benefit for us was it didn’t cost us anything

appointments are the biggest factors and we

as Leads 2 Trade guarantee a “no pitch no fee”

joined Leads 2 Trade because they provided an

rule for the appointed leads. Taking the

instant, efficient way of generating enquiries at

appointment booking service has increased our

sensible money,” said Darren Coates,

business and the volume of sales.”


NEC BIRMINGHAM

12-14 MAY 2020

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+ Bring your products and services to life

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Industry News

EMPLAS TAKES PAIN

OUT OF RETURNS

Emplas has launched a new customer

returns procedure, designed to make

returning faulty or damaged product

simpler, while increasing its visibility of

any issues in supply.

Emplas has stripped-back the process so

customers can manage the returns process

online through its digital portal EVA, with full

visibility of the status of returned products.

The returns process is initiated by registering a

product for return online and then printing out a

corresponding returns label and sticking it to

the product being returned. This is then

collected by the delivery driver who will match

it to the collection number and once inspected,

trigger a credit. This immediately sets the

returns and refund process moving, reducing

the time customers wait for a refund.

If it’s not possible to return product because it

would be dangerous to do so – for example a

badly damaged IGU – installers can simply

register the failure and trigger the process

without physically returning the product.

Kush Patel, Deputy Managing Director, Emplas,

said that the new process was simpler but also

increased its visibility of process as part of

Emplas’ programme of continuous

improvement: “Our customers don’t need a

double hit if something isn’t right”, he said. “If

there’s a manufacturing fault or something has

been damaged in transit it’s going to cause

them disruption. We don’t want to add to that

frustration by making our customer returns

process overly complicated. So we’ve stripped

it back, making it far simpler but also

significantly improved our own ability to track

returns, which means that if there’s an

underlying issue in an area of manufacture,

or within our supply chain, we know and we

can address it.”

FENSA FOCUSES ON BUSINESS INSURANCE

As part of a concerted drive by its management

team to extend the services it offers to its

Approved Installers, FENSA has now launched

its own brand of specialised business-related

insurance products.

FENSA Business Insurance Services is a trading

name of Jelf Insurance Brokers Ltd and is now

offering a range of insurance policies tailored

specifically for FENSA-Approved Installers that “We see this as part of our duty to provide

includes: Public Liability, Employers Liability, industry leading products available exclusively to

Professional Indemnity, Cyber Insurance, Tools FENSA Approved Installers and to provide as

Insurance, Business Insurance and Van/Fleet many support services as possible from a single,

Insurance. All policies have been developed and reliable and trustworthy source.”

selected with the needs of installers of windows,

Paul Buckle, Managing Director of Schemes and

doors, conservatories and related products.

Affinities at Jelf, said: “We’re delighted to be

Anda Gregory, Managing Director of GGF

working with FENSA to provide insurance that

Commercial Group, which includes FENSA, says meets the needs of their Approved Installers.

that once again they are responding to demand: We’ve worked closely with FENSA to understand

“Our Approved Installers highlighted to us they the specialist risks that face installers and have

were keen on having tailored insurance products developed a range of solutions to protect against

available to them through FENSA. We’ve listened those risks. We look forward to developing our

and have teamed up with a fellow market leader, relationship with FENSA and making a success of

Jelf, to provide the cover that our installation FENSA Business Insurance Services for its

businesses require.

Approved Installer members.”

DIGITAL IS RIGHT MOVE BY RIGHT CHOICE

An installer is reaping the benefits

like local press advertising and

of Customade Group’s new digital

door to door leafleting to

marketing package, having

promote our business

generated dozens of qualified customer leads throughout Scotland, but we knew that we really

and achieved an astonishing return on needed to boost our online presence to win more

investment of 1420%.

customers. We’re not digital experts though and

needed some technical support to get things

Glasgow-based Right Choice Homes was one of

moving. Naturally, we were very interested to hear

the UK’s first installers to buy-in to Customade’s

about the new package from Customade that

tailored programme, which was launched at the

promised to bring all the technology and knowhow

we needed to enhance our image, reach new

FIT Show last May. In the first two months, it

transformed Right Choice Homes’ digital presence

prospects and deliver those all-important leads.

and helped the firm to achieve a very healthy

We decided to invest in it almost immediately and

return on a modest investment.

we are so pleased that we did – within weeks we

Barrie Knox, Owner of Right Choice Homes, were generating leads and converting a very high

explained: “We’d been using traditional methods, proportion of them into profitable work.”


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Viewpoint

LOOKING BACK AND FORWARD...

Carl F Groupco is well placed to provide commentary on the hardware sector. Managing

Director John Crittenden provides a retrospective of 2019 and looks ahead to 2020.

During 2019 we witnessed continued

growth within the aluminium window and

door sector, particularly with high

specification doors, bi-folds and high rise

windows – this has led to strong demand for

supporting hardware including tilt & turn and

reversible gearing. A mix of aesthetic and style

preferences for aluminium, along with the release

of some major public sector contracts, have been

key reasons for growth in this area and we see no

reason for this to change over the course of 2020.

FUHR, one of our manufacturer partners, has a

long history of supplying large European profile

houses and is able to offer a full range of locking

options to suit aluminium door profiles in the UK.

Interestingly, the most popular products are

higher value stainless steel door locks and

electronic locking options including the

multitronic 881 electromechanical door lock and

associated access control for commercial and

residential applications.

We also celebrated the third anniversary of

SmartSecure and increasing demand for our

keyless Smart technology has notably been seen

in design-led applications and the Social Housing

and Housing Association sectors.

“The political and economic lack of certainty at the

time of writing is having a huge impact on all

businesses and is affecting our ability to plan for

the future. Volatile exchange rates mean that prices

fluctuate dramatically within the hardware sector

as most products are purchased in US Dollars or

Euros – this makes any predictions for the next 12

months almost impossible until Brexit is resolved.

As we continue to steer a path forward in these

challenging times for the industry, I would like to

thank our loyal and hardworking staff for the

commitment they show to our OTIF delivery focus

and also extend very best wishes to our

customers and manufacturing partners.”

Contact Carl F Groupco

01733 393330

www.carlfgroupco.co.uk

BEST ON SHOW AT G AWARDS 19!

The G19 Awards proved to be yet another

landmark year in the event’s 16-year

history, when the best of the best stepped

forward to be applauded at the London Hilton on

Park Lane on Friday (Nov 29).

There was extra cause to celebrate for Epwin

Window Systems, whose new Stellar aluminium

system won both the coveted New Product of the

Year trophy as well as Promotional Campaign of

the Year, and CMS Window Systems which came

away with Sustainability Initiative of the Year and

saw its Contracts Manager John Deacon crowned

Unsung Hero for 2019.

“The number of entries was 80% higher than last

year and the attendance at the event was the

biggest yet, with well over 600,” said organiser

Tony Higgin.

“But the real jewel of the event was the standard

of entries, which the judges agreed was an ample

The Stellar aluminium system won both the New Product of

the Year trophy as well as Promotional Campaign of the Year.

match for the volume, among not only the

winners but all of the finalists as well. They’ve

really set a standard for everyone to try to match

next year.”

Other winners at the awards included:

Commercial Project: Pilkington UK for the

Slimming World HQ

Component Supplier: Deceuninck

Customer Care Initiative: Ultraframe

The G Awards recognises excellence and best practice within

the window, door and conservatory sectors.

Fabricator: Sternfenster Window Systems

Glass Company: Crystal Units

Installer: Nolan uPVC

Trade Counter: Glassolutions Aberdeen

Training and Development Initiative:

Fenestrology

The Fensa Installation of the Year, also

presented at the event, went to The Sash Window

Expert Ltd.


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Installer Survey

AND THE CERTASS SURVEY SAYS...

Certass Trade Association’s member survey has shown that product quality is most

important to homeowners, closely followed by the fisnish of work, whilst the trend for

window installers moving into home improvement continues to rise...

The latest Certass Trade Association

members survey has found that product

quality is the most important thing for

homeowners, with more than 96% of

respondents saying that product quality was

extremely important or very important to their

customers. Second on the list was finish of work

(94%) and being courteous came in third at 91%.

Jon Vanstone, Chair at Certass Trade Association,

explained: “These results confirm that

homeowners aren’t necessarily price-driven when

they are choosing an installer to fit their new

windows, doors and conservatories, though it is

still an important factor.

“What’s more important to them is the

quality of the products they fit in their

homes, polite and friendly fitters and

the high standard of work that our

members offer. This is what sets the

local tradesperson apart from the

large, national retailers and it’s

proven by the thousands of positive

reviews we receive for our members

from their customers. That’s why we champion

local installers.”

The survey also indicates the growing trend for

window installers expanding into other areas of

home improvement, with 38% of respondents

saying that they undertook

extension work and 34%

involved in roofing work.

Jon added: “Some really

interesting stats came back from

this survey and these will drive our

initiatives going forward, so that

the package we offer to members is

relevant and helps them to tackle the

problems they face on a day-to-day basis.”

Contact Certass

01292 292 095

www.certass.co.uk

SUMMIT SET TO SCALE NEW HEIGHTS

Some of the biggest names in the industry

have already come on board for Glazing

Summit 2020 – and plenty more have

reportedly expressed an interest in getting

involved.

Glazing Summit 2020 takes place on Thursday,

October 8th, at Edgbaston Stadium and

Conference Centre.

The Glass and Glazing Federation (GGF) have

been announced as headline sponsors for a

second year running, while Unique Window

Systems are sponsoring the exclusive Leaders

Dinner.

Reynaers and Edgetech have also confirmed they

are backing the event again, while ODL will be

sponsoring the Champagne Reception once again.

Andrew Scott, Founder of the Glazing Summit and

CEO of organisers Insight Data and Purplex

“To get the calibre of

sponsors already on

board this early shows

how valuable the

industry views the

Glazing Summit”

Marketing, said: “When we announced that the

Glazing Summit would be returning in 2020 at the

end of last year’s event, the response was really

positive.

“But since we revealed the date, venue and plans

to make it even bigger and better this year,

momentum is already gathering, even at this

early stage.

“To get the calibre of sponsors already on board

this early in the year shows how valuable the

industry views the Glazing Summit and we are

Above: The Glazing Summit 2019 attracted almost 350

industry leaders and 25 expert and keynote speakers.

determined to raise the bar again.”

Last year’s event, which also took place at

Edgbaston Stadium, attracted almost 350

industry leaders from across the glass and

glazing industry and 25 expert and keynote

speakers, who tackled the biggest industry

issues.

Find out more about Glazing Summit 2020

01934 808 292

www.glazingsummit.co.uk


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THE YEAR

FIT Show 2020

FIVE REASONS TO LOCK FIT SHOW

2020 INTO YOUR CALENDAR!

2020 marks the return of FIT Show which takes place on 12-14th May at Birmingham

NEC. So what can installers expect from the UK’s number one showcase for the glass and

glazing industry this time around? Below, Nickie West, FIT Show Director, gives her five top

reasons to take time off the tools and visit FIT Show 2020 this May...

1100s of brands, 1,000s of products

Whether you’re looking for the latest

timber, UPVC, aluminium or composite

products – from windows and doors through to

hardware and tools, garage doors and smart

technology – FIT Show really is your one-stopshop.

No where else can you compare all of the

very latest products, side by side, under one roof.

As well as seeing the latest products, software

and tools, you’ll be able to speak first hand to

manufacturers and service providers who will be

lined up and ready to take your questions.

2Exclusive show offers We know that taking

time off the tools can be costly, which is why

we’re working closely with our exhibitors to

develop a brand new digital voucher booklet that

will offer genuine FIT Show exclusive offers and

discounts. These are limited time offers that you’ll

need to visit the show to take advantage of. Expect

big discounts on tools, hardware and products as

well as special prizes and giveaways.

3Grow your business It’s our

job to make sure that a

visit to FIT Show helps

you to do your job even

better. We want to help

make you more profitable.

And that’s why we’ve

developed a jam-packed

learning and demo programme with

‘Business Busters’ that will help you

discover new ways to diversify your offering,

sell better to the homeowner and ultimately

grow your business when you leave the show.

Visit FIT Show to take part in first class

sessions delivered by experts from a range of

fields.

4Networking night If you’re not able to take

a full day off the tools, our new Networking

Night will see the show stay open for an

extra three hours on Wednesday 13th May. Join

us after your last job of the day for a chance to

Left: Nickie West, Show Director at FIT Show.

“ This is your

annual

platform to

see every link

in the supply

chain, under

one roof, at the

same time”

see all of the latest products at the same time as

taking part in our informal Networking Night until

8pm.

5Miss it, and miss out It only happens

once a year. This is your annual platform to

see every link in the supply chain, under

one roof, at the same time. Save time visiting

multiple suppliers and distributors, cut out the

need for more than one day to wrap everything up

for the year ahead. Shop around, source, enquire,

research, purchase, compare, network, learn – do

all of this, under one roof, at FIT Show.

Early registration means prizes! Register early at

www.fitshow.co.uk to be entered into a series of

random prize draws to win workwear, tools, free

hotel accommodation, free parking at the NEC

and more. See you there!

Further info on FIT Show 2020

www.fitshow.co.uk

@fitshow


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TI Talk: Software

WORKING AS ONE: OUT WITH THE

OLD AND IN WITH THE NEW!

Total Installer talks to Rhonda Ridge, Managing Director of Ab Initio, about the benefits of

AdminBase, a business management system that’s designed to transform the way

installation companies do business.

TI: A fast, reliable business management

system should be at the heart of any

business – yet some installation

companies seem reluctant to change. Why

do you think there is often resistance?

RR: Well, while it’s true that most people these

days like to keep up to date with the latest

electronic gadgets and mobile phones, it is

obviously a little more complicated when it comes

to something as intricate as a business

management system, as in most cases it will be

integral to the way a company does business on a

daily basis. There is the time and effort involved

in researching a new system, plus the cost of

setting it up. Also, there is an element of ‘if it ain’t

“For installation companies that are running

separate, non-integrated programmes, it will be

highly likely that these will conflict and cause

problems on a regular basis”

broke, don’t fix it’, because once a team has got

used to a certain way of working for so long, it’s

human nature to resist change, even if it

promises to be easier and more efficient in the

long run.

I would emphasise, however, that a modern

business management system – one that it is

intuitive and simple to use – can transform the

way installation companies operate, especially if,

as is the case with AdminBase, it can fully

integrate all processes from point of sale through

to servicing, as well as incorporate the latest in

mobile technology.

TI: There will be installers who will argue

that it’s easier to just buy newer

hardware or update their existing

software. Isn’t that the case?

“AdminBase can fully integrate all processes

from point of sale through to servicing, as well as

incorporate the latest in mobile technology”

RR: That might help to a certain degree, but really

such measures are just a short-term fix.

Hardware isn’t designed to last forever, it all

becomes obsolete over time, and even if you do

buy a new computer, then you run the risk of

exposing other issues, such as compatibility with

existing software. It takes longer for software to

reach the end of its lifespan, but eventually it will

also become obsolete, at which point you might

“A modern business

management

system – one that it is

intuitive and simple

to use – can transform

the way installation

companies operate”


“It’s absolutely vital to

invest in a CRM system

that has the ability to

evolve, in order to

maximise the potential

of a business over the

long term”

Above and below: A key feature of AdminBase is that it incorporates mobile technology, which means that it allows sales

people, surveyors and fitters to be in direct contact with the office, through mobile devices and tablets.

communicate ‘as one’, then you should really be

considering an upgrade to a system that

eliminates the need to duplicate tasks or re-enter

data more than once. With AdminBase, for

example, it is possible to enter a single input of

data that can run seamlessly through every

department in the company, updated in real time.

not even realise how inefficient your system has

become until it is too late. For these reasons, it’s

absolutely vital to invest in a CRM system that

has the ability to evolve, in order to maximise the

potential of a business over the long term.

TI: You mentioned the importance of an

integrated system, what exactly do you

mean by that?

RR: For installation companies that are running

separate, non-integrated programmes, it will be

highly likely that these will conflict and cause

problems on a regular basis. In many cases,

there will be someone who has figured out a way

of keeping everything working, but wasting time

“With AdminBase it is

possible to enter a

single input of data

that can run

seamlessly through

every department in

the company, updated

in real time”

with quirky fixes is not the best situation to be in.

A good business management system should be

reliable and efficient. I would suggest that if

you’re getting stressed and wasting time – and

therefore money – with systems that do not

TI: How can installers benefit from a

system such as AdminBase?

RR: Put simply, for installation companies that

are being left behind with an old management

system – and potentially losing sales as a result

– then AdminBase will revolutionise the way they

do business. A key feature is that it incorporates

mobile technology, which means that it allows

sales people, surveyors and fitters to be in direct

contact with the office, through mobile devices

and tablets, using specially designed, easy to use

and intuitive apps.

AdminBase has been developed specifically for

window and door installers and by fully

integrating the entire sales process, and by

effortlessly collating and storing all information

from point of sale, survey, installation and

service, it will improve accuracy, remove the

problems associated with old fashioned pen and

paper orders, speed up payments and ultimately,

by becoming more streamlined and efficient, it

will enable a company to realise its full potential

and become more profitable as a result.

Contact Ab Initio

01283 551005

www.abinitiosoftware.co.uk


JAN/FEB 2020 TI21

Total Talk: Dekko

INSTALLERS: IS IT TIME TO ADD

ALUMINIUM TO YOUR OFFERING?

Kurt Greatrex, Sales Director at Dekko Window Systems, explains why the fabricator is

encouraging installers to invest in aluminium.

TI: Kurt, I’m sure the question many

installers would like to know the answer

to is why should they move into

aluminium?

KG: I think the question should be, why shouldn’t

they?! Aluminium has seen an incredible

consumer-led resurgence in-line with massive

technological developments which have

transformed its performance and its reliability.

Consumers have clearly shifted towards the

premium end of the market, they don’t want

standard white uPVC windows or French doors

anymore. They want the contemporary aesthetics

and ultra-slim sightlines that aluminium achieves

– popularised by swish new-build projects and

home improvement television programmes.

Put simply, aluminium is absolutely thriving and

any installer who is not involved is seriously

missing out on a valuable and buoyant route to

market – possibly being explored by their

competitors.

TI: What do you see as the major issues

stopping installers making the move?

KG: From speaking to installers and customers

who we have helped venture into aluminium, it’s

clear they have trepidations. They know

competition is fierce and the market is incredibly

tough, so the thought of investing in a new

material – unknown for many, is understandably

very daunting.

We know exactly how they feel. At Dekko, we were

primarily a fabricator of Deceuninck uPVC until

we saw this incredible resurgence on the horizon

and knew it was a direction we needed to take. Of

course, it took a lot of investment for us to adapt

our manufacturing process and there were

setbacks, but we haven’t looked

back. It’s great to see our

aluminium range is helping our

customers win new business at the

sharp end of the market.

We use our own experience to really

empower our customers. We don’t just offload

bifold doors for example and drive away, we work

closely with our customers to provide all the

support they need to really make a success of it.

As part of that, we introduced Make It Yours

which is our marketing support package. To really

sell a premium brand, you need premium

marketing. Make It Yours is not bland, overprinted

brochures but a full suite of dynamic,

personalised sales material, showroom support,

web and video content that showcases the

customer’s unique brand and message.

TI: How did Dekko break into aluminium?

KG: After much investment, we introduced our

Räum aluminium collection in 2015 to high

acclaim. We looked at the market and saw a

great opportunity for installers to add value to

their projects and effectively upsell through highend

bifold or patio doors – so we added both!

A few years on and both systems are proving

as popular as ever. With our bifold doors,

installers can help consumers create expansive

openings between inside and outside spaces,

while our widespan patio doors create an

uncompromised aperture to make the most of

everything from impressive gardens to eyecatching

landscapes.

Of course, consumers want the complete highend

look across their home and want everything

to match. So we therefore supported our

Left: Kurt Greatrex, Sales Director at

Dekko Window Systems.

installers by adding both aluminium

windows and a new entrance door

– both based on the durable

Reynaers system.

TI: Where do you see the aluminium

market heading in 2020?

KG: Whilst bifold doors still maintain a large

portion of the market, we are already seeing

massive demand for large span patio doors with

homeowners looking to create eye-catching

features to their properties. For Räum, we really

see the proposition of the complete high-end

aluminium package proving incredibly attractive

to both uPVC-only installers as well as new and

existing aluminium installers.

At Dekko, we’re excited to be opening our new

25,000ft² facility next door which will become our

dedicated aluminium factory. Not only will this

allow us to better support growing demand for

Räum, but will free up vital space to expand our

Residence Collection and uPVC production lines.

RAUM aluminium bi-fold doors featured on ITV Love your

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Contact Dekko Window Systems

0161 406 0055

www.dekkowindows.com

@dekkowindows


The View from Certass

WHAT’S IMPACTING ON INSTALLERS?

In his latest column, Jon Vanstone, Chair of Certass, takes stock and focuses on some of the

issues that are currently impacting on installers following the Association’s latest survey.

The New Year is always a good time to reflect

on what’s been achieved in the previous 12

months and look ahead to what the next

year holds. 2019 was a year of uncertainty for the

UK, with Brexit and the General Election. Hot

topics for the industry were skills gaps and

diversity, but it was a positive year for our

members who continued to deliver impressive

standards of work to homeowners, proven by the

thousands of positive homeowner reviews we had

through our online ratings system last year.

One of the Certass Trade Association (TA) pledges

is to be the voice of the industry and offer SMEs

the opportunity to have themselves heard, which

is why it was brilliant to have so many responses

to our member survey at the end of last year. It

becomes a really valuable source of information

for us, giving extra market insight as well as

giving a real gauge of what’s affecting installers,

so we can develop our association to help solve

issues for them.

It was also positive to see that the resources and

initiatives we have already introduced for

members are popular. Just over half (51%) of

respondents said that technical guides were the

most important thing for a trade association to

deliver for them. There are already 20 Certass TA

technical guides on offer to members, with many

more planned for launch in 2020.

Industry concerns

In terms of industry concerns, the biggest issue

for respondents was consumer confidence in

spending with 62% agreeing that it was affecting

them. Second with 45% was consumer bad

“Consumer bad

payers are a

growing issue,

but the right

support can

help installers

deal with them”

payers and a close third was consumer

confidence in our industry, at 44%.

Consumer bad payers

Consumer bad payers are a growing issue, but

the right support can help installers deal with

them. Certass TA members not only get free

access to Alternate Dispute Resolution (ADR) but

also get free legal documents and advice through

the Business Essentials Package.

Perception

Consumer perception of the industry is something

we really need to address this year, as it will not

only increase their confidence in choosing an

installer, but also increase young talent coming

into the industry. The lack of youngsters coming

towards glazing is feeding our growing skills gap

which is a real shame as training to become a

window fitter offers fantastic career prospects for

young people. It’s something we need to start

communicating effectively to school leavers.

Well prepared for Brexit

Interestingly, supply chain worries around Brexit

was cited as the issue affecting respondents the

least, with 72% of respondents saying it wasn’t

“The biggest issue for respondents was

consumer confidence in spending”

Left: Jon Vanstone, Chair of Certass.

affecting them. I think this is a

positive reflection on our

industry supply chain. Whilst

there were some worries around

supply with manufacturers, the

fact that these concerns haven’t

trickled down to more installers shows

that fabricators have implemented good

strategies around Brexit and given their

customers good information.

Product quality

In terms of what’s important to homeowners,

more than 96% of respondents said that product

quality was extremely important or very important

to their customers, with finish of work and

courteousness in second and third places

respectively. This gives us good insight into why

our members are getting such great reviews,

because we know that their work is of a suitably

high-standard (99.92% of audited jobs pass

Building Regulation standards first time), they are

polite and courteous to customers and they are

taking advantage of the premium products

available in the marketplace.

We’ll be running similar surveys throughout 2020

to monitor how installers are finding the industry

and guide how we develop Certass Trade

Association. One result I’m certain of is that our

members will continue to receive great

homeowner reviews and positive

recommendations because they are flying the flag

for great practice in our industry.

Contact Certass

01292 292 095

www.certass.co.uk

@CertassLtd


JAN/FEB TI23

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Business Issues

IS YOUR VEHICLE A CAR OR A VAN?

IT SHOULD BE EASY TO ANSWER...

...but it’s not as straightforward as you might think, and it can have big implications on both

the company’s and employees’ tax. We take a look at the problem of crew-cab panel vans.

Crew-cab panel vans are proving very

popular at the moment, with the flexibility

to carry both goods and people thanks to

the extra row of seats behind the driver. However,

a recent case involving drinks firm Coca-Cola has

thrown doubt on the tax treatment of these

vehicles when employees are allowed to use them

for personal as well as work purposes.

Helen Thornley, Technical Officer at the ATT, says

that those considering purchasing a crew-cab

van which employees will be allowed to use

privately, need to be aware of the potential tax

risk that this case could cause. She says:

“Getting it wrong could cost both you and your

employees more in National Insurance

contributions (NIC) and

income tax than you expected.

To further complicate matters,

the Coca-Cola case is

currently being appealed and

until a final decision is

reached, this is an area of

uncertainty.” In other words,

she says to tread carefully.

The Coca-Cola case

The origins of the case aren’t new: Back in 1997,

Coca-Cola moved to supplying its mobile

technicians with vans instead of estate cars. The

vans at the heart of the case were three types of

crew-cab vehicle – a series 1 or series 2 VW

Kombi and a Vauxhall Vivaro.

“All three vehicles look very similar from the

outside,” says Thornley, “as they are based on a

panel van design and marketed as commercial

vehicles. Each vehicle had some form of

additional seating and windows behind the driver

and had been subject to further modifications

after manufacture, such as the addition of

racking, to suit Coca-Cola’s needs.”

She continues: “All the

vehicles had been treated by

Coca-Cola as vans for

benefit-in-kind purposes.

HMRC disagreed and

challenged this, arguing that

all three types were, in fact,

cars. This resulted in the

“Those considering purchasing a crew-cab van, which employees will be allowed to use privately, need to be aware of the

potential tax risk that this case could cause – Getting it wrong could cost both you and your employees more in National

Insurance contributions (NIC) and income tax than you expected.”

issue of demands for additional NIC and income

tax from both Coca-Cola and their technicians.

Coca-Cola and their technicians appealed and in

March 2019, an earlier tribunal ruling which

decided that the two VW Kombis were cars and

the Vauxhall Vivaro was a van was upheld by the

Upper Tribunal.”

“As any accountant will

know, falling on the

‘van’ side of the line is

far more beneficial for

both the employee and

employer”

Why does this matter?

The case matters because the definition of a car

or van makes a big difference to the tax treatment

when the employee is allowed private use of the

vehicle. As any accountant will know, falling on

the ‘van’ side of the line is far more beneficial for

both the employee and employer.

The rules state that when an employee is

provided with a car and they are allowed to use it

privately, they must pay income tax on the value

of the benefit in kind. This is calculated as a

percentage of the list price of the car, including

any accessories. The percentage used will

depend on the CO2 emissions of the car and can

be up to 37% of the list price. If private fuel is

provided, the same percentage is applied to a set

figure (£24,100 for 2019/20) to calculate the

benefit for the year. The employer must also pay

Class 1A National Insurance contributions (NIC)

on the value of the benefit-in-kind. This can

clearly get expensive.


But where a van is used privately, the benefit in

kind is calculated based on a flat rate (£3,430 for

2019/20) regardless of the cost of the van or its

CO2 emissions. If any fuel is provided for private

use, then the fuel benefit charge is also a flat

rate, which is much lower than the car equivalent

(£655 for 2019/20).

It’s worth noting that, as Thornley explains, “as

well as a van having a lower benefit in kind

charge than a car, it is possible for there to be no

benefit in kind at all if the private use of the van

is incidental or limited to ordinary commuting

from home to work.” She says that this compares

very favourably with the provision of a car where,

even if the private use is insubstantial, a benefit

in kind must always arise.

The effect of the Coca-Cola case

The Coca-Cola case has caused controversy

because three vehicles which are superficially so

similar have fallen either side of the car/van

divide.

For Thornley, what differences there are between

the vehicles appear to centre around the seats to

the rear of the driver. The Vivaro vehicle held to

be a van left the assembly line as a panel van

and was subsequently modified by Coca-Cola to

add a second row of two seats behind the driver,

together with a single window. The seats did not

span the full width of the vehicle, leaving some

storage space to the side. These extra seats could

be removed, but only with tools.

In comparison, both models of the Kombi vehicles

held to be cars arrived from the manufacturer

with a second row of seats already fitted: This

“row spanned the full width of the vehicle, and

there were windows on both sides. However, the

whole row of seats could be removed without

tools and it was a company requirement that the

seats were removed during working hours.”

In practice

So, what does this mean for firms looking to

acquire a crew-cab vehicle in the near future? It’s

simple as far as Thornley is concerned. She

“Whether a vehicle is a car or a van is not as

straightforward as you might want to believe. But

that’s the situation with much in tax law”

makes it plain that they “should be aware of the

case and take advice on the potential tax

treatment of the vehicle before purchase… if a

decision is taken that the vehicle is a van, and it

is subsequently found to be a car, the tax

implications could be significant.”

The position is muddied by the fact that the case

is under appeal and so the current decision by

the Upper Tribunal cannot be taken as final and

may be overturned.

It doesn’t help that HMRC has not issued any new

guidance as a result of the March 2019 Coca-Cola

decision. Says Thornley: “The existing guidance

[from HMRC] remains that it will consider a

vehicle with side windows behind the driver and

passenger doors to be unlikely to be a van.”

But, according to Thornley, there’s more to

choosing a vehicle than an employee’s benefit

in kind position. She says that the type of

vehicle also “affects the capital allowances

available to the employer – the tax relief they

can claim for the cost of the vehicle and the

VAT recovery.” She outlines the principle that a

vehicle that is classified as a car for benefit in

kind purposes is likely to be considered a car

for capital allowances purposes since the

definitions are similar, although not identical.

Again, being classed as a van is preferable for

tax.

And to further complicate matters, Thornley

says that the definition of a van for VAT

purposes is different, and a vehicle is not a car

if it has a payload of more than one tonne – “it

is possible for a vehicle to be a car for benefit in

kind purposes because of the seats and a van

for VAT purposes because of its payload.” For

VAT recovery purposes it is preferable to be a

van.

Those with existing vans

But just as the issue affects the acquisition of

new vans, so it has implications for employers

who have already provided crew-cab vehicles to

their employees and have treated them as vans

for benefit in kind purposes; they also need to

keep the position under review.

Thornley sums up the position: “Following the

Coca-Cola ruling, employers should have

reviewed the tax treatment of all crew-cab type

panel vans provided to their employees before

preparing P11D returns which reported the

benefits in kind for 2018-19.” She adds: “Unless

it was possible to distinguish their vehicles on the

facts, some employers will have found

themselves in the position that certain vehicles

could no longer be considered a van and must be

taxed as a car, significantly increasing the tax

cost for both them and their employees.”

Whatever happens when the case is ruled on at

the appeal, employers will have to act. Thornley

says that if the outcome of the Coca-Cola case

changes, then employers may need to revisit their

2018-19 P11D returns. But if the current decision

is upheld, then employers will need to consider if

they should amend returns for earlier years if they

have treated a vehicle as a van that should have

been considered a car. She warns, though, that

employers “should always take advice before

amending earlier years.”

For the moment, her advice is that “provided that

reasonable enquiries were made, and an

informed decision was taken at the time, given

the uncertainty, it is reasonable to wait until the

case is final before making a decision about

amending earlier returns.”

So, until the case is final, whether a vehicle is a

car or a van is not as straightforward as you

might want to believe. But that’s the situation

with much in tax law.


JAN/FEB 2020 TI27

Aluminium Flush Sashes

FLUSH WITH POSSIBILITIES

Sioned Roberts, Marketing Director at AluK, explains why she feels it makes perfect sense

for installers to add aluminium flush sashes to their portfolio.

Over recent years, flush sash windows

have become an essential element in

every installer’s product portfolio. They

have become so popular in both retail and

commercial settings that lots of installers now

actually offer more than one option from single or

multiple suppliers – whether that is in timber,

timber composite, PVC-U or aluminium.

This is largely for contemporary new

builds and apartments where

aluminium is often already the

favoured material, and also for

refurbishment applications

where the requirement is to

replace either slimline timber

frames or even steel.

Originally, of course, if you wanted a flush window

then the only realistic option was timber with all

of its inherent weaknesses in terms of cost and

perceived high maintenance requirements.

However, when the

first ‘timber

alternative’ windows

were launched way

back in 2011, all that

started to change.

Now, alongside the

niche timber

composite providers,

all the big name PVC-U

systems houses have

obviously developed

their own flush window

offerings in both plain

colours and foiled

It is here where AluK’s new 58BW Flush

window is squarely targeted. Launched in

February 2019, this is the newest variant in

AluK’s hugely versatile 58BW window system,

which already allows

fabricators to simply and

cost effectively

manufacture casement,

TBT, and slimline ST

heritage frames using the

same core components.

Our new window is

available in open-in and

open-out versions with a

55mm outer frame for

traditional timber

replacement, and a

slimline 46mm sash for

contemporary

finishes to provide a

lower cost, lower

Above: New AluK 58BW Flush sash window.

applications providing

even more versatility. The

maintenance alternative to timber. In fact, for

many it is arguably now their ‘flagship’ product

and commands a relative premium as a result.

58BW Flush creates a flush and shadow line

aesthetic when viewed from the outside, and

allows for a flush fixed light to be fitted alongside

using dummy sashes.

Minimal sightline

The big benefit for current AluK fabricators is that

When it comes to aluminium however, the flush

they can add the 58BW Flush window to their

market is about something more than that. Here,

ranges with the introduction of just three new

it is not just about providing an alternative to

flush profiles and with no impact on their

achieve the traditional look of timber, but also

fabrication set ups. For installers, the benefits are

about developing an aesthetic where the minimal

that they can broaden their offering, as well as

sightline is just as important as the flush sash.

Left: Sioned Roberts, Marketing Director at AluK.

“For installers,

the benefits

are that they

can broaden

their offering,

as well as

potentially upselling

from PVC-U to

aluminium in more

traditional settings”

potentially upselling from PVC-U to aluminium in

more traditional settings.

Design features

The AluK flush sash window may not be the first

to the market, but it is leading the way in terms of

design innovation. It features a double rebate, for

example, which means it can achieve market

leading weather performance in even more

exposed locations, and it features friction stays in

the side hung configuration to ensure that it can

easily withstand even the windiest conditions.

As with the rest of the 58BW range, the new AluK

flush window is available to fabricators on a five

day lead time in a core range of single and dual

colours including grey, white and black.

Installers who are already experienced in

installing windows in the 58BW system will

appreciate just how easy the 58BW Flush is to fit.

More product details are available below:

Contact AluK

01291 639 739

www.aluk.co.uk

@AluK_GB


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Installer Network: Emplas

TAKING A LEAD AND MAKING SURE

INSTALLER NETWORKS REALLY WORK

Emplas unveiled its new Approved Installer Network last month (Dec). If its creation – one

of more than a dozen or more that already exist – is not conceptually ‘ground-breaking’,

Ryan Johnson, Emplas’ Managing Director, says it is distinct. Total Installer hears how it

differs from other Approved Installer schemes…

So, what makes Emplas’ Approved Installer

Network different to those that already

exist in the market?

Firstly, Emplas as a fabricator, is offering a level

of support normally associated with that of a

systems company to its customers.

Secondly, rather than simply sticking its ‘finger in

the air’, it is unusual in that it can speak with

authority on the retail sector as it runs its own –

and Northamptonshire only – retail business,

T&K.

Thirdly, the Emplas Approved Installer Network is

driven by process. With a firm ‘ideological’

commitment to leave out the ‘hype’, it instead, in

the words of one of its creators, Ryan Johnson,

Emplas’ Managing Director, ‘focuses on tangible

and quantifiable results’ for installers.

“The industry is probably right to approach

installer networks with a level of reservation. I’m

not convinced that they have – or do – always

add value and deliver results for

installers.

“Given that was where we

were starting, we were very

clear about our determination

to approach things differently,

to deliver something tangible and

which could be evidenced to work

for our customers”, he says.

Dedicated lead generation

This is evident in some of the more obvious

benefits that the Emplas Approved Installer

Network offers. This includes access to dedicated

lead generation. Approved Installers get a

dedicated network listing, appearing in

homeowner searches based on geographical

location.

They also get real-time lead distribution;

automated customer response and real time

reporting.

Left: Ryan Johnson, Emplas’ Managing Director.

These are leads directly

generated by Emplas through

its Approved Installer Network,

generated through digital lead

generation, SEO campaigns and

inbound consumer hits.

“We re-launched our website at the end of

last summer”, continues Ryan. “What we have

done is as well as providing information and

resource for installers and the trade, we’ve

created a dedicated consumer proposition.

“It means that when somebody clicks on the

homeowner section, the site automatically pulls

in dedicated retail content, introducing the

Approved Installer Network and driving end-user

engagement, and through it retail lead

generation.”

Plug-in to further benefits

This is, however, the ‘low hanging fruit’. The

second prong of Emplas’ customer retail lead

generation support package is delivered closer to

home, designed to empower installers to generate

their own leads in the form of an out of the box

toolkit.

This includes a free retail window and door

configurator website plug-in. Created for the

homeowner version of Emplas’ own site, the

configurator tool allows homeowners to ‘build’

their new windows and doors and then see them

in different colour options.

Above: Approved Installers can capitalise on Emplas’ free retail window and door configurator website plug-in.

And because it’s already been developed for


Looking

for leads?

WE HAVE LIVE OPPORTUNITIES IN BOTH THE NEW

BUILD AND COMMERCIAL REFURBISHMENT SECTORS

Do you have Window Designer

and specification experience?

We are looking for Commercial Installation Partners to join

our Approved Installer Network. To qualify, all you initially need

is experience in quoting and ordering through First Degree

System’s Window Designer Software

Get in touch now, by calling 01933 685 744

or email info@emplas.co.uk

Lead generation – just one of the benefits of being

part of the Emplas Authorised Installer Network:

Commercial and retail lead generation

Marketing support including graphic design and factory virtual tour

Free plug-in-and-play website retail sales tools.

Award winning product specification support through Emplas’ Virtual Assistant (EVA)

01933 685 744 www.emplas.co.uk

info@emplas.co.uk

Installer Network: Emplas

Emplas has invested more than £5m on its shop floor since

2017, giving it increased capacity and flexibility.

Emplas, the trade specialist can make it available

to members of its new Approved Installer Network

at no cost.

“It’s a very powerful retail lead generation tool”,

continues Ryan, who prior to becoming Emplas’

head of sales, ran its home improvement

business, T&K. “As a homeowner you can specify

your window using CGIs of the profile, then you

can add your glass and explore different colour

options.

Above: Approved Installers can upload a 360º ‘own-label’ virtual tour of the Emplas state-of-the-art manufacturing facility,

plus utilise dedicated consumer product showcase videos.

“Analysts suggest that 70% will have already

decided on a purchase based on online research

before even picking up the phone, so your online

presence is a critical lead-generation sales tool”

“And network members can access it for

free. We can supply a plug-in to

their website developer or

support them directly to

upload it.”

Emplas Approved Installers

can also upload a 360º ‘ownlabel’

virtual tour of Emplas

state-of-the-art manufacturing

facility, plus dedicated consumer product

showcase videos. “Homeowners are doing more

research and a lot of it online”, Ryan continues.

“Analysts suggest that 70% will have already

decided on a purchase based on online research

before even picking up the phone, so your online

presence is a critical lead-generation sales tool.”

Its focus on digital lead generation is balanced by

corresponding investment in established sales

tools, including showroom support, branded

product literature, graphic design and an

extensive product image bank.

It also includes customer own-branded tape –

something, which has proved eternally popular

among its retail customers.

Left: Emplas offers customer-own branded

tape.

If retail lead generation is its

primary focus, it’s also worth

noting that qualifying Emplas

Approved Installers can also

access commercial leads. This

is something which the trade

specialist pushed to its customers at

the end of last year, arguing that the sector

offered significant opportunities for those with

and without direct experience of commercial

supply.

“There is a definite misconception that new build

is only about mass supply. We have customers

working with a wide range of house-builders from

the very largest, to far smaller regional housebuilders.

And the point is, we can’t find enough

installers to meet the demand that we’re seeing”,

Ryan continues.

“The Emplas Approved Installer Network is

focussed primarily on lead generation but there is

also scope for those installers who are set up to

do so, to move into new build alongside their

retail propositions.”

Emplas has invested more than £5m on its shop

floor since 2017, giving it increased capacity but

also flexibility with two fully automated window

lines and with 90% of products going through just

two Rotox 8-head welders.

This brings Emplas’ weekly capacity up to 3,200

frames across two shifts.

“In a market which saw a high degree of volatility

at the end of last year, we and our customers are

in a strong position at the start of this year

[2020]”, Ryan continues.

He concludes: “We’re family-owned, we’re not

debt funded – we’re investment-led. We have the

right operational infrastructure and we’re

combining that with a very effective lead

generation strategy that is already delivering

opportunities to our customers.”

Contact Emplas

01933 674880

www.emplas.co.uk

@EmplasWindows


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JAN/FEB 2020 TI33

Supplier Focus

DOES YOUR SUPPLIER HELP YOU

MEET YOUR CUSTOMER DEMANDS?

Marcus O’Boyle, Business Development and Marketing Manager at Bison Frames,

outlines what installers should expect from their supplier and why now more than ever

service is key in today’s competitive market.

We are all familiar with that age-old

business mantra ‘customer is king’. It

serves to highlight the importance of

customers in business. But in this ever-evolving,

time-pressed world, ‘customer is king’ means

more than just subscribing to good customer

service – it means practising it too.

In today’s competitive market, few companies

can afford to let customer service slip as the

knock-on effect can be felt throughout the supply

chain, especially at installer-level. Goods that are

wrong, late or even damaged affect not only your

bottom line but also your reputation. Call-outs,

“In the replacement

window market

consumers want

something different

while improving the

energy efficiency of

their home”

replacement costs and

reputational damage will

all have an impact on your

business, especially in an

economic climate where

everyone is choosing their

suppliers more carefully.

If you are one of the many

installers who continues to

experience poor customer

service, then perhaps it’s

now time to act. At Bison

Frames, we continually

invest throughout the

business and have set up

“Today’s customers are likely to demand something

much more than a ‘me too’ product.”

today is well rehearsed on

what they want and unless

you can show that you

have something different to

offer, the sale becomes

even harder with just ‘me

too’ products in your

portfolio.

Over the past few years we

have witnessed an influx of

products with very similar

overall aesthetics with little

to differentiate. But today’s

customers are likely to

demand something much

reliable systems to ensure we offer the highest

quality products, quality checked and delivered

on time and in full. This service commitment

allows us to enhance the installer’s experience,

profit and reputation. Furthermore, we support

installers’ businesses at every level to ensure we

meet the needs of our growing customer base.

more than a ‘me too’ product. Nothing is forever

and replacement is often inevitable whether

driven by a desire for change in taste, improving

thermal performance or simply because the

product wears out. In the replacement window

market, it is more likely to be the first two points

where consumers want something different while

improving the energy efficiency of their home.

Something different to offer

The headline-grabbing product in Bison’s portfolio

We know that installers value a comprehensive

is The Genesis Collection: a range of meticulously

product portfolio to allow them to offer a broad

crafted Aluminium and PVC-U window and doors

range of products into the consumer. The sale into

that deliver the high-end products that today’s

the end-user is challenging. The customer of

Above: The Genesis Collection from Bison Frames.

“The sale into the end-user is challenging.

The customer of today is well rehearsed on what

they want and unless you can show that you

have something different to offer, the sale

becomes even harder with just ‘me too’ products

in your portfolio”


CERTIFICATE 12/4895

consumer is looking for and an added-value

upsell for the installer. The Genesis Collection

includes vertical sliding windows, flush

casements, patio doors, entrance doors, bifolding

doors and lantern roofs in a choice of

PVC-U and aluminium.

In short, the Collection offers everything the

market wants: looks, performance, sustainability

and value for money.

Partnership approach: GIN

We offer a partnership approach to our

customers. Not only is our product range one of

the best in the business, we make sure we offer a

high level of support too. For example, our GIN

(Genesis Installer Network) has been designed to

provide our retail installers with many growth

benefits including qualified homeowner leads as

a result of our targeted consumer marketing. On

the other hand, some installers simply want a

good product and a reliable service and we can

certainly help there too. Every one of our products

are manufactured to high, exacting standards and

offer a fast turnaround so you can buy, supply

and install products with complete confidence.

Our industry needs customers to have peace of

mind with a quality product and this is what the

Bison team deliver.

Continual portfolio development

As a business, we continually invest to ensure we

offer the latest ‘on trend’ products to satisfy our

customers. As end-users become ever-more

educated about what’s on the market, it’s more

important than ever to make sure that your portfolio

features products that genuinely set you apart.

We believe our own continuing success comes

from meeting these high standards as well as our

commitment to our customer – the installer. We

know that a successful fabricator needs to offer

installers support in many business areas. This

all needs to be supported by a strong product

portfolio, kept up to date with regular new

additions. And with other exciting new product

introductions planned for early 2020, there has

never been a better time to work with Bison

Frames.

Contact Bison Frames

0800 138 3838

https://bisonframes.co.uk

@BisonFrames

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JAN/FEB 2020 TI35

Silicone Choice

SILICONE: KNOW THE DIFFERENCES

Karl Williamson, Business Development Manager at Window Ware, urges installers not to

forget the important role silicone plays in the overall quality of every installation, and

explains why it’s important to know not all products are the same...

When it comes to installing windows and

doors, there are a number of essentials

which you will find in every installer’s

toolkit. But ahead of tools, drills, screws and

packers, the most common tool in the installer’s

arsenal is undoubtedly the trusty silicone gun.

For decades, silicone has been the faithful friend

of every installer, providing a cost-effective and

efficient solution for a long-term seal. With

silicone and sealant being so readily available

and at a relatively low-cost, installers can be

easily forgiven for thinking that silicone is just

silicone.

In reality however, there can be major differences

between various brands and compounds. And

even though it’s just a straight-forward perimeter

seal, using inferior silicone can have an adverse

effect on the overall quality of the installation and

its long-term performance.

Don’t spoil a quality project with a

budget solution

Much in the same way you wouldn’t opt for

budget tyres on a brand-new Ferrari, installers

shouldn’t do their installations a disservice at the

final stage by using a cheap, generic sealant. To

avoid the typical challenges of shrinkage and

movement and any potential discolouration or

call-backs, installers should instead use a

proven, branded product.

It’s an issue we feel incredibly strongly about at

Window Ware, because we want installers to

always deliver the best possible installations.

That’s why we recently launched reXon, our

brand-new range of silicones, sealants, fillers

and foams. It may not be a household name in

the UK market, but the reXon brand has been

setting the standard across continental Europe for

over 80 years.

It’s not hard to see why reXon

has been so successful across

the Channel. It ticks all the

right boxes for competitive

prices, smooth application and

a quality finish. What’s more, the

range is CE marked and is

manufactured using EN ISO 9001 and ISO

14001 standards to minimise environmental

impact. In short, the reXon range has the pedigree

to consistently deliver expert results.

Since the range was first introduced to the UK at

the start of the year, the reXon 117 LMN neutral

curing silicone has proven to be the most popular

choice so far. Not only is it resistant to ageing, UV,

weather and temperature change, it has

permanent elasticity and offers very good

adhesion to most building materials without a

primer. But don’t just take our word for it;

stockists, fitters and installation managers have

highly rated its ease of use, even application,

excellent workability and real value for money.

On-trend colours and finishes

However, the real strength of the reXon range is

the availability of on-trend colours and finishes.

Of course, we need a silicone which is robust and

durable, but we also need a product that reflects

the changing window and door market. As colour

continues to become more prominent and

homeowners opt for more aspirational home

improvements, these finishing touches will be

even more important.

Therefore, in addition to white and clear, 117 LMN

is also available as standard in black, anthracite

grey and RAL 8017 brown – perfect for

Rosewood. The wider range includes metallic

orders.

Left: Karl Williamson, Window Ware.

finishes for aluminium and

ultra-modern installs, as well

as shades of blue, green,

beige and every tone of grey. If

something unique is required,

there’s even a silicone colour

matching service available on larger

We’re delighted to be able to present this valuable

opportunity to our 300+ stockists, key

distributors and valued installers. The reXon

range has been one of the fastest selling product

lines in company history. We’ve seen a fantastic

response to the range, along with the foil

‘sausages’, which are not only cheaper to buy,

but are better for the environment and cost 94%

less to dispose of compared to plastic tubes.

Silicone might well be an everyday, unassuming

installation staple, but it can make a real

difference to the end result. We shouldn’t let a

product that costs a couple of pounds dictate the

quality and performance of a project worth

thousands of pounds.

Above: The reXon range of sealants from Window Ware.

Contact Window Ware

01234 242724

www.windowware.co.uk

@WindowWare


Your No1 choice

for integral blinds

Choice of FIVE control systems

ONE blinding profit opportunity

ORDER TODAY

www.morleyglass.co.uk

Quotes available in

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Tel: 0113 277 8722

Email: info@morleyglass.co.uk

Direct fax for quotations: 0113 277 8723

Morley Glass & Glazing Ltd, Unit 3, Leeds 27 Industrial

Estate, Bruntcliffe Way, Leeds LS27 0HH

Integrated Blinds

2020 VISION: HITECH BLINDS HAS

BIG PLANS FOR THIS YEAR...

It’s gone from start-up in 2017 to become the UK’s largest dedicated supplier of integrated

blinds in only two-years. So what are HiTech Blinds’ plans for year four? Total Installer hears

from Sales Director Ian Woolley...

year for HiTech it’s about service.

We have product innovation planned

“This

and new launches scheduled but

where we are right now it’s all about service. I

don’t think the industry is necessarily that great

at delivering it, and if we can get it right, I’m

confident that we can sustain growth”, explains

Ian Woolley, Sales Director, HiTech Blinds.

‘Sustaining growth’ may not at face value sound

ambitious. That is unless your growth has been

40% year-on-year for the past three years.

Growth prompts factory move

In fact, less than 12-months after it moved into

its new 8,000ft² factory, HiTech has just

completed relocating to a new 12,000ft² site. This

decision was driven, according to Ian, by the

requirement to meet new demand but also to put

down foundations for future expansion.

“The 8,000ft² site was meant to have given us

space to grow but we significantly

underestimated how long it would last us. Space

for lines, space to increase stock holding – it’s

key to delivering the right level of

service to your customers.

“The new site increases the

size of the factory by half

again. Would we have planned

to move within 12-months of

our last move? Probably not. It

was the right thing to do, however,

because we now have that basis for

growth.”

And this is very much the point. HiTech is

confident of continuing growth in a market which

in most areas remains comparatively unforgiving.

This is because despite growing in size, according

to Ian there have up until now still been artificial

inhibitors on the integral blind market’s true

potential. Something HiTech has directly

addressed, through its new service offer.

This moves lead times to as little as 10 days.

This shortens delivery for those installers who

buy in IGUs with integral blinds direct, but also

Left: Ian Woolley, Sales Director, HiTech Blinds.

better aligns its offer to the lead

times of trade-fabricators as

Ian explains.

“We’ve got some retail

customers who are booking up

work now two or three months

ahead and so lead times have no impact

on what they’re doing, but if you’re fitting a single

bi-fold there’s often a pressure on time and IGU

supply at three days may be appealing.

“Manufacture of integrated blinds is far more

involved than that of a standard IGU so we’re not

about to go head-to-head with volume

manufacturers on lead time for everything we do.

We are, however, reducing them and aligning

them more closely to the 10-15 day lead times

that trade fabricators work to.

“This should remove a barrier to supply,

supporting installers and fabricators in tapping in

to end user demand.”

Figures compiled by HiTech Blinds suggest that

fewer than 10% of all bi-fold & sliding doors

supplied into the home improvement market are

done so with integrated blinds. “It highlights the

massive potential that the market has for

growth”, Ian adds.

Product options

HiTech Blinds offers integrated blinds in two

sizes, a 16mm and a 20mm option, which means

that they are suitable for use with triple glazing,

Georgian Bars and slim 24mm energy efficient

units, in addition to standard 28mm units. The

operational system of this core venetian integral


“We’re now into

second, even third-time

replacements, the

retro-fit market has

also grown this year,

fitting our product into

existing frames. The

end-user is looking to

see the difference in

offer”

blind offer uses a simple but highly functional

magnet and guide rail system, lowering, raising

and tilting the blinds using a single operation.

This also employs a sophisticated gearing system

which means that the blinds are raised or

lowered twice the distance of movement of the

magnets.

Hermetically sealed inside the IGU, the system

also generates minimal resistance in operation.

This reduces strain on the gearing guaranteeing

through-life performance. This is housed in a slim

30mm and fully symmetrical profile, leaving only

a minimal area visible once the window has been

glazed.

The blind specialist also mechanically cycle-tests

two blinds from each set that it makes each and

every week to 10,000 repetitions. All products

carry a 10-year guarantee and are available in

nine standard colours plus a dual colour option,

with white inside and anthracite grey outside.

HiTech also offers any RAL colour on special

order on the perimeter frame.

“Faster lead times will help”, continues Ian,

“regardless, however, we see organic growth

being delivered from within our existing customer

base in line with that of the market.

“We’re now into second, even third-time

replacements, the retro-fit market has also

grown this year, fitting our product into existing

frames. The end-user is looking to see the

difference in offer. Integral blinds are a very clear

way of communicating the added-value of the

product.”

But it’s focus on customer service that Ian argues

will be key to growth in the coming year. This

includes new focus on recruitment, training and

its own processes.

“We don’t always get it right – but we are

committed to doing so. We genuinely listen to our

customers, and in the last year we’ve identified

where we need to make one or two changes to

our processes to deliver a better service to our

customers. That’s where the investment that

we’re making in people, our fleet and factory is

key. In being better at what we do, it allows IGU

manufacturers, fabricators and installers to

build-in margin throughout the supply chain and

to target the end-user more effectively as a

foundation for future growth.”

Contact HiTech Blinds

0330 6780 280

www.hitechblinds.co.uk

@HiTech_Blinds


JAN/FEB 2020 TI39

Window Updates

For further info on all these updates and more, visit www.total-installer.co.uk

UPDATE TO ADMINBASE

AdminBase, the mobile sales and management system for window and door installers, has been

updated with a new function which allows users to track all warranty and guarantee information for

individual contracts at the push of a button.

The highly evolved system recently underwent a step-change in its offering with the launch of dedicated

mobile apps designed to fully integrate every stage of the sales process, from marketing to after-sales

AdminBase’s latest update is simple to download and set-up

support. Intuitive and easy to use, AdminBase is designed to put an end to often inaccurate and inefficient for existing users, and automatically displays the remaining

handwritten processes. By using a mobile device such as a phone or tablet, all the information from point warranty and guarantee periods for each of the individual

products installed as part of a contract.

of sale is sent back to a central database where it can then be accessed and edited in turn by survey,

fitting and service teams, again via a dedicated app. Rhonda Ridge, MD at Ab Initio, commented: “When I originally created Adminbase, the ability to mobilise

the system with on-site functionality simply wasn’t possible, but now, thanks to the high-speed internet connectivity of modern portable devices, it has

revolutionised the way installers can operate. This latest update adds even more functionality and gives users a simple and effective way of keeping track of

warranties and guarantees, eliminating paperwork and creating a favourable impression with homeowners in the process.” www.abinitiosoftware.co.uk

RAYDEK CELEBRATES 21 YEARS

RayDek Window Services recently celebrated 21 years of supplying high quality windows, doors and curtain

walling products for commercial, construction and domestic installations throughout the UK.

Des Turnbull of VBH with Ray

Boundy of RayDek

The company began a relationship with VBH in 2002 and now sources a wide selection of products from the award

winning hardware specialist. Raymond Boundy, Raydeck Director, said: “We’re a busy company with a hard-won

reputation for quality and reliability. As such, we need a strong and flexible supply chain. We can rely on VBH to

supply what we want, and on time. They keep us informed of new product trends and they are also very clued up on

changes to legislation and standards.” www.vbhgb.com

QUICKSLIDE’S WIN-WIN SITUATION!

Quickslide’s popularity within the industry was recognised, with an announcement as ‘Overall

Business of the Year 2019’ at the Calderdale Excellence in Business Awards.

Quicklslide celebrated a double win at the Calderdale

Excellence in Business Awards – held at The Arches,

Halifax. www.quickslide.co.uk

Having already secured the ‘Large Business of the Year’ award, Quickslide triumphed for a second time at

the awards. Quickslide’s Chairman Adrian Barraclough explained: “The awards are a magnificent

achievement for the company and huge endorsement for our philosophy of valuing our staff, suppliers

and customers equally. Our installers represent Quickslide on the ground, and it is crucial that they

understand how their professionalism and work ethic contributes to the achievement overall.”

ORDERING JUST GOT EASIER

Euroglaze is making it even easier for new customers to place online orders.

Euroglaze is making it even easier for new customers to

place online orders by extending its use of First Degree’s

Window Designer software. www.euroglaze.co.uk

Whereas previously new customers had to wait until they received a dongle key from Euroglaze, they can

now simply log on directly to the Euroglaze Window Designer account via the cloud. Euroglaze’s MD

Martin Nettleton said: “Window Designer is a really user-friendly design and pricing option which we

know trade customers really like. For existing customers, we load Window Designer directly on to their

servers for them, but for new customers we will just send them a username and password and they can

get started with us straightaway using the pricing data which we have stored in the cloud.”

42 TIJAN/FEB 2020


ELITE DELIVERY FOR PROJECT

Over 300 Spectus Elite 70 System windows were used in the construction of a new build retirement village

in Chorley town centre.

Chorley Council commissioned a 65-apartment retirement village to provide those aged 55 and above with an

independent living space with access to care and support. The development, Primrose Gardens, is in the centre of

Chorley and is part of the Council’s strategic masterplan for the town centre. The development partner for the

build was Eric Wright Construction. The window contract on the build was awarded to Spectus Approved Window

contractor JADE Window and Door Specialists. The 65 apartments had over 300 windows in total manufactured in Above: Primrose Gardens’ town centre location

meant careful programming and logistics planning

anthracite grey on the external face and white internally. Thermal efficiency was a particular focus to keep running was required to ensure minimum disruption and

costs on the apartments to a minimum.

safe access. The construction was also on a

reduced timeframe to enable Chorley Council to

start delivering services as quickly as possible.

The Elite 70 System from Spectus was able to meet this requirement. It is a five-chamber system which increases

thermal performance, meaning it is capable of achieving a Window Energy Rating of A+ and U-Values to 0.8W/m²K. The system is Secured by Design

accredited where a high level of security is a requirement. www.spectus.co.uk

GARNALEX STRENGTHENS TOP TEAM

Garnalex says everything is on track for the launch of the revolutionary Sheerline system in Q1 2020 and has

announced four more ‘big-hitters’ have joined the Garnalex top team.

Top L to R - Darrell Woodward,

Ross Hartshorn, Richard Munyard

and Tracy Edmunds.

Darrell Woodward is the Garnalex UK Sales Manager and says Garnalex will be giving aluminium customers what they

want, when they want it!; Richard Munyard joins LB Plastics as Injection Mould Consultant; Ross Hartshorn, Garnalex

Technical Production Director now oversees all aspects of the Garnalex factory development; whilst Tracy Edmunds,

Hardware Design and Development Engineer, has been tasked with sourcing and developing a varied range of

complementary hardware for the Sheerline window system. Find out more at www.garnalex.com

LARGE SCALE HOPES ACHIEVED

Hundreds of Victorian Sliders’ sash windows are gracing the Chapleton estate which takes its

inspiration from the Scottish domestic architecture of the 17th, 18th and mid-19th centuries.

Hundreds of Victorian Sliders’ sash windows are gracing

the Chapleton estate, a stunning coastal housing

development in Seamill, West Kirkbride. The

development includes over 120 houses in all – 35

affordable and around 90 privately-owned – and the vast

majority include Victorian Sliders windows.

Housebuilder Hope Homes wanted them to have windows that complimented that vintage character.

“We chose Victorian Sliders for two key reasons,” commented Anne Hope of Hope Homes. “First,

because the windows balance the traditional aesthetics we were looking for with modern

performance, and second, because they were able to supply us with high volumes at a consistently

high quality.” www.victoriansliders.co.uk

QUICKSLIDE CREATES A LEGACY

Quickslide now offers the Legacy VS window to further extend its penetration of the Heritage sector.

Quickslide’s Legacy is the result of an exceptional

partnership with Spectus. www.quickslide.co.uk

Quickslide has developed Legacy based upon Spectus Systems’ VS after researching the market for

more than two years for a window that could form the basis for what Quickslide Chairman Adrian

Barraclough says would become ‘the finest replacement vertical sliding box sash window available’.

He explained: “We have taken a great deal of time and care to add a VS that further extends the

quality and performance offered by our established Renaissance VS, strengthening the position of

Quickslide as a UK market leader for replacement vertical sliding box sash windows.”


JAN/FEB 2020 TI43

Entrance Doors

UNLOCKING THERMAL EFFICIENCY

Whilst aesthetics and longevity have always held great importance when selecting an

entrance door for a domestic property, David O’Mara, Marketing Manager for Hörmann UK,

says products that offer improved thermal efficiency are becoming more important than ever.

Below he outlines what installers should look for to meet homeowners’ demands.

Recent research by the Department of

Energy and Climate Change (DECC) found

that installing insulated entrance doors is

the third most cost effective energy-saving home

improvement that homeowners can make, beaten

only by a replacement boiler and cavity wall

insulation. With energy costs increasing year-onyear

for many households, individuals are

continuing to search for ways to improve the

thermal efficiency of their home, with entrance

doors being a significant area of focus.

As you know, all entrance doors in the UK must

comply to the British Standards Approved

Document L1B, which outlines a maximum U-

value of 1.8/Wm².K for the whole door element.

With this in mind, installers can take a proactive

approach in aiding their customers in cutting

heating costs by recommending innovative

products that offer thermal efficiencies that are

significantly lower than the national maximum.

New generation

Traditionally, aluminium entrance doors paved the

way for security but lacked thermal efficiency

when compared to its timber counterparts.

However, manufacturers such as Hörmann UK are

developing a new generation of high-insulation

entrance doors that offer outstanding energy

savings, without compromising on the overall

security of the door.

Products such as Hörmann UK’s latest

ThermoCarbon entrance doors are constructed of

high strength aluminium, with a high-tech leaf

profile constructed of carbon glass-fibre hybrid

material to offer an entrance door with a U-value

as low as 0.47W/m².K. This is 1.3W/m².K lower

than the industry standard, offering significant

“As well as

thermal

efficiency,

aesthetics

and visual

appeal will

always be a

deciding factor

for consumers”

potential energy savings for the customer.

These impressive U-values are achieved through

the door’s unique construction, featuring a

100mm aluminium door leaf with PU rigid foam

infill, internal leaf profile that is supported by a

thermal break, and high stability due to its carbon

glass-fibre reinforced composite leaf profile. This

is also combined with a 111mm aluminium door

frame that features a thermal break.

Key areas for heat loss

Whilst keyholes, letter boxes and gaps around the

bottom and edges of an entrance door are key

areas for heat loss, this can be overcome by triple

sealing the bottom, top and sides of the door with

all-round seals to ensure no drafts can occur. For

entrance doors with additional glazing panels,

installers should select products where the door

leaf is foamed together with the glazing during an

optimal manufacturing process, preventing any

potential thermal bridges from occurring.

Installers should ensure that this is available for

all glazing types, whether it be clear, matt or

satinato for increased privacy.

Steel entrance doors should also be considered

Contact Hörmann UK

01530 516850

www.hormann.co.uk

Left: Hörmann UK offers a range of

thermally efficient entrance doors.

by installers, particularly

products that feature up

to 65mm thick door

leads with PU rigid

foam infills. Whilst

these will not offer the

lowest U-value of

0.47W/m².K that can be

achieved by an aluminium door, they

are still well below the government legislation at

0.87W/m², whilst also offering outstanding

security benefits.

Aesthetics and visual appeal

As well as thermal efficiency, aesthetics and

visual appeal will always be a deciding factor for

consumers when choosing a new entrance door

for their property. Because of this, doors that offer

concealed hinges and door profiles are a popular

choice for contemporary properties to offer a

sleek, streamlined finish. The ability to also

choose from a wide range of RAL colours and

finishes including matt or high-gloss is important

to ensure homeowners can add personality to the

exterior of their property.

Finally, entrance doors that offer an extended

guarantee – such as Hörmann UK’s – provide

homeowners with additional peace of mind that

the product will stand the test of time, continuing

to improve the thermal efficiency of their home

for years to come.


INSTALLERS, what shape of window

are you looking for today?

Shaped Aluminium Windows are Childsplay with

Watch the video here:

www.alufolddirect.co.uk/aluminium-shapes

01706 260700

info@alufolddirect.co.uk

www.alufolddirect.co.uk

Thoughts for 2020

PARTNER SUPPORT KEY AS ORIGIN

SET SIGHTS ON FURTHER GROWTH

The start of a new year brings with it a clean slate. It is a time to start again, no matter what

went before – both good and bad. But one thing is for sure, says Ben Brocklesby, Director at

Origin, it is a time to be positive and capitalise on all opportunities that come your way.

In 2019, we had plenty of reasons to celebrate.

We launched three new products to market,

experienced substantial sales growth,

achieved ISO 14001 and Secured By Design

accreditations, unveiled our first ever national

television advert, achieved numerous award

wins, and much more. For over 25 years, the

confidence we have in the quality of our products

and the unrivalled service we provide to our

partners has acted as our bedrock, and it will

continue to do so as we move forward.

For us, we see 2020 as the perfect opportunity to

strengthen the relationships we have with our

existing partners, whilst also growing the number

that we already have on board. With nearly 900

partners in the UK, we have fantastic national

coverage, but we are under no illusions that there

is still room for improvement. One of our key

ambitions for 2020 is to increase the support we

offer to our partners. If we can instil even greater

trust in our products and the promises we make,

we will empower them to sell more Origin

products above the competition. This will help us

grow our percentage of sales within

their businesses.

Partner confidence

To further increase partner

confidence, we will continue to

innovate new products and will

also be offering improved training

opportunities to our partners. With a

full suite of products now available, it is more

important than ever that Origin partners fully

understand the intricacies our systems provide to

homeowners and the benefits we offer to them as

a business. We will be hosting beginner and

advanced training sessions, both at our HQ and –

for specific partners – at their own facilities,

allowing information to be presented in a more

digestible way, depending on the level of preexisting

Origin knowledge.

In addition to product training, we will continue to

offer marketing, sales and customer support,

giving our partners the tools necessary to make

2020 their best year yet.

Left: Ben Brocklesby, Director at Origin.

On Time, In Full

performance

In order to measure our own

performance, and to ensure we

justify the increasing trust our

partners put in us, we use an

internal metric called ‘On Time, In Full’.

This ensures every aspect of the customer

journey is perfect – no matter how small – from

the ordering and manufacturing processes

through to delivery. As of November 2019, we

achieved a 92.5% success rate on delivery of the

‘On Time, In Full’ promise. This is remarkable

given how many things could go wrong when

manufacturing bespoke products with no lead

times. That being said, we know that we have to

work even harder in 2020 to reach a perfect

100%. As we continue to deliver on our promises,

the trust our partners have in us increases,

developing and strengthening our relationship.

This gives them the confidence to recommend

Origin products to homeowners more regularly

and in place of the competition.

I am incredibly excited about what the year ahead

holds, not just for Origin but for all of our

partners. If the benefits of being an Origin partner

were not big enough before, this next year will see

it even further stand out.

Left: Training is key for Origin’s accredited installers.

Contact Origin

0808 291 5131

www.origin-global.com

@Originbifolds


Hitech

THE

2020 Vision.

Faster delivery. Improved customer

service. 10-year guarantee.

High performance IGUs with

hermetically sealed blinds

made in the UK

Symmetrical design with

slim 30mm sightline

Choice of nine standard

colours and any RAL

colour on special order

Industry leading

10-year guarantee

Find out how integrated blinds from

HiTech Blinds can help you grow your business…

t. 0330 6780 280

e. info@hitechblinds.co.uk

www.hitechblinds.co.uk

PROUD TO SUPPORT

Door Updates


EXPRESS COLOUR SERVICE

Whilst the trend for colour offers some fantastic added-value upselling opportunities for

installers, sometimes waiting for a coloured patio door can have a real impact on project

schedules.

That’s why Patiomaster Dealer for the West Midlands, Framexpress, has created its express colour

service to deliver Patiomaster doors in ten standard colour options in just five days. Mark Westbrook,

Director at Framexpress, said: “For many installation companies, they have no problem getting

coloured windows fast, but getting a matching patio door on the same timescale proves tricky. This

affects their scheduling and can delay large projects such as full house double glazing replacements

and extensions, just because they can’t get their coloured door in good time. The solution was simple for us. Deliver coloured Patiomaster doors on the same

leadtimes as our Optima coloured windows. We offer the same ten standard colours in just five days, so installers can turnaround projects faster.”

Framexpress already offers 48-hour delivery on white window and Patiomaster options, as well as 4-hour quotes, friendly technical support and a late-night

estimating service. www.framexpress.co.uk

SEE THE DIFFERENCE WITH APEER

Aurora Windows has no problem putting Apeer and Lumi doors next to cheaper alternatives, as Co-Director

Chris Upton explained: “Customers only have to see and feel them and they can tell immediately they are

looking at something quite different,” he said, “It’s more than just offering more choice – it’s a real opportunity

to upsell because they work and feel so much better.”

www.apeer.co.uk

Aurora first looked at Apeer because it had a 70mm door that other suppliers couldn’t match. But, he added: “Once we had it,

we began to see how different it was in the way it handled and we saw the customers were noticing it too. They see the price

difference with the cheaper doors but they can also see why they are paying a bit more, and they obviously like that.”

VBH STARS WITH NOVA ALUMINIUM

Nova Aluminium Systems celebrates 15 years of business in 2020.

Nova Aluminium Systems operates out of a 40,000ft²

production facility in St. Jude’s and delivers to customers

across England and Wales using its own fleet of

distinctively liveried vehicles.

Nova manufactures aluminium windows, doors, curtain walling and shopfronts in all RAL colours, with

the bi-folding door being one of their biggest sellers. They elected to use greenteQ Clearspan bi-fold

hardware on this enduringly popular product. Nova’s Jason Ford said: “The greenteQ bi-fold solution

includes everything we need from the running gear, to handles, profile cylinders and locks, right down to

magnetic catches. We can either order from VBH per kit, or in bulk alongside all the other window and

residential door hardware that we source from them.” www.vbhgb.com

ABCELL’S ALUK DOORS DELIVER

“Our customers are over the moon with their new AluK bi-fold doors,” said Abcell’s customer

Phil Parsonage, of Phil Parsonage Windows.

Abcell offers fast turnaround times on every product they

manufacture, along with a reliable free delivery service

throughout the UK.

“The BSF70 8m x 2m doors were big, but they were a pleasure to fit. In my experience, the gaskets on

some bi-folds can be really tight and difficult to work with but these are outstanding – you can easily

push them in with your thumbs. We have always been very happy with the products delivered from

Abcell and the quality of the fabrication is awesome. We will definitely carry on using AluK from Abcell –

in fact we’ve already ordered a 5.8m 4-pane sliding door for another project.” www.abcell.co.uk


ON-SCREEN IMPACT

In the first salvo of a promotional campaign designed to appeal to style-conscious homeowners,

composite door and window maker Apeer has produced a radical new video supporting its heralded new

Silka door range.

View the Apeer Silka video here:

More akin to a rock video than anything previously produced to promote residential doors, links to the

https://youtu.be/84Qh3RLZyFM

production – which is accompanied by a suitably hard-edged and memorable audio track – will be posted on a

range of online ‘lifestyle’ media with an upmarket demographic appropriate to the perceived customer base for the Silka door range. The Silka video is the first

of five being produced as part of a campaign designed to appeal directly to homeowners in support of Apeer’s retail installer network located throughout the

UK. Videos will be accompanied by a range of print and digital brochures and other supporting material, in addition to SEO work to drive traffic to the

consumer-focused website. A 25% increase in leads generated for Apeer retail installers is the key benchmark for the campaign.

“The Silka video has tremendous impact and is perhaps more akin to an upmarket car production than a residential door,” explained Asa McGillian, Apeer’s

Managing Director. “But as homeowners increasingly change their windows and doors as a lifestyle choice together with home décor refurbishments, rather

than the stress purchase that used to drive sales, then so we must reach out and appeal to people on a similar level.” www.apeer.co.uk

PAS24 STANDARD ON PVC-U PATIO RANGE

HWL Trade Frames has launched PAS24 as standard across its inline sliding PVC-U patio door range.

Above: The Kömmerling

PremiLine PRO is available

from HWL Trade Frames in 2, 3

or 4 panel openings.

Manufactured in Kömmerling’s PremiLine PRO system, the new offer from HWL achieves PAS24 without the use of interlocking

bolts, leaving sightlines uninterrupted. Available in lead times of as little as 7-days, the addition of the German-engineered

system, forms a central element of HWL’s growth strategy for 2020. “There’s a lot of focus on aluminium doors but we sell a

huge volume of PVC-U patios into domestic and newbuild settings”, said Mark Haley, Managing Director, HWL Trade Frames.

“The flexibility to go out and offer a PAS24/Part Q approved door as standard, is a major benefit to our customers. There’s an

up-sell for the end-user but it also increases reach into new build”, he added. www.hwlwindows.co.uk

SALES GROWTH FOR PATIOMASTER SE

PatioMaster SouthEast has reported a 12% year-on-year sales growth.

Simon Spiers: “As the market

reports show, more and more

consumers are discovering what

sliding patios have to offer.”

Simon Spiers, Director at the company, said: “We are an independent, family-run company that offers customers the best

of both worlds: the ability to buy locally alongside the reassurance of a nationally respected and proven brand. As the

patio door market continues to grow, we’re the obvious choice for fabricators and installers in our region and this is

reflected in our sales growth.” Simon reports that the sales growth comes across the entire patio door range, including

the latest addition to the portfolio, the Triple-track system, which offers up to 25% more open space than a conventional

patio door. www.patiomaster.co.uk

OPTIMA OUTCOME FOR PROJECT

Retail installer County Windows has just completed the installation of 26 Optima windows,

two sets of Optima French doors with side screens and a single Optima residential door in a

stunning new build detached property in Herefordshire.

Optima system’s aesthetics fit perfectly with all house

styles www.profile22.co.uk

Mitch Luckman, owner of County Windows, said: “We are delighted with the results of this build. It was a

one-off development from local developer S A Lancett Carpentry and Building, who we have been working

with since the business was formed over 15 years ago. The spec of the project was extremely high end.

The use of Optima in anthracite grey with white interior delivered everything that was needed and more.”


JAN/FEB 2020 TI49

Step by Step: Stratus Lantern

LIGHTING THE WAY FOR INSTALLERS

With homeowner demand for roof lanterns on the rise, Total Installer takes a look at how

easy Aperture’s Stratus lantern roof is to install.

As we saw in the last issue of Total Installer, The Aperture Group is seeing continued demand for

its Stratus lantern roof. The company partly puts this down to the aesthetics and performance of

the product, but equally important is the ease of installation. The Stratus roof was designed with

installers in mind as we can begin to see in the installation guide featured below:

4

1

Step 1 Ensure supporting construction is

square by checking diagonals.

Measurements to be taken from outside

corners of supports.

2

2Apply a generous bead of suitable sealant

around the full perimeter of the supporting

structure. Positioned as shown above.

3

3Secure eaves beam into supporting

upstand using appropriate fixings. Fixings

to be positioned as shown in diagrams 3

and 4.

4Sealant to be applied between intersection

of eaves beams at corner joint using

appropriate product. Fix corner joint with XSC2-

90 corner cleat and 4 x K2-C9545 screws.

5Fit glazing bars to

eaves beam and

ridge section in

sequence shown right. DO

NOT fully tighten fixing

bolts to allow fitting of the

hip rafters. Secure glazing

bars and Georgian hips to

the eaves beam, ridge and

the radius end using M5 x

16mm bolts (supplied in

the eaves beam and ridge,

bolt for the radius end will

be supplied in the fixing kit). When all sections

are in the correct position, check they are square

to eaves beam and ridge and tighten to fix in

position.

5

6Secure all rafters and hips to eaves beam

using M5 x 16mm bolts. TIP: If working

with a restricted supporting upstand height

you may need to loosely fit the end caps in place

prior to the glazing bars being secured to assist

assembly. If not, glazing bar end caps will be

fitted later in the process.

7Rafters will need fitting with a gentle

rotation to fit over bolts when fixing to

ridge. Take care when positioning not to

scratch powder coated surface of ridge.

8Fix hips to radius end using M5 x 16mm

bolts.

“DO NOT fully tighten fixing bolts to allow fitting of

the hip rafters. Secure glazing bars and Georgian

hips to the eaves beam, ridge and the radius end

using M5 x 16mm bolts”

6

7


9

9Ensure that support infill is fitted between

all glazing bars and Georgian hips. Fold

back approx. 25mm of protective tape from

support infill to allow it to be removed once

glazing unit is in correct position.

13

caps are located into their

respectively numbered glazing bar.

13Top

Tap down till fully located using a

plastic or rubber mallet on a section of timber to

avoid damage to capping.

14

17

ridge holding bolt into

receiving boss on underside of top

17Insert

cap casting. Turn clockwise and lock

in position. When fully tightened cut down to

85mm from end of threaded rod to edge of

aluminium boss.

10

not already done, remove section

indicated above in blue from end

10If

closer to allow rafter/ Georgian hip

rafter to sit correctly in position. Dimension X At

rafter = 15mm At hip = 30mm

this

sequence

11Use

(right) to

glaze the units in their

correct locations to

balance weight evenly

attaching the glazing closers

on a contemporary design roof, it is

12When

advisable to seal the closer to the

DGU to prevent the possibility of any central

sagging to the end closer. Apply a thin bead of

sealant to the top wing of the glazing closer and

attach. Secure with suitable masking tape and

remove when cured.

glazing bar and top cap to ridge

section using appropriate sealant.

14Seal

15

fit the 2 radius end foam infills.

They fit back to back as shown

15Now

above.

to be applied as indicated on

image to seal glazing bars and hip

16Sealant

rafters up to radius end foam infills.

16

18

to be applied to the

underside of the top aluminium boss

18Sealant

as indicated on this image.

19

top caps. Ensure gap between

hip and ridge is sealed when no

19Fit

rafter is fitted.

Continued overleaf

“The Aperture Group is

seeing continued

demand for its Stratus

lantern roof”


JAN/FEB 2020 TI51

CERTIFICATE 12/4895

Step by Step: Stratus Lantern

20

end caps on all glazing

bars and Georgian hip rafters

20Secure

using 4.2 x 25mm self-tapping

screws (as supplied).

21

Above: A completed Stratus lantern roof installation.

8mm diameter hole in bottom

cap for nylon fixing bolt to pass

21Drill

through. Position indicated on inside

of cover. Secure using M8 nylon nut.

NB: The above should not be used as a substitute for the full

Installation Guide – for more detail and the full guide, please

visit www.aperture-trading.com/media/2158/stratusinstallation-guide-a4-v5.pdf

Contact The Aperture Group

01623 443200

www.aperture-trading.com

@GroupAperture

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AT TRADE

PRICES

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equipment to help you succeed.

Providing installers with a lightweight,

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garden rooms.

Our roof is fully accredited for Building

Regulations Approval, with SupaLite

being the only tiled roof company to offer

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Tile Colour Options

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www.supaliteroof.co.uk

CERTIFICATE 17/5463 : ROSS ROOF GROUP

Glazed Ext. Updates


ATLAS SHOWS THE WAY TO SUCCESS

Atlas Glazed Roof Solutions is looking towards another strong year as it announces that it is

more than 15% ahead of budget for new business, with many new installers benefiting from the

multi award-winning showroom support package from Atlas.

Gareth Thomas, Sales and Marketing director at Atlas, said: “2019 was a terrific year for Atlas and we

are delighted to have welcomed so many new customers on board. We fully expected demand to be

high for our Lantern 2.0 because it is the best lantern available on the market today, but we’re very

pleased with how the Atlas Flat Rooflight has performed, with year on year sales up by 16%. In a

challenging market, we’re really proud to have achieved these impressive results and we’re looking

forward to sharing a great year ahead with all of our customers.”

Above: The Atlas Lantern 2.0

Atlas has welcomed scores of installers on board since it launched its Lantern 2.0 a year ago. The slimmest, lightest, finest looking and most thermally

efficient lantern that Atlas has ever created, it has become the lantern of choice for many installers because it is easy to sell and quick and simple to install.

www.atlasroofsolutions.co.uk

PREFIX’S BROCHURE BENEFITS

Prefix Systems has published a new 20-page conservatory brochure, as the company looks to

go back to its roots in promoting its range of glazed roof products to the trade.

The brochure fits in well with the carefully branded range of marketing materials that’s been

developed by Hannah Gilrane, Marketing Co-Ordinator for the business, along with feedback from

customers. The contents show the different shapes, along with a number of modern-day

enhancements including a cornice, contemporary gutter shroud and insulated pelmet. Colours are also

highlighted in the brochure along with the bespoke colour matching service. www.prefixsystems.co.uk

PREMIER POSITIONS FILLED

Premier Roof Systems, which supplies and installs a number of products including

conservatories, has made two key appointments to handle demand for its latest product offering.

Non-executive Director Gary Lumby and Technical Sales

Manager Ashley Fox.

Gary Lumby MBE has joined the company as non-executive Director, with Ashley Fox being appointed

Technical Sales Manager. Both will be instrumental in the ongoing expansion of the firm which includes a

new partnership with Ultraframe. MD Pouya Bostani explained: “Product development is hugely important

to us in an industry that's continually changing, and we need to offer new and innovative products to stay

at the forefront of developments in our sector.” www.premierroofsystems.co.uk

ABCELL’S BROCHURES DELIVER

The trend to improve and not move has led to more homeowners investing in glazed

extensions to create new living spaces.

Abcell’s new brochures: “These exclusive new brochures

provide our customers with an additional sales tool to

make their job easier.”

Abcell has launched two exclusive new brochures to help installers sell the dream. Guardian Warm

Roof and AluK products are perfect for creating these light-filled rooms and the new brochures have

been produced to show the many benefits of the two ranges for both newbuild and refurbishment

projects. Paul Ford, Abcell MD, explained: “Brochures are an ideal way to help installers sell the

benefits of products to homeowners and show the full range of options available.” www.abcell.co.uk

54 TIJAN/FEB 2020


Industry Leading

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t 01236 721557

f 01236 721568

Diversifying & Upselling

SHOULD YOU DIVERSIFY IN 2020?

Diversification could be key to future-proofing your business and riding out continuing

political and economic uncertainty in 2020. With this in mind, we take a look at Bohle’s

range of options that could help installers use their current skill-set and

easily diversify into other areas to future-proof their business…

Pressure on price-point continues drive UK window and door sales. The home improvement sector may have held up

better last year than many expected, however, it was nonetheless defined by a high degree of volatility and stiff

competition on prices. So, what should installers be doing at the start of this year to future-proof their businesses?

“The case for some form of diversification this year is a very strong one”, says Dave Broxton, Managing Director, Bohle (right).

He continues: “Having an alternate workflow or product offer can support installers in smoothing out the bumps along the road. Given the volatility we saw in

the market last year, that’s a major benefit to anyone working in home improvement installation.

“It can also give them access to higher margin, higher value work while utilising an existing skills-set, maximising potential income. That could be by entering

a different but related market; light commercial work is a very small step up from home improvement in terms of product or service offer. The other route is to

sell more on each job in the same sector by offering your customers a broader set of solutions and upsell of offer.”

Bohle’s own product offer presents installers with a series of opportunities to do this, either in existing sectors or by supporting them in accessing new ones.

Below, we take a closer look:

1Skyforce Skyforce is

Bohle’s Juliet and

French Door balcony

system. It’s been

developed to deliver the

flexibility for use in onsite

installation, fixed

directly into brick work

and masonry or direct into

timber, aluminium and PVC-U

door frames, as long as in the

case of the latter, it’s manufactured using

a suitable reinforcement. This also means that

Skyforce can be prefabricated as part of door

manufacture.

Tested to General Building Inspection Test ABP

and BS6180, Skyforce accommodates single

glass width of up to 3000mm using one complete

two-part aluminium fixing and glazing system.

It’s supplied by Bohle in three pre-assembled

profile sets for glass heights of 900, 1000 and

1100mm. These can accommodate multiple glass

thicknesses from 12mm to 21.52mm, depending

Left: The Skyforce Juliet and French door

balcony.

on the rubber glazing set

selected.

Installation in five

easy steps:

Step 1: Profile is preapplied

or drilled and fixed

on site to a suitable French

Door Frame or masonry using

suitable fixing anchors

Step 2: Glass is offered up to and sat on base of

profile/frame

Step 3: Aluminium fascia clips and slides into

place to conceal fixings and secure glass

Step 4: Gasket applied using glazing tool

Step 5: End/weather sealing caps applied to the

top of each profile

“Skyforce is about as simple as it gets. It can be

fabricated along with the frame or fitted on site.

It’s also suitable for retrofit. It’s aimed firmly at

the domestic market, providing installers with an

opportunity to up-sell their offer”, says Dave

“Where supplied in a pre-fixed format, there’s no

requirement for additional drilling or fix into

substrate over and above that in the standard

installation of a door,” he concluded.

Above: The VetroMountbalustrading system from Bohle.

2VetroMount VetroMount is Bohle’s easyto-fit

residential balustrading system,

available in standard 2.5m and 5m lengths

in top and side-mounted options, accommodating

glass thickness of up to 21.5mm.

It’s been designed to minimize stock-holding

through a highly innovative clip-and-fix finishing

option, which allows installers to apply a

stainless steel ‘skin’ to the standard anodised


“The other route is to

sell more on each job

by offering your

customers a broader

set of solutions and

upsell of offer”

finish and is counterbored, which means it’s

suitable for use with standard, rather than more

expensive counter-fix fixings.

The easy-adjust system can also be aligned to

plus or minus 20mm in either direction by hand -

and without the use of specialist tooling. The

glass is then locked in place using an intuitive

and patented push and pull mechanism.

Installation in seven steps:

Step 1: Fix channel to substrate

Step 2: Insert fixing kits into channel

Step 3: Fix gasket wedge and insert glass

Step 4: Knock fixing kit fixing wedges into place

Step 5: Adjust the angle of the balustrade if

necessary, to 90º

Step 6: Use the push pull mechanism to lock

balustrade into place,

Step 7: Insert gasket to inside face and apply

knock-in end trims

“The point is, you don’t have to be a glass

processor to supply it”, says Dave. “There is no

glass processing required. You order the length of

channel you require, the glass, fixing kit for that

thickness of glass and that’s it. VetroMount

removes barriers to market entry and maximizes

the opportunity for return. Alternatively,

EasyMount 6020 is a heavier-duty balustrade

option. It’s again been designed to be easy to fit

but is suitable for light commercial as well as

domestic applications, withstanding a linear load

of up to 1.5kN.”

3MasterTrack MasterTrack (above) offers

installers opportunities across home

improvement and light commercial sectors.

Able to accommodate glass thickness from 8mm

to 12.76mm and maximum weights of 60kg,

80kg, 120kg and 150kg, MasterTrack is available

as either a wall-mounted or ceiling hung system.

In addition to the flexibility to handle some heavy

weight installations, its USP is that it requires no

onsite processing, employing instead a simple but

highly effective clamping system. This cuts

installation time per door to as little as 10-

minutes.

It also uses specially developed hydraulic

dampeners which can be pre-set according to the

weight category for optimum cushioning, the slim

sightline system is available in aluminium,

stainless steel, black and anthracite grey

finishes.

Installed in as little as 10-minutes:

Step 1: Fix u-channel to substrate e.g. wall or

ceiling

Step 2: Disassemble carriages and fix

appropriate packer into pre-routed holes

Step 3: Align carriages with the edge of the glass

and tighten

Step 4: Fix floor guide

Step 5: Lift the door into position so that

carriages sit within the tracks

Step 7: Easy adjust of door height with an allen

key

Step 8: Fix the floor guide front rail

“He argues that

architectural and

processed glass

products remain

under-exploited by

installers”

Step 9: Activate the dampener

Step 10: Clip-in the u-channel cover

“MasterTrack is perfect for the commercial arena

because of its load capacity”, Dave says. “It

handles weights of 150kg and can do it very

comfortably, which means that it offers

exceptional reliability and service in commercial

uses.

“At the same time, these are also pluses for

domestic installations. It eliminates any

requirement for processing of glass through the

application of a simple clamping system which

means that it’s easy to hang and adjust. I’ve

fitted it in 10-minutes, so for an installer, it’s

going to be something they can do in their sleep.”

He argues that architectural and processed glass

products remain under-exploited by installers.

This, he argues, means that they represent

significant opportunities for home improvement

specialists in particular, but also those looking to

new markets: “To upsell to install a glass

balustrading system like VetroMount or Skyforce

as a balcony system is very easy to do in the

context of the wider sale. Proportionally you’re not

adding a lot of cost to the end user and even if

they can’t afford it straight away, there are retrofit

opportunities – you’ll have prospects for each on

your existing client list. Meanwhile, EasyMount

6020 and MasterTrack generate opportunities

across sectors using an established skills-set

providing a solution in multiple markets.”

Contact Bohle

0800 616151

www.bohle.com

@BohleLtd


JAN/FEB 2020 TI57

Top Tips to Stand Out

HOW CAN CONSTRUCTION SHAKE

OFF THE ‘COWBOY BUILDERS’ TAG?

Ben Milton, tradesperson and co-founder of Paddle – the app which connects tradespeople

and homeowners – offers his tips to improve your reputation and image.

Whilst growth prospects for the overall industry remain modest, demand for residential windows and doors is being supported by the replacement

sector as many homeowners look to ‘improve, not move’, meaning things are looking positive for the industry. Unfortunately, however, the actions of

a small minority mean that window and door installers don’t always have the best reputation amongst homeowners, which has the potential to stall

growth. As a tradesperson myself, it’s an issue that I know affects the construction industry as a whole – with a small number of ‘cowboy’ tradespeople

unfairly influencing the public’s perception of those working in the sector.

As a result, whilst you undoubtedly work hard to keep your customers happy by carrying out projects to the best possible standard, you may at times find it

harder than you should to win the trust of potential new customers straight away. It’s therefore important to ensure that you stand out from the crowd. Below

are my top tips for safeguarding your reputation and positioning yourself as a reliable installer:

1Make sure you have an online presence

With the majority of homeowners now tech

savvy, we know that they are increasingly

searching for tradespeople online. Not being able

to find any information about your business

anywhere online can put potential customers off

and you could be missing out on lots of potential

business, so having a strong online presence is

crucial to building both your business and your

reputation.

However, not every installer has the necessary

knowledge, resources or time to build and

regularly update a high-quality website. If this is

the case, signing up to a tradesperson directory,

website or app which connects you to

homeowners can be a more efficient way of

ensuring you can be reached online.

It’s also worth considering how social media

could help your business as more and more

consumers turn to Facebook for

recommendations and reviews. It can be time

consuming to run a social media profile to its full

potential but if you are going to invest in setting

up a Facebook page, for example, it’s worth

putting in the time to getting it right. Facebook

pages that go unpopulated for weeks and months

can often be worse from a perception perspective

than not having a page at all.

2Get recommendations Generating

recommendations from satisfied

customers is another fantastic way of

building your reputation as a contractor. As a

result of the negative perception of some

tradespeople, members of the public are

becoming very cautious about who they part

money with when it comes to having work done

on their property and a large proportion will only

select a window and door installer if they’ve been

recommended to them. Whenever you complete a

job, make sure you ask your customer if they’ll

give you a recommendation. If you do have your

own website, implement a review section and

refer your customers there. Alternatively, make

sure you choose a tradesperson directory website

or app which allows users to recommend you and

encourage them to do so.

3Be transparent and readily available to

communicate With homeowners leading

busier lives than ever before, many don’t

have time to sit around and wait 24 hours for a

tradesperson to reply. They expect you to be

readily available and if you’re not they’ll move on

to someone else to get the job done quicker. As a

result, it’s crucial to ensure that you’re easily

contactable at all times.

Consumers will also have different preferences

when it comes to the way they like to

communicate with tradespeople. As such, it’s

important to allow potential customers to contact

you in a way that suits them via a range of

communication channels – whether that’s a

phone call, instant messaging or a video call. It’s

important that whatever tools you use to

communicate with customers offer them this

range of options to keep lines of communication

open at all times.

4Join a competent person’s scheme /

trade body Another great way of

enhancing your reputation is by joining a

competent person’s scheme or trade body.

Gaining accreditation from an independent body

will help to reassure homeowners that you’ve

been audited, increasing the likelihood of new

business coming your way. Some schemes may

even offer you free marketing opportunities just

for being part of the scheme, so it’s worth asking

when you join one.

Take action now

Despite the majority of the industry delivering

great work, the reputation of installers is not

always what it should be. As a result, it’s up to

you to play your part in helping to promote

yourself, the great work you do, and the industry

as a whole. Getting yourself online, accredited and

recommended by customers are just a few ways

of making sure you stand out from the crowd.

www.justpaddle.com


TOP TIPS FOR FITTING ROOFLINE

Roofline specialist Freefoam shares best practice tips for installing roofline.

When it comes to installing roofline, it’s always worth reminding yourself of best practice to keep

safe and prevent customer call-backs. With this in mind, Freefoam has put together some nononsense

tips for simple, safe and hassle-free installation:

Fascias

• When fitting fascia, don’t

forget to push two rows of

tiles back, cut old felt back

along the line of the fascia

and fold the felt back

under the second row of

tiles. This will give you

access to the rafter feet. You

can then use a crowbar to make

a gap between the fascia and rafter

foot and cut the nails with a reciprocating saw or

a pad saw. This makes it easy to take down the

fascia.

• Do always use white chalk when using a string

line to mark a fixing line for fascias, bargeboards

and gutter brackets. Don’t, for example, use a red

one – it’s much harder to rub off and can leave

marks round the nails!

• You often need just over five metres of fascia to

complete a run. Don’t be tempted to have a small

one metre piece at the end! Instead, cut the five

metre board so you have a larger space to fill at

the end, about 1,500mm. This looks much better

and you can use the one metre off-cut on the

barge board.

• Do pre-drill and oversize holes when fixing

dark or coloured fascia boards and cladding.

• Don’t join fascias between two rafters. Always

fix the end of a fascia to a rafter foot, as the join

will be much more secure.

• Do remember to fix just one side of a jointer or

corner to the fascia, or it will be forced off when

the boards expand and contract.

• When using over-fascia vents, don’t forget to

allow for a smaller fascia. In many cases the saving

you make on the fascia will pay for the over vent.

• Do ensure you have clearance on

side-hung window sashes on

the fascia if they are close to

the soffit.

Gutters

• When surveying a

project do check for a slate

or tile undercloak on the

gable. There is a good chance

that the gable rafter will need

replacing. The same is true for the verge because

water may have penetrated through all of the

joints in the tiles or slates onto the rafter and

behind the barge board. The tiles and slates are

normally fixed to the barge board, making it very

difficult to get the barge board off without

destroying the verge. It’s a good idea to price this

in the quote.

• Do always use all three fixing holes in the

fascia brackets. The brackets are designed to

allow the gutter to move in fluctuating

temperatures. If you only use one or two holes it

will allow the bracket to swing, trapping the gutter

and stopping the correct expansion and

contraction. This is normally the cause of

guttering coming out of the joints which can lead

to leaks.

• When fitting gutter do make sure the grooves

for the sealing gaskets are free from debris or the

seals will leak.

• Do remember to fill a gutter installation with

water before you leave the job. It only takes a few

minutes but will test for leaks and save you a

wasted return journey.

“It’s always worth

reminding yourself of

best practice to keep

safe and prevent

customer call-backs”

General tips

• If you’re working off a ladder or Easi-Dec, do fit

the gutter as you fit the runs of fascia. It saves

you going back on yourself and it’s much quicker

and safer to place the ladder or Easi-Dec once.

Leave the gables until last.

• Do use a dilute mix (50:50) of PVA to prime the

under-cloak and tiles when re-bedding a gable.

You can also add a small amount of PVA to the

mortar mix. This bonds the verge together and

prevents slumping.

• Do use dust sheets on the ground when ripping

off fascias if there are flower beds under the

scaffold. This will make it much easier to clean

the area when finished.

• Do use a sliding bevel and boat level to find the

angle on a gable.

• Before taking off old barge boards on a gable,

do check the undercloak strip isn’t nailed to it. If

it is, and you don’t cut the nails, it will break the

undercloak strip - the piece of flat material under

the mortar bed on the verge tiles.

• Don’t use standard PVC solvent cleaners on

woodgrain products. They are too harsh and will

remove the acrylic from the surface of the

laminate which reduces the UV filtration

properties. Use warm soapy water or a

proprietary cleaner such as Cosmofen 20.

Contact Freefoam

0800 00 29903

www.freefoam.com

@freefoam


JAN/FEB 2020 TI59

Home Improvement Updates

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

ADD OUTDOOR LIVING

One of the East Midlands’ leading home improvement companies has seen business boom since

becoming an approved installer of outdoor living products from the Milwood Group.

Stormclad has been offering Milwood aluminium verandas and carports for the past two years. In that time,

outdoor living has become one of Stormclad’s most popular product ranges with the firm becoming one of

Milwood’s fastest growing trade partners.

The Milwood Veranda.

Paul Young, Sales and Marketing Director at Stormclad, explained: “Our aim at Stormclad has always been to

offer customers the strongest range possible. That’s why we offer windows, doors and conservatories in a range of styles and materials, and why we were

delighted to add aluminium verandas and carports from Milwood. Two years on, it’s proven to be a fantastic decision. Whilst it’s fair to say we were initially

sceptical about outdoor living during our first conversations, Milwood gave us all the answers and support we needed and we haven’t looked back since.

Customers have responded so overwhelmingly to the product range with huge demand for both aluminium verandas and for carports. In fact, outdoor living has

quickly become the biggest growth area for the business. We’ve come so far in just two years and we thank the Milwood team for their continued support,

training and advice throughout this time. We look forward to continuing this successful partnership in the months and years to come.” www.milwoodgroup.com

DAKEA FITS FOR LOFT CONVERSION

Four Dakea Ultima roof windows and blackout blinds have been installed as part of a loft

conversion in the home of Andy Moores, Contracts Manager at Kavanagh Roofing in Shaftsbury.

Self-installed, Andy selected the Ultima range windows for their high-quality, cost efficiency and ease

of installation. Andy was looking for four roof windows in a pine finish to match the aesthetic of the

previous windows installed on the property. Having worked for Kavanagh Roofing, a roofing contractor

and stockist of Dakea products for over 30 years, Andy had recommended and installed hundreds of

Dakea roof windows and was quick to use the brand for his own property. www.dakea.co.uk

VIDEO SUPPORT FOR INSTALLERS

Freefoam Building Products has launched a new video to illustrate how PVC roofline products

work seamlessly as part of a wider home improvement offering.

Video: https://www.youtube.com/watch?v=qIsKuFHw2mU&t=39s

To find our more about becoming a Freefoam Registered Installer go

to https://www.myfreefoam.com/installers

Working with N G Roofline Windows & Doors, Freefoam filmed a refurbishment installation to illustrate

how roofline products, fascia, soffit and gutter, can be fitted as part of a wider project including

replacement windows and doors. Owner Ashley Marvin explained: “We’ve always been a Freefoam

Registered Installer. We get marketing support from Freefoam, brochures we can leave with customers

and information packs to help our sales process. Their support has certainly helped our business grow.”

SCORE WITH SUPALITE CHARITY!

SupaLite is proud to announce the triumphant return of their popular charity football

tournament which raised vital funds for Cash for Kids.

Entries are now open for Supalite’s Charity football

tournament which takes place on March 28th.

The SupaLite Charity Shield will be up for grabs on Saturday March 28th 2020, with entries now open for

new teams. Nina Colquhoun, Finance Director at SupaLite, explained: “After the huge success of the 2019

tournament, we are delighted to be bringing back the SupaLite Charity Shield in 2020. With a few months

to go, we’re calling on local businesses along with our suppliers, customers and industry friends to

register a team in this brilliant event.” To register call 01772 828060 or visit www.supaliteroof.co.uk

60 TIJAN/FEB 2020


GLAZING

SUMMIT

2020

THURSDAY 8 TH OCTOBER

insightdata

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The Glazing Summit returns to Edgbaston Conference

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debating the burning issues facing the industry.

Organised by Insight Data and Purplex Marketing, Glazing Summit

2020 will tackle head-on the challenges and opportunities facing

every fabricator, installer, glass company and component supplier in

the industry.

“One of the most realistic yet dynamic takes on the UK fenestration

industry.” Justin Ratcliffe, Chief Executive, CAB

“You gave the industry a tremendous boost with this superb event.”

James Lee, Director of External Affairs, The GGF

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Don’t miss out on sponsoring and partnering with the Glazing Summit

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or visit www.glazingsummit.co.uk

7

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INDUSTRY PARTNERS

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INDUSTRY LEADERS,

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& THE MEDIA

Wet Weather Working

STAMP OUT THE DAMP: THE RIGHT

GEAR FOR WET WEATHER WORKING

Peter Dumigan, Managing Director of the Hultafors Group UK, which owns Snickers

Workwear and Solid Gear Safety Footwear, explains what workers should look for from their

clothing to avoid a day of pain when working in the rain...

It’s said that rain can affect your mood, but

it’s also clear it can affect the way you work

and feel on site.

It can also have a negative impact on your health

and wellbeing and, if you haven’t got particularly

effective rainwear, your mid-and base-layer

clothes will get damp and uncomfortable.

Apart from your clothes getting heavy, you can

also get a rash from simple irritation through

friction, and then moving around becomes much

more tiring.

Your body can also lose heat – probably faster

than you can generate it to dry your clothes out.

That’s fine if you’ve been drenched by a sun

shower when it’s warm, but if it’s cold or even

cooler on site, your body temperature is going to

drop.

Not only can stewing in your wet clothes chafe

and irritate your skin, if you’re wearing damp or

wet clothes for too long, bacteria and fungus from

the air can multiply in the wet clothes

environment and then run rampant on your skin

causing rashes and irritation.

Stay dry in the rain

Staying dry and comfortable on site is all about

choosing the right type of rainwear for the job.

Your choice depends on a variety of factors, from

the type of rainfall to how intensely you’re

working and how many hours you spend outside.

Here’s what to think about when dressing for wet

weather work – not only jackets but trousers too:

• For 100% waterproofness for a full day’s highintensity

work, choose a breathable waterproof

garment with taped seams for maximum

protection and breathability.

• For 100% waterproofness in low-intensity work

in pouring rain – choose a PU garment with

welded seams.

• For a basic protection against water choose a

garment that is water-repellent. The garment will

keep you dry if it’s drizzling but still offers

breathability.

• Don’t forget that what you wear underneath

your outer layer really matters.

For high-intensity work, make sure your base and

mid-layer clothes can transport moisture. For

low-intensity work or work in lower temperatures

you might need to add an extra layer to build

warmth.

There’s a big difference between

‘waterproof’ and ‘water-repellent’

When it comes to ‘water protected’ workwear, it’s

important to know what’s behind each of the

terms – they are different.

Peter explained: “A waterproof garment – like our

GORE-TEX jackets – is the most effective 100%

protection in rainy weather. This kind of

waterproof fabric consists of an outer layer called

the “face fabric”, usually made of polyester

“Your choice depends on a variety of factors,

from the type of rainfall to how intensely you're

working and how many hours you spend outside”


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Have you noticed a specific in-flux in projects

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Garages, Internal Screens, Stairwells, Basements or

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Building regulations are currently being updated and

Building control officers are specifying the use of fire

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Wet Weather Working

Look for EN 343 Accreditation for Protection Against Foul Weather on Clothing

The EN 343 accreditation validates the garment’s performance in the rain and covers materials

and seams on all our waterproof garments, specifically the stitching, and is divided into two

sections: water penetration and resistance to water vapour.

For water penetration there are 3 classes, where Class 2 requires Wp (water pressure) ≥ 8000

Pa and Class 3 requires Wp ≥ 13000 Pa. Class 1 requires the same as Class 2, but without pretreatment.

For resistance against water vapour, that is to say RET, (the lower the rating the greater the

penetration) there are 3 classes:

• Class 1: RET ≥ 40 • Class 2: 20 < RET ≤ 40 • Class 3: RET ≤ 20

Water penetration is noted at the top in the symbol and resistance to water vapour is at the

bottom in the symbol.

with a laminated membrane or a coating that

prevents water penetration.”

It’s achieved by sealing the internal fabrics

completely from external conditions. All seams

and cut lines are taped or sealed to stop the

water coming through the stitched areas of the

fabric.

Water-repellent garments only offer basic

protection against the effects of water, but at the

same time provide great breathability to ventilate

your body when you’re active.

Water-repellent protection is achieved by using a

hydrophobic fabric, which means that the water

is repelled on contact. The fabric is treated with a

DWR (Durable Water Repellent) finish that causes

the water to form drops on the surface of the

fabric that run off or can be brushed off easily.

Choosing the right kind of

waterproof workwear

“How wet are you likely to get on site?” asked

Peter. “Your answer will help you choose the right

type of rainwear to wear. What does the weather

forecast say? Is there a risk of heavy rain,

showers or drizzle? Will your work be lowintensity

or more active?”

“Finally, how long will you be exposed to the wet

weather – minutes or hours? Hence, longer shifts

will put more demands on your working clothes

and the waterproof technology used in the

garments. That’s why you need to consider

whether you should be wearing waterproof or

water-repellent clothing.

“So, for longer exposure or if you need 100%

protection on site in the rain, look for our GORE-

TEX jackets. These highly technical garments are

extremely durable with a membrane that has over

1.4 billion pores per square cm. They’re

waterproof to keep you dry, windproof to keep you

warm, and breathable to keep you comfortable all

day long.”

For quick and reliable protection during periods of

rain or if your work is less active, choose our PU

garments which have EN 343 certification for

Protection against Foul Weather (see above). This

accreditation validates the garment’s

performance in the rain through independent

testing.

Also, don’t forget about ventilation! The

breathability of your clothes is as crucial for your

comfort as the outer-layer protection against

water, especially when you’re working really hard.

Clothes with good breathability transport sweat

away from the skin.

So make it a habit of checking the breathability

features of the garments you buy. Breathability

comes in two ways. Either the breathability of the

fabric itself, such as our 37.5 sports fabric, or

This page and previous: Snickers Workwear offer a range of

jackets for varying weather conditions on site.

built-in ventilation functionality such as zippers

or meshed fabric areas at the sides and back of

the garments.

Finally, whatever the rain may do to dampen your

spirits, as far as your work clothes are concerned,

by choosing the right workwear you can work

effectively and comfortably all day long.

Contact Snickers Workwear

01484 85 44 88

www.snickersworkwear.co.uk

@SnickersWw_UK


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Updates


DRESSED FOR WINTER SUCCESS

Street-smart, stylish looks and GORE-TEX and 37.5 fabric technology make these FlexiWork Insulated

Jackets and Trousers from Snickers Workwear a must for winter on site.

The FlexiWork Insulated Jackets and

Trousers from Snickers Workwear.

You’ll stay warm and dry in this layered clothing that’s robust, waterproof and windproof too! The design and

fabric combinations will keep your body in the optimum comfort zone as the weather conditions change on site.

They’ve got all the features and functionality that you’d expect in Snickers Workwear Jackets and Trousers.

They’re great looking garments that will keep you feeling comfy wherever you are and whatever you’re doing at

work in cold weather. www.snickersworkwear.co.uk

JACKETS & GILETS FOR ALL OCCASIONS

Snickers Workwear’s new ALLroundWork Jackets and Gilets deliver an all-round performance on site with a

Ripstop water-resistant outer fabric and a coated inner fabric for extra durability.

Above: Snickers Workwear’s new

range of jackets and Gilets.

They’re wind-resistant too and designed for optimum comfort and flexibility when you’re on the move. With smart

designs and an ergonomic fit, Snickers Workwear ALLroundWork garments are packed with must-have features that

focus on functionality and freedom of movement, as well as using innovative fabrics that deliver long-lasting

protection. There’s also a range of base- and mid-layer garments plus accessories like gloves, hats, face warmers

and beanies to ensure that every part of you stays dry and warm. www.snickersworkwear.co.uk

VAN DRIVERS: PARKING ETIQUETTE

Motoring experts from LeaseVan.co.uk have released six pieces of advice to help van drivers park their vehicles without annoying local residents

and the general public. Below we take a look at their guide to van parking etiquette:

1. Park as far away from junctions as possible:

Parking your van right on a road corner or

opposite a junction can cause problems and

potential danger for fellow road users.

It could significantly obstruct visibility, blocking a

driver’s view of oncoming traffic when attempting

to turn, and even reduce the available space for

other vehicles to manoeuvre in.

2. Try to stay off the pavement: If

circumstances mean you’ve got no choice but to

park partially on a pavement, try to leave as

much room as possible, especially for prams,

wheelchairs, the elderly and children – rather

than forcing pedestrians to cross over.

It’s always best to seek an available, larger

parking space nearby before putting your van on

a pavement though, to avoid annoying locals.

3. Be sensitive to homeowners’ light and view:

Well-mannered van drivers won’t park their bulky

vehicles directly in front of a property’s windows,

particularly if they’re going to be parked in that

same spot for a large proportion of the day. This

can be problematic as it can stop natural light

getting in to a home and block the residents’

views of the outside world.

4. Anticipate and avoid narrowing roads:

Drivers should, wherever possible, steer clear of

parking vans on stretches of road where doing so

would make it tight or impossible for other

vehicles to pass in both directions at the same

time. Van owners must also try to find a more

appropriate, alternative space further down the

street or around the corner, if parking in their

initial location might obstruct access for

emergency services.

5. Think twice about getting in the way at car

park: At supermarkets, multi-storey car parks

and out of town retail locations, van drivers

shouldn’t park straddling two bays. Find a space

that’s specifically designed for larger vehicles or

in a quieter area further away from the shop or

facility’s front doors.

6. Be considerate of neighbours if you’re on

the job: Tradespeople conducting domestic or local

work should utilise a property’s driveway or park as

close as possible to the house they’re working on,

rather than unnecessarily taking any neighbours’

usual, coveted on-street parking spots in busy

areas. Just as when driving a car, it’s important to

make sure you aren’t blocking any required access,

such as to a neighbour’s driveways, when parking

your van. If building materials make any mess on

the pavement, make sure to clear it up.


You do the windows

and doors, we do

the paperwork.

All the proof you need

How do you prove to homeowners your window or door installations are done

properly, without the hassle of registering them with building control? With a FENSA

certificate. This proves your installations comply with building regulations, including

energy efficiency requirements, and are registered with the local council.

Become FENSA Approved today. It’s easier than you think.

Apply online at www.fensa.org.uk/join-fensa

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January/February 2020

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